Liang Wengen, who is worth more than 70 billion yuan and is from the manufacturing industry, talks about entrepreneurship: aim and then shoot, and the certainty of entrepreneurial success is greater

Our *5656 barrels of gold are the result of innovation

In 1986, at the age of 30, I went to the sea to start a business, before that I was the director of the state-owned enterprise restructuring office, at that time this position was very honorable, the first leader was the director, I was the deputy director to preside over the work, is the deputy director level. With the dream of starting a business, I and three other like-minded colleagues lost this enviable job and decided to quit their jobs and start their own business. To start a business, you have to have a good business plan, a good product, but in fact it was not like that at that time.

I heard that we could earn more than 20 yuan by selling a sheep, so we went straight to Xiangxi, Changde, and even Guizhou, where there were more productions and breeding, and started a sheep selling business. But when we bought a large number of sheep, we learned that the bullish market was due to the cancellation of a large contract by the foreign trade department, and the price of sheep would fall after New Year's Day. So, I hurriedly withdrew my troops, and my first business ended in failure. Later, my friends and I also bought and sold liquor, fiberglass and other products, but in the end, we only lost money. * After that, we went back together and discussed why we failed, and then we felt that these things were not our forte, and three of the four of us were material majors, which was our strength. We found a way to investigate and found that welding materials were in short supply in the market at that time.

In 1989, we borrowed 60,000 yuan as the capital to establish Lianyuan Maotang Welding Materials Factory. There was no factory, so we used the basement as a factory, and the conditions were very simple. It was in this humble "factory" that four people worked hard every day to produce *5,656 products. I sent it to a factory in Liaoning, however, the product was all returned due to unqualified quality. I realized that we were still a layman when it came to welding materials. So I went back to my alma mater, Zhongnan University of Technology, discussed repeatedly with my teacher, and then borrowed a laboratory in the school, adjusted our formula more than 100 times, and changed the process dozens of times before this product passed the test, and we got 8000 yuan * 5656 barrels of gold.

In this way, in *5656, our factory made a profit of 36,000 yuan in sales revenue of 160,000 yuan, 130,000 yuan in the second year, and in 1992, six years later, our sales reached a little more than 100 million yuan and an annual profit of 30 million yuan. I think this is still far from our goals and dreams.

It is important for people to see themselves clearly and know themselves. I often wonder why Zhang Yue, who is also in Hunan and started later than me, was able to make Yuanda air conditioning 2 billion. * After that, I came to the conclusion that the welding materials industry we are in is too small and there is a ceiling. In addition, I started my business in my hometown, which was too remote to give birth to a *5653 large enterprise in this industry and region, and could not achieve our business goals. At this time, we thought of innovation, the key to innovation is that our development strategy should be innovative, and the development thinking should be innovative, so we have formulated a double-entry strategy - entering large industries and big cities.

Aim and then shoot, and you have a better chance of success

We put down the stall of 100 million sales and more than 30 million profits, and I and a few executives went to investigate the market. In one year, we have visited dozens of users, held 5 user demonstration meetings, and held more than 10 board meetings. At that time, under the opportunity of China's rapid economic development, China was vigorously building everywhere, and I knew that the construction field would definitely flourish. Moreover, at that time, there were not many enterprises entering this field, and many people felt that only state-owned enterprises with deep pockets dared to set foot in it, but I always believed that if we could seize the opportunity, there would be a broad space for development. In 1993, we moved our headquarters to Changsha, the capital of Hunan Province, and renamed the company "Sany Heavy Industry".

Sany has developed slowly from the beginning to today's stride, and technology research and development is undoubtedly the driving force of the development of *5655. When we first explored the field of construction machinery, we did not have any advantages in resources, technology and channels, and we were a private enterprise without any state-owned and foreign-funded background. More than 95% of the products on the market are foreign brands, and all core technologies are in the hands of foreign companies such as Germany, the United States, and Japan. I realized that no matter now or in the future, the *5655 opponents faced by Sany were overseas companies, and at that time, there were only two options for Sany's development path: either to invest heavily in the introduction of technology from multinational companies, and to take the "take-it-or-leave-it" path of introduction, digestion and absorption; The second is joint ventures with foreign enterprises to exchange the market for technology.

But for Sany Heavy Industry, these two roads are not going through, one is the lack of funds and the inability to buy; Second, the giants in this field in Europe and the United States have set up layers of barriers to the output of technology. Therefore, it can be said that Sany Heavy Industry was completely forced to take the road of independent innovation at that time - this is the road that can be taken. Only after going through the situation of persecution and helplessness can we finally grasp the initiative and get rid of oppression.

Subsequently, we organized relevant users in full swing and knocked on the door of technology research and development. At that time, Yi Xiaogang, the most advanced technician we introduced, officially took over the "baton" of technology research and development. In R&D, he discovered concreteTow pumpThe high and low pressure switching must be connected to different tubes. To this end, he designed a pneumatic valve that can rotate 90 degrees. But the problem also arises, some people do not agree to change the design, and the reason they give is: such pipes are used abroad, as long as they are imitated, there is no need to change them.

However, Yi Xiaogang believes that if we blindly imitate foreign products, Sany will not only have no technological breakthroughs, let alone build core competitiveness. When I learned about this situation, I listened carefully to Yi Xiaogang's opinion, and finally chose to support him. Because of this, we have developed our own technical patent through technological innovation, which is the collector valve that has been widely used since then. The successful development of the collector valve group not only enabled Sany to achieve mass production, but also brought huge profits to Sany.

We have gained the right to live through innovation. In Yi Xiaogang's words, in fact, our domestic R&D personnel are all very smart, but we have been affected by inferiority complex for a long time, and we always feel that our skills are inferior to others. In fact, those engaged in technology research and development must first break their fears and break their own mindsets, and only in this way can they develop innovative products.

If we have identified a path, then we should move forward bravely despite the obstacles. Even if there is nothing, we will do everything we can to create the conditions to move forward. If I had followed the popular trend at that time and thought that this was a high-risk field that was not suitable for private enterprises, I don't know who would have lost the success of Sany Group today.

Drowning and sinking the boat, if you don't advance, you will retreat, and the same is true for technology research and development. Through years of painstaking research, we have successively had certain technological innovations in hydraulics and electricals, and constantly have our own intellectual property products, and our market share is gradually increasing. Due to a series of moves in technology research and development, we have the core technology that only developed countries in the world can master, and laid the foundation for becoming an industry leader.

Reluctant to equity, unable to retain talents

Yi Xiaogang once insisted on staying by the stove and experimenting day and night in order to produce a steel plate material imported from Europe at that time, when the outdoor temperature reached 40 degrees in the hot summer. He made great contributions to the Trinity Group, and I will never forget it. In 1999, in order to reward Yi Xiaogang's significant contributions, I convened shareholders and made a resolution to donate 2% of the 5% equity reserved by the company to Yi Xiaogang. As a result, Yi Xiaogang became the ninth director of Sany Group. Equity represents the size of a person's control over the enterprise, and one more shareholder indicates that the weight of one's voice in the enterprise has decreased, and almost no one is willing to share power with others. However, if they are in charge of their own affairs, they will care about the survival and development of the enterprise. Therefore, every time I make a decision, I also ask for the advice of the principals, which is very helpful in ensuring the correctness of the decision.

After clarifying the important position of the construction of technological innovation platform in the process of enterprise development, we have comprehensively promoted the system construction of R&D concept renewal and innovation by means of system and mechanism construction, innovation culture construction, talent gathering and training, intellectual property rights and standardization.

Rules can change, but principles must be upheld

If there is no internationalization, Sany is at most a larger self-employed person. After Sany maintained a rapid development momentum, we began to enter the overseas market and set up factories overseas. At that time, Sany Heavy Industry Co., Ltd. took the Indian factory as the official production target, and successively established R&D and production bases in the United States, Germany, Brazil, Indonesia and other places, and began the one-stop localization survival and development road of investment, R&D, production, sales and service. Then, through the operation of international capital, we will integrate the world's talents, capital, markets and other resource information, so that our capital will go out.

Price war is expressly forbidden in Sanyi, I have repeatedly emphasized that the competitiveness of the industry is better than the competitiveness of enterprises, and Sany must know how to be an industry boss. Under this line of thinking, the price of all our products is more than 10% higher than that of domestic competitors, and the control of the collection rate is also very strict. For example, a 250-ton crawler crane, Sany's price is at least 15% higher than others, but it will be designed to lift 260 tons. With the same product, the same lifting weight and arm length, Sany's equipment can be lifted heavier and farther away, and the benefits created are more obvious.

Competition should seek common development, rather than simply harming others and benefiting oneself, or even "killing one enemy and losing 800 to yourself", because this will put the entire industry in a difficult situation. It is precisely because I understand this truth that I forbid Sany Group to fight a price war. Because I seek the long-term prosperity of the entire industry, not the temporary self-interest of my own business.

In addition, the key to the success of Sany Heavy Industry lies in word-of-mouth marketing, I think, every customer may become an indispensable force in word-of-mouth marketing, to spread and promote products and services, and to play a role in promoting the profitability of enterprises, how to do a good job in word-of-mouth marketing, I summarized the following three points:

First, improve product quality. The quality of product quality is the life of an enterprise and the key factor affecting the development of an enterprise. If even the product quality has not been solidified, how can the enterprise talk about development.

Second, to provide the best service. After-sales service is undoubtedly the catalyst that can bring companies closer to their goals. In the case of the same product quality, other people's service to do 1, you do one more step than others, then you can win the hearts of users. I often emphasize that Sany should establish a reputation and commitment to the service of "One Promise and a Thousand Golds", and formulate a digital service commitment.

Third, pay attention to listening to customer feedback. It is especially important for companies to listen to customer feedback, so that business managers can get valuable information from customer feedback. While making up for the shortcomings, it can also carry forward the advantages better.

Sany Incubator

SANY-SPARK

Sany Incubator takes advantage of the resources of Sany Group, focuses on cultivating and incubating local enterprises in Changsha, provides entrepreneurs with 5-1200 square meters of various office space, and helps small and micro enterprises grow rapidly by providing professional consulting and policy, legal, financial, investment and financing, management, human resources and marketing and other accelerated growth services.

In addition to the policy support provided by the provincial and municipal governments at all levels, Sany Group also hires Sany senior management team as business mentors for the settled enterprises, obtains direct counseling and investment opportunities, and shares the living facilities such as catering, dormitories, and transportation in Sany Park.

Co-working space is free

Internet services are free

Water service is free of charge

Air conditioning is complimentary

Landscaping services are free of charge

Housekeeping service is free of charge

Printing services are free of charge

 

Incubation phone: 15116263131

E-mail:[email protected]