Chapter 26 Chapter 3 Strategic thinking is the most important

The year 2001 was a milestone year in the development history of Jingtang Port.This year, they broke through the throughput of 10 million tons, reaching 11.02 million tons, entering the ranks of the country's largest ports.The port achieved a total revenue of 200 million yuan and a profit of 35 million yuan throughout the year.During this period, the people of Jingtang Port also made a major contribution, that is, they completed the investment and construction of the main project of the basic project for Caofeidian Port, which has become the most far-sighted and promising port in Bohai Bay.Caofeidian, as the "sister port" of Jingtang Port, has now been identified by the country as my country's first scientific development demonstration industrial zone, and is rising like a dazzling new star on the eastern coastline of the Pacific Ocean.As the pioneers and builders of this emerging port and demonstration area, Liu Weimin and Jingtang Hong Kong people will always be remembered by history.

Now, let's turn our attention back to the Jingtang Harbor after entering the new century—— At the end of this year, a reporter came to Jingtang Port and made a description at the port site: At this time, in Jingtang Port, giant ships came and went, towering cranes were working nervously, and the Tuo Port railway line was full of loads. The freight train was moving fast.In just 10 years, how much painstaking efforts did the people of Jingtang Port put in from opening to navigation to a port of tens of millions of tons?That day, the long-voyage "Andahai" sailed to Nanjing Port with a full load of 25,000 tons of high-quality coal. The siren echoed in the blue Bohai Bay, and seabirds chased the giant ship that was gradually receding. Amid the cheers of the people, Liu Weimin's eyes were wet up...

The corners of Liu Weimin's eyes must be wet, because since he became the "top leader" of the port, it took only 3 years to build a newly built small port that was on the decline into a large port with tens of millions of tons ranked among the top 23 ports in the country!This is by no means a simple and easy task. "The ancients said: 'When a name is established, it will be hesitated for several ten days. , the key depends on the essence. For a developing port construction, it is important to constantly adjust the thinking and find the right position. That is to say, only by starting from "real" and "real" and "name" correct can the development of the port break through the bottleneck , take the fast lane.” Liu Weimin is a thinker full of philosophical perception in his consciousness, and at the same time a practitioner who is good at transforming this perception into action.

"The port is like a stage. The people of the port are the singers on this stage. The size of the stage is the size of your play. As a talented artist, if you want to become a world-class singer, your stage must become a world-class singer. The world's first-class stage. If the port is not big, the port people will never be able to integrate with world trade." Liu Weimin often uses this metaphor to influence and indoctrinate his port workers. Adjust the thinking, find the right position, and use the "blue thinking" to rewrite the "history of the coal city".This is the goal that Jingtang Hong Kong people have set for themselves after entering the new century.

There is a saying in "Zuo Zhuan": "The blue thread on the road is used to open up the mountains and forests." It means, sitting on a firewood cart and wearing tattered clothes to open up the mountains and forests.Liu Weimin especially appreciates this sentence. He often uses this sentence to educate his employees, and hopes that the port people will take this as the motto of port construction. "The mechanism of Jingtang Port determines that we cannot, like other ports, carry out large-scale construction after receiving large amounts of funds from the government and the state. We must always maintain the entrepreneurial spirit of hard work. But this does not affect We have the ambition of "wearing tattered clothes" to open up mountains and forests. Mr. Sun Yat-sen proposed to build the northern port into a large international trade port "as big as New York". Now the historical responsibility to realize this wish has fallen on us. Naturally, the people of Jingtang Hong Kong must accept this burden, only in this way can we be worthy of the pioneers and future generations." Liu Weimin's heart is full of great talent and general plan.

"Make Jingtang Port bigger and stronger, and make it 'as big as New York'!" This is the lifelong wish of Liu Weimin and the people of Jingtang Port, and they have worked hard for it.They know that if their ports are limited to Tangshan, the "coal capital", and only handle a single type of cargo, even if the throughput reaches several "tens of millions of tons", they will not be able to get rid of the traces of "transportation stations" and cannot Realize the real dream of Dagang. , "Being bigger and stronger is the only choice!" It not only benefits the people of Jingtang Port itself, but also benefits all customers related to Jingtang Port, making Tangshan City, Hebei Province, and Beijing and Tianjin Tang and the entire Bohai Bay Economic Zone will benefit, and it will be able to play a role in promoting the country's economic development.In the layout of building a strong coastal province in Hebei Province, Jingtang Port has long been entrusted with the historical task of being a "leader".History has entrusted the people of Jingtang Port with such responsibilities: As a future emerging coastal port city in the Bohai Bay Economic Zone, it is connected to Xinjiang and the sea, with a vast economic hinterland in the future and a sea leading to the world in front, with unlimited development space and development prospects. Beautiful and spectacular...

However, how can the construction scale of Jingtang Port be expanded as soon as possible in a relatively short period of time?Liu Weimin and the people of Jingtang Hong Kong are pinching their fingers almost every day to settle accounts: How many tons of handling capacity should be reached to become a big port?And to call it a big port, how many 50,000-ton or even 100,000-ton berths must be invested in?How much investment is needed to build these super-large tonnage terminals, and where does the money come from?What to do if you have enough money?What would you do if you didn't have that much money?

The world is unpredictable, and the market economy is extremely competitive.Coastal ports are springing up like bamboo shoots after rain, and the rulers of each port want to make their territory the largest and strongest. Where will Jingtang Port develop... All these, Liu Weimin and the team members must figure out, and then have to come up with practices and measures.General practices and measures alone are not enough to participate in the port economic competition that is full of heroes. What is the port economy?It should be an economy with obvious regional characteristics that combines regional occupation and radiation penetration; it should be an economy with obvious monopoly and exclusive advantages that is contrasted by monopoly and inclusiveness; it should also pursue low-cost, high-cost Effective service economy.No, not only these, the port economy should be more of a strategic economy with obvious strategic features!

"Yes, the port economy should be a strategic economy in a broader and deeper sense." Liu Weimin likes military terms very much, so his understanding of the port economy will be more strategic than ordinary people.This also makes him more capable than others when planning the development of Jingtang Port. Strategic vision always sees farther and deeper. Liu Weimin understands that to make Jingtang Port bigger and stronger, it is absolutely impossible to rely solely on government investment.So, together with his partners, he decided to find another way. Diversification attracts capital from all parties to participate in port construction, which has long been a tradition in the construction of Jingtang Port.At the beginning of the port construction, the state did not invest a penny, only 30 million yuan from Tangshan City.This limited investment is only a drop in the bucket for capital-intensive port construction projects.Faced with a serious shortage of funds, Tangshan Municipal Government and Jingtang Port District of Tangshan Port sought emergency changes and strengthened cooperation with Beijing.So they carried out their work creatively, introduced internally and externally, and adopted methods such as "cross-regional", "cross-ownership", "transfer of shoreline", "investment of land at discounted price", "sole proprietorship" and other methods to raise funds through multiple channels. By means of cooperation and joint construction of the port, a road of market-oriented port construction with the "community of interests" as the link has been blazed, which has rapidly expanded the scale of the port.

However, although Jingtang Port is quite gratified, it has not been easy on this "innovative" road of joint private capital to build the port.During the interview, Chairman Liu Weimin said with deep emotion: "It is innovative for us to introduce private capital into the port, because it is the first time in the country to introduce private capital ahead of the port industry, and achieved very good results. But In 2003, when the China Port Association asked me to introduce the experience of introducing private capital, I still felt embarrassed. I said that at that time, I could only do it secretly, and I could not say it publicly, otherwise it would cause trouble and lead to related problems. Criticism from departments or academic circles. Because at that time the country had no relevant policies for introducing private capital into port operations. After the 16th National Congress of the Communist Party of China and the 4th Plenary Session of the 16th Central Committee, "private economy is a basic form of national economic development. 'The policy was clearly put forward. Since then, our approach at Jingtang Port seems to have become more justified."

In the past, Jingtang Port, like other ports, adopted the administrative system of the Port Authority. Beginning in 2000, under the care of the leaders of Beijing and Tangshan, they boldly explored the reform of the management system. After nearly three years of practice, at the beginning of 2003, they were formally restructured into Beijing Jintai Group, Hebei Yanshan Group, and Tangshan Port Investment Company. A joint-stock enterprise composed of 6 shareholders, including the company, has since embarked on a new path of modern enterprise management and development that operates completely in accordance with the laws of market economy. To make a port bigger and stronger, the berthing capacity of the wharf and the corresponding mechanical equipment are the foundation, and this is usually the most troublesome "bottleneck problem" encountered by ordinary ports in the development, that is, a large amount of funds cannot be implemented.For Jingtang Port, this is also the place where outsiders admire Liu Weimin and their "not simple".With billions of dollars in capital and without the support of the country and the government, it is simply whimsical to want to build a big port.But the people of Jingtang Hong Kong rely on the flexible mechanism of independent management of the enterprise to turn such a whimsical thing into a reality.They have taken the form of cooperating with shareholders to build a port, giving up part of the coast at the port to build a wharf solely owned by the owner, buying shares at a discounted price of land and building storage facilities with investors, and cooperating with Fortune 500 companies to operate container transportation. The diversified forms of port construction have enabled the port to quickly and effectively solve the funding problem in a short period of time, and the leapfrog improvement in infrastructure has promoted the doubling of the port's throughput. During this period, the use of private funds to complete and satisfy the experience gained in the market-oriented management of machinery and equipment for wharf transportation is commendable.In the past, Jingtang Port was the same as other ports. The transportation and mechanical equipment in the operation of the terminal has always been a problem, that is, the capital occupies a large amount and the loss is large. It is laborious and expensive to use and manage this area.Since 2001, they have broken the traditional model of solely relying on self-raised funds to purchase mobile machinery, and have transferred 69 sets of mobile machinery to the public through public bidding, successfully replacing funds of 12.55 million yuan, realizing the marketization of goods in the port and increasing the market in the port The intensity of opening up to the inside and outside has established an "invisible market" full of vigor and vitality inside the port.For example, for the mechanization of coal unloading and unloading, the port auctioned with zero bids, earning 300,000 yuan in bid winning fees, and introduced more than 8 million yuan of coal unloading equipment, and realized the mechanization of coal unloading by train, improving Jingtang Port Railway transportation handling capacity.Interact with private capital, carry out financial leasing business, and realize a win-win situation for various related enterprises such as ports, private enterprises, equipment manufacturers and banks. The sale of machinery to private enterprises has enabled the port to solve the problem of insufficient funds for investment in infrastructure construction, and at the same time released the "bottleneck" of large funds occupied by equipment, which has added a lot of new production capital to the port, thereby accelerating the development of port enterprises. production capacity.At the same time, the participation of private capital not only brings popularity to the port, but also forms a new social productivity and production relationship through the combination of new capital, so that all units and individuals participating in port business and economic activities can enjoy Became the master of the port.What is more noteworthy is that Jingtang Port's approach, because of the clarity of property rights, solves the "management efficiency" link that is difficult for state-owned enterprises to achieve. "In the past, a crane was divided into several shifts and driven by several people. It was difficult for everyone to love the car and maintain the car. If there was a slight problem, it was sent to the repair shop. After it was sold to a private enterprise, the port did not need to care about those. For example, the specific question of "loving a car and keeping a car". You think, a person bought a crane with all the money of the whole family. He wants to use the money earned from this crane to support his family, and you are also used to teach him how to love a car and how to save money. oil?" During the interview, Liu Weimin couldn't restrain his excitement when he talked about the introduction of private capital into port construction. The financial barriers in the port have achieved a win-win situation for all parties. From the perspective of port development needs, technological transformation is our permanent task, but there are batches of old equipment in the port that have squeezed a lot of funds. Now we sell those technologies that are not The machinery and equipment that is too high and necessary for the port are given to private enterprises to replace them with disposable funds. This is the first direct win-win. In addition, when private enterprises are accepted into the port operation process, they are also constantly updating their technology equipment, but the existing traditional financial barriers cannot enable these private enterprises to obtain ideal loans, what should we do? Our port has once again boldly innovated and adopted technology upgrades for private enterprises that have market and lease relationships with us. They need to pay one-third of the funds first, and the rest will be paid by our port side, which will continue to be leased to them, and the income from port services will be used to offset the rent and financial expenses in the next 3 years. After 3 years, these equipment will be fully owned Owned by private enterprises. Through such interaction, the port itself improves and develops the production capacity of the enterprise by providing the initial investment, and private enterprises also greatly increase the production capacity in this process, and the income increases substantially. This is something that everyone can understand Who wouldn’t be happy from the bottom of his heart to see a win-win situation that is both visible and visible?” Jingtang Port has created a precedent in the same industry in the introduction of private enterprise capital to serve the port development, and has been highly praised by relevant departments. In the business world, there is a very popular saying called "details determine success or failure".Details, to port builders, are just as important.However, Liu Weimin and Jingtang Hong Kong people are more aware that strategic thinking is more important to port construction. A businessman who pursues details can achieve a considerable business and even establish a brand kingdom.But people without strategic thinking will definitely not be able to build a large port.A large port is like a decisive battlefield where millions of soldiers commanded by a general compete with the enemy for victory. Without a sense of foresight and decisive vision, the commander will never be able to become an invincible and invincible general. Liu Weimin and his comrades who fought together at the forefront of Jingtang Port construction are undoubtedly a group of port construction strategists with forward thinking and broad minds.In just a dozen years, they built an international port on a deserted beach by their own strength, and they have completed a journey that took others decades to complete, showing great talent and superb wisdom. Dong Wencai, the current general manager of Tangshan Port Investment Co., Ltd., is also a "veteran" who participated in the construction of Jingtang Port at the same time as Liu Weimin.Talking about the high starting point and leap-forward development process of Jingtang Port, Lao Dong was full of emotion and eloquently.He told us about the "process" of such an event he experienced: The construction of the port began, and the original plan was to build a 5,000-ton berth.Because the level of berths determines the level of the port, the planning of the first port basin was changed later, and seven 15,000-ton berths and one 35,000-ton berth (caisson wharf) were built.In order to build this 35,000-ton berth, it went smoothly.At that time, Jingtang Port was still called the Port Authority, and Dong Wencai was the deputy director.He told the bureau chief, if berths of 15,000 tons are built, what kind of big docks are there?The director was very interested in his opinion, so they went to the Design Institute of the First Navigation Engineering Bureau of the Ministry of Communications. The design institute organized 28 people to listen to their reports, and immediately made a decision.Later, a 50,000-ton berth was built, but it took a lot of effort.At that time, a grain and oil processing group approached them and asked for a 50,000-ton wharf and a 50,000-ton waterway. They didn't have any, so they promised them how long it would take to build them.But people couldn't wait, so they went to other ports.For this enterprise alone, the annual throughput of 6 million tons has been lost.They were very distressed, so they made up their minds to build berths with a level of 50,000 tons or even 70,000 tons or more.But what if the higher ups don't approve?They couldn't bear to wait any longer, because there would be no way out if they waited down to the port. Seeing that the heavyweight freighter could not call at the port, what was lost was not the freighter, but the market, and the money flowing away!For this reason, the people of Jingtang Hong Kong did not give up their ambitions while waiting for nothing.They relied on their correct judgment on the future development of the market and the port, and insisted on launching.For this, they have endured all kinds of pressure from relevant parties, but later facts proved that Jingtang Hong Kong people did nothing wrong. "To build a big port, you don't have the word 'big' in your heart, and you don't have the word 'far' in your eyes. This big port will always be an illusory dream, and it will easily cause great waste in actual construction." Dong Wencai said , What he admires most about Liu Weimin is that "the advanced consciousness is stronger than others". "For decision-makers in port construction, whether they can seize opportunities and meet challenges will be the key to gaining a place in the increasingly competitive port industry." Tang Gang” incident, he couldn’t hold back the praise of Chairman Liu Weimin. He believed that this was “another wonderful handwriting that Chairman Liu brought to Jingtang Port and the people of Jingtang Port for the next hundred years of well-being!” The story has to start with the topic of coal diversion on the Da (Datong) Qin (Qinhuangdao) railway line in order to change the tense transportation situation of "transporting coal from north to south". For many years, the "North Coal Transport" has gone out to sea through Qinhuangdao port.Today, the 400 million-ton railway line is putting more and more pressure on Qinhuangdao port, and the safety of energy transportation caused by only one line has made national leaders increasingly worried.Where can it be diverted?What kind of diversion?The decision-makers of relevant national departments are looking for... There are many ports in Bohai Bay, and Jingtang Port is not the only choice for the country.Besides, although Jingtang Port has begun to take shape, there is no railway leading to Jingtang Port from the Daqin Railway Line.In such a comparison, Jingtang Port does not have much advantage!what to do? When the news came, Liu Weimin, who was eager to share the country's worries and expected to get this piece of "fat meat" into his own hands, was covered in cold sweat and couldn't sleep all night.He stood in front of the huge "Comprehensive Map of China" hanging in his office, staring at it for a long time.He stared at the Daqin railway line with both eyes, insisting on seeing through that railway line, as if seeing through, and seeing what it looks like before giving up!Seeing that the Daqin Line lowered its head to him in embarrassment, then followed his gaze and followed his will from Qian'an Station on the Daqin Line to the south, and created a train for him carrying coal and supplies every day, continuously driving towards Beijing. Down Harbor Railroad Comes….Liu Weimin stared at the "Complete Map of China" for a long time, staring at the Daqin railway line.He wants to find out the "advantages" that belong to Jingtang Port, and then go to the relevant leaders to express his "high opinions". Of course, Liu Weimin discovered the "absolute advantage" belonging to Jingtang Port from the "Comprehensive Map of China"-in his opinion, Jingtang Port certainly has the most advantageous advantages. "The problem is that if we lose such an opportunity, we are the sinners of Jingtang Port! The opportunity must not be lost!" Liu Weimin made an oath to himself. In a very ordinary meeting, Liu Weimin could directly meet the leaders of the Ministry of Railways.There was nothing new about the agenda of the meeting, and many people were absent-minded, but Liu Weimin didn't have a minute at the meeting.Some people saw that he was always drawing endlessly on paper with a pen in his hand, and he didn't know what to draw... Liu Weimin was drawing the railway in his heart, the one from the branch of the Daqin Line to Jingtang Hong Kong railway.He wants to draw a railway that can be clearly understood by the leaders of the Ministry of Railways at a glance, and a railway that the leaders can never forget and applaud! Because of this, Liu Weimin almost became a railway "design expert" within a few days. The schematic diagram has been drawn, just waiting for the opportunity to appear. Liu Weimin held down his beating heart, chose the best opportunity, and reported his thoughts directly to the leaders of the Ministry of Railways. "You see, if the Daqin Line extends from the Qian'an Branch to our Jingtang Port, it will be the best and best choice. Because..." Liu Weimin is like the chief of staff before a decisive battle in front of the leaders of the Ministry of Railways. His every word attracts the people present like a magnet.Especially when he showed his views, plans, intentions and prospects for the future that he had drawn, and just rightly showed the "schematic diagram" he drew to the leaders of the Ministry of Railways, everyone's eyes seemed to be one Bright. "This plan is very good! It coincides with our vision!" Applause rang out. Liu Weimin couldn't help but burst into tears. Because the Jingtang Hong Kong people who were not dominant before won the jackpot in this game.Approved by the railway line and the State Planning Commission - the branch of the Daqin Line runs directly from Qian'an to Jingtang Port! What does it mean that the Tangshan sub-line of the Daqin Line leads directly to Jingtang Port?Of course, people outside the industry do not know: the opening of this line, the determination and implementation of this large coal channel plan, will greatly accelerate the pace of Jingtang Port’s progress to a 100-million-ton port-in the initial stage of the project, it can provide Jingtang The port increased coal shipments by 30 million tons! On December 2, 2006, when we returned to Beijing after the interview, the coal train on the Daqin Line from Tangshan to Jingtang Port was about to open. Of course, this is not to say that the determination and implementation of the plan for the large-scale coal passage from Tangshan to Jingtang Port on the Daqin Line originated from a bold idea of ​​Comrade Liu Weimin, and it was because the leaders of the Ministry of Railways saw a sketch drawn by him. Listened to one of his reports.However, it is not difficult for us to imagine that if Liu Weimin and his comrades were insensitive and indifferent when the opportunity came; Will the opening of Tangshan line "open" to other places? An annual increase of 30 million tons of throughput will be a source of wealth and gold for Jingtang Port and any port. What is competition?This is competition. In the competition, the winner is Liu Weimin!He is from Jingtang Hong Kong! Jingtang Port is destined to be the winner.Because the people of Jingtang Hong Kong understand what a real port economy is. "The port economy is essentially a strategic economy." ——Liu Weimin, who was a soldier, knows this well. Jingtang Port is located in the Beijing-Tianjin-Tangtang first-level economic network, the center of the Bohai Rim Economic Circle, and is a national key open development area. Its geographical location is the nearest seaport connecting North China, Northeast China and Northwest China.Backed by more than 20 industrial cities such as Beijing, Tianjin, Tang, Cheng, Zhang, etc., it occupies the traffic throat area of ​​North China and Northeast China. It can be connected with Beijing-Kowloon, Beijing-Shanghai, and Beijing-Guangzhou traffic arteries, and it can be connected with Beijing-Harbin, The Jingcheng and Jingbao Eurasia passages are connected.The hinterland is vast, the supply of goods is sufficient, and the transportation is convenient.Tangshan, the hinterland of the direct economy, is an important energy and raw material base and a rich area of ​​various agricultural and sideline products in China. It has formed 10 pillar industries such as coal, steel, electric power, building materials, machinery, chemicals, ceramics, textiles, papermaking, and food. It is a commodity distribution center and an important transportation channel connecting Northeast China and North China, and a large number of domestic and foreign goods are transported every year.The indirect economic hinterland can cover Hebei, Beijing, Shanxi, Ningxia, Inner Mongolia and Shaanxi.Under the guidance of the concept of scientific development concept, Hebei Province has repeatedly emphasized the new strategic decision of building a strong coastal province.In this layout, Hebei Province has given Tangshan the historical responsibility of being a leader, which means that the province's productivity layout will be further concentrated in Tangshan, the production factors of other regions in the province will be further concentrated in Tangshan, and various policies will be further concentrated. Tilt to Tangshan. The rise of Tangshan is just around the corner.The port economy has once again become a hot spot and focus of people! Politicians and economic strategists have calculated an account: Tangshan port area has a vast tidal flat of more than 1,000 square kilometers, and the average GDP level of the Lingang Industrial Zone here is 1.96 billion per square kilometer, and the world average is nearly 4 billion.The highest is Japan. The Pacific Rim Lingang Industrial Zone is equivalent to RMB 6 billion per square kilometer!Calculated according to China's average level of 2 billion, 2 trillion can be achieved here. What is the concept of 2 trillion? 2,000 billion is here to rebuild Guangdong and Jiangsu! When the port-side industry is developed, the port will naturally prosper.There are advantages, not to mention that it will take some time for the Lingang industry to develop.What makes Liu Weimin and all the people in Jingtang Hong Kong feel at ease right now is that there is Qinhuangdao Port in the north (northeast) and Tianjin Port in the south (southwest).There are two centuries-old ports, Jingtang Port is in the "crack", and it is a new port with a history of only 17 years. No matter in terms of scale, equipment (facilities), fixed customers, or reputation... Although Jingtang Port has its own "characteristics", it is still obvious that it is "inferior" when compared with others. Liu Weimin is soberly aware that if Jingtang Port wants to emerge suddenly, it must use the great talent of a strategist to extend Jingtang Port's sight longer and see farther. Liu Weimin stood still in front of "The Complete Map of China" again, his brows furrowed... This time, he was not only staring at the Daqin Line, but the entire "Three Norths" region (i.e. Northwest, Northeast and North China).The densely packed signs of large and small cities, the veins of mountains and rivers, the direction of roads and railways, as well as the division of regions, river boundaries, road distribution, and so on.He also often flips through the thick local chronicles to learn about the economic development of various regions, pillar industries, local specialties and local needs... However, in his opinion, all these are just words on paper. What is the port for?As the saying goes: "The ship arrives at the wharf and the car arrives at the station." The port is a ship wharf set up on the bank of the Haihe River for ships to berth and engage in transportation.The port is the transportation hub of the waterway.The berth level determines the level of the port, while the throughput marks the success or failure of a port.For Jingtang Port to prosper, it is important to do a good job of transporting goods in and out of the direct economic hinterland. It is important to seize the market and seize the source of goods.After all, the supply of goods directly in the hinterland of the economy is limited, and the market competition is so fierce.To make Jingtang Port bigger and stronger, it is necessary to extend its tentacles to occupy the market, the farther the better.It is necessary to draw the "logistics circle" bigger and bigger, first near and then far, from "point" to "surface", so that customers and sources of goods in all directions will start like a trickle, and later become a rushing river, rolling towards Jingtang Port coming... At this moment, Liu Weimin is looking farther. He is going to personally go to the hinterland of the indirect economy that is thousands of miles away from Jingtang Port.This is a "Comprehensive Business Map of Jingtang Port" that he has woven in his dreams for many years. The "realm" of the whole map includes the vast area of ​​Northwest China and the foreign frontiers beyond this area...Under the conditions of market economy The victory and defeat of Jingtang Port should be on the battlefield thousands of miles away! In early spring and April, it is still winter in China's Northwest, and it is extremely cold.Liu Weimin, general manager Sun Wenzhong and others drove straight to Xining City, Qinghai Province, and then walked back to conduct field inspections in one area and one city, discuss business with the local government and related companies, and make friends.Although most of them were acquaintances on one side, they talked comfortably and happily.With one more friend and one more road, the field investigation went all the way, and soon several offices were set up in the place of investigation, and the work was carried out. The chairman and general manager's trip to the Northwest, judging from the supply of goods produced, the quantity is not too large.But chairman Liu Weimin said it well: "Occupying the 'Three North' market in the indirect economic hinterland is not about the quantity, but about testing our ability to occupy the market and whether we have the will and courage to compete with strong competitors." During the field survey in the Northwest, Liu Weimin and Sun Wenzhong, the two bosses of Jingtang Port, really wronged themselves.In a relatively short period of time, it goes directly from Jingtang Port to Xining, then returns from Xining, and returns to Hong Kong via Lanzhou, Yinchuan and Baotou.Zhang Xiaoqiang, director of the business department of Jingtang Port and general manager of the logistics company who accompanied him, did a rough calculation. It was two "25,000-mile long marches".That is to say, they travel more than 1,000 kilometers every day, and they also arrange to meet local government officials and business executives every day. "Non-stop" can really be used to describe the tension and busyness. In the northwest in April, there is no green on the ground.On the Gobi Desert, flying sand and rocks.Comrade Zhang Xiaoqiang told us: When the car he was riding with the chairman and the general manager was driving on the Gobi Desert, there was a sandstorm, and the flying stones smashed the window glass.After driving day and night, the chairman was extremely exhausted, and the first thing he said after getting out of the car was that the ride was so uncomfortable, "It smells like death!" However, this is nothing.What makes the chairman and general manager feel "wronged" is the "cold reception" they received during their trip to the Northwest.Ordinarily, whether it is the chairman or the general manager, they are all the "bosses" of state-owned enterprises, and they are all leading cadres at the "county and department" level (according to the current scale of Jingtang Port, it is a large enterprise, and the level is even higher) .In Jingtang Port, they are all people who can stand up to the sky and keep their word.They went to the Northwest for inspection, but they all put down their airs and were willing to be primary school students.They are mentally prepared for this (in fact, in Jingtang Port, they are not good at putting on airs, they are very peaceful and approachable).Of course, when they met with government officials and entrepreneurs, almost all of them treated them with enthusiasm and sincerity, and there was a feeling of "seeing each other late" in a few words.But they happened to meet a person with poor quality, which made them shut the door. One day at noon, the chairman and the general manager went to meet the boss of the well-known private enterprise, but he refused to meet them.General bosses are very busy, they understand, and don't take offense.The problem is that your boss is busy, you have the vice president, and the reception department. How can you dismiss the attracted guests with the word "not seen"?However, the faces of the two "bosses" Liu Weimin and Sun Wenzhong did not show the slightest displeasure. "China's ports are basically 'government-run', and government-run ports are naturally prone to 'official business' and 'official atmosphere'. Our Jingtang Port has required employees and all operating departments to get rid of 'official business' since many years ago. What are the problems of the "Government Businessman" and the "Grandpa"? You can only see a smiling face, but you can't see others giving you a cold face! Jingtang Port has suffered a lot in this regard in the past. In 1994 , A customer named Han Jianguo from Tangshan Banbi Store shipped a ship of steel from our port. Because the workers on our dock gave him a cold face, the customer patted his chest and said that he would never ship goods from Jingtang Port again! In the past, Han Jianguo was not the only customer. The customer ran away, and the cargo ship stopped coming to berth. What is there in your port? Since then, we have required our employees to do everything to all customers in our port with iron discipline. Greeting with a smiling face—this smiling face, in addition to the service attitude, is more important to the quality of service. At the same time, we require all business personnel who go to the field to withstand the cold faces of others. That is to say, you have to have Hard-headed, psychologically prepared for setbacks. If you fail once, try again two or three times until you impress the customer. As a 'boss', I must do this first." Liu Weimin has his own theory about this. A salesman who traveled to the Northwest with the chairman and general manager happily told us: "In Gansu, a famous company didn't even let us in at first, and then reluctantly sent a deputy secretary and our chairman. and the general manager, the result was as expected: Since then, the two companies have established a good partnership, and the two 'bosses' have met each other lately and become good friends. Now a large number of products of this company will ship from our Jingtang port. travel far..." "If the port economy is a strategic economy, then what are the port people? The port people should be the operators, or combatants, to realize this strategic economy. Therefore, the port strategic economy must have vitality and achieve its goals. All fighters in the port must serve customers as if they were gods.” Liu Weimin often talks about such words and consciousness, and Jingtang Hong Kong people often talk about them. The truth is not complicated. If you are a shipper and you have transported a large ship of ceramics to a port, and your ceramics were broken by the stevedores during unloading, what would you think? Suppose you are a cargo owner, and you transport a large shipment of imported bananas to a port. When the ship is unloaded, your bananas are unpacked and eaten by the stevedores in an extremely uncivilized manner. What would you think if you stole it?This kind of "unpleasant" incident has happened in Jingtang Port. At the beginning of the opening of Jingtang Port, the management was chaotic at one time, and the cargo was loaded and unloaded brutally, or the card was stolen, and the goods of the owner were broken, damaged, or taken away, which made the owner's face change with anger. From then on, I no longer deal with Jingtang Port.刘卫民走上港口“一把手”的岗位后，经常拿这些“不愉快”事件说事儿。他不止十次百次地批评说：“这种不文明不道德行为，决不准再在京唐港出现！这种行为，给港口所造成的损失，不是少来一两艘船的问题，而是破坏了我们的市场，败坏了我们的名声的大问题。”从此，在京唐港，始终坚持开展“客户满意是京唐港人的服务标准”的学习讨论和竞赛活动，年年讲，月月讲，天天讲。他们还制订了严格、详尽而又具体的服务标准，以及对违犯者的处罚条款，轻者给予罚款、检讨、向客户道歉等各种处罚，情节严重者，则给予直至开除出港的严肃处理。 对全体干部职工严格要求，严明纪律，在全港唱响“打造服务品牌”、“创建诚信港口”的主旋律，从此那种“不愉快”事件在京唐港再也没有发生过。所涌现出来的，更多的则是一件件说不完、赞不尽的感人“细节”—— 有一次，一位外轮的大副不小心掉进了船舱里，伤势很重，在舱体里动弹不得。京唐港人闻讯立即赶往现场救人。船舱里空间太小，根本无法再下去一个人，只好弄来一台吊车，用吊车把那位大副先生从船舱里吊了出来。与此同时，已经与医务部门取得了联系，等把那位大副从船舱里吊出来的时候，救护车也及时赶到了现场，使那位大副得到了及时救治。事后，船“老大”感激万分地说：凭京唐港人的真诚与真情，我们的货船首选在这儿停泊。 还有几次，一些外轮的舱盖打不开了，请求港方帮助。相关部门立即派技术人员过去，帮助打开舱盖。外轮人员总是一次又一次地给帮助他们解决问题的港方人员钱，以表谢意，均被一一谢绝了。 最为突出的，当数不久前在京唐港发生的两件事。 某日，一艘“华山”轮装载着印尼原矿石抵达京唐港。按合同要求，矿石直径大小不得超过300毫米，可运来的矿石，最大的直径竟有1米多。其实矿石大小对于接货单位并无妨碍，当时签订合同时之所以要求矿石直径不得超过300毫米，就是考虑到矿石太大会出现装卸难的问题，卸不下船来。这艘货轮在港口多滞留一天，就将给船方造成20000美金的经济损失，把船方人员急得哟，团团转，干挠头。为不使船方造成损失，能及时卸载离港，京唐港方千方百计想方设法为船方解困，最终采用抓车为船方卸货的方案，把矿石卸了下来，使船方至少减少损失40000美金。“华山”轮为此感动得直夸“京唐港人好！” 又一天，一艘来自埃塞俄比亚的船只，开进了京唐港。船上装载的货物很杂，有许多种。京唐港人不厌其烦地为其卸货，为其一一清理分类，干得十分认真，使船方深受感动。船方深受感动的原因，是因为他们的船所装载的货物太杂，在某一港口遭到冷遇后才又开到京唐港来的。这自然是后来船方介绍才知道的。他们开始只是抱着“试试看”的想法到京唐港而来，没想到京唐港对他们的服务会这么有耐心。他们临离港前表示，要动员他们所熟悉的货轮，都尽可能与京唐港建立起航运关系。 打造“服务”品牌，创建“诚信”港口，京唐港人没有停留在“一般意义”上的“做好事”和“为客户排忧解难”上，京唐港人在以更深层次的“服务”和“诚信”为客户“排大忧解大难。”比如中材集团出口到非洲的生产水泥的设备，一件设备大得简直像一栋小楼；一些钢铁集团生产的卷板，一卷重达10数吨数十吨……这么大这么重的货物，怎么才能装到船上去？那是非依靠专用装卸设备和大型装卸机械才能完成的活儿呀！what to do?京唐港人果断作出定做专用设备和购置大型装卸机械的决定。 京唐港人对客户的“特殊服务”还有很多。比如他们利用场地广阔的优势，对多品种多份额的货物，为客户一一进行单独配货；利用场地广阔的优势，为客户提供筛煤场地，并为外贸煤的出口，投入资金为客户提供筛煤设备；为粮食（以玉米为主）货种提供储存仓库，等等。 我手头上有一份《京唐港股份有限公司承诺》很能说明京唐港人创建“诚信”港口的决心。其中“铁路煤列卸时不超过3个小时”、“船舶靠岸20分钟即开始作业”、“客户举报问题1小时之内给予答复解决”，等等，都是很能说明问题的。 京唐港就是这样，以优质服务和“言必行，行必果”的诚信服务赢得了广大客户的信任，“回头客户”越来越多，稳定客户越来越多，慕名而来的客户也越来越多。 京唐港人要向亿吨大港挺进，假若没有优质的服务和良好的信誉，也将会是一句空话。 刘卫民董事长说：“我们不一定做吞吐量最大的，但我们一定要争取做服务和诚信方面的最好！” “京唐港人要'买'中国，'卖'中国。还要'买'世界，'卖'世界！” 如今，刘卫民所追求的目标更大了，他的眼界更宽阔了！ “一个现代港口人，必须是一位商务信息嗅觉极其灵敏的人。有灵敏的嗅觉还不行，还必须将这样的嗅觉，运用科学发展观的思维，调动一切信息手段，付诸现实。”刘卫民经常对部下这样说。 一个偶然的机会，听说有几家大公司要在内蒙古的鄂尔多斯市等地联合投资数百亿元，兴建两座大型现代化化工企业，刘卫民立即派员前去洽谈从内蒙往京唐港铺设管道事宜，让该企业的产品将来从他们这里出海……两座现代化大型化工企业正式投入生产后，每年可给京唐港增加1800万吨的吞吐量，京唐港人怎么会怠慢？ 有客人从广州来，饭间，客人说他有一位做钢材生意的朋友，要买大量钢管，唐山是钢铁生产基地，问有没有办法帮忙。客人竟不知道刘卫民所在的港口什么样的钢管都有。刘卫民马上告诉客人说，可以让你的朋友登陆京唐港网，想要什么型号的钢材，京唐港全有。结果，这一大宗钢材生意做成，不但增加了京唐港的吞吐量，更为那位做钢材生意的朋友减少了许多环节，获得了更加丰厚的利润…… 港口的吞吐量在连年猛增，京唐港人对此并不满足。 刘卫民他们始终这样认为：与伟大的民主革命先驱孙中山先生提出的要建设“北方大港”，要“与纽约等大”，京唐港目前所取得的这些进步，并不能算什么！前面要走的路还很远，丝毫没有值得满足的理由！更何况，随着世界经济的全球化和物流业的信息化、网络化，港口发展的空间越来越大，能做的事远远超越了传统意义上的港口概念。未来的港口，在国家和地区的经济发展中，将越来越显现出它的“经济坐标”意义和“轴心”功能。 一次大西北之行，让刘卫民他们体验到了“走出去”的重要。设局布点之后，暂从所产生的货源来看，虽数量远不算大，实地考察所结下的友谊之花，已经结果。包头钢铁公司的产品已源源不断地从京唐港下水。西北办事处的同志还把组织货源的触角伸向了新疆及俄罗斯、哈萨克斯坦等独联体国家。新疆的棉花和颗粒粕，独联体国家的钢材，分别在京唐港开通了通道，向韩国、日本走货…… “作为港口运营者，我们手里有很多业务信息。我们知道哪条船什么时间到港，装的是什么货物，货主是谁，将把货运到什么地方；也知道有什么货物什么时间进港要装哪条船，目的地又是哪里。我们港口的经济运营模式不仅仅只是到外面揽活，等别人送货上门。而是要利用我们已知的这些宝贵的信息资源，运用现代的管理手段，凭着制定规则来赚钱，让所有与我们相关的客户和业主共同赚钱！让大家在共同赚钱过程中，尽可能的节省成本，获取最大的方便和利润。这叫做：在港口经济这个运营链条上，建立共同的赚钱规则，实现资源共享，合作共赢的新物流经济！”被刘卫民称之为“第三方物流经营构想，如今已在京唐港初见端倪，深得各方称道。 从筑巢引凤，到揽活赚钱，再到合作共赢，京唐港的经济业务跳跃般的跃上一个又一个台阶。从一千万吨，到两千万吨，到四千万吨，仅仅用了四五年的时间。明年是多少？后年呢……亿吨大港的年吞吐量，在京唐港已经不是遥远的梦想了！ 呵，建一个“与纽约等大的”中国北方大港，孙中山先生的遗愿，京唐港人每天都在期盼着、奋斗着……