How to realize the common transformation of equipm

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How to realize the common transformation of equipment manufacturing industry and financial leasing

in the period of advocating and emphasizing transformation, China's financial leasing industry and equipment manufacturing industry are also faced with transformation problems, and the combination of the two is exactly the best point for the transformation of the two industries

recently, at the 2013 international financial leasing forum sponsored by China business and Bohou strategy, professionals from different industries discussed the theme of financial leasing supporting the transformation of equipment manufacturing industry to service-oriented and international development

joint transformation and upgrading

liuweidong: from the practice in recent years, the cooperation between leasing companies and equipment manufacturing enterprises is still in a low-level and immature stage. It is mainly reflected in the simplification of cooperation mode. Equipment manufacturing enterprises regard leasing companies as financing platforms and do not give full play to the unique advantages of financial leasing to a very high level

in fact, the financing environment faced by equipment manufacturing enterprises is good. They can issue bonds through banks and capital markets to compete with other financing methods. Financial leasing is at a disadvantage. As a result of the relatively good financing environment, the problem of overcapacity in equipment manufacturing enterprises is becoming more and more serious

how to realize the common transformation and upgrading of equipment manufacturing industry and financial leasing

first of all, there should be a fundamental change in consciousness and concept, that is, the transformation should be discussed from the perspective of strategic thinking. From the level of communication between the two sides, the level of cooperation between CMB leasing and the equipment manufacturing industry in recent years is still relatively low. The current communication is basically finance, equipment and sales, and there is a lack of high-level communication. It is necessary to strengthen the benign interaction and complementary advantages of high-level personnel, fundamentally change their ideology and find common goals in this regard

the second is how to improve two abilities (asset management ability and capital and financial operation management ability) and build two platforms (asset management platform and capital and financial operation management platform or service platform). These two are the focus of the combination of industry and finance. The training place can be in the demander's company, making use of the advantages of financial leasing and manufacturers to ensure the proper cooling rate in the risk management; Under the premise of controlling the reduction of carbon concentration on the surface of carburized layer, the efficiency of capital utilization is maximized. Some advantages of leasing companies, especially banks, such as unique financial advantages, including interest rate risk management, exchange rate risk management and liquidity risk management, can be grafted into equipment manufacturing enterprises. The advantages of equipment management of equipment manufacturing enterprises are also the direction of the transformation of CMB leasing. Limited by the development stage, human resource allocation, lack of high-level communication, etc., we will strengthen our efforts and exploration in this regard in the next step

furthermore, how to strengthen the close cooperation between industry and finance in the domestic and international markets. The international market is the issue of going global. How can leasing companies set up their own companies in the free trade zone, how to promote trade liberalization and trade facilitation, how to achieve RMB settlement, truly achieve win-win cooperation and take the road of sustainable development

financial institutions support

guoyilin: in the 21st century, especially after 2003, a large number of enterprises went abroad to invest. China Export Credit Insurance Corporation timely launched overseas investment insurance and overseas leasing insurance. Under the lease insurance, we mainly underwrite the risks of overseas rent recovery and the security of leased assets

from the perspective of business 1, downtime experiments at upper and lower limit positions, up to now, we have done the most in the shipbuilding industry in terms of financial leasing, and now we are slowly expanding to other equipment manufacturing industries, including transportation equipment, textile equipment and building materials equipment. This is just the beginning. In the future, we will support a lot of space

under the new situation, in the process of transformation and upgrading of equipment manufacturing industry, on the one hand, the technical content of equipment is increasing, and it may be exported to some developed countries in the future. As developed countries have relatively mature financial leasing sales methods, enterprises will inevitably consider financial leasing. On the other hand, transferring some industries with comparative advantages in developing countries and exporting some equipment to developing countries have great advantages in the form of leasing

experiences and lessons

richard guilbert: what does going global mean for Chinese manufacturers? I want to tell you two examples that I have participated in, which will have a lot of reference significance

first, Dell financial services. In 1997, Dell signed a strategic agreement with CIT to provide financial services in Europe and North America, bringing American businesses to 12 countries in Europe. We faced many challenges and learned many lessons. The most important thing is to understand the local legal environment and accounting environment, and to adapt and localize. Second, we should educate our employees to understand the local work culture and professional ethics

second, we have cooperated with a global manufacturer. In 2009, when the European crisis came, it was difficult for banks to provide appropriate services, so they set up a manufacturer financial company. What are the lessons and experiences? You must understand your strengths and weaknesses. The reason why they decided to set up their own company is that they have a good balance sheet and a lot of idle funds. By setting up this financial company, we can use these funds to provide better services for customers and obtain more profits

these two examples are worth learning when going out

wangzhiwu: CIMC has also been committed to upgrading and transformation in the past few decades, and has made many horizontal expansion, including from containers to road transport vehicles. At present, the single volume of less than 5%) has reached the first in the world. In addition, in terms of energy, chemical industry and equipment, it has also achieved the first place in China. At the same time, CIMC began to enter marine engineering equipment in 2008. At present, the progress in these fields is relatively successful

whether manufacturing products or providing financial services, the essence is to explore customer needs, contribute value to customers, and realize their own value. Therefore, we followed a path of integration of industry and Finance with CIMC characteristics and established a financial leasing company in 2007. By tapping other needs of customers and even exceeding CIMC's own products, for example, last year and this year, it provided the world's second and third largest shipbuilding enterprises with an overall solution of ship design + manufacturing + financial leasing

financial leasing provides a beneficial direction for the transformation of equipment manufacturing industry. At the same time, the way of financial leasing is a very good combination of industry and finance, so I think the prospect of this field is very bright. Of course, there are many ways to do this. Not all equipment manufacturing companies are suitable to set up a leasing company

operation for change

caiyuanming: in 2005, Shaangu clearly put forward the strategic slogan of two changes, the most important one is to become a system service provider and operator. Because of this idea, we have divided our business into three sectors: manufacturing, service and operation

for example, at the beginning, we provided users with compressors for separation devices. Later, we provided overall solutions, providing services around the entire product life cycle, and then switching to operation. Because we found that what users want is not equipment, but the result of equipment. They want oxygen, nitrogen and other gases separated from the air. We invest in this equipment, and users pay according to the produced gas, which has produced the third segment of our transformation

Yang Gang: running a supplier financing cooperation plan is actually a great challenge. From the most realistic point of view, what is our relationship with suppliers? The relationship with suppliers is simple to say but difficult to do. A partnership with suppliers means that there are supports and challenges for each other

we have two customers, the lessee and the supplier. Financial service is to provide good service. Both the lessee who repays and the supplier who recommends business have very clear needs. How to meet their needs is the biggest challenge in daily work. Based on our own cooperation with Siemens and our cooperation with many third-party suppliers in China, the needs of suppliers are as follows: first, the threshold for project approval should be low, second, the speed of project approval should be fast, and third, the financing price should be cheap

what we should do on these three bases is to provide very convenient overall services. Suppliers working with financial leasing companies will provide added value to customers. Why should suppliers provide financing solutions to customers? Because from the perspective of suppliers, since customers have potential financing needs, suppliers have the opportunity to obtain competitive advantages if they meet the financing requirements of customers. The common goal of Siemens leasing and suppliers is to achieve a one-stop solution of technical products + finance, and provide customers with packaged services integrating financial services and technology. When persuading customers to accept the product technically, customers don't have to worry about money

there are two financing methods provided by suppliers. One is to use the manufacturer's own financial leasing company, and the other is to cooperate with a third party. In either case, risks and sources of funds should be appropriately allocated to avoid excessive interdependence between suppliers and leasing companies

in the long run, if the supplier financing scheme can be provided continuously, the supplier will have an additional tool in terms of market development, and the supplier marketing mode will also change

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