Where are the survival opportunities for small and micro enterprises?
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Xishan District of Wuxi City is located in the hinterland of the Yangtze River Delta Economic Circle. It is the starting point and birthplace of China's township industry in the 70s and 80s of the last century. It is also the hometown of Jiangnan Color Printing, which is famous throughout the country. The area is expected to achieve a printing industry output value of 5 billion yuan in 2011. . Among them, micro-printing enterprises (annual sales of less than 3 million yuan) account for 60% of the total printing enterprises in Xishan District, and small printing enterprises with annual sales of less than 10 million yuan, the sum of the two accounts for about 85% of the total enterprises. However, sales account for only 20% of the total output value.
Faced with rising labor costs, rising energy prices, and complicated economic situation, how small micro-printing companies can find a “narrow land” in the harsh market environment is a topic that Xishan printing circles have been thinking about in recent years. As a result of a variety of explorations and practices, several lessons are now summarized for peer reference.
The market provides opportunities for the survival of small and micro enterprises
1. Be willing to be a supporting role
The market economy is like a complete drama script. It must have both the protagonist and the supporting role of the running dragon. The large and medium-sized enterprises are the protagonists in the market economy, while the small and micro enterprises are the supporting actors of the running dragons. In the early days of the development of the printing industry in Xishan, the company generally pursued “the sparrow is small and the five internal organs are complete”, which is due to the industry.
In the early stage of development, there were fewer competitors, and the willingness and ability of cooperation between the peers were not strong. Therefore, they gradually formed their own pattern.
However, due to differences in business philosophy, management methods, and customer resources, after more than a decade of development, the gap between enterprises has emerged. A group of enterprises that took the lead in completing the original accumulation of capital began to update the equipment, technology and factory buildings, and gained market recognition, and entered a stage of rapid development. The annual sales scale reached the level of medium-sized enterprises and even large enterprises. The annual sales of most enterprises have not exceeded 10 million yuan. In the face of severe market economy, how to adjust the business decision-making of enterprises? Wuxi Jinka Printing Factory (located in the Dangkou Town of Xishan District) is an example of a willingness to do a good role. The factory is an old enterprise with a history of nearly 20 years. For various reasons, the annual sales of the company has been around 5 million yuan; to reach a higher level, at least several million yuan must be invested to update the main printing equipment. After investigation, the business operators found that the gold card paper used by some alcohol packaging manufacturers around the factory was purchased from outside cities and counties, aiming at this market opportunity. The business operators gave up the idea of updating the main printing equipment and turned to The only funds used in the introduction of the gold card paper production line, become the only gold card paper production enterprise in the Dangkou area. In recent years, due to the increasing demand for gold cardboard, enterprises have achieved ideal economic benefits.
2. Maximize your strengths
In the drama script, Hua Dan has the distinction of civil and military. If Wendan is to play Wudan, it can be said that it is to catch the ducks and let Wudan go to Wendan, and it is impossible to achieve the desired results. The same is true for businesses. A savvy business person should be as familiar with the actor's specialties as the director of the troupe, and fully understand the longboards and shortcomings of the business enterprises, so as to foster strengths and avoid weaknesses, so that the strengths of the company can be fully utilized. There is a company in Xishan, originally a carton factory. Its specialty is to design the size of the carton by computer and to make non-standard small-lot cartons with laser computer marking machine. However, due to the rising price of corrugated cardboard, carton enterprises have entered the era of low profit, the enterprise Using a group of people who have computer and laser technology, they have set up a company specializing in the production of knife molds for post-press automatic die-cutting machines and hot stamping machines, Wuxi Gaoyi Laser Die Co., Ltd., and introduced high-power laser cutting machines and Computer engraving machine. Because the design and production of its die adopts computer numerical control technology, the consistency and reliability of the products have been recognized by the market, which not only meets the needs of printing enterprises in the region, but also has a large-scale reputation like Hongxing Packaging (Wuxi) Co., Ltd. Recognized by printing companies.
In order to avoid weaknesses and give full play to the strengths of the company, we can win a foothold. The picture shows the computer engraving machine introduced by Wuxi Gaoyi Laser Die Co., Ltd.
3. Avoid equipment investment risks
The most taboo of operating enterprises is that the fixed asset investment recovery cycle is too long, especially for equipment-type fixed assets. If the intangible depreciation period is too short, it may happen that the equipment has been used for several years, and the investment has not been recycled, because it cannot be suitable for the market. The phenomenon of premature entry into the phase-out period due to demand. Small and micro-enterprises can't afford this kind of toss, and they often go wrong in one step and lose all. Therefore, in recent years, the Xishan District Printing Industry Association has specifically reminded operators to pay attention to the utilization rate of newly added equipment and the intangible depreciation of equipment assets in the technical transformation and upgrade consultation for small and micro printing enterprises. Small and micro-printing enterprises of packaging and industrial packaging independently introduce CTP systems; encourage small and micro enterprises to entrust plate-making to professional plate-making enterprises for processing according to customer needs; professional plate-making enterprises in the region offer preferential prices according to the recommendation of industry associations. Settlement. This not only improves the utilization rate of equipment for professional plate-making enterprises, but also meets the needs of small and micro-printing enterprise customers, fully reflecting the internal coordination role of industry associations.
Financing is the weakness of small and micro enterprises
1. Improve the company's own capital utilization rate
Operators know that using every penny of a living enterprise is a prerequisite for the company to obtain maximum economic benefits. But it is not easy to do it, especially small and micro enterprises. We are not opposed to the financing method of debt management. The key point is that the average social profit margin of printed products does not allow us to operate at a high proportion of debt. It is estimated that the average social profit margin of bulk packaged prints is around 8%, and the interest on one-year bank loans is 6% to 7%. If all liabilities are operated, how much profit is there for the company? When can I recover my investment? Therefore, it is the key to reduce the operational risk of small and micro-printing enterprises by making full use of their own working capital and avoiding bad debts. It is recommended that small and micro-printing business operators “calculate” operational risks.
2. Looking for good business partners
A good business partner is the "expectation" of many business operators throughout their lives, especially for small and micro enterprises. Because of the small size of the plates, the ability of small and micro-enterprises to resist market risks is extremely low, and they can often be hurt by the wind, such as small and micro-packaging companies. They don't have their own brand, they are completely "making clothes for others." If you are doing packaging for a large enterprise, you may be able to rely on the big tree to enjoy the cool. What if the size of the other party is the same? If you can help each other in the same boat, you may be able to share the blessings; but if the other party picks up the hand, it is not so lucky. In Xishan District, there are some small and micro-enterprises that produce alcohol packaging, which are dragged down by customers. In the face of a brand of liquor that comes back to pay for a car, it is beyond remorse. This is a lesson from the past.
3. No real estate mortgage loan problem
After the commercial operation of the bank, the probability of obtaining a loan without real estate mortgage is basically zero, and the small and micro enterprises suffer hardly without real estate that can be mortgaged. The production plants of small and micro enterprises are generally leased. The only real estate is the owner's own housing, but also the real estate license and the land certificate are complete. In Xishan, a 150 square meter two-certified property can only be mortgaged about 1 million yuan. So, start social financing? Its interest is four times the interest rate of bank loans, and the high financing cost makes small and micro printing enterprises look forward to
And deterred.
What can industry associations do?
1. Mobilize large and medium-sized enterprises to form regional small financing entities
After discussion with the majority of industry insiders in recent years, the Xishan District Printing Industry Association has begun to explore funds to build small financing institutions in large and medium-sized enterprises. According to the bottoming situation, some large and medium-sized enterprises in Xishan District have relatively abundant funds, raising hundreds of millions of funds. The problem is not big, and it also has set up industry financing companies to help small-scale and micro-printing enterprises with certain products, market reputation, and good development prospects to get out of temporary difficulties through the third-party industry associations, and to solve the shortage of liquidity in the latter. "Intention." At present, the work has entered the stage of substantive implementation, and it is expected to be commissioned in the first half of 2012. At that time, it will provide financial support for the short-term financing needs of small and micro-printing enterprises in the region.
2. Lead the organization of asset insurance in the industry
According to statistics, the total value of fixed assets of printing enterprises in Xishan District is close to RMB 3 billion. How to give full play to the value of the fixed assets of RMB 3 billion? The Association has started to work with banks to provide short-term business for some enterprises by means of mutual guarantee of fixed assets. Loans to solve the urgent needs of enterprises in business activities. According to several successful operations, this method has certain effects in solving the short-term financial difficulties of enterprises.
3. Guide small and micro enterprises to be the supporting role of large and medium-sized enterprises
In recent years, the association has guided some small and micro-printing enterprises to do some matchmaking work for large and medium-sized enterprises, and has achieved results. At present, the association plans to establish one or two printing enterprise groups in the region or across regions during the “Twelfth Five-Year Plan” period, and further establish a group of small and medium-sized enterprises and large and medium-sized enterprises to build a group of professional Small and micro-supporting enterprises with special strengths, singing and strengthening this big drama of Xishan printing industry.
As far as the country is concerned, small and micro enterprises have a large volume, accounting for more than 80% of the total enterprises in the secondary industry, and absorbing more than 60% of the social labor force.
The healthy development of small and micro enterprises is a prerequisite for ensuring the healthy and orderly and standardized development of China's economy. The country has recently issued a series of policies and measures to support the development of small and micro enterprises. We have already seen the new dawn of the development of small and micro enterprises. As an industry association, we will continue to play a role as a bridge and link to make due contributions to the development of the printing industry.