【Abstract】In the first half of the year, the sales revenue was 68 million yuan. At the end of July, it held a valid contract of 236 million yuan.
　　Since the beginning of this year, although the ship market is still sluggish and the demand for the ship's supporting market is not strong, the two main economic indicators of Jiangsu Haitai Shipbuilding Equipment Co., Ltd., sales revenue and hand-held orders, have not fallen but increased. From January to June, the company's complete equipment sales revenue reached 68 million yuan, an increase of 18% from the same period last year; as of the end of July, the effective handheld contract amount reached 236 million yuan, an increase of 38.8% from the same period last year.
　　As a private ship supporting enterprise, why did Jiangsu Haitai achieve a significant increase in sales revenue and hand-held orders during the current downturn in the ship supporting market? Its "small factory price, big factory quality" and attentive service undoubtedly play a major role in it.

　　Part-time learning to borrow stairs
　　Jiangsu Haitai is a private deck machinery manufacturing enterprise founded in 1995. In the first few years, the company can only produce the most common windlasses, mooring winches and other products. Due to the low technical content of the products and the increasing number of manufacturers, its production and management have not improved for a long period of time since its establishment.
　　 Around 2003, with the vigorous development of the domestic shipbuilding industry at that time, the domestic ship deck machinery market demand was also strong. In order to shorten the delivery cycle, some foreign deck machinery manufacturers began to look for cooperative manufacturers in China, and the foreign party provided the technology, and the Chinese party was responsible for manufacturing. This model, on the one hand, has high requirements on the production management of Chinese companies, on the other hand, it will result in the vast majority of product profits being taken away by foreign parties. In the case of a booming ship supporting market at that time, many domestic supporting companies were reluctant to accept Such conditions.
　　With the idea of ​​learning advanced foreign technology, Jiangsu Haitai began to cooperate with a Dutch company in 2004, and has produced windlass, mooring winches and other products for foreign parties in the form of material processing and drawing processing. During the "work" for the foreign party, the company always puts "learning art" first and "make money" second. It is always satisfied by every possible means to meet the production technology and organization management proposed by the foreign party, and it is never a matter of economic consideration. Sometimes, a product needs to be reworked several times to meet the requirements of the foreign party, and all the rework costs arising therefrom will be borne by the company. Some veteran employees of Jiangsu Haitai said that at first they “worked” for foreigners. The company “removed several layers of skin and lost their flesh”, but strengthened their “physique”.
　　By "working" for foreign manufacturers, Jiangsu Haitai quickly learned the advanced production design concepts of foreign deck machinery products in just a few years. The labor skills of the first-line workers have been greatly improved, and the overall strength of the company has been greatly improved. At present, the company is able to design and produce all-ship complete deck machinery products other than the steering gear, such as 60-ton and 45-meter ship cranes and 350-ton winches, in accordance with user requirements. It has changed the previous "silly, big, stupid" design thinking, the designed product structure is exquisite, flexible operation and easy maintenance. Of the company's 120 front-line operators, 27 are senior technicians. In the two labor skills competitions held by the local labor department, Jiangsu Haitai's contestants included the first and second places in competitions such as lathes, welders, and fitters. Due to the use of bevel welding technology from foreign manufacturers, the company's deck machinery products avoid the phenomenon of uneven surface welds that are prone to occur due to the use of conventional welding technology. The appearance and quality have been praised by users. The acceptance rate has increased from less than 90% at the beginning of establishment to more than 98% today. In October 2011, Jiangsu Haitai obtained the American Petroleum Institute API certification and became one of the few deck machinery manufacturers in China that passed the certification of crane and winch systems, laying a solid foundation for the company to further expand the offshore engineering supporting field. Moreover, since 2009, Jiangsu Haitai's own brand of windlasses, mooring winches and cranes have been exported to Brazil and other countries in batches. In China, its current market share has entered the top six.

　　 Really do the market
　　 If supporting companies want to gain a place in the fiercely competitive market, users' reputation is very important. Ye Yongguo, general manager of Jiangsu Haitai, who has been selling for many years, knows this well. He believes that the good reputation of the enterprise is not blown out, but accumulated one by one. He pointed out that every customer who comes to the door must be treated equally and seriously; to be a market, it must be absolutely real.
　　 There are often some foreign colleagues requesting Jiangsu Haitai to repair and repair its products exported to China. People take the initiative to find the door, the products are not produced by themselves. According to the "unspoken rules" in the business field, they can take the opportunity to "lion big opening", but Jiangsu Haitai charges according to their product standards and dispatch employees within the required time. Hurry to the on-site service until the user is satisfied. For its own customers, Jiangsu Haitai is even more so.
　　 For some price competition below cost, Jiangsu Haitai never participates. The company also lost a lot of business because of this, but Ye Yongguo did not regret it at all. He said that the supporting products produced at a price lower than the cost must be more or less flawed in quality. And every time a product fails, the manufacturer's credibility among users will be eroded a little. Over time, such enterprises will be abandoned by the market.
　　After years of accumulation, Jiangsu Haitai has been recognized by more and more users, and the reputation of the company has gradually spread. With a good reputation, this year's global marine equipment market demand has shrunk dramatically, but the number of hand-held marine engineering equipment orders has increased by 40%. Its own-brand products have not only been adopted by domestic large-scale enterprises, but also in Overseas markets have also achieved good results. In September of this year, Jiangsu Haitai's first independent brand management company established in overseas markets will be officially opened for business. In addition, the company has also found a partner with a good market foundation in the Singapore market. It plans to jointly build a new deck machinery sales company to market Haitai brand products to fully expand the Southeast Asian market and gradually extend to the European market. .