From the first on-the-spot output in the country

——Interview with Xiao Fuquan, deputy director of Beijing Xinhua Printing Factory, according to the “News and Press”, among the 1185 book printing companies that were included in the statistics in 1999, the gold medal for physical production was won by Beijing Xinhua Printing Factory and reached 460,000 reams of paper. I know very well that in the current situation where there is a general shortage of living resources, for an old state-owned enterprise, this result is not easy to come by. This made my old employee, who was once a printer at Xinhua Printing in Beijing, happy for a long time, and had the desire to interview responsible comrades. After several telephone conversations, on the morning of October 13, 2000, I finally sat down at the desk of Comrade Xiao Fuquan, deputy director of production and operations at Beijing Xinhua Printing Factory, and interviewed him during his busy handling of various official duties. Reporter: People in the industry all know that in recent years, with the development and maturity of the market economy, the printing market has become very fierce. The printing market in Beijing is particularly prominent. According to the latest statistics from the Beijing Municipal Press and Publication Bureau, there were still 1,820 printing companies after the city had been cleaned up and rectified. Among them, there were 788 professional firms engaged in book and line printing. In addition, printing companies in the surrounding areas of Kyoto have mushroomed in the past decade or so. Such as the Sanhe and the gallery, there are more than 500 printing companies in Sanhe City and more than 40,000 employees. These township and village enterprises used various means to compete for food with the state-owned enterprises. In addition, some strong printing companies in the south have also joined the segmentation of Beijing's printing market, which has caused the survival crisis of some old state-owned enterprises in Beijing. In this situation, the fierce competition in the market is self-evident. Please tell us about the development trend of Xinhua's business in recent years under such a difficult situation. Xiao Fuquan, deputy director of the factory (hereinafter referred to as Shaw): In the post-Cultural Revolution short of economic era, in order to solve the difficulties of books, difficult to buy books, Xinhua Plant's physical production at that time was also quite high. With the gradual emergence of the buyer’s market, the publishing and printing market has changed from a quantitative model to a quality one. The development trend of “multi-category and small-batch” has emerged. Plus, as you said, the rapid expansion of printing companies has intensified the competition. Xinhua Plant's physical output fell to its lowest level in 1995, and its annual output was only 270,000 reams. In 1996, through painstaking efforts by everyone, it began to ease and it was picked up to 320,000 reams. In recent years, the annual physical output has increased year by year, reaching 460,000 reams in 1999. I estimate that it will be over 400,000 reams in 2000. Reporter: In order to continuously consolidate and expand business, the factory mainly depends on those measures? Xiao: First of all, benefited from the cadres and the workers began to feel the pressure of the market in recent years, set up a sense of market competition, and established the idea of ​​serving customers. The concept has changed and anything is easier to handle. In the past, customers came to the door, and business personnel in the operating departments were often less active. Now, they are actively enthusiasm for the service, which gives customers a sense of intimacy. In the past, the workers did not work hard within 8 hours, and they did not want to do it after 8 hours. Now, in order to get a live job, the workers are full of strength and are full of points, and they often take the initiative to work overtime, and they don’t break their horses. turn. The establishment of market concepts has brought about changes in labor attitudes, effectively ensuring the successful completion of various tasks, and laying a solid foundation for business people to boldly get acquainted. The business staff not only received more enthusiasm than before, but also changed to wait for the initiative to run customers, actively to understand the market, fight for the market, occupy the market. The business division has developed a customer development plan to expand its business. In order to better serve customers, business personnel often take the initiative to provide ideas for customers, stand in the customer's position, think of ways for customers, and strive to achieve both manufacturers and customers. For example, a publishing house needs a book with 16.625 printed sheets and 600,000 volumes, requiring 40 days of publication. In order to ensure the time, the society requested printing with a web machine. At that time, the task of the platform machine in the factory was insufficient, and the business staff took the initiative to introduce the platform model to the customer and proposed printing with the platform machine. Due to the waste of paper on the platform machine, although the labor price is slightly higher, each sheet can save 0.01 yuan paper. In doing so, the publisher not only saved nearly 100,000 yuan, and reduced costs, but also the printing quality of the platform machine was much better than that of the rotary machine. In order to ensure that the customer's requirements for the time of the book, business staff reasonable arrangements, all books in 40 days out. This not only guarantees the customer's book quality and economic benefits, but also solves the contradiction of the lack of a one-time task on the platform of the factory platform. It has achieved double vision and is well received by customers. We have realized that it is necessary to consolidate and expand customers, and emotional investment is essential, but more importantly, it is based on solid and efficient work. Among our cadres and workers, we have been rushing for customers in recent years, thinking about what our customers think and doing everything possible to serve customers. For instance, on July 25, 1999, Qiushi Magazine asked for an urgent special issue. The factory was off the day that day. After the relevant business personnel and workshop production personnel received the notice, they all gathered from the house to the factory. The business staff immediately negotiated business with customers and accepted the tasks. The workshop staff had already been on duty at the company. At 12:40 in the afternoon, they immediately went into production after receiving the film, and they took out books in just three and a half hours to ensure the quality of the task. The amount was guaranteed and completed on time. It was praised by the community. We have learned deeply about helping people at key times. In fact, we help ourselves. With this ideological concept, with such a working spirit, Xinhua Plant's business has continued to expand. Second, benefit from the changes in the system and mechanism in the factory. The factory leadership team fully recognizes the importance of marketing to the company and attaches great importance to strengthening business development. After several years of efforts, according to scientific management theory, the factory has gradually established a management system and mechanism centered on production and management. The first is to strengthen the core position of the production and management department in the enterprise, to enrich the business staff and to equip the backbone team; to require all departments to focus on their production and operations, and to link the interests of various departments to the quality of production and management. Starting from the hook, the factory’s leading comrades personally focus on production and management, and strive to achieve strategic planning. They often in-depth management and production line, on-site command, inspection, coordination, personally solve major problems, but also often personally received, visited customers, planning business development work , which effectively strengthened the management work and production command system. The second is to equip the business department with the necessary transportation and communication tools, and assign the departments such as the vehicle fleet, paper warehouse, and delivery departments to the unified command of the production and operation departments, reducing the friction and resistance between the production and management departments, and achieving a one-stop production and operation. , To create business conditions, and to ensure the quality and quantity of time to complete the task of commissioned by the client to create the conditions. Recently, in order to optimize the company’s external image, it is expanding its business building and will soon be put into use. The third is to assign the collection task to the production and operation department, increase the responsibility of the production and management department, strengthen the overall management of the production business department, and promote the settlement of the tail number problem, not only safeguarding the interests of customers, but also ensuring the timely availability of corporate funds. Recycling. Third, change business ideas, give full play to individual advantages, and identify their own market positioning. In the past, the old state-owned enterprises were severely paralyzed by the official style of government and have now changed to some extent. In the past, customers moved around the factory. Now the factory turns around the market and customers. First of all, the production and management departments pay attention to understanding the market and understanding the market. They must understand not only what the publishing house needs, when and what books, and what to print, but also what counterparts are doing, what new technology, new equipment, and what new roads are there. The new approach is to learn from people and use it for my own purposes so that the company's thinking and corporate philosophy remain at the forefront of the printing market. The second is to learn to promote yourself, market yourself, and let the market know yourself so that you can give full play to your 18 martial arts. The third and most important thing is to focus on giving full play to Xinhua's overall advantages, scale advantages, speed advantages, and quality advantages. Competing with SMEs and TVEs, the state-owned enterprises are not superior to others in terms of their means. However, we have our advantages. Having seen our advantages, we can identify our own market positioning and we can turn back and forth among the fiercely competitive fires. Our strength is mainly reflected in the scale, and the scale also ensures the speed. Xinhua Plant has 8 rotary machines and 8 platform machines (including 2 sets of open machines and 6 sets of open machines), and Kolbus has 2 sets of hard drives, which makes it difficult for us to publish books at different speeds. There are 10,000 books like Modern Chinese Dictionary. And the Xinhua Plant is known for its quality in printing and hardcover printing in black and white books. This is not comparable to other plants, especially small plants. When we opened up the market, we gave full play to my strengths and avoided the shortcomings of me. Together with the warm and thoughtful service, many customers learned about the Xinhua Plant and became a stable partner of the Xinhua Plant, thus occupying the right market. Share. Reporter: Stabilizing and expanding business, shortening the cycle, reducing the mantissa, and quality are important supporting factors. In this regard, Xinhua Plant has new practices in recent years. Shaw: Over the years, the tail number is a long-standing problem for many companies, and it has also been a chronic problem that has long plagued Xinhua Plant. This not only affects the timeliness of customers’ pursuit of publications, but also seriously affects the economic benefits of the company. Since 1997, we have established the "Management Measures for Mantissas", determined to solve this problem, set up a special management organization, strict the transfer system and the rewards and punishments system, and have moved sincerely. The tail number problem is as vetoed as the quality issue. Right, and as previously stated, the supervision and management of the entire process from contracting the business to handing over to the customer has been strengthened, and the problem of the end of the year has obviously improved. From 1997 to now, after several years of practice proved to be effective, no matter whether it is a periodical or a book for several consecutive years, it has achieved a 100% free period. The periodical is now clear, and individual books with special reasons must not be overloaded. After the completion of the 10 days, this move has laid a good foundation for the company to develop its business. Regarding quality, we also have a set of mature methods, focusing on education to improve staff quality awareness, insisting that non-conforming products do not leave the factory, insisting on the quality of the veto system, and at the same time improving the scientific and technological content of equipment through technological innovation to ensure that the advantages of the equipment. Reporter: Just now you have already mentioned that a very important support for the company's business development is equipment advantages. What did Xinhua Plant do in insisting on technological innovation in these years? Xiao: Although the old state-owned enterprises have many difficulties in funding, we have, with the support of leaders at all levels, multi-financing companies and persisting in technological transformation. Since 1995, the factory has invested about 40 million yuan, and new equipment has been invested almost every year. Around 1996, in order to develop packaging printing, we introduced a series of CD-based multi-color offset printing machines, including automatic die-cutting machines, automatic folder-gluers and ticket printing machines, etc.; for the development of color printing and printing with books and publications. Supported by the introduction of a series of new plate making equipment, 4 offset printing rotary machines and 1 lithographic offset printing machine have been updated. In particular, in 1998, the second high-speed Kolbus hardcover linkage line and the Italian automatic sewing machine were introduced to make the bound books more exquisite, which effectively attracted many customers and laid the foundation for enterprises to seize the market. In the future, the Xinhua Plant still needs to increase its efforts in technological transformation, focusing on increasing color printing capabilities and further improving color printing quality and speed. Reporter: In order to strengthen the business team, stabilize and expand customers, what are the new plans and ideas for the next step? Xiao: There is nothing too mature. The initial idea is to further equip and enrich the business people according to the “dumbbell” type corporate structure. Xinhua Plant currently has 23 full-time business personnel. It seems that with the development of the business, it should also expand. It is also necessary to strengthen business training, further improve service quality and technical quality of business personnel, and in particular, improve the ability of business personnel to comprehensively respond to the market, and make appropriate and timely judgments on the development, changes and needs of the market. Second, we also consider starting from the existing equipment, technical conditions, and explore some new processes to meet the market's multi-faceted, multi-level needs, such as security, special printing. Not long ago, we printed a book called “Harry Potter.” The cover embossed, the effect is very good, especially suitable for hand-painted pattern embossing, its equipment investment is not, the cost is very low, but the price is complex The membrane is quite profitable. We consider ourselves developing this process and expanding the market. We also need to further explore the scientific and effective management of the business team. Through scientific management, the lifeblood of the business is kept in the hands of a few people. We currently use a wage plus floating bonus system, supplemented by a supervisory mobility mechanism and an excellent talent promotion mechanism. This method is even more difficult for managers.