New Year's Day has just passed，The Spring Festival is approaching，The usual supplier conferences are always friendly.，Even if there are acute problems to solve.，And usually“Talk behind closed doors.”。But January 8-Sinotruk held on September 9·Weichai New Energy Commercial Vehicle 2024 Global Supply Chain Strategic Partnership Conference，But sharp to the point of unsparing.——Entrance to the venue，Blacklist of 268 optimized and eliminated suppliers，More than 1000 suppliers who came to the conference were shocked.。
Everyone wants to get off to a good start.，But not everyone dares to come straight to the point.，Sinotruk chose to go straight to the subject in a visible way.，The meeting hasn't started yet.，The atmosphere is in place。Except for the black list，Scene“I can't finish it.”A show car，It also explains why Sinotruk is so sharp.：Sinotruk has many platforms.、There are many categories、There are many models、Many design changes，The wide range of parts involved、The management of suppliers is very difficult.，It's not hard to imagine，Take care of it，It is necessary to be steady, accurate and ruthless。
“Tube”Always accompanied by“Pain”，But“ No matter what ”Will only“More pain”，Face 2024 48.The sales target and involution of 70000 Vehicles of the group intensified.、The current situation of the improvement of user expectations，Fighting for the market is no longer a solitary charge.，It is a more tacit synergy.、More accurate micro。For example, Secretary of the Party Committee of China Heavy Truck Group、General Manager Wang Zhijian said.，Sinotruk Wants to Be the Undisputed First in China's Commercial Vehicle Industry。
The point isn't“First”，It's“Indisputable”。
Let“Positive triangle”Become“Inverted triangle”
Supplier management，It is often not a management problem but a mathematical problem.。At the meeting，The purchasing director of Sinotruk uses an exploded drawing.，Explained the algorithm of the math problem.：Vehicle consistency is the accumulation of consistency of all parts.，Not even close.，And“Accumulate”，Sometimes it's addition，More often, it's multiplication.，The quality of a part is not qualified.，The value of the whole car will return to zero.。
Dragged down by substandard parts，This is absolutely intolerable for Sinotruk.。Wang Zhijian expressed his attitude at the meeting.：“Quality is the bottom line that cannot be touched.，We have introduced channel withdrawal measures.，The number of mistakes reached the limit.，Will be purged from the system.。”
This is just the basic operation of Sinotruk.，The bigger point is from“Positive triangle”To“Inverted triangle”。For the whole vehicle enterprise，Minimal number of head suppliers，Slightly more midrange vendor，Most low-end suppliers，That is“Positive triangle”。The goal of Sinotruk's supplier reform is to“Positive triangle”Become“Inverted triangle”，That is, the head supplier accounts for the highest proportion.。Future，The number and proportion of domestic and foreign head suppliers in the system will be greatly increased.，Medium-level suppliers are“Support a batch、Keep a batch、Eliminate a batch”，As for the low level supplier，Or go in，Become a specialized, special and new enterprise，Or back，Say Goodbye to Sinotruk。
Delivery is also competitive.
Correct rate is important in problem solving，It also pays attention to speed，It is meaningless to hand in the paper late.，The car was handed in late and there were no customers.，Especially in the peak demand season.，Customers often look at the car today and pick it up tomorrow.，If the response is slow，The client will go somewhere else.。“Delivery is also competitive.”，Sinotruk has a deep understanding of this.，The last few years，Sinotruk's exports of high-end vehicles have doubled.，One important reason is that the delivery cycle is only 1% of that of European and American competitors/4。
100%Deliver on time，It's not about working overtime.，It's a market forecast、Resource reserve、Order guidance。“We need to fully open up the integrated market forecasting capability from the client to the supply side.、Integrated information sharing、Integrated resource guarantee。”Wang Zhijian said，2024，The order accuracy rate of Sinotruk should reach 85%，3-The order information within 6 months will be synchronized to the supplier in time.，At the same time, the products are graded.，Guide demand through deposit differentiation and other means。
To ensure delivery，Sinotruk will take supplier order execution performance more seriously，At the same time, we should establish a safe and controllable supply chain with high toughness.。In recent years，Sinotruk has been promoting the construction of a dual-chain supply chain system.，On the one hand, speed up the introduction of international suppliers.，On the one hand, it promotes domestic suppliers to enter high-end categories.，Enhance cost competitiveness，Ensure supply chain security。
Don't treat suppliers as“Cost”
It should be noted that，Enhance cost competitiveness，By no means regard the supplier as the cost.。“Sinotruk is not a price killer.，Will not have no chance to let the supplier reduce the price.。”Wang Zhijian stressed at the meeting.，For the supply price that both parties are concerned about，Sinotruk is promoting the value accounting model，R & D investment in spare parts、Material cost、Process cost、 Artificial 、Management fee、Profits and so on are among them.，Crack down on black box operations through precise and open pricing、Clear the gray area，“At the same time，Where is our information department?‘One line’A special window is developed in the system.，The supplier encounters unfair treatment or has demands.，You can come to me directly.。”
Don't bargain，I don't cheat。Wang Zhijian said，For the supplier，Sinotruk will be open and honest，Development planning of new products、Project progress、Target sales and so on will be made public to partners.，Will not pass on the cost.“Cheat”Supplier。“In quality assurance、Under the premise of price consensus，Sinotruk will never exploit any supplier.，It will never let the suppliers who pay huge costs suffer losses.。”Wang Zhijian pointed out，Sinotruk and its suppliers are not trading partners but strategic partners.，It is not price game but value co-creation.，“Let everyone get something.。”
The giant must stand with the giant.
To make money，Be able to spend money first.，Sinotruk's R & D budget has been more than 3 billion yuan for several consecutive years.，R & D budget of up to 4.5 billion yuan in 2024。However，Chain owners can't cope with the changes of the times by fighting alone.，Only the giant stands with the giant.，To win more battles.。
On the day of the conference，Establishment of Sinotruk R & D Community，This is the rapid improvement of positive R & D capability of Sinotruk.、Key initiatives to move to world class。After the establishment of the community，Technology sharing will be carried out regularly.、Collaborate in tackling key problems，Communicate requirements with strategic suppliers and communicate the next technical roadmap。
Project Progress of Sinotruk Super Truck Platform，It was also first disclosed at the meeting.。So far，This is for the future 3.～In 2010, the platform for technical reserve has carried out two projects.，Reserve covers energy-saving technologies、New structure、Lightweight、More than 100 technologies in new materials and other fields，30 of which are incubating，19 have been successfully commercialized。
It's not hard to see，The integration of Sinotruk and supply chain is being strengthened.，At the same time of technical collaboration and sharing，Sinotruk has also established a patent protection and supply share guarantee mechanism.，Let the suppliers who dare to invest have protection.、Guaranteed，Thus forming a virtuous circle.。
“No qualified products with 60 points.，First-class products with only 100 points”，Wang Zhijian's words，Make it clear what it means.“Indisputable”——One point short，It's not called 100 points.，It's not called indisputable.。So，Sinotruk from quality、Delivery、Price、Research and development and other aspects.，To“The undisputed number one in the industry”Step forward，Apparently，This is more difficult than simply being the first in sales.，It also makes more sense.。
