14 September at 10 a.m.，Shandong Heavy Industry Group held“Work hard for 100 days to win 2022”Mobilization meeting。At the meeting，Party Secretary of Shandong Heavy Industry Group、Chairman Tan Xuguang from the winning strategy、Win the goal、Winning tactics、The decisive command and other four aspects have been fully deployed.。The main venue of the conference is located in China Heavy Truck.，Set up 42 sub-venues simultaneously，More than 3000 leading cadres attended the meeting online and offline.。
The following is the full text of Tan Xuguang's speech。
Work hard for 100 days to win 2022
Tan Xuguang
（September 14, 2022）
Comrades：
Since this year，The heavy Truck industry has experienced a cliff-like decline.，With the joint efforts of all cadres and staff，We have withstood unprecedented challenges.，The market share of major products continued to increase.，Export growth doubled，Resilience is highlighted again。Economic development in the last four months，Provincial Party Committee and Provincial Government Propose to Take the Lead，Heavy Industry Group is the equipment manufacturing industry of the whole province.“Chain owner”Leading enterprises，It is imperative to shoulder this important responsibility.。Focus on the goal of the next four months，The group company decided to hold a mobilization meeting.，The theme of today's meeting is：Work hard for 100 days to win 2022。
Below，I will talk about four aspects.。
Winning strategy：Dare to think and do，Extreme charge，Demonstrate the strong resilience of high-quality development in the downturn of the industry！
1. Winning 100 Days Reflects Strategic Responsibility。At the most difficult time in the industry，We propose to win 100 days.、Challenging the impossible，The achievement of this goal will be full proof of our courage to overcome unprecedented difficulties.，It fully proves that we have a strong ability to cross the economic cycle.，It fully proves that we can gather the self-reliance and self-confidence of 150,000 employees of the Group to move forward with one heart and one mind.，Inspire us to move more firmly towards 2025-Strategic goals for 2030。
2. Winning 100 days reflects the content of science and technology.。The industry's low competition is product competitiveness.、Scientific and technological competitiveness。Winning 100 days is a big test of our scientific and technological accumulation in the past 10 years.，Winning the war will once again prove that our scientific and technological strength has reached a new level.、At the forefront of the industry，It proves once again that only by taking the road of self-reliance and self-improvement in science and technology can we maintain high-quality and sustainable development in the ups and downs of the industry.。
3. Winning 100 days reflects the advantage of double cycle.。After more than ten years of structural adjustment,，Our overseas industry has accounted for 40.%，A global balanced industrial layout has been established.。In this round of global industry downturn，Our overseas enterprises have always maintained steady development.，In particular, the export of products has achieved super-high-speed growth.。Win 100 days，We have the unique advantage of double circulation.，This advantage cannot be surpassed by others in the short term.。
Win the goal：100 days of hard work must significantly exceed the same period last year.，With great courage、Challenge with great courage“Higher、Faster、Stronger”！
It must be done“Four deep digs”：
1. Dig deep into market segments，Grab the meal、Find a meal to be full.。We have long been well fed in the market.，Now it's not enough to eat.，The current pattern is to“Coopetition”，We should also eat more in cooperation.。Every enterprise's market share target should learn to find food on the original basis.、Grab the good food.，Only in this way can we eat more.、Eat better.。Accurate research on each market segment、Accurate benchmarking、Precise measures、Accurate to people，Eat more by product competitiveness，This is the highest level.！
2. Dig deep into the export market，Follow up the victory and win greater results。Judging from the current order trend，The overseas market has shown a high downward trend.，But it is still an important period of strategic opportunity for us.。The export system must not take credit for itself、Pride and complacency，It's about maximizing the harvest.、Expand the results of the war。The export boom is industrial.，You are not measured by the growth rate.，It's whether you have achieved a substantial increase in market share.，Has it achieved double growth?，Has it achieved progress towards an international first-class brand?。
3. Deep Dig Solution，Let the client identify you.、I'm with you。At present，The desire of individual customers to buy has dropped sharply.，The strategic importance of organizing customers is more prominent.，It is a strategic resource for military strategists.。Organize customers to understand the product more and more deeply，Bargaining power is getting stronger and stronger。Enterprises should regard strategic customers as the top priority of marketing work.。We want to provide the most understanding of customer psychology.、The most profitable solution for customers，Build unbreakable customer stickiness and brand loyalty，Let customers love you forever.！
4. Dig deep into strategic increment，New business should grow from grass to tree as soon as possible.。Not being able to jump out of the comfort zone of traditional business is tantamount to chronic suicide.。New business should be accelerated.、Work together，Rapid formation of new growth momentum。New Energy、Intelligent technology、A series of new businesses such as hydraulic power assembly、New formats should catch up at the fastest speed.。Weichai's Ten Strategic New Engine Projects Must Resolutely Achieve the Year's Goals。
Winning tactics：Accurate judgment、Efficient execution、Be flexible、Rapid collaboration，With“Cloud”Speed to achieve up and down high-speed decision-making！
1. Accurate assessment，Activate the initiative of the front-line soldiers to work hard。The core of the assessment is the increase of market share under the premise of profit.，And it should be greatly improved.。There must be a brave man under the heavy reward.，Let all front-line soldiers know how much money they earn by selling how many products.，Grab your main position like a hungry wolf.。
2. Channel symbiosis，Joint operations，Overcome difficulties。Our Power System、Commercial Vehicle、Agricultural Machinery、Channel sharing of construction machinery、Coordinated operations，In-depth understanding of the tactical logic of simplification。Kill it resolutely“Lie flat”The staff of，Put the best talents on the front line of the market to take the lead.。
3. Dynamic adjustment，Learn flexible strategies and tactics。In the vast market of our country.，You can't use one medicine.、A market with unified policies throughout China，You can't use one model to price in the global market.。Learn flexible strategies and tactics.，Under scientific and effective monitoring, decision-making is put on the front line.，Let the people who can hear the shots make quick decisions.。
4. Efficient linkage，If you fight alone, you will die。Chain is the synergy between industrial chains.，We should learn to cooperate with suppliers to participate in competition and development.，Jointly seize the market。Complete Vehicle Enterprises Should Learn the Tactical Mechanism of Both Competition and Cooperation。“Who are our enemies?？Who are our friends?？This is the first question of the revolution.！”Such a big Chinese market.、Such a big world market.，Different periods、There are different definitions in different ecology.。There are no permanent enemies in the market.，There are no permanent friends.。
Decisive command：Leading cadres at all levels，Now is the time to test you.！
Must be tempered“Four forces”：
1. Have the tenacity to go up against the wind.。“Take the initiative in all action”。The more difficult it is for leading cadres at all levels, the more excited they should be.，Only in this way can we achieve a person's career dream.。Like a spring.，The tighter the pressure.，The more resilient！
2. It should have the penetrating power of inserting straight into a line.。We must learn to grasp the principal contradiction.，More importantly, we should learn to grasp the main aspects of the main contradictions.。All command posts move forward.，The main leader personally commands.。When it comes to important problems, we should do it ourselves.，When it's time to rush up, take a pistol and rush to the front line.。
3. Must have the ability to control costs with ruthless hands.。Loss-making enterprises are resolutely cleared.，Complete the withdrawal of non-strategic business during the year，Get ready for new challenges next year。
4. Have the Soul Appeal of Leading Soldiers to Fight。A team's victory depends on the soul appeal of the main leader.。The leader is the head of the lions.，Learn to bring out a pack of lions.，Not a bunch of sheep.。The leader has courage，All teams have morale.。Teams at all levels should be led by the top.、Set a good example。
Comrades！What do you mean“Take responsibility”？Only then can it be reflected.“Take responsibility”。What do you mean“Dare to think and do”？This is the time when we need it most.“Dare to think and do”。No one can stop the change of economic cycle.，Adaptation is victory.，Opportunity is fair to all enterprises.，Where there are disadvantages, there are advantages.！We need to charge on all fronts.、Only advance but not retreat，Go all out to plant the flag in the position of victory！
Comrades！Expectations must not be let down，The mission should not be slackened！We're going to“If you don't compete for the first place, you are muddling along.”Passion，For the goal of 100 percent，Give 200% effort.！Fight a big battle in the last 100 days of 2022、Make a turnaround，At“Economically powerful province takes the lead”To make our greater contribution.，Firmly go ahead，Tribute to the 20th National Congress！
Thank you all！
