June 18, Nanjing，A continuous heavy rain dispelled the heat of midsummer.，And a grand event of capital management ignited the passion of the industry.。One issue for a while，Fage brought the industry creditor's rights risk control solution as promised.。
June 18, 2023，The 5th China Construction Machinery and Financial Leasing Industry Legal Risk Control and Management Conference was held in Nanjing, the ancient capital of the millennium.！This conference rebuilds the model of customer credit governance.、Efficiency improvement、Digital co-governance is the main topic.，From industry experts、Industry and enterprise elites、A total of nearly 400 guests, users and media gathered together.，Brainstorm，Discuss the Development of Risk Control and Capital Management of China's Construction Machinery Creditor's Rights，Looking for a new chapter in the industry!
The era dividend is far more important than personal efforts.，If we want to follow the trend in the development of the times,，It is important to understand national macroeconomic policies and development trends，In order to find personal development opportunities.。
Professor Li Qi, Guanghua School of Management, Peking University《Looking forward to China's macro policies and micro responses in the next five years》Medium，By analyzing China、America、The development of Japan and other countries，Four paths of national development are summarized.：One is external demand；The two is common prosperity or the realization system of common prosperity.；Third, infrastructure construction，Infrastructure construction needs land and people.；Fourth, do iteration.。China's rapid development in the past 40 years is due to the simultaneous development of the four paths.。The report of the 20th National People's Congress pointed out，The total value of the national economy in 2035 will double that in 2020.，That is to say, it needs an average annual growth of 4% from 2021 to 2035..7%，Infrastructure will be one of the indispensable pillars of economic growth for a long time to come.，Construction machinery, as a downstream industry, will continue to benefit.。
At the moment，China's construction machinery industry is in a downward cycle.，The downturn of the industry has led to a significant decline in the income and net profit of most enterprises.，Credit sales exposure expanded。Ms. Lv Zhuolin, Credit Risk Analysis Expert of Sino-Credit International, is sharing《Credit Risk Analysis and Prospect of Construction Machinery Industry》Indicate in，At present, the main risk points of the industry are：The industry faces certain cyclical risks.，Demand is uncertain；The impact of raw materials still persists；Overseas operations are at risk；Liquidity pressure increases。And for a long time to come,，Industry boom will continue to be depressed，Downstream demand recovery is not as good as expected，Construction machinery industry has a longer time to build the bottom；On the demand side，Real estate investment growth has picked up.，However, market confidence is still insufficient and demand is uncertain.，Infrastructure demand is released，Higher overseas demand；On the industry structure，Industry concentration is very high，Non-leading enterprises are under greater competitive pressure.；In terms of credit risk，The prospect of construction machinery industry is stable and weakening。Industry revenue, profit and cash flow decline，Slow turnover of assets，Increased liquidity risk。Most of the bond issuing enterprises are enterprises with strong comprehensive strength.，The overall systemic risk of the industry is relatively controllable.。
2022，There are more than 10 million construction machinery and equipment in China.，Far more than the annual sales of new machines。The construction machinery market is accelerating from the incremental market to the stock market.，Trillions of post-market blue ocean，It is an important position for the competition of the whole construction machinery industry chain in the future.。Deputy General Manager of Finance Department of XCMG、Deputy Secretary of the Party Committee、Where is Mr. Ma Jingya, General Manager of XCMG Leasing?《Financial Product and Model Innovation of Construction Machinery Industry》Indicate in，The post-market era has come.。Explore and promote the whole life cycle of equipment around the post-market“Buy, raise, use and transfer”Financial Services Solutions，Its core meaning is：Around buying equipment、Maintenance equipment、Use the equipment、Transfer&Four stages of turnover，Use direct leasing、Sale and leaseback、Three modes of operating lease，Help customers、Client Party A、Main engine factory、Dealer、Spare parts supplier、Service provider、Seven groups of suppliers。
Head of Operation of Key Technology Platform、Mr. Chen Mengbin, former chief technology officer of Didi Qingju, is sharing.《Exploration and Thinking of Digital Service Platform for Construction Machinery》Indicate in，The structure of construction machinery trading is changing.，Gradually transformed into a digital trading platform。The core architecture of the ecological model of construction machinery is that the platform enables services for merchants and tenants.。
Customer management is a capability.，How to reduce transaction risks and costs，Develop a good relationship of mutual trust and mutual assistance among customers？Mr. Wang Shiquan, an industry creditor's rights expert, is sharing.《Collection Management and Practical Cases of Key Accounts》When expressing，What is the foothold of a good credit relationship for big customers?“Close kinship”，In order to establish close kinship with big customers, it is necessary to stimulate good credit psychological factors of big customers.——Will“Outsiders”Change”One of our own”。“Ci”“Dizzy”“Cowardice”It's a big customer's payment.“Three taboos”，The collection of large customers should be done at the right time and in the right way to facilitate repayment.；The right time is when the customer comes to pay.；The correct rhythm refers to Monday morning at 7:50 a.m.，It works every time，Basically, you can visit the leader.；The correct way is to give respect in face.，Meet frequently in action.，Put a smile on your face.，In mentality, we should retreat in order to advance.，Be neither humble nor pushy in language，In principle, we must not yield an inch of land.。
Mr. Xu Shenghui, Chairman of Xiamen Haifu Leasing Co., Ltd.《Creditor's Rights Management and Control Key Points and Practical Operation Sharing after the Transformation of Agents into Leasers》Express，Creditor's rights control focuses on prevention。Need to be done：Risk identification and prevention before leasing（Customer survey、Credit inquiry、Customer portrait、Contract signing risk、Perfection of data collection）；Process Management in Leasing（EquippedGPS、Comprehensive and detailed account、Multi-dimensional analysis and correspondence）；Post-lease management（Reorganize the completeness of the data、Timely collection、Decisive disposal of risk customers）。 From the signing of the contract by the business person-in-charge to the entry and exit of the service、Monthly collection of business、Collection of internal service materials、Supervision of creditor's rights、Legal intervention in the whole process requires the active cooperation and attention of every member of the company.，Any disconnection may lead to slower settlement or incomplete evidence chain in the later period.。
Where is Mr. Wu Wei, the former head of Caterpillar Malaysia's second mobile phone?《The Status Quo of Second-hand Equipment Exported Overseas and the Key Points of Practical Operation》Share in：In the last three years，Where is the engineering machinery and equipment?B2BThe daily number of inquiries on the website is 64.-Between 120，And that annual growth rate is about 10 percent%。And discover opportunities through the actual business，At present, the overseas construction machinery supply chain is not mature.，The purchasing options of overseas traders are gradually decreasing.，Overseas buyers gradually began to pursue cost-effective.。Thus，China's Construction Machinery Export Has a Bright Future。Export of construction machinery，How should we proceed?？Don't focus on the export process at first，It's about focusing on the market.，Focus on needs，Focus on the customer。
Where is Mr. Yin Dengkuai, the founder of Baseline Management?《Born to die: Anti-Fragile Management Methodology of Small and Medium-sized Enterprise》Said in the sharing.，Life is full of uncertainty.，Positive uncertainty is opportunity.，Negative uncertainty is the risk.。Leverage is the traditional solution to uncertainty.，It will magnify both benefits and risks.，Financing is a tool of leverage.。What is the bottom line management?？One“Bottom”One“Limit”，Born to die。The bottom line of enterprise management is to consider the bottom line of enterprise production.、The bottom line of sales、The bottom line of finance……
Existing independent contract for financial leasing、Entrusted guarantee、Service providers assist in three business models。Co-founder of Mutual Chain、Arbitrator of Qinzhou Arbitration Commission、Ren Shaowei, Arbitrator of Turpan Arbitration Commission, Sharing《Internet Arbitration for Efficient Resolution of Post-loan Disputes in Financial Leasing》This paper briefly introduces the multi-module comparison and analysis of case data by using big data analysis technology.，Rules and characteristics of carding，Form a structure、Standardized Internet Judicial Adjudication Rules，To create a safer environment、Cleaner、More Humanized Judicial Escort in Cyberspace。Help customers save time, effort and money to solve post-loan disputes。
At the moment，The industry is facing difficulties in sales.+It is difficult to settle the account+Three Difficult Situations of Difficult Payback。Mr. Ren Lihua, Founder of Fage《How to Sell Difficult+It is difficult to settle the account+Survive in the harsh market environment where repayment is difficult》Sharing Road in the middle，It's a choice to look at yesterday.、Today or tomorrow?，Put“Help or not”、“The lock is not locked”、“Delay or not”、“Whether to sue or not”Datamation of decision-making，Put the willingness to repay+The maintenance and stimulation of repayment ability are digitalized.，Accelerate asset turnover with the sharpest collection resource，Skillfully Using the Supreme People's Court to Clear Accumulation and Execute Dongfeng to Improve the Efficiency of Collection and Payment，Upgrade from collection by controlling equipment sovereignty to collection by controlling credit sovereignty，Make a bad debt settlement and collect it in a hard way.。Under the vicious competition, the sales side has generated huge accounts receivable.，Our sales and credit audit input is already high input and low output.；If we continue to operate inefficiently on the creditor side,，We are doomed to have no way to go.。So，The industry needs a strong alliance with an efficient and compliant legal creditor's rights management team.，Efficient and compliant payment collection is the king's way。
Xia Tongzhou, Director of Risk Control of Shandong Lingong Construction Machinery Co., Ltd.，Representative of Jiangsu Construction Machinery Chamber of Commerce、Han Bo, General Manager of Jiangsu Juguanglian Construction Machinery Equipment Co., Ltd.，Representative of Gansu Construction Machinery Chamber of Commerce、Song Zhenjia, General Manager of Shantui Construction Machinery Co., Ltd.，Li Heng, Shanxi Tongbao Construction Machinery Co., Ltd.，Wan Xiansheng, Vice President of Hunan Huayu Group，Ren Lihua, Founder of Fage Brand, Jointly Held the Launching Ceremony of Industry Blacklist Mechanism。
Mr. Xiang Xiaoxiang, Director of Risk Control of Sany Heavy Machinery, and Mr. Miao Yunfei, Chairman of Urumqi Zhongchen Weiye Construction Machinery Co., Ltd.、Mr. He Wenbin, Business Director of Construction Machinery Division of Wanjiang Rent、Mr. Lai Shulin, Chairman of China Rent Union、Mr. Ren Lihua, the founder of Fage“Main engine factory、Dealer、Reform of asset management mode of financial leasing companiesNA possibility”Have a discussion，See if there is any possibility of optimizing the risk-sharing model in the face of the current market environment。
Xiang Zong said that although the asset management mode of the manufacturer has not changed greatly,，But new models are brewing.。Financial institutions are not familiar with the construction machinery industry and customers.，So you need more endorsements when you need cash flow.，But I don't need it anymore.。The pricing of finance leases is based on the risk of the customer.。
General Manager Miao said，Why are there so many outside financing companies coming in now?，Because interest rates are too high.，And the industry needs it.。Although there is a tripartite agreement，But more dealers are paying the bill.，Hope to have more financing companies。Faced with customers who are willing to repay but have no ability to repay，Now the difficulty is really difficult.，Dealers should do their best to help customers tide over difficulties.。Future development includes the main engine plant.、The bank is good，Financial leasing still depends on local dealers.。
General Manager He said，More and more financing companies are entering the construction machinery industry.，But it's not enough for dealers.。Financing companies need to make changes，Or lower the price，Or change the risk control mode.。Wanjiang is earlier without manufacturer's guarantee.，It is a financial leasing company guaranteed by dealers.；In the future, it may develop into a joint guarantee between financing companies and distributors and so on.。De-guarantee is the trend of the future industry.，Possible coexistence of multiple modes。Faced with customers who are willing to repay but have no ability to repay，Financing companies still want to protect their customers.。But the financing company's money comes from the bank.，Banks need to look at the statements of financing companies.，It is also subject to supervision by the regulatory authorities.，Therefore, priority should be given to helping manufacturers.、Dealer-sponsored customer。
President Li said，Financing companies can be extended from financing to financing enterprises.、Finance talents。Lower interest rates must also reduce risk.。Faced with customers who are willing to repay but have no ability to repay，Since everyone is in an industrial chain.，We must help each other.。The industry should set up standards and benchmarks.，Enterprises with repayment willingness should be supported.，As long as he's not in negative equity now.。
Recognize the situation，Go with the flow。China Construction Machinery and Financial Leasing Industry Legal Risk Control and Management Conference, which has been successfully held for five sessions, has become the vane of creditor's rights management in the construction machinery industry.，It provides the best platform for colleagues in the industry to exchange ideas and learn.，To a certain extent, the layout of the industry、Enterprise change、Equipment circulation、Equipment leasing、Creditor's rights recovery and other issues have given guidance.，Help enterprises find new coordinates of value，To protect the innovation, transformation and healthy development of the industry。
