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做好粮油贸易服务主业发展

作者: 新农都实业公司     浏览: 897 次

农产品批发市场是一个投入大,回报期长,社会效益大于企业效益的行业。我公司以投资、开发、经营农产品批发市场为主业,特别是公司快速扩张后,资金压力更大。公司贸易一部主要从事粮油大宗贸易业务,首要目的是为公司主业的发展服务,为公司发展助一臂之力。

在贸易业务中,我们努力做到“三个注重”。一是注重风险防范。在具体业务工作中,始终把风险防控放在首位,警钟长鸣。建立健全了岗位责任制和业务流程,并严格按制度执行。稳步发展贸易客户,加强对贸易对象、经营商品的预先信用评估和经营风险评估,对不同的贸易对象采取不同的经营方式,经营商品舍得并重,确保了业务安全。二是注重过程管理。对每一笔业务每一个步骤严格管理,加强订单、库存、应收账款回收等贸易全过程管理,特别是对额度大、执行期长的合同和在外库存,不定期的派人进行核查,做到心中有数。三是注重业务渠道。以‘北粮南调’为契机,积极开拓市场,探索和运用多种方式,加强与市场中的经营户合作,取得了良好的贸易成绩。贸易一部成立以来,在公司领导和相关部门的大力支持下,经过大家共同努力,销售额逐年大幅度增长,从最初的6000 万元,到2012 2 亿元,2013 年销售额达到5.5 亿元,年年都超额完成任务。2014 18月已完成销售额4.4亿元,提前超额完成了全年任务。尽管贸易业务飞速发展,但仍难以满足公司业务快速发展的需要,离领导们的要求还有不小差距。一些贸易业务发展上的问题制约着业务拓展,业务后劲不足日益突出,不容忽视,需要努力突破。一是人才断层。公司现在粮油贸易的业务骨干都是60 后,现状是60 后带90 后,中间出现断层,60 后的老同志仍奔波在第一线,在一线奋斗。现货贸易是一个复杂的业务,货物从产地到销地,从购入到销售回款,需要经过多个环节,环环相联,每个环节会有许多情况,都不能出现差错,业务人员要关心行情,经常联络客户,出差跑客户,看货,发货,收货,整天风吹日晒,跟各方面各色人打交道,处理各种商务问题,任务重,责任大,很辛苦,没有三载五年的历练根本不能上手。60 后虽有经验,但体力和精力都明显下降,思想开始保守,行情又是瞬息万变,要全面兼顾,面面俱到,根本不可能。年经人精力旺,思维敏捷,但经验和渠道积累需要时间,需要对这行有兴趣爱好,有责任感和使命感,要能吃苦受累,要有钻研精神,才能快速成长。二是创新能力不足。互联网的发展,深刻改变着社会和人民生活的各个方面,一切都在变革之中,原有的商业龙头和商业模式纷纷土崩瓦解,淘汰出局。数据重构商业,流量改变未来,旧思想渐渐消失,逐渐变成数据代码。大数据、云计算、移动互联网的发展,一切都在经历一个推倒重来的过程。也必然会冲击粮油企业,改变粮油贸易的模式,我们要不被时代淘汰,就要与时俱进,不管被动或主动,都要接受虚拟经济对实体经济的改变,需要创新,需要有超前意识,冒险精神,这些我们能力不足。三是机制体制问题。尽管有经济责任制,但力度不大,与管理部门类同,对业务人员激励不大,难以调动广大业务人员的积极性。

做大做强粮油业务是公司发展的需要,是我们的本职工作,也是我们的理想和追求,贸易业务人员责无旁贷,同时也需要创造一定的环境和条件,重视和关心业务工作。

一、要加快业务人才队伍建设。积极吸收热爱和适合业务工作,能吃苦耐劳,勇于进取的年轻人充实业务部门,进行锻炼和培养,为员工的发展提供最合适的平台。做好职业规划,把个人的职业规划和公司实际需求结合起来,增强员工的归宿感和使命感,提高员工对企业的认同度和忠诚度,避免人才流失,员工个人也利用公司这个平台,实现自己的精彩人生。

二、要发挥农副产品批发市场优势,加强与经营户合作,做大做强粮油贸易业务。市场是商户聚集的地方,新农都粮油批发市场,有许多优质客户,有不少是大客户,他们从事粮油经营多年,有丰富实际经验,有一定的营销网络,有一定的实力,他们信息灵,手段活,反应快,他们诚实守信,是市场的中坚力量,但在经营过程中也会遇到这样那样的问题,主要是资金上的困难。与市场中的这些优质大客户合作,通过‘联购分销’,‘联合经营’,‘委托代购’,‘委托代销’等形式实现优势互补,风险最小化,既放心安心,又能各取所需,实现了公司自贸业务与经营户的良性互动,拓展了自身贸易方式、市场和贸易量,做大了粮油贸易业务,同时

留住客户并带动其它客户在市场中安下心来,增强了市场吸引力,稳定市场中经营户的队伍,调动其经营积极性,提高了市场的人气度。

三、要大力开展“套期保值”业务。期货行情是现货行情的提前反映,对现货价格走势有重要指导作用,利用期货为现货服务,精确分析现货行情的走势,开展“套期保值”业务,锁定现货价格,锁定利润,规避行情变化带来的风险。这已在粮油生产企业和贸易企业中广泛运用。我们由于以前的经验教训,或企业属性限制,没有或很少开展这块业务,这对现货业务是一个损失,不利于做大做强粮油贸易业务。

四、要提升资本运营能力。鼓励企业在国内国际两个资本市场上市融资和发行债券,提升企业的资本运营能力和风险管控能力,支持走出去拓展国际市场,提高企业的海外运营能力,增强国际竞争力,坚持“引进来”和“走出去”结合,提高统筹利用国内国际两个市场两种资源的能力。

五、要打造粮油贸易的“产业链”,这是做大做强粮油贸易业务,确保我省粮食安全的必由之路。粮食安全是关系千家万户的大事,是各级政府的重要工作。我省是缺粮省,每年需要从外地购入大量粮食。保证粮食安全不能靠私企外企,最终还是要靠国企,作为我省唯一农口类的省属国有企业,做大做强粮油业务,发挥粮油龙头企业的优势,扩大粮食购销业务,为我省粮食安全作出贡献,是省委省政府交给的任务,也是我们义不容辞的责任。积极争取和充分利用国家政策,打造粮油

贸易的全“产业链”,,这是做大做强粮油贸易业务,确保我省粮食安全的必由之路。在粮食主产区,建设粮食收购基地和仓储设施,便于粮食的收购和储存,从源头把粮源牢牢掌握在自己手上。打造公路铁路水路运输物流网络,在主产区和主销区主要港口建设码头和中转设施,便于粮食的快速调运。建设贸易信息处理设施和质检设施。保证粮食收的上,存的下,运的出,销的掉。使收购、储存、运输、加工和销售连成一体。实现我省粮食的长治久安。

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