Name: Chi Xiaole Class: 03 Business Administration 1 Class ID: 2003534 106
During the summer vacation of my freshman year, I went to Zhanjiang Machinery Factory in Guangdong for an internship. During the May 1 ST Labor Day, I used my holiday time to come here for an internship again. Now I have learned more professional management knowledge, especially the knowledge of production and operation management this semester, and I have a deeper understanding in practice than before. Now I can observe the operation of the company from more angles, learn more knowledge and find a series of problems of the company. The following are some of my experiences in this practice. My report will write down the useful knowledge I learned in the company from two aspects: marketing work and internal management.
First of all, briefly introduce Zhanjiang machinery factory. Zhanjiang Machinery Factory is one of the major rubber machinery manufacturers in China. Provide heat exchange products, heat pipes, deaerating hot water station devices in tire factories, steam accumulators, boiler deaerators, tire forming machines, rubber cutting machines, vulcanizing machines, various vulcanizing tanks and other products. Among them, curing press is the most important product of the company. The head office consists of ten secondary units, including heavy machinery factory, pressure vessel factory, rubber and plastic machinery factory, general machinery factory, foundry, Suntory Company, Sony Company, storage and transportation company, Huatong Company and sales company. In 2005, the company achieved a total industrial output value of 105557 million yuan, a sales income of 68.79 million yuan and a loss of 680,000 yuan. The development task of the company is imminent.
Then, through my own observation and questioning the relevant leaders of the company, I learned about the company's marketing work, internal management and company development, as well as some opinions I got through thinking. These are the important gains I have gained in practice.
On the one hand, it is the marketing work of the company.
The marketing work of the company can be said to be the core content of the company's operation and the top priority of all work. The quality of marketing work and the success of market development are directly related to the life and death of the company. I fully understand the importance of marketing in practice. Zhan Ji Group has made achievements in marketing in 2005, but its shortcomings are also obvious, and the gains and losses are worth considering. Since the second half of 2004, the information collected from all sides reflects that the rubber machinery market is shrinking, and Zhan Ji Group has been alert to this. It can be said that we have prepared for the changes in the rubber machine market and made corresponding adjustments to the marketing strategy. However, due to the drastic changes in the market far beyond the company's imagination, it has caused serious adverse effects on the company, which are embodied in the following aspects.
The first is the cooling of the investment fever in the domestic rubber market. Due to the macro-control measures of the national economy, the investment fever in the rubber industry has cooled down, especially in the tire industry, which has a direct impact on the War Ji Group. There is a serious imbalance between market supply and demand. The decrease in demand makes it very difficult to get orders. The existing orders have repeatedly requested delayed delivery because the customer's funds have not been in place. As a result, Zhan Ji Group repeatedly fell into passivity, the invested funds could not be turned over, and the occupation of the production site hindered the subsequent product production.
Then the market environment will further deteriorate and the risk of loan withdrawal will increase. Because the rubber machine market has formed a buyer's market, and it is still deepening in recent years. In business negotiations, manufacturers are always in a passive position. In order to gain a firm foothold in the market, they often compromise with each other. This not only increases the pressure of raising funds, but also brings great risks to the return of loans. In 2005, the company's loan withdrawal decreased by 20%. Is directly related to this situation.
Facing the severe market situation, the leading group of the company further shifted the focus of the company's work to marketing and adopted a series of countermeasures. First, mobilize strength to enrich the sales team. The second is to strengthen market research and information collection. The third is to send additional personnel to visit customers to understand the needs. The fourth is to enter a department and increase the development of non-rubber machine market. As far as I know, these measures are often mentioned by the company, but it was difficult to put them in place in the past and the effect was not good. Now the company has been stepping up the implementation of these measures, according to the current observation, has made some progress. For example, Zhan Ji Group has a clear understanding of market development, the company's popularity has been restored, and commercial bidding is more confident. In addition, some secondary companies have made new progress in market development. For example, the product projects undertaken by PetroChina BP Company and Foshan Andritz Company last year have become the highlights of the company's market development. The company can make corresponding changes according to market changes and make changes according to market demand, which makes me understand very much. If I don't follow the market, I will eventually come to a dead end.
In my observation, open source is important, but throttling is also indispensable. The company's marketing expenses are also a big expense. If this cost can be effectively reduced, it will also have an effect on the company. I think it is effective to reduce marketing expenses, formulate reimbursement standards for marketers and strictly implement them. In the case of striving for more channels to obtain income, we should also strive to keep the marketing cost down.
The second aspect is the internal management of the company.
Whether a company can stand firm in the fierce market competition ultimately depends on its strength. Zhan Ji Group is not competitive in the market, which is a reflection of its own strength. This includes the company's weaknesses in hardware and software.
The company's main hardware strength is its production capacity. The main product of Zhan Ji Group is curing press. During my internship, I went to the workshop to learn about the production of vulcanizing machine. Curing machine is a machine used to fix rubber products, such as tire fixing, which needs to be cured. In order to better introduce the curing press, I will first introduce the tire production technology. Judging from the objective conditions, it is unrealistic to greatly improve the hardware level of Zhan Ji Group in a short time, such as adding key equipment. Therefore, it is very important to improve the company's software level by improving the management level. When participating in the market competition, Zhan Ji Group's products are often troubled by problems such as price and delivery date, and lack competitiveness. It is worth pondering why other companies can accept the same delivery date, but Zhan Ji can't. Therefore, the company consciously strives to enhance the adaptability of enterprises in management. If production management changes, the authority of production scheduling has been initially established, and the cycle of product output is shortened. But there are still many shortcomings in other aspects. Let me list some outstanding problems that I have observed and learned.
First, some employees' ideas are outdated, their awareness of market competition is far from being established, their work lacks sense of responsibility and initiative, and their discipline is lax. Specifically, if the task is insufficient and the income is reduced, people will complain. Once the task is tense, it will charge exorbitant prices regardless of the company's interests. Second, the product development ability is weak, and the product quality is not high, which does not meet the market demand. Due to the increasing shortage of engineers and technicians, the company is very weak in the development of new products and technologies, which has affected the development of the market. Third, the product cost is too high and the product price is not competitive. The company has made a lot of efforts in this regard, but from the market requirements, the gap is still obvious. Fourth, the production capacity is insufficient. In this regard, in addition to the influence of equipment, personnel capacity and other conditions, human factors are still the main factors. Due to the interests of small groups, secondary units lack the overall concept of product production coordination, which affects the production capacity of the whole company. Fifth, the company's inventory management is not done well, which leads to the waste of many parts. Many parts were scrapped due to too long storage time, which caused a lot of losses. This phenomenon is very common in the head office and secondary units and must be paid full attention to.
Solving these problems will not happen overnight. We must innovate our thinking and take extraordinary measures to speed up the pace of solving these problems, otherwise everything will be just empty talk and difficult to achieve. I think it is a good idea to let the secondary units implement the individual contract system for employees. Taking the rubber and plastic machinery factory as an example, the traditional product market was restored and developed after contracting, and the contracting fee was paid on time. The income of employees increases, and the corporate atmosphere is harmonious. This is worth pondering by all companies.
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These are my feelings about this internship. Through this internship, I can say that I have gained something. Through the combination of practice and textbooks, you can better help yourself learn knowledge and accumulate some experience for future employment.