China's heavy truck Ma Shuji: "Magic" heavy truck gold industrial chain


This person, known as the “Ma Shuji,” led the heavy-duty trucks in China to overcome difficulties through the decisive strategy and excellent coordination ability, and gradually established a heavy truck gold industrial chain from vehicles to engines and transmissions.

“Outstanding political talents, high coordination and balance capabilities, both government officials, entrepreneurial courage and agility.” Some people say that Ma Chunji is a typical representative of the leadership of state-owned enterprises, its superb political skills like magic, People are dazzled and stunned.

In fact, more often than not, people's impression of Ma Chunji is that the gentleman is polite and gentle but has an affinity. Therefore, heavy truck called him "Mrs." Although this CNHTC's family members rarely speaks for themselves, they always feel that everyone who contacts him feels a huge “gas field”: whether it is the turning-loss reform that was faced with severe illness caused by severe disease, or whether it was later. Faced with the crisis of the engine off, he always responds calmly.

Curve layout

Engines, transmissions, and axles are also called the three core components of heavy-duty vehicles. The industry has also said that “there is an engine that gets the world”. Therefore, for the heavy-duty truck that already owns the “first brand of China’s heavy-duty axles”, the day Ma Qingchai and Weichai really broke up, the future of Ma Chunji and Sinotruk seems to have suddenly become gloomy.

On March 20, 2006, Shandong State-owned Assets Supervision and Administration Commission issued a notice declaring that Sinotruk Group and Weichai Factory formally disassociated themselves. The former Sinotruk held a 100% stake in Weichai Plant and transferred it to the Shandong State-owned Assets Supervision and Administration Commission. China Heavy truck is no longer a shareholder of Weichai plant. As early as December 2005, Weichai has stopped supplying CNHTC. In the face of the engine off crisis, Ma Chunji’s face is still only calm and calm.

In fact, as early as before the formal separation with Weichai, Ma Chunji was quietly building his own "Heart" heavy truck. On April 18, 2006, Jinan Power, which invested nearly 1 billion yuan, was formally put into production in Zhangqiu. China National Heavy Duty Truck started its own independently manufactured Steyr engine to be equipped with heavy trucks. In just 9 months, CNHTC's own engine plant has risen and created a myth. Although this engine plant is built on a fast track, it has good equipment, technology, and personnel to produce a good engine. Although it is brand-new, it has sufficient strength to provide protection for CNHTC.

However, Jinan Power, with an annual production capacity of 30,000 units, is far from satisfied with Ma Chunji’s “golden industrial chain” demand, so he tried his best to get the Hangzhou Engine Company (Hang Fa).

At that time, Hangfa had a capacity of 7,000 units per month, which could basically meet the assembly requirements. More importantly, Hangfa has more mature technology and superior geographical position than Jinan Power. Looking back now, the story of Ma Chun-chih who won the Hang Fachang was also good enough.

In fact, at that time, Sinotruk had not mastered the core technology in the engine R&D and manufacturing, and was not able to support Hangfa technically. On the contrary, it also required Hangfa to provide technical support for Jinan Power; in addition, it had just carried out Jinan. China National Heavy Duty Truck, which is powered by power, is also unable to provide large-scale financial support to Hangzhou Engine Company. Therefore, in a sense, Sinotruck, compared with Hangfa, is asking for money, no money, and no ability to resist. So, how did Ma Chunji persuade the local government of Hangzhou and the leader of Hangzhou Engine Company to let Hangzhou Engine Company “walk with him”?

At the end of 2005, Ma Chunji had promised the local government in Hangzhou. This promise is most likely to give Hangzhou Engine Company a name: Hefa will be the most important engine production base of Sinotruk in the future, and Jinan Power can only Do a "little beggar." The promise to perform is to rebuild the engine industrial park in Hangzhou. This is undoubtedly extremely attractive to the local government of Hangzhou and Hangzhou.

In addition, Ma Chunji gave himself a very challenging task: Within three years, he built Hangfa into a large-scale engine base with an annual output of 100,000 automobile engines. This calculation, if coupled with Jinan Power's annual production capacity of 30,000 units, that is, with Hangfa this platform, China's heavy truck three years after the engine's annual output will reach about 85% of Weichai power.

In the following year, Ma Chunji successfully relocated Hangfa to Xiaoshan and realized an annual production capacity of 150,000 engines. This not only provided sufficient support for the heavy-duty truck engines, but also provided engines for heavy-duty trucks. Other [review picture] users.

Intriguing is the positioning of Sinotruk on Jinan Power and Hangfa: The Jinan power production line is a flexible production line, which is mainly used for the trial production of CNHTC's new products and small-batch production engines, that is, based on the geographical location and CNHTC. Recently, it is convenient for CNHTC to develop a new engine that matches the entire vehicle. The Hangfa production line is a rigid automatic production line, which is mainly used for large-scale production of engines after trial production. In this position, Hangfa's positioning is: multi-purpose, large quantities. Jinan power positioning: new models, small quantities. This means that China National Heavy Duty Truck's future engine R&D center will be located in Jinan. In other words, China National Heavy Duty Truck Co., Ltd. has skillfully applied "centralization" to all its subsidiaries from the core technology development. This is the most painful lesson left by Weichai Power from Sinotruk Group Co., Ltd.

Ma Chunji quietly shifted the research and development power of Hangfa to Jinan-China National Heavy Duty Truck Technology Center, and Hangzhou Xiaoshan District has become China's largest engine "production" base. The clever layout of such a step-by-step operation has caused many people in the industry to sigh.

Turned out of EGR

At the end of 2007, China National Heavy Duty Truck Group succeeded in the IPO on the Hong Kong Stock Exchange. At the beginning of the new year, it raised nearly 10 billion yuan of development funds. After being envied by its peers, it produced and sold 100,000 heavy trucks in the same year, regaining the position of the Chinese medium and heavy trucks. And successfully ranks among the world's top five heavy truck manufacturers. In contrast, China's heavy truck in 2008, but it is a year of glory and disputes intertwined.

In 2008, China National Heavy Duty Truck was first faced with the test of the National III emission standards: whether it can come up with engines that meet the standards before the National III deadline comes, it becomes a life and death barrier.

On July 1, 2008, prior to the full implementation of the National III emission standards for commercial vehicles, the engines that were widely used domestically and meet the National III emission standards were electronically controlled common-rail engines. Since some parts needed to be purchased from Nippon Denso and Germany's Bosch, and the former had limited production capacity, Bosch signed an exclusive agreement with Weichai. Therefore, after the separation of Weichai Power, the engine became the biggest weakness of China National Heavy Duty Truck.

At that time, many people in the industry held a "wait and see the joke" mentality, that China National Heavy Duty Truck will not be able to safely survive this robbery. However, Ma Chunji, standing at the cusp of the storm, once again showed his extraordinary decision-making power and execution power, which made people staring.

After July 1, 2008, the heavy-duty truck industry began to implement the National III standard. Many companies, in order to seize the market, recklessly formed a large number of invisible inventory - dispatching the National II truck rigidly to the conversion plant and dealers. They think of ways to sell cars. However, Ma Chun-chi believes that this approach is tantamount to killing chickens and eggs. "We will not do so."

Before the new standard was formulated, major domestic engine manufacturers began to develop diesel engines. At that time, most companies preferred the high pressure common rail technology. However, the most critical fuel injection system technology of high pressure common rail technology is basically monopolized by multinational corporations. Apart from imports, only giants such as Bosch, Delphi and Denso can develop in China. . However, due to the weak technology, Chinese engine companies have relatively weak voice in cooperation with multinational parts and components companies and are at a disadvantage in negotiations. This is what Ma Chunji did not like to see. As a result, Sinotruck began independent research and development of the engine.

Faced with many international technical solutions such as electronically controlled pump nozzles, electronically controlled monomer pumps, electronically controlled inline pumps, and electronically controlled high pressure common rail systems, how should China National Heavy Duty Truck select?

As early as July and August 2005, China National Heavy Duty Truck executives and technicians went to Europe and the United States to inspect high-emission engine technology. After returning home, the decision-making layer repeatedly studied and finally chose to use "two legs to walk": on the one hand, The high-pressure common-rail fuel system, on the other hand, exerts its advantages, and hopes to achieve the national III emission standard through the practical route of “electrically controlled inline pump + EGR”. Subsequently, SINOSTEEL organized technical personnel for R&D in the year and took out an electronically controlled EGR engine with independent intellectual property rights in just over a year. After deploying trials and self-tests on self-produced vehicles, each index has reached State III. standard.

The EGR engine's "turning into the world" has not only eliminated the "curse" that the country's key technology has been monopolized by multinational corporations, but also left competitors unprepared. Heavy Trucks quickly seized the market with its ECM advantage. In the second half of 2008 sales of Sinotruk, the proportion of EGR was as high as 80%. Sales volume of the heavy truck industry decreased by 30%, and the sales of heavy trucks only fell by 11%, which was a huge success in the short term.

However, what SinoChem management did not expect was that the advent of electronically-controlled EGR engines attracted a tidal wave of accusations. The peers in the industry condemned it as a false country III standard, which was a “flicker” for customers and national environmental protection policies. . In the face of accusations, Ma Chunji is still clear-headed, not only did not come forward to counterattack, but instead dedicate his head to doing homework - to constantly improve their own products. Today, the EGR pain period has passed, and the company's products have also received market recognition.

Giving Samuelson “ideological work”

The introduction of the EGR engine made Ma Chunji relieved. After temporarily crossing the threshold of emission standards, China National Heavy Duty Truck has also gained a lot of market share by virtue of its advantage that EGR engines are about 1.5 million lower in cost than high-pressure common rails.

However, the new problem was once again in sight. The current standards can be met. If we want to upgrade, it will be even more difficult. Until the cooperation with Man, a stone in Ma Chunji's heart fell to the ground.

October 7, 2009 CNHTC issued an announcement that the joint venture between Sinotruk and MAN has been approved by the relevant ministries and the transaction has been officially concluded. This means that MAN will award to China CNHTC a relevant T80 truck, D08, D20, and D26 engines that meet Euro III, Euro IV, and Euro V emissions standards, which will plagued CNHTC's engine replacement issue. . Before that, it was precisely because of the exclusive agreement between Weichai and Bosch that CNHTC could not obtain the high-pressure common-rail engine technology that met the national III emission standards before introducing the EGR engine as a transition. This time, Man undoubtedly became the rescuer of China National Heavy Duty Truck.

In February 2008, Sinotruk and Man started early formal negotiations. However, the cooperation price tag that Man opened out almost caused the two parties to pass again. The problem is that Man does not want to be a simple technology seller. The threshold for cooperation is that Man needs to purchase 34% of Sinotruk. How to make breakthroughs in negotiations? Ma Chunji decided to give Samuelson an "ideological work."

In 2008, after attending the 250th anniversary celebration of Mann, Ma Chunji found Samuelson, the CEO of Man, and they both began to have a conversation at the negotiation table. This is an important turning point.

At that time, Sinotruk took out a new cooperation plan: Mann bought a 25% stake in Sinotruk, and Sinotruk still held a 51% controlling stake, leaving only 24% of the outstanding shares. The 25% tradable shares stipulated by the Hong Kong Stock Exchange are 1% less. Prior to going to Germany, Ma Chunji had already done the work of the Hong Kong Stock Exchange and the cooperation scheme was agreed.

Next, Ma Chunji needs to allow Samuelson to make concessions, reducing the shareholding ratio from 34% to 25%. Doing ideological and political work is the strength of Ma Chunji. He decided to start with Chinese culture.

“We negotiated in the room, drew two circles, and found an intersection, that is, our cooperation zone, where we can cooperate and let the other party get the benefits they deserve. This will enable our cooperation to be successful. We stand on our own In terms of interests, we have found a point of convergence that has brought good benefits to the company and brought about a technological platform for CNHTC. This is a breakthrough.

All along, China National Heavy Duty Truck Co., Ltd. is a troika that lacks two cars (capital and technology). Although China has consistently dominated the heavy truck market in China, capital problems and the lack of mastery of the core components and technologies have limited the further development of China National Heavy Duty Truck. After Ma Chunji brought China Heavy Duty Truck to the capital market, he successfully introduced Man as a joint venture. This can be seen as a breakthrough by China National Heavy Duty Truck.

After signing with Man on July 15th, Ma Chunji promised to complete the instructions within one month and Man will doubt the letter. The fact is that by August 15 all instructions were all taken.

“Foreigners said that I was a magician.” Ma Chun-jeou waved his hand. “You go to various departments of the country and you don’t have to go if you have something to do. You can’t make rice to be a mature meal before you give it to a leader and eat it. It’s not. We also have to eat to eat. We are not like this. From the time we started to prepare for this meal, we started to communicate and we changed the communication in the middle. So the final batch was very fast."

Reorganization of teeth is unknown

It can be said that for heavy trucks, the axle and the engine have already been “steady and steady”, and the transmission has become a major obstacle to the development of heavy-duty vehicles.

On November 18, 2008, at the time of a bleak truck industry, CNHTC signed a strategic restructuring and equity transfer agreement with Shanxi Daguai Group. This "marriage", from the initial contact to the final formation of the facts, before and after less than a hundred days. However, for such a short period of time, for Sinotruk, it allowed it to complete a "restructuring event" that alerted the entire heavy-duty truck industry.

Although many people began to think that this restructuring is absolutely a win-win strategic cooperation for Dazha Group and China National Heavy Duty Truck Group, Big Gear solved the problem of sales, and Sinotruk solved the worries that it had not had its own transmission base for many years. However, the grinding and merging of the two have not been as smooth as imagined. This "marriage" has caused a lot of controversy in the industry.

Many people have raised such a concern: China National Heavy Duty Truck has always taken a pure European truck route in terms of technical specifications. But the big teeth are gone is the pure Japanese truck route. Both are different ways in terms of process concept. In addition, compared with Fast as China’s top supplier of heavy trucks, orders for big teeth at heavy duty trucks may not be as good as those of Fast, and it is hard to imagine that CNHTC will take risks after reorganizing big teeth. A large number of gear transmissions are used.

2010 is the last year of the national 11th Five-Year Plan. It is a crucial year and a year of hope. This year also has special significance for China National Heavy Duty Truck – the tenth anniversary of reform and reorganization. China National Heavy Duty Truck, which is standing at a new starting point, is thinking about how to continue to build a "heavy card gold industrial chain" and wait for Ma Chunji's. What kind of test will it be?

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