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三一重工勇闖美國市場

三一重工勇闖美國市場

Nin-Hai Tseng 2013年06月18日
中國工程機械巨頭三一重工已經(jīng)穩(wěn)居中國市場的龍頭寶座,現(xiàn)在,它又盯上了美國市場。近期,它使出了一系列組合拳:挖來了美國競爭對手的主力,甚至把美國總統(tǒng)告上了法庭,而領導三一重工美國市場攻堅戰(zhàn)的就是富有傳奇色彩的民營企業(yè)家梁穩(wěn)根。

????由于三一試圖在美國站穩(wěn)腳跟,它采取了一系列大膽舉動,其中既有得意之作,也有難盡人意之處。它能否在美國市場取得大的進展,很大程度上取決于它的策略。從更宏觀的角度來看,三一只是眾多希望投資美國、拓展美國市場的中國公司中的一家,它為其他中國公司在美國搶灘登陸提供了經(jīng)驗和教訓。

????多數(shù)美國人從來沒有聽說過三一,但在中國,它的規(guī)模并不遜于卡特彼勒(Caterpillar,CAT),甚至可能還要更大一些。三一的營收為76億美元(468.54億元人民幣),是中國最大的工程設備公司,在全世界排名第五。三一也是中國最重要的本土成長成功故事之一。三一的主要創(chuàng)始人和最大股東梁穩(wěn)根是中國大陸最富有的人之一,截至3月,他的凈資產(chǎn)為73億美元(450.045億元人民幣)。57歲的梁穩(wěn)根還有政治關系——他于2004年加入了中國共產(chǎn)黨,目前已經(jīng)是黨內(nèi)最有影響力的成員之一。(他也是最直言不諱的黨員之一:去年在北京的一次記者招待會上,他說黨員能吸引到“更漂亮”的老婆,這番言論引來了一些抨擊。)梁穩(wěn)根在黨內(nèi)的影響尤其值得注意,因為在以前,這個國家中的民營企業(yè)家往往無法入黨(據(jù)說,梁穩(wěn)根在獲批入黨前,曾提交了三次申請)。中國這個經(jīng)濟體目前仍然主要由國家推動,但他卻聲援民營經(jīng)濟,呼吁政府支持民營企業(yè)。2012年,在《財富》中文版最具創(chuàng)新力中國公司榜單中,三一排名第三位。

????梁穩(wěn)根靠自己一步步贏得了財富和權勢。他出生于湖南省的一個貧困家庭,在中南大學(Central South University)獲得了工程學學位,后在一家國有工廠擔任工程師。一段時間后,他于1989年與三個合伙人一起成立了三一公司。(三一的英文名“Sany”源自其中文名拼音“Sanyi”,中文的意思是“三個一”,指公司的目標:創(chuàng)建一流企業(yè),打造一流目標,為社會做出一流貢獻。)公司起初生產(chǎn)焊接材料,1995年開始進軍工程設備市場,首先制造的是灌注和運輸混凝土的混凝土泵車,隨后不斷拓寬了自己的產(chǎn)品線。(財富中文網(wǎng))

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????As Sany has attempted to gain a foothold in the U.S., it has made a series of brash moves, and it has both grown and stumbled. Whether it makes big inroads here will say a lot about its strategy. More broadly, since Sany is among dozens of Chinese firms looking to invest and expand in the U.S., it offers lessons for other Chinese companies maneuvering onto U.S. shores.

????Most Americans have never heard of Sany, but in China it's as big as Caterpillar (CAT), if not bigger. With revenues of $7.6 billion, it is the largest construction equipment company in China and the fifth largest in the world. It is also one of China's most important homegrown success stories. Sany's main founder and biggest shareholder, Liang Wengen, is one of mainland China's richest people, with a net worth of $7.3 billion as of March. Liang, 57, is politically connected -- he joined the Communist Party of China in 2004 and has become one of the party's most influential members. (He's also one of its most outspoken: Last year at a press conference in Beijing he drew fire for saying communists also tend to attract "prettier" wives.) Liang's rise within the party is notable in a country where private entrepreneurs were historically denied membership (Liang reportedly applied three times before he finally joined). He has been a vocal believer in the private sector, pressing the Chinese government to support private businesses in an economy that remains largely driven by the state. In 2012 Sany ranked No. 3 in Fortune China's list of the most innovative companies in China.

????Liang wasn't always rich and powerful. Born poor in central China's Hunan province, he graduated with an engineering degree from China's Central South University and, after a stint as an engineer at a state-owned factory, founded Sany in 1989 with three partners. (Its name is derived from its Chinese name, Sanyi, which means "three ones," a reference to the company's goals: to build a first-class enterprise, to foster first-class goals, to make first-class contributions to society.) The company started off making welding materials but in 1995 expanded into the business of construction equipment, first manufacturing concrete pumps that pour and transfer liquid concrete and then broadening its line of products.

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