Providing solutions based on the needs of the procurement side in the future is a sign of the successful development of steel e-commerce, but this is still difficult, which is equivalent to establishing a set of industry standard systems.
There are still many controversial points in the development of steel e-commerce. For industry companies, after 2-3 years of development, what value do they really care about? What is the status now? The reporter learned about Sinosteel online through an interview.
I. Grasp user needs and force upstream cooperation
At present, the steel industry's e-commerce platforms have different entry angles in the industrial chain. Models of matching, self-employment, and consignment have been explored in many directions, but have not yet formed a mature model. In Zheng Wanli's opinion, the continuous profit model of steel e-commerce has been continuously questioned by industry people. Regardless of whether it is self-employed or consignment, as long as it can establish long-term and stable user demand, it can achieve sustainable profitability. If the third-party platform does not contact the self-employed, it will not be able to grasp the user's needs, and the real demand is not obtained by the customer unit price. Stability is the key.
"At present, the biggest challenge for Sinosteel is that upstream, stable relationships and long-term stable supply are the biggest problems for capital enterprises, because when trade rules are broken, grasping the right of speech generated by downstream terminals can be It is forcing upstream manufacturers. "Zheng Wanli said that at present, Sinosteel Online United Steel Works develops users, pools the user needs and channels of Sinosteel Online to sign supply agreements with steel mills, and tries to develop new varieties and expand channels with some steel mills. . "What should we e-commerce do at the moment? Seize demand and let go of it."
According to the 2016 annual report released by Sinosteel E-commerce in April 2017, Sinosteel E-commerce successfully achieved profitability for three consecutive years. Zheng Wanli said that because the demand-based self-employment adopted by Sinosteel Online can ensure the stability of supply and price, it can avoid the impact of steel price fluctuations. However, due to the recent shutdown of downstream companies due to environmental protection and other reasons, the demand has been affected. Therefore, Sinosteel Online's profit growth in the first half of 2017 will slow down, and downstream demand determines all of this.
Second, only reduce costs and increase efficiency, without de-intermediate
"As for the value of steel e-commerce to the industrial chain, many people have proposed decentralization. Sinosteel Online does not reduce the transaction link, but reduces the time of the transaction, such as first finding a price, signing an agreement, playing a bill of lading, and taking the bill of lading to pick up goods What we want to achieve is the paperlessness, informationization, and intelligence of these nodes. The entire transaction process is completed through third-party payment and cargo verification systems, saving time for paper delivery, communication, and transactions, while providing security protection. " Zheng Wanli expressed the hope that Sinosteel will serve as a reservoir to serve the secondary terminal, so that the secondary terminal can concentrate on serving customers, and to solve the secondary terminal's worries about funds and goods through logistics, finance, processing, and distribution services. .
It is reported that Sinosteel E-commerce obtained an Internet payment license in 2012. Jintian An, chairman of Sinosteel E-commerce, once said, "No e-commerce without payment." At present, the coverage of Sinosteel's online payment is 95%, as long as Put the money in the reserve fund of Sinosteel's online payment system, you can do transactions anytime, anywhere, 24 hours, in addition, there are financial services companies, factoring companies, etc. to support, to provide services around e-commerce.
At present, the financial attributes of the supply chain of the e-commerce platform are increasingly recognized by the role of various links in the industry chain. Zheng Wanli said that although financial payment services currently account for 50% of the user's demand for the e-commerce platform, it is an obstacle for steel mills. Due to cost and energy issues, many services are not available, and end users still need to pay attention to services. This is also an important entry point for e-commerce platforms.
3. Profitability is the criterion for judging the success and value of steel e-commerce
Customer stickiness and repurchase rate are user-based evaluation criteria for steel e-commerce platforms, and profitability is the key to evaluating steel e-commerce platforms. The criterion for judging the success of steel e-commerce is from early trading volume to profitability. Zheng Wanli said that the future depends on both the transaction volume and profit. At present, steel e-commerce is divided into three types: steel mill system, capital system and trading system. Whether to do comprehensive e-commerce or subdivide vertical e-commerce, the development direction is different, and their respective advantages are also different. Sinosteel Online's future development and early development are in the high-end varieties, the main strong categories are still in automotive steel, home appliance steel and so on.
If the full maturity of the steel e-commerce platform requires 100 steps, Zheng Wanli believes that at most half of it has not yet reached the extreme. Establishing a credit system through transactions and credit through transactions, no one has finished, including the current steel industry. Some of the better ones. Providing solutions based on the needs of the procurement side in the future is a sign of the successful development of steel e-commerce. "But it is very difficult to achieve. It takes a long time to accumulate. Based on the overall analysis and analysis of all steel materials, it is equivalent to establishing a new set of industry standards. This is also the direction that many steel e-commerce platforms are working together to explore. . "