A new hot word “Belt and Road†in 2014 has already become familiar to the Chinese people. “One Belt†is the Silk Road Economic Belt; “One Road†is the construction of the 21st Century Maritime Silk Road, with two connecting the East Asian Economic Circle and the European Economic Circle. In March 2015, the Chinese government issued the “Vision and Action for Promoting the Joint Construction of the Silk Road Economic Belt and the 21st Century Maritime Silk Road.†The One Belt One Road is China’s strategic breakthrough in the current international and domestic political and economic environment. The goal is to strengthen the region. Cooperation, in-depth integration into the world, and strengthening of the right to speak, through the communication of policies, trade, and capital, will enable China and neighboring countries to establish mutual political trust and achieve a win-win economically. There are 26 countries and regions along the Belt and Road, covering 63% of the world's population, accounting for 29% of the global economy. "One Belt and One Road" is the strategic carrier of China's capital export program. The economic belt has both energy and geo-safety implications. The construction of the Maritime Silk Road is a new type of trade route for China to connect the world. In 2015, the high-level officials of the Central Committee clearly decided to promote infrastructure construction in Asia in the Boao Forum for Asia. The three ministries and commissions issued a vision and action document for the Belt and Road initiative. It is expected that a detailed list of major overseas projects will be issued in the near future. The Ministry of Commerce is stepping up the formulation of the timetable and roadmap for promoting the "One Belt and One Road" development plan. The Ministry of Commerce will focus on promoting the economic and trade work of the countries along the line, expanding the openness of the mutual market, and actively exploring the construction of new free trade areas. "One Belt One Road" construction. The AIIB also plays an important role in leading the entire Southeast Asian countries’ new economic engine and promoting the important driving force of the “One Belt and One Road†initiative. The core of the "One Belt and One Road" strategy is infrastructure construction. Because of the need for interconnection and access to international traffic arteries, the initial phase will be mainly large-scale infrastructure construction. From China to abroad, China’s construction machinery will have great development in the area of ​​transportation infrastructure. Then, the industry-based business will come in the middle stage of development, promote interconnection and interconnection, and accelerate the process of industrialization and urbanization in the host country to drive China’s capital output and industrial output. Finally, entering the global integrated operation, the “One Belt and One Road†has brought the industrialization and urbanization of the host countries into the intermediate and advanced stage, and the Asia-Europe continent has entered the stage of integrated development, bringing opportunities for the global integrated operation of China’s construction machinery and commercial vehicles. At present, relevant provinces and cities in China have formulated work plans to accelerate the construction of railways, highways, and ports. In terms of logistics, the port has taken the lead to build an international major channel and establish a new economic circle. Guangdong and Guangxi, which are close to Southeast Asian countries, will use ports as their hubs to accelerate the interconnection of sea lanes and lay the foundation for future participation in major infrastructure projects such as ports in ASEAN countries; Hainan will act as a strategic support point to promote Sansha infrastructure and public services. Facilities are built to play a pivotal role. Overall, this is a growth model that is driven by infrastructure construction, brings about new economic growth points and generates new economic cooperation. At the same time, leaders of Southeast Asian countries have expressed that East Asian and Southeast Asian countries should combine their economic and social advantages with the construction of the “One Belt and One Roadâ€, learn from each other and complement each other, and promote regional infrastructure investment. Foreign capital, including China, is encouraged to give priority to areas such as tourism facilities and urban infrastructure. China and Vietnam are promoting all-round cooperation in various fields, including cooperation in infrastructure and finance and currency. The infrastructure cooperation between China and Myanmar involves electricity, transportation and other fields. China and Malaysia have two industrial parks in which the two governments have cooperated with each other, and they have also enjoyed rapid development in the near future. In Thailand, the cooperation between China and Thailand on infrastructure construction and economic and trade investment is also steadily advancing. Railway cooperation is a key area, and it is also one of the areas of cooperation that has received much attention in the region. The infrastructure construction will drive the purchase of equipment with the nature of production materials such as construction machinery and commercial vehicles in China. With the penetration of infrastructure, automobile investment and trade cooperation will become the focus. At the same time, as China's foreign investment increases and its economic influence increases, the automobile industry will gradually become more international in this process. In the process of internationalization, automobile trade will take precedence, and it is necessary to take the initiative to attack on the basis of understanding local consumer habits and markets. If we say that the "One Belt and One Road" strategic core is infrastructure construction, then the strategy must be grounded, it must fall on the most basic equipment manufacturing, including all kinds of engineering machinery equipment and engineering trucks, special vehicles; at the same time, Consumption and trade development will also generate demand for logistics vehicles and tourist commuter cars. In the process of strategic planning, domestic policies and policy responses of participating countries will play an important guiding role. "One Belt and One Road" to Pull Construction Machinery In recent years, the construction machinery industry has undergone adjustments because of the overdraft in the domestic market. At the same time, it has caused a large number of accounts receivables from outside the industry and the pressure on business operations is high. Moreover, in the long run, there is a huge social stock of domestic construction machinery, and the domestic market will There is a certain increase, but the increase is limited. The future of construction machinery industry is exporting and internationalization. In the first two months of 2015, the export of construction machinery industry increased by 18%. Among them, Sany, Liugong, and Zoomlion all received large overseas orders, echoing the national one-on-one approach and overseas infrastructure. "One Belt and One Road" Drives the Commercial Vehicle Market From the public data, the scale of the proposed “Belt and Road†infrastructure proposed for construction and infrastructure under construction has reached 1.04 trillion yuan. Among them, railway investment is nearly 500 billion yuan, highway investment is 123.5 billion yuan, airport construction investment is 116.7 billion yuan, and port water conservancy investment is more than 170 billion yuan. The provinces and cities covered by the Belt and Road Initiative include Chongqing, Sichuan, Ningxia, Jiangsu, Hainan, Yunnan, Shaanxi, Guangxi, Zhejiang, Inner Mongolia, Xinjiang, Gansu, Qinghai, Guangdong, and Fujian. The "One Belt and One Road" measures for the smooth flow of trade and the promotion of economic cooperation will lead to the development of commerce and consumption. The development of commercial trade will drive the demand for port tractors and logistics tractors. Many provinces and cities involved have rich tourism resources. They will put forward higher requirements for tourism and commuter vehicles and bring business opportunities. Investment in infrastructure construction, infrastructure construction and the use of commercial vehicles are positively correlated, which is undoubtedly the driving force for the growth of the commercial vehicle market. With the construction of the “Belt and Road†initiative, commercial vehicle exports will perform better overseas. Because the export of commercial vehicles is followed by investment. "One Belt and One Road" and Guangxi The first step of the Maritime Silk Road is for ASEAN, linking China with the coastal cities of Southeast Asian countries and taking the integration of Asia-Europe Africa’s economic and trade development as its long-term goal. The provinces that incorporate the Maritime Silk Road include Guangxi, Guangdong and Fujian. Hainan, Yunnan and Sichuan. Guangxi is the only province in China that is connected to ASEAN by sea and land. It is the “passage†and “gateway†of the Maritime Silk Road. Guangxi Construction focuses on Beibu Gulf and speeds up the application for the establishment of the Beibu Gulf Free Trade Pilot Zone, and is expected to become the third batch. Approved free trade zone. The Guangxi government’s work report this year pointed out that the upgrade and development of the Beibu Gulf Economic Zone will focus on 256 major projects such as infrastructure, industrial upgrading, and port logistics, and highway and bridges will also be the focus of development. First of all, Guangxi will make preparations for all foreign cooperation. In 2015, Guangxi must plan and build an China-ASEAN information port with the support of the state, run the China-ASEAN E-Commerce Summit, and focus on the investment promotion and key project construction of China-Malaysia “Two-State Double Parks†to accelerate China-ASEAN ports Urban cooperation network, Dongxing National Key Development and Opening Pilot Zone, China-Vietnam Cross-border Economic Cooperation Zone Dongxing, and Pingxiang Park infrastructure construction, complete the expansion adjustment of the existing border economic cooperation zone, and strive to do a good job in China (Beibu Gulf) free trade trial In the district and Pingxiang National Key Development Zone, the opening and trial zone declaration work, and efforts to build Guangxi into an important gateway to the "Belt and Road" strategy organic convergence. Secondly, Guangxi will also increase the level of trade facilitation, internalize the entire region and integrate customs clearance with the PRD and southwestern central and southern regions, and apply for a comprehensive bonded area in the Xijiang River Basin. We will promote the opening and upgrading of key ports, strive for the official opening of the Tieshan port, and strengthen the construction of port infrastructure, electronic ports, and public service information platforms. We will actively promote the inspection of the new model of "one country, two countries, and China" in China and Vietnam. The opportunity brought by the “One Belt and One Road†development to Yuchai and the issues that must be paid attention to: Strengthen the product quality, seize the opportunity of the OEM's external export volume increase, and increase Yuchai's overseas supporting volume. Currently, leading companies such as XCMG, Lingong, Liugong and Xiagong have all actively deployed in the global market. They have plans for Asia Pacific, Europe, Central Asia, and West Asia and North Africa. In recent years, domestic demand has shrunk. In order to get out of this predicament, these companies will surely seize the strong winds of the Belt and Road and increase export revenue. The self-provisioning of engine for construction machinery is still not high at present. Non-road diesel engines and gas engines are, after all, an independent engine factory such as Yuchai, a breakthrough for finding new markets. For commercial vehicles: “One Belt, One Road†has become a new opportunity for Chengyutong to develop. Yutong’s overseas exports account for one-third of China’s total bus exports and more than half of all passenger car parts. Yuchai’s share of passenger cars has been grabbed a lot by competitors in the past two years. We should abandon the idea of ​​supporting the bosses of buses and face up to the problems. We need to refine our product planning, product quality, service concepts and systems in order to enhance our competitiveness and strive for more. More supporting shares. The demand for medium and heavy trucks is highly related to the growth rate of real estate and infrastructure construction, which are mainly divided into logistics transport vehicles, engineering dump trucks and other special vehicles . China’s heavy trucks have a large market demand in overseas developing countries. Liucha, Foton, and Dongfeng , which have an export relationship with Yuchai, have different levels of orders and exports in Southeast Asia, Central Asia, and African countries in the first quarter of 2015. increase. As the main dump truck manufacturer, Foton and Sinotruck accounted for a relatively high proportion, while Jianghuai Automobile had a relatively high export ratio. Even if Yuchai cannot become a core supplier within a short period of time, it should improve product adaptability, strengthen product quality, and consolidate With supporting quantities, the breakthrough was found on the premise of an increase in industry exports. Combine the "Belt and Road" Opportunity to Find the Breach of Overseas Markets To make a difference in overseas markets, the organizational model, technological innovation, and cultural integration of companies will all become more prominent and difficult to control than domestic companies. In the strategy can not blindly follow, we should consider the following aspects to better seize the opportunity: Resources and strategy match. Need to focus on the matching of the enterprise resource capabilities (business and product advantages and related core capabilities) and strategic opportunities. It is recommended to take advantage of the advantages of the company's products and combine the characteristics of the regional market to develop products and service models with a high degree of marketization. Focus on overseas market research. Successful experience tells us that studying local markets, such as local industry needs, consumer preferences, laws and regulations, interest group gaming, government relations, regional culture and corporate culture, religious beliefs, etc., are all Chinese enterprises “going out†strategies that require in-depth research of. Only in this way can a suitable market entry strategy and competitive strategy be formulated in order to design a corresponding organizational form and business model. After all, we are not doing a hammer sale, not a shot. Product innovation. From product-oriented to customer-oriented, centralized customer service management to improve customer service levels. In the mid-stage of the development of overseas exports, the use of information technology to focus on customer management and unified sales and service system can greatly improve service levels. Moreover, customer-oriented marketing activities help companies distinguish themselves from competitors. Finally, we must pay attention to the brand strategy and shift the brand strategy to a customer orientation. Management pattern matching. In the management and control mode, organizational structure, business methods to do a corresponding match. In the early days, overseas branches were often positioned as regionalized sales agencies; with the gradual maturity of international businesses, regional sales centers could gradually transition to regional profit center models. By upgrading the information technology strategy and improving internal management, new business development, transformation and upgrading, and building a process information system can drive future business innovations. 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Towards the “Belt and Road†2015 Yuchai attack: timely and dynamic