Speech at the year-end branch of Shiwen Group

(used when meeting at night) Good evening.

Tigers leap into the future and rabbits bring good luck. It is also the annual year-end wrap-up meeting, and I am honored to speak on behalf of all the staff. Here, I would like to thank the leaders for their love and colleagues for their trust and support!

As the saying goes: where there is work, there is challenge, and where there is challenge, there is transcendence! I still remember that from the first day of registration, the company leaders and consultants gave us close induction training and guidance in time, which made us understand the company's management philosophy and realized that improving the overall quality of individuals is not only the high hope that the group leaders place on each employee, but also the quality that every employee should have. Since then, we have entered a new role, adapted to a new post, started a new journey on the wonderful stage of Qibin, and let go of new dreams!

In order for new employees to avoid detours and integrate into the collective as soon as possible, the company specially arranges senior leaders to teach us rich experience selflessly and patiently, so that we can be familiar with the work flow of the post in a short time and adapt to the new working environment. Under the guidance of the leaders, now we can not only deal with the field problems independently, but also have a further understanding of the design. We gradually merged into the flag-shore family, bathed in diligent and meticulous work style, learned the honest and modest way of doing things, and felt the heroic passion of "how can we see the rainbow without experiencing the wind and rain". In this process, we also calmed down from the initial excitement and excitement, and began to position our goals as masters and give play to our personal talents.

As flag shore people, we are full of confidence in the future! In the future, in addition to being practical, modest and innovative, we need to continue to learn professional knowledge, improve our comprehensive quality, give full play to our professional expertise in our personal positions, and go hand in hand with the company!

Although it is hard work, the road of exhibition industry is full of thorns, but the hard collection will certainly accumulate dazzling light. In the work of 20 16, we may encounter all kinds of difficulties at any time, but I believe that with the correct guidance of the company leaders and the solid work of all the staff, our Qibin Real Estate will be able to ride the wind and waves and reach the ideal shore smoothly!

Finally, I wish all the leaders, colleagues and friends present here smooth work, good health and happy families in the new year!

thank you

Speech at the year-end summary commendation meeting

Dear Mr. Xu and Mr. Xue, vice presidents and employees, good afternoon.

Today, the company held a year-end summary commendation meeting in Shengjing furama hotel to summarize the past 20 12, arrange the work of 20 13, and commend the employees who made outstanding achievements in last year's work. Here, I would like to express my sincere congratulations to the employees who will be commended by the company. At the same time, I wish the annual meeting a complete success, accumulate strength for this year's work, pave the way, sum up experiences and lessons, and let us achieve better sales performance in this year's work!

Looking back on the past 20 12, for our company, it was a year when children grew up to be big boys, a year when we struggled with tears and sweat, and a year when we achieved brilliant results! Next, I will summarize my work in charge of administrative personnel and southern Liaoning market last year and plan my work this year.

I. Main work in 20 12 years

Last year, I was in charge of market and administrative personnel in southern Liaoning, and my work was complicated, but I mainly did the following work:

(1) Establish the framework. The so-called establishment structure, one is the company and the other is the market.

Last February 10, I officially joined the company. At that time, the company had only 13 employees; The company does not have a department that can be independently supported. Marketing, after-sales service and accessories use a back office: Wei X. At that time, there were many small things that made us unable to find the north there. Here, I'm not alarmist, that's the truth. After I arrived at my post, I recruited people with Assistant Wang X and Mr. Xu, and set up a comprehensive management department, a marketing management department, an after-sales service department and an accessories department before the end of March, which basically ensured the normal operation of the company. Later, some people were changed again and again, and all departments had today's scale, which ensured the normal development of the company's sales-centered work. Thank you sincerely for joining the company! Without your participation in xxxx, there would be no thriving company today!

When I joined the company, there were only two branches in Jinzhou and Dandong. With the continuous development of sales business, branches have been set up in cities (counties) with good sales or development potential. Up to now, I have established or participated in the establishment of seven branches in Shenyang, Tieling, Fushun, Xiuyan, Yingkou, Panjin and Anshan. At present, there are 4 to 8 employees in 9 branches, which support the company's sales in its own region. At present, a sales network layout has been formed with the company headquarters as the center, branches as the fulcrum and agents as the nodes, which has laid a solid foundation for our continuous sales growth this year and the completion of sales tasks assigned by superior companies.

(2) recruiters. The shortage of talents is the bottleneck of the development of all companies. Everything needs people to do, and no one is absolutely impossible. Since the beginning of this year, with the support and personal participation of General Manager Xu, I, together with the vice president, the functional department manager and the branch manager, have recruited X people one after another, and there are X people left, among whom there are more than X deputy managers: they are Deputy General Manager X, Excavator Sales Director X and Manager XX respectively; Deputy manager or regional manager x; There are x salespeople, x after-sales service personnel and x other personnel. It is with everyone's participation that xxxx has developed vigorously today.

(3) Establish rules and regulations. When I first arrived at the company, it would be a bit exaggerated to say that there was no articles of association at that time. This year, I organized or drafted 1 1 rules and regulations, which were issued in the name of company documents. They are: sales business process, approval authority of company seal, reimbursement standards for travel expenses of various personnel in the company, incentive policies for maintenance, spare parts sales, salary standards for salespeople, salary standards for employees at all levels of the company's functional departments and salary payment processes for all employees, mobile phone expense reimbursement system, employee turnover management system and employee turnover management system.

(4) organize sales. I officially took over the southern Liaoning market in early April last year, and was responsible for the sales of Dalian, Yingkou, Anshan, Liaoyang and Panjin. At that time, there was no salesman in the southern Liaoning market, only half a manager. The number of sales tasks assigned to me by the company was 80 loaders. Facing the cruel market competition and Changlin's low product popularity and market share, I started with recruiting talents and established a sales network on the basis of my own direct sales, forming the current network layout. Up to now, sales in southern Liaoning have reached more than X; Direct sales of nearly x million units (loader x, grader x, roller x, bulldozer x) throughout the year; Five cities in southern Liaoning have set up four branches: Xiuyan, Yingkou, Panjin and Anshan. Dalian branch will be established in the next step. Four managers, Zhang X, Bi X, Tian X and Xu X, joined our company. Together with the original manager, there are already five independent generals in southern Liaoning, which has laid a good foundation for the development of sales this year and the completion of the sales volume and sales allocated to me by the company in southern Liaoning this year.

(5) management. If you leave the sales-centered work, administrative management does not have its own independent work. Last year, we just caught some big tasks in this regard. The specific work is done by the personnel of the comprehensive management department headed by Manager Gai X and Manager Zhou X, who have done a lot of complicated and unknown work. You have worked hard! The first is to determine the new address of the company, carry out renovation and move to the new address. Secondly, 28 kinds of notices were drafted and issued, including X kinds of disciplinary notices, X kinds of employees' punishment, and X kinds of unqualified employees' dismissal and dismissal, which standardized employees' behavior in the company. Thirdly, the interior decoration of xx branch was successfully completed. The fourth is to purchase and distribute all kinds of goods in time to ensure the normal operation of the company. It is impossible to count the number of batches of goods purchased and distributed throughout the year. Fifth, the company has completed a lot of complicated staff training, half-year and annual meeting, product display and daily logistics support, ensuring the normal operation of the company.

Second, the main problem:

Looking at the work in 20 12 years, although some achievements have been made, there are still many shortcomings and problems, which can be summarized as follows:

First, the quality and efficiency of personnel recruitment did not meet the requirements of employers. Although we recruited a total of X people last year, the number and quality of the people recruited were not satisfactory to the employer, and even some positions could not be recruited for a month or two, which delayed the normal work of the company.

Second, the implementation of rules and regulations is still not satisfactory. Because there has always been a shortage of personnel, the scale of the company is not large enough, and guerrilla habits have not been eradicated, it is quite true that human feelings are still greater than the king's law in management. Think twice when dealing with it, and consider your personal feelings more.

Third, regional sales are not ideal. Although I am in charge of the region and started selling late, my personal sales ability is not strong enough. I have been ranked third in sales volume in four regions, and there has been no breakthrough in sales volume and quantity.

Fourth, the personnel composition is still relatively new. The employees of the Southern Liaoning Regional and General Management Department under my jurisdiction have not been employed for a long time, their business knowledge is not high enough, and their understanding of the company is not deep enough. It may take a long time to improve.

Fifth, there are still problems in risk control. Among the loaders we sell, there are lawsuits against customers. It shows that my risk awareness is not strong enough and my risk control of the branch is not in place. I am primarily responsible for this matter.

Three. 20 13 year work plan

This year, the sales task of our company is still relatively heavy, which requires all regions, departments and branches to intensify their work, innovate their working methods, be down-to-earth and work hard with unremitting fighting spirit, and we must overfulfil the tasks assigned by our company.

One is to complete X units in regional sales. The sales tasks assigned by the company to southern Liaoning this year are X loaders, X road loaders (rollers, graders, busy at both ends), X bulldozers, X state-owned excavators and X JCB excavators, totaling X, and the total number of tasks I assigned to all branches is X, with sales of X million. I am an army cadre. As long as someone has guns and enough ammunition, there is no task that cannot be completed. At present, with the support of xx branch in southern Liaoning, Dalian branch is under construction. With the help of five managers such as Zhang X and Bi X, there are also X mature salesmen who strive for each other. Up to today, X units have been sold (X loader, X two busy). I think it should be no problem to complete the annual sales task. Therefore, I am full of confidence in completing the sales task of 20 13 issued by the company, not only to complete X units, but also to overfulfil them, and to achieve sales of more than X units and X million units. This goal is completely achievable!

The second is to ensure two out of three in regional sales volume and sales volume. In last year's sales, southern Liaoning also took the lead for one month, but ranked third by the end of the month. With the advantages of X branches and four effective branch managers I mentioned just now, I will strive for the first place this year.

The third is to control market risks. This year, I will focus on risk control. Last year, because it was the first year of sales, some customers were not in good condition. We also let the car go with a low down payment, which led to the car being towed back and the customer being sued. The down payment this year is too low, and the customer conditions are not very good. We are not very confident. I won't let this car go. Four managers of X branch in southern Liaoning are here today. We must firmly control risks this year. If you have no idea, don't call me. If you find me, I won't agree to let this car go.

The fourth is to do a good job in the standardization of branches. At present, Liaonan X Branch has not been established for a long time. In addition to working in the industry for seven or eight years, I am an expert manager. Sales, after-sales service and back office work in the construction machinery industry are not long, and the composition of the company's functional departments is relatively new, so there will be power loss. In this year's work, I will make strict demands: first, pay attention to the internal training of the branch; second, pay attention to the training organized by the company; third, replace training with sales in specific work; and fourth, deal with various problems in time, so that everyone can get on the road as soon as possible, thus forming a joint force and promoting sales.

The fifth is to do a good job in administrative management. As I said just now, functional departments do not have their own separate work except sales-oriented work. Colleagues in our comprehensive management department will fulfill their duties, do their own jobs according to the working principles of service, guarantee, guidance and supervision, and promote the completion of all work centered on sales. I'd like to take this opportunity to explain the specific meaning of the working principles of the comprehensive management department for your supervision:

Service: serving the sales front line, grass-roots units, all employees and company leaders. Guarantee: guarantee the normal operation of the company's business activities, the normal work and life of employees, all kinds of meetings and the normal operation of various departments and branches of the company. Guidance: to guide grass-roots units to do a good job in accordance with the company's rules and regulations. Supervision: Supervise the departments and branches to implement the company's rules and regulations, discover and investigate those who violate the rules in time, strengthen management, and make grass-roots units abide by the company's regulations.

Sixth, do a good job in the coordination of various regions, departments and branches. As the deputy general manager in charge of administration and personnel work, I also have an important job responsibility, which is to do a good job of coordination among regions, departments and branches. Everything goes well at home. Similarly, only the "harmony" among all regions, departments and branches of the company can form concentricity, synergy and combat effectiveness. I will put the interests of the company first, take into account the interests of the company, all units and individuals, and handle anything of all units and individuals in a fair, just and open manner. There is no denying that any decision I make, from the standpoint of a small unit and individual, may feel that my interests have been lost. My 24-year military experience as a farmer in 18 decided that I would not look at people with colored glasses. Please forgive me if there is anything wrong with everyone!

Fourth, talk about three ideas.

Through the joint efforts of all the staff last year, our company has made impressive achievements, which I myself can see for all. Every time I think about this, I am filled with emotion. Here, I send three regrets for your reference.

First, look at our achievements and shortcomings correctly.

Last year, our company achieved sales of all kinds of products 1 100 million yuan, of which Chang Lin loaders accounted for x% of the tasks assigned by Chang Lin company and x% of the market sales of 201/xx. The company has grown from X people at the beginning of the year to X people at present, and it is expected to reach about X people after the Spring Festival. Our company has completed the road that other brother construction machinery companies need three to five years to complete. After reading the above figures, we have reason to be happy with our achievements!

However, while cheering for such brilliant achievements, we should also be soberly aware that we have achieved the above sales volume and sales volume with the strength of the whole company, which is not much more than a prefecture-level city with famous domestic brands such as X, or even less than a single brand. We have no reason to be happy anymore!

What I want to say is that we should fully realize what we have achieved. The above sales volume and sales volume are hard-won with the sweat and hard work of all our staff! We should not underestimate ourselves, nor should we be satisfied with our existing achievements. Starting from 65438+1 October1this year, the sales volume and sales volume of all regions, branches and salesmen are "zero", and they all start from "zero". We are all at the same starting line, and we will know at the end of the year. If we are intoxicated with the achievements made last year, then we are too small; By the end of this year, we will achieve even greater results, that is, we will complete X sets in total, with sales exceeding 200 million. What should we do and celebrate? What we have to do is to unite as one, work hard, do our job wholeheartedly and make our own contribution to the completion of this year's annual sales task!

Second, as long as our company is United and enterprising, there will be no unfinished tasks.

The reason why we achieved such brilliant results last year is mainly because we have a sales team that dares to fight and win, and a team of functional departments with strong support. The team is United from top to bottom. As Sun Tzu said in Sun Tzu's Art of War, "if you want to be the same, you will win." I think everyone knows this. On February 9, last year, Mr. Xu and several of our vice presidents went to X Co., Ltd. for a meeting and got back three gold medals: special contribution award, excellent award for financial leasing promotion and "strategic cooperation agent" of Changlin Co., Ltd. Especially for strategic cooperation agents, among more than 0/00 agents in China, only X won this honor, and xxxx is the latest agent in Changlin! Therefore, building an invincible excellent team is still the main task of our company leaders this year. We have such an excellent team, such a good product, such a good market, such a high motivation, and there is no mountain that we can't attack! There will be no endless sales and tasks!

The third is to be brave in the face of strong hands!

Last year, some brother construction machinery companies have regarded us as rivals and suppressed us everywhere; Be wanted on the internal QQ number of xxxx, and the contact person is "Hell Pay". These situations show that they have seen our strength and potential, and we should be deeply proud! Without a strong opponent to challenge us, we have no goal, no motivation, and we can't inspire our infinite potential! I predict that by the end of this year, more brother construction machinery companies will regard our company as their rivals! Meet the brave in the narrow road and win! You should show your sword when you meet your opponent, instead of letting him raise his sword in front of us, and then we will surrender with his sword. You won't agree with the employees present! What should we do? All we can do is draw our swords, meet them and stand firmly on the T-shaped steps. Let's show our swords before our opponents make a move, seize the opportunity and use them! With your youthful sweat, your hard work, your skillful sales skills and business ability, you have achieved your sales performance, which makes the boss of our rival company look at our excellent sales performance and vigorous development with admiration and helplessness, and makes the sales staff of our rival company look at our sharp tips with fear! The leaders of our company believe that you can do it, and we are waiting for your good news!

My speech is over. Thank you!