航油供应的服务战略Service Strategy of Jet Fuel Supply

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航油供应的服务战略

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Service Strategy of Jet Fuel SupplyGong Feng
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1中国航油的主要业绩2面临的形势和问题3中国航油的应对策略4几点建议Response Solutions of CNAFSeveral SuggestionsMain Achievements of CNAFSituation and Problems We are Facing
主要内容
Main Contents
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Main Achievements of CNAF
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中国航空油料集团公司（以下简称中国航油）成立于2002年10月，是以原中国航空油料总公司为基础组建的国有大型航空运输服务保障企业，是中国最大的集航空油品采购、储运、销售、加注为一体的航油供应商。
前言Established on 11 October 2002, China National Aviation Fuel Group Corporation (“CNAF”) is a large state-owned air transportation logistics service provider in the PRC. It was established through the restructuring of its predecessor, China Aviation Oil Supply Corporation. CNAF is the largest integrated jet fuel supplier in the PRC, providing jet fuel procurement, transportation, storage, sales and refuelling services.
Introduction
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公司所属海内外全资、控股公司10个，参股公司9个。其中，中国航油有限公司是按国务院加快体制改革的要求，由中国航油集团公司控股，中石油、中石化参股的合资公司，在航油销售、仓储和加注环节实现了多元产权结构。
前言CNAF holds investments in 19 companies within and outside the PRC, of which 10 are wholly-owned subsidiaries or subsidiaries, 9 are stock participating company. Among which China National Aviation Fuel Corporation Ltd．is an joint venture between CNAF, CNPC and Sinopecunder the requirement of SASAC to accelerate the institutional reformation．CNAF holds the controlling shares while CNPC and Sinopec hold the participatingshare．The establishment of CNAF Ltd．helps to implement the goal of multi-property structure in terms of jet fuel sales, storage and refueling sessions．
Introduction
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中国航油拥有遍布全国的航油销售网络和完备的油品配送体系，在140多个机场为180多家国内外航空公司提供航油供应服务。
前言
CNAF has an extensive nation-wide jet fuel sales network and oil products distribution system. It has jet fuel supply facilities at more than 140 airports across China, providing refuelling services to more than 180 Chinese and foreign airline companies.
Introduction
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前言
中国航油始终坚持以“竭诚服务全球民航客户，保障国家航油供应安全”为使命，充分发挥统一组织、整体协调的优势，为保证民航飞行安全和全国机供油稳定，起到了极为重要和不可替代的作用，公司自身也发展壮大成为一个具有较强经济实力和规模经济的企业集团。CNAF uphold the mission of CNAF “to serve global civil aviation customers with utmost sincerity and to ensure safe supply of jet fuel for the country”. It fully developed its advantages of integral coordination, playing a significant and irreplaceable role in assuring safe flight of civil aviation andstable of national jet fuel supply. CNAF has developed itself as a group enterprise with strong economic strength and economy scale.
Introduction
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Main Achievements-a Strong Growth Momentum
主要业绩—发展势头强劲
航油销量
销售收入
利润总额
资产总额
Sales Volume of Jet Fuel
Sales Revenue
Profit before tax
Total Assets14.5%33.8%23.9%13.5%
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主要业绩—发展势头强劲
2008年，142家中央企业排名中，中国航油——In 2008, among 142 central SOEs, CNAF secured􀂾销售收入位列第28位􀂾利润位列第52位the 28th position in terms of revenuethe 52nd position in terms of profit
Main Achievements-a Strong Growth Momentum
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Main Achievements-Defined the Developing Idea
主要业绩—明确了发展思路为应对市场竞争，增强国际竞争力，中国航油明确了“保障国家航油供应安全、竭诚服务全球民航客户”的公司使命，提出了建设具有国际竞争能力的国际航油公司的战略目标。CNAF timely optimized its development strategy in order to survive in the competitive market and enhance its international competitiveness. It definesthe company mission as“to serve global civil aviation customers with utmost sincerity and to ensure safe supply of jet fuel for the country”and sets its strategic goal of establishing a large-scale group with international competitiveness.
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资源Resource市场Market国际化Internationalization
确定了实施资源、市场和国际化三大基本战略——
Establishing three basic strategies-
主要业绩—明确了发展思路
Main Achievements-Defined the Developing Idea
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􀁺环渤海基地􀁺长三角基地􀁺珠三角基地天津上海湛江建设环渤海、长三角、珠三角三大储运基地广州深圳杭州南京北京Constructing three main storage bases in Circum-bohai sea, yangtze river delta, pearl river delta
主要业绩—明确了发展思路
Main Achievements-Defined the Developing Idea
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地油板块Ground fuel海外板块Overseas物流板块Logistics航油板块Aviation Fuel构筑以航油业务为核心，油化贸易、物流、海外业务四大板块协调发展的战略格局Establishing the strategy of coordinate a synergetic developmentin terms of Petrochemical trading, logistics, overseas business with aviation fuel business as its cole.
主要业绩—明确了发展思路
Main Achievements-Defined the Developing Idea
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主要业绩—安全管理逐步与国际接轨
Main Achievements-Internationalization of Safety Management
中国航油在全系统推行了——
􀂄ISO9000质量管理体系ISO9000-International Organization for Standardization-Quality􀂄ISO14000环境管理体系ISO14000-International Organization for Standardization-Environment􀂄OHS18000职业健康安全管理体系Occupational Health and Safety Management System􀂄SMS安全管理体系Safety Management System
CNAF requires its whole system to compliance with
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主要业绩—安全管理逐步与国际接轨
在北京、上海、广州三大机场建立了具有国际先进水平的，获得国家商检授权资质的油品检测、化验中心
An advanced international level Jet fuel Inspection and Test Center authorized by China Commodity Inspection Bureau had been established in three main airports located in Beijing, Shanghai and Guangzhou.
Main Achievements-Internationalization of Safety Management
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主要业绩—安全管理逐步与国际接轨
参与国际合作，正式加入了国际航空运输协会、国际航煤联合检查集团、美国试验和材料协会等多个影响显著的国际组织
CNAF is participating in the international business and has become the registered member of several major international organisations, such as the International Air Transport Association (IATA), Joint Inspection Group (JIG) and American Society for Testing and Materials (ASTM) 国际航空运输协会英国石油协会美国石油协会国际航煤联合检查
Main Achievements-Internationalization of Safety Management
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主要业绩—安全管理逐步与国际接轨
在全球率先完成了航空油料销售、仓储和加注环节的适航认证
Leading off globally in achieving the seaworthiness authentication of the jet fuel sales, storage and refueling.
Main Achievements-Internationalization of Safety Management
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主要业绩—航油资源调配能力显著增强
Main Achievements-Enhance in Resources Allocation Ability
通过加强与国内石油石化企业的战略协作和集中统一进口航油等方式，整体优化、调配国内外航油资源
Optimizing and Allocating domestic and foreign aviation oil resources by strengthening the strategic cooperation with petroleum and petrochemical company in and out of China and importing aviation oil on a centralized basis.
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主要业绩—航油资源调配能力显著增强
投资近百亿元加强基础设施建设，新增库容145万立方米，储油能力增至218万立方米，航油输油管线近1000公里
Over ten billion RMB had been invested on infrastructure establishment. The storage capacity had increased 1.45 million cubic meter, oil storage capacity increased to 2.18 million cubic metres and the aviation pipeline had reached more than 1000 kilometres.
Main Achievements-Enhance in Resources Allocation Ability
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主要业绩—航油资源调配能力显著增强
持续优化物流系统，成立了船运公司，现已拥有34艘油轮，营运航线45条，航油水运市场控制率已达90%以上
CNAF Sustainable optimizes the logistic system by established a shipping company. It owns 34 oil vessels, 45 routes, and controls more than 90% of the PRC domestic jet fuel shipping market.
Main Achievements-Enhance in Resources Allocation Ability
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主要业绩—航油供应服务水平不断提高
Main Achievements-Improve in Jet Fuel Supply Service实行“不同机场、不同航空公司、不同价格”的新的定价机制，使价格较好地体现了各机场的航油成本和供需情况
It implements a new pricing mechanism that “different airport, different airline company, different price”, utilizing the price to better reflect cost and supply-demand status of each airport.
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在全系统建立了三级客户关系管理体系，及时了解掌握客户需求，制定相应的服务策略，满足客户的差异化需求
It establishes three levels customer relationship management system to timely understand customer requirements and sets relevant service tactics to satisfy customer’s differentiated demands.
主要业绩—航油供应服务水平不断提高
Main Achievements-Improve in Jet Fuel Supply Service
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主要业绩—航油供应服务水平不断提高
建立销售基础数据库，推行加油信息及结算自动化项目，与航空公司信息共享，并提供附加值服务
It establishes sales record data bases, initiates refueling information and automatic transaction project, shares information with the airline companies and provides added value services.
Main Achievements-Improve in Jet Fuel Supply Service
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Situation and Problems We are Facing
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由美国次贷危机引发的金融危机，已逐渐涉及到全球，并正在影响着实体经济，任何一个行业，任何一个国家都无法独善其身。民航运输业受金融危机影响明显，发展速度明显放缓。中国航油作为民航运输业的重要组成部分也不例外。
形势和问题—金融危机对中国航油的影响
Situation and Problems-the Impact of Financial Crisis
The recent financial crisis that caused by United States’secondary-loan has overspread around the world, the economy entity is also facing a serious impact. Every country and every industry are impacted by the crises with no exceptions, especially for the aviation logistics industry, the growing speed is turned down evidently. As a significant segment of China’s aviation logistics industry, CNAF was also seriously affected.
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形势和问题—金融危机对中国航油的影响
Situation and Problems-the Impact of Financial Crisis
􀂄航油业务增速放缓Jet fuel business slow down its growing pace􀂄油价大幅波动给经营增加了难度Fluctuating oil price bring difficulty in business operation􀂄经营风险加大Operation risk have been enlarged
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􀂄国内资源不足Domestic resources shortage􀂄航油资源分布和消耗不平衡Imbalance between jet fuel resource distribution and consumption􀂄航油运输仍存在瓶颈Bottleneck exists in jet fuel transportation
形势和问题—航油资源生产布局与需求不平衡
Situation and Problems-Imbalance between jet fuel resource production , distribution and demand
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形势和问题—民航高速发展给航油保障带来挑战
Situation and Problems-Challenges brought by rapid development of civil aviation industry 中国的民航运输业有着巨大的市场潜力，还将保持持续增长的态势。预计2010年，国内机场将达到244个，比2008年增加84个，增幅达53％
China’s civil aviation industry will keep a sustainable growth due to its huge market potential. It can be predicted that the total airports will be reached 244 by 2010, representing an growth of 84 airports, increased by 53%.
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形势和问题—民航高速发展给航油保障带来挑战
􀂄对经营效益的影响
Impact on benefit
􀂄对资源配置的影响
Impact on resource allocation
􀂄对管理的影响
Impact on management
Situation and Problems-Challenges brought by rapid development of civil aviation industry
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Response Solutions of CNAF
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应对策略
Response Solutions
2008年，民航局李家祥局长到中国航油调研时指出：中国航油是中国民航最基础的保障单位。
“CNAF is the fundamental company to ensure the operation of China civil aviation industry”, said by Mr. Li Jiaxiang, the director of China Civil Aviation Administration during his visit of CNAF in 2008.
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当前，受金融危机的影响，民航运输业遭受重创，中国航油作为中国最大航油保障服务企业，如何发挥作用，与航空产业链兄弟单位携手共渡难关，是我们急需思考，并亟待解决的问题。
应对策略
The China’s aviation logistics industry is being suffered due to the global economy recession which occurred recently. As the largest jet fuel supply corporation, how CNAF could effectively act, cooperate with other correlative companies to tide over the recession shall be one ofthe most significant tasks that CNAF should be considered and solved immediately.
Response Solutions
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应对策略—强化安全管理，确保航油供应安全
Response Solutions-Intensify safety management, assuring safe supply of jet fuel
􀂄加强SMS体系建设Intensifying SMS system construction􀂄加强安全隐患的检查和治理Reinforcing the supervision and control over potential risks􀂄大力开展对标达标活动Developing standard reaching activities􀂄将安全管理的范围延伸到物流环节Extending the scope of safety management towards logistic sector
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应对策略—增强资源调配能力，确保航油供应稳定
Response Solutions-Strengthen resources allocation ability, assuring stable supply of jet fuel
􀂄巩固与国内航油供应商的战略伙伴关系Developing the strategic cooperation relationship with domestic jet fuel supplier􀂄优化进口资源供应渠道Optimizing supply channel for import of jet fuel􀂄稳步推进航油储备基地建设Promoting establishment of jet fuel storage base􀂄加大物流业务的整合力度Enhancing the integration of logistic business
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应对策略—加强内部管理，提供低成本航油服务
Response Solutions-Intensify internal management, providing low-cost jet fuel services.采购成本物流成本资金成本投资成本Procurement CostLogistics CostCapital CostInvestment Cost
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应对策略—加强风险管控，确保稳健经营
Response Solutions-Enhance risk management, assuring a steady operation
􀂄建立健全公司信用评估机制Establishing and perfecting over-all credit assessment mechanism􀂄加强对外合作的过程监控Enhancing monitor over external cooperation procedure􀂄建立健全经营活动突发事件应急机制Establishing and perfecting emergency mechanism to cope with accidents in business operation
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Several Suggestions
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1．在开放市场的同时，建立政府监管下的航油定价模式2．加快建立航油行业储备3．建立航空运输业诚信体系，严格按照合同约定及时支付油款Establishing a jet fuel pricing mode under government supervision with the pace of market liberalizing. Setting up a credit-oriented system in air transportation industry, requiring airline company to strictly conform to the contract and making payment on time.Accelerating the pace to establish an reserves of aviation oil industry
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“中国民航是一个朝阳行业，有一个光明的前景！”民航运输业的持续快速发展，也必将带动我国航油供应事业的蓬勃发展。中国航油愿以更加主动进取、开拓创新的精神为航空公司提供更加优质的服务，为构建和谐民航、实现民航强国的目标作出新的更大贡献！“The aviation industry is a rising business in China, with a prosperous future”. The jet fuel procurement and supply business that CNAF undertakes shall be fast growing, whilst the fast developing of aviation logistics industry. CNAF will try every effort, with its positive attitude and innovative spirit, providing even more better service and make the contribution in achieving the goal of China’s “harmonious aviation”.
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