一家主板上市企业的合作社运营阶段性成果分享

最近几年很多饲料企业都开始做合作社，为什么有一些企业做得很成功，还有一些企业的合作社成绩并不明显呢？合作社是国家大力倡导的解决三农问题的商业模式，饲料企业作为合作社的协助运营方。合作社虽不能为企业短时间内带来明显收益，但确是经销商群体实现转型升级和良性健康发展的最佳路径。

In recent years, many fodder enterprises have begun to create the cooperative. Why are some enterprises’ cooperatives are successful but others not obvious? Cooperative is the business model that the government advocates to solve issues concerning agriculture, countryside and farmers. Though the supporting operator of the cooperative, fodder enterprises cannot produce evident proceeds in a short period, but are the best path for the dealer group to achieve transformation, upgrade and good healthy development.

为什么要做合作社?赵明老师在《现代农业合作社顶层设计》中对于合作社的使命、困惑、阻碍以及能够带来的对三农发展的利益，都做了充分阐述。合作社有着诸多的优势，我本人从2008年初开始参与养殖合作社建设，2015年在赵明老师的统一策划下开始做农牧合作社项目，参与多家企业的合作社项目的运营指导。我们一起来看成绩显著的合社是如何做到的？

Why is it necessary to create the cooperative? Mr. Zhao Ming has given sufficient illustration in Top-level design of modern agricultural cooperative for the mission, puzzle, and obstacle of the cooperative as well as the benefits that the cooperative may offer for the development of issues concerning agriculture, countryside and farmers. Since the cooperative have a lot of advantages, I began to participate in the building of the farming cooperative in 2008 and started to implement the agricultural and farming project with the uniform planning of Mr. Zhao Ming in 2015 while participating in the operation and guidance of the cooperative projects of many enterprises. Let us figure out how a cooperative make significant achievement.

项目启动后最高领导最好亲自出席第一家合作社路演大会并致辞鼓励，项目运营中企业最高领导也需多次鼓励和指导项目稳步推进。企业主管领导积极参加合作社路演大会，并要在《合作社将帅成长学院》、《合作社理事长成长学院》、《合作社辅导员成长学院》中与学员一起参加培训。每月与合作社运营中心负责人进行沟通和交流合作社的建设进度及帮扶情况。要对合作社项目的整体推进关心有加，鼓励合作社项目要务实推进、帮扶到位、建一家成一家。“上下同欲者胜。”合作社项目要取得成功与领导亲力亲为、思想的高度统一密不可分，也是项目成功的关键。

Upon launch of the project, top management had better participate in the roadshow conference of the first cooperative personally and deliver a speech for encouragement. During operation of the project, top management also needs to offer its encouragement and guide the steady progress of the project, and join such trainings as Growth College for Executives of the Cooperative, Growth College for Director-General of the Cooperative, and Growth College for Counselors of the Cooperative together with the students. On the monthly basis, top management should communicate and exchange with the responsible person of the operation center of the cooperative with respect to the building progress and support of the cooperative. Top management should care about the overall facilitation of the cooperative project, recommend that the cooperative project be facilitated practically, supported properly, and established successfully. “The side which has the unity of purpose among its officers and men will win.” To succeed, the cooperative project is closely associated with hands-on and highly uniform thinking of top management which is also the key to success of the cooperative.

专业的人做专业的事。“闻道有先后,术业有专攻。”合作社项目成立之初就在辅音国际项目组指导下筹划建立专业的帮扶团队，为项目顺利推进搭建好了专业的人才梯队。项目启动后，合作社运营中心的主管更是主动带领团队拼搏到一线，亲力亲为做示范，发扬传帮带的美德，迅速带出一支作风优良、执行力超强、技能娴熟的合作社帮扶团队。

Professionals do professional things. “Some learn the truth earlier than others, and some have special skills.” Since the inception, the cooperative project has planned to establish a professional support team with the guidance of FINE International Project Team, and set up a professional talent echelon for the smooth facilitation of the project. After the launch of the project, the director of the cooperative’s operation center leads the team actively in the frontline, offers demonstration personally, carries forward the virtue of mentoring, and forms a support team for the cooperative with excellent style of work, strong execution capability and mature skills.

完成组建合作社运营中心后，由运营中心主管负责领导，下设若干小队和队员，每个小队可同时负责管辖数家合作社，运营中心队员皆可独立开展工作，这样合作社项目才会运转顺畅、高效。

Once the cooperative’s operation center is established, the director of the operation center takes the responsibility for leadership and has under control several teams and team members. Each team may be responsible for managing a couple of cooperatives and all members of the operation center may carry out their work independently, thus making the cooperative project run in a smooth and efficient manner.

合作社专业帮扶队员按标准流程开展工作。每家合作社从筹建到后续运营，帮扶都在按着辅音国际项目的教练流程不折不扣的执行，从而各合作社的规范运营和系统管理做得很好。这也是确保合作社生命力最重要的因素。

For the cooperative, all members of the professional support team carry out their work according to standard process. During the preparation and subsequent operation of each cooperative, support is always offered without any deduction according to the coaching process of FINE International projects, so each cooperative can do well in regulated operation and system management, which is also the most important factor to ensure the vitality of the cooperative.

树立理事长持续运营合作社的信心和决心，也为后续合作社的推进树立了良好的口碑和典范，吸引更多的优质理事长在公司指导下转型升级，运营合作社。

It is necessary to set up confidence and resolution for sustained operation of the cooperative, thus creating good word-of-mouth and example for the facilitation of subsequent cooperatives and attracting more quality dealers to make transformation and upgrade and run the cooperative under the guidance of the company.

合作社成立路演大会是合作社运营的开始，而不是结束。这也是一些企业合作社做得不太好的原因，合作社路演大会一开，帮扶人员撤了，后续动作和资源导入没有了！自然很多合作社靠理事长自己摸索是很难出成绩的，要么就是回到了原来卖饲料一样，只是换个名称叫“合作社”。其实成功的合作社成立路演大会都是与普通的成立大会不同的，期间各个细节和每个环节的动作输出都有着重要的作用，这里的动作和流程对后续运营影响深远。为什么一些没有经过指导的企业开的合作社，开业后就基本判定是“挂羊头卖狗肉”，就是各个环节还没有搞懂搞通。辅音国际指导的合作社路演大会都有流程和标准，只要理解透彻，执行到位就会得到一个较好的入社率和影响后续的运营。

The inaugural roadshow conference of the cooperative is the beginning of the operation of the cooperative, but not the ending. That is why some enterprises’ cooperatives do not do well. After the roadshow of the cooperative is held and supporting staff leaves, there will not be subsequent actions and resources import. Naturally, it is hard to make some achievement only relying on the exploration of the director-general for many cooperatives. Specifically, the enterprises may go back to the state when they sell fodder originally, but be called “cooperative” by changing the name. In fact, for a successful cooperative, the establishment roadshow conference is different from general inaugural conference. During the period, the action output of every detail and every section plays an important role, and such action and process have profound influence on subsequent operation. Why are some cooperatives found by the enterprises without any guidance determined to be false advertising? Specifically, they fail to understand every section. However, the roadshow conference with guidance of Fine International has its own process and standard. As long as such process and standard is understood thoroughly and executed properly, the cooperative may have a high participation rate and affect subsequent operation.

怎样才能确保合作社具备健康的生命力呢？这与合作社的文化打造是分不开的。如何打造合作社的文化？就八个字“规范运营、系统管理”。

How can we guarantee that the cooperative has a healthy vitality? Cultural building of the cooperative is essential. How to build the culture of the cooperative? It may be summarized with such words “regulated operation and systematic management.”

如何做到“规范运营”?两个坚持一个持续！1、坚持每个月社务公开；2、坚持每个月社员活动；3、持续资源导入落地。

How to achieve “regulated operation”? We need to stick to two things and continue to do one thing! 1. Stick to make public the affairs of the cooperative on the monthly basis; 2. Stick to carry out member activities on the monthly basis; 3. Continue to put through resources import.

合作社能否产生持续的生命力，关键是“系统管理”。标准合作社必配合作社管理软件：1、实现信息化管理，管理社员档案，股金，进销存，分红，系统做账准确无误，效率高；基于金融与应用平台，票据规范，社员入社快捷，财务、社务、成员管理功能强大；2、社员交易、分红、辅导员绩效不出错；3、数据统计分析、账目查询、报表打印效率高；4、联合社管控、分级管理，云系统支持。

As for whether the cooperative can produce sustained vitality, the key is “systematic management”. A standard cooperative must be provided the cooperative management software:1.Try to realize information-based management, manage member files, stock fund, purchase, sales & inventory, and bonus, and guarantee error-free and high-efficiency system accounts; based on financial and application platform, regulated documents, convenient participation for cooperative members, and powerful functions regarding finance, cooperative affairs and member management; 2. Ensure there is no error in member transaction, dividend and counselor performance; 3.High efficiency of data statistical analysis, accounts inquiry and statements printing; 4.Management and control, hierarchical management and cloud system support are combined for the cooperative.

合作社金融服务必须用系统：1、资金互助不用系统的全国也没有成功运营的，但凡有资金互助都在使用系统管账；2、商品进销存、现金、赊销、还款清清楚楚；3、资金互助，专业规范。

The cooperative must adopt the system for its financial service：1.No cooperative is successful in absence of the system for mutual fund support, while any enterprise adopts the system for account keeping in case of mutual fund support; 2. Purchase, sales & inventory of commodity, cash, sale on credit, and repayment are listed clearly; 3. Professional and regulated mutual fund assistance.

合作社能否运营成功，取决于理事长，项目成立之初就定下理事长的选择标准。理事长符合标准的同时，也需要激活理事长的斗志与信心，这样才能充分配合合作社运营中心开展工作。

Whether a cooperative can operate successfully depends upon the director-general. Since the inception of the project, the selection criteria of the director-general may have been established.

通过系统训练的帮扶队员和优选的理事长一起开展工作，从市场摸排、发放招募书和送邀请函。每一个细节工作都邀请理事长亲自参与，这样才能够与准社员更好的前期互动交流和建立联系。更重要的是理事长因为合作社建设的每个环节都有参与，才能够更好的理解合作社。合作社建设运营帮扶队员一定要参照《合作社运营七步曲》严格执行，才会得到我们想要的合作社。因为合作社建设的每一个环节都至关重要，就如合作社几个发起人？谁可以做发起人？各发起人出资额?甚至合作社起名字等各个细节都要进行逐一指导。

Support staff having received systematic training will carry out their work together with the carefully selected director-general, such as thorough market search, issue of the recruitment letter and delivery of the invitation. The director-general will be invited to participate in every detail, thus ensuring better initial interactive communication and connection with quasi-member. More importantly, since the director-general will participate in every section in the building of the cooperative, he/she can better understand the cooperative. For the building of the cooperative, the operation support staff must carry out their work in reference to the seven steps for the operation of the cooperative, only through which they can get the cooperative that we want, because every section in the building of the cooperative is of great importance, such as the number of sponsors of the cooperative, qualification for the sponsor, contribution amount of each sponsor, and even the name of the cooperative, and needs guidance one by one.

做好了以上各个关键点和流程，才会得到广大社员的认可和拥护，才会积极互动和产生交易，合作社才会取得好的成绩。

Only when the said key points and processes are implemented, can the cooperative obtain the recognition and advocacy from the cooperative members, can they actively interacts and reach deals, and can the cooperative achieve ideal result.

合作社做与不做已经不用质疑和讨论，这是趋势所在。已经有许多企业为迎合经销商转型升级的需求，以及部分经销商要做合作社的压力开始做合作社。虽然做的还不完美，但是已经有了动作，暂时保住了要离去的经销商，只是缺乏系统科学的落地指导。那我们同时又看到一些企业的合作社做得很好，经销商做合作社后量利双增，因为他们做的更系统，更完善。农牧企业做合作社项目需要专业的指导和自身系统强有力的支持，而成功只是时间的问题。

There is no need to question and discuss whether the cooperative should be created since it is right the trend. A lot of enterprises have started to establish the cooperative in order to cater to the needs of transformation and upgrade of dealers or out of the pressure for creating a cooperative. Though it is not perfect, but they have done something to temporarily retain those dealers which want to leave, only in absence of systematic and scientific implementation guidance. It is noteworthy that some enterprises operate their cooperatives well and dealers achieve the growth in both volume and profit following creating the cooperative since they do so in a more systematic and improved manner. To implement the cooperative project, agricultural and farming enterprises need professional guidance and powerful support from their own, and it is a matter of time to succeed.