【故事】嵊泗县枸杞乡金盟海水养殖专业合作社社长、干斜村党支部书记金友定：带着全村人一起养贻贝致富

枸杞乡素有“中国贻贝之乡”的美称，每年都有上万吨贻贝从这里运往世界各地。而在枸杞乡干斜村，嵊泗县枸杞乡金盟海水养殖专业合作社社长、干斜村党支部书记金友定的名字便不得不提。“大海可以养活很多人”“一个人富不是真的富，要富大家一起富”，金友定从2007年起，带领村民实施贻贝标准化养殖、产业化经营，逐渐走向致富之路。CXO UNION-CXO联盟（cxounion.cn）

金友定的故事，一直和大海有着紧密的联系。

金友定13岁开始跟着父母下海捕鱼，那时他凌晨两点起床，摇着橹去捕鱼是常有的事。少年看见了大海的风浪，听到了相熟的人因为海难而离开，便对大海有了敬畏之心。他觉得，捕鱼终究不是长久之计。更何况，当时在村庄里“捕鱼”也不赚钱。干斜村地处偏僻，交通不便，村民买卖都得挑着扁担翻山越岭，靠借债打船、买渔具，赚的钱只够还利息。CXO UNION-CXO联盟（cxounion.cn）

金友定不愿意重复父辈的生活，于是开了一家小卖部，而后又租了码头一间小屋，做起了水产生意。 

他是有生意头脑的。开小卖部是因为看到了海岛缺少米油。做水产生意，是他认为随着交通的发展，和外地生意往来的加强，米油已不再是岛上市场稀缺货，这时候收购水产往外卖反而是条生意之道。

他也是会动脑筋的，在做决定之前，他会做充分准备。开小卖部卖米油之前，他对村庄里的人数、每天可能要用的油和米进行了调查，又去其他小卖部了解市场价，去米店对比进价。爱做调查、爱观察的习惯，在他做水产品生意的时候，为他打开了一条致富的“康庄大道”。

在岛上到处收购水产时，金友定就注意到岛上刚兴起不久的贻贝养殖生意。只是当时贻贝养殖还是风险生意，养的人不多，其中很多还因找不到窍门，以失败告终。“自己要不要抓住这个风口，也尝试一下？”金友定选择了尝试，“我们渔民，终究是要靠海吃海的，海域这么大，我不信没有我的立足之地。”金友定说。 

1989年，他的贻贝养殖之路正式开启，但几年的养殖并没有收获预期的回报，这其中既有苗种的原因，也有市场的因素。CXO UNION-CXO联盟（cxounion.cn）

当时枸杞养殖的品种均为山东紫贻贝，这种贻贝产量大、生长周期短，需当年养当年卖。但失败原因也在于此，量大，导致市场整体供过于求，且紫贻贝生长周期只有一年，当年卖不掉就会自动脱落，无法继续留到第二年。

数日累月的出海，让金友定看到了来自嵊泗的本地品种厚壳贻贝。厚壳贻贝寿命长、产量高、肥度好、抗风性能强，一年卖不完还可以留到第二年继续养殖。之前没人养，是因为这个品种没有规模化养殖经历，数量有限，多在本地消化，在宁波、杭州等外地城市，鲜少有人知晓。“如果我去做了，是不是就能打开一片天地？”带着这样的信念，金友定开始了他的厚壳贻贝养殖之路。

金友定想带嵊泗的厚壳贻贝打开全国市场，但老天爷并没有给他开“主角光环”，他刚开始养厚壳贻贝就遭遇了种种技术困难：苗种容易脱落，产量也上不去。

为什么苗种会脱落？爱钻研的金友定开始每日乘坐小船出海，研究风浪、洋流、潮水对贻贝生长的影响，终于找到了解决的办法。他认为，更换有重量的浮球，就能在风浪来时让贻贝安全地“钻入”水面之下，有效减少风浪对其生长的影响。CXO UNION-CXO联盟（cxounion.cn）

产量是拓展了，却又遇到了苗种缺少的困境。之前的苗种都是他发动村民从海边礁石中找来的，但自然界的苗种毕竟有限。“人工育苗才是方向。”金友定找准方向后，碰巧得知一位专家已经成功繁育出厚壳贻贝的人工苗种，这消息对他而言，无疑是一场“及时雨”。 

人工育苗的厚壳贻贝在那一年获得了大丰收，初步尝试便卖了40万元。金友定进一步扩大产值，并发动全村人一起养殖。待到2009年，村里的厚壳贻贝产值已经达到了2000万元人民币左右，但偏巧这一年，遇到了金融风暴，原先合作的企业都不来收购了。如果这些贻贝卖不掉，对整个村的养殖行业将是毁灭性的打击，这可怎么办？ 

金友定心一横：“你们不来收购，我就自己跑出去开拓市场。”他前往宁波、温州，甚至福建做市场调研，发现大家对厚壳贻贝并不了解，几毛钱一斤都没人要。想要卖出去，就先要打开厚壳贻贝的知名度和品牌影响力。于是他跑到苍南，盯着工厂设计包装袋，又跑到专门批发贝类的大市场谈合作，人家摊主不愿意，他就主动送贻贝。每摊每天送两百斤，送六七家摊位，连着送了15天。敲敲计算器，算上成本、运输费、人工费，这15天，他亏了40万元。但是他坚信，只要产品好，消费者总会看得见。

果然没过多久，送出去的厚壳贻贝有了反馈：肉肥鲜度好，引来了不少回头客。订单蜂拥而至，200公斤、400公斤、1000公斤……2000万元左右市值产品，两个月就全部卖空了。 CXO UNION-CXO联盟（cxounion.cn）

正如金友定所预料的那样，厚壳贻贝的市场完全被打开了。

养殖这条路上，金友定一直相信报团取暖才能获得更大的受益。“大海能养活的不只我一人，还能是全村很多人。”金友定说。于是在2007年，他成立了贻贝养殖合作社，将自己多年来的养殖经验倾囊相授。

一开始有人对他成立合作社的行为表示不理解，说他是为了自己的利益。金友定也不恼，挨家挨户做工作。“到时候大家养的人养，卖的人卖，苗种可以统一管理，浮球绳子等器材可以统一购买，一年可以省下很多钱。”金友定不讲虚的，实打实给大家算经济账。

经过他的不懈努力，目前有100多户养殖户加入了他的合作社，很多养殖户从竞争对手变成了伙伴。合作紧密的养殖户，年收入约有五六十万元。

“合作社不止带来经济上的受益，还让我们有了后盾。”金友定说。2009年他之所以能心无旁骛地去外地开拓市场，也正是因为背后有合作社的大伙为他顾好家里的“海洋牧场”。

合作社越做越好，但村庄的基础配套限制了行业的发展，于是他们又出钱修建码头、修建道路。此时，眼光超前的金友定又开始了未雨绸缪：“万一我客户没了，万一台风来了、赤潮来了，我该怎么生存？”

于是，他成立了贻贝加工厂，自行生产全壳、半壳、全肉贻贝加工产品。同样还是用先送后卖的方式，这回他成吨成吨地送，送了七八个城市，只为了让合作商放心。他说：“你卖不掉就退给我”。他就要赌一把，赌优质的产品会被大家看到。这次他又赢了，他成功地将产品卖到了北上广等大城市，又带着产品参加国际渔博会，让产品成功出口东南亚国家。他用五年的时间完成了“年产1000吨”的十年计划。今年是他开设加工厂的第八年，目前工厂已经拥有了系列自动化设备，预计今年的产量可以达到1700吨。CXO UNION-CXO联盟（cxounion.cn）

“光加工厂现在的年产值可以达到两三千万元。加上养殖的收入，我们合作社年产值在六千万以上。”金友定笑着说。

从2011年开始担任干斜村党支部书记，金友定实现了对大家的承诺，让村里人一起富了起来。“我起步早，我愿意把我的经验和大家分享。”“一个人富是不行的，把村集体经济搞上去才是长远之计。”一句句朴实的话，体现的是金友定带动大家共同富裕的决心。

翻译：

Known as the “hometown of mussels in China”, there are tens of thousands of tons of mussels shipped from here to all over the world every year. And in Medqi village dry oblique, Shengsi County Medqi Township Jinmeng mariculture professional cooperative president, dry oblique village Party branch secretary Jin Youding’s name will have to mention. “The sea can feed many people” “a person rich is not really rich, rich everyone rich”, Jin Youding from 2007, led the villagers to implement standardized mussel farming, industrial management, gradually towards the road to wealth.

The story of Kim Youding has always had a close connection with the sea.

Jin Youding started fishing with his parents when he was 13. It was not uncommon for him to get up at 2 a.m. and paddle to catch fish. The young man saw the wind and waves of the sea. And heard the familiar people leave because of the shipwreck, and he had a heart of awe for the sea. After all, he felt, fishing was not a sustainable solution. Moreover, it was not profitable to “fish” in the villages at that time. The village is located in the remote, the transportation is inconvenient, the villagers have to carry a pole over the mountains and mountains, rely on debt to play boats, buy fishing gear, and earn only enough money to repay the interest.

Jin Youding is not willing to repeat the life of his father, so he opened a concession store, and then rented a cabin in the dock, started a aquaculture business.CXO UNION-CXO联盟（cxounion.cn）

He’s got a head for business. The commissary was opened because the island was short of rice oil. Doing aquatic products business is that he believes that with the development of transportation and the strengthening of foreign business contacts, rice oil is no longer a scarce commodity in the island market, and the acquisition of aquatic products to take-out is a business way.

He uses his brain, too, and makes thorough preparations before making a decision.

Before opening the concession shop to sell rice oil, he conducted a survey of the number of people in the village, the oil and rice he might use every day, went to other concession stores to understand the market price, and went to rice shops to compare the purchase price. Love to do research, love to observe the habit, when he was doing aquatic products business, opened a rich road for him.

While buying fish around the island, Jin Youding noticed the island’s fledgling mussel farming business. However, mussel farming was still a risky business at that time, and not many people raised mussels, many of which failed because they could not find the trick. “Do you want to grab this vent and try it yourself?” Jin Youding chose to try, “We fishermen, after all, depend on the sea to eat the sea, the sea is so big, I do not believe that there is no place for me to stand.” Mr. Kim said.

In 1989, he started mussel farming, but several years of farming did not yield the expected returns, both because of seedling and market factors.

At that time, the varieties of wolfberry cultivation were Shandong purple mussel, which had large yield and short growth cycle, and needed to be raised and sold in the same year. But the reason for the failure is also this, the quantity is large, resulting in the overall oversupply of the market. And the growth cycle of purple mussels is only one year, and it will automatically fall off if it cannot be sold that year. And it can not continue to stay in the second year.

After days and months at sea, Jin Youding saw thick-shell mussels from Shengsi, a local species. Thick shell mussels have long life, high yield, good fertility and strong wind resistance, and can be kept for the next year if they are not sold out. CXO UNION-CXO联盟（cxounion.cn）

No one raised before, because this breed has no large-scale breeding experience,

the number is limited, and it is mostly digested locally, and few people know about it in Ningbo, Hangzhou and other foreign cities. “If I do it, will it open up a world?” With this belief, Jin Youding began his road to thick-shell mussel farming.

Jin Youding wanted to take Shengsi’s thick shell mussels to open the national market, but God did not give him a “protagonist halo”, he just began to raise thick shell mussels encountered a variety of technical difficulties: the seeds are easy to fall off, the yield can not go up.

Why do the seeds fall off? Jin Youding, who loves to study, began to take a small boat out to sea every day to study the impact of wind and waves, ocean currents. And tides on the growth of mussels. And finally found a solution. He believes that by replacing the weighted float, the mussels can safely “drill” under the water when the wind and waves come, effectively reducing the impact of wind and waves on their growth.

The output is expanded, but it has encountered the dilemma of lack of seedlings.

Previously, he had mobilized villagers to find the seeds from the seaside reefs. But the seeds in nature were limited after all. “Artificial breeding is the way forward.” After finding the right direction, Jin Youding happened to learn that an expert had successfully bred an artificial mussel species, which was undoubtedly a timely rain for him.

The thick-shell mussels produced by artificial breeding had a bumper harvest that year. And the initial attempt sold for 400,000 yuan. Jin Youding further expand the output value, and mobilize the whole village to breed together. Until 2009, the village’s thick shell mussels output value has reached about 20 million yuan, but this year, encountered the financial storm, the original cooperation of the enterprise did not come to buy. If these mussels cannot be sold, it will be a devastating blow to the entire farming industry in the village.CXO UNION-CXO联盟（cxounion.cn）

Jin You fixed a horizontal: “you do not come to buy, I will run out to explore the market.

” He went to Ningbo, Wenzhou, and even Fujian to do market research. And found that everyone did not understand the thick shell mussels. And no one wanted a few cents a jin. If you want to sell it, you need to open up the popularity and brand influence of thick shell mussels. So he went to Cangnan,

staring at the factory design packaging bags, and went to the big market specializing in wholesale shellfish to talk about cooperation, the stall owner was not willing to, he took the initiative to send mussels. Each stall sent 200 kilograms a day, sent six or seven stalls, sent for 15 days. Knock on the calculator, counting the cost, transportation costs, labor costs, these 15 days, he lost 400,000 yuan. But he believes that if the product is good, consumers will always see it.

Sure enough, it wasn’t long before the thick shell mussels sent out had feedback: the meat fat was good and the freshness was good, which attracted many repeat customers. Orders poured in, 200 kg, 400 kg, 1000 kg… Products with a market value of about 20 million yuan were sold short in two months.

As Mr. Kim had expected, the market for thick-shell mussels was wide open.

Breeding on this road, Jin Youding has always believed that the group heating can get greater benefits. “The sea can support not only me, but many people in the whole village.” Mr. Kim said. So in 2007, he set up the mussel farming Co-operative, sharing his years of farming experience.

At first, some people did not understand his behavior of setting up a cooperative. Saying that he was for his own interests. Jin Youding also not angry, door-to-door work. “When the time comes, people raise people, sell people sell, seeds can be unified management, float rope and other equipment can be unified purchase, you can save a lot of money a year.” Jin Youding do not speak false, the truth to everyone calculate economic accounts.

Through his unremitting efforts, more than 100 farmers have now joined his cooperative, and many farmers have changed from competitors to partners. Farmers who work closely together have an annual income of about five or six hundred thousand yuan.

“The co-op not only brings financial benefits, it also gives us a backstop.

” Mr. Kim said. In 2009, the reason why he was able to go to the field without distraction to explore the market was precisely because everyone behind the cooperative took care of the “ocean ranch” at home for him.CXO UNION-CXO联盟（cxounion.cn）

The cooperative did better and better, but the infrastructure of the village limited the development of the industry, so they paid for the construction of docks and roads. At this time, the forward-looking Jin Youding began to plan for a rainy day: “If my customers are gone, if the typhoon is coming, the red tide is coming, how should I survive?”

Therefore, he set up a mussel processing plant to produce whole-shell, half-shell and whole-meat mussel processing products by himself. The same is still using the way of sending before selling. This time he sent tons and tons of tons, sending seven or eight cities. Just to let the partners rest assured. He said, “If you can’t sell it, give it back.” He’s going to take a gamble that a good product will be seen.

This time he won again, he successfully sold the products to big cities such as Beijing, Shanghai and Guangzhou, and took the products to participate in the International fishing Fair, so that the products were successfully exported to Southeast Asian countries. He completed the 10-year plan of “annual output of 1000 tons” in five years. This year is the eighth year he has opened a processing plant, the factory has a series of automation equipment, is expected to reach 1,700 tons of output this year.CXO UNION-CXO联盟（cxounion.cn）

“The current annual output value of the light processing plant can reach 20 to 30 million yuan.

Together with the income from breeding, the annual output value of our cooperative is more than 60 million yuan.” Mr. Kim said with a smile.

Since 2011, he has served as the party branch secretary of Qianxie Village. And Jin Youding has fulfilled his promise to everyone and made the village rich together. “I started early, and I’m willing to share my experience with you.” “It is not enough for one person to be rich. The long-term plan is to boost the village collective economy.” These simple words reflect Kim Youding’s determination to drive common prosperity for all.

本文由CXO UNION-CXO联盟（cxounion.cn）转载而成，来源于舟山日报、舟山市工商联；编辑/翻译：CXO UNIONCXO联盟小U。

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