【故事】浙江艾能聚光伏科技股份有限公司董事长/CEO姚华：转型创新 砥砺前行的“创二代”

引言：

时代铸就企业家，企业家建功新时代。为贯彻落实《中共中央国务院关于促进民营经济发展壮大的意见》，进一步培育和弘扬企业家精神，优化营商环境，海盐县工商联联合县文联，县传媒中心开展弘扬企业家精神专题宣传，讲好民营企业家创业创新故事，促进“两个健康”发展。

【企业家名片】

姚华，现任浙江艾能聚光伏科技股份有限公司董事长，嘉兴市工商联（总商会）执委、海盐县工商联（总商会）副主席（副会长）。2023年3月，被授予“浙江省五一劳动奖章”荣誉称号。

一、历练基层，秉承父亲吃苦耐劳的创业精神

1992年，姚华高中毕业，进入他父亲所在的乡镇企业海盐第二羊毛衫厂工作。当时，姚华的父亲是羊毛衫厂厂长，却没有给他特殊待遇，安排了一个机修的岗位工作，干机修又脏又累，但姚华明白父亲的良苦用心。多年来父亲不怕辛苦，兢兢业业办企业的精神他一直看在眼里，于是，他二话不说拿起工具埋头深入车间。在干机修外，姚华还在包装、运输、整烫等多个岗位历练，一年时间里他不仅了解了羊毛衫生产的全套流程和生产工艺，还熟悉了经营管理等基础知识。他喜欢钻研一些技术上的问题，在学习中不断积累经验。

为了拓宽视野，掌握好销售这门学问，姚华主动请缨当起了厂里的业务员，开始与消费者接触，了解其审美眼光、质量及款式需求，给厂里产品作市场定位。他的勤奋和努力得到了回报，第二年他的羊毛衫销售额就突破了300万元大关，占当时全厂销售额的30%多，引来不少同事赞叹的目光。 CXO UNION-CXO联盟（cxounion.cn）

1995年乡镇企业转制，羊毛衫厂由集体企业转为私营企业，姚华从事企业生产经营管理，也获得了更大的发展空间。他看到了国外市场的巨大商机和本地原料及生产优势，经过市场调研和科学的产品定位，他们生产的绢丝类横机衫迅速走俏美国市场。2000年，他们从德国进口11台电脑编织横机，又吸引了不少国外新客户。与此同时，投资1200多万征地新建分厂，成立了新萌制衣有限公司，并与外商合资成立了由中方控股新企业，整个产业具有了相当规模。从车间干机修、到市场做业务、再着手生产经营管理，几年的摸爬滚打，姚华逐步走向成熟。他满怀青春的激情，在父亲的指点下开创了事业的新局面。公司在姚华用心经营下，出口业绩领先于嘉兴市整个服装业，到2007年销售额达2个多亿。

二、热心公益造福乡梓回报社会

创业有成的姚华不忘回馈社会，他表示作为一家本地企业，钱挣多挣少没关系，但一定要有社会责任感。他和父亲一样关心社会公益慈善和学校教育事业。1997年，乡里筑路，公司捐款10万元；1998年抗洪救灾，捐赠价值10万元的羊毛衫；2002年，六里集镇修路，捐款3万元；2006年，作为新萌制衣有限公司总经理的他和县慈善总会签订捐款25万元的“新萌慈善助困金”协议，每年捐5万，连续捐5年；2016年起，每年向海盐县慈善总会捐赠2万元。

在母校澉浦中学50年校庆大会上，公司设立“奖学奖教金”，连续捐赠五年，鼓励学校为建设和谐社会培养出更多的优秀人才。又捐助乡村级道路建设18万元；为创建文明卫生城镇，出资80万元购买土地建健身场地、绿化公园、门球场。2008年汶川地震，他带领企业员工积极开展赈济灾区。疫情期间，累计捐款20万元。同时作为政协委员的他，关注企业发展，聚焦民生实事，在经济、民生等领域提出了众多意见和建议。

三、转型创新以应万变辟新路

作为典型的“创二代”，姚华有远见的卓识和企业“掌舵人”的改革魄力。他表示，“我从事服装行业这么多年，也越发感觉到近年来服装已是夕阳产业，不能和新兴产业相比，因此我在调研市场的基础上，果断投身于新兴产业。”经过一番深思熟虑和考察，2010年他选中了光伏这个行业，旋而联系了几个做服装的朋友，联合创办做新型产业。2010年8月注册成立股份有限公司。 CXO UNION-CXO联盟（cxounion.cn）

2011年11月，当姚华他们踌躇满志投入生产，没曾想整个行业出现了断崖式的下跌，一是因为遭受欧美双反打压，二是因为国内产能无序扩张，出口受阻。2011年产能比2009年扩大了百分之四百，导致2012年初，行业生产开机率不足30%，波动之大，令姚华他们始料不及。如何度过这个寒冬，姚华沉入思考，首先他们属中小型企业必须找到自己的定位，多番考察后，他们锁定方向为行业的大企业做配套。2012年他们给浙江正泰，神州新能源，一家民营一家国企做配套。得益这样的销售策略，浙江艾能聚光光伏科技股份有限公司逐步稳定好转。他们熬过光伏行业里的寒冬。2015年回升，浙江艾能聚光伏科技股份有限公司走上了发展正轨，生产的高品质光伏产品受到客户的一致认可。

姚华用坚持和毅力克服了企业发展中碰到的困难。他说认准一件事情就要坚持做下去，要有咬定青山不放松的精神。正是这种不服输的钻研精神，他们生产的产品以质量稳定和售后服务到位赢得了市场。

如今在姚华的带领下，浙江艾能聚光伏科技股份有限公司拥有了专业合格的生产线和能吃苦、能战斗、能创新的团队；公司产品性能、技术路线日益成熟，在分布式光伏领域具有较强的综合竞争实力。2023年2月28日，浙江艾能聚光伏科技股份有限公司（艾能聚）在北交所上市，接着公司在现有业务的基础上向下游分布式光伏电站业务拓展，以分布式光伏电站为主的清洁能源投资、开发和服务。 CXO UNION-CXO联盟（cxounion.cn）

回顾三十多年的创业过程，姚华说，年轻一代企业家在发扬老一辈企业家的创业立业精神、勤奋踏实发展企业的同时，还要抓住新常态新机遇，找准定位，善创新、有作为，争做有情怀、勇担当的“创新一代”。

翻译：

Yao Hua, Chairman /CEO of Zhejiang Aineng Photovoltaic Technology Co., LTD: The “second Generation” of transformation and Innovation

Introduction:

The Times cast entrepreneurs, entrepreneurs contribute to a new era. In order to implement the “Opinions of the Central Committee of the Communist Party of China and The State Council on Promoting the Development and Growth of the Private Economy”, further cultivate and promote entrepreneurship, and optimize the business environment, Haiyan County Federation of Industry and Commerce, together with the County Federation of Arts and Culture, and the county Media Center carried out special publicity on promoting entrepreneurship, telling good stories of entrepreneurship and innovation of private entrepreneurs, and promoting the “two healthy” development. CXO UNION-CXO联盟（cxounion.cn）

【 Business Card 】

Yao Hua is currently the chairman of Zhejiang Aineng Concentrating Photovoltaic Technology Co., LTD., the executive committee of Jiaxing Federation of Industry and Commerce (General Chamber of Commerce), and the vice chairman (Vice president) of Haiyan Federation of Industry and Commerce (General Chamber of Commerce). In March 2023, he was awarded the honorary title of “Zhejiang May Day Labor Medal”.

First, experience the grassroots, adhering to the father’s hard-working entrepreneurial spirit

In 1992, Yao Hua graduated from high school and joined his father’s township enterprise Haiyan No. 2 sweater factory to work. At that time, Yao Hua’s father is the director of the sweater factory, but did not give him special treatment, arranged a machine repair job, dry machine repair is dirty and tired, but Yao Hua understand his father’s good intentions. Over the years, his father was not afraid of hard work, and he had been looking at the spirit of the enterprise, so he picked up the tools without saying a word and went deep into the workshop. In addition to the dry machine repair, Yao Hua also in packaging, transportation, ironing and other positions experience, a year he not only understand the full set of wool sweater production process and production technology, but also familiar with the basic knowledge of management. He likes to study some technical problems and accumulate experience in learning.

In order to broaden his horizon and master the knowledge of sales, Yao Hua volunteered to be a salesman in the factory and began to contact with consumers to understand their aesthetic vision, quality and style needs, and make market positioning for the products in the factory. His diligence and efforts were rewarded, the next year, his sweater sales exceeded the 3 million yuan mark, accounting for more than 30% of the factory’s sales at that time, attracting many colleagues’ admiration.

In 1995, the township enterprise was transformed into a private enterprise, and Yao Hua engaged in the production and management of the enterprise, and also gained a greater space for development. He saw the huge business opportunities in foreign markets and local raw materials and production advantages, after market research and scientific product positioning, their production of silk flat knitting shirts quickly sold in the American market. In 2000, they imported 11 computer flat knitting machines from Germany, and attracted many new customers abroad. At the same time, the investment of more than 12 million land to build a new factory, the establishment of new Meng clothing Co., LTD., and the joint venture with foreign investors set up a new enterprise held by the Chinese side, the entire industry has a considerable scale. From the workshop dry machine repair, to the market to do business, and then to start production and management, a few years of crawling, Yao Hua gradually mature. Full of youthful passion, he created a new situation in his career under the guidance of his father. Under the careful management of Yao Hua, the export performance of the company is ahead of the entire clothing industry in Jiaxing City, and the sales volume reached more than 200 million in 2007. CXO UNION-CXO联盟（cxounion.cn）

Second, enthusiasm for public welfare to benefit the township Catalpa return to society

Yao Hua, a successful entrepreneur, does not forget to give back to the community, he said that as a local enterprise, it does not matter if you earn more money or less, but you must have a sense of social responsibility. Like his father, he was concerned about social welfare and school education. In 1997, the village road construction, the company donated 100,000 yuan; In 1998, donated a wool sweater worth 100,000 yuan for flood relief; In 2002, Liuli market Town road repair, donated 30,000 yuan; In 2006, as the general manager of Xinmeng Clothing Co., LTD., he signed an agreement with the county Charity Federation to donate 250,000 yuan to “Xinmeng Charity to help the poor”, donating 50,000 yuan every year for 5 years; Since 2016, he has donated 20,000 yuan to Haiyan Charity Federation every year.

At the 50th anniversary meeting of the Alma mater, the company set up a “Scholarship Award” and donated it for five consecutive years to encourage the school to cultivate more outstanding talents for the construction of a harmonious society. Also donated 180,000 yuan for village-level road construction; In order to create a civilized and healthy town, we invested 800,000 yuan to buy land to build fitness venues, green parks, and gate courts. In 2008 Wenchuan earthquake, he led the employees of the company to actively carry out relief work in the disaster areas. During the epidemic, a total of 200,000 yuan was donated. At the same time, as a member of the CPPCC, he pays attention to the development of enterprises, focuses on the practical problems of people’s livelihood, and puts forward many opinions and suggestions in the fields of economy and people’s livelihood.

Third, transformation and innovation to open up a new road

As a typical “second generation”, Yao Hua has the foresight and the reform courage of the enterprise “at the helm”. He said, “I have been engaged in the garment industry for so many years, but also increasingly feel that in recent years, the garment industry has been a sunset industry, can not be compared with the emerging industry, so I research the market on the basis of the decisive plunge into the emerging industry.” After some deliberation and investigation, in 2010, he selected the photovoltaic industry, and contacted several friends who do clothing, and co-founded a new industry. In August 2010, the company was incorporated. CXO UNION-CXO联盟（cxounion.cn）

In November 2011, when Yao Hua put into production with ambition, they did not think that the entire industry had a clip-like decline, one because of the double counterpressure from Europe and the United States, and the other because of the disorderly expansion of domestic production capacity and the obstruction of exports. 2011 annual production capacity expanded by 400 percent compared to 2009, resulting in the beginning of 2012, the industry production opening rate of less than 30%, the fluctuation is large, so Yao Hua they did not expect. How to spend this winter, Yao Hua sank into thinking, first of all, they are small and medium-sized enterprises must find their own positioning, after many investigations, they lock the direction for the industry’s large enterprises to do supporting. In 2012, they provided supporting services to Zhejiang Chint, Shenzhou New Energy, a private company and a state-owned company. Benefiting from such a sales strategy, Zhejiang Aineng concentrated photovoltaic Technology Co., Ltd. has gradually improved steadily. They survived the winter in the PV industry. In 2015, Zhejiang Aineng concentrated photovoltaic Technology Co., Ltd. has embarked on the right track of development, and the high-quality photovoltaic products produced have been unanimously recognized by customers. CXO UNION-CXO联盟（cxounion.cn）

Yao Hua overcame the difficulties encountered in the development of the enterprise with persistence and perseverance. He said that if you look for a thing, you must insist on doing it, and you must have the spirit of not relaxing. It is this spirit of unyielding study that the products they produce have won the market with stable quality and after-sales service.

Now under the leadership of Yao Hua, Zhejiang Aineng Concentrated photovoltaic Technology Co., Ltd. has a professional and qualified production line and a team that can endure hardships, fight and innovate; The company’s product performance and technical route are increasingly mature, and it has a strong comprehensive competitive strength in the field of distributed photovoltaic. On February 28, 2023, Zhejiang Aineng Concentrated Photovoltaic Technology Co., LTD. (Aineng Ju) was listed on the Beijing Stock Exchange, and then the company expanded to the downstream distributed photovoltaic power plant business on the basis of the existing business, and focused on clean energy investment, development and services for distributed photovoltaic power plants.

Looking back on the entrepreneurial process of more than 30 years, Yao Hua said that the young generation of entrepreneurs in carrying forward the entrepreneurial spirit of the older generation of entrepreneurs, diligent and practical development of enterprises at the same time, but also seize the new normal and new opportunities, find the right positioning, good innovation, have achievements, and strive to be a “innovation generation” with feelings and courage. CXO UNION-CXO联盟（cxounion.cn）

由CXO UNION-CXO联盟（cxounion.cn）转载而成，来源于海盐县工商联；编辑/翻译：CXO UNIONCXO联盟小U。

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