â€œIf You Are Going to Do Something, Do It Bigâ€
The first thing that strikes you is complete geographic implausibility of it all. In a rural corner of Chinaâ€™s barren, sparsely-populated and dusty Loess Plateau, sits an enormous complex of factories, dormitories, roads, and train tracks occupying an area of 38 square kilometers (14.6 square miles, almost 19 million square feet). Thatâ€™s over half the size of Manhattan, 58 times larger than LAâ€™s Disneyland, three times larger than the worldâ€™s busiest international airport, Heathrow in London.
The site belongs to a single Chinese company. Itâ€™s private, been in business less than a decade, has come from nowhere to become the worldâ€™s largest manufacturer of a critical component used in steel production, with likely revenues this year of over USD$1.5 billion (Rmb10 billion), profits of over USD$130 million , and assets of over USD$2.4 billion (Rmb 15 billion). Â Itâ€™s 99% owned by its founder and chairman, with the other 1% held by his wife and daughter. By any measures, it is among the largest private industrial companies in the world, and certainly among the fastest ever to get to $1 billion in sales.
Not only have you never heard of it, neither has virtually everyone in China. Itâ€™s never listed among the biggest private companies in China. Its owner is never included among the ranks of the countryâ€™s private sector billionaires. Just how unknown is this remarkably successful entrepreneur? Hereâ€™s one measure. Believe me, Iâ€™m a big nobody in China. But, a Baidu search turns up more articles and references to me and my company than to this company boss and his. Â In terms of orders of magnitude, his company employs about 2,000 times more people than mine, and occupies a premises thatâ€™s about, well, 190,000 times larger.
Iâ€™m not going to disclose the company or the bossâ€™s name. Weâ€™re in discussions with them, and it would be unprofessional to do so. None of my competitors, as well as virtually no credible PE firms, Â have visited the company.
My purpose here is two-fold: to shed a little light on a remarkable individual entrepreneurial achievement and also to give some sense of the scale of entrepreneurial greatness in China. I find myself, more often than Iâ€™d like, drawn into discussions â€“ occasionally arguments â€“ with people in the US and Europe about how entrepreneurship in China is in a class by itself, compared to everywhere else in the world, excepting perhaps the US and Israel.
Entrepreneurs are more numerous here (over 70 million private companies) and the best ones, numbering at least in the thousands, have created more wealth and spawned more positive societal progress in the last ten years than any other single group of people on the planet. I live in a perpetual state of wonder, doing what I do for a living in China, having occasion to meet entrepreneurs of the caliber of this particular boss.
A little more about him. He is, by my eye, about as modest an individual as you would likely ever run across. The only obvious concession to his enormous wealth is a rose gold watch he wears along with standard-issue baggy Chinese suit. If he sat next to you on a plane, my guess is youâ€™d pin him as the owner of a small hardware store, not the owner of the worldâ€™s largest manufacturing business for a component used in a lot of whatâ€™s for sale there.
His office is hardly palatial, and sits just above the oldest section of his giant factory complex. He never went to college, and has no engineering or technical background, despite founding and now running one of the more complicated large-scale engineering and manufacturing businesses youâ€™d ever hope to see.
Everything about the man, except his ego, is huge. â€œIf you are going to do something,â€ he tells me, â€œdo it big.â€ This applies not only to the huge area his business occupies, but the size of the investments he is making in its future. He is taking his business downstream and building, simultaneously, at least four huge new production sites, with total planned investment of over $3 billion. The local government is busy decapitating the top half of a silt mountain to create a level 500 acre site (about one square mile) for one of these new production areas. He begins building on it this year.
As I drove away from the factory area, I remarked to my colleague that the whole complex must be a source of intense interest at the CIA and National Security Agency in Washington, DC. Satellite photos will show the vast scale of this enterprise, as well as all the construction taking place. One recently-completed building is four stories tall and a mile long, all indoors.
My guess is the two spy agencies arenâ€™t all that sure what exactly is being produced or planned here. I drove through it. Within a year, it will start producing steel products for the auto and home appliance industry.
How did this one entrepreneur build such a huge business is such a short time? Obviously, good timing, luck, some support from his local government and banks played a part. But, one key factor was a gamble he made in 2008 that paid off big time. When the financial crisis hit, his state-owned competitors (there were once three within a few hundred miles of him) cut way back on raw material purchases. This boss did the opposite. He exploited a steep drop in commodity prices, bought big and so locked in very large profits when customer demand began to pick up in 2009. Of course, had prices kept falling, he would have likely been bankrupt. His state-owned competitors? Now, all out of business.
Just about every â€œyuanâ€ of profit he earns is poured back into expanding production. His bank loans are moderate – Â about 10% of total assets. Heâ€™s only drawn down 70% of the credit lines provided by local banks. Measured by scale (factory size, employees, revenues) his company is similar to many larger SOEs in China. Asked to make a comparison, he explains that SOEs target only top line growth — girth for its own sake. He is far more focused on making money. The projected annual rate of return on newer projects is well above 25%.
Heâ€™s thinking about an IPO within two to three years. At a guess, his business could have a market capitalization at that point in excess of USD$8 billion. An IPO on that scale will bring him a lot of unwanted notoriety. He would likely instantly be vaulted into the ranks of the five hundred richest people on the planet. Billionaires in China rarely have it easy. Quite a few seem to end up in prison, or targeted by waves of bad publicity. For him, the real appeal of going public is the potential to raise an additional $1.5 billion to $3 billion to invest in further downstream expansion.
Whether or not my company works with his, it was one of the signal delights of my 35-year professional career to meet this entrepreneur, tour his factories and eat in his dining room. Â At this moment in history, China is the entrepreneurial center of the world.