There is still a huge and hidden wealth-creating crowd between the two parties to the coal supply contract. What are their survival rules, and who gave them room to make huge profits? Text | Reporter Zhang Na One year later, the once cancelled coal production and transportation meeting (known as the "coal ordering meeting" in the industry) was finally restarted on June 5438+1October 5. By the end of June, 5438+1October 9, the news from the meeting was quite optimistic. The total amount of coal contracts in China exceeded 654.38+0.5 billion tons, nearly 600 million tons higher than the 932 million tons preset by the National Development and Reform Commission. It seems that this set of data seems to be a big plus for power generation enterprises that have been worried about coal in recent years. However, A, the head of the fuel department of a large power generation enterprise, is not optimistic. "The National Development and Reform Commission inspected the contracts for key thermal coal with a capacity of more than 2,065,438+00,300 tons, and found that the contract redemption rate was less than 50%." This means that whether the contract volume of 65.438+0.5 billion tons this year can be fulfilled is still in doubt. What is even more paradoxical is that the contract redemption rate of coal-fired power companies is not consistent. Coal companies say that the contract fulfillment rate is as high as over 90%, while power generation companies think that it is less than 60%. Judging from the data of power generation enterprises, it is close to the survey data of the National Development and Reform Commission. But according to the output and shipments of coal enterprises, 90% is not impossible. So, where does the 30% gap between buyers and sellers come from? According to A, although the difference of 30% is not necessarily accurate. However, the key contract coal from coal enterprises to power enterprises, in addition to the direct performance of the contract, there is also an intermediate trader link, that is, the "coal throwing" link circulating in the market. Most of the 30% gap is the result of the operation of this group of middlemen. In fact, the twin concepts of coal and profiteering are not just the exclusive labels of private coal bosses who spend money like water. The middleman who pours coal is another profitable group in the interest chain of coal production and marketing. Compared with coal bosses who have a single image, a dull expression and spend money like water, they are a group of invisible wealth creators with more complicated backgrounds, more hidden characters and more flexible means. What kind of people are these? Why should we add a "coal dumping" link to the normal sales contract? What kind of environment provides them with the soil for survival? Before and after the coal ordering meeting, our reporter tried to expose the profiteering rules of this group and the real interest chain of "dumping coal" to readers through extensive investigations and interviews. There are indeed a group of middlemen in the profiteering channel, who take coal from coal enterprises at the contract price and resell it to power enterprises at the intermediate cost. They are called "running projects", and some individuals also have enterprises, which are crowned as "trading companies". But these middlemen are not in coal producing areas, but gathered in Beijing, because only Beijing can run projects. "An insider B, who asked not to be named, tried to paint a true portrait of" dumping coal "to our reporter." Have you found that according to past experience, even if no contract is signed, coal will still enter the power plant, which will not affect normal production. Why is this? "asked B. Judging from the past facts, even if the coal and electricity sides can't talk properly, power generation enterprises can maintain the normal operation of this chain through middlemen. The key is, why do they have the space to buy these projects? C, director of the office of a state-owned coal enterprise, explained to this reporter: "After the contract is signed, it is not clear how the power plant and coal mine trade. Coal mines have difficulties in coal mines and power plants have difficulties in power plants. Coal mines sometimes want to enter power plants, but they need middlemen. Power plants sometimes want to get low-priced coal, but they have to rely on middlemen. Both sides need them. " But b seems to hit the nail on the head. He said: "Without this intermediate link, where did the rebate come from? "For example, if the contract price in 480 yuan is set, and the invoice from the power company to the coal company is 480 yuan, how can the relevant stakeholders make a profit? For example, if there is Zhang San in the middle, I will give Zhang San as 480 yuan, and Zhang San will sell it to you as 680 yuan. Then this is profiteering, and the difference in the middle can be divided among the three of us. Therefore, some people in coal enterprises and power enterprises can share a piece of cake, and there are no fewer middlemen. Individuals certainly welcome the existence of middlemen. " This just explains the real reason for the mismatch between the cash rate of contracts signed by coal enterprises and power generation enterprises. Coal leaves the factory at the contract price, but after the middleman link, the ex-factory price rises. Of course, the rising ex-factory price must be lower than the market price of coal, otherwise this channel will naturally be eliminated. Take 5,500 kcal contract coal as an example. The contract price is 480 yuan per ton, which may be 580 yuan through the middleman, and the related taxes and fees sent to the power plant may become 680 yuan. For power plants, it is still cheaper than the high price of market coal 780 yuan 100 yuan. Therefore, what the power company receives does not belong to the category of contract coal. The insiders call this part of the contract coal after being changed hands "suspected key contract coal", which is actually a variant of contract coal. In fact, as the highest authority, the National Development and Reform Commission is well aware of this and tries to take measures to stop it. In order to block the source of middlemen, the Notice on Doing a Good Job of Connecting 20 1 1 Coal Production and Transportation issued by the National Development and Reform Commission in February 20/KLOC-0 clearly requires that no unit except supply and demand enterprises, railways and transportation departments shall affix their seals to the contract. In addition, the NDRC also requires the Ministry of Railways and the Ministry of Transport to strengthen guidance and organize relevant railway bureaus to connect with ports to implement transportation capacity. For the complete and standardized coal sales contract signed by supply and demand enterprises, the railway bureau promises to provide transportation capacity. If water transportation is needed, the relevant ports promise to transport it. Before a coal mining enterprise submits a sales contract, the railway bureaus and ports shall not allocate capacity to coal mines or users. As the biggest beneficiary of contract coal, power generation enterprises also hope to improve the contract cash rate. Recently, the five major power generation groups require their subordinate power plants, and the contract must be stamped with the seal of the group headquarters to be effective. Previously, relevant units also introduced corresponding measures, but they did not achieve containment effect. Whether these new measures can cut off this long-standing interest chain of "dumping coal" is not optimistic. In the last month of 20 10, friends around d began to contact power plants everywhere, but there was a harsh condition-they must be power plants under the five major power generation groups. D has its own harsh reasons-6,000 kcal thermal coal was used in 490 yuan per ton years ago, and it was only in 520 yuan years later. Compared with the market price of more than one ton in 800 yuan, this price advantage is obvious. More importantly, for D, these thermal coals with complete procedures are all contract coals. This must be sold to power plants below the five major groups, and only the five major groups can easily go to the National Development and Reform Commission for filing. Actually, D is not worried about the buyer. He told this reporter, "I just signed dozens of tons a few days ago. This batch is not much, only 100 ton is left. Interested buyers have to sign the contract quickly. " D is only engaged in coal-related industries, not coal enterprises or power plants. In fact, he just helped a middleman to contact the business and earn some extra money by the way. B analyzed to the reporter: "There are many people running in this intermediate link, and the intermediate link may also be a network of one link and one layer. But it is also difficult for ordinary people to run. Without a strong enough network, ordinary people can't run any projects, and they are all busy in vain. Even if you can run, as the end of this link, it is good to get some labor costs. " Therefore, successful middlemen must master and follow certain rules. Running a project and contacting buyers and sellers is only part of the middleman's job. In addition, many necessary procedures have to be arranged-using the business license of the power plant, purchasing letter, railway capacity and signing a contract with the coal enterprise. Among them, when coal enterprises sign contracts, there are various types such as annual contracts, semi-annual contracts and quarterly contracts. These middlemen were particularly active on the eve of the coal ordering meeting. Time is pressing, so they must talk it over before the order meeting, so as to take advantage of the opportunity of the contract summary meeting to put this part of coal into production. In a coal supplier group, a person named "Supply-Super Coal Farmer" posted a post "The Wolf really came", trying to complain for the middlemen. The post said: "As far as the current coal market is concerned, it should be divided into four channels: First, planning coal, which is related to officials, ranging from tens of millions to hundreds of millions, whichever is successful will succeed. Second, the port coal market, each port has a large amount of coal storage. Due to emission reduction and hydropower generation, there are also large enterprises in the industry to store coal. Enterprises with less funds can only accompany the prince to study, with a profit of 5% per card. Third, in the electric coal market, there must be a relationship of settlement, and at the same time, there must be the ability to make money by blending coal. We are looking for cheap coal sources every day, but the risk of being cheated comes with it. Good goods are not cheap, and the profit per card is 2%. The fourth is the coal collection market. Coal yards are established in Shandong, Liaoning, Jiangsu and other places to transport raw coal (80% lump rate), and 6,300 kcal lump coal is sold at around 1 1,000 yuan/ton, so there will be 1 per ton, and the net profit above 500 yuan can control the local coal market price. " Like other places where wealth breeds, it can be seen that the proportion of "coal dumping" middlemen who can really make a fortune is not too high. This gray industrial chain is also a micro-society. The "dumping coal" interest chain of the two-track system of consultation and negotiation has a long history, but the reporter learned that this year is particularly rampant. Insiders told this reporter that there are two reasons. First, the National Development and Reform Commission issued a clear document this year, and the contract coal price cannot be raised. As the market coal price rises sharply, the price difference will be even greater, and the profits of middlemen will also increase; Secondly, the number of contracts signed is large. This year, it signed 654.38+0.5 billion tons, exceeding the original 50%. Such a high signing rate will bring more operating space to middlemen. The key reason why this gray chain can exist for a long time is that it has its own needs in the distribution of benefits. In fact, the middleman only takes part, and the talents at both ends are the focus. "For example, 900 million tons of coal may have 200 million tons in some people's pockets. Even if 1 ton earns 50 yuan, then 200 million tons is1000 billion yuan. What a lot of money! In addition, this is only an estimate and the data may be even larger. " B revealed, "So we must sign all the contracts at the coal ordering meeting first. If we sign more, at least the railway capacity will be guaranteed. Whether to fulfill the contract in the end is another matter. If you don't sign it, the capacity will definitely be gone, and the loss will outweigh the gain. As far as enterprises are concerned, if coal enterprises are willing to sign, why don't power generation enterprises sign? " It is not difficult to find the crux of the "coal dumping" gray space. Li, a coal market expert, told this reporter: "This is all caused by the coal' price dual-track system'. If you cancel, it will be self-defeating. " Dual-track system refers to the system that part of the same product is planned to implement the national price and part is unplanned to implement the market-adjusted price. The contract coal price of coal is subject to the national price, and the rest is market-priced, with a large price difference. Take 5500 kcal thermal coal as an example. The contract price is 480 yuan per ton, the market price is 780 yuan, and the price difference is 300 yuan, so there is room for operation. The Report on Investment Analysis and Prospect Forecast of China Coal Industry in 20 10-20 15 released by China Investment Consulting Co., Ltd. points out that although the dual-track coal price system has relieved some operating pressures of power enterprises to some extent, with the widening gap between market coal price and contract coal price, it has brought more and more inconvenience to communication and cooperation in the coal-electricity industry, and also provided an opportunity for corruption. In fact, "price limit order" and "dual-track system" have long been the focus of criticism in the industry. "Why are there so few resellers of coal in the market? Metallurgical coal is also contract coal, but this is rare?" Li analyzed: "The ex-factory price of market coal itself is already very high, and there is no room for manipulation. However, contract coal stipulates that except for key contract coal, metallurgical coal and other coal types are priced at market prices, which means that only contract coal comes from national prices, and only contract coal has room for manipulation. " Li said: "Most of the key contract coals are high-quality coals with 5,500 calories, and there will be more space. If it is 2000 or 3000 kcal coal, 1 ton only sells 300 yuan, and there is no room for manipulation. "