前十证券公司我们村的CEO丨小镇“梨”想家

　　【编者按】

　　在广袤的中国乡土上，一场深刻的变革正悄然发生。乡村振兴的浪潮中，涌现出一批视野开阔、锐意创新的“新农人”——他们或是归国学子，或是电商弄潮儿，或是科技践行者。他们深深扎根于田野，以全球化的商业思维重绘农业图景，让山东的绳网、果蔬、大棚技术等特色产品跨越山海，走向世界。

　　国际传播系列报道《我们村的CEO》，聚焦山东几位乡村创业者的奋斗故事。他们用行动证明，乡土不仅是根脉所系，更是梦想破土而出的沃土；他们以创新思维和拥抱时代变化的能力，为乡村振兴注入澎湃活力，也向世界讲述着中国乡村充满机遇的新故事。敬请关注，感受这股来自田野的蓬勃力量。

　　2017年，马来西亚客商一纸30万元订单摆在聊城冠县小伙刘栋田面前——货到付款、零定金。接还是不接？被骗了怎么办？面对打开海外市场的难得机会，刘栋田最终选择赌一次。正是这场冒险，让山东冠县清水镇刘屯村的鲜梨跨越国门远销海外，拉开了刘栋田从零客户到年出口鲜梨7000余吨，创汇500万美元的精彩创业故事。

　　刘屯村有着60多年的种梨历史，农户以梨为生。刘栋田小时候父母总是开玩笑对他说：“不好好学习，长大只能回来种梨。”2012年，刘栋田大学毕业，真的回到了家乡，还带着创业的决心——让乡亲们依靠种梨过上更好的生活。

　　这个决定是经过深思熟虑的，一方面家乡的梨园养育了他，另一方面家乡梨产业发展有巨大潜力。过去农户种梨需要等外地客商上门收购，没有议价权，往往卖不上好价，于是他考虑自己创办公司，收购家乡优质梨果，形成规模后卖个好价。

　　刘栋田先后到上海、深圳、香港等城市考察市场，发现消费者更喜欢外形好看、甜度较高、包装精美的水果。于是他引导种梨户选择优质品种，从种植源头抓起，注重品质、精美包装，按客户需求建立分级筛选体系，搭建从农户到客户的一体化营销模式，并与盒马生鲜、华润万家等大型商超合作，实现了产品增值、农户增收。村民收入比前些年翻了一番，亩均效益上万元。

　　打开销路后刘栋田并没有满足，他想：“能不能把梨直接出口到国外？”说干就干，刘栋田跑海关、搞对接，完成果园、包装厂出口备案，成为县里第一家拥有出口贸易资质的水果公司。

　　凭借自己大学英语专业的优势，刘栋田踏上了寻找海外客户之路。不久后，他联系上一位马来西亚的水果经销商，对方提出下一个30万元订单，但条件苛刻：不付定金，货到付款。尽管内心纠结，刘栋田仍决心迈出这第一步。20吨梨漂洋过海二十多天，等来的是客户的满意和全款到账——这步险棋，他走对了。此后，他的鲜梨出口至越南、泰国、新加坡、印尼、孟加拉国、沙特等十几个国家，真正让冠县梨走向世界。

　　随着订单增多，刘栋田的公司又投资建成包装厂和多座冷库，将从村民手中收购的梨储存在冷库中，根据客户的订单随时打包发货，“这样就达到了七、八月份梨上市，一整年销售。”刘栋田解释。梨果分拣、包装需要工人，忙的时候能为100多位农村妇女提供就业岗位，刘屯村的农闲时节便消失了，村民又多了一份打工收入。2019年4月，刘栋田被共青团山东省委评为“山东省乡村好青年”。2023年，他被共青团中央、农业农村部评选为“第二届全国乡村振兴青年先锋”。

　　站在祖辈们肩挑手扛治理的3000亩沙地梨园中，刘栋田念及老支书刘兰盈的治沙决心：“一定要拔除穷根！”刘屯村现任党支部书记刘灵德回忆道：“那时刘屯村地荒、人穷、光棍多，吃饭都掺沙。”他们赴兰考取经，决定种梨治沙。没有机械，就靠双手挖沟换土，风餐露宿，一干就是18年。“手皴脸黑，但值得！”如今，梨园不仅是防风固沙的屏障，更成了致富的“金果园”。

　　从马来西亚客商手中的第一颗梨，到迪拜货架上的“东源牌”精品，刘栋田将冠县梨打造成一张闪亮的国际果品名片。这成就，是几代人“人定胜天”信念的接力：祖辈以血肉之躯在沙海筑起3000亩梨园屏障，新一代用冷链物流与互联网让果实走向世界。沙地生绿，绿中生金——这是刘屯村的故事，也是千万中国乡村奔赴未来的足音。

　　In 2017, Liu Dongtian, a young man from Guanxian County, Liaocheng, Shandong, was offered a sizable order worth RMB 300,000 by a Malaysian buyer—with one catch: payment after delivery, zero deposit. Take it or leave it? What if it was a scam? Seeing a rare opportunity to break into the overseas market, Liu decided to gamble on the opportunity. That leap of faith marked the beginning of an inspiring entrepreneurial journey: from having zero clients to exporting over 7,000 tons of fresh pears annually, generating USD 5 million in foreign exchange earnings, and helping pears from Liutun Village make their way overseas.

　　Liutun Village has over six decades of pear-growing history, with many local families relying on the fruit for their livelihood. When Liu was a child, his parents often joked, “If you don't study hard, you'll end up growing pears.“ In 2012, after graduating from university, he did return to his hometown—but with a determination to start a business and help fellow villagers build a better life through pear farming.

　　His decision was well-considered. On one hand, he felt a deep gratitude to the local orchards that had nurtured him; on the other, he saw great potential in the village's pear industry. In the past, growers had to wait for outside merchants to purchase their produce, leaving them with little bargaining power and often low prices. So Liu set up his own company, buying high-quality pears from local farmers and selling them collectively at better prices.

　　After conducting market research in cities like Shanghai, Shenzhen, and Hong Kong, Liu learned that consumers prefer good-looking, sweeter, and well-packaged fruit. He began guiding local growers to select better varieties, improve quality from the planting stage, enhance packaging, and establish a grading system based on client needs. By building an integrated supply chain from farm to customer and partnering with major retailers like Hema Fresh and CR Vanguard, he added value to local pears and increased farmers' income—now doubled from previous years, with per-mu revenue exceeding RMB 10,000.

　　But Liu didn't stop there. He wondered: “Can we export pears directly?“ He took action, working with customs, completing export registrations for orchards and packaging facilities, and making his company the first fruit exporter in the county.

　　Leveraging his college English major background, Liu Dongtian reached out to international clients. Soon, a Malaysian fruit distributor offered him a RMB 300,000 order—with strict terms: no advance payment, only payment upon delivery. Despite doubts, Liu took the risk. After more than 20 days at sea, the twenty-ton shipment of pears was received with satisfaction, and full payment followed. His gamble paid off. Today, his pears are exported to over a dozen countries including Vietnam, Thailand, Singapore, Indonesia, Bangladesh, and Saudi Arabia, putting Guanxian County pears on the global map.

　　As orders grew, Liu Dongtian's company invested in packaging facilities and multiple cold storage units. These allow them to store pears purchased from local farmers and ship them according to orders year-round. “Now we can harvest pears in July and August and sell them throughout the year,“ Liu explains. The sorting and packaging processes also created jobs for over 100 rural women during busy seasons, turning idle months into productive ones and providing extra income. In April 2019, Liu Dongtian was named “Shandong Provincial Rural Youth Role Model“ by the Shandong Provincial Committee of the Communist Youth League of China. In 2023, he received the “National Rural Revitalization Youth Pioneer“ award from the Central Committee of the Communist Youth League and the Ministry of Agriculture and Rural Affairs of the People's Republic of China.

　　Standing in the 3,000-mu sandy pear orchard that his ancestors had cultivated through sheer hard work, Liu Dongtian remembers the determination of former village Party secretary Liu Lanying:“We must pull out the roots of poverty!“ Liu Lingde, the current Party secretary of Liutun Village, recalls, “Back then, the land was barren, the people were poor, and many men couldn't find wives. Even the food we ate was mixed with sand.“ They learned from the experience of Henan's Lankao County and decided to combat desertification by planting pear trees. Without machinery, they dug trenches and replaced soil by hand, working tirelessly for 18 years, often in harsh conditions. “Our hands were rough, our faces sunburned—but it was worth it!“ Today, the pear orchard not only acts as a barrier against wind and sand but has also become a “golden orchard“ that sustains the community.

　　From that very first pear sold to a Malaysian buyer to the premium “Dongyuan Brand“ pears on shelves in Dubai, Liu Dongtian has turned Guanxian County pears into a shining international fruit brand. His success is built upon generations of unwavering belief that “humans can conquer nature“: his predecessors built a 3,000-mu pear oasis in the sandy wilderness with their bare hands; the new generation uses cold-chain logistics and the internet to bring these fruits to the world. Barren land turned green, and green turned into gold—this is the story of Liutun Village, and echoes the footsteps of thousands of Chinese villages marching toward a brighter future.