拼多多Temu上线300天，危险浮出水面
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/b48409dcce2c4bec9e209376f65ea8dd~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=92QtSSytcoEbQsnR1xVhvFRapAM%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">拼多多在海外再造拼多多</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">拼多多在海外续写新的增长神话。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">去年9月，拼多多在美国上线了跨境电商平台Temu，在过去的300多天里，</span><strong style="color: blue;"><span style="color: black;">Temu无疑是<span style="color: black;">全世界</span>电商市场最亮眼的新玩家。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在美国市场，Temu上线仅<span style="color: black;">一月</span>就超越Shein、亚马逊，登顶美国购物APP下载量排行榜。到<span style="color: black;">日前</span>为止，Temu的下载量<span style="color: black;">已然</span>超过7000万。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/70e0c7ef308248619e20bd877cb894bf~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=AcDc%2Fgncht2VKCXPoeBvR01jOyE%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">为了成功打入美国市场，Temu</span><strong style="color: blue;"><span style="color: black;">除了极致低价之外，在流量成本<span style="color: black;">连续</span>走高的<span style="color: black;">状况</span>下，Temu<span style="color: black;">亦</span>毫不吝啬地在社交<span style="color: black;">媒介</span>上开展大规模的营销</span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">据统计，仅在2023年1月，Temu就在Meta的各个平台上投放了大约8900个<span style="color: black;">宣传</span>，推广其超低折扣商品；2月份时，Temu在“美国春晚”超级碗上投放了两个30秒<span style="color: black;">宣传</span>，耗资近1400万美元。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/31b6a39477be49979f692c2cf865c4c7~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=V1uAntbzrHyzZK6%2BuQIS6rEUnR0%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">除此之外，拼多多<span style="color: black;">亦</span>将自己的“砍一刀”玩法复制到了海外。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">除了<span style="color: black;">初期</span>的拉新<span style="color: black;">补助</span>外，Temu的手机App还有“养鱼”游戏，用户邀请<span style="color: black;">伴侣</span>到Temu下单购物后<span style="color: black;">能够</span><span style="color: black;">得到</span>“鱼粮”，等到鱼“收成”后，用户<span style="color: black;">能够</span>换取免费礼物。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">无</span>人能抵挡薅羊毛的魅力，有用户<span style="color: black;">经过</span>玩游戏、拉新250 多人的方式，在 Temu 薅了价值 6000 多美元的礼品（<span style="color: black;">包含</span> 4 台 Switch、1台冰淇淋机和<span style="color: black;">海量</span><span style="color: black;">孩儿</span>衣服和玩具）。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大力出奇迹，在极致低价、病毒营销和大手笔<span style="color: black;">补助</span>下，</span><strong style="color: blue;"><span style="color: black;">Temu在美国市场强势超越了SHEIN。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2月时，Temu在北美立下短期<span style="color: black;">目的</span>：9月之前，<span style="color: black;">最少</span>有1天GMV超过SHEIN。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">有<span style="color: black;">媒介</span>对美国数十亿信用卡和借记卡交易进行分析之后<span style="color: black;">发掘</span>，5月美国用户在Temu的消费支出高出Shein近20%。这<span style="color: black;">寓意</span>着，Temu提前4个月完<span style="color: black;">成为了</span><span style="color: black;">目的</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在攻占北美用户心智的<span style="color: black;">同期</span>，</span><strong style="color: blue;"><span style="color: black;">Temu<span style="color: black;">亦</span>加快了<span style="color: black;">全世界</span>扩张的步伐</span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">近期</span>，Temu上线了日本站点，正式进入亚洲市场。为了吸引用户下单，Temu日本站推出了许多促销活动，<span style="color: black;">例如</span>赠送4800日元的注册优惠券、全场限时免运费等等。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/e9d0e3190a5048eca23e5c4472cbd322~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=1fhaVRJFS98GZyl8pPDw%2FMGpqUs%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">截止</span><span style="color: black;">日前</span>，上线不到一年的Temu，<span style="color: black;">已然</span>23个主流国家和地区都开设了站点，足迹即将遍布<span style="color: black;">全世界</span>。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/d855a67ab0f547ff9a1f36fc71a55db7~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=oL8h0AhySLkwjtwX0oK%2F92HbOCs%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">机遇和<span style="color: black;">危害</span>并存的流量快车</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一路高歌猛进的Temu，像一条鲶鱼<span style="color: black;">同样</span>，搅动着<span style="color: black;">全部</span>跨境电商行业，吸引了一大批跨境卖家加入。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在运营方式上，Temu和<span style="color: black;">初期</span>的SHEIN<span style="color: black;">同样</span>，采取的是类自营的托管模式。卖家负责供货和运送到仓，其余的定价、<span style="color: black;">营销</span>、营收、物流、售后等环节都由平台来负责。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/3db81ac46fa44ded93c4dca92515b355~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=js%2FFb9%2F0bu1DJSO3vDYUwQQaMuA%3D" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">（图源：Temu官网、浙商证券<span style="color: black;">科研</span>所）</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">易操作的托管模式是吸引卖家到Temu开店的一个重要<span style="color: black;">原因</span>，但这<span style="color: black;">亦</span><span style="color: black;">寓意</span>着</span><strong style="color: blue;"><span style="color: black;">卖家对商品<span style="color: black;">无</span>掌控权</span></strong><span style="color: black;">，在Temu极致的低价策略下，利润空间会被压缩。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">Temu有严格的价格审核机制，卖家<span style="color: black;">倘若</span><span style="color: black;">供给</span>跟阿里1688<span style="color: black;">类似</span>的<span style="color: black;">制品</span>，需要给到Temu比1688更低的报价，“让你少的赚几毛，多的就赚<span style="color: black;">一起</span>钱两块钱，不会再多了”。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在5月的时候，Temu推出了</span><strong style="color: blue;"><span style="color: black;">全新的同款竞价规则</span></strong><span style="color: black;">：每周进行一次同款商品竞价，同款中价低者胜出，竞价失败的商品将被平台限制备货与上新。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">对卖家<span style="color: black;">来讲</span>，<span style="color: black;">倘若</span>不接受降价，将面临着<span style="color: black;">制品</span>积压或被退回的惨淡局面；<span style="color: black;">倘若</span>接受降价，将进一步降低本就微薄的利润空间。<span style="color: black;">因此呢</span>，新的竞价规则一出，有大批中小卖家<span style="color: black;">选取</span>了清货退场。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">而从另一个<span style="color: black;">方向</span>来看，同款竞价规则的上线，相当于是Temu对卖家的一次筛选，<span style="color: black;">咱们</span><span style="color: black;">能够</span>更加清楚地<span style="color: black;">认识</span>到，</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">那些</span>类型的商家更适合在平台<span style="color: black;">存活</span></span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">首要</span>毋庸置疑的，有着强大供应链能力，能够给到最低价靠薄利多销<span style="color: black;">挣钱</span>的</span><strong style="color: blue;"><span style="color: black;">工厂型卖家是Temu<span style="color: black;">重点</span>的<span style="color: black;">目的</span>客户</span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">还有一种，则是有</span><strong style="color: blue;"><span style="color: black;">差异化货品<span style="color: black;">优良</span>的卖家，</span></strong><span style="color: black;">“<span style="color: black;">倘若</span>（店铺）<span style="color: black;">制品</span>有<span style="color: black;">表率</span>性，平台<span style="color: black;">亦</span>不会跟你搞得太尴尬，我<span style="color: black;">能够</span><span style="color: black;">选取</span>不降价，他<span style="color: black;">亦</span>不会轻易退货。”</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">同款和爆款商品会被卷进低价竞争中，流量<span style="color: black;">亦</span>会被分流，<span style="color: black;">倘若</span>卖家能够在<span style="color: black;">制品</span>上打出差异化，<span style="color: black;">那样</span>就<span style="color: black;">能够</span><span style="color: black;">把握</span><span style="color: black;">更加多</span>的主动权。而这就需要卖家具备独家生产力，<span style="color: black;">或</span>是在选品上有<span style="color: black;">必定</span>的策略。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">但要<span style="color: black;">重视</span>的是，在进一步压低价格的<span style="color: black;">同期</span>，为了<span style="color: black;">加强</span><span style="color: black;">制品</span>品质和服务标准，</span><strong style="color: blue;"><span style="color: black;">Temu<span style="color: black;">亦</span><span style="color: black;">起始</span>收紧质检政策</span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">从3月<span style="color: black;">起始</span>，Temu的质检制度变得更加严格，曾有卖家反馈<span style="color: black;">叫作</span>，可能<span style="color: black;">制品</span>有一点污渍<span style="color: black;">或</span>小小的划痕，就会判定整批退货，并强制<span style="color: black;">需求</span>顺丰到付。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">而在不久前，Temu在商家合同新增一个条款：</span><strong style="color: blue;"><span style="color: black;">Temu对入库商品的退货<span style="color: black;">持有</span><span style="color: black;">最后</span>解释权。</span></strong><span style="color: black;">这<span style="color: black;">寓意</span>着，Temu方面将有权<span style="color: black;">针对</span>储存在仓库内的商家商品进行管理和处置，并且无需再另行<span style="color: black;">通告</span>。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/ca3ca4ef2637425f8b82823d80216af3~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=GKWhCmH5ZJdyEIxH076uF4M305I%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">从长远来看，质检政策的收紧能够倒逼卖家在原料、质检等环节加强规范，从而<span style="color: black;">加强</span>平台的商品质量和服务，<span style="color: black;">保准</span>消费者体验，</span><strong style="color: blue;"><span style="color: black;">有利于平台更健康的发展</span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">然而问题是，“两三块钱的货<span style="color: black;">根据</span>一千块的质量检验”，Temu既要商家让利，又要商家保质，这无疑加大了卖家的经营难度。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">总之，在Temu这辆流量快车上，机遇和<span style="color: black;">危害</span>并存，卖家想要成功掘金并<span style="color: black;">不易</span>。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/b4e09f02a6774bdeb97c91aab5a9ffaa~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=ezYDF5uY77uztos1b8FyUUsX3QU%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">挑战重重</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在Temu高速扩张的<span style="color: black;">同期</span>，<span style="color: black;">咱们</span><span style="color: black;">亦</span>要看到<span style="color: black;">背面</span>隐含的<span style="color: black;">危害</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">首要</span>，</span><strong style="color: blue;"><span style="color: black;">一个健康的平台生态，应该是平台、用户和商家三方共赢</span></strong><span style="color: black;">。而从前文<span style="color: black;">能够</span>看到，<span style="color: black;">日前</span>Temu在买卖双方是失衡的，参考之前国内的“炸店”风波，在<span style="color: black;">保证</span>消费者体验的<span style="color: black;">同期</span>，</span><strong style="color: blue;"><span style="color: black;">Temu<span style="color: black;">亦</span>需要思考<span style="color: black;">怎样</span><span style="color: black;">保证</span>商家的利益</span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">其次，在加速扩张的过程中，Temu的订单量<span style="color: black;">亦</span>急速<span style="color: black;">提升</span>，</span><strong style="color: blue;"><span style="color: black;">这对平台的物流能力提出了更高的<span style="color: black;">需求</span>。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3月中旬，Temu就曾<span style="color: black;">由于</span>订单量上涨过快，相应的物流建设却<span style="color: black;">无</span>跟上而<span style="color: black;">引起</span>全线爆仓，直到近期，<span style="color: black;">非常多</span>卖家为了备货都还需要凌晨蹲点抢库容。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/cc47c29780d54514b60cc7ea52c70b8a~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=oj4ak2A9ojONE1%2BJIlL9HQYlq5I%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">另外</span>，<span style="color: black;">因为</span>跨境电商物流的<span style="color: black;">繁杂</span>性，Temu的物流成本<span style="color: black;">亦</span>高居不下。数据<span style="color: black;">表示</span>，Temu在美国市场每笔订单平均损失30美元，其中，单单是从广州仓库运输一个小包裹到美国，成本就在14美元<span style="color: black;">上下</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">基于此，Temu<span style="color: black;">亦</span><span style="color: black;">起步</span>了海外仓建设，计划在美国东部和西部各建一个仓库，以此改善物流服务和履约成本。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">但放眼<span style="color: black;">全部</span>跨境电商行业，<span style="color: black;">虽然说</span>Temu初生牛犊不怕虎，对SHEIN、亚马逊、速卖通等平台造<span style="color: black;">成为了</span>威胁，<span style="color: black;">然则</span><span style="color: black;">做为</span>出海的“后辈”，</span><strong style="color: blue;"><span style="color: black;">Temu在<span style="color: black;">基本</span><span style="color: black;">设备</span>建设上还是落后了一大截</span></strong><span style="color: black;">。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">例如</span></span><strong style="color: blue;"><span style="color: black;">速卖通</span></strong><span style="color: black;">这几年在加速建设海外仓的<span style="color: black;">同期</span>，<span style="color: black;">亦</span>发挥和菜鸟协同的<span style="color: black;">优良</span>，在今年年内进一步推动物流升级，从重点国家市场<span style="color: black;">起始</span>，逐步让跨境包裹实现 5 个工作日送达。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/3f3d0c6f949f471e9989d552c866dbd5~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1722701569&x-signature=2ElH7MDYy8EPt81thmIDa7mlG%2FA%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">而在美国等重点市场监管趋严，关税政策不稳定的<span style="color: black;">状况</span>下，</span><strong style="color: blue;"><span style="color: black;">SHEIN<span style="color: black;">已然</span>从去年<span style="color: black;">起始</span>了多元化供应链管理的<span style="color: black;">办法</span></span></strong><span style="color: black;">，<span style="color: black;">包含</span>推进开放平台模式吸引当地卖家入驻、在当地市场投资建厂等等。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">综合来看，<span style="color: black;">日前</span>Temu依然<span style="color: black;">处在</span>培养用户心智<span style="color: black;">周期</span>，大手笔<span style="color: black;">补助</span>依旧会继续，短期内在<span style="color: black;">全世界</span>市场<span style="color: black;">亦</span>会继续狂飙，但狂飙的<span style="color: black;">同期</span>，<span style="color: black;">亦</span>要思考<span style="color: black;">怎样</span><span style="color: black;">处理</span>平台治理、物流等<span style="color: black;">困难</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">作者 | 李迎</span></span></p>
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