318嘉年华 | 出海正当时！中国汽配企业怎么样实现跨境出海？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><a style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3CVSxBATiaOJibic2n33PoG5VuucPCqT1zQkjT8icUMswsmibwjfkz0xAAicQ/640?wx_fmt=png&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></a></strong></span></strong></p><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3ugSfIPwTibSeCxYibFRyicRVIoibnwUmMJticQfMakyYPSwIUYiccNPGBHWQ/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;">导读：</strong></span><span style="color: black;">近年来，中国汽配正在走向世界。尤其是随着国内汽配市场<span style="color: black;">逐步</span>饱和，国内汽配<span style="color: black;">制品</span><span style="color: black;">海量</span>出海，<span style="color: black;">更加多</span>的国内汽配从业者<span style="color: black;">期盼</span>在海外寻求到新的机会。</span><span style="color: black;">在第二届汽配嘉年华同期举办的论坛活动中，围绕“<span style="color: black;">中国汽配企业<span style="color: black;">怎样</span>实现跨境出海</span>”这一主题，由聚汽网创始人兼总编辑付小军担任主持，邀请到一山企业董事长陈宏谋、广州贝偲特汽车零部件有限<span style="color: black;">机构</span>总经理唐艳、广州艾玛乐贸易有限<span style="color: black;">机构</span>总经理廖潇波、eBay 大中华区商务拓展经理蔡浩志、TecAlliance 泰案联 中国区<span style="color: black;">营销</span>负责人刘海英、莫斯科天雅国际汽车·汽配中心副总经理赵永杰、阿里巴巴国际站汽摩配及整车行业专家冼伟超，嘉宾们分享了各自的真知灼见。</span><span style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/O9biaSIYzoLnwAszKDcuHdB4uf1m0hgLTDMZ5GkiapPvEqlTxpKXX9sKfGgg08ejQOmwYa6B9s9KdicqdOnrvv7ZQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;"><span style="color: black;">大众</span>好，我是聚汽网付小军。本场圆桌，<span style="color: black;">咱们</span>重点聚焦中国汽配企业<span style="color: black;">怎样</span>出海。在展开<span style="color: black;">专题</span>之前，<span style="color: black;">咱们</span>先来<span style="color: black;">瞧瞧</span></span><span style="color: black;">近几年<span style="color: black;">为何</span>越来越多的企业<span style="color: black;">选取</span>走出国门？<span style="color: black;">重点</span>有以下几个<span style="color: black;">原由</span>：</span>1）国内市场这几年非常卷，盈利水平比以前差很大一截；2）<span style="color: black;">不但</span>是盈利<span style="color: black;">无</span>以前好，还要<span style="color: black;">海量</span>的铺货投入，服务<span style="color: black;">花费</span>，型号多，批量少；3）<span style="color: black;">非常多</span>企业在前几年<span style="color: black;">累积</span>中，内实力得到成长，<span style="color: black;">能够</span>出去<span style="color: black;">瞧瞧</span>；4）看到周边许多企业在外贸做得很好，<span style="color: black;">亦</span>想出去<span style="color: black;">瞧瞧</span>；5）国外许多国家<span style="color: black;">无</span>汽车报废，汽车生命周期长，汽车零部件生命周期<span style="color: black;">亦</span>长，机会大；6）还有非常关键的是，这些年国家实施的一带一路，东南亚<span style="color: black;">非常多</span>国家对中国的友好；……<span style="color: black;">接下来，请每位嘉宾分享<span style="color: black;">有些</span>这几年走出国门做生意的感受和服务企业的感受。首先有请陈总。</span><span style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3mrvN7Qw3Z9lm1Y8kv9nNOhJBCO35Ur4JWEanAff7pqmuRk2NIZVRFA/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">陈宏谋：</span></strong></span><span style="color: black;"><span style="color: black;">能够</span>预见，出海之路<span style="color: black;">必定</span>会越来越拥挤。企业要出海，<span style="color: black;">首要</span>要确定的<span style="color: black;">便是</span>定位，</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">知道</span>企业要往哪里走，原点市场在哪里</span></strong><span style="color: black;">。<span style="color: black;">这里</span><span style="color: black;">基本</span>上，要有专业的团队来负责运营企业出海<span style="color: black;">关联</span>事宜。</span><span style="color: black;"><span style="color: black;">另一</span>，出海之路<span style="color: black;">必定</span>是要聚焦</span><span style="color: black;">“Made in China”</span><span style="color: black;">，</span><span style="color: black;">要<span style="color: black;">创立</span>品牌概念</span><span style="color: black;">。当然，无论到哪个国家，安全经营<span style="color: black;">必定</span>是<span style="color: black;">第1</span>位。第二个，关于交付。企业出海从拓客、宣传，到最后快速地交付才算是完成。还有一点，</span><span style="color: black;">出海<span style="color: black;">必定</span>是要推动业务员本地化，仓储前置化</span><span style="color: black;">。</span><span style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3As4vHSI7w3jvZlCIcKweNRicLlACvWAiaPiciaGBRJqWAY1ERpRWaHqlMw/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;">付小军：</strong></span><span style="color: black;">一山以前只做国内市场，<span style="color: black;">此刻</span><span style="color: black;">经过</span>出海又取得了新的增长。原来出海<span style="color: black;">咱们</span>是<span style="color: black;">经过</span>参加<span style="color: black;">全世界</span>性的展会，<span style="color: black;">此刻</span>想要做好国外市场还需要本地化的运营团队和做好本地仓储建设。</span><span style="color: black;">唐总，贝偲特是<span style="color: black;">全世界</span>高端性车型<span style="color: black;">制品</span>供应链，这几年在<span style="color: black;">制品</span>品牌方面不遗余力地做<span style="color: black;">提高</span>，在中国<span style="color: black;">亦</span>与100多家零部件工厂<span style="color: black;">创立</span>了合作，<span style="color: black;">持有</span>自己的品牌和100多个售后服务网点，<span style="color: black;"><span style="color: black;">那样</span>在出海方面，你有什么样的感受？成果<span style="color: black;">怎样</span>？</span></span><span style="color: black;"><strong style="color: blue;">唐艳：</strong></span><span style="color: black;">从<span style="color: black;">全部</span>国内外形势和市场趋势来看，出海是企业的必经之路。<span style="color: black;">日前</span>，<span style="color: black;">咱们</span><span style="color: black;">已然</span>具备了强大的<span style="color: black;">制品</span>力。中国工业<span style="color: black;">已然</span>到了5.0的迭代，中国制造向智能化、现代化发展，无论是技术还是设备，较以前<span style="color: black;">已然</span>不可同日而语。我认为</span><span style="color: black;">强大的</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">制品</span>力</span></strong><span style="color: black;">是支撑<span style="color: black;">咱们</span>走出国门，走向世界最有力的支点之一</span><span style="color: black;">。</span><span style="color: black;">第二个是</span><strong style="color: blue;"><span style="color: black;">服务力</span></strong><span style="color: black;">。像零零汽、eBay、阿里巴巴国际站，泰案联等等这些同行，<span style="color: black;">她们</span>在<span style="color: black;">持续</span>地完善系统，完善工具，完善数据等等。为的是让配件商能够更快速、更<span style="color: black;">方便</span>地服务客户，服务市场，这<span style="color: black;">亦</span>是强有力的支撑点之一。</span><span style="color: black;">第三个是</span><strong style="color: blue;"><span style="color: black;">品牌力</span></strong><span style="color: black;">。这么<span style="color: black;">数年</span>来，贝偲特都是<span style="color: black;">经过</span>品牌传递<span style="color: black;">咱们</span>的服务力，<span style="color: black;">经过</span>品牌来输出“Made in China”这一高质量<span style="color: black;">制品</span>体系。</span><span style="color: black;">第四个是<span style="color: black;">咱们</span></span><strong style="color: blue;"><span style="color: black;">配件人身上勤劳、朴实的特质</span></strong><span style="color: black;">。<span style="color: black;">同期</span><span style="color: black;">咱们</span><span style="color: black;">亦</span>好学，愿意走出去，探索不<span style="color: black;">同样</span>的发展路径。<span style="color: black;">因此</span><span style="color: black;">咱们</span>对团队<span style="color: black;">亦</span>提出了更高的<span style="color: black;">需求</span>，要多维度的去对团队进行<span style="color: black;">提高</span>。</span><span style="color: black;"><span style="color: black;">亦</span>是基于上面<span style="color: black;">说到</span>的这些<span style="color: black;">优良</span>，让<span style="color: black;">咱们</span>的<span style="color: black;">制品</span>能够走向世界<span style="color: black;">每一个</span>角落，我觉得这是让一代配件人感到骄傲的事情。</span><span style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3bMqOOCCq6apibgIvQCAzDJKodHoJCEB69fepQicYiaibLPU7ria5rQOxS1Q/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">廖总，您<span style="color: black;">亦</span>是近几年<span style="color: black;">经过</span><span style="color: black;">各样</span>平台把<span style="color: black;">制品</span>出口，请您和<span style="color: black;">大众</span>分享您的<span style="color: black;">有些</span>经验。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">廖潇波：</span></strong></span><span style="color: black;">艾玛乐专注发动机<span style="color: black;">行业</span>长达15年，<span style="color: black;">然则</span>外贸只做了两年半时间，<span style="color: black;">日前</span>外贸的<span style="color: black;">营销</span>额<span style="color: black;">已然</span>超越了国内。为什么能够取得<span style="color: black;">这般</span>的成绩？</span><span style="color: black;"><span style="color: black;">第1</span>点，我<span style="color: black;">自己</span><span style="color: black;">包含</span><span style="color: black;">机构</span>团队都</span><strong style="color: blue;"><span style="color: black;">相信相信的力量</span></strong><span style="color: black;">，<span style="color: black;">咱们</span>有很强的执行力，只要觉得对的事情都愿意去尝试，不会将机会浪费在等待的时间里。</span><span style="color: black;">第二点，<span style="color: black;">咱们</span>对</span><strong style="color: blue;"><span style="color: black;">品牌定位是非常清晰的</span></strong><span style="color: black;">，<span style="color: black;">咱们</span>专注于核心发动机件，客户<span style="color: black;">首要</span>要认可<span style="color: black;">咱们</span>品质，第二是认可品牌，第三是接受价格。</span><span style="color: black;">第三点，<span style="color: black;">咱们</span>的</span><strong style="color: blue;"><span style="color: black;">市场定位<span style="color: black;">亦</span>是清晰<span style="color: black;">知道</span>的</span></strong><span style="color: black;">，<span style="color: black;">咱们</span><span style="color: black;">此刻</span>出口的<span style="color: black;">重点</span>城市是俄罗斯，中美、中东地区<span style="color: black;">亦</span>有，</span><span style="color: black;">三年内<span style="color: black;">咱们</span>会在这些市场的客户做<span style="color: black;">精细</span>的投放</span><span style="color: black;">。</span><span style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3z7YbQdf3OiaVOcFpIzn2ibLD6stKicDGhFO7Ub7bzaG51e2aVEjY1a0WA/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">接下来问一下冼总。<span style="color: black;"><span style="color: black;">第1</span>，这两年中国的汽车零部件出海平台占比有<span style="color: black;">怎么样</span>的比例变化？第二，阿里巴巴国际站服务了<span style="color: black;">各样</span>品类的企业，<span style="color: black;">针对</span>零部件企业出海，要<span style="color: black;">重视</span>什么？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">冼伟超：</span></strong></span><span style="color: black;">从品类来看，<span style="color: black;">咱们</span>在平台上面看到配件和用品<span style="color: black;">日前</span>出口占比是五五开，一半的配件，一半的用品。当然<span style="color: black;">亦</span>有整车，去年整车出口<span style="color: black;">亦</span><span style="color: black;">起始</span>火起来，有非常多的国产车<span style="color: black;">经过</span><span style="color: black;">各样</span>方式卖到海外，从整车来看这是一个新增的市场。</span><span style="color: black;">从平台视角看，<span style="color: black;">为何</span>这两年和过去两年有非常大的变化，很大一个点是</span><span style="color: black;">以前做外贸的形式和<span style="color: black;">此刻</span>做外贸的形式<span style="color: black;">出现</span>了非常大的变化</span><span style="color: black;">。以前的外贸形式是要拿条子、批条子，一个外贸<span style="color: black;">机构</span>接到工厂再去工厂拿货，中间有非常多的环节，<span style="color: black;">才可</span>把一个单子谈成。<span style="color: black;">然则</span>这两年<span style="color: black;">起始</span>，企业有一个很核心的关键点是</span><strong style="color: blue;"><span style="color: black;">手上有现货</span></strong><span style="color: black;">。<span style="color: black;">咱们</span>平台视角来看海外有非常多中小型企业，<span style="color: black;">能够</span>理解为你们境外的同行，<span style="color: black;">她们</span>对现货的<span style="color: black;">需要</span>是非常强的，<span style="color: black;">非常多</span>商家<span style="color: black;">亦</span>是吃了现货这一波红利，<span style="color: black;">由于</span>现货不需要等，<span style="color: black;">能够</span><span style="color: black;">火速</span>速把<span style="color: black;">全部</span>交易完善掉，就像陈总说的，在履约层面是非常关键的，这是<span style="color: black;">第1</span>个点。</span><span style="color: black;">第二个点，<span style="color: black;">倘若</span>一个货到海外去，<span style="color: black;">咱们</span><span style="color: black;">更加多</span>做的是B2B的生意，<span style="color: black;">因此</span>要做到的是<span style="color: black;">帮忙</span>商家，<span style="color: black;">帮忙</span>下游成长，这<span style="color: black;">亦</span>是我看到<span style="color: black;">日前</span>很成功的企业<span style="color: black;">她们</span><span style="color: black;">能够</span>做到的点，</span><span style="color: black;">不仅能够把货卖给你，教你怎么卖，还能帮你把品牌在当地<span style="color: black;">创立</span>起来</span><span style="color: black;">。</span><span style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3meAE9Oiabb2aznxm2SeMGeUK8aYzxujzHdQiaSabK3XHU4fCtguMjjog/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;"><span style="color: black;">蔡总，eBay<span style="color: black;">近期</span>推出的多SKU刊登功能，为<span style="color: black;">全世界</span>卖家带来<span style="color: black;">那些</span>机遇？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">蔡浩志：</span></strong></span><span style="color: black;"><span style="color: black;">实质</span>上，跨境平台有<span style="color: black;">非常多</span>的ERP工具，这些工具<span style="color: black;">亦</span>存在<span style="color: black;">有些</span>不足。<span style="color: black;">例如</span><span style="color: black;">无</span>强大的OE匹配功能，<span style="color: black;">或</span>匹配出来的数据是存在问题的。<span style="color: black;">咱们</span>与泰案联的合作非常紧密，<span style="color: black;">非常多</span>的后台<span style="color: black;">已然</span>打通，实现相互做改换的功能。<span style="color: black;">另一</span>，eBay在美国收购了一家做ERP刊登这方面系统的<span style="color: black;">机构</span>，当<span style="color: black;">咱们</span>把刊登OE码放在上面的时候，就<span style="color: black;">已然</span>有非常全面的数据给到卖家<span style="color: black;">选取</span>，而<span style="color: black;">不消</span>卖家逐条筛选这个OE码对应什么样的车型。<span style="color: black;">亦</span><span style="color: black;">便是</span>说，只要输入号码，右边界面就会<span style="color: black;">显现</span>所有的你所需要的IN号，且这个IN号还<span style="color: black;">能够</span>对应某一款车型。<span style="color: black;">这般</span>一来能够为卖家节省非常多的时间，<span style="color: black;">同期</span><span style="color: black;">亦</span>大大<span style="color: black;">加强</span>了刊登的准确率。相对应的，买家客户搜索的时候<span style="color: black;">亦</span>能够更加的准确，更加<span style="color: black;">精细</span>地找到需要的<span style="color: black;">制品</span>，能够有效避免像<span style="color: black;">制品</span>描述不符，OE码不对等等类似<span style="color: black;">这般</span>的纠纷。</span><span style="color: black;"><span style="color: black;">同期</span>用<span style="color: black;">这般</span>刊登工具做刊登的时候，eBay的后台<span style="color: black;">亦</span>会给到<span style="color: black;">大众</span><span style="color: black;">更加多</span>的流量支持，<span style="color: black;">揭发</span>率会更高，从而<span style="color: black;">亦</span>会<span style="color: black;">增多</span><span style="color: black;">营销</span>的机会。</span><span style="color: black;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/O9biaSIYzoLlfT6UTk7fWiapZWBO10dmF3UAxmKjOFnRuagtzgdDxdTqQf2HeqN4Nc9YZvXDVN0oVBib1Q8Zh8gFw/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;"><span style="color: black;">蔡总，<span style="color: black;">针对</span>企业出海，您有<span style="color: black;">那些</span><span style="color: black;">意见</span>？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">蔡浩志：</span></strong></span><span style="color: black;">做生意不外乎三点——</span><strong style="color: blue;"><span style="color: black;">人、货、场</span></strong><span style="color: black;">。在国内市场，<span style="color: black;">非常多</span>企业做线下<span style="color: black;">途径</span><span style="color: black;">已然</span>“炉火纯青”，<span style="color: black;">然则</span><span style="color: black;">针对</span><span style="color: black;">怎样</span>做跨境电<span style="color: black;">商场</span>务，<span style="color: black;">怎样</span>做2C业务，哪怕是深耕汽配<span style="color: black;">数年</span>的汽配大咖<span style="color: black;">亦</span>觉得<span style="color: black;">非常</span>头痛。<span style="color: black;">因此</span>，在“人”的方面，</span><span style="color: black;">企业要舍得花时间和花精力去培养和打造自己的电商运营团队</span><span style="color: black;">。<span style="color: black;">这儿</span>的运营不只是简单地处理上架下架、客户投诉等等，还要懂得分析某一品类在平台的<span style="color: black;">营销</span>趋势，<span style="color: black;">怎样</span>在平台开拓<span style="color: black;">更加多</span>品类等。</span><span style="color: black;">关于“货”，<span style="color: black;">咱们</span>要思考的是<span style="color: black;">怎样</span>将<span style="color: black;">制品</span>的<span style="color: black;">优良</span>进一步地挖掘加深，并<span style="color: black;">持续</span>扩大，</span><span style="color: black;">要做<span style="color: black;">更加多</span>选品和开品</span><span style="color: black;">。</span><span style="color: black;">关于“场”<span style="color: black;">重点</span><span style="color: black;">包括</span>两方面。<span style="color: black;">第1</span>个是<span style="color: black;">营销</span>场景，eBay本身<span style="color: black;">便是</span>专业的汽配B2C的场景；第二个场<span style="color: black;">指的是</span><span style="color: black;">倘若</span>要做电商出海，有海外仓会更加的方便，不管是时效性<span style="color: black;">亦</span>好，还是客户体验<span style="color: black;">亦</span>好，<span style="color: black;">最后</span>成本核算<span style="color: black;">亦</span>好，都是非常有竞争力的，<span style="color: black;">因此</span>这个“场”<span style="color: black;">亦</span>表<span style="color: black;">此刻</span>做海外仓<span style="color: black;">部署</span>，<span style="color: black;">最少</span>在跨境这块<span style="color: black;">已然</span>踏出了第三步。</span><span style="color: black;">其实还有一点非常重要，那<span style="color: black;">便是</span></span><strong style="color: blue;"><span style="color: black;">数据分析能力</span></strong><span style="color: black;">。这个数据分析能力与前面<span style="color: black;">说到</span>的运营<span style="color: black;">关联</span>。eBay每年都会推出战略品类的<span style="color: black;">名单</span>给到卖家，<span style="color: black;">咱们</span>会将平台在过去一年被客户搜索的这些<span style="color: black;">制品</span>的走量和<span style="color: black;">此刻</span>在国内卖家在卖的<span style="color: black;">制品</span>做一个交叉对比，会筛选出来搜索量很大，<span style="color: black;">然则</span>国内的卖家卖得很少，<span style="color: black;">乃至</span>是<span style="color: black;">无</span>卖过、忽略掉的<span style="color: black;">制品</span>，<span style="color: black;">咱们</span>每年都会更新这些<span style="color: black;">制品</span><span style="color: black;">名单</span>给到客户。<span style="color: black;">亦</span>是为了让<span style="color: black;">大众</span>能够更加有的放矢，能够更加<span style="color: black;">知道</span>在接下来的一年，<span style="color: black;">咱们</span>应该往哪个方面发展，<span style="color: black;">咱们</span>应该开拓怎么样的品类。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">刘总，<span style="color: black;">咱们</span><span style="color: black;">晓得</span>数据是贯穿<span style="color: black;">制品</span>跨境海外<span style="color: black;">营销</span>，海外建仓，海外建<span style="color: black;">机构</span>核心的经营要素，数据不对，<span style="color: black;">奋斗</span>白费。<span style="color: black;">泰案联是一家<span style="color: black;">全世界</span>知名数据服务商，在OE数据、即时数据处理、退货理赔便利性、维修及保养数据层面都有<span style="color: black;">优良</span>，能<span style="color: black;">详细</span>展开来讲吗？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">刘海英：</span></strong></span><span style="color: black;">泰案联中国（TecAlliance）于 1994 年成立，迄今已有30年历史。泰案联致力于为汽车售后市场<span style="color: black;">供给</span>标准化的数据及数据标准化服务，<span style="color: black;">日前</span>，泰案联的服务<span style="color: black;">重点</span><span style="color: black;">包括</span>以下几大板块：</span><span style="color: black;"><span style="color: black;">第1</span>个，</span><strong style="color: blue;"><span style="color: black;">TecDoc<span style="color: black;">全世界</span>目录</span></strong><span style="color: black;">。这个<span style="color: black;">制品</span><span style="color: black;">重点</span>针对的是品牌商与贸易商，<span style="color: black;">同期</span><span style="color: black;">协同</span>这个<span style="color: black;">制品</span>的还有一个完整的OE零件数据库，能够<span style="color: black;">帮忙</span>零部件制造商和贸易商快速地开拓本土及海外市场，<span style="color: black;">第1</span>时间将<span style="color: black;">制品</span>推向<span style="color: black;">目的</span>市场及客户。</span><span style="color: black;">第二个，</span><strong style="color: blue;"><span style="color: black;">TecCom一站式供应链平台管理系统</span></strong><span style="color: black;">。这个产品<span style="color: black;">能够</span><span style="color: black;">帮忙</span>客户减少退换货流程，<span style="color: black;">加强</span>整体效率，优化沟通，实时同步信息，使信息更加透明化。</span><span style="color: black;">第三个是</span><strong style="color: blue;"><span style="color: black;">TecRMI</span></strong><span style="color: black;">维修保养信息，维修保养记录和历史周期，<span style="color: black;">经过</span>数据<span style="color: black;">大众</span><span style="color: black;">能够</span><span style="color: black;">晓得</span>自己的<span style="color: black;">制品</span>在退换货过程中、在维修过程中应该<span style="color: black;">重视</span><span style="color: black;">那些</span>，对<span style="color: black;">全部</span><span style="color: black;">机构</span>降本增效<span style="color: black;">供给</span>很大的<span style="color: black;">帮忙</span>。</span><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;"><span style="color: black;">这几年<span style="color: black;">咱们</span>国内的零部件出海<span style="color: black;">运用</span>数据比例增长有什么样的变化？</span></span><span style="color: black;">刘海英：受国家“一带一路”倡议的影响，疫情后出海的配件企业越来越多，<span style="color: black;">咱们</span><span style="color: black;">亦</span>与越来越多的厂家<span style="color: black;">伴侣</span><span style="color: black;">创立</span>了合作。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">卖家<span style="color: black;">倘若</span>想实现高质量的跨境出海，除了需要具备数据分析能力，人货场组织能力，团队的运营能力<span style="color: black;">亦</span>是<span style="color: black;">非常多</span>企业正面临的<span style="color: black;">困难</span>。<span style="color: black;">针对这块冼总您有什么样的机制，能够<span style="color: black;">帮忙</span>企业<span style="color: black;">提高</span>团队运营能力？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">冼伟超：</span></strong></span><span style="color: black;">我想从两个方面来进行解答。<span style="color: black;">首要</span>是从运营维度来看，商家从进站到<span style="color: black;">怎样</span>成长起来，<span style="color: black;">咱们</span>有一套完整的服务体系。第二，<span style="color: black;">非常多</span>商家<span style="color: black;">期盼</span><span style="color: black;">自己</span>能够具备运营能力，<span style="color: black;">咱们</span><span style="color: black;">亦</span>会辅导运营人员、<span style="color: black;">包含</span>老板<span style="color: black;">一块</span>把运营层面做好。第三，<span style="color: black;">日前</span><span style="color: black;">非常多</span>的商家<span style="color: black;">期盼</span><span style="color: black;">咱们</span>把<span style="color: black;">更加多</span>运营集中在“货”这个方面，对平台的投放<span style="color: black;">或</span>平台常规运营少管<span style="color: black;">有些</span>，<span style="color: black;">因此</span><span style="color: black;">咱们</span><span style="color: black;">亦</span>推出了</span><strong style="color: blue;"><span style="color: black;">半托管的项目</span></strong><span style="color: black;">，商家<span style="color: black;">能够</span>把<span style="color: black;">更加多</span>精力投在货上面，后面<span style="color: black;">有些</span>平台的履约、揽收，<span style="color: black;">包含</span><span style="color: black;">最后</span>客户售后层面，<span style="color: black;">咱们</span>平台<span style="color: black;">尽可能</span><span style="color: black;">帮忙</span>企业<span style="color: black;">处理</span>掉。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">刚才廖总谈到一点，2023年成绩企业取得了比较好的成绩。<span style="color: black;">您在外贸业务开展过程<span style="color: black;">其中</span>，是借助平台？还是<span style="color: black;">经过</span>自己的团队出去？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">廖潇波：</span></strong></span><span style="color: black;">在疫情<span style="color: black;">时期</span>，国人出不去，老外无法进入，<span style="color: black;">咱们</span>在这个时期借助阿里平台，<span style="color: black;">亦</span><span style="color: black;">便是</span>流量最好的时候进入国外市场，<span style="color: black;">亦</span>在这个过程中<span style="color: black;">持续</span>学习，招人，组建起专业的团队。这个过程中招人是最困难的，当<span style="color: black;">咱们</span>突破这一关卡之后，<span style="color: black;">咱们</span><span style="color: black;">亦</span><span style="color: black;">得到</span>了更大的成长与更好的成绩。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">你认为俄罗斯市场好做还是哪个市场好做？</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">廖潇波：</span></strong></span><span style="color: black;"><span style="color: black;">全世界</span>市场很大，但我<span style="color: black;">此刻</span>有效的精力可能更倾向于和中国关系好的国家。<span style="color: black;">例如</span>俄罗斯对<span style="color: black;">咱们</span><span style="color: black;">来讲</span>是一个机会，我<span style="color: black;">爱好</span>和关系好的人做<span style="color: black;">伴侣</span>，我<span style="color: black;">爱好</span>和关系好的人做生意。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;"><span style="color: black;">唐总，您认为怎么能够快速把<span style="color: black;">制品</span>卖到国外，并且卖得很好？<span style="color: black;">重点</span>依靠的是平台还是团队？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">唐艳：</span></strong></span><span style="color: black;">既有团队，<span style="color: black;">亦</span>有借助平台。从贝偲特品牌本身<span style="color: black;">来讲</span>，品牌经历了<span style="color: black;">必定</span>的沉淀，<span style="color: black;">因此</span>会有比较多老客户的<span style="color: black;">累积</span>，<span style="color: black;">亦</span>会有老客户的转介绍。只要能够满足客户<span style="color: black;">需要</span>，不管是借助平台<span style="color: black;">亦</span>好，还是发挥团队的力量<span style="color: black;">亦</span>好，<span style="color: black;">咱们</span>都会不遗余力地去服务好客户，满足客户的<span style="color: black;">需要</span>。</span><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;"><span style="color: black;">陈总，过去一年一山出海<span style="color: black;">其中</span>六成是自主品牌，<span style="color: black;">便是</span>一山自己的品牌出海到国外，其他更<span style="color: black;">大都是</span>原厂件出去的，自主品牌<span style="color: black;">提升</span>的空间难度在哪里？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">陈宏谋：</span></strong></span><span style="color: black;"><span style="color: black;">咱们</span>在国内经营自主品牌这么<span style="color: black;">数年</span>，无论是品控还是上下游供应链都是相对成熟的。<span style="color: black;">咱们</span>要出海，面临的问题是在出海国家宣传和传播的问题。每次去海外参展，<span style="color: black;">咱们</span>都会跑完7—8个国家，对当地市场进行考察和调研。<span style="color: black;">咱们</span><span style="color: black;">亦</span>非常聚焦，只做2B的客户，与具备<span style="color: black;">必定</span>备货能力、<span style="color: black;">途径</span>能力的<span style="color: black;">作为</span>合作伙伴。</span><strong style="color: blue;"><span style="color: black;">一山在海外市场，追求的是一个国家一个代理</span></strong><span style="color: black;">，<span style="color: black;">亦</span>不追求<span style="color: black;">更加多</span>的合作伙伴，<span style="color: black;">因此</span><span style="color: black;">咱们</span>与客户<span style="color: black;">亦</span>是相互成全和相互成长的。</span><span style="color: black;">再一个关于自主品牌，</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">咱们</span>强调交付能力和符合当地<span style="color: black;">需要</span></span></strong><span style="color: black;">，当你的交付能够领先一步，我觉得这就能够<span style="color: black;">处理</span>问题的90%。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;"><span style="color: black;">接下来想问一下刘海英刘总，<span style="color: black;">近期</span>国内的零部件工厂到墨西哥、东南亚等来设立工厂，以应对零部件关税等政策的影响，你对这个问题有什么看法？</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">刘海英：</span></strong></span><span style="color: black;">近年来，受到关税的影响，<span style="color: black;">非常多</span>的零部件企业<span style="color: black;">选取</span>到东南亚设厂。在这个环节中，泰案联<span style="color: black;">能够</span>为这些企业<span style="color: black;">供给</span><span style="color: black;">非常多</span>的数据服务。无论是出口到北美还是墨西哥，又<span style="color: black;">或</span>是其他市场，都需要<span style="color: black;">晓得</span>企业<span style="color: black;">日前</span>生产的<span style="color: black;">制品</span>在当地市场适配的是什么车型，<span style="color: black;">这般</span><span style="color: black;">才可</span>准确地推广给自己的客户。<span style="color: black;">因此</span>泰案联在<span style="color: black;">全世界</span>化数据服务中，<span style="color: black;">首要</span>是<span style="color: black;">帮忙</span>客户找准自己的<span style="color: black;">制品</span>定位，<span style="color: black;">晓得</span><span style="color: black;">制品</span>覆盖率是多少，应该进入什么市场，进入之后<span style="color: black;">怎样</span>做<span style="color: black;">制品</span><span style="color: black;">研发</span>等等。</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">针对</span>工厂<span style="color: black;">或</span>贸易商<span style="color: black;">来讲</span>，<span style="color: black;">必定</span>要有主动的精神去服务海外的客户，而不是被动地去接受。</span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">莫斯科天雅汽配城B区在今年6月份要开业，赵总，你们有<span style="color: black;">无</span>好的政策，让这些人到俄罗斯莫斯科去考察，去看一看？</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">赵永杰：</span></strong></span><span style="color: black;">世界很大，市场<span style="color: black;">亦</span>很大，<span style="color: black;">倘若</span>有机会，<span style="color: black;">大众</span><span style="color: black;">必定</span>要去海外市场走一走看一看，眼见为实。莫斯科这个项目我在演讲中<span style="color: black;">亦</span>和<span style="color: black;">大众</span>分享了一个报价表，这个<span style="color: black;">地区</span>的租金其实是非常<span style="color: black;">优惠</span>的。</span><span style="color: black;">在当地<span style="color: black;">倘若</span>纯粹是做仓储，库房出租大概<span style="color: black;">每日</span>每平方米成本是15元人民币</span><span style="color: black;">。<span style="color: black;">咱们</span>想用两到三年时间培养一个欣欣向荣的产业，助力<span style="color: black;">大众</span>能够在当地稳定下来，能够赚到钱。<span style="color: black;">日前</span>，<span style="color: black;">咱们</span>给到<span style="color: black;">大众</span>的库房租金是5.33元/天/平方米。那个国家流通行业尤其生活资料附加值都比较高，毛利率比较高。我<span style="color: black;">亦</span>采访了当地的<span style="color: black;">有些</span>中国企业，<span style="color: black;">大众</span><span style="color: black;">广泛</span>认为当地的生意是好做的，<span style="color: black;">亦</span>还有<span style="color: black;">非常多</span>的机会等待挖掘。</span><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">最后有两个问题，嘉宾们<span style="color: black;">能够</span><span style="color: black;">选取</span>一个进行总结性回答。<span style="color: black;">第1</span>个问题是对<span style="color: black;">哪些</span>准备做跨境出海的企业有什么建议？第二个问题是对正在做跨境出海的企业有什么<span style="color: black;">意见</span>？</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">陈宏谋：</span></strong></span><span style="color: black;">出海是<span style="color: black;">长时间</span>主义，要面对的<span style="color: black;">困难</span>有<span style="color: black;">非常多</span>，<span style="color: black;">咱们</span>要有坚定的信念，要<span style="color: black;">按照</span>节奏推进，走得稳一点。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">唐艳：</span></strong></span><span style="color: black;">夯实好<span style="color: black;">基本</span>，尽管<span style="color: black;">此刻</span>市场很难，<span style="color: black;">然则</span><span style="color: black;">咱们</span><span style="color: black;">亦</span>依然在艰难向前，<span style="color: black;">因此</span><span style="color: black;">倘若</span>想做就把各方面都<span style="color: black;">提高</span>好，<span style="color: black;">提高</span>好团队的承接能力，想做就去做。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">廖潇波：</span></strong></span><span style="color: black;"><span style="color: black;">咱们</span>相信相信的力量，市场很大，<span style="color: black;">然则</span>不要等待，既然<span style="color: black;">选取</span>相信你就去做，不要把机会和激情浪费在等待上面。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">冼伟超：</span></strong></span><span style="color: black;">除了相信，还有很重要的一点是做好企业的战略决策，<span style="color: black;">便是</span>选什么样的国家，用什么样的方式，去触达什么样的客户，这个非常关键。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">蔡浩志：</span></strong></span><span style="color: black;">我想用“三xin三yi”来概括。“三心”<span style="color: black;">包含</span>决心，耐心，以及运营方面所需要的细心。“三yi”中<span style="color: black;">第1</span>个“意”指的是学习的意愿，国内国外是完全不<span style="color: black;">同样</span>的市场，要保持学习的<span style="color: black;">心理</span>；第二个“屹”是<span style="color: black;">意见</span><span style="color: black;">大众</span>把自己的品牌<span style="color: black;">亦</span>好，把自己的主力<span style="color: black;">制品</span>做更加深耕，保持屹立不倒。第三个“异”是要做<span style="color: black;">制品</span>差异化，服务的差异化。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">刘海英</span></strong><span style="color: black;">：</span></span><span style="color: black;"><span style="color: black;">咱们</span>对数据要<span style="color: black;">创立</span>起足够的<span style="color: black;">注重</span>，当企业决定出海，<span style="color: black;">必定</span>要把适配海外市场准确度、专业度、覆盖率做到最好，<span style="color: black;">这般</span>海外客户<span style="color: black;">选取</span>合作的机会<span style="color: black;">亦</span>会更大。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">赵永杰：</span></strong></span><span style="color: black;">春江水暖鸭先知，<span style="color: black;">此刻</span>是机会大于<span style="color: black;">奋斗</span>，心动不如行动！</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">付小军：</span></strong></span><span style="color: black;">感谢台上各位嘉宾带来的精彩分享，我<span style="color: black;">亦</span>有几点想法想和<span style="color: black;">大众</span>分享：</span><span style="color: black;"><span style="color: black;">第1</span>，<span style="color: black;">咱们</span>要问自己，出海是应付当前，还是为了布局<span style="color: black;">将来</span>？</span><span style="color: black;">第二，要<span style="color: black;">知道</span>企业<span style="color: black;">为何</span>出海？是为了应对贸易战，还是把国内淘汰的设备搬到海外建厂？</span><span style="color: black;">第三，要确定企业是出海建厂生产还是出海<span style="color: black;">创立</span>库存。这是一个漫长的规划，<span style="color: black;">区别</span>的规划到海外享受的政策<span style="color: black;">亦</span>是不<span style="color: black;">同样</span>的。</span><span style="color: black;">第四，企业在出海前，<span style="color: black;">必定</span>要做充分的调研工作，这是非常关键的一步。</span><span style="color: black;">第五，企业要主动出击，<span style="color: black;">全世界</span>的市场是巨大的，出海是强者真正与<span style="color: black;">全世界</span>同行同台竞技，让自己变得更加强大。</span><span style="color: black;">第六，退一步<span style="color: black;">亦</span>许海阔天空，<span style="color: black;">倘若</span>欧美市场<span style="color: black;">没法</span>进入，国内内卷又实在卷不动，像中亚、东南亚等地区的市场空间<span style="color: black;">亦</span>是非常广阔的。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">—END—</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a></p><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a><a style="color: black;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></a>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
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