“朋友圈濾鏡”之下，很多人都覺得，外派出海的科順人，旅途背影瀟灑，工作體驗新奇，令人十分向往。

In the WeChat Moments, many people think that those who are dispatched overseas for work have a carefree travel experience and a novel working experience, which is quite enviable.

9年時間，沿著科順“出海”的航線，港澳大區(qū)負責人梁燁鵬就像一名水手，跟隨“大船”輾轉于東南亞、南亞、西亞的主要城市。粵港澳大灣區(qū)的“熱風”，又讓他駛回熟悉的“家門前”的港灣。

Over 9 years, following the global route of Keshun, Vino Liang, Hong Kong and Macau Regional Sales Manager, has been like a sailor, traveling through major cities in Southeast Asia, South Asia, and West Asia. The development trend of the Guangdong-Hong Kong-Macau Greater Bay Area has brought him back to the familiar harbor.

海外市場開拓

真誠是永遠的“必殺技”

在一些海外客戶看來，中國品牌進軍本土市場，本身就是一場殘酷的爭奪和圍獵。梁燁鵬和團隊發(fā)現(xiàn)，再高利潤的回報、再復雜的打法技巧，都敵不過“真誠”二字。

To some overseas clients, the entry of Chinese brands into local markets is seen as a brutal competition and hunt. Vino and his team discovered that no matter how high the profit margin or how complex the strategies, nothing surpasses the power of sincerity.

“尊重他們，理解他們，成為他們，這是一個本地化過程，也是我們真正融入到這個國家的過程，更是對外貿(mào)易的終點。”

"Respecting them, understanding them, becoming one of them—this is a process of localization and the true integration into the country. It is also the ultimate goal of foreign trade."

“走出去”的過程中，梁燁鵬認為最成功的地方，不是在短期內將業(yè)務體量擴展到多大，也不是本土員工數(shù)量多少，而是真正得到當?shù)乜蛻粽J可，已經(jīng)被當做是他們的“自己人”。

In this process, he believes that the most successful aspect is not how much the business volume has expanded in the short term, nor how many local employees there are, but rather truly gaining recognition from local customers and being considered one of their own.

“科順人與客戶之間的關系，是先有感情基礎，再建立生意合作。很多客戶說，我們‘不官方’、不強勢、不會強加已見，處事風格更親切，更尊重他們，跟其他品牌商不一樣。”

"The relationship between Keshun and its clients is built on an emotional foundation before establishing business cooperation. Many clients say we are free of bureaucratic jargon, not domineering, nor imposing, with a more approachable style that respects them, unlike other brands."

在長年交往中，雙方是戰(zhàn)友，也是朋友，一起經(jīng)歷過攻略市場的緊張時刻，也有過許多推心置腹的日常相處。

Over the years, both parties have become comrades and friends, having experienced tense moments in market strategies and many heart-to-heart daily interactions.

“我們和客戶之間已經(jīng)超越一般的合作關系，彼此間是很親密的，我們就是他們的一份子，生活上互相支持，工作上互相幫助。這是一種‘融入’的感覺。”梁燁鵬說。

"Our relationship with clients goes beyond a typical business partnership; we are very close. We are part of their family, supporting each other in life and work. This is a sense of integration," says Vino.

有時出差到國外，當?shù)乜蛻舨粌H主動邀請他和同事住進自己的房子，還將車子借給他們代步。這樣的合作情誼，至今還在科順人之間傳頌。

Sometimes when traveling abroad, local clients not only invite him and his colleagues to stay at their homes but also lend them their cars for transportation. Such cooperative camaraderie continues to be passed down among Keshun to this day.

這兩年，梁燁鵬跟隨海外戰(zhàn)略步伐，再度回歸“家門前”，面對粵港澳大灣區(qū)前所未有的融合速度和發(fā)展活力，帶領團隊深耕開拓港澳地區(qū)市場。

In the past two years, Vino has followed the overseas strategy and returned to his hometown again. Facing the unprecedented integration speed and development vitality of the Guangdong-Hong Kong-Macau Greater Bay Area, he leads his team to deeply cultivate and explore the markets in Hong Kong and Macau.

港澳地區(qū)背靠祖國、聯(lián)通世界。自由便利的營商環(huán)境、高度完善的交通網(wǎng)絡、多元并存的文化土壤，讓這片土地充滿著國際金融、航運、貿(mào)易中心的熱力。

The Hong Kong and Macau regions, backed by mainland of China and connected to the world, boast a free and convenient business environment, a highly developed transportation network, and a diverse cultural landscape. This makes the region brimming with the dynamism of international finance, shipping, and trade centers.

這里是國際企業(yè)進入大灣區(qū)市場的橋梁，也是大灣區(qū)企業(yè)發(fā)展海外市場的重要門戶。

This area serves as a bridge for international enterprises entering the Greater Bay Area market and an important gateway for Greater Bay Area companies expanding into overseas markets.

2019年，科順股份香港子公司正式成立，在屬地化運營上邁出重要一步。

In 2019, Keshun officially established its Hong Kong subsidiary, marking an important step in localization operations.

“港澳兩地的建設標準化程度高，市場準入門檻很高。當我們決心打開港澳市場，就已說明我們自身已完全配備進入市場的能力，擁有充足的資源儲備和開發(fā)條件。加之粵港澳大灣區(qū)的利好持續(xù)加碼，‘家門口’的生意將會越做越旺！”

"The construction standardization levels in Hong Kong and Macau are high, and market entry barriers are significant. When we decided to enter the Hong Kong and Macau markets, it indicated that we were fully equipped with the capabilities to enter these markets, possessing ample resources and development conditions. Coupled with the continuous favorable policies of the Guangdong-Hong Kong-Macau Greater Bay Area, business in this region will become increasingly prosperous!"

香港市場流行英國標準，主要推行建筑師負責制，同時正在建立自己的地區(qū)標準；澳門市場執(zhí)行ISO、ASTM、JIS等國際標準，對國標接受度也相對較高。這些地區(qū)對建筑的設計方案、產(chǎn)品質量、防水施工、壽命周期等，都有非常嚴格的規(guī)范。

The Hong Kong market follows British standards, mainly implementing an Architect Responsibility System while establishing its own regional standards; the Macau market adheres to international standards such as ISO, ASTM, JIS, and has a relatively high acceptance of national standards. These regions have very strict regulations on architectural design schemes, product quality, waterproof construction, and lifecycle.

“公司堅持質量至上，我們對外推廣產(chǎn)品方案，自然是信心十足。相較于國際高端防水品牌，科順產(chǎn)品無論在材料性能還是使用效果，都不比國際競品差，甚至在某些質量指標上，已經(jīng)超越國外廠家。”梁燁鵬說。

"We adhere to a quality-first philosophy, so naturally, we are full of confidence when promoting our product solutions. Compared to high-end international brands, Keshun's products are not inferior in material performance or application effects, and in some quality indicators, they even surpass foreign manufacturers," says Vino.

2023年，港澳兩地的混凝土維修及防水協(xié)會前往科順總部，共同交流中國大陸和港澳地區(qū)的建筑防水特色和產(chǎn)業(yè)發(fā)展現(xiàn)狀。梁燁鵬帶著商務運營、技術團隊，與港澳防水同行“取經(jīng)問策”。

In 2023, Hong Kong and Macau Concrete Repair and Waterproofing Associations visited Keshun's headquarters to exchange insights on construction waterproofing features and industry development statuses in mainland of China, Hong Kong, and Macau. Vino, along with the business operations and technical teams, sought advice and strategies from these counterparts.

“不同地區(qū)有不同的防水習慣、應用環(huán)境、標準要求等，而我們總是能快速滿足客戶需求。”針對當?shù)匦陆ê托蘅樖袌鲂枨?，海外團隊聯(lián)合產(chǎn)品、研發(fā)部門，定制符合當?shù)厥袌龅姆浪a(chǎn)品。

"Different regions have different waterproofing habits, application environments, standard requirements, etc., and we can always quickly meet customer demands." To address new construction and renovation market needs, the overseas team collaborates with the product and R&D departments to customize waterproofing products suited to the local market."

TPO、PVC高分子防水卷材，聚脲防水涂料、丙烯酸防水涂料等新產(chǎn)品，金屬屋面防水解決方案、一站式建筑修繕服務方案、地坪系統(tǒng)、雨水管理系統(tǒng)等，已經(jīng)獲得越來越多當?shù)乜蛻粽J可。

TPO, PVC high-polymer waterproof membranes, polyurea waterproof coatings, acrylic waterproof coatings, metal roof waterproofing systems, one-stop repair service solutions, industrial flooring systems, rainwater management systems and other products, have gained increasing recognition from local customers.

到目前為止，科順股份已先后服務了香港國際機場、香港葵涌貨柜碼頭、澳門大橋、銀河酒店等知名建筑工程。香港新鴻基地產(chǎn)全資發(fā)展的大灣區(qū)全新項目——廣州環(huán)球貿(mào)易廣場，也選擇科順股份承包防水雙包工程。

To date, Keshun served well-known construction projects such as the Hong Kong International Airport, the Kwai Chung Container Terminal in Hong Kong, the Macau Bridge, and the Galaxy Hotel. The Guangzhou International Commerce Center, a new project in the Greater Bay Area fully developed by Sun Hung Kai Properties, also chose Keshun to undertake waterproofing materials and construction projects.

從房屋住宅，到市政項目、修繕補漏、建筑加固、地坪系統(tǒng)等，科順品牌在港澳地區(qū)的認知度越來越高，市場開拓也越來越順利。

From residential housing to municipal projects, repairs and leakage fixes, building reinforcement, and flooring systems, the Keshun brand is increasingly recognized in the Hong Kong and Macau regions, and market development is becoming smoother.

駛入海外市場，每個人都是出海“舵手”，專業(yè)素質就是手中最靠譜的“航海羅盤”。

Venturing into overseas markets, everyone is a helmsman at sea, with professional quality being the most reliable compass in hand.

從基礎的產(chǎn)品參數(shù)、工法用量、施工方法，到當?shù)厝宋姆▌t、社會規(guī)范、法規(guī)條例等，海外銷售人員都要有所涉獵。在市場競爭的千錘百煉下，海外團隊也磨煉出了優(yōu)勝同行的專業(yè)綜合能力。

From basic product parameters, application rates, and construction methods to local cultural norms, social standards, regulations, and ordinances, overseas sales personnel must have a broad understanding. Through the tempering of market competition, the overseas team has honed a superior professional comprehensive ability compared to their peers.

“以我自身經(jīng)歷來說，早期我從市場專員轉型到銷售崗位，接手柬埔寨市場業(yè)務，從商務談判開始，一直到法務、稅務、財務，再到倉儲物流管理、項目現(xiàn)場調配等等，都是需要學習掌握。在我們的團隊里，甚至有同事能自己繪制施工圖。”梁燁鵬笑著說，“這些能力都是市場逼出來的，也是我們成長得比同行更優(yōu)秀，業(yè)務能力更專業(yè)、更全面的地方。”

"Speaking from my own experience, in the early days, I transitioned from a marketing specialist to a sales position and took over the Cambodian market. From business negotiations to legal affairs, taxation, finance, warehouse logistics management, field management of construction, and more—all these are areas that need to be learned and mastered. In our team, there are even colleagues who can draw construction design drawings themselves," says Vincent Liang with a smile. "These abilities are driven by the market and are what make us grow to be better than our peers, with more professional and comprehensive expertise.

與海外客戶的長期互信，還建立在一次次高效及時的服務響應上。365天隨時在線，客戶需求及時反饋，服務支持迅速落地，每個區(qū)域負責人靈活使用決策權，快速落地市場部署。

Long-term mutual trust with overseas clients is also built on efficient and timely service responses. Available 365 days a year, customer needs are promptly addressed, service support quickly implemented, and each regional leader flexibly uses their decision-making authority to rapidly deploy market strategies.

“相較于兩三個月才回復一次郵件信息的國外機構，我們公司的響應效率和服務態(tài)度是非常受到認可的。一般來說，如果客戶有需求，讓我們出差到當?shù)靥峁┲С?，我們都能迅速響應；如果遇到比較緊急的情況，今天通知次日抵達，我們也是可以做到的。”

"Compared to foreign institutions that may only respond to email inquiries every two or three months, our company's response efficiency and service attitude are highly recognized. Generally speaking, if a client has a need for us to travel locally to provide support, we can quickly respond; even in more urgent situations where they notify us today and expect arrival the next day, we can make it happen."

如今，以專業(yè)為“羅盤”，以產(chǎn)品為“壓艙石”，乘著時代“熱風”揚帆起航，梁燁鵬和海外團隊“深潛”本地化市場，已經(jīng)成為遠航新大陸的“乘風破浪者”。

Now, guided by professionalism as the compass and product excellence as the ballast, Vino and his overseas team are setting sail with the warm winds of the era. They have become navigators in their deep dive into localized markets, pioneering new continents.

“海闊憑魚躍”，科順“出海”人躍上潮頭，用錨點和坐標勾勒出全球市場的新輪廓，并繼續(xù)憑借勇氣、毅力、智慧，帶領科順品牌駛向更廣闊的遠洋！

As the poem goes, 'The sea is vast for fish to leap,' the overseas team is leading the way in global market expansion. They outline a new contour for the global market and continue to steer the Keshun brand into broader oceans with courage, perseverance, and wisdom!