绿森工业品：打造MRO跨境供应链平台的创新之路
作者：沈筱 | 编辑：王与桐
Author: Shen Xiao | Editor: Wang Yutong
近年来，随着我国产品研发和生产制造能力的提升，以及供应链体系的日益完善，海外市场对中国制造的认可度和接受度持续提高。
In recent years, with the improvement of China's product R&D and manufacturing capabilities, as well as the continuous optimization of the supply chain system, overseas markets have shown increasing recognition and acceptance of Chinese manufacturing.
在国内市场进入稳定增长期的背景下，出海成为我国制造业企业寻求新增长的有效途径。据海关总署数据显示，2022年我国货物贸易出口额达23.97万亿元，同比增长10.5%。其中，工业品出口额占比最高，仅机电产品出口额就达13.7万亿元，同比增长3.6%。
Against the backdrop of stable growth in the domestic market, going global has become an effective way for Chinese manufacturing companies to seek new growth. According to data from the General Administration of Customs, China's goods trade exports reached 23.97 trillion yuan in 2022, a year-on-year increase of 10.5%. Among them, industrial products accounted for the highest proportion, with mechanical and electrical products alone reaching 13.7 trillion yuan, up 3.6% year-on-year.
然而，与工业品出海的新兴需求相对应的是，满足这一需求的方式较为传统。相较于丰富多元的跨境零售电商生态，工业品跨境仍处于"幼儿期"，目前主要依赖速卖通、亚马逊等非专业工业品B2B跨境平台和传统贸易商，以及包机办展、组团出海等线下方式。
However, the methods to meet this emerging demand for industrial exports remain relatively traditional. Compared with the rich and diversified cross-border retail e-commerce ecosystem, cross-border industrial products are still in their "infancy", mainly relying on non-professional industrial B2B cross-border platforms such as AliExpress and Amazon, traditional traders, as well as offline methods such as chartering flights for exhibitions and group overseas trips.
在这种背景下，绿森工业品科技（南京）有限公司（以下简称：绿森工业品）选择在既有工业品研发设计业务的基础上，开拓新的业务领域，构建MRO跨境供应链平台。
In this context, Green Forest Industrial Technology (Nanjing) Co., Ltd. (hereinafter referred to as Green Forest Industrial) chose to expand new business areas on the basis of its existing industrial product R&D and design business, building an MRO cross-border supply chain platform.
创新业务模式
Innovative Business Model
绿森工业品成立于2020年。与国内现有的跨境B2B平台不同，绿森工业品以集成供应商的身份，为"一带一路"沿线、俄语系和拉美等海外的发展中国家工业企业，提供集工业品研发设计、跨境一站式采购和技术、工程服务为一体的综合解决方案。
Green Forest Industrial was established in 2020. Unlike existing domestic cross-border B2B platforms, Green Forest Industrial serves as an integrated supplier, providing comprehensive solutions that integrate industrial product R&D and design, cross-border one-stop procurement, and technical and engineering services for industrial enterprises in developing countries along the "Belt and Road", Russian-speaking regions, and Latin America.
过去两年里，绿森工业品完成了对原有业务流程的线上化。在获客方式上，公司从最初以线下参加展会、拜访客户为主，辅以谷歌SEO推广，转变为以社交媒体平台等私域营销为主，线下推广为辅。同时，在保留自有商城工业品展示功能的基础上，为部分单品设置了独立站引流。
Over the past two years, Green Forest Industrial has completed the digitalization of its original business processes. In terms of customer acquisition, the company has shifted from primarily offline participation in exhibitions and customer visits, supplemented by Google SEO promotion, to mainly private domain marketing on social media platforms, with offline promotion as a supplement. At the same time, while retaining the industrial product display function of its own mall, it has set up independent site drainage for some single products.
平台运营亮点
Platform Operation Highlights
在产品供应方面，平台交易的工业品逐渐从非标定制化转向标准品和非标品相结合。目前平台上的SKU约为1.5万个，自研产品和标品占比分别达到10%和30%。
In terms of product supply, the industrial products traded on the platform have gradually shifted from non-standard customization to a combination of standard and non-standard products. Currently, there are about 15,000 SKUs on the platform, with self-developed products and standard products accounting for 10% and 30% respectively.
在服务提供方面，2022年公司正式推出了SaaS平台，支持供应商订单管理，并为客户提供询单、支付、报价查询、物流、支付和售后服务等功能。
In terms of service provision, the company officially launched a SaaS platform in 2022, supporting supplier order management and providing customers with functions such as inquiry, payment, quotation inquiry, logistics, payment, and after-sales service.
未来发展规划
Future Development Plans
谈及未来规划，吕宙峰表示，公司将专注于提升产品SKU数量，并通过在特定市场建设海外线下旗舰店和标准品现货仓，提高本地技术服务能力和产品应急供应能力。
Talking about future plans, Lyu Zhoufeng said that the company will focus on increasing the number of product SKUs and improving local technical service capabilities and emergency product supply capabilities by building overseas offline flagship stores and standard product spot warehouses in specific markets.
同时，为了提升平台的供需匹配能力和产品自研能力，绿森工业品将在扩充石化、冶金、钢铁等领域专业技术团队的基础上，逐步引入AI技术。目前，公司已在营销端接入基于大模型的智能客服技术。
At the same time, in order to improve the platform's supply-demand matching capabilities and product self-development capabilities, Green Forest Industrial will gradually introduce AI technology on the basis of expanding professional technical teams in petrochemicals, metallurgy, steel and other fields. Currently, the company has integrated intelligent customer service technology based on large models at the marketing end.
