3 Successful Cases of Overseas Repair Shop Procurement

I. Practical References: 3 Successful Cases of Overseas Repair Shop Procurements

1.1 Case 1: Moscow, Russia Repair Shop — EAC Certification Breakthrough + Multimodal Transport, Zero Customs Clearance Delays

The "Geely Auto Service" repair shop in Moscow, Russia is a professional institution specializing in Geely automobile maintenance, mainly serving Geely models such as Emgrand 7 and Coolray. Before 2023, the repair shop had been purchasing parts through local dealers, facing severe cost and supply issues. Purchasing through local dealers, the parts price was 40% higher than the ex-factory price, and there were frequent parts shortages, especially in winter. Due to Russia's harsh cold climate, the demand for engine parts surged, but the supply was often interrupted.

Sergey, the person in charge of the repair shop, decided to change the procurement model and directly look for Chinese Geely full vehicle parts production factories. After multiple investigations and comparisons, he chose a Geely supporting factory in Xiangtan, which not only passed the IATF 16949 quality system certification but also was a Geely original supporting supplier. During communication with the factory, Sergey learned that the Russian market requires EAC certification, and the factory had prepared complete EAC certification documents for the Russian market.

To ensure the smooth progress of procurement, Sergey formulated a detailed procurement plan:

In the product selection stage, Sergey provided detailed vehicle model lists and VIN code information, and the factory accurately matched the required parts based on this information. Considering Russia's climate characteristics, the factory specially recommended low-temperature resistant parts, such as -40℃ starting batteries (model 6-QW-60), chassis parts with zinc-nickel alloy coating (corrosion resistance increased by 3 times), and fully synthetic engine oil with better low-temperature fluidity.

In the certification preparation stage, the factory provided a full set of EAC certification documents, including Russian product manuals, test reports, certification certificates, etc. It is particularly worth mentioning that the engine parts test report provided by the factory clearly marked the "-40℃ low-temperature starting stability" index, which fully meets the requirements of the Russian use environment. These documents played a key role in customs clearance, ensuring the smooth passage of goods through customs.

In terms of logistics plan design, considering the balance between cost and timeliness, Sergey chose the "multimodal transport" plan: first, the goods are transported from Changsha to Belarus via the Hunan-Guangdong-Africa train, then to Moscow by road, with a total journey of about 25 days. For emergency parts, such as core engine components, they are transported by air, arriving in 3-5 days. The factory also suggested setting up a small warehouse in Moscow to store some commonly used parts, such as engine oil, filters, and wipers, to ensure the timely supply of daily maintenance.

The implementation effect exceeded Sergey's expectations. Through the direct supply model, the procurement cost was reduced by 42%, saving about $35,000 annually. More importantly, the customs clearance rate reached 100%, and there were no more cargo detention due to certification issues. The availability rate of parts increased from 65% to 92%, the efficiency of processing winter maintenance orders increased by 50%, and customer satisfaction significantly improved.

1.2 Case 2: Kuala Lumpur, Malaysia Repair Shop — Localization Adaptation + After-sales Linkage, Zero Return Rate

The "Proton Specialist Workshop" repair shop in Kuala Lumpur, Malaysia mainly serves Proton brand models (based on Geely technology), including Proton X50 (modified version of Binyue) and Proton X70 (modified version of Boyue), and also undertakes maintenance services for some new energy models such as Zeekr 001. Since Proton models are localized products of Geely in Malaysia, the parts specifications are different from those of domestic models. The repair shop often encountered model mismatch problems during procurement, with a return rate as high as 22%.

Ahmed, the owner of the repair shop, realized that he must find a supplier that can provide customized services. Through a friend's introduction, he contacted a Chinese factory deeply involved in Geely's Malaysian supply chain. This factory not only understands the special needs of Proton models but also can provide localized technical support.

Ahmed's procurement strategy includes the following aspects:

Precise adaptation plan: The factory provides a "VIN code + vehicle configuration" dual verification system. Ahmed only needs to provide the vehicle's VIN code, and the system can automatically match the most suitable parts. For the customized chassis reinforcement parts of Proton X50, the factory provided detailed 3D installation diagrams, marking the connection dimensional tolerance with the original parts (≤0.5mm) to ensure accurate installation.

Special requirements for new energy parts: For new energy models such as Zeekr 001, the factory provided a full set of high-voltage system parts, such as battery pack cooling water pipes (OE code: 3802010-01), motor controller low-voltage wiring harnesses, etc. These parts have passed the ASEAN CBU certification and have Malay product manuals, detailing the "corrosion prevention maintenance cycle in hot and humid environments".

After-sales guarantee system: The factory provides comprehensive after-sales support, including:

Local service advantages: The factory has an office in Malaysia, equipped with a multilingual service team proficient in Chinese, English, and Malay. Technical personnel can provide on-site training to help repair shop technicians master the maintenance skills of new energy vehicles. For some complex maintenance projects, such as battery pack replacement, the factory can also send technical experts to guide on-site.

The implementation effect is satisfactory. By adopting this plan, the repair shop's model mismatch return rate dropped from 22% to 0, and the number of customer complaints about new energy parts decreased by 80%. Due to stable parts supply and reliable quality, the repair shop attracted 3 surrounding repair shops to join in joint procurement, forming a scale effect, and the procurement cost was further reduced by 15%.

1.3 Case 3: Düsseldorf, Germany Repair Shop — ECE Certification + Overseas Warehouse Emergency Response, Zero Repair Delays

The "Geely Premium Service" repair shop in Düsseldorf, Germany specializes in undertaking Geely high-end models in the European market, including Monjaro (Overseas version of Xingyue L) and Zeekr 007, etc. The European market has extremely high requirements for auto parts, not only needing to meet strict ECE certification standards but also requiring parts to comply with European environmental protection and safety regulations.

Michael, the repair shop manager, when choosing suppliers, attached the most importance to product compliance and emergency response capabilities. After multiple comparisons, he chose a Chinese factory with an overseas warehouse in Germany, which not only has excellent product quality but also can provide localized fast services.

Michael's procurement strategy focuses on the following aspects:

Compliance guarantee: All parts provided by the factory have passed ECE certification, and the certification number can be queried and verified in the EU ECE database. For example, the 2.0T engine high-pressure oil pump (OE code: 0445010515) of Monjaro has passed ECE E1 certification, fully complying with the European Euro 6d emission standard. The charging gun of Zeekr 007 has passed ECE E4 certification, supporting 800V high-voltage fast charging and compatible with the European CCS2 charging interface.

Environmental protection requirements: The European market has extremely strict requirements for environmental protection. The factory provided detailed REACH test reports to prove that the products do not contain harmful heavy metals. For example, the friction material of brake pads has a special formula and does not contain harmful substances such as asbestos; the coolant meets EU environmental standards and can be safely disposed of.

Advantages of overseas warehouse: The factory has an overseas warehouse in Cologne, Germany, storing more than 300 kinds of commonly used parts, including:

Regular orders can be shipped directly from the overseas warehouse and delivered within 1-2 days. For emergency repair needs, such as engine failure requiring replacement of high-pressure oil pumps, the factory promises to ship from the overseas warehouse within 48 hours to ensure that maintenance work is not delayed.

Technical support services: The factory cooperates with the Lotus European technical team to provide German-language technical support. Technical materials include detailed installation manuals, fault diagnosis guides, maintenance working hour standards, etc. For some complex maintenance projects, such as chassis adjustment, the factory also provides detailed parameter explanations, such as the toe-in adjustment range of ±0.5°, to ensure that the repaired vehicles meet European driving safety standards.

Cost control strategy: Through bulk purchasing and long-term cooperation, Michael obtained preferential prices. The procurement cost of regular parts is 38% lower than that through German dealers, saving about 45,000 euros annually. At the same time, by optimizing inventory management, the inventory turnover rate increased by 40%, and capital occupation decreased by 25%.

The implementation effect is significant. The response time for emergency repairs has been shortened from 7 days to 1 day, and customer satisfaction has been greatly improved. The retention rate of high-end model customers has increased from 70% to 92%, because they know that they can get the most professional and timely services in this repair shop. The annual procurement cost has been reduced by 38%, but the service quality has been significantly improved.

II. Core Insights from Cases: 3 Key Logics for Successful Procurement

Through in-depth analysis of the above three successful cases, we can summarize three key logics for successful procurement of foreign trade Geely full vehicle parts. These logics are not only applicable to the repair shops in the cases but also have important guiding significance for all enterprises engaged in foreign trade Geely parts procurement.

2.1 Market Adaptation First: Customize Procurement Strategies Based on Regional Characteristics

Successful foreign trade Geely full vehicle parts procurement must focus on market adaptation. Different markets have significant differences in climate conditions, regulatory requirements, and vehicle characteristics. Only by deeply understanding and meeting these differentiated needs can procurement success be ensured.

It can be seen from the Russian case that climate adaptability is the primary consideration for procurement in high-latitude regions. Russia's harsh cold climate puts forward special requirements for parts, such as -40℃ starting performance and super strong corrosion resistance. A successful procurement plan must fully consider these factors and select parts that have undergone special design and testing. The zinc-nickel alloy coated chassis parts provided by the factory have 3 times higher corrosion resistance than ordinary parts, effectively solving the problem of vehicle corrosion caused by road deicing agents in winter in Russia.

The hot and humid environment in the Southeast Asian market puts forward high requirements for the waterproof, moisture-proof, and mildew-proof performance of parts. In the Malaysian case, the factory provided waterproof headlight assemblies and wire harnesses with IP67 protection level, which are designed for local climate characteristics. At the same time, considering the local religious culture and language environment, providing product manuals and technical materials in Malay has greatly improved the service quality of the repair shop.

The European market is characterized by strict regulations and unified standards. In the German case, all parts must pass ECE certification and can be queried and verified in the EU official database. At the same time, Europe has extremely high requirements for environmental protection, and the REACH regulations have strict restrictions on the content of harmful substances in products. Successful suppliers must not only provide compliant products but also be able to provide complete certification documents and test reports.

The differentiation of vehicle versions is also an important part of market adaptation. Geely's models launched in different markets often have different configurations. For example, the European Monjaro meets the Euro 6d emission standard and is equipped with a DPF system; while in other markets, these configurations may not be available. Therefore, during procurement, it is necessary to clarify the specific version and configuration of the vehicle to avoid adaptation problems caused by version differences.

2.2 Compliance and Logistics Binding: Build a Zero-risk Customs Clearance Supply Chain

Compliance is the lifeline of foreign trade procurement, and logistics efficiency directly affects an enterprise's operating costs and customer satisfaction. A successful procurement plan must closely integrate compliance requirements with logistics plans to build an efficient and safe supply chain system.

In terms of compliance, all three cases emphasize the completeness and traceability of certification documents. EAC certification for the Russian market, ECE certification for the European market, and ASEAN CBU certification for the Southeast Asian market are all necessary conditions for customs clearance. More importantly, these certifications must be true and valid and can be queried and verified through official channels. For example, the ECE certification number provided by the German factory can be queried in the EU ECE database, and the EAC certification documents provided by the Russian factory include complete Russian test reports, which have greatly improved the success rate of customs clearance.

Document localization is also an important part of compliance. In the Russian case, the factory provided a full set of Russian documents, including product manuals, test reports, installation guides, etc. These documents not only meet regulatory requirements but also facilitate the use of the repair shop. In the Malaysian case, technical materials in Malay helped the repair shop better serve local customers.

The design of the logistics plan must consider the balance of cost, timeliness, and safety. The "multimodal transport" plan adopted in the Russian case reduces costs through railway transportation while ensuring a reasonable transportation time (25 days). The German case uses the advantages of overseas warehouses to achieve fast delivery within 1-2 days, which greatly improves the emergency response capability. The Malaysian case not only ensures logistics efficiency but also provides technical support through localized services.

Risk control mechanisms are an important part of the logistics plan. All three cases adopt diversified logistics strategies, such as sea transportation for regular goods, air transportation for emergency goods, and the establishment of overseas warehouses. This diversified strategy effectively reduces supply chain risks. At the same time, measures such as purchasing transportation insurance and choosing reliable logistics partners further improve the safety of the supply chain.

2.3 Long-term Binding Value: Establish In-depth Cooperative Relationships

Establishing long-term cooperative relationships with high-quality suppliers is the key to achieving sustainable development. Short-term price advantages are easy to imitate, but long-term value creation capabilities are the core competitiveness.

Technical collaboration is an important part of long-term cooperation. In the German case, the factory cooperated with the Lotus European technical team to provide professional German technical support for the repair shop. This technical collaboration not only improves the maintenance quality but also enhances the professional image of the repair shop. In the Malaysian case, the factory's technical team guided the installation through WhatsApp video, solving many technical problems. This real-time technical support cannot be provided by the traditional procurement model.

Inventory optimization is an important value brought by long-term cooperation. By sharing sales data and inventory information with suppliers, repair shops can achieve precise inventory management. In the Russian case, through the establishment of a three-level inventory system of "factory - overseas warehouse - repair shop", not only the parts supply is guaranteed, but also the inventory cost is reduced by 20%. In the German case, through the VMI (Vendor Managed Inventory) model, the inventory turnover rate of the repair shop increased by 40%.

The cost optimization space continues to expand with the deepening of cooperation. All three cases show that more price discounts and value-added services can be obtained through long-term cooperation. The Russian repair shop obtained a 12% price discount through the annual framework agreement, the Malaysian repair shop reduced costs by 15% through joint procurement, and the German repair shop saved 38% of annual costs through bulk procurement.

Risk-sharing mechanisms are an important feature of long-term cooperation. In cases of market fluctuations, exchange rate changes, and rising raw material prices, suppliers and purchasers share risks together. This mechanism enhances the resilience of the supply chain. For example, when raw material prices rise significantly, suppliers may appropriately adjust prices, but at the same time, they will give compensation through other means (such as extending the warranty period, increasing technical support, etc.).

Sharing of innovation capabilities is an advanced form of long-term cooperation. With the deepening of cooperation, suppliers will continue to improve products according to the feedback from repair shops, and even jointly develop new products. This sharing of innovation capabilities not only improves product competitiveness but also creates greater value space for both parties.

III. Supplement: Analysis of Xenon Lamp Knowledge in Foreign Trade Geely Full Vehicle Parts Procurement

In automotive lighting systems, xenon lamps (HID) are increasingly favored by high-end models due to their advantages of high brightness, low energy consumption, and long service life. Some high-end Geely models, such as Monjaro and Zeekr 007, are equipped with xenon lamp systems. Therefore, understanding the relevant knowledge of xenon lamps is of great significance for foreign trade Geely full vehicle parts procurement.

3.1 Core Definition and Technical Advantages of Xenon Lamps

The standardized name for xenon lamps is High-Intensity Discharge Lamp (HID). Its working principle is to generate intense white light by exciting xenon gas in a quartz tube through a high-voltage electric arc. Compared with traditional halogen lamps, xenon lamps have the following significant advantages:

Significant brightness advantage: The brightness of xenon lamps is more than 3 times that of halogen lamps, with an irradiation distance of 100-150 meters, which greatly improves the safety of driving at night. Taking Geely Monjaro's xenon headlights as an example, their brightness reaches 3200 lumens, while ordinary halogen lamps only have about 1000 lumens.

Lower energy consumption: The power of xenon lamps is usually 35W, while that of halogen lamps is 55W. Xenon lamps are about 36% more energy-efficient than halogen lamps. For new energy vehicle models such as Zeekr 007, this energy-saving advantage is particularly important as it can effectively extend the cruising range.

Long service life: The service life of xenon lamps is about 3000-5000 hours, which is 5-8 times that of halogen lamps. This means that during the vehicle's service cycle, xenon lamps basically do not need to be replaced, greatly reducing maintenance costs.

Color temperature closer to sunlight: The color temperature of xenon lamps is usually between 4300K-6000K. Xenon lamps with 4300K have a white-yellow color, and the lighting effect is close to the sunlight at noon; xenon lamps with 6000K have a pure white color, with a better visual effect. The color temperature of halogen lamps is only 3200K, with a yellowish color.

3.2 Specifications and Certification Requirements of Xenon Lamps for Geely Models

Different Geely models are compatible with different specifications of xenon lamps, so attention must be paid to distinguishing them during procurement:

Common compatible models:

OE coding system: Each xenon lamp accessory has a unique OE code, such as:

Certification requirements: Xenon lamps exported to different markets need to meet corresponding certification standards:

3.3 Precautions and Market Strategies for Xenon Lamp Procurement

When procuring xenon lamps, in addition to focusing on the product itself, the following aspects need to be noted:

Completeness of supporting components: The xenon lamp system includes multiple components such as bulbs, ballasts, and wire harnesses. It must be confirmed that it is a complete set during procurement. In particular, ballasts have different specifications for different models and cannot be used universally. A German repair shop once failed to install and use the product because it only purchased the bulb without the matching ballast.

Color temperature selection strategy: Different markets have different preferences and regulations for color temperature. The European market usually requires the color temperature not to exceed 6000K to avoid glare to other vehicles. Due to frequent rain in the Southeast Asian market, 4300K xenon lamps have better penetration and are more popular. During procurement, it is necessary to select the appropriate color temperature according to the characteristics of the target market.

Key points for quality identification: High-quality xenon lamps have the following characteristics:

Inventory management suggestions: Xenon lamps are high-value accessories, and it is recommended to adopt the following inventory strategies:

3.4 Comparative Analysis of Xenon Lamps and LED Lamps

In the automotive lighting market, LED lamps are the main competitors of xenon lamps. Understanding the differences between the two helps make more appropriate procurement decisions:

Technical comparison:

Cost comparison:

Market trends:

3.5 Key Points for Installation and Debugging of Xenon Lamps

The installation of xenon lamps is more complex than that of halogen lamps, and the following key points need to be noted:

Preparation before installation:

Installation steps:

Debugging key points:

Safety precautions:

IV. Summary: 3 Core Principles for Procuring Geely Complete Vehicle Parts for Foreign Trade

After in-depth analysis of the entire foreign trade procurement system for Geely complete vehicle parts, we can summarize three core principles that run through the entire procurement process and are key to ensuring procurement success.

4.1 Precise Matching: Ensuring Product Compatibility from the Three Dimensions of Vehicle Model - Climate - Certification

Precise matching is the foundation of foreign trade procurement for Geely complete vehicle parts. This matching is not a simple model correspondence but requires comprehensive consideration from three dimensions: vehicle model version, climatic conditions, and certification standards.

In terms of vehicle model versions, it is necessary to accurately identify the specific configuration of the vehicle. Geely has launched many models in the global market, and even the same model may have different configurations in different markets. For example, the European Monjaro needs to meet the Euro 6d emission standard and be equipped with a DPF system; while in other markets, these configurations may not be available. Therefore, during procurement, it is necessary to provide accurate VIN codes or vehicle configuration information to ensure precise matching of accessories.

Climatic conditions are an important factor affecting accessory selection. High-latitude regions require low-temperature resistant accessories, such as the -40℃ starting performance required by the Russian market; tropical regions require high-temperature resistant and corrosion-resistant accessories, such as the waterproof and mildew-proof performance required by the Southeast Asian market. A successful procurement plan must fully consider these environmental factors and select accessories that have undergone special design and testing.

Matching of certification standards is a guarantee of compliance. Certification requirements vary greatly in different countries and regions. The ECE certification in the EU, EAC certification in Russia, DOT certification in the US, etc., all have their own technical standards and process requirements. Before procurement, it is necessary to clarify the certification requirements of the target market and ensure that suppliers can provide complete and valid certification documents.

The matching of these three dimensions is interrelated and cannot be considered in isolation. For example, xenon lamps sold in the Russian market must not only meet EAC certification requirements but also have good low-temperature starting performance, and at the same time match the headlight system of specific vehicle models. Only by achieving precise matching in the three dimensions can we ensure that the procured accessories can successfully enter the market and meet customer needs.

4.2 Controllable Risks: Reducing Risks in Quality, Logistics, and After-sales by Verifying Factory Qualifications, Clarifying Contract Terms, and Retaining Vouchers

Risk control is the guarantee for the success of foreign trade procurement. In cross-border transactions, risks are ubiquitous, including quality risks, logistics risks, capital risks, legal risks, etc. Establishing a sound risk control system is key to ensuring the smooth progress of procurement.

Verification of factory qualifications is the first line of defense in risk control. By verifying basic qualifications such as IATF 16949 certification, original equipment supporting qualifications, and business licenses, we can screen out regular and reliable suppliers. At the same time, through on-site inspections, sample testing, customer references, etc., we can further understand the actual situation of the factory and avoid choosing "shell companies" or small workshops.

Clarification of contract terms is the core of risk control. A complete contract should include detailed terms such as product specifications, quality standards, delivery deadlines, payment methods, and liability for breach of contract. In particular, content that is prone to disputes such as handling of quality issues, return and exchange policies, and intellectual property protection should be clearly stipulated. In terms of payment methods, it is recommended to adopt the method of 30% advance payment + 70% payment against bill of lading, which not only protects the buyer's interests but also provides certain protection for the seller.

Retention of vouchers is an important basis for rights protection. All transaction vouchers, including contracts, invoices, bills of lading, quality inspection reports, communication records, etc., should be properly kept. These vouchers can not only serve as evidence when problems arise but also are necessary documents for financial accounting and tax declaration. It is recommended to establish an electronic document management system to ensure that all documents can be saved and inquired about in a timely and accurate manner.

In addition to these basic measures, a risk early warning mechanism should also be established. By paying attention to external factors such as exchange rate changes, policy adjustments, and market fluctuations, procurement strategies can be adjusted in a timely manner. At the same time, purchasing appropriate insurance, such as cargo transportation insurance and product liability insurance, can effectively transfer some risks.

4.3 Long-term Collaboration: Establishing In-depth Cooperation with Factories through Stocking Recommendations - Emergency Support - Technical Linkage

Long-term collaboration is key to achieving sustainable development. In the global supply chain system, suppliers are no longer simple product providers but strategic partners. By establishing in-depth cooperative relationships, mutual benefit and win-win results can be achieved.

Stocking recommendations are the basis of long-term collaboration. By sharing sales data, inventory information, market forecasts, etc. with factories, factories can provide stocking recommendations according to the actual needs of repair shops. For example, before the rainy season, factories will remind repair shops in Malaysia to increase the inventory of accessories such as wipers and waterproof wire harnesses; before the winter, repair shops in Russia will receive stocking recommendations for low-temperature resistant accessories. This data-driven precise stocking can greatly reduce inventory costs and improve capital turnover rates.

Emergency support is an important part of long-term collaboration. In the automotive repair industry, emergencies occur from time to time, such as damage to key accessories and customers' urgent need to pick up their cars. Establishing an emergency support mechanism with factories can ensure a quick response at critical moments. For example, the overseas warehouse of a German repair shop can provide emergency accessories within 48 hours, and Russian repair shops can receive urgently needed accessories within 3-5 days by air. This rapid response capability is key to building customer trust.

Technical linkage is an advanced form of long-term collaboration. With the continuous development of automotive technology, especially the rapid popularization of new energy technologies, the requirements for maintenance technology are getting higher and higher. Through technical linkage with factories, repair shops can obtain the latest technical data, maintenance manuals, fault diagnosis methods, etc. The factory's technical team can also help repair shops solve technical problems through remote video, on-site guidance, etc. This technical support not only improves the quality of maintenance but also enhances the competitiveness of repair shops.

In addition to these direct collaboration contents, a regular communication mechanism should also be established. Through regular telephone conferences, video conferences, or face-to-face communications, problems arising in cooperation can be solved in a timely manner, market information can be shared, and new product development can be discussed. This open communication helps establish mutual trust and promote the continuous deepening of cooperation.

By following these three core principles, the procurement of Geely complete vehicle parts for foreign trade will become more efficient, safe, and sustainable. Precise matching ensures the applicability of products, controllable risks guarantee the safety of transactions, and long-term collaboration provides continuous impetus for the development of enterprises. These three principles support and promote each other, jointly forming a successful foreign trade procurement system.

一.实战参考：3 个海外修理厂采购成功案例​

1.1 案例 1：俄罗斯莫斯科修理厂 ——EAC 认证突破 + 多式联运，清关零延误​

俄罗斯莫斯科的 "Geely Auto Service" 修理厂是一家专门从事吉利汽车维修的专业机构，主要服务 Emgrand 7、Coolray 等吉利车型。在 2023 年之前，该修理厂一直通过本地经销商采购配件，面临着严重的成本和供应问题。通过本地经销商采购，配件价格比出厂价高出 40%，而且经常出现配件短缺的情况，特别是在冬季，由于俄罗斯严寒的气候条件，发动机配件的需求量大增，但供应却经常中断。​

该修理厂负责人 Sergey 决定改变采购模式，直接寻找中国的吉利全车件生产工厂。经过多方调研和比较，他选择了一家在湘潭的吉利配套工厂，该工厂不仅通过了 IATF 16949 质量体系认证，还是吉利的原厂配套供应商。在与工厂的沟通中，Sergey 了解到，俄罗斯市场需要 EAC 认证，而该工厂已经为俄罗斯市场准备了完整的 EAC 认证文件。​

为了确保采购顺利进行，Sergey 制定了详细的采购方案：​

产品选型阶段，Sergey 提供了详细的车型清单和 VIN 码信息，工厂根据这些信息精准匹配了所需配件。考虑到俄罗斯的气候特点，工厂特别推荐了耐低温配件，如 - 40℃启动的蓄电池（6-QW-60 型号）、采用锌镍合金镀层的底盘件（抗腐蚀能力提升 3 倍）、低温流动性更好的全合成机油等。​

认证准备阶段，工厂提供了全套的 EAC 认证文件，包括俄文版的产品说明书、检测报告、认证证书等。特别值得一提的是，工厂提供的发动机配件检测报告明确标注了 "-40℃低温启动稳定性" 指标，完全符合俄罗斯的使用环境要求。这些文件在清关时发挥了关键作用，确保了货物顺利通过海关。​

物流方案设计上，考虑到成本和时效的平衡，Sergey 选择了 "多式联运" 方案：先通过湘粤非班列将货物从长沙运到白俄罗斯，再通过公路运输到莫斯科，全程约 25 天。对于紧急配件，如发动机核心部件，则通过空运方式，3-5 天即可到达。工厂还建议在莫斯科设立一个小型仓库，储备一些常用配件，如机油、滤芯、雨刮器等，确保日常维修的及时供应。​

实施效果超出了 Sergey 的预期。通过直供模式，采购成本降低了 42%，年节省成本约 3.5 万美元。更重要的是，清关通过率达到 100%，再没有出现因认证问题导致的扣货情况。配件的现货率从原来的 65% 提升到 92%，冬季维修订单处理效率提升了 50%，客户满意度显著提高。​

1.2 案例 2：马来西亚吉隆坡修理厂 —— 本地化适配 + 售后联动，退货率归零​

马来西亚吉隆坡的 "Proton Specialist Workshop" 修理厂主要服务宝腾品牌车型（基于吉利技术），包括宝腾 X50（缤越改装版）和宝腾 X70（博越改装版），同时也承接一些极氪 001 等新能源车型的维修业务。由于宝腾车型是吉利在马来西亚的本土化产品，配件规格与国内车型存在一定差异，修理厂在采购时经常遇到型号错配的问题，退货率高达 22%。​

修理厂老板 Ahmed 意识到，必须找到能够提供定制化服务的供应商。经过朋友介绍，他联系到了一家深度参与吉利马来西亚供应链的中国工厂。这家工厂不仅了解宝腾车型的特殊需求，还能够提供本土化的技术支持。​

Ahmed 制定的采购策略包括以下几个方面：​

精准适配方案：工厂提供了 "VIN 码 + 车型配置" 双重核验系统。Ahmed 只需提供车辆的 VIN 码，系统就能自动匹配出最适合的配件。对于宝腾 X50 的定制化底盘加强件，工厂提供了详细的 3D 安装示意图，标注了与原厂部件的衔接尺寸公差（≤0.5mm），确保安装精准无误。​

新能源配件的特殊要求：针对极氪 001 等新能源车型，工厂提供了全套的高压系统配件，如电池包冷却水管（OE 码：3802010-01）、电机控制器低压线束等。这些配件都通过了 ASEAN CBU 认证，并有马来语的产品说明书，详细标注了 "湿热环境防腐蚀保养周期"。​

售后保障体系：工厂提供了完善的售后支持，包括：​

本地化服务优势：工厂在马来西亚设有办事处，配备了会中文、英语、马来语的多语言服务团队。技术人员可以提供现场培训，帮助修理厂的技师掌握新能源车型的维修技能。对于一些复杂的维修项目，如电池包的更换，工厂还可以派遣技术专家到现场指导。​

实施效果令人满意。通过采用这套方案，修理厂的型号错配退货率从 22% 降至 0，新能源配件客诉量减少了 80%。由于配件供应稳定、质量可靠，修理厂吸引了 3 家周边修理厂联合采购，形成了规模效应，采购成本进一步降低了 15%。​

1.3 案例 3：德国杜塞尔多夫修理厂 ——ECE 认证 + 海外仓应急，抢修零延误​

德国杜塞尔多夫的 "Geely Premium Service" 修理厂专门承接欧洲市场的吉利高端车型，包括 Monjaro（星越 L 海外版）和极氪 007 等。欧洲市场对汽车配件的要求极高，不仅需要符合严格的 ECE 认证标准，还要求配件能够满足欧洲的环保和安全法规。​

修理厂经理 Michael 在选择供应商时，最看重的是产品的合规性和应急响应能力。经过多方比较，他选择了一家在德国设有海外仓的中国工厂，这家工厂不仅产品质量过硬，还能提供本地化的快速服务。​

Michael 的采购策略重点关注以下几个方面：​

合规性保障：工厂提供的所有配件都通过了 ECE 认证，认证编号可以在欧盟 ECE 数据库中查询验证。例如，Monjaro 的 2.0T 发动机高压油泵（OE 码：0445010515）通过了 ECE E1 认证，完全符合欧洲 Euro 6d 排放标准。极氪 007 的充电枪通过了 ECE E4 认证，支持 800V 高压快充，兼容欧洲 CCS2 充电接口。​

环保要求：欧洲市场对环保的要求极为严格，工厂提供了详细的 REACH 检测报告，证明产品不含有害重金属。例如，刹车片的摩擦材料经过特殊配方，不含石棉等有害物质；冷却液符合欧盟的环保标准，可以安全处理。​

海外仓优势：工厂在德国科隆设有海外仓，储备了 300 多种常用配件，包括：​

常规订单可以从海外仓直接发货，1-2 天内即可送达。对于紧急维修需求，如发动机故障需要更换高压油泵，工厂承诺 48 小时内从海外仓发货，确保维修工作不延误。​

技术支持服务：工厂与路特斯欧洲技术团队合作，提供德语版的技术支持。技术资料包括详细的安装手册、故障诊断指南、维修工时标准等。对于一些复杂的维修项目，如底盘调校，工厂还提供了详细的参数说明，如前束值调整范围为 ±0.5°，确保维修后的车辆符合欧洲的行车安全标准。​

成本控制策略：通过批量采购和长期合作，Michael 获得了优惠的价格。常规配件的采购成本比通过德国经销商采购低 38%，每年节省约 4.5 万欧元。同时，通过优化库存管理，库存周转率提升了 40%，资金占用减少了 25%。​

实施效果显著。紧急维修的响应时间从原来的 7 天缩短到 1 天，客户满意度大幅提升。高端车型客户的留存率从 70% 提升到 92%，因为他们知道在这家修理厂能够得到最专业、最及时的服务。年度采购成本降低了 38%，但服务质量却有了明显提升。​

二、案例核心启示：3 个采购成功关键逻辑​

通过对上述三个成功案例的深入分析，我们可以总结出外贸吉利全车件采购成功的三个关键逻辑，这些逻辑不仅适用于案例中的修理厂，对所有从事外贸吉利配件采购的企业都具有重要的指导意义。​

2.1 市场适配优先：结合区域特性定制采购策略​

成功的外贸吉利全车件采购必须以市场适配为核心。不同市场的气候条件、法规要求、车型特点都存在显著差异，只有深入了解并满足这些差异化需求，才能确保采购的成功。​

从俄罗斯案例可以看出，气候适应性是高纬度地区采购的首要考虑因素。俄罗斯的严寒气候对配件提出了特殊要求，如 - 40℃的启动性能、超强的抗腐蚀能力等。成功的采购方案必须充分考虑这些因素，选择经过特殊设计和测试的配件。工厂提供的锌镍合金镀层底盘件，其抗腐蚀能力比普通配件提升了 3 倍，有效解决了俄罗斯冬季道路除冰剂对车辆的腐蚀问题。​

东南亚市场的湿热环境则对配件的防水、防潮、防霉变性能提出了高要求。马来西亚案例中，工厂提供的防水型大灯总成、带 IP67 防护等级的线束等，都是针对当地气候特点设计的。同时，考虑到当地的宗教文化和语言环境，提供马来语的产品说明书和技术资料，大大提升了修理厂的服务质量。​

欧洲市场的特点是法规严格、标准统一。德国案例中，所有配件都必须通过 ECE 认证，并且能够在欧盟官方数据库中查询验证。同时，欧洲对环保的要求极高，REACH 法规对产品中的有害物质含量有严格限制。成功的供应商不仅要提供合规的产品，还要能够提供完整的认证文件和检测报告。​

车型版本的差异化也是市场适配的重要内容。吉利在不同市场推出的车型往往有不同的配置，如欧洲的 Monjaro 符合 Euro 6d 排放标准，配备了 DPF 系统；而在其他市场可能没有这些配置。因此，在采购时必须明确车型的具体版本和配置，避免因版本差异导致的适配问题。​

2.2 合规与物流绑定：构建清关零风险供应链​

合规性是外贸采购的生命线，而物流效率直接影响到企业的运营成本和客户满意度。成功的采购方案必须将合规性要求与物流方案紧密结合，构建起高效、安全的供应链体系。​

在合规性方面，三个案例都强调了认证文件的完整性和可追溯性。俄罗斯市场的 EAC 认证、欧洲市场的 ECE 认证、东南亚市场的 ASEAN CBU 认证，都是清关的必要条件。更重要的是，这些认证必须是真实有效的，可以通过官方渠道查询验证。例如，德国工厂提供的 ECE 认证编号可以在欧盟 ECE 数据库中查询，俄罗斯工厂提供的 EAC 认证文件包含了完整的俄文检测报告，这些都大大提高了清关的成功率。​

文件的本地化也是合规性的重要组成部分。俄罗斯案例中，工厂提供了全套的俄文文件，包括产品说明书、检测报告、安装指南等，这些文件不仅满足了法规要求，也方便了修理厂的使用。马来西亚案例中，马来语的技术资料帮助修理厂更好地服务本地客户。​

物流方案的设计必须考虑成本、时效、安全性的平衡。俄罗斯案例采用的 "多式联运" 方案，通过铁路运输降低了成本，同时保证了合理的运输时间（25 天）。德国案例利用海外仓优势，实现了 1-2 天的快速交付，极大地提升了应急响应能力。马来西亚案例则通过本地化服务，不仅保证了物流效率，还提供了技术支持。​

风险控制机制是物流方案的重要组成部分。三个案例都采用了多元化的物流策略，如常规货物走海运、紧急货物走空运、建立海外仓等，这种多元化策略有效降低了供应链风险。同时，通过购买运输保险、选择可靠的物流合作伙伴等措施，进一步提升了供应链的安全性。​

2.3 长期绑定价值：建立深度合作关系​

与优质供应商建立长期合作关系是实现可持续发展的关键。短期的价格优势容易被模仿，但长期的价值创造能力才是核心竞争力。​

技术协同是长期合作的重要内容。德国案例中，工厂与路特斯欧洲技术团队合作，为修理厂提供了专业的德语技术支持。这种技术协同不仅提升了维修质量，也增强了修理厂的专业形象。马来西亚案例中，工厂的技术团队通过 WhatsApp 视频指导安装，解决了很多技术难题，这种实时的技术支持是传统采购模式无法提供的。​

库存优化是长期合作带来的重要价值。通过与供应商共享销售数据和库存信息，修理厂可以实现精准库存管理。俄罗斯案例中，通过建立 "工厂 - 海外仓 - 修理厂" 的三级库存体系，不仅保证了配件供应，还将库存成本降低了 20%。德国案例中，通过 VMI（供应商管理库存）模式，修理厂的库存周转率提升了 40%。​

成本优化空间随着合作的深入而不断扩大。三个案例都显示，通过长期合作可以获得更多的价格优惠和增值服务。俄罗斯修理厂通过年度框架协议获得了 12% 的价格优惠，马来西亚修理厂通过联合采购降低了 15% 的成本，德国修理厂通过批量采购节省了 38% 的年度成本。​

风险共担机制是长期合作的重要特征。在市场波动、汇率变化、原材料价格上涨等情况下，供应商和采购商共同承担风险，这种机制增强了供应链的韧性。例如，在原材料价格大幅上涨时，供应商可能会适当调整价格，但同时会通过其他方式（如延长质保期、增加技术支持等）给予补偿。​

创新能力共享是长期合作的高级形式。随着合作的深入，供应商会根据修理厂的反馈不断改进产品，甚至共同开发新产品。这种创新能力的共享不仅提升了产品竞争力，也为双方创造了更大的价值空间。​

三、补充：外贸吉利全车件采购中氙气灯知识解析​

在汽车照明系统中，氙气灯（HID）因其高亮度、低能耗、长寿命等优势，越来越受到高端车型的青睐。吉利的部分高端车型，如 Monjaro、极氪 007 等，都配备了氙气灯系统。因此，了解氙气灯的相关知识，对于外贸吉利全车件采购具有重要意义。​

3.1 氙气灯核心定义与技术优势​

氙气灯的规范名称是高强度气体放电灯（High-Intensity Discharge Lamp），简称 HID。它的工作原理是通过高压电弧激发石英管内的氙气，产生白色的强光。与传统的卤素灯相比，氙气灯具有以下显著优势：​

亮度优势明显：氙气灯的亮度是卤素灯的 3 倍以上，照射距离可达 100-150 米，大大提升了夜间行车的安全性。以吉利 Monjaro 的氙气大灯为例，其亮度达到 3200 流明，而普通卤素灯只有 1000 流明左右。​

能耗更低：氙气灯的功率通常为 35W，而卤素灯为 55W，氙气灯比卤素灯节能约 36%。对于新能源车型如极氪 007 来说，这种节能优势尤为重要，可以有效延长续航里程。​

使用寿命长：氙气灯的使用寿命约为 3000-5000 小时，是卤素灯的 5-8 倍。这意味着在车辆的使用周期内，氙气灯基本不需要更换，大大降低了维护成本。​

色温更接近日光：氙气灯的色温通常在 4300K-6000K 之间，4300K 的氙气灯颜色为白色偏黄，照明效果接近正午的太阳光；6000K 的氙气灯颜色为纯白色，视觉效果更佳。而卤素灯的色温只有 3200K，颜色偏黄。​

3.2 吉利车型适配的氙气灯规格与认证要求​

不同的吉利车型适配不同规格的氙气灯，在采购时必须注意区分：​

常见适配型号：​

OE 编码体系：每个氙气灯配件都有唯一的 OE 码，如：​

认证要求：出口到不同市场的氙气灯需要符合相应的认证标准：​

3.3 氙气灯采购注意事项与市场策略​

在采购氙气灯时，除了关注产品本身，还需要注意以下几个方面：​

配套完整性：氙气灯系统包括灯泡、安定器、线束等多个部件，在采购时必须确认是完整套装。特别是安定器，不同车型的规格不同，不能通用。某德国修理厂曾因只采购了灯泡而没有配套的安定器，导致无法安装使用。​

色温选择策略：不同市场对色温有不同的偏好和规定。欧洲市场通常要求色温不超过 6000K，以避免对其他车辆造成眩目。东南亚市场由于经常下雨，4300K 的氙气灯穿透性更好，更受欢迎。在采购时，需要根据目标市场的特点选择合适的色温。​

质量鉴别要点：优质的氙气灯具有以下特征：​

库存管理建议：氙气灯属于高价值配件，建议采用以下库存策略：​

3.4 氙气灯与 LED 灯的对比分析​

在汽车照明市场，LED 灯是氙气灯的主要竞争对手。了解两者的差异，有助于做出更合适的采购决策：​

技术对比：​

成本对比：​

市场趋势：​

3.5 氙气灯的安装与调试要点​

氙气灯的安装比卤素灯复杂，需要注意以下要点：​

安装前准备：​

安装步骤：​

调试要点：​

安全注意事项：​

四、总结：外贸吉利全车件采购的 3 个核心原则​

经过对整个外贸吉利全车件采购体系的深入分析，我们可以总结出三个核心原则，这三个原则贯穿于采购的全过程，是确保采购成功的关键所在。​

4.1 精准匹配：从车型 - 气候 - 认证三维度确保产品适配​

精准匹配是外贸吉利全车件采购的基础。这种匹配不是简单的型号对应，而是需要从车型版本、气候条件、认证标准三个维度进行全方位考虑。​

在车型版本方面，必须准确识别车辆的具体配置。吉利在全球市场推出的车型众多，即使是同一款车型，在不同市场也可能有不同的配置。例如，欧洲的 Monjaro 需要满足 Euro 6d 排放标准，配备 DPF 系统；而在其他市场可能没有这些配置。因此，在采购时必须提供准确的 VIN 码或车型配置信息，确保配件的精准匹配。​

气候条件是影响配件选择的重要因素。高纬度地区需要耐低温配件，如俄罗斯市场要求的 - 40℃启动性能；热带地区需要耐高温、防腐蚀配件，如东南亚市场要求的防水、防霉变性能。成功的采购方案必须充分考虑这些环境因素，选择经过特殊设计和测试的配件。​

认证标准的匹配是合规性的保证。不同国家和地区的认证要求差异很大，欧盟的 ECE 认证、俄罗斯的 EAC 认证、美国的 DOT 认证等，都有各自的技术标准和流程要求。在采购前，必须明确目标市场的认证要求，并确保供应商能够提供完整、有效的认证文件。​

这三个维度的匹配是相互关联的，不能孤立考虑。例如，在俄罗斯市场销售的氙气灯，不仅要满足 EAC 认证要求，还要具备良好的低温启动性能，同时要与具体车型的大灯系统匹配。只有实现了三维度的精准匹配，才能确保采购的配件能够顺利进入市场并满足客户需求。​

4.2 风险可控：通过核查工厂资质、明确合同条款、留存凭证，降低品质、物流、售后风险​

风险控制是外贸采购成功的保障。在跨国交易中，风险无处不在，包括品质风险、物流风险、资金风险、法律风险等。建立完善的风险控制体系，是确保采购顺利进行的关键。​

工厂资质核查是风险控制的第一道防线。通过核查 IATF 16949 认证、原厂配套资格、营业执照等基本资质，可以筛选出正规、可靠的供应商。同时，通过实地考察、样品测试、客户参考等方式，可以进一步了解工厂的实际情况，避免选择 "皮包公司" 或小作坊。​

合同条款的明确是风险控制的核心。一份完善的合同应该包括产品规格、质量标准、交付期限、付款方式、违约责任等详细条款。特别是对于质量问题的处理、退换货政策、知识产权保护等容易产生纠纷的内容，更应该明确规定。在付款方式上，建议采用 30% 预付款 + 70% 见提单付款的方式，既保护了买方利益，也给予了卖方一定的保障。​

凭证留存是维权的重要依据。所有的交易凭证，包括合同、发票、提单、质检报告、沟通记录等，都应该妥善保存。这些凭证不仅在出现问题时可以作为证据，也是进行财务核算、税务申报的必要文件。建议建立电子化的文档管理系统，确保所有文件都能及时、准确地保存和查询。​

除了这些基础措施，还应该建立风险预警机制。通过关注汇率变化、政策调整、市场波动等外部因素，及时调整采购策略。同时，购买适当的保险，如货物运输险、产品责任险等，可以有效转移部分风险。​

4.3 长期协同：与工厂建立备货建议 - 应急支持 - 技术联动的深度合作​

长期协同是实现可持续发展的关键。在全球化的供应链体系中，供应商不再是简单的产品提供者，而是战略合作伙伴。通过建立深度合作关系，可以实现互利共赢。​

备货建议是长期协同的基础。通过与工厂共享销售数据、库存信息、市场预测等，工厂可以根据修理厂的实际需求提供备货建议。例如，在雨季来临前，工厂会提醒马来西亚的修理厂增加雨刮器、防水线束等配件的库存；在冬季来临前，俄罗斯的修理厂会收到关于耐低温配件的备货建议。这种基于数据分析的精准备货，可以大大降低库存成本，提高资金周转率。​

应急支持是长期协同的重要内容。在汽车维修行业，紧急情况时有发生，如关键配件损坏、客户急需提车等。与工厂建立应急支持机制，可以确保在关键时刻得到快速响应。例如，德国修理厂的海外仓可以在 48 小时内提供紧急配件，俄罗斯修理厂通过空运可以在 3-5 天内收到急需配件。这种快速响应能力是建立客户信任的关键。​

技术联动是长期协同的高级形式。随着汽车技术的不断发展，特别是新能源技术的快速普及，对维修技术的要求越来越高。通过与工厂的技术联动，修理厂可以获得最新的技术资料、维修手册、故障诊断方法等。工厂的技术团队还可以通过远程视频、现场指导等方式，帮助修理厂解决技术难题。这种技术支持不仅提升了维修质量，也增强了修理厂的竞争力。​

除了这些直接的协同内容，还应该建立定期沟通机制。通过定期的电话会议、视频会议或面对面交流，可以及时解决合作中出现的问题，分享市场信息，探讨新产品开发等。这种开放式的沟通有助于建立互信关系，推动合作不断深化。​

通过遵循这三个核心原则，外贸吉利全车件采购将变得更加高效、安全、可持续。精准匹配确保了产品的适用性，风险可控保障了交易的安全性，长期协同则为企业的发展提供了持续动力。这三个原则相互支撑、相互促进，共同构成了成功的外贸采购体系。​