第46篇【阿米观察】底特律离杭州有多远？跨国经营，跳好三步舞？

看完本文需要最少4分钟，招财进宝，中间有跨境结汇行业秘密彩蛋，结尾有指间陀螺核弹级彩蛋

先来看段新闻：

Alibaba to Host Gateway ‘17 for U.S. Businesses, Farmers and Entrepreneurs

Event will bring together American businesses, farmers and entrepreneurs to explore how they can tap into the China consumer opportunity

阿里巴巴将在6月20-21在美国密切根州底特律市的COBO中心举办旨在帮助美国的中小企业、农场主们提供发现如何获取快速增长的数百万中国消费者的名为 'Gateway 17'的大会。

下面是马老板写给米国中小企业主们和农场主们的一封公开信，我挑重要的归纳翻译一下给大家，英文好的读者可以展开细细阅读：

Open Letter to U.S. Businesses, Farmers and Entrepreneurs

from Jack Ma, Executive Chairman of Alibaba Group

Dear U.S. small businesses, farmers and fellow entrepreneurs,

亲爱的美国中小企业主们、农场主们及企业家同伴们，

Nearly 20 years ago on a trip to the United States, I first witnessed the power of the internet and its ability to connect people around the world. That was my inspiration when four years later 18 passionate people got together in my apartment to found Alibaba, and we began to imagine a future where millions of people could use the internet to do business globally. Our vision was to level the playing field so that any individual – no matter how big or small – could use the power of a connected world to grow a business and succeed.

差不多20年前我曾经拜访过米国，我第一次见证来互联网的威力和它连接人们和世界的能力。这正是为什么4年后，我在我的公寓召集了“18罗汉”一起创办了阿里巴巴，我们开始梦想着有一天未来数以百万的消费者可以通过网络全球做买卖。我们的远景是为不同的个体---无论是大或小，在各自不同的分层运动场都能用连接世界的能力去做自己的生意，而且要做成功的生意。

From that humble origin in 1999, Alibaba has become a worldwide leader in e-commerce. Two years ago, we made it our goal to help U.S. entrepreneurs and businesses sell their goods to the growing Chinese consumer class. Since then, we have helped thousands of American businesses do just that, and we believe this is only the beginning.

怀抱着这源于1999年的谦逊，阿里巴巴成长为世界电子商务的领导者。两年前，我们聚集于帮助美国的企业主们和商人们去把他们的产品卖给快速增长的中国消费者们，只从那以后，我们已经帮助了数千名美国的企业实现了这个梦想，我们相信，这仅仅是开始。

【下面这两段我不想翻译了，累，你们自己看吧，都是广告和大饼，哈哈哈啊哈哈】

The Chinese market presents tremendous opportunities for U.S. small businesses and farmers to grow their businesses, and in turn, create more U.S. jobs. China’s middle-class population is projected to exceed 600 million by 2022, or nearly twice the size of the entire U.S. population. Last year, China surpassed the U.S. as the world’s largest retail market, with spending topping U.S. $4.84 trillion. By next year, China’s online spending will be greater than the rest of the world combined. At Alibaba, we want to help you take advantage of this appetite for consumption through our e-commerce marketplaces.

For those of you who are not familiar, Alibaba operates marketplaces that connect buyers and sellers. Think of us as a virtual mall with nearly half a billion shoppers buying from sellers that operate their own online storefronts. With most Chinese consumers today shopping from a cell phone, getting to our virtual mall is as easy as clicking on the mobile app that people carry in their pocket. We are already a gateway for thousands of global brands, retailers and companies to sell to Chinese consumers. And we want to expand that gateway – level the playing field – to make it easy for American entrepreneurs, small businesses and farmers alike to take advantage of the China opportunity.

On June 20-21, we will host an event in Detroit to share more about this opportunity and how we can work together to help American small businesses grow. The two-day event,Gateway ’17, will fittingly take place in Detroit – home to some of America’s greatest ingenuity and innovation.

【这里说的是开会的时间，6月20-21日】

Today, Alibaba works closely with many small and medium-sized businesses who have capitalized on the growing demand in China. Peter Verbrugge, a third-generation cherry farmer from the Pacific Northwest, is one of many examples. Through Alibaba, he has successfully sold tons of his delicious cherries to Chinese consumers. A New York City boutique, Stadium Goods, has seen business take off by selling coveted collectible sneakers to sports fans across China – their growth has enabled them to expand their team by more than 50 percent. LuckyVitamin, a third generation family-owned business that started as a corner drugstore serving a small town just outside of Philadelphia, is now able to offer over 10,000 products to Chinese consumers.

【又是一大段大段大段大段大段大段的广告】

These are just a few of the many stories that inspire us to continue pursuing our mission of making it easy to do business anywhere. Every day we strive to help fellow entrepreneurs achieve their dreams. AtGateway ’17, we want to show you how Alibaba can help make your dreams come true.

I hope to see you in Detroit in June.

Sincerely,

Jack Ma

Executive Chairman, Alibaba Group

【这段的意思大概是：米国的乡亲们，我们在底特律见哟，不见不散，你们的马哥哥】

注册信息和更多的会议信息你们可以访问：

Alibaba to Host Gateway ‘17 for U.S. Businesses, Farmers and Entrepreneurs

这里我倒是要说几句关于这次阿里巴巴及未来更多跨国跨境电商企业在米国本土动作。

无论是阿里巴巴集团直接安排的会议活动，或者是阿里投资直接控制或间接控制的各种企业比如百世物流在美国本土的布局，乃至最近跟马老板针尖对麦芒的顺丰王老板和UPS合作的种种，我们可以看到清晰的一点：

中国企业进入欧美市场，尤其是全球最完善最成熟最具消费力的美国市场，一定会走到欧美本土去。

正如前天人民日报报道所说：跨国经营，跳好三步舞

第一步：经营管理本土化

优秀跨国公司要具备高超的跨国经营能力，充分利用投资所在地要素

第二步：资源整合全球化

具备在全球范围内整合资源的能力，才是证明企业全球话语权的关键

第三步：外部支持专业化

行业协调、中介服务、金融支持、政策辅导，一个都不可少

招财进宝啦～～～～～～～～【这里必须插入重要的信息】～～～～～～～～～招财进宝啦

【我们二货联盟德克萨斯州达拉斯服装箱包鞋袜床上用品等纺织品批发门店正式启动，预计每月能清理100万美金纺织品库存，欢迎各位被这些折腾死去活来的跨境电商卖家、海外仓行家朋友们多批评指导合作】

【在美国有服饰包袋箱包家纺等纺织品库存需要处理的，尽快联系米哥（本人），微信号：chengguiliang1979，互粉必须报实名，花名化名鸟语名，即使通过也随机秒删】

一方面，我们在学习融入本土的经营管理，另一方面，本土的伙伴们也在通过各种方式学习融入我们的思路：

【是的，你们这些天天叫嚣要求国家成立汉语4-6-8级开始折磨老外的英语学*们，你们的梦想貌似可以实现了】

那么，对于我们这些跨国跨境电商的朋友们，这一大段文章有嘛启示呢？

1、走出去，住下来，融进去，赚大钱

2、凡事都是两面，正面走不通，从反方向有机遇【我不是叫你背后杠！】

3、本土经营，合规是基础，前阵子有个跨境收款的企业突然停止了美国站的美金结汇。

事情的大概原因，我猜，估计是本土合规没做完善【这个不是黑幕，真心不是黑幕】

美国跟我们国内不一样，我们是强有力的中央集权治国，美国是个联邦制的国家，每个州郡县都有自己独特的法律法规，很多法律法规是独行独立，甚至与联邦颁布的法规想被，比如德克萨斯州，就是那个孤星之州，就是那个民兵们把国民治安大队杠了大半年的德州，就是一个典型的独行独立的州，他们的法规，咂咂，说起来可有意思了，嗯，扯远了。美国的金融管理，尤其是合规的跨国支付结算管理是异常严格，有部分的跨国跨境支付公司，可能是通过某个州郡的某家银行或者联邦总部某些有中央拍照的金融机构进行合作，做了某些金融结算产品，它是合法合规，但可能覆盖的面只能是某部分区域，一旦业务覆盖到新的区域，而本土公关和渠道没处理好，往往就会后宫起火，本地合作的金融伙伴见势不妙偃旗息鼓，也是见怪不怪。

这些跨境支付公司，本质上是要为我们这些跨境从业者提供多样的金融结算通道，也是一腔热血向前冲，但如上文所说，优秀跨国公司要具备高超的跨国经营能力，充分利用投资所在地要素

跨境电商从业伙伴们只在中国做了产品，做了业务流量入口，在中国进行远程冷启动，海外本土全部只能仰仗本土合作伙伴气息，这样的战术是走不远，甚至会招来没顶之灾。