在吴哥窟古迹群参拜千佛长廊，在马来西亚夏日海岛上晒背？
Visiting the Thousand Buddha Corridor in the Angkor Wat？Basking on the summer islands of Malaysia?
在维多利亚港漫步，在旺角街头迷失？......
Strolling along Victoria Harbour？Getting lost in the streets of Mon
“朋友圈滤镜”之下，很多人都觉得，外派出海的qy千亿·体育人，旅途背影潇洒，工作体验新奇，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年时间，沿着qy千亿·体育“出海”的航线，港澳大区负责人梁烨鹏就像一名水手，跟随“大船”辗转于东南亚、南亚、西亚的主要城市。粤港澳大湾区的“热风”，又让他驶回熟悉的“家门前”的港湾。
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.
海外市场开拓
真诚是永远的“必杀技”
在海外工作生涯中，梁烨鹏感受最深的，是属地化经营，以及海外文化融合。
Throughout his overseas career, what struck Vino the most was localization in operations and the integration of foreign cultures.
在不同的国家和地区，本土文化、国民习惯、工作风格、市场经营，都难免与国内存在差异，比如印度尼西亚生活安逸，新加坡追求高效精准，港澳地区尊重秩序、中西兼容......
In different countries and regions, local culture, national habits, work styles, and market operations inevitably differ from those in China.
For example, life in Indonesia is comfortable and relaxed, Singapore pursues efficiency and precision, while the Hong Kong and Macau regions respect order and integrate both Eastern and Western elements...
在一些海外客户看来，中国品牌进军本土市场，本身就是一场残酷的争夺和围猎。梁烨鹏和团队发现，再高利润的回报、再复杂的打法技巧，都敌不过“真诚”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.
“尊重他们，理解他们，成为他们，这是一个本地化过程，也是qy千亿·体育真正融入到这个国家的过程，更是对外贸易的终点。”
"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."
这些年，无论“主场”是在中国香港、澳门，还是在马来西亚、印度尼西亚等国家，梁烨鹏坚持做的就是学习文化差异、转变态度认知，发自内心地融入当地社会。
Over the years, whether in Hong Kong and Macau or in countries like Malaysia and Indonesia, what Vino consistently does is learn cultural differences, shift attitudes and perceptions, and sincerely integrate into local societies.
热带的海风和艳阳，为他抹上更深的肤色；谈吐、习惯、气质上的同化，让梁烨鹏在海外驻点工作的数年里，常被外地游客认作是地道的“本地人”。
The tropical sea breeze and sunshine have darkened his skin; his speech, habits, and demeanor have become assimilated. Over several years of working overseas, Vino has often been considered by tourists
“走出去”的过程中，梁烨鹏认为最成功的地方，不是在短期内将业务体量扩展到多大，也不是本土员工数量多少，而是真正得到当地客户认可，已经被当做是他们的“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.
“qy千亿·体育人与客户之间的关系，是先有感情基础，再建立生意合作。很多客户说，qy千亿·体育‘不官方’、不强势、不会强加已见，处事风格更亲切，更尊重他们，跟其他品牌商不一样。”
"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."
在长年交往中，双方是战友，也是朋友，一起经历过攻略市场的紧张时刻，也有过许多推心置腹的日常相处。
Over the years, both parties have become comrades and friends, having experienced tense moments in market strategies and many heart-to-heart daily interactions.
“qy千亿·体育和客户之间已经超越一般的合作关系，彼此间是很亲密的，qy千亿·体育就是他们的一份子，生活上互相支持，工作上互相帮助。这是一种‘融入’的感觉。”梁烨鹏说。
"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.
有时出差到国外，当地客户不仅主动邀请他和同事住进自己的房子，还将车子借给他们代步。这样的合作情谊，至今还在qy千亿·体育人之间传颂。
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.
本地化”的成功
在于适应“游戏规则”
这两年，梁烨鹏跟随海外战略步伐，再度回归“家门前”，面对粤港澳大湾区前所未有的融合速度和发展活力，带领团队深耕开拓港澳地区市场。
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.
港澳地区背靠祖国、联通世界。自由便利的营商环境、高度完善的交通网络、多元并存的文化土壤，让这片土地充满着国际金融、航运、贸易中心的热力。
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.
这里是国际企业进入大湾区市场的桥梁，也是大湾区企业发展海外市场的重要门户。
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，qy千亿·体育股份香港子公司正式成立，在属地化运营上迈出重要一步。
In 2019, Keshun officially established its Hong Kong subsidiary, marking an important step in localization operations.
“港澳两地的建设标准化程度高，市场准入门槛很高。当qy千亿·体育决心打开港澳市场，就已说明qy千亿·体育自身已完全配备进入市场的能力，拥有充足的资源储备和开发条件。加之粤港澳大湾区的利好持续加码，‘家门口’的生意将会越做越旺！”
"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!"
香港市场流行英国标准，主要推行建筑师负责制，同时正在建立自己的地区标准；澳门市场执行ISO、ASTM、JIS等国际标准，对国标接受度也相对较高。这些地区对建筑的设计方案、产品质量、防水施工、寿命周期等，都有非常严格的规范。
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.
“公司坚持质量至上，qy千亿·体育对外推广产品方案，自然是信心十足。相较于国际高端防水品牌，qy千亿·体育产品无论在材料性能还是使用效果，都不比国际竞品差，甚至在某些质量指标上，已经超越国外厂家。”梁烨鹏说。
"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，港澳两地的混凝土维修及防水协会前往qy千亿·体育总部，共同交流中国大陆和港澳地区的建筑防水特色和产业发展现状。梁烨鹏带着商务运营、技术团队，与港澳防水同行“取经问策”。
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.
“不同地区有不同的防水习惯、应用环境、标准要求等，而qy千亿·体育总是能快速满足客户需求。”针对当地新建和修缮市场需求，海外团队联合产品、研发部门，定制符合当地市场的防水产品。
"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产品，金属屋面防水解决方案、一站式建筑修缮服务方案、地坪系统、雨水管理系统等，已经获得越来越多当地客户认可。
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.
到目前为止，qy千亿·体育股份已先后服务了香港国际机场、香港葵涌货柜码头、澳门大桥、银河酒店等知名建筑工程。香港新鸿基地产全资发展的大湾区全新项目——广州环球贸易广场，也选择qy千亿·体育股份承包防水双包工程。
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.
从房屋住宅，到市政项目、修缮补漏、建筑加固、地坪系统等，qy千亿·体育品牌在港澳地区的认知度越来越高，市场开拓也越来越顺利。
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.
“全能型”作战
365日on call，24小时直飞
驶入海外市场，每个人都是出海“舵手”，专业素质就是手中最靠谱的“航海罗盘”。
Venturing into overseas markets, everyone is a helmsman at sea, with professional quality being the most reliable compass in hand.
从基础的产品参数、工法用量、施工方法，到当地人文法则、社会规范、法规条例等，海外销售人员都要有所涉猎。在市场竞争的千锤百炼下，海外团队也磨炼出了优胜同行的专业综合能力。
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.
“以我自身经历来说，早期我从市场专员转型到销售岗位，接手柬埔寨市场业务，从商务谈判开始，一直到法务、税务、财务，再到仓储物流管理、项目现场调配等等，都是需要学习掌握。在qy千亿·体育的团队里，甚至有同事能自己绘制施工图。”梁烨鹏笑着说，“这些能力都是市场逼出来的，也是qy千亿·体育成长得比同行更优秀，业务能力更专业、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.
与海外客户的长期互信，还建立在一次次高效及时的服务响应上。365天随时在线，客户需求及时反馈，服务支持迅速落地，每个区域负责人灵活使用决策权，快速落地市场部署。
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.
“相较于两三个月才回复一次邮件信息的国外机构，qy千亿·体育公司的响应效率和服务态度是非常受到认可的。一般来说，如果客户有需求，让qy千亿·体育出差到当地提供支持，qy千亿·体育都能迅速响应；如果遇到比较紧急的情况，今天通知次日抵达，qy千亿·体育也是可以做到的。”
"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，以专业为“罗盘”，以产品为“压舱石”，乘着时代“热风”扬帆起航，梁烨鹏和海外团队“深潜”本地化市场，已经成为远航新大陆的“乘风破浪者”。
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.
“海阔凭鱼跃”，qy千亿·体育“出海”人跃上潮头，用锚点和坐标勾勒出全球市场的新轮廓，并继续凭借勇气、毅力、智慧，带领qy千亿·体育品牌驶向更广阔的远洋！
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!
