二手车出海正当时，佛山如何抢占新赛道？
近年来，随着国内汽车市场趋于饱和，新能源车迭代加速，二手车“出海”成为行业新蓝海。然而，在热潮背后，一个现实问题摆在众多从业者面前：
想做二手车出口，却缺车源、缺团队、缺经验，怎么办？
特别是在广州限牌政策影响下，大量车源向周边转移，佛山南海海八路逐渐成长为华南最大的二手车集散地——这里汇聚超6000家商户，现车库存逾10万台，已成为区域性的产业高地。但资源集中，并不等于能力匹配。许多原本从事新车销售、改装或跨贸的商家，面对出口业务仍显得“心有余而力不足”。
今天，我们就以佛山海八路出口基地的实践为切入点，拆解当前二手车出口的三大模式与破局路径。
The Time for Used Car Export Is Now — How Can Foshan Seize This New Opportunity?
In recent years, as China's domestic auto market has become increasingly saturated and new energy vehicles rapidly iterate, exporting used cars has emerged as a promising new frontier. Yet behind this surge lies a pressing challenge for many industry players:
Want to enter used car export, but lack vehicle sources, teams, or experience — what should you do?
Especially under Guangzhou’s license plate restrictions, a large volume of vehicle supply has shifted to surrounding areas. Haibalu in Nanhai, Foshan, has gradually evolved into South China’s largest used car distribution hub — home to more than 6,000 dealers and over 100,000 in-stock vehicles, forming a regional industrial stronghold. However, concentration of resources does not automatically translate into operational capability. Many businesses originally engaged in new car sales, vehicle modification, or cross-border trade still find themselves “eager but unprepared” when facing export operations.
Today, we take the Haibalu export base in Foshan as a case study to unpack the three major models and breakthrough strategies shaping the current used car export landscape.
一、模式之辨：谁在主导这场出海变革？
1. “1+N”模式：平台牵头，聚沙成塔
以广州番禺等地为代表，由一个核心主体搭建出口基地，整合场地、报关、物流等资源，吸引多个独立团队入驻。这种模式降低了单个企业的启动门槛，实现资源共享、风险共担，适合初创型团队快速切入。
2. “10×N”模式：协同作战，规模变现
在佛山海八路等地，我们观察到一种更进一步的协作形态：一个大型场地内聚集30甚至50个出口团队，每个团队拥有10台左右车源和数名业务员，共同使用统一的直播销售系统、客户转化流程和底价共享机制。
车你能卖，利润归你；车卖不动，库存共担。 这种“规模化+去中心化”的运营方式，极大缓解了个体商户的采购压力和库存焦虑，真正实现了“小而美”与“大而强”的融合。
3. “师徒裂变”模式：人才复制，生态自生长
在清远等地，我们看到另一种有趣现象：一位行业“老师傅”带出上百名徒弟，这些徒弟从项目组长成长为独立创业者。如今，当他们面临从新车、改装转向二手车出口的能力断层时，不是重新招人，而是“回流返岗”——不再是员工，而是以合伙人身份回归。 这不仅是人才的再组织，更是一种可持续的产业生态构建。
I. Model Comparison: Who Is Leading This Export Transformation?
1. The "1+N" Model: Platform-Led, Aggregating Resources
Exemplified by locations such as Panyu in Guangzhou, this model features a central entity establishing an export base and integrating key resources — including facilities, customs clearance, and logistics — to attract multiple independent teams. It lowers entry barriers for individual companies, enabling shared resources and shared risks, making it ideal for startups seeking rapid market entry.
2. The "10×N" Model: Collaborative Operations, Scalable Monetization
In places like Haibalu in Foshan, we observe a more advanced collaborative structure: a single large facility hosts 30 or even 50 export teams, each managing around 10 vehicles and several sales staff. These teams jointly use unified live-streaming sales systems, customer conversion processes, and shared floor pricing mechanisms.
You sell the car — profit is yours; if unsold — inventory risk is shared. This "scaled yet decentralized" operation significantly reduces procurement pressure and inventory anxiety for small merchants, effectively merging the strengths of “small and agile” with “large and powerful.”
3. The "Master-Apprentice Expansion" Model: Talent Replication, Ecosystem Self-Growth
In Qingyuan and other regions, we see another fascinating trend: one industry “master” trains hundreds of apprentices, who evolve from project leaders into independent entrepreneurs. Now, when these individuals face capability gaps transitioning from new cars or customization to used car exports, they don’t hire new talent — instead, they “return to work” — not as employees, but as partners. This is not just talent reorganization; it’s the construction of a sustainable industrial ecosystem.
二、痛点破解：中小企业如何借势突围？
面对复杂的出口流程、海外市场需求差异以及资金周转压力，中小企业往往望而却步。但上述三种模式告诉我们：单打独斗的时代已经过去，协同出海才是未来。
我们总结出三个关键突破点：
资源整合比单打独斗更重要入驻专业出口基地，可快速接入报关、检测、整备、海运等全链条服务，避免“什么都自己做”的陷阱。
共享底价机制激发销售活力在“10×N”模式中，车辆底价对内公开，多卖部分全归销售团队，极大提升积极性，形成良性竞争。
人才复用降低组织成本师徒制、合伙人制让经验可复制、团队可裂变，特别适合快速扩张阶段的轻资产运营。
II. Solving Pain Points: How Can SMEs Break Through?
Faced with complex export procedures, diverse overseas market demands, and cash flow pressures, small and medium enterprises often hesitate to enter the market. Yet the three models above clearly show: the era of going it alone is over — collaborative export is the future.
We’ve identified three key breakthrough strategies:
Resource Integration Matters More Than Going SoloJoining a professional export base allows quick access to full-chain services — customs declaration, inspection, reconditioning, shipping — avoiding the trap of trying to “do everything in-house.”
Shared Floor Pricing Boosts Sales MotivationIn the "10×N" model, the internal floor price of each vehicle is transparent. Any amount sold above that price goes entirely to the sales team, significantly boosting motivation and fostering healthy competition.
Talent Reuse Reduces Organizational CostsThe master-apprentice and partnership models enable replicable expertise and scalable teams — ideal for asset-light operations during rapid expansion.
三、给想出海的你三步行动指南
如果你正考虑进入二手车出口领域，不妨参考以下三步走策略：
✅ 第一步：选对平台优先选择已有成熟生态的出口基地（如佛山海八路新启用的出口基地），借助其基础设施和客户资源快速起跑。
✅ 第二步：轻装上阵不必一次性囤积大量车源，可通过“拼柜+共享库存”方式，与其他团队联合发运，降低资金压力。
✅ 第三步：绑定人才将核心员工转化为合伙人，用利益绑定代替雇佣关系，提升团队稳定性与战斗力。
III. Practical Advice: A 3-Step Action Guide for Aspiring Exporters
If you're considering entering the used car export business, here’s a three-step strategy to get started:
✅ Step 1: Choose the Right PlatformPrioritize export bases with mature ecosystems — such as the newly launched Haibalu base in Foshan — to leverage existing infrastructure and customer networks for a faster start.
✅ Step 2: Travel LightAvoid stockpiling large inventories upfront. Instead, use “container sharing + shared inventory” models to co-ship with other teams, reducing capital pressure.
✅ Step 3: Align Talent with IncentivesTransform key employees into partners. Replace traditional employment with equity or profit-sharing arrangements to enhance team stability and performance.
出海不是一个人的远征，而是一群人的奔赴。 当别人还在犹豫时，先行者已在路上。关注【拓策出海】，让我们一起，把中国好车，卖向全世界。
Going global is not a solo journey — it’s a collective mission. While others hesitate, pioneers are already on the move.Follow Toctap, and let’s bring China’s quality vehicles to the world — together.
本文改编自「拓策出海」直播实录。每周四晚20:15，聚焦汽车出海实战，关注视频号，获取一线产业洞察。
