汽车外贸垂直渠道与专项场景话术

Dear {Name}, CKD project for {country} — this is a serious undertaking, and I want to lay out the real scope before any pricing so we align expectations. **CKD vs SKD** — pick your scope: - **SKD (Semi-Knocked Down)**: body pre-painted, powertrain pre-installed, minimal assembly. Lower duty benefit, faster start. - **CKD (Complete Knocked Down)**: body-in-white, paint, trim, chassis, powertrain — full assembly at your plant. Maximum duty benefit but requires paint shop + welding capability. **Typical CKD program structure**: | Phase | Duration | Deliverables from us | |---|---|---| | Program setup | 2 months | Homologation strategy, LTA draft, factory audit at your plant | | Homologation | 3–6 months | GCC / country-specific type approval, plate testing | | Tooling + fixture | 4 months | Jigs, fixtures, assembly line design | | Pilot production | 2 months | 10–20 pilot units at our plant + train-the-trainer | | SOP | Ongoing | Weekly CKD kit shipments | **Key commercial terms typical**: - Minimum LOP: 5,000 units over 3 years (below this, tooling amortization doesn't work) - CKD kit pricing: usually 65–75% of CBU FOB, driven by localization content - Local content target: agreed at outset (typical: Y1 30%, Y3 50%, Y5 70%) - Warranty split: powertrain warranty stays with us, assembly warranty on you **Investment on your side**: - Plant infrastructure: paint shop (if CKD), body shop, assembly line ~$20–40M for 5K/year capacity - Tooling deposit: 30% at PO, 70% at PPAP (typical $2–4M for a passenger EV) Would a 90-min video call with our program director + your team make sense? We can walk through a similar CKD program we've launched (Egypt, 2024, 8K units/yr) and answer specifics. Best regards, {Your Name}

[CKD 术语，翻译略——重点是显示项目管理能力]