香港25春展之后的思考（二）

Mark Fang

CEO of FundStone

"The people who are crazy enough to think they can change the world are the ones who do."

“那些认为自己能改变世界的人，最终真的改变了世界。”

– Steve Jobs 史蒂夫 乔布斯

在与日本老先生的交流中，最触动我的三个字是——“小而美”。

“小而美”不仅是一种商业策略，更是一种价值观。

在行业内，与同行交流时，大家最关心的是企业年营业额是三千万还是八千万，似乎规模成了衡量成功的唯一标准。回望我的初心，FundStonePak®的创立并不是为了追求极致的规模，而是希望让珠宝包装成为品牌故事与情感的载体。在珠宝行业，规模并不等于价值，广度并不等于深度。真正具有生命力的品牌，往往并不是靠低价、铺量取胜，而是通过独特的设计、匠心工艺和深度的品牌情感连接，赢得消费者的认可。传统的供应模式往往陷入价格竞争的泥潭，利润越来越低，品牌价值被稀释，长远来看，这种模式难以持续，这也是最让我在思考中感受到痛苦。

所以我决定对FundStonePak®的整体架构做出大的调整，将角色从供应商转变为赋能者，升级为行业研究和孵化中心，通过创新驱动行业发展，同时扶持独立创业团队建立自己的品牌。

虽然我们进入这个行业的时间不长，但现有的客户体量已经足以支撑目前的小团队健康运转（或者说被包养的很滋润）。我们将不再盲目扩张，而是精细打磨、深耕价值，将严格控制FundStonePak®本身的直接客户数量，只服务五个核心客户，确保每一个合作伙伴都能享受到极致的定制化服务。这个基础上，从即日起，FundStonePak® 将不再以自身名义进行珠宝包装的销售业务，而是专注于两个核心职能：

1.珠宝包装研发中心（R&D Center）

FundStonePak® 将从传统供应商升级为行业研究及孵化中心，专注于材料创新、环保设计、工艺升级等领域的深度研究，致力于推动珠宝包装行业的可持续发展。我们将构建全球包装数据库，研究不同地区的珠宝包装风格、消费者需求和品牌策略，为行业提供专业洞察，强化 FundStonePak® 在全球的创新地位。

2.孵化独立品牌（Brand Incubator）

FundStonePak® 将通过比例持股的方式，赋能独立珠宝包装创业团队。我们将提供设计、生产、供应链对接等基础支持，帮助创业团队专注于品牌建设，找到独特市场定位。同时，FundStonePak® 的全球资源将助力孵化品牌快速进入国际市场，并提供品牌策划及市场推广支持，确保这些品牌能够在全球舞台上立足。

我设想的初步孵化模式大致分为：

模式 适用对象 FundStonePak 的角色 费用或收益模式
品牌孵化（Brand Incubation） 有设计能力但缺乏生产资源的创业者 提供工厂资源、品牌策划、营销支持 比例股份
授权模式（Technology Licensing） 已有品牌但缺乏创新技术的公司 允许使用 FundStonePak 研发的技术（如智能包装） 按授权量收费
定制代工（OEM/ODM） 只专注设计或销售的团队 生产、供应链管理，允许贴牌生产 传统代工收费模式
联合品牌（Co-Branding） 与珠宝品牌或时尚品牌联合开发 共同推出联名包装产品 按销量分成

“小而美”不是妥协，而是一种更高级的商业模式。它意味着精细化、专业化、个性化，意味着每一个产品、每一项服务，都经过深思熟虑、精雕细琢。我希望 FundStonePak® 将通过这个转型，成为行业创新的推动者，而非价格战的参与者。

在写完这篇文字后，通过团队充分的讨论，我们将首先从公司内部孵化三个独立珠宝包装品牌，两年内我希望孵化品牌的数量能超过九个。

以下是招聘广而告之

我会为FundStonePak®担任不超过两年的牛马，直到你准备好接过这份责任。

你快来帮我。

请发送简历至：contact@fundstonepak.com

本系列其他文字：

Reflections After the Hong Kong Spring Fair 2025 (Part 2)

Mark Fang

CEO of FundStone

"The people who are crazy enough to think they can change the world are the ones who do."

– Steve Jobs

The three words that touched me the most during my conversation with the Japanese gentleman were "Small Yet Beautiful"

"Small Yet Beautiful" is not just a business strategy—it is a value system.

In the industry, when conversing with peers, the most common topic is whether a company's annual revenue is 30 million or 80 million. It seems that scale has become the sole measure of success. However, looking back at my original intention, FundStonePak® was not founded to pursue extreme scale but to make jewelry packaging a carrier of brand stories and emotional connections. In the jewelry industry, scale does not equate to value, and breadth does not mean depth. Brands with true vitality do not win through low prices and mass production but by earning consumer recognition through unique designs, exquisite craftsmanship, and deep brand connections. Traditional supply models often fall into the trap of price wars, leading to shrinking profits and diluted brand value. In the long run, such a model is unsustainable, which has been a source of deep reflection and concern for me.

Therefore, I have decided to make a significant adjustment to the overall structure of FundStonePak®, shifting our role from a supplier to an enabler. We will upgrade into an industry research and incubation center, driving innovation while supporting independent entrepreneurs in building their own brands.

Although we have not been in this industry for long, our current customer base is already sufficient to sustain our small team comfortably (or, to put it another way, we are being well taken care of). We will no longer pursue blind expansion but will instead focus on refinement and value creation. FundStonePak® will strictly control the number of direct clients, serving only five core partners to ensure that each one enjoys an unparalleled, highly customized service experience.

On this foundation, starting today, FundStonePak® will no longer sell jewelry packaging under its own name. Instead, we will focus on two core functions:

1. Jewelry Packaging Research Center (R&D Center)

FundStonePak® will evolve from a traditional supplier into an industry research and incubation center, focusing on material innovation, sustainable design, and craftsmanship enhancement. We are committed to driving the sustainable development of the jewelry packaging industry by establishing a global packaging database, analyzing regional packaging styles, consumer preferences, and branding strategies. This initiative will provide professional insights to the industry while solidifying FundStonePak®'s position as a global leader in packaging innovation.

2. Incubating Independent Brands (Brand Incubator)

FundStonePak® will empower independent jewelry packaging startups through equity partnerships. We will provide essential support, including design, production, and supply chain integration, allowing entrepreneurs to focus on brand building and market positioning. Leveraging our global resources, we will help these brands enter international markets while offering branding and marketing support to ensure their success on the global stage.

Preliminary Incubation Models:

Model Target Audience FundStonePak's Role Revenue Model
Brand Incubation Designers lacking production resources Provides factory access, branding, and marketing support Equity partnership
Technology Licensing Established brands lacking innovative tech Grants access to FundStonePak's proprietary technology (e.g., smart packaging) Licensing fees based on usage
OEM/ODM Customization Teams focused solely on design or sales Handles production and supply chain management, allowing private-label manufacturing Traditional manufacturing fees
Co-Branding Jewelry or fashion brands Jointly develops co-branded packaging products Revenue-sharing model

"Small Yet Beautiful" is not a compromise; it is a more sophisticated business model. It signifies refinement, expertise, and personalization. It means that every product and service is meticulously crafted with thoughtful precision. Through this transformation, I hope FundStonePak® will become a driver of industry innovation rather than a participant in price wars.

Following extensive discussions with the team, we have decided to first incubate three independent jewelry packaging brands within our company. In the next two years, I hope to expand this number to over nine.

I will serve FundStonePak® as a worker for no more than two years until you are ready to take over this responsibility.

Please send your resume to: contact@fundstonepak.com

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