时尚消费观念已经大变样了。
Fashion consumption has changed.
我们的母亲或祖母那一代人往往会买件外套穿上一辈子，而我们这一代人每个时装季会买上2、3件外套。
Your mother or grandmother would buy a coat for a lifetime, we buy two or three coats a season.
消费者需要我们提供这样的服务——他们需要处理自己多余服装的场所。
People need our service — they need a place to let go and get rid of this excess.
这些网店成功的秘诀缘于完全模仿奢侈品购买体验。
Their success comes from their ability to mimic the luxury shopping experience.
我们对各大品牌的内涵、旗下产品、质量以及做工了如指掌。温赖特说，Ebay是个伤心地，破坏了消费者购置奢侈品的浪漫心情。Ebay没有诚信。
We have a deep appreciation of the brands, the products, the quality and the craftsmanship, says Wainwright. Ebay was sad. The romance was broken. It lacked integrity.
所以我们当初设立的目标就是维系各大时尚品牌的诚信。
So our goal was to maintain the brands’ integrity.
莫藏对此也深有同感：在我们网店成立之前，曾有个二手奢侈品交易市场，但它缺少两样东西，而这两样东西后来成为我们的立身之本，其一是诚信（Ebay缺乏），第二是产品管理——因特网功能强大，所以我们挑选最好的产品。
Moizant agrees: Before us, there was a second-hand market but it lacked this — we brought in two big pillars. The first was trust, which eBay lacked. The second was curation — the internet is so vast, so we do the job of selecting the best pieces.
我们有专门的设计师团队，他们每天在网上浏览4000件时装，并做出甄别，择优选择。
We have a team of stylists, who each day go through about 4,000 pieces and vet them digitally and pick the best.
我们还聘请另一专家团队对其进行鉴定。
We also authenticate with a whole other team of experts.
通常这意味着与品牌公司以及其它防伪机构进行通力合作。
Often this involves working with brands and anti-counterfeit organisations.
无论是The RealReal还是Vestiaire Collective，都没把自己视作旧货交易场所。
Neither platform sees itself as a vintage site.
我们希望消费者感觉它们就是（或者说尽可能是）门店销售的产品，让消费者感受到那种时尚快感。温赖特说，并解释为何所售商品多数为两三年前的东西（有些手袋与手表是10-20年前的东西）。
We want people to feel like the pieces are in stores now, or could be — that it’s modern, says Wainwright, explaining that most products are two to three years old (though some handbags or watches go back 10 to 20 years).
两大在线销售平台提供的是与奢侈品零售商同样水准的服务——送货灵活、选择多样、咨询全面以及颇具亲和力的购物体验，Vestiaire的客户资料就是个明证。
The platforms offer the same service as luxury retailers — slick delivery, broad choice, informed advice, a social shopping experience, as exemplified by Vestiaire’s user profiles.
我们突破了纯电商领域，变成了时尚社交网站。
We go beyond e-commerce into being a social network for fashion.
这在二手奢侈品网店显得凤毛麟角）这正是女性朋友喜欢我们网店的原因所在：与其他时尚达人(fashionistas)分享时尚的爱好。
It’s so rare to find that in a second-hand website — and that’s what women and girls love; sharing their love of fashion with other fashionistas.
最重要的就是大家同庆购物之快乐。
It’s all about celebrating the joy of shopping.
客户每年在我们网店平均购物6次，也就是说每二个月就会光顾一次我们网店。温赖特说。
Our average customer shops six times a year, so every other month — they browse, says Wainwright.
光顾莫藏Vestiaire网店的购物者每次平均花费400欧元。
Moizant’s Vestiaire shoppers spend on average Euro400 each time.
她认定有两大原因：其一是淘自己错过的东西——销售一空或是自己遗憾当初没买的东西；
She’s identified two main behaviours: One is looking for a piece you missed — sold out, or something you regretted not buying.
第二是价格原因——自己想要个香奈儿包，但掏不起全价。
The second is price-driven — you want a Chanel bag but can’t afford full price.
两大网店的销售经验都非常老练——除了给上架服装拍摄照片以及决定销售内容之外，其它一切无需担心。
On both sites, the selling experience is just as slick — aside from photographing garments and deciding what to sell, there is little to worry about.
我们确保销售顺畅——挑选好产品后，消除任何不便或是争执。
We make it really easy — we pick up the pieces, we get rid of any inconvenience or friction.
我们多数委托人的工作都很辛苦——他们不希望整天紧盯自己委托卖出的二手货。
Most of our consignors work a lot — they don’t want to run around chasing their previously owned goods, says Wainwright.
温赖特说，我们给对方付费并与其定期沟通——这是份轻松稳妥的收入。
We pay and communicate regularly — it becomes an easy source of income.
多数委托人并非名人，他们每年在卖二手时装上能挣8000-10000美元，尽管有些人从中挣的钱足够装修房子了。
The majority of our consignors are not whales — they’re making $8,000-$10,000 a year, though others have made enough to remodel their homes.
Vestiaire为前10%的客户提供贵宾服务——代表对方为其二手货拍照、销售以及存储。
Vestiaire offer a concierge service for the top 10 per cent of clients — they will photograph, sell and store items on their behalf.
对于那些喜欢亲力亲为的客户，网店会简单指导对方如何给自己的二手货拍出最佳效果来。
For those doing it themselves, there are simple instructions detailing how to shoot your stock in the best way.