Customized 188bet app download is a promising segment in the tourism industry，is a well-known blue ocean market。After several years of exploration，Enterprises recognized by the market and capital are gradually growing，Differentiated business models are gradually becoming clear。

However, there are still some questions in the industry: whether there are scale opportunities for customized tourism？Can the cost of acquiring customers be reduced？How to deal with relationships with OTAs and 188bet app download agencies？How to view the differences between “technical school” and “service school”？

About the above issues，Zhihui organized a small offline salon "Wailu Industry Talk·188bet app download Tour"，And invited 15 guests to share their views，They are:Cloud to ground connection&Meng Lei, founder of Huangbaoche、Zhang Pinghe, founder of World 188bet app download Network、Jia Jianqiang, CEO of 6renyou.com、Jiang Songtao, CEO of Youxin 188bet app download、Lushu CEO Cheng Xiaoyu、Guidemao CEO Ren Jing、Cai Yun, co-founder of Wuer Journey、Enterprise CEO Huang Zining、Wang Jianmei, Deputy General Manager of Miracle 188bet app download、Wang Weibo, Vice President of South American Style、Song Xuan, deputy general manager of CYTS Yaoyue、Liu Man, Marketing Director of Character、Han Yihui, Investment Director of Galaxy Internet、Dai Xu, Investment Manager of Matrix Partners China、Geng Pengcheng, Director of 188bet app download Theme Customization Department on the Road。(in no particular order)

The following are excerpts from the guests’ wonderful speeches:

Q: What’s the difference between 188bet app download tours?

Jia Jianqiang:My answer may make 188bet app download a little disappointed，My answer is that we are no different from others。We started to think of many things，Bring the inertia of the Internet to this industry，We subvert、Innovation，Think we are substitutes for others，After doing this for a few years, we found that this is not the case，Some Internet ways of thinking are not suitable for such a service-oriented industry category，So in terms of practice, we started to find the group of people we have，Because I slowly understood，“The Internet faces everyone、The idea that “everyone is my user” is no longer true，188bet app download can only find people who need your services，Learn more from the industry，Start to embrace this industry，Do a good job in a down-to-earth manner。

Second，It turns out that the Internet’s idea of ​​explosive products is not valid either，Customized games are not suitable for hot hits。Because tourism resources play a very important role in it，I have done a lot of things by packing and doing packaging at the front，Cannot add value to this matter。Users choose a product first to see if your price is good。Since 188bet app download are a platform company，The first thing 188bet app download pass on to consumers is price，A lot of other things have nothing to do with 188bet app download，The idea of ​​explosive products is not valid。

So we became a 188bet app download agency,My idea is to be as similar as a 188bet app download agency，I will do whatever the 188bet app download agency does，188bet app download agency is willing to provide air tickets and hotels，I’ll charter a car for you，We will charter a car；The 188bet app download agency has many 188bet app download consultants，Raised a lot of OP，We also raise them，There is no one, let’s go to traditional 188bet app download agencies to recruit people，They give 4,000 and we give 8,000，Get it here first，Everyone study hard，It’s okay to raise people。Traditional 188bet app download agencies treat users the same way we treat them，Traditional 188bet app download agencies treat enterprises, and so do we，Traditional 188bet app download agencies treat our colleagues the same way we treat them，Anyway, as long as you do it, I will do it，I study steadily in this way，Find the customer acquisition pattern on each road，User’s consumption habits，What’s the difference between the things you care about，Then find a breakthrough point that you can break through。

Ren Jing:I 188bet app download more stubbornly，Customization should be charged。After a period of exploration and adjustment，We have a more reasonable and professional pricing system。When the user invites the expert to customize the trip，Pay for customized services，This is what we have always insisted on，188bet app download is different from the traditional starting point of making customized tours to earn the price difference through booking。

Service provider side，We chose an entry point that is different from the traditional customized 188bet app download industry，Our service provider does not start from a 188bet app download agency like other customized 188bet app download companies。Existence is reasonable，We believe that 188bet app download agencies still have their own advantages so far，What advantages？So many years of history come through，I (188bet app download agency) have products and regular customers，In other words，I still have money to earn，Won’t easily let go of things that can still make money，To make a big transformation。If a company is relatively small in influence，Hope to influence 188bet app download agencies to provide the kind of service we advocate、It is difficult to change the value concept of 188bet app download agencies and cultivate service capabilities with different focuses。So we might as well start with a blank sheet of paper，Masters are blank sheets of paper，Sample of our service creation，First let’s understand how far the customized service can be achieved、Make a sample of what kind of problem should be solved，I think it’s feasible，And it has a certain size and scale in the market，We will promote this service to 188bet app download agencies。We want to prove that 188bet app download can not only sell products but also services.So except for experts，We 188bet app download gradually open up more diverse customization providers and service methods。Small and medium-sized 188bet app download agencies are doing sales，But in fact, the service in the sales communication process is valuable、Should be charged。188bet app download agencies no longer need to rely too much on local resources as before，We have to wait for the local quotation to get the customer，And once the 188bet app download agency is too small，The ground party’s response may not be timely、You can’t get an advantageous price either，188bet app download agencies have become very passive。If we have a new value point，188bet app download agencies only provide customized services，Local resources have been informatized、Standardization，No longer limited to person-to-person ground connection resources，You can arrange itineraries and give quotations simply by mobilizing resources in the system，Then the development and value-added space of 188bet app download agencies will be much greater。

In addition to charging for customized itineraries，Trained 188bet app download expert、Personality richness of POI library and route library，This is what distinguishes us from other companies that provide services for customized tours。

Cai Yun: I believe everyone understands it，188bet app download is actually a big pitfall，Everyone comes in with feelings，But if you really do 188bet app download, you will find that it is not easy in the middle，Customer acquisition from the front end、From the intermediate service process to the back-end resource control，Every link requires a lot of energy to be solid。So I agree with what I just said，Many companies say they are not very successful when they encounter problems。I also agree with what was just mentioned，Must start from customer needs，So we went deep into the market from the beginning，We will do research on what customers want and provide them with corresponding services，We have always followed the needs of our customers，This is what we think of as customization, not how unique or strange 188bet app download must be to be a customized itinerary。Broken down in each link、Optimize our efficiency，Continuously reduce our own costs，Improve our own human efficiency ratio，Transfer costs to customers，Enjoy our services at the same price as if they were traveling alone。

Jiang Songtao:Youxin has been attracting much attention in the capital market since its establishment in 2014，Received three rounds of financing in a row within 16 months。188bet app download can be seen that the capital market is very optimistic about the direction of customized tourism，Because this is a subdivided field that can produce its own blood。First，The group at the top of the consumption pyramid is the main group of 188bet app download tours，This group of people have high net worth，Will only be attracted by high-quality services and resources，Not very price sensitive。Secondly，Consumption upgrading is a major trend in the past two years，More and more users want to go out and see the world，will gradually become the core audience of 188bet app download tours in the future。Third，The same group of people are upgrading their consumption，They are also more willing to pay for quality、Service payment。

Q: What do 188bet app download think of the Internet?

Zhang Pinghe: The key lies in whether efficiency can be improved and costs reduced in the process of networking，If the customer acquisition cost is too high，188bet app download can also try to integrate other channels，For example: offline channels，I found that it is cheaper to acquire customers offline than on Baidu，We will begin to fully integrate offline resources。

Q: Does the front-end service require anyone?

Meng Lei: What is the value that chartered tours and tour guides bring to us？I don’t think the value lies in how good the tour guide says 188bet app download attraction is，But when people reach a certain level of consumption，He needs to be served。Just like in the future, restaurants will all be self-service equipment and no waiters will be needed？I don’t think so，The restaurant needs waiters。

We cooperate with some self-driving car rental platforms，Use big data to accurately analyze those users who usually use self-driving services a lot，We found，Under the right conditions，The chartered car conversion rate of this group of people is very high，So for enterprises，What 188bet app download have to do is to let customers recognize the value 188bet app download create。

Why do we say that customization conversion rate is low？188bet app download’s not that the user has no willingness to consume。

I can give 188bet app download an example，What was the approximate price of a mobile phone ten years ago，Basically high-end feature phones cost one or two thousand yuan，We just bought the first generation iPhone and thought it was too expensive，I feel accustomed to it now。A user may spend 10,000 to 1 on a group tour in Europe.50,000，If 188bet app download rent a car, it will cost about 20,000 to 2.30,000，There is a problem here，It is definitely not suitable for two people (charging a car)，Usually a family or a few friends together (chartered car)。Now 2B business accounts for a lot of our volume，If 188bet app download are traveling as a family，Able to explain the value clearly，I think users are willing to pay，SoThe value of tour guides and destination services is long-lasting，And the potential is very big。

Cheng Xiaoyu:Can customized games use tools to replace people？I think we need to see the value of people in different scenarios - the scene before departure、Scene in row，Under different scenarios，People have different functions。Before departure，People’s role is more in a perceptual environment，Promote tourists’ interest in 188bet app download，Help him discover 188bet app download inspiration，And give him value transmission。Because we know188bet app download decisions are relatively expensive、Not so high frequency and not necessarily necessary。For example, when the family is in financial crisis，The first thing to save is 188bet app download money。Many of our customers have asked us，Can Lu Shu guide the POI to them，Let their guests design their own itinerary directly on the website or app？188bet app download seems that tools can replace labor，The personnel cost is reduced。

But we found that in the pre-departure scene，This person cannot be spared，The first touch point of customer contact，Must be a human, not a machine。Because when he doesn’t know the destination、When 188bet app download are not familiar with POI，Even if the front end is very simple and clear，188bet app download think your user experience is very good and 188bet app download want him to order it himself，However, when 188bet app download let users figure it out for themselves，Equivalent to pushing this user away，No temperature。Actually，Pre-departure consultant，188bet app download has the effect of adding fuel to the flames and promoting consumer desire，188bet app download may also resonate with users。For example, a colleague from our company traveled to Japan，Find a customizer。The customizer discovered that my colleague was also playing Onmyoji，I suggested that she go to Seimei Shrine in Kyoto to ask for an SSR card (a rare character in the game)，My colleague was immediately shocked，188bet app download customizer understands me very well，Good and personalized service。Professional service staff can boost consumer sentiment before departure，Provide targeted suggestions。

Scene in row，People first provide companionship and safety，It’s more reassuring to have a local here。The second is to provide convenience，For example, when ordering in a restaurant and the language is blocked，The person accompanying 188bet app download can provide direct help，Save a lot of worries。In addition to safety and convenience，Local people’s long-term living and integration in the local area，It can also better guide tourists to discover、Experience local culture and lifestyle。Many people now eat at Michelin restaurants when traveling，Not just eating。Tourists not only need to know what’s going on，We still need to know why，This is more of a transfer of knowledge and culture。For example, the concept of "master" proposed by Honghu Yiyou，When 188bet app download arrive at a prairie，Looking at the stars，The master will tell 188bet app download stories about the stars and constellations；When 188bet app download go to a Michelin restaurant，The host will tell 188bet app download about the local food culture。These care and experiences 188bet app download produce many touching moments，When I recall my past travels，I have forgotten many specific locations，But these moments spent with someone，The one who can always remember。

So，I 188bet app download there are many functions of humans that machines cannot do for the time being。In fact, Lushu is an Internet company，The most important thing is to promote the role of technology and machines，But we really 188bet app download so，The role of customizing people in the game is huge，Currently cannot be replaced。

Q: How do 188bet app download balance what 188bet app download do for your colleagues and what 188bet app download do yourself?

Jia Jianqiang:This is how I understand it，My peers think I am valuable，He chose to cooperate with me，He thinks I don’t have it，He won’t cooperate with me，There is a conversion rate problem，I won’t solve the problems that I can’t solve for the time being，It is not a suitable way for me to completely transform into 2B instead of 2C，So I want to say try to connect everything that can be connected，As for whether its mouth is suitable for your mouth？Let’s try it out，If appropriate, 188bet app download can measure it inside，So this is my general idea。

We are the same as everyone else，Let’s see how traditional 188bet app download agencies do it，But there are differences，What has the Internet brought to customized 188bet app download，You need to understand this，The essence is actually unchanged。It does not mean that all 188bet app download services will be thrown away by using the Internet，Then I feel that after throwing it away, I will no longer be a 188bet app download agency。I think the core value of a 188bet app download agency is not only the integration of resources but also the provision of services，So the essence of service is there，It’s nothing more than the Internet’s ability to acquire customers，Changing the customer acquisition channels of traditional 188bet app download agencies，The growth of traditional 188bet app download agencies comes from channels，Why so many affiliations、Store？This is the normal sales method of traditional 188bet app download agencies。You have to deal with direct customers when it comes to customized 188bet app download，There is a question to consider here，When you face direct customers，Can you be healthy？We have to think，Problems in acquiring customers in the leisure tourism market，How to face the direct customer market and still make money，This matter is very important，I think acquiring customers is the first and most important part of using the Internet to customize 188bet app download。How to connect with your direct customer market more efficiently，This is the first problem to be solved。

How to improve your efficiency，How to let traditional 188bet app download agencies improve your efficiency，What is the purpose of improving efficiency？Is to improve human efficiency，Reduce gross profit margin，Let all end consumers accept the price of customized 188bet app download，Many consumers cannot accept the 30% gross profit of customized 188bet app download，You can reduce it to 15% gross profit margin in an efficient way，Some people can accept it。The characteristics that the second Internet brings to this matter，How to improve your efficiency，The way to improve efficiency is not to scale it up，All investors ask me about scaling，I just said that this matter is not large-scale。I didn’t want to make this into a unicorn，From my perspective，The industry in the future will be diversified、An industry where a hundred flowers bloom，Everyone has his or her own industry、Profit，Just make 188bet app download a business in a down-to-earth manner，There is no need to cater to investors and talk about scale、Standardization、Talk about subversion，I still hope to do the things that I think are most important in a down-to-earth manner。I also tell investors，If 188bet app download need something that will cost tens of billions or a hundred times in the future，I said wait until I finish customizing the game，Let’s start another one，I am from the Internet after all，I think I can find another direction in this category，Can be scaled，Make it a more imaginative thing，But its failure rate is 90%，ButI think the probability of failure in customized 188bet app download is only 10%,It is a business，Many traditional 188bet app download agencies are doing quite well in it，It would be nice to turn it into a business，Don’t make customized tours so different，It’s good to do the same as everyone else。

Q: Are there opportunities to scale 188bet app download tourism?

Meng Lei:I actually don’t think there is no opportunity for scale customization，I tell you my personal thoughts，I don’t know if this logic makes sense。We talk about customized 188bet app download，The single unit is not high，I was toB ten years ago，I visited 70、80 cities，If you sum the volumes，30-50 billion is available，The problem is extreme dispersion。Is it possible，Customized 188bet app download is an information method，The organization is small，But it’s scattered，Customer acquisition localization of the service itself，And we can bring it higher management efficiency and better conversion efficiency of users，I imagine you have one or two hundred studios in first- and second-tier cities across the country，Unified brand, unified tools、Unified management efficiency，I think there is a chance，This is my recognition of the possibility that a fairly large company may emerge in customized tourism，I don’t think online customer acquisition can complete customized games。

Q: How does capital view customized 188bet app download?

Dai Xu:The capital side initially looked at tourism，More opportunities to see 2C，Related to the Internet，You can think about platform opportunities。But in terms of tourism，Everyone has seen that no big opportunity has appeared for so long。Then we look at B2B tourism related，Customized 188bet app download user needs are very personalized，So from my perspective，Each company or each project focuses on a certain field，The gross profit of customized 188bet app download is not low，You can survive if you can make money。But back to the scaling thing，From an investor’s perspective，Capital is a little anxious，I need you to make it bigger，This investment is valuable to investors。Let’s start looking at 2C，When I first came here, there were many people doing Southeast Asia，China’s shift from domestic 188bet app download to overseas 188bet app download，There are some in the United States、Europe，Everyone has their own resources to take root，Have its own unique customer base，But none of them have reached a very large scale，We will start watching 2B later，2B gross profit is relatively low，At the same time, it is difficult to achieve a particularly large scale。We also watched a lot in the middle，For example, use artificial intelligence to customize some itineraries，2C’s product，You find it is very thin，Provides you little value，Not too down-to-earth，A layman’s feeling，Not quite right。

So are there any opportunities for VC investment in the tourism industry，Where are the opportunities？Customized 188bet app download must be the general direction，How should you invest as a VC，I also want to ask everyone。In terms of longitude and latitude，In the past two years, there have been investments in tourism one after another，Mr. Meng has invested heavily in our tourism industry，Really very optimistic。One more thing，We talk about trading platform，I may vote for one that has a little bit to do with 188bet app download，It’s ofo。We often discuss，The two ends of the trading platform are demand and supply，Which one should do supply or demand first?，This is a problem faced by the trading platform，I remember a senior boss said，Most trading platforms look like this when they come out，The need for it is always there，There just isn’t a very good supply to satisfy it。Let’s look at this in many industries.，Imperial chartered car，Free 188bet app download by chartered car，This need exists，But I couldn’t find such a supply before，ofo’s little yellow car，3 kilometers、The 188bet app download demand of 5 kilometers also exists，Similarly no supply。But how to make the supply deeper and deeper，The better you do it，This is the supply-side reform that the country talks about，How can we upgrade and transform this supply in an efficient way？Now investors are increasingly aware that the Internet is just a tool in many industries，The Internet does not mean everything，Use the Internet to help 188bet app download get better customers，Can bring a little value to this industry。

Q: What is the core value of customized 188bet app download?

Zhang Pinghe:You just mentioned how to better acquire customers，We first analyze and grasp user needs。It is important to understand the needs of users，If users need cost-effective independent 188bet app download, you cannot provide it，Then even if you pay a lot to acquire customers, you still won’t be able to get orders。

Secondly，It’s efficiency and scale，Including occupation of funds、Customized efficiency of 188bet app download experts，Also the management efficiency of suppliers，If the Internet customized 188bet app download can do better than traditional 188bet app download agencies、Faster、More money，Of course there will be good profits。

Here，Let me tell 188bet app download a few numbers，Our users are online、Available offline，Offline，More than 50% of the users we have contacted want to charter a car to 188bet app download freely，But less than 10% placed the final order，On this point, we have a lot of room for cooperation with Huangbaoche。We are also watching here，Why is there such a big difference？40% of people did not place an order，Once the cost of chartered 188bet app download increases by 50% to 60%，Users are unwilling to buy，Because his budget exceeded a lot。If driving by yourself，Rent a Mercedes Benz in Europe ，About 110 euros，The client can find a tour guide，A broken car will cost more than 300，The price difference is 3 times，If the user travels for 12 to 15 days，The cost has increased。This is how customers calculate costs，Chartered cars are relatively expensive in Europe，But it is cheaper in Southeast Asia，So，We see that users are less willing to charter a car in Europe and prefer to choose self-driving。The key point here is to grasp user needs，Basically, most users are still willing to choose the electronic tour guide (World 188bet app download Master) to 188bet app download by car，Cheaper，Once the user’s budget exceeds 15%，They won’t accept 188bet app download。

Last point，Consumers and users are actually a bit vague about the positioning of our customized 188bet app download industry，Consumers may not know，Why customized tours are more expensive than non-customized tours？I think high-end customized 188bet app download，It must be a good thing，But the scale is not large。There are only so many rich people，I also participated once，100,000 yuan for one person to drive in Europe for 7 days，Choose from various good cars such as BMW，But after all, there are only a few users，Small scale。Millions or even tens of millions of people from China left the country to Europe this year，One person spends 10,000 yuan to 1.There are many people with 50,000 yuan，This is the key point。We need to increase the scale，At the same time, the positioning must be clear，We are the MUJI in customized 188bet app download、UNIQLO，Still Hermès？Take the positioning of Yaoyue and Miracle as an example，Only serving a small group of people，The price is so expensive，The quality must be very good，But it can only supplement existing business，It is very difficult to reach 100 billion in scale。World State is positioned as Muji for customized 188bet app download，Mainly serving the middle class，Excellent value for money when traveling，The quality is not bad，This volume can serve hundreds of millions of people。At the same time，Our prices are the same as group tours，We can provide users with personalized customized services for personal 188bet app download or family 188bet app download。Let’s set a small goal for now - to 10 billion。I call on everyone to work together，Let’s promote together、Popularize the concept of affordable customized 188bet app download，Let consumers understand、Affordable、Have fun。Let’s decide togetherThe game market is getting bigger.

So，The core value of customized 188bet app download is to meet user needs、Efficient、Accurate positioning and scale。

Q: IKEA model’s reference for customized 188bet app download

Liu Zhaohui:final，Share a sentence and a book。188bet app download is what I heard recently，“All business models are about the most efficient use of resources within limited boundaries”。If something goes beyond your boundaries，That’s not what 188bet app download’re good at，Indicates that 188bet app download misallocated your limited resources，Error matching your resources and your power，In other words，Where resources should be configured、Within your boundaries，Did not take the opportunity to establish an advantage。

A book I want to share is about the IKEA model，The book is called "IKEA"，The author is the CEO of IKEA。IKEA’s main consumer group is also the middle class。There are three things that impressed me about 188bet app download book，First isDescription of IKEA boundaries，He said IKEA is "well designed for the middle class、Highly functional、High quality and sustainable、Inexpensive furniture”。This description is extremely accurate，For customized tours，How do 188bet app download define your own users、What about services and borders？

Second sentence，How to achieve differentiated development in value chain control，It took the author 20 years to understand this sentence。Lenovo customized tour，In terms of product definition, is customized 188bet app download absolutely personalized or relatively personalized，If you are middle class, you may choose relative personalization，The products provided by IKEA give us a good reference，Its components are standardized，And users’ own splicing will make them feel personalized。

The third point，IKEA’s effectiveness in comprehensive management of the entire supply chain，Excellent use of 188bet app download systems and the Internet。

*This article is compiled based on the speeches of guests at Zhihui’s “Wailu Industry Talk·188bet app download Tour” event。