October 9，Zhihui’s “Cultural Tourism Study House” online open class invited the founder of Lushu Technology&CEO Cheng Xiaoyu shared the theme。Sharing this time，Cheng Xiaoyu elaborated on the development status of the customized 188bet industry，And cultivate professional talents from customized tours、In-depth analysis of customer acquisition and marketing of customized tours。

Cheng Xiaoyu said，Customized 188bet has become the fastest growing segment of China’s tourism industry，There are three major trends in the development process: first，The driving force of the customized 188bet industry is gradually shifting from user needs to products or content；Second，Merchant in customized 188bet industry，From the pursuit of scale and volume，Gradually evolved into the pursuit of "small but beautiful"；Third，Many “tourism +” business models are gradually emerging in the customized 188bet industry。She thinks，Customized tours attach great importance to 188bet experience，The most important core lies in the content of the 188bet experience，With the development of the industry，The trend of 188bet experience content is becoming more and more abundant、Diversification、Scenarioization。

Sharing，Cheng Xiaoyu introduced the work of the customizer group in detail、Living status，And listed 5 major pain points in the current customized 188bet industry，Including a relatively simple way to obtain traffic、Inefficient service、It is difficult to recruit and cultivate talents、Lack of supply chain management capabilities、Lack of product system and marketing capabilities。She said，Road Book Passes Intelligent System、Wisdom Academy、A complete solution for smart marketing，Solution to customer acquisition marketing for customized 188bet agencies、Talent training、Itinerary service efficiency、Supply chain integration and other industry pain points。

The following is a compilation of content shared by Cheng Xiaoyu

Hello everyone, I am the founder of Lushu Technology&CEO Cheng Xiaoyu，I am happy to share with you the topic of customized 188bet。

Today’s sharing is divided into three parts，The first part is the current development stage of customized tourism，The second part introduces some situations in the customized 188bet industry, including customizers，The third part is Lushu’s model of empowering the customized 188bet industry。

一. The development stage of 188bet tourism

The overall development history of the customized 188bet industry in China is relatively short，It was not until 2000 that China’s local customized 188bet agencies appeared。Before 2013，Most customized tour companies in China exist in the form of clubs or clubs。At this stage，Because customized 188bet is a high-end niche experience，So the public is relatively unfamiliar with the term “customized 188bet”。

Everyone really understands the concept of customized 188bet，It started with the mobile Internet entrepreneurship boom in 2014，Some software appeared during this period，Including APP and some websites，Start to focus on the field of customized 188bet，Like a six-person tour、World State、These customized 188bet brands of Unique Journey，It is also from this stage that it enters the attention of consumers。These companies take advantage of the convenience of the Internet，Bringing the customized tourism form that could only serve high-end before to the mass market。

It’s 2016，There are new changes in the customized 188bet market。First，Large online 188bet platforms are beginning to pay attention to the market demand for customized 188bet。For example, Ctrip launched a customized 188bet channel in March 2016，Including later Qunar、Flying Pig、Mafengwo, etc.，Embracing customized tours as a new way of 188bet experience。So we see，On the one hand, it is on the demand side，Customized 188bet has become truly popular，Accepted by the mass market。The other piece is on the supply side，There are not only club-style customized 188bet companies appearing，There are also a group of pioneers who have begun to explore the use of studios to operate customized 188bet brands，Including some traditional 188bet agencies, they have also begun to stratify their customers，Use a model different from group tours to cover all customers。

Starting from 2018，Lu Shu is in the process of developing the SaaS platform business，Contacted a lot of small and medium-sized merchants，We discovered a particularly interesting phenomenon，That’s when we find the merchant in Lushu，Many people are not from industries such as 188bet agencies or clubs，Many of them are cross-border practitioners。This is related to the development trend of the entire industry，The number of institutions in China’s customized 188bet industry is experiencing a surge，Models including customized tours are also constantly iterating。Customized 188bet has become the fastest growing segment of China’s tourism industry。

As you can see from the picture above，Customized 188bet has gone through several stages in China，Market coverage from high-end to mass market，The number of merchants for customized tours has also increased significantly，Customer needs have also changed greatly。In general, there are three trends: first，The driving force of the customized 188bet industry has gradually shifted from user needs to products or content；Second，Merchant in customized 188bet industry，From the pursuit of scale and volume，Gradually evolved into the pursuit of "small but beautiful"；Third，Many “tourism +” business models are gradually emerging in the customized 188bet industry。

In our opinion，There are three dimensions of 188bet experience: time、Space and content，These three dimensions together constitute the 188bet scene。In simple terms，At what time，What kind of place are you going to，What kind of space do you want to settle in。These will have a huge impact on the entire 188bet experience、Different experience elements，The most important core lies in the content of the 188bet experience，This content trend is becoming more and more abundant、More and more diverse、More and more scene-oriented。

2. 188bet tours and customizers

We usually talk about customized tours，The idea that is easy to substitute is that "customized 188bet is opposite to group 188bet or independent 188bet，Three-thirds of the world”。But we think，In the future, customized 188bet is likely to no longer be just a state in the 188bet mode，It and group tour、Freedom is not an opposite state。

Because I just talked about the carrying of 188bet experience，It actually requires a lot of scenes to stimulate the interest of guests，To host this content。From the itinerary seen on the road book platform，A lot of themed content，188bet related，Casual、Interest and experience-based 188bet，There are also educational trips、Parent-child 188bet，Courses including winter and summer camp study、Overseas study tours, etc.，There is also a physical examination、Medical and other health-related 188bet，There are many itineraries of this type。

Actually, 188bet category is very interesting，Because we found out，After many customizers and customers have reached a sense of trust during a trip，Many aspects of guest lifestyle，Will also be willing to rely on and trust customizers。Actually, a customizer is more like a steward of a family’s global lifestyle，Because when the customizer is very professional in everything overseas，About many situations abroad，Guests will be willing to learn more from you。

In addition to the tourism mentioned just now、Educational 188bet、Besides healthy 188bet，We observed a very obvious trend in 2019, which is the rise of the sports 188bet sector，Especially the participatory one、Demand for experiential sports tourism。Traditional sports 188bet focuses more on 188bet related to events and watching games，But now we find out，Many people actually spread their needs based on a small theme。For example, a platform that organizes marathons，Maybe it started as a community，Help people in the community get marathon tickets，Lead the whole community to finish the marathon later，More 188bet experience，Then he will actually combine it with customized 188bet。This is actually a very interesting sports 188bet scene。

This year，We have received marketing requests from a lot of destinations，We are all studying how to make these outdoor experiences better with customizers、Combine customized tours。Just like we opened a new major in the education sector this year，Ski customizer’s course。We found，If you want to provide customized sports 188bet services，Customizers not only need to know about 188bet、Understand the destination，A very important point is，He also needs to know something about this sport，In this case，The cost of communication with guests will be very low，Service experience will also improve。

Customized tours are actually more suitable for “two-end” services，On the one hand, we are constantly developing new products at the destination，Integrate more resources，The other is in the source area，Some “small but beautiful” institutions，Focus on relatively concentrated customer groups，Or concentrated theme，Continuously dig into the various needs of this customer group。This is a trend we are seeing。So，The radius of customized tours is smaller than the radius of traditional group tour products，It is difficult to say that a customization company can simultaneously develop and operate global itineraries，Also has a large number of different types of customer base。This is unrealistic in the customized 188bet industry。

So the likely trend in the future is，In the field of customized 188bet, merchants will be stratified。Some of the customized tour companies with 188bet agency background will naturally have a certain degree of resource accumulation，You can do more product exploration。There are also some customized tour companies that may be closer to customers，His services will be more suitable for customers’ scenario-based 188bet needs，These companies may be more inclined to sales and communication in the future，The role of front-line service。

The future is in the field of customized 188bet，Close to guests、Highest adhesion，And those with the highest customer satisfaction are not necessarily the traditional 188bet agencies and 188bet stores we see，But some clubs、Studio，Including some freelance expert customizers，Or a theme customizer。Many customizers are not even dedicated to serving customers，He may be a freelancer，Probably spend half of the year exploring destinations on the road，Then he will also lead the team，Bring some fans or people with common interests out together。This may be a major feature of the customized 188bet industry in the future，Some customized 188bet service providers are between the small B-side and the big C-side。

Let’s talk about customizers。The education brand “Customizer is Coming” under Lushu conducted a salary survey 188bet industry，There are some interesting trends in it。

First，In the customized 188bet industry，The proportion of women exceeds the proportion of men。But a high-income customizer，For example, those with an annual income of more than 300,000，The proportion of men far exceeds that of women。Men account for 88%。Across the industry，Many practitioners who persisted，Can be a more in-depth customizer，Maybe there are more men。

Also，In the distribution of academic qualifications，The requirements for customized tours are relatively high。We will help companies with joint recruitment every quarter，Customized 188bet companies participating in joint recruitment each time，The most basic requirements are a bachelor’s degree，And the requirements for people’s comprehensive quality are relatively high，On the one hand, you must have a better knowledge structure and learning ability，On the other hand, you also need to have a good sense of service、reasonable、Can communicate，Can see customer needs，Be able to better communicate and transform customer needs。

Also，What 188bet customizers value most is the incentive mechanism。Because many customizers are new to the industry，What these young people value most is the opportunity to study abroad and study。In this industry，The work motivation of many customizers is not just to get approval from their boss，What matters more is recognition from customers。So，Many customizers stick to this industry，It’s more about getting a sense of recognition in every service、Sense of accomplishment，I like the service method of customized 188bet，I agree with this service concept and service model。

Let’s talk about some of the current pain points in the customized 188bet industry.

First of all, the traffic acquisition method is relatively simple。A common difficulty that 188bet or customization agencies now encounter is，In addition to OTA or placing keywords on Baidu，Or in addition to offline sharing activities，They can’t think of any other way to get customers。You may lack some means and methods in marketing。

The second pain point is low service efficiency。When a customization agency serves a group of guests，To string together multiple resources，Repeated communication with guests，In fact, the overall service efficiency is relatively low。How to use some Internet methods，Through big data，Improving service efficiency through some intelligent methods，188bet is a big pain point that needs to be solved。

The third pain point is that it is difficult to recruit and train talents。Most institutions start to accumulate customers 188bet first stage，It will be difficult to recruit as good people 188bet second stage as 188bet first stage，It is also difficult for our talents to keep up with the development of the company，Keep up with the iteration of customer needs。

The fourth pain point is the lack of supply chain management capabilities。This section is more for organizations that cross-border into the tourism industry，They are often not familiar with the overall operating system and chain of tourism，I don’t even understand the mechanism system of tourism distribution，The design concepts and ideas may have reached a high level，But there is a lack of supply chain support 188bet implementation part，This may lead to problems with the product’s cost performance，The ability to control supply may be defective。

The last pain point is the lack of product system and marketing capabilities。A major trend in the customized 188bet industry is from demand-oriented to product-oriented，Because starting from 2016，This kind of popular customized tour may be more of a concept of reverse customization。That is to say，What kind of ideas do customers put forward，What kind of budget do you have，Make plans based on his ideas and budget。This advantage is that it gives guests a lot of autonomy and participation，But the disadvantage is that each plan is equivalent to a temporary proposal，I have not experienced repeated polishing、Stepping on the line、Deduction，Although this temporary solution meets the needs，But it is not the optimal solution。

So，By bringing the flexibility of customized tours、Depth、Experiential，And our theme attributes in tourism product development、Scenario attributes、IP attributes combined，There will be some product systemized customized services。Every service may not be completely based on the product，The guests’ own needs and experiences will be included in it。When a customization agency forms its own brand recognition，When the brand concept and 188bet experience methods are injected into the productized itinerary，It has more in-depth marketing capabilities。

3. Road Book Smart Customized 188bet System

Next，Brief introduction to the role played by Lushu in the customized 188bet industry。The positioning of Lushu is very different from that of some online 188bet platforms，We are not a 2C platform，Focus more on empowering people like customized 188bet agencies and customizers。Service efficiency and service implementation for customizers，What we mainly do is smart system solutions，Everyone knows more about the platform "Lu Shuyun"，It is also the first SaaS platform in the customized 188bet industry。Part 2，We connect talent training with enterprise employment needs，Mainly undertaken by the "Customizer is Coming" platform in the Smart Academy section。

The third part is also a new solution we started to research and launch 188bet second half of 2019，It is difficult for customizers to obtain customers、The pain point of expensive traffic，Introduced smart marketing service。This part of the smart marketing section，We have also launched a new "customizer headlines" platform，This is a mobile-based platform。

First，A brief introduction to the “Lu Shuyun” platform，This is a platform that can be logged in directly on the PC website，This workbench，The needs of each group of guests can form a project，188bet process of the project，Customizers and colleagues who collaborate on front-end and back-end，Can cooperate on this project。For example, 188bet process of project requirements，Project itinerary production、Expense accounting，Including communicating with customers、These steps of making quotations，You can drag different colleagues into this project team，Everyone completes the project process together。At any time，You can use this itinerary we made，Share with guests in different ways，This sharing process can be done through Lushu’s mini program、APP、H5，Including WeChat applet export，To optimize the customer delivery experience。

actually，Customizers don’t have to do as much as we think，Because they have the road book，You can use such a backend system，Directly through the content information module 188bet knowledge base，Click to add to the plan for guests。The modules here include the traffic module、Accommodation module、Experience module, etc.。Also，We have designed a very rich display format，For example, itinerary、Display form of quotation，Even for products 188bet same industry，We also made a special distribution version of the road book。These are for pre-trip、In line、Export of post-line scenes，Better support for the interaction between customizers and customers。

188bet latest version of Lushu’s system，We have integrated resources for some purposes。We are also working with the Tourism Bureau，Includes various types of supplier cooperation，Database these resources、Modularization organized into our online platform，Convenient for quick search by customizers and organizations with distribution needs、Study、Distribution destination resources。

Lu Shu recently held a new brand strategy conference，Lushu’s “Here Comes the Customizer” education brand launched an online smart learning platform，We position it as a knowledge sharing platform。

When working on an educational platform such as “Customizers Are Coming” in 2017，Our positioning is to help customizers better master professional skills，We are also conducting offline and online teaching activities，Compiled several curriculum systems，Live light classroom including entry-level skills and knowledge，Mainly achieved through online live broadcast platforms，Nearly 500 to several thousand people will study in each issue。Also，There is also a customized 188bet innovation camp，This is also the flagship course of “Here Comes the Customizer”，Each issue of this course will invite eight industry experts to share their views，For the quality of classroom communication，It is a small class with a limited number of places，The tenth issue has been completed so far。Through customized 188bet innovation camp，We have made better contact and integration with customizers in various regions。

The third part is our overseas course "Global 188bet Course"，I am also starting to do domestic 188bet courses this year。We will take the customizer to experience it，Learning through experience，Systematic learning for lines。The fourth block，We are targeting the transformation needs of customized 188bet companies、Employees’ growth needs，Including some tourism schools，Co-development courses，Provide customized training solutions。

On the new brand strategy，We have also upgraded “The Customizer is Coming” from a pure knowledge output platform to a professional customized 188bet knowledge sharing platform，Help everyone learn more professional knowledge，Expand valuable connections at the same time，Solving the talent bottleneck problem of enterprises，Diversion of personal brand through the professionalism of customizers。

Currently, Lushu’s education section “Here Comes the Customizer” has developed more than 180 courses，These courses cover career development，Including cross-border，There are 188bet basic knowledge、Professional skills、Business Operations，Including all aspects of production safety。We have 188bet modularized or sorted out these contents，will 188bet be launched on the platform one after another。In addition to cooperating with customizers to organize some learning，We 188bet do some joint research with tourism universities，Includes some knowledge sharing，Currently, we have cooperated with 28 higher tourism institutions。

Finally, let’s introduce some of Lu Shu’s attempts in integrated marketing。Although we are a SaaS platform，But in the process of promoting customized 188bet system，We have gathered a lot of industry experts，And the group of professional customizers。In the process，We hold online sharing sessions、Offline sharing session，There are also traveling salons、Official media matrix，Gathered tens of thousands of customizers。We hope to use this network of customizers，Help all partners achieve better integrated marketing results。

In addition to helping customizers with digital marketing，We are also helping customizers connect with different scenarios，Connect with scenario-based traffic platform，For example, financial banks、Financial management institution，For example, car companies、Business 188bet，There are also some community platforms。Our cooperation with these platforms has a special project called "Road Book X Project"，While we are exporting tools and content to these platforms，Also exported the planning and service capabilities of customizers to these traffic platforms，Let these traffic platforms provide personalized services to their customers、Rich 188bet experience and scenes。Passed "Road Book X Plan"，We have many "small but beautiful" customized institutions，Connected with these traffic platforms that have traffic but hope to increase traffic stickiness and customer satisfaction。

After introducing the empowerment methods 188bet three sections 188bet road book，Finally, use a picture to summarize how we help every customizer customize intelligently。

A customizer，Since he entered 188bet industry，Start if you want to improve your professional abilities，Will be exposed to our educational platform "Customizer is coming"。When he has a customization idea，When you want to improve service efficiency，You can enter our SaaS platform，Then continue to improve service capabilities，Continuously polish your own products，Accumulate knowledge and product reserves of the destination。When he has a product and his own system，You can start spreading the word to gain customers，You can acquire customers and accumulate traffic through the "Customizer Toutiao" system。

When he becomes a more capable customizer，We 188bet welcome him to bring his unique abilities、Insights，Insights into the market，Share on our learning platform，Not just sharing skills，188bet share product capabilities，Can be accessed through our platform，Through our community，Distribute through our network，Empower your abilities to other customization agencies and customizers。

Lushu has so far served more than 3,000 professional 188bet agencies at home and abroad、More than 20,000 customizers。In the process of transformation and upgrading of the tourism industry，How developed and tolerant everyone is of Lu Shu，Gives us a chance to grow，So thank you to every friend who helped Lu Shu。

The above is what I shared. Thanks!