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智享无限 专访海马山东区销售负责人 李保利

2016-01-25 10:01:10 来源: 责任编辑: 浏览量:
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一直以来,海马汽车着力打造“活力海马”的品牌形象,将年轻化特征根植于产品设计及营销方式中,2016年伊始,“智•享无限 海马汽车青春季”以“青春”为名再次发声,出于怎样的考量?为此,第一汽车资讯网借智•享无限 海马汽车2016青春盛典活动,向海马汽车销售有限公司山东区负责人:李保利 李总采访了相关问题。

海马汽车销售有限公司山东区域销售负责人 李保利(以下简称李总):

在“品质海马 中国符号”的企业愿景下,海马汽车提出了“活力海马”的全新品牌形象,以活力、安全、科技为品牌核心标签,从品牌、产品、营销、服务等层面全面贯彻品牌活力,企业全产业链深度实现年轻化变革。与此同时,海马汽车郑州基地取得了显著的年轻化变革营销成果,全年产销突破10万辆,同比增长26.25%,从2007年迈出扎根中原第一步,到2015年销售收入已突破100亿元大关。海马汽车郑州基地旗下产品均在各细分市场站稳脚跟,尤其海马S5表现抢眼,同比增长79%,跻身万台销量俱乐部,成为年轻消费者青睐的城市紧凑级SUV中国品牌新势力。

海马汽车销售有限公司山东区域销售负责人 李保利

在品牌宣传推广上,海马汽车针对年轻人的喜好,分领域用年轻人的方式进行交流,让品牌“更走心”。为了再次拉近与用户的距离,互联网+思维下的海马汽车带来了传统车企互联网革命,以创新体验为核心属性,向年轻用户传递汽车消费新潮流,连接你我。

“智•享无限 海马青春季”,是海马汽车品牌在2016年的第一次发声,旨在通过科技智能品牌体验的形式,展现海马汽车的青春活力,以及在智能科技、互联网技术的研发与应用、创新营销领域的阶段性成果。

1月13日-1月23日,“智•享无限 海马汽车2016年度青春盛典”多重好礼回馈广大马粉,线上对接自有平台海马商城以及电商巨头天猫商城,线下联动全国销售服务店,完整打通线上线下成交体系,实现集体电商购车,,与区域媒体和公众举行年轻活力调性的品牌狂欢节。

海马郑州在天猫平台上取得了非常不错的销量

第一汽车资讯网:刚您也提到了“智•享无限 海马汽车2016年度青春盛典”,那么选择在济南同步进行厂家落地活动的初衷是什么?

李总:

山东省是我们非常重视的区域市场,2015年,山东地区凭借优异的成交能力,全系车型总销量位居海马汽车郑州基地各区域前三甲,同比增长2.83%。而且,山东省也是海马汽车目前经销网络最多的,是海马郑州整个营销网络体系内的最大省份。

我们希望通过今天这样的落地活动,加强与当地媒体和客户的深度沟通,以更加直观的方式展现海马汽车产品魅力与优质服务。未来,海马汽车将持续深耕山东市场,不断加强渠道建设,稳步提升终端服务质量,为大家提供更加优质的产品和服务。

第一汽车资讯网:海马汽车在营销上以活力、创新、年轻化的态度走在行业前列,能否跟我们分享一下海马汽车在2015年有着怎样的营销成果?

答:

2015年,海马汽车年轻化营销战略收获颇丰,通过海马汽车“young 一起约女神”大型真人秀、“90后力量•无所不在 MOMO玩乐计划”等一系列娱乐营销活动,以更对味年轻消费者的方式与其进行深度情感沟通,得到目标客户群体的广泛认可。

同时,海马M6回归CTCC赛场,征战超级量产车组,实现参赛车型与参赛组别双重升级,并成为该组别唯一的中国品牌厂商车队,顺利完赛;“1.5T弯道王”海马M6智驾体验营活动让用户亲身体验海马M6的运动基因所带来的优异驾控感受,领略移动互联人车生态系统moofun为汽车服务和生活服务带来的无限可能。  “T动无限 青春敢闯”海马S5智驾之旅系列活动的举办,不仅扩大了消费者对海马S5产品的认知,校验了海马汽车产品品质,同时彰显了目标客群青春敢闯,不断向前的人生态度,传递了青春自信、坚持志趣的正能量。

此外,“海马S5•青春力量•寻找最美乡村”、海马M6品质体验之旅等活动,深入各区域市场,让消费者零距离体验产品卓越性能,渠道下沉营销策略顺利落地。

2015年,海马汽车年轻态、高品质、智能化的品牌调性日益明晰,凝炼出全新品牌形象“活力海马”,“活力”、“安全”、“科技”成为海马汽车的核心品牌标签。

第一汽车资讯网:2015年海马汽车在产品和营销方面都有很大突破,那么市场销售情况如何呢?

李总:

2015年汽车市场整体呈现微增长,全年增速仅为4.7%,但海马汽车郑州基地凭借创新产品和创意营销的双重驱动,实现单基地整车年产销超10万台,销量同比增长26.25%,晋身中国品牌增速主流车企行列,从2007年迈出扎根中原第一步,到2015年销售收入突破100亿元大关,轿车业务连续三年发展稳步提升,成绩显著。

其中,“新智驱SUV”海马S5表现突出,在去年11月和12月连续月销过万,全年累计销量同比增长近80%,跻身中国品牌第一阵营; 同时我们在重点区域市场的成绩也很傲人,在山东市场,明星车型海马S5 2015年成绩亮眼,取得了累计销量同比增长99.6%的佳绩,山东市场全系车型累计销量位居海马郑州各区域前三甲,同比增长2.83%。

在2016年,moofun将进化为moofun+

2016年,我们相信,随着海马汽车郑州基地推出更多满足消费者需求的新产品,销量也会在原有良好的基础上进一步提升,山东区域未来销量有望达到20000台。

第一汽车资讯网:海马汽车明星产品海马M3、海马M6、海马S5在各自的细分市场均确立了自己的地位,这三款产品的优势在哪?未来在产品方面有哪些新思考?

李总:

海马汽车旗下明星产品海马S5、海马M6、海马M3,凭借全面优越的产品性能、精准的市场定位、创新的营销策略,在各自细分市场均有不俗表现。

“新智驱”SUV海马S5,凭借青春时尚的外观设计,强劲丰富的动力组合,质感细腻的内饰,先进的悬挂组合,国际水准的专业调校以及丰富的智能安全配置,成为中国品牌紧凑型SUV领域的标杆产品。去年上市的海马S5运动版,以极致运动化的外观设计和更能满足消费者纯粹驾控欲望的动力表现,获得消费者广泛认可,市场反馈喜人。

未来,在聚焦涡轮增压发动机和移动互联科技的发展思路上,我们选定SUV序列为具体承载的产品形态,我们将抓住SUV增长机会,继续深挖S系列,第一季度会推出海马S5 1.6L升级版,更具运动风格,再次丰富海马S5现有产品谱系,为消费者提供更多产品选择;2016年还计划推出一款更具个性的小型SUV—海马S3,后续尺寸更大、功能更全的的五座/七座SUV海马S8也会加入竞争,与海马S5一起形成海马汽车极具竞争力的SUV产品矩阵,进一步扩大市场份额。

“全时互联运动轿车”海马M6,拥有“运动+互联”双重属性, 1.5T涡轮增压发动机匹配先进6MT/CVT变速箱,搭载基于互联网思维开发的moofun移动互联人车生态系统,是首款主打互联网属性的中国品牌轿车。春节后即将上市的1.6L海马M6,拥有全新的动力组合和底盘调校,满足不同人群消费需求,目前相关上市准备工作已在进行中。

moofun系统将具备越来越多的功能

“5万元价格区间最优选A级车”海马M3,专为年轻家庭而生,搭载1.5L自然吸气发动机,匹配先进的5MT和CVT变速箱,凭借越级尺寸、五星安全和实惠配置,成为年轻人首辆车的优选车型。作为海马汽车郑州基地的第一款轿车产品,海马M3自上市以来凭借值得信赖的品质和亲民的价格,一直受到广大消费者的热力追捧,成为A级车市的畅销明星,对郑州基地的销量贡献突出。新海马M3预计在春节后上市,产品价值全面提升,外观将更符合年轻消费者审美,表现突出的产品性能在细分市场极具竞争力,预售价仅5.68万起,仍然延续海马M3高性价比优势,过硬的综合实力不输任何合资产品。

同时,我们将加大48V微混、插电式混合动力、纯电动等新能源汽车研发,并于近几年大批量投放市场。今年海马汽车郑州基地会抓住新能源汽车发展契机,适时推出凝结海马汽车多年技术积累的战略性新能源产品—海马@3。

第一汽车资讯网:海马汽车在营销方面的前瞻性始终居于行业领先,未来在营销方面又会有怎样的思考呢?

李总:

新的一年,海马汽车将围绕“青春活力”开展主题营销,全面对接年轻用户价值观,用易理解、易感知、易获得、易联想、易互动的创新营销手段,塑造年轻化的产品形象。

海马S5将延续“青春敢闯”标签,展开新一轮的主题营销活动,加深“新智驱”差异化产品定位,激发“自在 无所不在”品牌主张的用户共鸣。

海马M6将强化赛事营销,继续征战CTCC中国房车锦标赛,并在新赛事规则下越级提升。

此外,2016年是体育大年,我们也会借势奥运、欧洲杯有针对性地开展体育营销。在营销推广活动中,开展异业联合,打破汽车产品局限性,整合资源,全面覆盖目标用户生活圈层,加深产品印记。

同时,我们也将继续积极开展数字营销,深耕电商,实现电商平台与传统汽车行业的有机融合,通过更多类似“智•享无限 海马汽车2016年度青春盛典”电商平台活动,以满足年轻消费者生活方式和购买习惯,为用户带来的超越传统价值的产品和服务,实现海马汽车线下销售与服务渠道,同线上互联网电商平台的无缝对接。

第一汽车资讯网:目前海马汽车线上线下网络渠道情况如何?如何考虑发展经销商的?未来线上线下是怎么配合的?

李总:

2015年海马汽车郑州基地的销售渠道大幅扩张,一级网络店与二级渠道店逼近500家,当前全国销售网点整体已经超过2000个,规模化网络体系有效推动了海马汽车销量的持续走高。

未来,海马汽车将坚持完善经销商网络布局,夯实一二线,中坚三四线,深挖五六线。 

发展新的经销商,需要满足几个特点:

第一, 经销商是否在网络布局中符合市场的需要;

第二, 他所承担的区域责任,比如是否能实现区域销量。

电商层面,近年来,海马汽车数字营销延伸年轻化购物习惯,深耕电商。实现主流电商平台全上线,与具备电商属性的电商平台巨头进行合作,并形成了具有海马汽车烙印的电商模式。海马汽车布局电商起步较早、电商业务成熟度较高,通过电商合作的不断深化,从引流、服务、成交各环节提升消费体验,并实现线下成交能力的有效对接。

电商行为或者说互联网环境下的数字营销都离不开传统的4S店,传统的汽车4S店有他自己存在的重要价值。未来,无论新生态以及互联网模式将对流通领域形成怎样的变革性影响,都不能够改变客户对产品触摸的感受与需求。车辆到店交付是成交前最后一个环节,这就是实体店存在的必然。无论未来如何发展,线下服务不可缺失。

通过电商平台搜集到对海马汽车,对海马产品感兴趣的客户信息,必须通过经销商实现对客户的全方位服务,包括后续的服务,形成一个生态圈。

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