An article on the experience of visiting Hangzhou

As an employee of Sunshine City, I was deeply moved and encouraged by learning the business philosophy, marketing model, apartment layout and landscape design of Zheshang developers. As an employee of Sunshine City Group, I feel very honored to have such an opportunity to travel and study, which gives me the latest and fastest understanding of the real estate market in Zhejiang and improves my understanding of real estate, which has great influence and help for my future sales work.

This trip made me review and summarize my work experience in 2009, and prepare for the real estate development in Fuzhou in the next three years.

"As long as the quality of the real estate we build is good and the apartment design is reasonable, there must be a market; As long as it is a non-renewable resource, on the basis of scientific and rigorous feasibility analysis, investment will definitely make money; As long as our management is in place, showing the quality and advantages of real estate to customers through the form of "well-decorated model houses" will definitely attract customers' attention, and it is also a good means of real estate marketing.

With the deepening of macro-control of real estate, the severe market situation and rare development opportunities are challenges and tests for real estate enterprises. In order to learn the development concept, marketing methods and management experience of Zhejiang real estate projects, we came to Greentown with the tour guide. Huanglong Century Plaza visited seven apartments, villas and ordinary residential projects with different forms and characteristics in Hangzhou, including Jinxiu Qiantang, Lilac Apartment, Deep Blue Plaza, Spring River Flower Moon, Shui Yang Renjia, Waterscape City and Oriental Penglai, and listened to the introductions and explanations of the sales staff. What impressed me the most was the high-rise deep blue square developed by Greentown Group Company. Although I was introduced by a salesperson who is not fluent in Mandarin, I still feel that she explained it seriously and enthusiastically. I was deeply touched and benefited from the introduction of Hangzhou real estate operation, product design and development, development concept, marketing strategy, market positioning, apartment layout and material selection. Due to time, I failed to visit the environmental greening of projects and buildings, various types of houses, building materials and accessories. But I also talked with my colleagues when I got back to the car.

I think the real estate developers of Hangzhou Greentown Group Co., Ltd. can fully tap and make use of natural advantages (such as riverside, lakes, mountains, golf courses and ecological forests) for design and development, and use them as marketing selling points to raise the price of real estate, so as to achieve "build the environment first, then build it", with beautiful environment, pleasing greening and standardized property management, which will make our investigation team members feel, learn and be inspired. The advanced brand-new design concept, flexible and diverse marketing methods and advanced and pragmatic management experience of real estate projects in Zhejiang and Hangzhou are worth learning and learning from.

The investigation shows that under the new situation of macro-control in China, real estate enterprises must adhere to the Scientific Outlook on Development, adapt to the changing market environment, make adjustments in development ideas, business philosophy, apartment design and marketing strategies, and shift from drawing design to market demand design. Everyone thinks that according to the quality of projects developed in Fujian and Fuzhou and the price of real estate, there is still a lot of room for improvement in the quality of real estate construction in Hangzhou, and there will be a lot of market space in popularizing and applying "fine decoration" and "model houses" and a lot of price space in real estate marketing. The key lies in the developer's innovative concept, excellent quality, management in place, and courage and courage.

Our company organized us to go out for a visit for the first time. Everyone agrees that the visit to the real estate market in advanced cities, especially in coastal developed cities, will undoubtedly enhance our concept, broaden our horizons and innovate and develop. In the future, we will further strengthen and promote the "communication, interaction, cooperation and development" of the sales team through various activities such as study, inspection, please come in and please go out.

This time we went to Hangzhou and Zhejiang, from which we learned a lot of new knowledge and broadened our horizons. I hope I can often visit and study in fast-paced developed cities such as Shanghai, Beijing, Guangzhou and Shenzhen in the future. At the same time, I believe that through everyone's efforts, our Sunshine City Group will also be the inevitable trend of peer learning and research in the future.

The biggest gain of this trip to Hangzhou is that besides city sightseeing, I learned some information about Hangzhou real estate, and many places are worth learning. My personal experience is summarized as follows:

First, property services can be directly reflected from the sales department.

When we visited the sales departments of Donghai and Greentown, we asked about the real estate. Some buildings also use their own properties, but they are not directly reflected in the sales department, but in the community. Therefore, for ourselves, the sales department should standardize the property so that customers can enjoy the service first without staying. This can add gold to the sales, so that customers can enjoy value for money, value for money.

Similarly, if we standardize the property, even if the property fee is relatively high, it will not make customers doubt.

Second, the business department directly reflects the notice.

In the investigation of several projects in Hangzhou, it is found that the design of marketing center can reasonably show the face of the project. First, they can show the sand table of the real estate sold before in the marketing center, so that consumers feel that the project is very big and the strength of the developer is also very strong; Second, the advertisements made by developers in newspapers and media are reflected in the marketing center, so that consumers can understand the project more intuitively and comprehensively; Third: be able to present your project information in the marketing center in a very vertical way.

For Tannington, our marketing center is very high-end, but relatively speaking, consumers know relatively little information through selling props in the sales center, and our sales department also lacks relevant information to inform consumers. We can set up a notice column of relevant government policies and a display column of apartment information in the sales department. Such sales props can also promote sales to a certain extent.

Third, directly publicize the shortcomings of the project.

After investigating several projects, I found that some projects can directly show their shortcomings and unfavorable factors to consumers, so that we can not only know ourselves and ourselves, but also let consumers fully understand our projects.

At present, the products on the market are similar, and more are the competition for developers and brand strength. When consumers choose products, they are also choosing a good, powerful and trustworthy developer. Therefore, if the sales department informs consumers of the unfavorable factors of the project, it can also gain the trust of consumers.

Fourth, the cultural construction of developers.

The most impressive Hangzhou Greentown Real Estate Group Co., Ltd. visited several properties in Hangzhou. Greentown Group, formerly known as Zhejiang Greentown Real Estate Development Co., Ltd., was established in1995,65438+10. After nearly ten years of development, Greentown Group has become a large-scale real estate group company with national first-class development qualification integrating real estate development, design, marketing and property management. Its real estate sales have been among the best in Zhejiang Province for eight consecutive years, which has been affirmed by all walks of life and trusted by consumers.

Greentown always believes that as a collection of social civilization, a beautiful city must be a city full of civilized memories and cultural connotations. Architecture and its humanistic environment are extremely important cultures of a city. The more a city's architecture and environment are worth protecting, the more valuable its civilization is. Therefore, as an important participant and builder of urban construction, Greentown's mission is to create the beauty of the city. At present, the development footprint of Greentown Group has spread all over Hangzhou, Beijing, Shanghai, Hefei, Zhengzhou, Changsha, Urumqi, Ningbo, Deqing, Zhoushan, Haining and Shangyu in Zhejiang Province, and more than 30 projects have been developed and constructed nationwide. All Greentown people will continue to devote themselves to real estate development and urban construction. Inspired by the concept of "sincerity, goodwill, exquisiteness and perfection", they will strive to make every building a city landscape, a home that is loved and cherished by present and future generations, leaving outstanding works for history and the city where we live, and creating more beauty for more cities.

Sales staff should serve in place.

When visiting several marketing centers, the first contact was with the sales staff. After learning about the strength of developers in Greentown, we went to the sales department of Greentown project and told them that we would visit, but they refused.

For a brand developer, the service must be in place. Even at the peak of the industry, we still have to start from the foundation. Although the house is not for sale, it still needs to provide services. So in our company's view, no matter how developed the company is, service providers should provide good services from all aspects, especially the sales staff in the sales department, which also directly gives consumers the first impression of the real estate. Therefore, in the sales department, we should treat every customer well anyway. Even if this customer doesn't buy a house, it may still bring you many customers.

From June 29th, 2009 to October 29th, 2009/kloc-0, our group went to Zhejiang Province to inspect the latest real estate in Hangzhou. Due to the short time, I only chose to visit and inspect four villa buildings, namely Jinxiu Qiantang, Emerald Island Villa, Greentown-Jiuxi Rose Garden, No.81Qingshan Lake in Jincheng and two apartment buildings, namely Greentown Liu Zhuang and China Resources. Xizi apartment got the following general situation and impression:

1, site environment

Judging from the cases we visited, compared with Fuzhou, Hangzhou's real estate marketing environment and means do not have many advantages, and the display of sales props in the cases is similar. The difference is that the interior decoration environment of the sales department is more spacious and luxurious, giving people a completely different and more elegant impression. This is also rare in Fuzhou real estate market. In view of the huge cost, the sales department of most real estates omits the internal decoration of the sales department and only emphasizes simplicity.

For example, the sales cases of two villas of Greentown Group are placed in the lobby of their first world hotel. The lights were luxurious and bright, and there were three or four salespeople present, but no one led us on a field visit. Another high-end property, China Resources? In Xizi apartment, the sales staff were arrogant and didn't take the initiative to explain after seeing us stepping on the plate. And tomson, who claims that the unit price exceeds Shanghai? Hangzhou's top mansion "West Lake No.8 Mansion" is sold in a temporary rented facade room. The environment is narrow and simple. When we were received, two salesgirls were still dressing up.

2. Property status

(1) Villa:

Villa on the outskirts of the main city (Zhijiang, Xixi, etc. ) basically sold out, the villas currently on sale and under construction are basically concentrated in the outer suburbs such as Xiaoshan, Yuhang and Liangzhu. Most of the prices are above 20,000 yuan/square meter, mostly single-family villas with a total price of more than 500 square meters. The total price is 10, and some of them are as high as 90 million (Song Cheng? The "king of the building" of the Mediterranean villa). The sales and reservations of the above villas are in good condition.

(2) Apartment:

High-grade buildings in urban areas are concentrated in Binjiang plot (the land lease in the main urban area is strictly controlled), all of which are high-rise, and the unit price is more than 20,000 yuan/square meter, and some of them are as high as 60,000 yuan/square meter (No.8 residence of West Lake). Most of them are over 200 square meters, and the total price of some apartments is as high as nearly 10 million. Apartment sales in Hangzhou are generally good. For example, Hangzhou Green Park, the high-rise buildings surveyed, and the surrounding natural and cultural landscapes are all very good. In terms of planning and design, the site adopts two ways: closed and open. The whole building is trapezoidal, and there is a big enclosure between the north and the south to make maximum use of the space in the park. The west is surrounded by low-rise shops, and the east-west direction is also open, which directly introduces the scenery of Qixia Mountain and Laohe Mountain, and blends in with the surrounding mountain scenery.

3, evaluation and harvest

The development of villas in Hangzhou generally pays attention to product quality and product characteristics, and the natural environment in the mountains is superior, so the comprehensive price of villas is relatively high. There are also rich people in Zhejiang, and the market purchasing power is relatively strong. Many villas have no or little use of marketing methods, but once launched, they sell quickly (such as Dahua? Xixi Style Villa and Greentown? Peach Blossom Garden, etc. ).

From the marketing point of view, the promotion of Hangzhou villa real estate is mainly lifestyle, and there is little special promotion of products and price advantages (such as Song Cheng? Greentown Mediterranean villa? Peach Blossom Garden).

According to our observation, Hangzhou villa rarely uses various marketing methods such as promotion and discount, and the sales method is more pragmatic and direct than Fuzhou.

This seems to be about real estate. Website /web/news_detail.asp? vid= 1805。 catalogid=30

Check Baidu Library.

There should be both.