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    朵拉愛萌:別誤會,我們的競爭對手不是長隆
      中國城市文化網  時間:2019-5-28 16:42:45    www.tztmbx.com  來源:    收藏本頁

      摘要:有人在的地方,就有比較橫向縱向各種層面抽絲剝繭的比較。細至人與人間的性格差異,餐飲店與餐飲店間的口味差異,主題樂園與主題樂園間的服務差異、景致差異、體驗差異競爭,是隨時會擺上臺面的事情。所以,我們能看到很多APP都設有打分評級制度,網絡媒體也 有人在的地方,就有比較——橫向縱向各種層面抽絲剝繭的比較。細至人與人間的性格差異,餐飲店與餐飲店間的口味差異,主題樂園與主題樂園間的服務差異、景致差異、體驗差異……競爭,是隨時會擺上臺面的事情。所以,我們能看到很多APP都設有打分評級制度,網絡媒體也會時不時進行各色排行榜評比,直觀且醒目。

      但很多時候,特別是給企業劃分屬性范疇時,業內外人士大多都會犯同一個錯誤:把同行等同于競爭對手。殊不知,如果企業本身也這么認為,那很有可能會導致企業在制定發展戰略時出現致命偏差,影響整體成長軌跡。

      因此,在知曉很多人聽聞朵拉愛萌“萌寵+親子游”的項目設定,第一反應是朵拉愛萌是否是“迷你版的長隆”,是否要與長隆一較高下后,朵拉愛萌負責人表示,如同可口可樂的競爭對手百事可樂,而不是牛奶、咖啡、茶等制造商一樣,朵拉萌寵樂園并不模仿長隆,而且競爭對手也不是長隆。這不僅是從大方向、大目標的本質性不同,而且從微觀的定位、更具體的受眾群體、項目體量以及項目的環節設計來看,結論依舊如此。

      

      回歸本真,融樂自然

      迪士尼在全球開創了一種全新度假模式,這種模式的本質是家庭的假日娛樂生活方式,作為國內度假區翹楚的長隆也是奔著度假去的。而朵拉愛萌以用戶體驗為導向設計生態圈,除豐富國內度假內容外,力求在親子領域推廣“回歸本真,融樂自然”的理念,更注重親子互動。

      

      朵拉愛萌效果圖:草原牧場

      “顧客真正關心的是企業為顧客帶來什么樣的價值,并且他們是否能夠感受到這些價值。”朵拉愛萌希望通過搭建孩子與動物互動的生態空間,將“城市病”泛濫環境下的孩子,從四面都是墻的狹窄空間里,牽引到最大限度地與自然生態融為一體的樂園中,重構“陽光、水、空氣、植物、動物、人”的版圖,以別致審美和趣味旅游體驗所蘊含的原始力量,讓親子家庭安心擁有平凡且意義深遠的親子回憶,指向性很是明確。

      此外,相較于長隆作為綜合性主題旅游度假區的定位,總占地面積1萬畝,集旅游景區、酒店餐飲、娛樂休閑于一體的大體量相比,朵拉愛萌以“升級版動物園”和“親子生態樂園”的結合體打造實體樂園,主要面向親子人群,目標受眾更垂直化,且旗下萌寵樂園的體量有大有小——本著因地制宜的理念,根據樂園所在地先天的自然條件而定。

      另一方面,受眾的垂直化鎖定,意味著朵拉愛萌在樂園環境打造、項目細節設定等方面,都需要以“親子同樂”為軸心。即便我們都知道一道數學題:一年有52周,每周休息兩天,加上全年的11天公眾假期,以及至少5天的帶薪假期,城市人每年有120天的假期。也不能保證親子人群能夠將這些假期付諸于樂園。如何讓用戶與樂園更容易產生黏性互動?是朵拉愛萌思考的問題,也是所有樂園運營方必須面對的現狀。

      

      朵拉愛萌效果圖:兔兔會客廳

      水杯會送到誰的嘴邊?

      在解答黏性互動的難題前,先來認識一種觀點:有人說,如果要你設計一款水杯,你要考慮的不僅僅是材質、工藝和造型。更重要的是,你要知道這款水杯會送到誰的嘴邊、端在誰的手里,他們是一群什么樣的人,他們有著怎么樣的生活,有著什么樣的喜好和興趣,他們喜歡喝些什么,在哪里喝。

      這種營銷思維同樣適用于樂園的產品開發和后續運維。

      盡管朵拉愛萌與長隆一樣,都是以動物為核心。但“親子”“萌寵”四字,從根本上決定了朵拉愛萌作為生態親子樂園區別于后者作為綜合性度假區的定位。

      長隆作為超大型的野生動物世界,它的動物品類、單一種群的動物數量、稀有動物品種(如考拉、倭河馬、長鼻猴在國內其他動物園幾乎沒有)及動物繁育能力在國內首屈一指,而其以野生動物世界為核心,再加上歡樂世界、主題酒店、水樂園等各項配套構成的大型旅游度假區定位對土地、資本的要求也非常之高。因此,長隆是一個客群定位面向全國的大型旅游度假區,它的競爭優勢是非常明顯的,換言之,其復制門檻也是非常高的。

      而朵拉萌寵樂園的定位是區域型的小型樂園,輻射的就是所在城市的親子人群,屬于小而美的項目。同時,朵拉萌寵樂園在動物選型上,不求大、不求全、不求珍稀,而是針對孩子們的喜好遴選一些呆萌可愛的小動物,對孩子來說,觀察、喂食、陪伴這些萌寵,是愛心,也是責任和成長。

      

      朵拉愛萌效果圖:兔兔會客廳

      在環境打造方面,朵拉愛萌根據整個園區的面積、尺寸、功能、形態等,做藝術化地處理和打造,同時還要控制和呈現建筑的輪廓、天際線等,“我們不會去破壞土地原本的樣貌,而是要在自然地形上保持建筑最好的姿態,這是所有景觀設計師對自己的要求。”讓樂園與環境共生、動物與人類共生,是朵拉愛萌所理解的“親子”和“生態”本質所在。

      當然,互聯網時代,陪伴的方式有很多種。“線上領養+線下實物萌寵互動”的聯動環節設置正是朵拉愛萌為消費者準備的“心理按摩”式陪伴,在朵拉萌寵樂園,與消費者遠程互動并且可以被領養的動物,既有一些大眾耳熟能詳的萌寵,也有不少相對罕見的“精靈”,消費者住所盛放不下的城市生活帶來的孤獨感、封閉感,可以通過與這些萌寵之間的交互進行消解,而消費者本人則可以把自己全然交付給熱愛的事情、生活方式。

      ……

      慢工出細活的方方面面,都浸潤著朵拉愛萌團隊的深思熟慮和對萌寵事業的熱愛。他們也都清楚,每一個理想的實現,都需要長時間的、密集的、多種方式的努力,而難度比想象的要高得多。但人類對美好生活的向往是天性,是擋不住的,人類對親子關系的重視是天性也是天分,更是與日俱增的。他們對朵拉愛萌的未來發展底氣十足。

      今天,在任何行業,無不是處于消費升級使得消費場景發生巨變的狀態,在朵拉愛萌創始人趙暉看來,商業的成功,需要在找到對的方向后,在堅持緊緊圍繞共生與體驗來開展工作的基礎上,每天一點點地去努力、落實和打磨,始終朝著“將朵拉萌寵樂園建設成連接孩子和動物的天然能量場”的方向奔跑。


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