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万科客研的前世（七）

发布于 2019-01-24

<p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">前期回顾</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">1、<a href="http://mp.weixin.qq.com/s?__biz=MzIxMTUxMzE2Mw==&amp;mid=2247484774&amp;idx=1&amp;sn=9041e2cf35b53f9e9e9186f534ccaa1f&amp;chksm=97557f42a022f65481defc294736beb3f21a277deca6a56e8d79e579234a605852771614a907&amp;scene=21#wechat_redirect" target="_blank" data-linktype="2">万科为什么做客研</a></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">2、<a href="http://mp.weixin.qq.com/s?__biz=MzIxMTUxMzE2Mw==&amp;mid=2247484785&amp;idx=1&amp;sn=2159d80a90a271011b7bed93f7c25965&amp;chksm=97557f55a022f643c132eb1e7c302d66c1af66e3f6f0ed48d02173116e5f3ee3fe330532d5e6&amp;scene=21#wechat_redirect" target="_blank" data-linktype="2">万科怎么做问卷</a></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">3、<a href="http://mp.weixin.qq.com/s?__biz=MzIxMTUxMzE2Mw==&amp;mid=2247484866&amp;idx=1&amp;sn=4d77a90df86845d2c897dc7f5090286d&amp;chksm=97557fe6a022f6f070aab94ef7abcb573a93064fa7e7bfb7e45077bfa32d46316d0b486b9fb3&amp;scene=21#wechat_redirect" target="_blank" data-linktype="2">万科怎么定量分析问卷</a></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">4、<a href="http://mp.weixin.qq.com/s?__biz=MzIxMTUxMzE2Mw==&amp;mid=2247484878&amp;idx=1&amp;sn=90389b2ca65947c52f2cf5ce841c1bc5&amp;chksm=97557feaa022f6fc75f3a6707d759cd16a7bc7045f400fe20983a513ea1b2b85874be8e7a3c0&amp;scene=21#wechat_redirect" target="_blank" data-linktype="2">万科怎么进一步细分客群</a></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">5、<a href="http://mp.weixin.qq.com/s?__biz=MzIxMTUxMzE2Mw==&amp;mid=2247484884&amp;idx=1&amp;sn=ad6598f04346ab038534d35cca565494&amp;chksm=97557ff0a022f6e6ae2f25262971902b83e40d66172b5326640dde83c8ca2d0aa3bac7e9894f&amp;scene=21#wechat_redirect" target="_blank" data-linktype="2">万科怎么描述客户</a></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">6、<a href="http://mp.weixin.qq.com/s?__biz=MzIxMTUxMzE2Mw==&amp;mid=2247484916&amp;idx=1&amp;sn=a94a7800307e79b1514112dd0aa6f391&amp;chksm=97557fd0a022f6c67f78209e9acdfe545e766572c566465e0811a7003e10058fa7b819a5003e&amp;scene=21#wechat_redirect" target="_blank" data-linktype="2">万科如何分析细分客群的差异性</a></span></p><p><br /></p><p style="text-align: center;margin-left: 16px;margin-right: 16px;"><img class="" data-copyright="0" data-ratio="0.6224719101123596" data-s="300,640" data-src="https://mmbiz.qpic.cn/mmbiz_png/AJkYaTAujIxMibzUu130luGIBpAGMmTQrqCm3zSIEoLGluFJppAIZPrZQXanmg1aEWVlPzmFlVLchgibcPOiaLA7Q/640?wx_fmt=png" data-type="png" data-w="890" style="" /></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">在万科的核心价值观中，强调客户是永远的伙伴，客户是最稀缺的资源，是万科存在的全部理由。</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">尊重客户，理解客户，持续提供超越客户期望的产品和服务，引导积极、健康的现代生活方式，这也是万科坚持和倡导的客户理念。</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">早在多年前，万科各一线公司，已经开始了对成交客户和来访客户的分析工作，但是一直缺乏全国统一的工作平台，不能形成全国的系统数据库。</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">2004年，原集团市场营销部，开始尝试统一集团成交客户分析表单，同年5月，完成了万科成交客户调查问卷。</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">自2004年6月1日起，集团市场营销部在沈阳、武汉、大连、鞍山、长春、成都、南京、南昌、天津公司的项目，试行万科成交客户调查问卷。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">2004年10月，集团市场营销部，要求万科所有项目纳入该系统。</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">截至2005年6月9日，集团共收集成交客户调查问卷10052个。其中，有9745个有效的住宅客户信息数据。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">具体客户在城市和项目分布情况如下：</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><img class="" data-backh="476" data-backw="406" data-before-oversubscription-url="http://mmbiz.qpic.cn/mmbiz_jpg/AJkYaTAujIxMibzUu130luGIBpAGMmTQrPUyH4dh2EPS7nSNlT3z8UYKppX7mrCKWDMtB0DUicFt7iaR24rEYCIJg/0?wx_fmt=jpeg" data-croporisrc="https://mmbiz.qpic.cn/mmbiz_jpg/AJkYaTAujIxMibzUu130luGIBpAGMmTQrl4ZpUqhCfWJL6jlK6yY1RRoM2wRnaSKubsO7fYeicgRdicp7OuXODZSA/0?wx_fmt=jpeg" data-cropx1="188.38370565045992" data-cropx2="1110.1182654402103" data-cropy1="159.7897503285151" data-cropy2="1236.2680683311432" data-ratio="1.168112798264642" data-s="300,640" data-src="https://mmbiz.qpic.cn/mmbiz_jpg/AJkYaTAujIxMibzUu130luGIBpAGMmTQraWiajR52asdr2V3ibAicBLMf68BVOI3BlH6UNGPTib1mWmZbJjmM3DHhiaw/640?wx_fmt=jpeg" data-type="jpeg" data-w="922" style="width: 548px;height: 640px;" /></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><img class="" data-backh="568" data-backw="388" data-before-oversubscription-url="http://mmbiz.qpic.cn/mmbiz_jpg/AJkYaTAujIxMibzUu130luGIBpAGMmTQr0GSxvDN1pm5gNw1AAl6Ra87eJoKCdVvMzSEqEIDUCDdDDicdicHicia08Q/0?wx_fmt=jpeg" data-croporisrc="https://mmbiz.qpic.cn/mmbiz_jpg/AJkYaTAujIxMibzUu130luGIBpAGMmTQryOb0K7KsxxGGic1JS8BhgbxDuiav2CP5070hzcRmncqVQMZW5LQReJicA/0?wx_fmt=jpeg" data-cropx1="191.0791366906475" data-cropx2="1084.31654676259" data-cropy1="156.54676258992805" data-cropy2="1464.1726618705036" data-ratio="1.4647256438969765" data-s="300,640" data-src="https://mmbiz.qpic.cn/mmbiz_jpg/AJkYaTAujIxMibzUu130luGIBpAGMmTQr0GSxvDN1pm5gNw1AAl6Ra87eJoKCdVvMzSEqEIDUCDdDDicdicHicia08Q/640?wx_fmt=jpeg" data-type="jpeg" data-w="893" style="width: 100%;height: auto;" /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">万科是怎么细分已成交客户的呢——</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"></span><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);"><strong><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);font-size: 14px;">1、 纯投资者划分</span></strong></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">因为原全国市场细分的客户，都是自住型客户，而在万科成交客户中，一部分是投资性客户，为了实现两者分析平台的一致性，万科首先将成交客户中，纯投资客户划分出来，其划分标准如下：</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">纯投资者：购房动机只是“投资”的客户。此类纯投资者占样本总量的6.8%；</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">&nbsp;</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);"><strong><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);font-size: 14px;">2、“富贵之家”的划分</span></strong></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">原全国市场细分客户中，富贵之家的划分标准，是以收入为主，同时，用参考职位和教育程度验证，在万科成交客户问卷中，没有家庭年收入的信息，无法较准确调查客户的收入情况，所以，</span><span style="font-size: 14px;color: rgb(2, 30, 170);"><strong>通过购房总价，去划分富贵之家。</strong></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">万科成交客户中“富贵之家”的划分，主要遵寻以下两个原则：</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">高档类项目：上海兰乔圣菲项目（6）、上海蓝山小城项目（82）、深圳17英里项目（86）、天津东立湖项目（103），五个高档项目，共划分出297个富贵之家。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">普通类项目：考虑到各个城市的收入水平，和购房总价具有一定的差异，因此在确定“富贵之家”的标准时，参考全国细分市场中，富贵之家占9%的平均比例，在各个城市购房总价前20%的客户中，寻找拐点（根据各城市客户购房总价，向上累积百分比急剧变化的点），来对各城市的富贵之家进行划分。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">如北京购房总价，大于等于142万元的客户，即被视为富贵之家群体，占北京客户总数的12.5%。</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">经分析确定各城市富贵之家的分界点如下：</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><img class="" data-copyright="0" data-ratio="0.14857744994731295" data-s="300,640" data-src="https://mmbiz.qpic.cn/mmbiz_png/AJkYaTAujIxMibzUu130luGIBpAGMmTQrdu3o3ll9auZC5rick1vMPhx1sC5o35VGjdN3hN7RUp6wUzbg7PD3zFA/640?wx_fmt=png" data-type="png" data-w="949" style="" /></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">注：各城市富贵之家购房总价的划分点，需要在各城市完成当地市场的客户细分后，才能较准确得出。而各城市万科的项目并非是涵盖全市场的产品，本表格数据仅做参考。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">&nbsp;</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);"><strong><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);font-size: 14px;">3、“经济务实”的划分</span></strong></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);"><strong><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);font-size: 14px;"><br /></span></strong></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">原全国细分市场中的“经济务实”是由”纯务实之家”和“中年之家”两部分组成，考虑到万科项目房价一般都是当地市场的中高价位，初步判断万科成交客户中没有经济务实中的“纯务实之家”，而在家庭年龄生命周期划分中，还是有一部分中年之家。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">&nbsp;<br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);"><strong><span style="color: rgb(255, 255, 255);background-color: rgb(2, 30, 170);font-size: 14px;">4、 家庭生命周期的细分标准</span></strong></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">投资者和富贵之家划分完后，剩余样本都归入中等收入家庭，参照全国公寓住宅市场，客户细分的家庭年龄生命周期的细分标准，根据成交客户调查问卷（Q2、Q3题目中的业主年龄与老年人情况、Q4题中的子女年龄情况），对中等收入家庭的细分：</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><img class="" data-copyright="0" data-ratio="0.6718938480096501" data-s="300,640" data-src="https://mmbiz.qpic.cn/mmbiz_png/AJkYaTAujIxMibzUu130luGIBpAGMmTQrPEibgzdYQt8rAibsicMkuta7rUtshpiboq0UJnaCsPtpJoHM938J6M1WJg/640?wx_fmt=png" data-type="png" data-w="829" style="" /></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">注：<br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">1、有两类样本无法判别：18岁以上的孩子、业主年龄35岁以下的样本共79个，占总样本量的比例不到1％，不影响总体样本分析。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">2、参照全国细分标准，把准空巢、中老两代和青年三代统一为老人一二三代。</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">&nbsp;<br clear="ALL" />加上纯投资客户和富贵之家，万科9745个住宅成交</span></p><p><br /></p><p style="text-align: center;margin-left: 16px;margin-right: 16px;"><img class="" data-copyright="0" data-ratio="0.45338441890166026" data-s="300,640" data-src="https://mmbiz.qpic.cn/mmbiz_png/AJkYaTAujIxMibzUu130luGIBpAGMmTQrKRnxjbaepd5W1bib1xEOcQT0iaVcLnXu1uglY9DZziaDvEPkB6BRUA0kA/640?wx_fmt=png" data-type="png" data-w="783" style="" /></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;">细分完已成交客户，如何和理论客户细分成果，对比分析，且听下回分晓~</span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 14px;"><br /></span></p><p style="text-align: center;margin-left: 16px;margin-right: 16px;"><span style="font-size: 12px;color: rgb(136, 136, 136);">—— TO BE CONTINUED ——</span></p><p style="text-align: center;margin-left: 16px;margin-right: 16px;"><span style="font-size: 12px;color: rgb(136, 136, 136);"><br /></span></p><p style="text-align: center;margin-left: 16px;margin-right: 16px;"><span style="font-size: 12px;color: rgb(136, 136, 136);">猜你想再看</span></p><p><br /></p><p style="margin-left: 16px;margin-right: 16px;"><span style="font-size: 12px;"><strong style="margin: 0px;padding: 0px;max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;"><span style="font-size: 12px;margin: 0px;padding: 0px;max-width: 100%;box-sizing: border-box !important;overflow-wrap: break-word !important;">城市：</span></strong><span style="font-size: 12px;margin: 0px;padding: 0px;max-width: 100%;box-sizing: border-box !important;overflow-wrap: break-word !important;">|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831649&amp;idx=1&amp;sn=191239418c15b0c6f395c843415da5fd&amp;chksm=8351793eb426f028970ac64031955167bfde997cdc96375bfb3bce25b5076f1458e11be2be27&amp;token=217203186&amp;lang=zh_CN&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">徐州</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831649&amp;idx=4&amp;sn=3a8acfb05820bbd38cd7b15a58e92ec9&amp;chksm=8351793eb426f028dfd96ec6ffc5239a84aaf25b6643813aa6b4a597b9a3215e7ab25e2b4eaf&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">宿迁</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831649&amp;idx=3&amp;sn=1fcdc66fac79d5ba9504bc24314a14f9&amp;chksm=8351793eb426f02829eef9ba1dfcb8c3e91edb05d3c1d34c548b82f618928834f1da5907d2e7&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">淮北</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831649&amp;idx=2&amp;sn=18d65f24543e71ff6bc70eb1cb0a7bde&amp;chksm=8351793eb426f028b98805f0f7555bfc57e3aefe6c76e7ca8df0369ad5dcc4a593a011a9b029&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">唐山</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831649&amp;idx=5&amp;sn=9f550e5d1f6bd3becc92df723adedd61&amp;chksm=8351793eb426f0289523b13ecd4fcb3d227a3cb259a09e504d388ace5a5eb25ece3aecfe8d46&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">天津</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831491&amp;idx=4&amp;sn=4c4fb5ce9d25c1fe6012d719c5878c82&amp;chksm=8351799cb426f08a8a6b9f35c8db84ceac56401b6da4a6429d1bc5e3339251db372a5045c242&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">深汕</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831603&amp;idx=5&amp;sn=c2d8bae147d4a2d86ec992c50c39ddad&amp;chksm=8351796cb426f07a50b1acbe92593aabba12c3fb95e9966d93ecad99918dbcf654b9ce767405&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">哈尔滨</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831491&amp;idx=3&amp;sn=1e787f725d62f227dbc6c33d0b9ea3eb&amp;chksm=8351799cb426f08accd8896c160b37e7a4436d21e1fbf2cc596763115db5ef6e04dc914ce478&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">兰州</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831603&amp;idx=4&amp;sn=048088acd651254d77cc238d71b1af04&amp;chksm=8351796cb426f07a7c36e33460f244db68a856502151c73820b314470b7e24412b9a8b6dcd5b&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">常德</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831491&amp;idx=2&amp;sn=b6295a149a38a026e886d81014b568f3&amp;chksm=8351799cb426f08a8a8d7adbd8721956fd91c59be8bd1ec35d4f9963a11e7e67bee72cd49405&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">南宁</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831603&amp;idx=8&amp;sn=0efaff09c26e604d7aa5c29376c129ad&amp;chksm=8351796cb426f07abb37dd11a0cfe941868be2b543feebf288460418759254327292658947ae&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">桂林</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831603&amp;idx=3&amp;sn=12f08ffb076544edcbc24e91bc3d87d7&amp;chksm=8351796cb426f07a1cd4530a9033d462d4732c500dcdda723bdc3a87f4d55f1c62f657a4cb77&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">柳州</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831603&amp;idx=6&amp;sn=0a89c4ab17039cec25754aa111b87308&amp;chksm=8351796cb426f07a6fdc14a1c0e877928f2fa46798a8b592b2b2023ad1c65081bbc80b2fafad&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">蚌埠</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831603&amp;idx=7&amp;sn=1bc72e377ffc3b621c2886d68c437515&amp;chksm=8351796cb426f07adc8c50a3e1409197892c508ad9c27a6b52f8e4dde12740baf5674f5a7fa6&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">合肥</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831491&amp;idx=1&amp;sn=10e3d481f7fd0ff46dafe2648cd3ddfb&amp;chksm=8351799cb426f08a5118705d6b85487fa97dd013a2aee842be719ee13086aab8dee370b54185&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">南京</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831603&amp;idx=1&amp;sn=9ffda0c7d9667d6700966a8bab12eccf&amp;chksm=8351796cb426f07a4e94a2471b2d59264ed4460e0567c63095fad9c5704541a546d7bc23584a&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">上海临港</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649831065&amp;idx=1&amp;sn=2ffb60d98d02ebcab655c55d34d0acbf&amp;chksm=83517746b426fe509cc721e0e3acf05fd1f60b8695dc3b66c08c0a7aa917e7471b013b02c2c2&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;" data-linktype="2">太原</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649830804&amp;idx=1&amp;sn=f571d8218b897b21571a6b2f497d3a1b&amp;chksm=8351744bb426fd5d509591673f4082563a02342283f53dfda255ad33304e6746d6448051b9ea&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">温州</a>&nbsp;|&nbsp;<a href="http://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649830454&amp;idx=1&amp;sn=4e7c3289190e2a69c5fb20f2ae8a6d94&amp;chksm=835175e9b426fcffa5f65cafe5274b1c296caf1a51e13ef4c7920c5a18847bef3c7b13c2bfd0&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">昆明</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649830295&amp;idx=1&amp;sn=f680ffa2ddf52783e9a7730971520d48&amp;chksm=83517248b426fb5e0efc1e5c62d15b173e4d23ab7aafaab82c6ce861e98d96271fe5dc7db798&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">嘉兴</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649830278&amp;idx=1&amp;sn=8441ac780477cd9def8d4e9d7866f143&amp;chksm=83517259b426fb4f93ff50f1c07d7b830f16ec4d1e0c23f64ef15a78a056ae301274ffbb8ec3&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">重庆</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649830196&amp;idx=1&amp;sn=7a599cf338734c1d41c6fa16005b1641&amp;chksm=835172ebb426fbfdda6873adbeddc124ae670de675a7c36d11977106150a1d924572ea70f299&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">成都</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649830221&amp;idx=1&amp;sn=f5994dbfe9fa00ffce4b5be1a69f3244&amp;chksm=83517292b426fb8419e771cf48ea94de01fc7dc909b4e8c2759c6423b8be6080bc5bd1c248cc&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">深圳</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649829995&amp;idx=1&amp;sn=cd78421e4f2e724f552f8eefc65e0236&amp;chksm=835173b4b426faa26aed46ed566bc1f8ffa11498370fed14fa9d0690795a3eff5a186c63a03d&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">上海</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649829512&amp;idx=1&amp;sn=421f2b766d75009082de8fc1e81cd8d2&amp;chksm=83517157b426f84197c93fd852a3e3f93019c9d81e099784ad0aa09f326ca9dd33a0edb7cfd7&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">珠三角</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=2649829480&amp;idx=1&amp;sn=c77baf137c109f1017170a708548d37b&amp;chksm=835171b7b426f8a1d942708988b8f4bd875366f5928d1db99470ccad6958aa0c8cd47b292c23&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">雄安新区</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=401964235&amp;idx=1&amp;sn=8839375241e6a7e69f49aec108ca1ad6&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">无锡</a>&nbsp;|&nbsp;<a href="https://mp.weixin.qq.com/s?__biz=MzAxMDEzOTgyNA==&amp;mid=203026648&amp;idx=1&amp;sn=466dca69ff3eb746e2e5c21831d57f0f&amp;scene=21#wechat_redirect" target="_blank" style="margin: 0px;padding: 0px;color: rgb(87, 107, 149);text-decoration: none;-webkit-tap-highlight-color: rgba(0, 0, 0, 0);max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;outline: 0px;" data-linktype="2">北京</a>&nbsp;| </span></span></p><p style="margin-left: 16px;margin-right: 16px;"><br /></p>

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