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线上+线下，本地文旅企业如何“网红”变“长红”？

当下年轻人热衷的潮流娱乐方式早已不再局限于北上广。在福建泉州，一个叫“领Show天地”的产业园区内，入驻了400多家创新创业型小微企业，几乎覆盖了都市人24小时的生活工作场景。

体验馆、生活美学、Livehouse……从吃喝玩乐到文化旅游，再到大型主题活动，丰富的业态和资源让泉州这座城市的本地生活图景皆浓缩在此。运营十年来，逐渐成为游客感受泉州现代生活形态的最佳去处之一，更是本地时尚潮流的标杆。

领show天地产业园内繁华的酒吧街

尽管如此，作为领秀文旅集团落地泉州的首个项目，如何突破原有的营销渠道，找到一种更新潮的方式连接年轻客群是创新经营的重点。

2019年，他们将目光瞄准了抖音。

“当时看到抖音的用户量级以及在年轻群体中的极大影响力，所以，我们决定通过这种最前沿的方式与目标客群进行触达和沟通。” 领秀文旅集团首席策略官陈垚说道。

借助巨量引擎竞价广告的投放，领show天地第一次在线上推广“万圣嘉年华”的活动就收获了巨大的惊喜。

“从数据来看，我们以较低的成本得到了十倍以上的高曝光度，活动现场非常火爆。”陈垚称。

凭借抖音平台，一条不同以往的文旅营销模式正在被激发。作为本地文旅IP，领show天地也不断从新模式中探索它的“出圈”路。

文旅"爆款"的营销方法论

有了第一次的成功经验，每年大型活动进行广告投放已成为领show天地的固定动作。相比传统推广方式，针对周边区域定向选择投放，加上对人群的筛选，可以更精准、高效地触达目标用户，产生更高的转化率。

除此之外，陈垚认为，认证官方账号并通过原创短视频内容进行粉丝培育也至关重要。而园区内的丰富业态和场景提供了优质的素材。“去年，我们结合一些特色街区，输出一些情节化、段子式的内容，与商户互动，拍出年轻人感兴趣的话题和内容。”她介绍道。

以酒吧街为例，据领show天地在抖音的后台数据显示，80%的用户群为年轻男性，且大多活跃在晚上10点。因此，他们在内容营销上会侧重这一群体的特征，打造更多关于酒吧潮玩的相关内容。

有了明确的受众和内容定位，自然获得了粉丝的快速增长。据陈垚介绍，话题关注较高的短视频浏览量基本都达到了上百万。

当然，由于文旅景点的特性，线下场景的线上展现，线上粉丝培育到线下导流是营销的关键。其中达人探店是较为常用的手段。在互联网传播中，达人攻略具备强有力的种草功能，能不断将消费者转化为潜力粉丝，提升品牌的知名度。陈垚认为，以达人探店的方式可以更直观地呈现商家和园区的经营内容，有效聚集成粉丝打卡效应。

因此，在今年的领show天地跨年活动中，他们与抖音全方位合作，打造“抖in领show”联名派对，邀请网红达人直播探店，通过与粉丝形成强互动，加深对园区经营特色的感受。同时利用达人的直播间带货，将线下的商品完成线上的变现。

有了线上展示渠道，在场景营销上，据陈垚介绍，园区在活动设计之初就会率先考虑线上传播的效果。例如，借助网络热点本身的话题性，策划一些年轻人喜爱的好玩有趣的场景和互动形式，让粉丝自发地进行线上传播，提升整体的品牌声量。

得益于线上营销的发力，运营十年的领show天地再次找到新增长方式，与年轻群体达成有效的沟通，也吸引着更多的游客前来感受泉州的文化氛围。

“网红打卡”，驱动文旅业态升级

近几年，从“西安摔碗酒”到“不倒翁握手”，从“4D魔幻城市重庆”到“丁真的世界”，抖音已然成为热门目的地孵化器，文旅行业与网红经济的“融合期”已悄然而至。

根据2019抖音文旅行业大数据报告显示，去年，超过1.8亿用户在抖音上记录旅行生活，7.2亿支短视频记录着旅行的影像志，抖音用户共打卡6.6亿次，足迹遍布233个国家及地区。

无论个人爆款，还是网红潮流，在短视频新内容时代，文旅营销模式正在被重构。如何掌握新营销模式，让好资源真正变成好IP——成为文旅破圈的重要议题。

在陈垚看来，文旅行业营销具备先天的优势。自然景观、风土人文、商业生活等资源为内容提供了丰富性。而从中挖掘出好的故事和场景，用创意化的表达形式呈现，并通过抖音短视频、直播等方式传递给目标用户，这是利用好文旅资源的关键。

另外，将优质的故事内容和场景打造成一个差异化的IP也十分重要。IP化意味着不可复制和持续影响，能够形成“滚雪球”效应，有利于文旅企业的长久经营和拓展。而在最终引导粉丝从线上“种草”到线下“拔草”的过程中，通过达人探店、沉浸式活动、文化节等等有趣创新的形式，与粉丝形成更强的互动和联结，不断引导其进行二次传播，从而提升文旅IP的口碑和影响力。

可以看到，这种全新的营销模式为文旅行业注入新势能。一方面，“网红”景点成为当地旅游经济发展的新增长点，尤其对于贫困地区来说，挖掘旅游资源达成变现成为他们脱贫致富的突围路径；另一方面，也为游客提供了更多特色化、差异化的目的地选择。

“以前大家都是奔着5A景区去，而现在，年轻人更喜欢通过抖音种草一些小众特色的地点，行程规划更多样，也为文旅行业提供了新机遇。”陈垚说道。

"网红"之后如何"长红"?

“网红打卡”的确给当地旅游带来了意料之外的流量和收入，但却不是长久经营的保障。不少景区体验感差、配套措施不完善等问题频频爆出，不仅让游客失去信任，还会对文旅市场发展造成一定伤害。

从事了多年文旅行业的陈垚感慨：“网红是一时的，长红才是目标”。目前的领show天地已然是本地文旅的标杆，但陈垚觉得，园区最大的一个诉求，仍然是通过平台能够和年轻用户达成沟通，反而不急于做品牌营销。

而如何让“网红”变“长红”？其实最终考验的是文旅企业的线上+线下的运营能力和调试能力。

“文旅营销始终是一种线上和线下的配套跟促进。线上做得好，不能放掉线下。同样，线下能够做得好，线上也一定更加容易去爆发、吸引流量。”按照陈垚的经验，她认为，线上营销要持续地输出高质量的内容，保持互动，不能一波活动宣传结束后就什么都不做了。

同时，文旅企业的线下配套措施也要跟上，持续创新。只有丰富的氛围、场景、玩法、业态，才能构建出真正的旅游目的地。

陈垚认为，作为一家本地文旅企业，领秀文旅承担着为泉州这座城市延续文脉、传播文化的责任。未来，他们将继续利用巨量引擎的新营销方式讲好本土故事，打造优质的内容，吸引全国各地的人来到泉州，进而不断提升整个城市的旅游量级。

最新！晋江世中运，Ta们来了！

日前，晋江2020世中运社招志愿者面试结果出炉，共有71名优秀志愿者入选名单，正式成为世中运志愿者大军中的一员；同时，晋江2020世中运市场开发工作有序推进。再过188天，一场“简约、安全、精彩”的体育盛会将在晋江上演。

本期的《新晋江》，让我们通过世中运特许商品、世中运志愿者征集等，感受晋江浓浓的世中运氛围。

《新晋江》第62期

一起学英语 中英文对照

ISF Jinjiang 2020 Gymnasiade

launches licensing program

世中运市场开发工作有序推进

With the 18th ISF Gymnasiade (School Summer Games) – Jinjiang 2020 approaching, the licensing program has been seeing the Executive Committee’s efforts on marketing development. So far, the Committee has signed and is going to sign cooperation agreements with 15 sponsors, 9 authorized manufacturers included.

晋江2020年第18届世界中学生夏季运动会市场开发工作正在有序推进中，目前与世中运执委办完成签约和即将签约的赞助商共有15家，并有9家企业已经成为特许商品授权生产商。

According to the Committee, the 15 sponsors are from different industries such as clothing manufacturing, insurance, transport, logistics, English training, and foods, and with products in licensing categories, including apparel, tea, drinking water, and water purification equipment. Besides, among the 18 individual events, basketball, athletics, aerobics, and diving have met with their title sponsors.

据介绍，截至目前，已有包括服装、保险、机场、仓储运输、英语培训、净水设备、茶叶、饮用水、食品等行业和品类的15家赞助商与世中运执委办完成签约和即将签约。此外，18个单项赛事中，已有篮球、田径、健美操、跳水4个项目得到冠名。

The Committee, in collaboration with its franchising owner Jinjiang National Sports City Co. Ltd (aka Jinjiang Ticheng Company), will work to promote the design and production as well as the marketing of licensed products together with 9 authorized manufacturers, including major local food manufacturers such as Lilv Group, Fupaiyuan Co. Ltd, Labixiaoxin Co. Ltd, Quanlitang Co. Ltd, Lvcaoxiang Group, Haolishi Group, Aixiangqin Co. Ltd, Jiade Group and Haolinju Co. Ltd.

在特许生产商方面，已有包括力绿、福派园、蜡笔小新、泉利堂、绿草香、豪利时、爱乡亲、加得（万宝路）、好邻居（金帝）在内的9家企业，入选成为世中运特许商品授权生产商，他们将与拥有世中运特许商品经营权的晋江体城公司共同推动特许商品的开发、生产和推广工作。

“A great number of qualified enterprises have won out to participate in the development and production of licensed products. And by doing so, not just the Committee but also the qualified enterprises can benefit from the cooperation. While the enterprises are going to design and produce the high-quality licensed products for the Gymnasiade, the Committee will also build a platform for enterprises to showcase their products with featured elements to the public at home and abroad.” Chen Zihua, General Manager of Jinjiang Ticheng Company, further pointed out that licensed products of ISF Jinjiang 2020 Gymnasiade are major carriers to convey Chinese culture and the stories of Jinjiang to the participating countries. Therefore, the Gymnasiade-themed products will feature elements relating to Jinjiang and include some local characteristics such as the city landscape, traditional culture, and the city’s major industries.

“通过这次世中运特许商品的授权生产，我们甄选出一大批优质的企业共同参与特许商品的研发和生产。第一，这些企业将为世中运提供丰富多样的优质的特许商品；第二，我们也给企业搭建了一个向世界、向市民展示特色产品的平台。”晋江国家体育城市股份有限公司总经理陈紫华说，世中运特许商品是晋江展现城市魅力，向各参赛国家传递中国文化、讲述晋江故事的重要载体，因此，他们会在特许商品中，尽可能地加入包括地域景观、传统文化和产业经济等在内的晋江元素。

It is worth mentioning that Lilv Group, as one of the authorized manufacturers of ISF Gymnasiade licensed products, has launched its licensing collections of ISF Jinjiang 2020 Gymnasiade at the 104th China Food and Drinks Fair (CFDF).

值得一提的是，在第104届全国糖酒商品交易会上，作为世中运特许商品 授权生产商的力绿集团更是首发了晋江2020世中运特许商品。

“We’ve put the elements of ISF Jinjiang 2020 Gymnasiade into the design of the packing for licensed products like nori and rice cracker, and highlighted those elements while setting up the booth at the fair.” Wu Hongyan, CEO of Lilv Group, said that they hope to introduce their brand and ISF Jinjiang 2020 Gymnasiade to more people through their attendance at CFDF.

“此次首发的特许商品海苔和米饼，在外包装上我们融入了晋江2020世中运的相关设计元素，同时在展位的布置上也将相关元素进行突出。”力绿集团执行总裁吴鸿岩表示，他们希望通过全国糖酒商品交易会，让更多的人了解力绿，了解晋江2020世中运。

Another authorized manufacturer, Haolishi (Fujian) Food Technology Co., Ltd, also showcased the design elements of Jinjiang 2020 Gymnasiade at the fair, which will be followed by a release of their collection of licensed products.

同为世中运特许商品授权生产商的豪利时（福建）食品科技有限公司在展会上展现了晋江2020世中运的相关设计元素，后续还将发布系列产品。

With the Games approaching, the Executive Committee of ISF Jinjiang 2020 Gymnasiade is currently soliciting sponsors and authorized manufacturers of licensed products from all over the country. Meanwhile, they will open up for the investment agencies outside Jinjiang.

随着世中运脚步逐渐临近，晋江世中运执委办目前正面向全国火热征集赞助企业和特许商品授权生产商，同时，也将开放晋江区域外的招商代理。

71 volunteers recruited by ISF

Jinjiang 2020 Gymnasiade

71人成世中运社招志愿者

After strict and professional selection, the result of volunteer recruitment of the ISF Jinjiang 2020 Gymnasiade was released a few days ago. 71 excellent candidates were recruited and officially became the ISF Jinjiang 2020 Gymnasiade volunteers.

经过严格的专业选拔，日前，晋江2020世中运社招志愿者面试结果出炉，共有71名优秀志愿者入选名单，正式成为世中运志愿者大军中的一员。

According to Wang Sisi, Director of the Publicity Department of CYL Jinjiang Municipal Committee, as recruiting student volunteers in 22 universities and schools, the Organizing Committee for the ISF Jinjiang 2020 Gymnasiade also announced social recruitment and targeted recruitment in all professionals within Jinjiang. More than 600 applicants were received, among which over 90 civilian and talented volunteers were shortlisted for the interview. The interview was to assess the candidates’ appearance and attire, personality, language skills, professional expertise, as well as capacity to cope with emergencies.

据晋江团市委宣传部部长王思思介绍，本届世中运在22所大中专院校招募赛会志愿者的同时，还发布社会招募公告，并面向晋江市各类人才定向开展世中运人才志愿者招募，接受报名600多人次，累计共筛选出社会志愿者及人才志愿者90多人入围面试。面试内容包括仪容仪表、个性特征、语言表达能力、应变能力、专业特长五项内容。

All the 71 recruits are natives of Quanzhou and Jinjiang. “All these volunteers can communicate in two or more languages. They will be mainly responsible for the work of reception and interpretation,” Wang said that compared with student volunteers, social volunteers are older and with more working experience and might be better prepared to deal with emergencies. “Besides, they are more flexible in time. Some positions may require shift work, which may be a challenge for student volunteers who should probably commute to and from school every day, while social volunteers have no such concern.”

此次入选名单的71名志愿者都是“咱厝人”，来自泉州、晋江各地。“社招志愿者基本都是有语言方面相关能力的志愿者，主要负责接待和翻译。”在王思思看来，和学生志愿者相比，社招志愿者年纪稍长，大部分有相关的工作经验，在应对一些突发状况时，可能更有经验。“另外，他们的时间相较于学生更灵活一些，目前学生志愿者都是考虑每日通勤往返学校，有些特殊岗位需要轮班的，这部分志愿者的时间比较好安排。”

In the next stage, CYL Jinjiang Municipal Committee will provide general training for those volunteers. Capital University of Physical Education and Sports has completed the recording of the online training course. The offline training will be carried out in different levels and categories by instructors, group leaders and experienced peers.

下一阶段，晋江团市委将对志愿者们进行通识培训。目前，首都体育学院已经完成通识培训线上课程录制，线下培训工作将依托带队老师、志愿者骨干、志愿者小组组长分级分类开展培训。

01

Lin Mingming, a novice mother:

To serve the ISF Jinjiang

2020 Gymnasiade wholeheartedly

宝妈林茗茗：全身心投入服务世中运

Lin Mingming from Chendai, Jinjiang is one of the 71 volunteers recruited by the ISF Jinjiang 2020 Gymnasiade.

在入选名单的71名社招志愿者中，来自晋江陈埭的林茗茗就是其中一位。

She is 28 years old and works as an administration staff. As a graduate of English major with the certification of Test for English Major Band 8, she is excellent at writing and speaking in English. Besides, years of working experience make her rigorous, conscientious, and responsible, with all the qualities required to become a volunteer. Lin has actively volunteered, both as a student and in her job, in various service activities such as nursing the elderly, the campaign of bringing culture to the countryside, and cleaning up the city.

今年28周岁的她，是一位行政机关工作人员，毕业于英语专业，通过英语专业八级测试，具备优秀的书面和口语交流能力。同时，多年的工作经历练就了她严谨、认真、负责的素养，这些都是担任志愿者所需要的。在校期间和工作以来，林茗茗积极参与各项志愿服务活动，如敬老服务、“三下乡”文化宣传服务、环卫保洁服务等。

Early in 2018, Lin had participated in a one-week closed training program for foreign affairs staff organized by the Executive Committee for ISF Jinjiang 2020 Gymnasiade. She had mastered sports terminology and learned how to communicate in English in scenarios like shopping, dining, and using medical care. She also taught herself knowledge on team reception, etiquette in cross-cultural communication, and foreign affairs protocols.

早在2018年，林茗茗就参加了世中运执委办举办的为期一周的全市外语外事封闭式培训班，学习了体育英语专业名词、购物餐饮、医疗保健等英语会话。同时，她还自学了参赛队伍接待和国际交往礼仪、外事接待礼宾等志愿服务知识。

Being a mother of a one-year-old baby, Lin’s often challenged with work-life balance. When being asked how to balance her family life and the work as a full-time volunteer serving at the games for at least eight days, she said that she's got all supports from work and family, which leaves her no worry, and allows her to work wholeheartedly in everything she does.

林茗茗是一位新手宝妈，宝宝才一岁多。当被问及世中运志愿者至少需要8天脱产投入服务，如何协调家庭和工作的关系时，林茗茗说，工作单位和家人都十分支持自己的决定，为她免去了后顾之忧，能够全身心投入其中。

“This is my first time to participate in such a large-scale sports event. I will study hard and take professional training to learn how to manage a heavy workload. Hopefully, I can not only improve myself through this event but present the image of our local volunteers to the participants from all over the world,” said the novice mother.

“这是我第一次参加大型体育赛事志愿者服务，我会认真学习，接受专业的志愿培训，以适应服务强度。希望通过这次志愿服务经历，在锻炼自己的同时，也向来自全世界的参赛选手展示志愿者的形象和风采。”林茗茗说。

02

Huang Yanqi, a college-bound senior:

To be a devoted volunteer

准大学生黄彦祺：用心当好志愿者

Among the shortlisted volunteers, there is a college-bound student named Huang Yanqi. Different from those working candidates, he is now a senior student of Quanzhou No.5 Middle School.

在入选名单中，除了上班族，还有一名准大学生，他就是来自泉州五中的黄彦祺。

Living downtown in Quanzhou, Yanqi is studying at the International Department of Quanzhou No.5 Middle School. He has been pre-admitted by one of the renowned universities due to his outstanding academic performance. He is proficient in English with a remarkable TOFEL score of 110. As a top student in his class, Yanqi is the designated interpreter for his foreign teachers at every teacher-parent meeting. He’s been playing football since primary school, and is an excellent player in the school football team.

黄彦祺家住泉州市区，是泉州五中国际部的高三学生，成绩优异的他已经被知名大学预录取。作为学霸，黄彦祺的英语水平出色，托福考试达到110分。每当外教开家长会时，他都会担任翻译的角色。黄彦祺还是个足球达人，从小学就开始踢球，是校足球队的一员。

At a young age, Yanqi has rich experience in volunteer service. He’s served as a volunteer at the train station to help the travelers during the Spring Festival and served tea for free on West Street during summer vacation. He’s volunteered to be an usher in Jinjiang Municipal Hospital, donated his allowance to one of the Hope Schools, and visited the students he once helped. “It was out of curiosity and the idea of enriching my experience that I began volunteering. But later in practice, there were so many unforgettable and heart-warming moments that have taught me the true value of volunteer work,” he said.

春运期间到动车站为旅客提供服务；暑假到西街奉茶；在晋江市医院担任引导员；为希望小学捐款，前往当地和学生互动……年纪轻轻的黄彦祺，拥有丰富的志愿服务经历。“一开始参加志愿者活动是抱着好奇、增加阅历的想法，后来在实践过程中，收获了很多难忘、暖心的瞬间，真切地感受到了志愿工作的价值。”黄彦祺说。

Yanqi also said with a smile that he has a particular affinity with ISF Jinjiang 2020 Gymnasiade. He once took part in the Gymnasiade Image Ambassador Selection and was shortlisted in the final competition. He is still impressed by those wonderful and precious experiences. “Ke Xipeng, the winner of the competition, is my senior schoolmate. I’d like to devote myself to the Jinjiang 2020 Gymnasiade like her, no matter in what way and in which position,” he said.

黄彦祺笑着说，其实他和世中运颇有缘分。原来，他此前参加了世中运形象大使选拔赛，并一路闯进福建赛区决赛，留下了珍贵回忆。“世中运申办形象大使柯熙芃是我的学姐，我也想像她一样，为世中运做点力所能及的事情，不论通过什么形式，在哪一个岗位上。”

To Yanqi, the most important thing for being a volunteer is to be devoted, responsible, and professional. And now he is ready for it!

在黄彦祺看来，担任志愿者最重要的是用心出发，责任心和专业能力缺一不可。而他，已经准备好了！