标签： 上海荤场子

Author introduction-Wu Hao, SaaS strategy and marketing consultant, Tencent SaaS accelerator tutor, author of a series of articles; Angel investor and former CEO who enjoys selling customers. A series of books of the same name will be published in February 2020.

Many of my articles were chatted with SaaS founders or team leaders. Perhaps this is the vitality of these words.

Since it is still the planning season, this article still has to continue to talk about annual planning.

This article comes from talking with a sales person in charge one day about how to divide regions and allocate resources among various sales teams in the company. I’ll throw out the results of the discussion first, and then make a detailed breakdown.

A few days ago, when communicating with a well-known SaaS enterprise executive team, I was still saying that I like the telemarketing team best, not emotional love, but from the perspective of CEO+CFO.

The cost of reaching customers by telemarketing is low, and it is much easier to cultivate communication skills than direct selling (face-to-face communication). Telemarketing is where dozens of people sit together, and on-site management is much easier than field management of direct sales representatives.

The bigger advantage is that when we need to expand the market coverage, we just need to add seats in the office or rent the office next to it. There is no need to send general managers and executives to open branches in another city, and there is no need to take risks to let a new branch manager take on all business and management responsibilities in a newly opened city.

The total operating cost of telemarketing is also relatively low, there is no travel expenses, and the labor cost is generally lower than that of direct selling.

Therefore, from the perspective of CEO and CFO, telemarketing is the first choice for SaaS companies. Most American SaaS companies I know are like this.

The best partner of telemarketing is "market clue". If the company has a certain brand, can bring natural traffic, and the clues brought by SEM can cover most of the clue needs of the telemarketing team, then the combination of "market clues+telemarketing" will be invincible.

In the past two years, I have seen the average monthly output of some sales representatives of the telemarketing team reach 80,000, and some reach 120,000 (the customer unit price is not high, and there are many odd numbers). It can be calculated that the gross profit of their sales team is very good.

Even if there are insufficient market clues, it is faster to find clues through telemarketing than through ground forces.

Of course, electricity sales also have three limitations:

◆ The customer unit price cannot be high.

◆ Product configuration and operation should not be too complicated.

◆ Customers don’t need to change the business process when using this product (the implementation is not difficult).

In addition, in the output results, there are still problems of insufficient regional market coverage and insufficient penetration.

In a word, telemarketing is "fast replication, wide coverage, shallow penetration and high gross profit".

The direct selling team, like the telemarketing team, has the opportunity to become an iron army with high combat effectiveness.

Direct sales representatives need to go out to visit customers, which makes their sales skills, understanding of product value and understanding of customer business more demanding. The data I saw with my own eyes, even if it is the same product and the same level of clues, the price of direct sales will be much higher than that of electricity sales.

However, due to the characteristics of "on-site visit and departure management", the management difficulty of direct selling team is more than twice as high as that of telemarketing team. Even an excellent manager, the efficiency of departure management can not exceed that of the telemarketing team manager. The number of direct sales teams reaching target customers and obtaining effective business opportunities every day is weaker than that of telemarketing teams.

Therefore, it can be seen that if a direct sales team is established, it must be different in product prices to ensure that the direct sales team can sign a larger list.

The direct selling team is not slow to replicate locally. However, if you want to use the direct sales team to cover a larger area, you will face the problem of difficult management of business trips.

What if more branches are opened? It will also face the problem that branch managers are not easy to cultivate.

Although some excellent enterprise service companies can solve these problems well, it will take a long time: it will take at least one year to successfully complete the layout of branches in four first-tier cities, from talent reserve training to branch opening, recruitment, training and optimization.

The sales leads of direct selling may come from market leads, or from the self-development of sales representatives and the referral of their own customers. Because the direct selling team can meet customers and have deeper offline interaction with customers, it has more advantages in self-development than electric sales. Therefore, direct selling can make a regional market deeper.

From the practice of domestic SaaS companies, in the cost structure of direct selling teams, the marketing rate (the sum of sales and market expenses ÷ sales revenue) is mostly between 60% and 90%. Therefore, the cost is relatively high, and the gross profit of new customers in the first year is not very good.

To sum up briefly, the characteristics of the direct selling team are: "fast replication, less coverage, deep penetration and low gross profit".

Let’s make a simple division, and call the fast one-sided sales team with a unit price of 10,000 ~ 80,000 customers "direct sales team"; The "KA team" is the sales team whose customer unit price is more than 80,000 yuan and needs to provide solutions to customers.

Compared with direct selling, KA has higher requirements for sales representatives’ product ability, solution ability and ability to understand customers’ business.

As you can imagine, according to such requirements, the speed of KA team training talents is limited, and it also takes a long time to dig people from outside the company and integrate them into the company’s organization and culture. The management complexity of KA team is less than that of direct selling team. KA management is more driven by values and performance goals, and its process management complexity is not as high as that of direct selling teams. KA process management focuses more on business-side capabilities such as sorting orders.

Regarding the degree of dependence on market clues, the KA team has two extremes. What I see is usually that the KA team of universal tool SaaS relies heavily on market clues; However, the sales representatives of big customers in SaaS companies often gain the trust and business opportunities of big customers through their own mixed industry circles.

Getting a KA account often involves many roles such as pre-sales, service, product research and development, and the per capita annual output far exceeds that of the direct selling team, so the marketing rate of KA team is often not high, and the company’s Mao Lijiao is good.

Summarize the characteristics of KA team: "slow replication, large customers, deep penetration and high gross profit".

These characteristics will affect the salary performance design of telemarketing, direct selling and KA teams. How to design specifically, please see my related article: (67) Annual Salary and Incentive Design #SaaS Entrepreneurship Roadmap #

My agent here does not include a System Integrator who can do customized development and system integration for big customers, but only refers to a relatively pure sales agent.

Should SaaS companies build agency channels? I have an article devoted to it. Interested readers can read it: SaaS entrepreneurship roadmap (54) Discussion on channel value.

This article only discusses the way of channel agency, which is different from direct sales and electricity sales for SaaS companies.

Channel construction is a long process. If SaaS companies want to build a channel department, they must have a long-term investment plan.

It is not easy to convince a large number of agents at the beginning. It is necessary to invest heavily in supporting several high-quality agents and set the benchmark. The work of channel management is also relatively complicated, and the talents in the channel department are relatively hard to find.

From the perspective of sales leads, agents should have the ability of self-open source. If they mainly rely on the leads provided by manufacturers, the efficiency may not be as good as that of Saas company’s electricity sales or direct sales. The purpose of cooperating with agents in second-and third-tier cities is to dig deep into the regional market, so agents should have the ability to penetrate the local market.

In the design of channel system, service problems are often considered. The agent is a very suitable service subject in the local area. The customer success department of SaaS company should coordinate the national customer service and renewal rate targets, and agents can’t get something for nothing, and they can get corresponding returns by contributing to the service and renewal.

In the second, third and fourth tier cities, although labor is much cheaper than direct selling teams, its transaction efficiency is often not as good as direct selling. At present, the proportion of new single share and renewal share distributed by most SaaS companies to agents is not low (generally between 50% and 70%), and the gross profit margin of channel agency is relatively low when the cost of channel department itself is included.

Summarize the characteristics of the channel agent team: "Replication is slow first and then fast, with deep penetration and low gross profit".

After talking about the characteristics and limitations of each team, we can also talk about how these teams are matched for different products and markets.

Combination a, electricity sales+direct sales

This is a common combination. The telemarketing team is responsible for the national small orders (below 10,000 ~ 20,000), and the larger business opportunities are handed over to the local or nearby direct selling team for door-to-door transactions. Market leads are graded by SDR team.

Combination b, direct selling +KA

This is more suitable for customers with a large unit price span, ranging from 20,000 to 80,000 for direct selling teams to 100,000 to 200,000 for KA teams that need solutions. The division between them can be made by the directory system, and KA is responsible for the big customers in the directory; Other target customers are divided into local direct sales teams by region.

Combination C, Direct Selling+Channel

Direct selling is responsible for first-tier cities, and second, third and fourth-tier cities are handed over to channel agents. Both sides need to have clear geographical boundaries and reduce friction. Let the local direct sales and agency teams feel at ease to dig deep into the local market.

Combination d, channel+KA

The manufacturer (KA) is only a big customer, and the national flight contract is signed. Hand over all small and medium-sized customers to channel agents to complete signing and service. Different from the way that Group C strictly divides customer resources by region, Group D is divided according to customer size; There will be many intermediate areas in this division, and conflicts are inevitable.

Like Kingdee’s ERP products, it would certainly be better to use high, medium and low-level products (EAS/K3/KIS) to separate the boundary between KA and agents. However, SaaS companies’ products are organized in different ways and should not be so complicated.

　In addition to the combination of the above two team types, there are also SaaS companies that choose to combine three teams. In this way, the complexity is higher, and it is necessary to design a more efficient division of rights, responsibilities and interests of regions, resources, new purchases/additional purchases/renewal fees.

This article is the last article in the planning series for 2019-2020 (if you write it later, you won’t need it after you finish planning). Let me summarize it. Welcome to read and exchange messages:

"Year-end planning series"

(66) Annual business plan of SaaS enterprises #SaaS entrepreneurship roadmap #

(67) Annual Salary and Incentive Design #SaaS Entrepreneurship Roadmap #

(68) Thinking Framework for Designing Company Organizational Structure #SaaS Entrepreneurship Roadmap #

# Business Sense Wu #(8) Planning should not be limited by the shortcomings of existing talents.

At the end of the year, I carefully created a course to help the business team develop: copying transactions-copying talents-copying teams. Tell the story of leading the team’s monthly performance to increase 60 times in 18 months and the management ideas behind it. Click to view related information.

When the lease expires, CR Vanguard will gradually close or upgrade several Guangzhou stores.

Text/Yangcheng Evening News All-Media Reporter Xu Yue

Figure/provided by respondents

On December 16th, Guangbai opened a new Rhine store in Conghua, which was regarded as the final work in the sprint stage of Lingnan Group’s retail sector consumption boost. Next month, CR Vanguard will open a new Liwan Health Port Store, which is an upgraded hypermarket store; Around Guangzhou, Yuehui Plaza Nanhai, a new project of Yuexiu Commercial Management in Nanhai District, Foshan City, will also open on December 24th, which is the first revitalization and upgrading project after the asset management strategy upgrade of Yuexiu Commercial Management. Since the beginning of this year, on the one hand, some stores have announced the closing curtain call, on the other hand, brand-new stores have announced the opening of the city, and the old and new are intertwined, and the retail format has become more and more complex and diverse.

In the third quarter of the country, more than 100 new shopping malls were opened, with the largest number in Guangzhou.

Although the sound of closing stores in shopping malls is one after another, Guangzhou is welcoming more new stores, and the fashion consumption map of Guangzhou is constantly being iteratively updated.

According to statistics from Win Business University, in the third quarter of 2023, there were 104 shopping malls in China, including 20 in Guangdong. From the perspective of urban distribution, in the third quarter, there were 65 cities all over the country, and Guangzhou, Beijing and Shanghai ranked the top three in terms of the number of opening projects, of which Guangzhou ranked first in terms of number.

In the relatively off-season of November, Guangzhou also has Tianhe Pavilion Plaza, which is the largest single shopping center in Pearl River New Town. The first store, space and experience have been improved in an all-round way, and at the same time, a pet-friendly shopping MALL has been built to rejuvenate the new vision of Guangzhou’s stock mall transformation.

"Upgrade" became the key word, and the brand started a new round of attacking the city.

In the sound of business opening, "upgrade" has become a key word repeatedly mentioned. In the new round of siege, each brand is dominated by its own brand upgrade plan.

For example, Guangbai has been committed to rejuvenating the "new vitality of the old city" in Guangzhou. In the brand layout upgrade of Conghua Rheinhui Store, it focuses on differentiated management and builds a local high-end fashion retail experience center; As early as 2021, Lingzhan, known as the master of stock business transformation, acquired the original Guangzhou Sun Xintiandi Shopping Center for 3,204.7 million yuan and renamed it Guangzhou Tianhe Lingzhan Plaza. At the same time, it invested about 300 million yuan in the first phase of asset upgrading project to upgrade the shopping mall into a brand-new "humanistic life circle". By the time it was fully opened in November, the total sales in October had increased by more than 30% compared with that in September and 65% compared with the same period last year.

When the lease expires, CR Vanguard will gradually close or upgrade several Guangzhou stores.

As a traditional supermarket, CR Vanguard also launched a new strategy of store upgrading this year, facing "breaking" and "establishing" directly. The relevant person in charge said frankly that if the decline of traditional supermarkets has become an irresistible trend; Then, the long-term way of development is for traditional supermarkets to transform in time and launch a format that is more suitable for current consumption habits. Transformation means "breaking" and "standing".

"Breaking" means adjusting, adjusting the new format, adjusting the business structure, adjusting the distribution of stores and so on. Taking "cost" as an example, the most unavoidable mountain in traditional supermarkets is the high cost of store rent. Because the hard demand of traditional supermarkets is often that the venue is large, the location is good and the passenger flow is high, which also means paying high rental costs behind it. In contrast, e-commerce platforms do not need to consider store rents in commercial locations, which directly leads to the difficulty for traditional hypermarkets to compete with e-commerce platforms for prices.

"So why do we frequently hear the news that supermarkets are closed in recent years? On the one hand, except for the natural price advantage of online shopping e-commerce, on the other hand, the lease period of supermarket hypermarkets is generally 10 -20 years. For supermarkets that have experienced the golden age of China retail industry for 20 years, the lease is just gradually expiring in recent years. If you want to renew the contract, the current rent level is definitely much higher than that of more than a decade ago, especially in the core business districts of the city. In the supermarket industry that values’ flat efficiency’ most, in the face of this greatly increased cost expectation, it may be the best choice to close the store after the lease expires. "

Take Guangzhou as an example. CR Vanguard has been doing neighborhood business in Yangcheng for more than ten years. However, with the expiration of more and more store leases and the change of Guangzhou city, CR Vanguard will gradually close or upgrade many Guangzhou stores.

"Break" first, then "establish". Different from other supermarkets’ closing, CR Vanguard said that the next "closing" does not mean leaving, but adapting to the changing layout. In the next 1 -2 years, CR Vanguard will lay out a more suitable address in Guangzhou, and will bring more upgraded new formats, and continue to be the companion of Guangzhou’s new life.

Special topic: picture channel

　　On December 17, 2007, Putin said that he would become prime minister if Medvedev was elected president. On December 17, Russian President Vladimir Putin attended a cabinet meeting in the capital Moscow. On the same day, Putin said at the United Russia Party Congress that if Medvedev is elected president, he is ready to become the prime minister of the government. Xinhua News Agency/AFP　

　　Putin’s "Soul"

　　"I think,United States of AmericaThe president is a decent man. He is also a friend. He is criticized in all aspects, but he is a good man and a person to deal with. "

　　　　-Putin

　　　　Now, Americans are finally beginning to determine that what Bush saw was not Putin’s "soul".

　　　　Since the beginning of Putin’s second term, especially since the sharp speech against the United States at the Munich Security Conference in February this year, the tough confrontation on American foreign policy is far from what Bush expected.

　　　　At the Munich security conference in February, Putin’s anti-American sentiment exploded. For 32 minutes! He bombarded the unilateralism and "excessive use of force" of the United States, and shouted at the American delegation sitting in the first row, "Who would like this?"

　　　　While slamming the United States, Putin did not hesitate to praise Bush. He said that although the two of them have different views in many aspects, Bush is a good person. "I think that the President of the United States is a decent man. He is also a friend. He was criticized in all aspects, but he is a good man and a person to deal with. "

　　　　If the Munich security conference at the beginning of the year was still Putin’s "one-man show", then the G-8 summit held in Heiligendamm, Germany in June can be called Putin and Bush’s "two-person turn".

　　　　Before the meeting, the two angry leaders began to threaten each other. Bush went to Prague and personally peddled the anti-missile system plan. Putin responded that if the United States establishes a missile defense system in Eastern Europe, Russia will aim the nuclear bomb at Europe. Then, Bush questioned the development of democracy in Russia, saying that Russia’s reform has been "off track". In this regard, Putin replied: "You asked me if I was a’ pure Democrat’? Of course it is. Absolutely. The problem is that I am too lonely. After the death of Mahatma Gandhi, there is no one to talk to. "

　　　　For Bush, this trip to Heiligendamm was not pleasant. Before the visit, Bush made a full draft, trying to persuade Russia not to worry too much about the deployment of the anti-missile system by the United States in Eastern Europe.

　　　　Unexpectedly, Putin took a 180-degree turn when they met, and unexpectedly put forward a brand-new proposal: if the United States transfers the missile defense system originally planned to be deployed in the Czech Republic and Poland to Azerbaijan, Russia will not oppose it, nor will it seek to aim the missile at Europe.

　　　　For a while, Bush really didn’t know what to say about Putin’s suggestion except "interesting".

　　　　"I have to admit that Putin has made a point in diplomacy," commented an article in Washington post. "The replacement plan of the missile base may be a bad idea, but at least the dispute has been put on hold for the time being, avoiding the stranding of the G-8 summit, which is also considered to be boundless."　

　　As the leading third-party automobile quality evaluation platform in China, Chezhi. com launched the column of "New Car Commodity Evaluation" based on massive automobile product test samples and scientific data model. Every month, according to several models on sale that have been listed in China for less than two years, and the mileage is less than 5,000 kilometers, through the two dimensions of objective data and subjective feelings, senior appraisers use professional equipment to systematically test and evaluate, so as to comprehensively display and analyze the overall commodity level of new cars in the domestic automobile market and provide objective and true opinions for consumers when purchasing vehicles.

　　Compared with the previous SUV of the Fox brand, the latest Alfa T5 adopts a more sporty design and personalized color matching, and with the adjustment of Magna chassis, it presents a unique product positioning. At the same time, Alfa T5 also has hard-core indicators such as 800V fast charge and 660km battery life, which is completely called "all-round" pure electric SUV. According to the data of Chezhi. com, as of press time, the cumulative number of complaints of the 2024 Extreme Fox Alpha T5 has been 7 since its listing, and the word-of-mouth performance in the short term is worthy of recognition. So, can the 2024 Extreme Fox Alpha T5 continue the existing word-of-mouth performance? Will there be some new problems that ordinary consumers can’t find? This issue of "New Car Commodity Evaluation" will clear the fog for you, and restore a real 2024 Extreme Fox Alfa T5 through objective data and subjective feelings.

　　I. Objective data

　　This project mainly shows the new car’s commercial performance in an all-round and intuitive way in the form of objective data through field tests on 12 items such as body technology, paint film level, air quality inside the car, vibration and noise, parking radar and lighting/vision.

　　In the process of body testing, 10 key parts are selected for the whole vehicle, and 3 key points are selected for each key part to measure, so as to evaluate the uniformity of gaps in each key part. According to the test results, the average gap of most parts of the 2024 Extreme Fox Alfa T5 is controlled within 3.5 mm.. Among them, the average gap between the rear fenders on both sides and the trunk is slightly higher, but the uniformity performance is good, which does not have much impact on the test results.

　　In the test of paint film level, it should be pointed out that the roof of the 2024 Extreme Fox Alpha T5 is made of non-metallic materials, so no valid data can be measured. Through the test results, it can be found that the average paint film thickness of the 2024 Extreme Fox Alpha T5 vehicle is about 123.7μm, and the data level reaches the standard value of advanced vehicles (120μm-150μm). According to the test data of key parts, the average thickness of paint film on both sides of the front door and the rear fender is quite different, and the thickness of paint film on the front fender, the rear door and the trunk is not up to the standard value of advanced cars, which reflects that there is still room for improvement in the spraying uniformity of the 2024 Extreme Fox Alpha T5.

　　In the test of indoor air quality, the vehicle was placed in an internal ground parking lot with few vehicles. The measured formaldehyde content in the car of the 2024 Extreme Fox Alfa T5 was 0.01mg/m3, which was in line with the relevant standards in the "Guidelines for Air Quality Evaluation in Passenger Cars" (People’s Republic of China (PRC) national standard GB/T 27630-2011) jointly issued by the former Ministry of Environmental Protection and the General Administration of Quality Supervision, Inspection and Quarantine, which was implemented on March 1, 2012.

　　In the static noise test, the measured noise value of the 2024 Extreme Fox Alpha T5 in the stationary state is 30dB, which reaches the lowest value of the test instrument. Because of the motor drive, there will be no obvious noise after the vehicle starts.

　　In the air conditioning noise test, the test instrument is placed about 10cm away from the air outlet of the air conditioner, and then the air volume of the air conditioner is increased from small to large, and the noise value of the driver’s position in different gears is measured. According to the actual measurement, the air conditioning of the 2024 Extreme Fox Alfa T5 is divided into 8 grades, and the noise value measured when the top grade is turned on is 68.6dB, which is slightly higher than that of the same class previously tested.

　　In the static in-vehicle vibration test, the vibration value of the steering wheel of the 2024 Extreme Fox Alfa T5 is always zero under both idle and load conditions, and the vibration value of the front seat is slightly higher than that of the rear seat under both conditions, so the actual somatosensory sensation is not obvious.

　　In addition, we also tested the parking radar, lighting/vision, control system, tires, sunroof, seat and trunk. After testing, the 2024 Extreme Fox Alpha T5 driver’s seat has a wide range and can adapt to drivers of different heights. The length of the front and rear seat cushions has reached the middle and upper reaches of the same level, making the ride comfortable. The evaluation vehicle is equipped with Han Tai Ventus S1 evo3 EV series tires, and adopts professional noise reduction technology, which can provide excellent grip, and tyre size is 245/45 R20. Relatively speaking, the recent warning distance between the front and rear parking radars is quite different from the test experience value, which needs to be optimized.

　　Second, subjective feelings

　　This project is evaluated subjectively by several judges according to the actual static and dynamic performance of new cars. Among them, the static aspect includes four parts: external, internal, spatial and human-computer interaction; Dynamic aspects include acceleration, braking, steering, driving experience and driving safety. Finally, the total score is given by comprehensively referring to the subjective evaluation opinions of the judges, and the actual performance of the new car in terms of commodity is reflected from the perspective of subjective feelings.

　　In the external feeling evaluation, on the basis of inheriting the family design language, the 2024 Extreme Fox Alpha T5 incorporates a lot of sports elements, including the blackened front grille, the blackened front and rear light sets and the red brake calipers, all of which show a full sports atmosphere. Headlights are sharp in shape and adopt full LED light source, which provides a more practical adaptive far and near light function. The side is designed with a hidden door handle and equipped with the function of inductive keyless entry. However, because the mechanical keyhole is hidden in the door handle, it is still inconvenient to use.

　　In the internal feeling evaluation, the 2024 Extreme Fox Alpha T5 adopts the minimalist design style that is the mainstream of new energy vehicles. The center console does not provide physical buttons and LCD instruments, and all vehicle information and function control are realized through the center console. Although it has a strong sense of technology, it takes some time to adapt to daily use. In terms of materials, the center console and door panel are covered with a large area of soft materials, and the seat filler is moderate in hardness, which not only ensures the ride comfort, but also provides sufficient support.

　　The 2024 Extreme Fox Alfa T5 provides three USB ports, with a combination of a Type-A and a Type-C in the front row and only one Type-C port in the rear row. Comparatively speaking, the number of rear interfaces is small and the type is single. The evaluation car is also equipped with a front mobile phone wireless charging board at the front end of the central armrest, which is convenient for daily use.

　　Thanks to the pure electric platform and reasonable layout, the head and leg space of the front and rear passengers are very ample, and there is no pressure to meet daily use. In terms of storage space, an open storage compartment is provided under the floating middle island in the front row, which can accommodate larger items. The central armrest box is equipped with air conditioning air outlet, which can be used as a refrigerator. Slightly insufficient is that the storage compartments of the front and rear door panels are small in volume and generally practical.

　　The 15.6-inch central control panel is built with Qualcomm Snapdragon 8155 chip. The measured touch screen is sensitive and the system runs smoothly. The interface adopts the common multi-page card layout form, and the common functions are located at the bottom of the screen, which makes it easier to operate. In the aspect of human-computer interaction, the voice system supports the functions of no wake-up words, continuous voice recognition, visible and instant speaking, etc. Through voice, the window can be operated and the seat can be heated.

　　The evaluation vehicle is equipped with Contemporary Amperex Technology Co., Limited ternary lithium battery, which supports 800V high-voltage fast charging. The performance parameters of the front single motor are excellent, and the actual dynamic performance is also remarkable. The adjustment of the accelerator pedal is sensitive, and the power feedback can be quickly obtained by lightly stepping on it, and the whole acceleration process is very smooth, which can fully meet the daily use requirements.

　　The evaluation car provides a wealth of driving modes to choose from, in which the dynamic response is slightly slower and the acceleration is more linear in comfort mode; In sports mode, the power output is direct and crisp, and the feeling of pushing back is more obvious. In addition, the vehicle also provides a self-defined driving mode, and the driver can adjust the acceleration performance, steering mode and energy recovery according to his own habits, which has a high degree of freedom.

　　The brake pedal stroke is moderate, and the overall setting is very linear. Whether it is full braking or light pedal, the desired braking effect can be obtained, which brings enough confidence to people.

　　The steering wheel feels light, the virtual position control is reasonable, and it is easy to drive. Under different steering modes, the steering wheel strength will change slightly, but the overall difference is not big. In terms of handling, the front of the car responds quickly when turning or merging, and the rear of the car also has good tracking performance, which makes it more flexible to drive.

　　The overall adjustment style of the chassis is comfortable. When the vehicle passes through the bridge joint and slightly bumps the road, the suspension can quickly filter the vibration and the sound insulation effect is excellent. When facing the rough road, the suspension can also provide some support, which can restrain the redundant bounce of the car body to the maximum extent.

　　The evaluation car is equipped with L2-class assisted driving system. The intelligent cruise system can control the speed and steering, and realize autonomous car following. The acceleration and deceleration during car following are moderate, and the following distance supports multi-gear adjustment. However, the distance between the nearest gear and the preceding car is large, which is easy to be jammed by other vehicles.

　　Summary:

　　Based on the above test results, it is concluded that the overall performance of the 2024 Extreme Fox Alpha T5 in terms of objective data and subjective feelings has reached the expectations of the expert jury. On the objective data level, the performance of body technology and paint film thickness is acceptable, but there is still room for improvement in paint film spraying uniformity, and radar distance control needs to be optimized. On the subjective feeling level, the 2024 Extreme Fox Alpha T5 has performed well in exterior interior design, human-computer interaction and driving experience, but there are still some problems such as poor convenience of using mechanical keys and unreasonable distance between cruise system and car. On the whole, the commercial performance of the 2024 Extreme Fox Alfa T5 is above average among the tested models of the same class.