用共享思维与互联网技术推动豪华车服务平民化 — 专访World Go豪华车租赁CEO段懿航

段懿航,现居美国;中国 90 后青年企业家,豪华二手车、车后服资深行业从业者;北京中 懿航空有限公司 、中天隆缘国际拍卖有限公司董事长;先后创建中大康成融资租赁有限公 司 、克拉之星珠宝(北京)有限公司 、中融慧通(辽宁)资产管理有限公司等企业; 公司旗下业务涉足互联网、通信、汽二手汽车买卖、车后服、豪华汽车租赁、旅游、酒店、 拍卖、珠宝等;2017 年底进入中国互联网出行市场,2019 年开始涉足海外出行市场,于 2019 年底在美国纽约成立 World Go,World Go 前身为其在国内出行市场创建的互联网出 行项目,短短半年内开通 21 所核心城市服务,21 所城市均可覆盖周边城市用户需求,相 当于已覆盖大部分中国市场;WorldGo2020 年正式宣布借助自主研发的互联网出行平台全 面开拓海外出行市场,其海外业务重心为豪华车租赁、旅游包车、专车、接送机、二手车 买卖等;

“World Go”2020 年 1 月成立于美国华尔街,是一家以二手豪华汽车为主的汽车服务平台; 截至 2020 年 3 月,公司已在阿联酋、美国、日本等地设有出行服务公司,主要经营项目为 境外租车及境外包车服务;并与全球商旅及出行渠 道进行深度合作,高质量、便捷的服务 可满足用户在不同需求场景下用车;“World Go”前身为“王子出行”,王子出行”是国内 一家以技术驱动的互联网租车平台公司,截至 2019 年 12 月底,已累计会员 3,801,440 人, 累计运营车辆 5,649 辆;订单累计: ¥358,560,550.5。“World Go”于 2020 年 1 月段懿航 先生带领着王子出行原班人马,整合汽车租赁、包车服务、专车出行 、二手车交易四大 业务版块,成立新公司开拓国际市场。

用共享思维与互联网技术推动豪华车服务平民化 – 专访World Go豪华车租赁CEO段懿航 (2020年4月3日,主持:郭静明,嘉宾:段懿航)

2020年4月4日,西雅图中文电台主播对段懿航进行了专访。以下是采访内容:

一,为什么把总部选择放到华尔街

我们目标三年在美国纳斯达克上市,华尔街作为世界金融中心,在资本运作和金融的国际 化中有不可替代的作用。

二,为什么选择国际市场,

如果把全球的市场比喻成一块蛋糕,全球市场的蛋糕约接近 90%,是国内市场的 5-6 倍; 从市场空间来看国际市场的可挖掘的发展空间、潜力更大。

三,为什么选择选择出行板块

衣食住行是人们日常生活的刚需,交通工具与人们的出行需求密不可分,我们将交通工具 和各种出行方式结合,衍生出以互联网技术为基础支撑的出行平台,满足用户一切出行上 的需求;

四,为什么选择租赁

我想应该从用户的认知和搭建平台可行性考虑;

1.刨除各种汽车品牌因素,汽车的本质是一种交通工具,他为人们提供更自由、便利的出 行方式;随着社会的进步和发展,汽车已经不再是代表人们社会地位的一种象征,越来越 多的人开始选择的是拥有汽车的使用权而不是拥有汽车,年轻人的 dream car、商旅人事 的公务用车、家庭旅游的自驾用车都不一定要通过买去实现,汽车租赁本身可以帮用户解 决这些问题,而汽车租赁的市场增长空间巨大,拥有很好的发展前景;

2.旅游产业是一个稳定且持续保持增长的大市场,越来越多的人走出家门、国门享受生活, 从青年到老年,从个人到家庭,更多的用户在逐渐从传统的跟团游转向自由行,租车自驾 游已经成为了更多人自由行中首选,租车自驾游逐渐从新兴市场过度到成熟市场。

3.前面我提到我们的未来目标是将交通工具和各种出行方式结合,我们的远期目标一定是 集合各种出行方式,如租车、包车、专车、接送机等等,但结合我们自身的优势及可行性上选择租车进入市场相对更适合我们,我们有自己的互联网技术团队、采购渠道、车辆整 备团队等等,能够最大化节省成本提升盈利空间, 这方面我们有成功先例,在中国市场在 从零开始的过程我们用了短短不到 5 个月的时间以互联网技术驱动业务,几乎覆盖了中国 全部重要的市场为用户提供服务,并在不到半年的时间里开始盈利。

五,为什么选择豪华车

现在是一个品质生活的时代,享受生活是每个人的权利,有更好的为什么要选差的?如果 价格上下相差不多,大家一定会选择更好的,好的服务加上好的商品,大家就会买单;举 个例子,如果今天你在预定机票的时候,你发现头等舱的价格和经济舱相差 100 块钱,你 会不会考虑选择头等舱?如果今天你在预定酒店的时候发现一家五星级酒店的价格和你要 预定的四星酒店只相差 100 块钱也可能价格相同,你会不会考虑五星级酒店?如果我们在 供应链端能够最大化压缩成本,为用户创造合理的定价,在相差不多、价格相同甚至是价 格更低的情况下,我们还提供最优质的服务,用户一定也会选择我们提供的豪华车;前面 我也提到,在多场景的用车需求下,用户完全可以用租车去实现使用豪华车场景的自驾需 求,无论他是否是豪华车用户,无论他是何种需求,无论是尝鲜体验、工作应酬还是家庭 出游等临时需求,都可以选择我们。

六,对于开拓海外出行市场未来的规划是怎样的?

未来五年我们目标将在至少 180 个国家为全球用户提供服务;我们会在各国家的核心城市 开通服务,免费送还车服务和异地取换服务基本上可以保证每一个国家地区都可以覆盖到; 从汽车租赁服务切入,后续会引入包车、专车、接送机、保险代步等出行服务。

七,目前我们的进度如何?已经开通了哪些国家服务?

我们已经开通了迪拜、阿布扎比、美国、日本的服务,因为涉及到海外市场无论从政策还 是从业务实际落地进展都不会像在国内一样快速,尤其在业务初期,我们给自己设立的目 标比较保守,今年底我们目标开通 10 个国家左右的服务;以我们的经验在业务摸索初期 进度慢些,但一旦渡过这个阶段发展速度就会成倍增长。

八,预计 worldgo 的车队能达到什么规模?
我们预计 5 年内的车辆保有量能够达到四五十万辆左右,这是我们的目标。

九,WorldGo 的含义是什么?

WorldGo 是个很直白的名字,我们希望在世界各个角落用户在有用车需求的时候能够选择 我们便捷的服务,当下有一句话是来一场说走就走的旅行,我我们也希望能够给用户这样 不假思索的第一选择。

十,项目最大的成本支出在哪里?

我想人力成本和车辆成本是每一个做出行行业的平台避免不了的一个成本,另外一个就是 门店的成本,全球排名前几名的租车公司的门店少则几千,多则接近一万;我们则不同于 这些公司,我们通过互联网技术对数据进行分析,选择用车需求的中心点,也就是设置在 用户需求的最中心位置去作为我们的公司办公地点;现在随机租车用户是不多见的,提前 有计划租车的用户占多数;我们的车辆接受客户的提前预定,在用车当天派专人提前把车 送至用车地点,同理还车也是一样的流程,所以我们门店的成本支出上要优于传统公司。

十一,既然选择了出行,如何看待未来 10 年出行领域的发展?

1.出行的方式有很多种,随着互联网技术的发展,很多出行服务越来越便捷, 我相信“大出 行平台”化将成为未来的发展趋势,共享信息,提升服务;出行方式多样化,“大出行平台” 的出现可以满足用户不同的出行需求;“大出行平台”减少用户选择的困扰,不同场景下的 出行用户数据信息共享,“大出行平台”更懂用户,并提供统一高品质、高标准的服务。

2.汽车制造业会产生一场新的变革,移动出行市场的发展迅速,加上自动驾驶技术日渐成 熟,主机厂也许会针对出行产业做定制化生产;调度式交通模式不断壮大,从分布式拥有 汽车产权变成集中拥有汽车产权,通过调度为用户提供出行服务;未来主机厂会越来越多 的与互联网平台合作,为不同场景下的运营需求提供定制化产品。

十二,如何看待越来越多的车企进入出行市场

我想车企进入出行市场与互联网出行平台及创业者的初衷有本质的区别,车企的目标是销 售,而互联网平台的目标则从未偏离过为用户提供好的用户体验,以中国为例,大部分车 企进军出行市场的其中一个原因是为了消耗库存,车企发挥其制造业上的优势,利用自身 造车成本可控的优势、本地获取合规资质及司机,快速发展本地市场,与平台化公司合作, 车企自营化、区域化运营结合平台全面化、信息数据化运营,平台根据用户需求提供更好 的玩法,车企与平台相互配合,车企在区域取得成功后会不断开拓新的市场,平台则向纵 深发展,不断挖掘用户需求,细分场景解决用户的困扰。

十三,如何看待现在的“环保节能”

从另外一个角度来看,租车本身是对车辆资产的一种共享,汽车共享环保节能;用车需求 是有的,但无法实现有用车需求就要拥有一辆汽车,如果每个有用车需求的人都拥有一辆 车,那带来的交通、环境污染等等一些问题就会凸显出来;有多少年轻人、多少家庭、多 少企业的用车需求仅仅是在某种场景下才会有的,难道他们去买吗?显然不现实,那些没 有拥有车的人只有在有用车需求的时候才去租车,如果他们用汽车共享(租赁)去解决他 们的用车需求,那一定程度上我们也相当于做了减少汽车保有量的工作,客观来看就是一 种环保节能。

十四,WorldGo 的车辆品牌和车型分布?

从品牌上来讲我们基本涵盖了高端车型,比如德系的 BBA,日系的雷克萨斯、英菲尼迪, 路虎、捷豹、保时捷,还有一些诸如劳斯莱斯、宾利等豪华车,法拉利、兰博基尼、迈凯 轮等超跑等等;车型上我们基本上涵盖了所有的车型;我们的车大部分都为燃油燃料车和 一部分电车组成,考虑到现在燃油燃料车依然是最主流的自驾首选,所以我们的燃油燃料 车的比例会高些。

十五,项目最大的挑战是什么?

我们的目标是成为“大出行平台”,也就是包含了多种出行方式,解决用户不同场景下的用 车需求;如果仅仅解决某一个出行场景需求,相对会压力小很多,但是如果想成为“大出行 平台”则需要深度挖掘用户的潜在需求,并具备定制化场景需求解决能力,我们远期一定要 具备针对性、定制化需求的服务能力,具备高标准的服务能力是我们即将面临的最大挑战; 未来的出行市场展现给 C 端用户的是服务能力,服务为王,我们越懂用户,越能够提前做 好解决用户需求的准备,越能走在市场最前端。

Yihang Duan, who was born in China and currently resides in the United States, is a millennial entrepreneur. Despite his age, he is a veteran in the car industry, specializes in second-hand luxury cars. He is the Chairman of Beijing Zhongyi Aviation Co., Ltd. and Zhongtian Longyuan International Auction Co., Ltd . and also founded Zhongda Kangcheng Financial Co., Ltd., Carat Star Jewelry (Beijing) Co., Ltd., and Zhongrong Huitong (Liaoning) Asset Management Co., Ltd.

In recent years, he has been exploring new industries and business opportunities. He entered the online travel industry in 2017 and was able to launch Prince Travel, a technology-driven online car rental platform that served customers in 21 major Chinese cities. By the end of December 2019, “Prince Travel” had 3,801,440 members, 5,649 vehicles in total, and accumulated revenue of RMB358,560,550.5.

After its success in the Chinese market, Yihang Duan expanded his business to the United States. In January 2010. Mr. Duan and core members from Prince Travel formed World Go in the Wall Street, in New York. World Go is an integrated one-in-all platform that provides services like luxury car rental, tourist group car rental, airport pick-up and drop-off, car-on-demand service, and second-hand car trade.

As of March 2020, World Go is doing business in the UAE, the United States, and Japan. Thanks to its partnerships with travel agencies, World Go has been able to provide high quality, convenient service continuously.

Here is what you should know about World Go.

  1. Why is our headquarter located in the Wall Street?
    We aim to be listed on NASDAQ within three years. Wall Street, as a world financial center, plays an irreplaceable role in the business world.
  2. Why we choose to expand internationally?
    The global market is 5-6 times bigger than the Chinese market; it has more room for future development and enormous potential.
  3. Why we choose to operate in the travel industry?
    Travel plays a significant role in people’s everyday life. We are providing various methods for

people to travel from places to places. Currently, we operate an online platform that can meet all sorts of travel needs of our users.

  1. Why we choose rental cars?
    I think it should be considered from the user’s perception and the feasibility of building the platform:
  • Despite all the different brand names, a vehicle is just a means of transportation. It provides people with a more free and convenient travel method. With the progress and development of society, the car is no longer a kind of social status. More and more people are choosing to use a car instead of owning a car. Some young people want to drive their dream cars; some families want to go on a road trip; some companies need to use cars for business purposes, but they don’t have to purchase vehicles. Instead, rental cars can fulfill this customer’s needs. The rental car market has massive room for growth and has great potential.
  • ·  The tourism industry has a large market that grows steadily. More and more people are traveling domestically and internationally to enjoy life. From the young to the elderly, from individuals to families, they tend to travel on their own schedule instead of joining tourism groups. Currently, the most popular travel method is to rent a car and enjoy the world however you want to. Rent a car and go on a road-trip has gradually evolved from an emerging market to a mature market.
  • ·  I mentioned earlier that our future goal is to integrate vehicles with various travel methods. Our long-term goal is to implement different travel methods like rental cars, airport pick-up, and drop-off, car-on-demand service. Take our strengths and feasibilities into consideration; we think it’s the most suitable to start with rental car services. We have an in-house Internet technology team, procurement channels, vehicle maintenance team, etc., which can maximize savings and increase profitability. We have already succeeded in this area. We successfully built our service all crossed China within five months, tackled all major market segments and major customers, and started to profit within the first six months.
  1. Why we choose luxury cars?
    Recently, more and more start to pursue a high-quality life. Everyone should have the right to enjoy life to its fullest. So, if there is a more-qualified option, why not choose it? So, if there is not a vast difference in prices, people tend to choose the better choice: better service and better product. For example, when you are purchasing a flight ticket, the cost of the first class is only RMB100 more expensive than the economy class, would you consider the first class? If the price of a night at a five-star hotel is only RMB100 (or even less) more expensive than a night at a four-star hotel, would you consider the five-star hotel?

If we can minimize the cost at the end of the supply chain, we will create a reasonable price for the user. If we can provide the best service at slightly more expensive pricing or even the same pricing, then customers will definitely choose our luxury cars.

As I mentioned before, customers can use our rental cars to experience the privilege of driving a luxury car. Of course, we will be happy to serve them if they are choosing us for business purposes or traveling with family.

  1. What is the future plan for developing the overseas travel market?
    In the next five years, we aim to provide services to global users in at least 180 countries; we will operate in major cities in each country. Free return car services and off-site exchange services should be able to cover every country. Starting from car rental services, we will later introduce airport pick-up and drop-off, car-on-demand service。
  2. What’s the recent progress? How many countries are we servicing?

We are currently providing our services in Dubai, Abu Dhabi, the United States, and Japan. Due to rules and regulations, expanding globally would not be as smooth as expanding domestically, especially in the early stage of business. The goals we set are really conservative: start providing services in 10 countries. Based on our experience, the progress in the early stage of business is slower, but the development speed will increase exponentially once we pass this stage.

  1. How many vehicles would WorldGo have?
    Within five years, we expect to own around 400,000 – 500,000 vehicles. We are working towards this goal.
  2. What does WorldGo mean?
    WorldGo is a very straightforward name. We hope that users all around the world can choose our convenient service when they need to go somewhere. We hope they can choose us without hesitation.
  3. What’s the most significant cost?
    I think employee salaries and vehicle expenses are inevitable; no online travel platform can avoid these two expenses. Another major cost is store leasing expenses. Top car rental companies in the world usually pay a few thousand for each retail store.

We are different from these companies because we use big data to allocate our customers, and find the center of all demands as our office. The majority of the public would lease a car in advance instead of renting it spontaneously. We accept advance bookings from customers and send someone to drive the car to where our customer needs it; the same process applies to return the car. So, cost-wise, we are more efficient than traditional car rental companies.

  1. Where do you think the industry is heading in the next ten years?
  •  There are many ways to travel. With the development of Internet technology, travel

services are becoming more and more available. I believe that the “big data travel platform” will become the future development trend. Companies will share information and improve services; travel methods will become more diversified. The emergence of the “big data travel platform” can understand customers better, give them better options, and provide them with customized choices. Thus, customers can enjoy a higher quality service.

  •  The automobile manufacturing industry will have a revolution. Since the mobile travel market is developing rapidly, and auto-drive technology is maturing, manufacturers may do customized products for the travel industry. There will be a centralized instead of distributed ownership of vehicles. The owner will allocate vehicles to satisfy a number of customers. Manufacturers will partner with online platforms to customer products for various scenarios.
  1. How to react since more and more car manufacturers are entering this market?
    Car manufactures and online platforms are fundamentally different. The goal of car manufacturers is to sell more; the purpose of online platforms is to provide customers with an excellent user experience. Take China as an example; most car manufacturers entering this market to reduce its inventory level. Their advantages include low cost and knowledge in legal and compliance. Meanwhile, the advantages of online platforms include understanding of customer preferences, an extensive collection of user data. The optimal scenario would be car manufacturers partner with online platforms, they would grow together both horizontally and vertically, and users would also benefit from this collaboration.
  2. How do we define “environmental-friendly”?
    Car rental is a form of sharing economy; it is environmentally friendly and energy-saving. There will be an extra amount of pollution if everyone that needs to use a car goes to purchase a vehicle. A lot of young people, families, companies only need to use vehicles under some specific circumstances, and we should not encourage them to purchase vehicles. We provide them with rental cars to fulfill their needs, this reduces the total amount of vehicles being purchase, and it protects the environment.
  3. What brands of vehicles do we provide?
    We basically cover all sorts of high-end brands. We have German brands: Benz, BMA, Audi, Japanese brands: Lexus, Infiniti, Land Rover, Jaguar, Porsche. We offer luxury cars like Rolls- Royce, Bentley, sports cars like Ferrari, Lamborghini, McLaren. We also carry different models of cars for each brand. Most of our vehicles are fuel cars; some are electric cars. That is because fuel-cars are still the most popular type of cars in the market.
  4. What is our biggest challenge?
    Our goal is to build a fully-integrated platform that can provide various travel methods useful under a large number of scenarios. It would be much easier to create a platform that is only useful under one scenario; however, it Is challenging to realize our vision. The platform needs to have the ability to explore customers’ potential needs and provide a customized solution. In the long run, continuously providing high-quality service is our biggest challenge. Service will be our main differentiator. The more we understand our users, the better we can prepare for in advance, and the more likely we can become a market leader.

【西雅图中文电台“专家论坛”创业特别节目,2020年4月3日,主持人:郭静明】

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