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* about us * | * 廣告刊登 * | * 內容授權 新聞 專家觀點 專題 社群 活動 課程 雜誌 Podcast 登入/ 註冊 熱門 新聞 活動 會員 Podcast 壹哥的科技生活 2023.06.21 | 電動車/交通科技 光陽推「油電合一店」直球對尬GOGORO社區店!3大優勢,拆解柯勝峯這張終極王牌 光陽在 59 週年廠慶的時間點,宣布成立「KYMCO Ionex油電合一原廠授權店」,這個佈局動搖整體電車版圖,更大的意義在於加速電動車的發展。 壹哥的科技生活 #光陽 -------------------------------------------------------------------------------- 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 迎向光陽集團的下一個 60 年,光陽集團董事長柯勝峯提前在 59 週年廠慶的時間點,宣布成立「KYMCO Ionex油電合一原廠授權店」,讓可銷售服務電動機車的店家,從現在的 60 間要在兩年之內一舉提升到 1,700 家,而現有的 Ionex 電池交換站,也將從 2,600 站一舉擴增至 4,300 站。訊息公開之後,不管是傳統車行還是電動機車廠商全都炸了鍋,後續在與柯勝峯的訪談過程中,我們確實了解到此舉,不僅將動搖整體電車版圖,更大的意義在於加速電動車的發展。 換電滿意度 99%、覆蓋全台 80% 行政區的「基礎建設」 做任何事業,最重要的就是基礎要打好。被光陽集團柯勝峯形容為「基礎建設」的換電系統,在 Ionex 3.0 佈局之中,他做了非常關鍵的一步,那就是買下全球知名的電動車充電技術解決方案- Noodoe 旗下二輪車部門的所有人力和智慧財產權,在南港成立「車能網科技股份有限公司」(Ionex Energy)。 在前陣子,Noodoe 宣布獲得 ABM 戰略投資,“Ionex Energy”成了業界關注的焦點,這次訪談中,我很好奇有關 Ionex Energy 的未來發展。 透過AI應用持續優化金融服務量能,中信銀新一代智能ATM領先同業引進多項創新技術 依照他的說法,Ionex Energy 對外就是二輪電動車充電技術專家,最大的意義就是能夠掌握佈建車能網技術的主導權。對內則是 KYMCO Ionex 換電技術的全面升級。因為 Noodoe 代表的是電動車基礎建設,光陽代表的是二輪車的基礎建設,一旦原本的 Noodoe 二輪車部門都成了 KYMCO 的員工,那麼這些員工們當然就能夠更深入的理解 KYMCO Ionex 對於電動機車的需求;而藉由 Noodoe 開發充電平台的經驗,可以幫助光陽對於整個電動機車的發展理解上可以更深入、更全面,這是比較無形的。 掌握最新AI、5G、區塊鏈應用!免費訂閱《數位時代》日報及社群活動資訊 謝謝訂閱😊 祝你有美好的一天 請稍等 如此一來,KYMCO Ionex 3.0 的換電站體驗,迅速升級成國際頂級水準,現在的換電站可以即時回饋換電數據,可以標記每顆電池的狀態,包括電量、壽命與流向,換電站本身甚至能夠做到自我診斷、自我修復,也能夠做到遠端重新開機、饋電等機制。對於柯勝峯來說,這些技術基本上要能克服,才有機會滿足需求,進而推廣到海外市場。 KYMCO IONEX 換電站的下一步 Ionex Energy 的具體成績就是光陽以「站在你身邊」為核心策略,透過大數據分析來理解全台各地換電需求,打造現今覆蓋全台超過 80% 的行政區的「換電網路」。 KYMCO Ionex 換電版圖不僅 KYMCO 品牌通路,就連鎖超商、賣場、加油站、知名連鎖停車場,都有 Ionex 換電站點,KYMCO Ionex 的車主現在最快1分鐘、最短100公尺內就可以換到滿電的電池,換電滿意度已經達到同業都未達成的 99%;第「2,600站」最快將會在本月(6月)底落成,位置就選在海拔 3,158 公尺的合歡山遊客中心。 談到下一步,柯勝峯並不追求換電站的數量目標或者「大小」,而是有沒有讓消費者感到滿意這件事。柯勝峯說:「我們會依照消費者需求持續去建設,接下來因為我們有油電合一的授權店,當然那邊會有換電站點,我覺得這是在我們達成密度最高、滿意度99%之後會有的發展方向。」 簡單的說,2023 年達成 2,800 站、3,000 站都是可以預期的數字,如果這些數字對於消費者滿意度有幫助、對於KYMCO 電動車品牌發展有正向的幫助,那麼對於柯勝峯而言才具備實質的意義。 來源:光陽 光陽積極建置換電站,無論平常日或假日民眾騎乘光陽IONEX電動機車來到台中秀泰生活站前店,享用美食、 1 / 1 光陽IONEX換電站。 -------------------------------------------------------------------------------- 水到渠成的「油電合一」 光陽董事長柯勝峯亮出了可能會讓業界都看不到車尾燈的一張王牌,那就是「KYMCO Ionex油電合一原廠授權店」。 在過去,一般車行想要轉型開電動車專賣店,那麼整個車行砍掉重練,所有員工必須重新學習電動車技術,通過認證之後才能開店,這些都還不談購入電動車與後續的維修保養等問題,更遑論老闆們後續還要學習怎麼跟消費者溝通換電方案,對傳統車商來說,門檻會比較高。因此經銷商對於轉型成電車通路可以說是要考慮再三,否則就會變成所有人口中的「開一間、虧一間。」不管是包括 Gogoro 在內的 PBGN 聯盟,還是 KYMCO Ionex,通路永遠都是最沈重的一塊。 柯勝峯坦言 KYMCO Ionex 剛開始發展的時候,燃油車經銷商的看法確實比較負面,但是在 Ionex 3.0 發表後,市場上開始有正面的聲音,消費者口碑也變得更好,真正的轉折點是他以「全面佈局」為題,發表四大車系共 6 款新車,找來比莉身穿豹紋代言 Ionex i-One Air,後續祭出「大降光臨」策略,確實讓KYMCO Ionex 電車市佔緊咬 Gogoro 智慧雙輪,在 2023 年 1 月~ 3 月總共賣出了 2,987 台,以市佔 18% 成為「電車二哥」,更扭轉燃油車商對 KYMCO Ionex 的形象。 柯勝峯表示,發展「油電合一」原廠授權店完全是「水到渠成」,分為下述三點: 1. 車商認同感:比莉的代言吸引經銷商們的關注,節節升高的市佔表現與好口碑,大幅提升車商對於電動車的認同感。 2. 需求提升:Ionex 電動車專賣門市大部分都是燃油車商的大咖,這些經銷商對於市場的敏感度較高,比較可以看得到未來,加上他們的「下線」(合作通路)也提出很多銷售電動車的需求。 3. 政府政策:在政府的的淨零路徑目標當中,2040 年市售機車要全面電動化,他們最在意的是傳統經銷商該何去何從,因此也釋出了多項利多。 基於上述三點,光陽集團董事長柯勝峯翻出「KYMCO Ionex 油電合一原廠授權店」這張王牌,就是一個「天時、地利與人和」。 來源:光陽 新春騎新車,汰舊換新首選Ionex光陽電動車!時尚天母比莉代言「最佳比例」i-One Air廣告開打 1 / 1 光陽找來藝人比莉代言。 -------------------------------------------------------------------------------- 短兵相接的「通路戰」 「KYMCO Ionex油電合一原廠授權店」面對的是現有 KYMCO 原廠授權店,只要取得原廠Ionex電動車的技術認證以及10萬元簽約金,即可升級為「KYMCO Ionex 油電合一原廠授權店」,即使不是 KYMCO 的品牌廠,即便是他牌優質經銷商想要「跳槽」銷售 KYMCO Ionex 電動車,柯勝峯也表達「歡迎」之意。 從外界來看,這所謂的「KYMCO Ionex油電合一原廠授權店」是 KYMCO Ionex 面對 「Gogoro社區店」的解方,對於現有燃油車商來說是很美妙,因為多了可以增加生意的機會。但卻很有可能重擊到現有 KYMCO Ionex 純電門市,同行之間也可能會有「搶生意」的問題,如此一來與 PBGN聯盟的美美的電車專賣通路甚至是「Gogoro 社區店」一旦短兵相接,反而可能百害無一利。 來源:gogoro gogoro社區站 1 / 1 Gogoro社區站。 -------------------------------------------------------------------------------- > 延伸閱讀:Gogoro靠社區店搶挖油車牆角!讓你到巷口就能修車,背後策略是什麼? 柯勝峯當然明白這個道理,因此他提出的「KYMCO Ionex油電合一原廠授權店」,既然是張王牌,那就毋庸置疑。因為「KYMCO Ionex油電合一原廠授權店」就本質而言,就是 KYMCO Ionex 授權店家的合作夥伴。 簡單的說,一旦這些原廠認證的授權店有銷售機會,他們並非是直接向 KYMCO 原廠下單,而是跟當地的 KYMCO Ionex 授權店調貨,KYMCO Ionex 授權店將從中共享利潤。如此一來,燃油車商多了可以銷售電動車的管道,當然就有增加業績的機會,而 KYMCO Ionex 經銷商也成了「線頭」,在一瞬間獲得更多「合作夥伴」幫忙賣車。 因此,「KYMCO Ionex油電合一原廠授權店」跟 「Gogoro社區店」從出發點就不同,這些店家本來就是原廠授權專賣店,他們有過去幾十年來在當地的銷售積累,是最了解 KYMCO 車款的店家,可以說是 KYMCO 的銷售精英。而從Gogoro特約店家升級而來的「Gogoro 社區店」某種意義而言只是為了解決 Gogoro 現有服務上的需求,不能說是銷售點的擴大,因為這些店家他們從事的是多品牌的經營,跟光陽原廠授權專賣店只為特定品牌服務的專賣店,很多出發點都不同。 另一方面,這些KYMCO 油電合一原廠授權店只是將現有服務內容再提升,他們做的事情都跟平常一樣,在銷售能力、維修能力、服務品質上都比較容易掌握,加上這些店家跟消費者們甚至都是老朋友了,當然在消費者滿意度上也不會打折扣。 解密「油電合一」的「三贏策略」 這幾年訪問到柯勝峯,發現他在發展策略上的共通思維就是:「不做對業績沒幫助的事情」。這次發展「油電合一」,對他而言是個 KYMCO 授權通路贏、KYMCO Ionex 贏,消費者也贏的絕佳「三贏策略」。 對於有意願轉型的KYMCO原廠授權店,車行只需取得原廠Ionex電動車的技術認證以及10萬元簽約金,即可升級為KYMCO Ionex「油電合一原廠授權店」。對消費者而言,不論走進Ionex光陽電動車專賣門市,或是KYMCO Ionex油電合一原廠授權店,皆能獲得KYMCO原廠認證、品質一致的技術與服務,大幅增加消費者生活便利性,如此一來達成下述三贏: 1.消費者贏 本來有興趣購買電動車的消費者們只有 60 多個站點可以前往,現在銷售點、維修點變多、變近,可以享受跟KYMCO Ionex 電動機車同等級的銷售、保養、與維修服務,而且又是過去比較熟悉的店家,自然而然就會願意購買。而對於想要有完善的電動車體驗環境的消費者來說,他們還是可以就近去 KYMCO Ionex 專賣門市,相較以往選擇變多、變得簡單,而且更讓人安心。 2.KYMCO IONEX 授權店贏 現在的「油電合一」策略下,KYMCO Ionex 授權店也是贏家,相較過去自己要想辦法把車子推廣出去、並且賣出去,現在有更多有能力的 KYMCO 店家幫忙賣,而且客源穩定,機會當然也就更多。 3.KYMCO 原廠授權店贏 至於原本的 KYMCO 原廠授權店同樣也贏,因為他們不需要投入過多的資金,就連設備、裝潢都不用錢,只要有心通過 KYMCO Ionex 認證,就有銷售電車的資格。相較過去碰到有客人要買電動車,這些車商不用想辦法說服他們買燃油車,多了銷售 KYMCO Ionex 電動車這武器的他們,想要買電動車的人會走進去,想要修車的人也會去,後續還附帶維修保固的機會,如此一來這些店家在未來不會失去這個消費者,更可能因為有了這個「銷售武器」,可以吸引更多潛在客戶。 「只要點夠多,就可以迅速拓展跟轉型…燃油車的發展現在面臨市場競爭,因此燃油車行可以賣電車,他的吸引力就變高。電動車的車行多了很多有經驗的店家幫忙銷售,那就會有更多的誘因再開店。」 光陽董事長柯勝峯 柯勝峯透露,現階段已有大約60間的KYMCO Ionex 專賣店,目前 KYMCO 原廠授權店已經有將近 200 間提出技術認證需求,KYMCO 預計今年(2023)年底就可以全數將系統、招牌更換完成,期望在兩年內全面升級全台超過1,700間 KYMCO Ionex 油電合一原廠授權店。由於這些店家都標配Ionex電池交換站,因此現有2,600座Ionex電池交換站數量將可望一舉擴增至4,300站。 柯勝峯預期在油電轉型的過程中,KYMCO Ionex 的店家數量還會更多,「油電合一」讓消費者更快買到車、更近換到電。而且除了消費通路要轉型,光陽內部也將同步轉型。根據柯勝峯的說法,這個策略最大的意義是油轉電的加速,未來不管是光捷還是 KYMCO Ionex,在組織上會優先思考怎麼樣可以讓銷售體系做得更好。他說:「如果走原來的路,速度不快、廣度也不大」。 來源:壹哥的科技生活 光陽油電合一店 1 / 1 柯勝峯預期在油電轉型的過程中,KYMCO Ionex 的店家數量還會更多,「油電合一」讓消費者更快買到車、更近換到電。 -------------------------------------------------------------------------------- 1,700 家「油電合一」加速企業轉型達成淨零願景 就像過去講電動汽車就會想到特斯拉一般,柯勝峯期待只要一講到電動機車,消費者就會想到 KYMCO Ionex。他認為油電合一的原廠授權店逐漸開張之後,這個效應是很可觀的,因為消費者將能理解到「光陽也有做電動車,而且光陽有很好的電動車。」因此油電合一原廠授權店對於整個 KYMCO Ionex 品牌擴散效應有很大的幫助。 面向海外市場,柯勝峯指出,隨著新冠疫情的退燒、光陽集團與外部在合作的推動速度也將加速,包括光陽入股哈雷電動機車子公司LiveWire 之後會有新的進度公開,海外市場也將持續會有新的合作夥伴,甚至 Noodoe 在獲得 ABM 戰略投資之後,KYMCO 未來推出純電重機 SuperNEX 也可望採用汽車充電樁的解決方案。 壹哥認為,在政府頒布的 2050淨零排放路徑下,KYMCO「油電合一」策略為電車市場做了很好的示範,不只加速現有 KYMCO 車行願意轉型,更讓 SYM 光陽、YAMAHA 等車商旗下的傳統車行看到轉型的一大契機,長遠來看將加速整體機車行業從「油電合一」踏入「純電生活」。作為先行者,KYMCO Ionex 的油電合一策略明顯醞釀已久,這 1,700 間 KKYMCO原廠授權店「油電合一」帶來的連鎖性效應相當大,預期將開創機車產業新格局,此消彼長的前提下,柯勝峯口中的「2024 油電雙冠」目標,也未必不可能。 > 延伸閱讀:【圖解】光陽換電站超車Gogoro,離搶走龍頭更近了?拆解光陽「猛爆性成長」3大關鍵 本文授權轉載自:壹哥的科技生活 責任編輯:錢玉紘 延伸閱讀 【圖解】光陽換電站超車Gogoro,離搶走龍頭更近了?拆解光陽「猛爆性成長」3大關鍵【觀點】光陽Ionex銷售成長猛逼400%!超有誠意降價,跟Gogoro、宏佳騰哪裡不同? 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