太湖纯水岸项目推盘计划方案20120217.doc

太湖纯水岸项目推盘计划方案2012年全国房地产市场形势或将更为严峻，苏州房地产市场持续平淡。介于对市场的理性审视，本案应顺应市场动向，合理调整推盘节奏。为全面塑造项目“高性价比”主基调，有效实现销售去化，将3号楼“拎包入住”方案取消，维持其“景观楼王”的价格优势。为应对太湖纯水岸项目现场人气不足、成交量低下的现状，今年计划施行“小放量试水，放缓推盘节奏，价格营销”的方式推盘。一、 项目推盘思路 打造太湖旅游度假区“高性价比”楼盘； 增加楼盘客户活动，主动为项目聚集人气，增加客户储备量； 通过“组合式”购房优惠方式不断刺激市场，拉动成交量的提升； 特价房营销，刺激市场，拉动需求，争取更多的份额； 激化价格营销，价格暗战，以“高性价比”优势抢取周边竞品客源。二、 项目营销节奏1、 项目总体推盘原则 项目剩余房源分两年推出，产品类型丰富化，迎合度假需求，把握销售黄金期抢时入市，赢取市场份额； 对销售进行有计划的控制，小放量试水，放缓推盘节奏，在具体细节上，做到产品类型相互搭配、户型大小搭配、楼层高低搭配、景观好坏搭配；重点以48平米小户型为主，低总价，高性价比抢占市场； 推出价格建议稍低于周边竞品，以价格优势，有效突破市场；具体价格实施“一房一议”，灵活议价；特价房，刺激市场，争取更多销额； 价格走势根据市场行情进行调整。项目分期时间推出房源推出面积（平方米）总销金额（元）二期2012年3#、5#、6#、7#、9#、12#、15#硬装公寓25633275046417三期2013年8、10、11、13、17硬装公寓；1、2、18、19、21#一期剩余公寓；22、24、29、30、36、37别墅36896.524632089352、销售区块节奏划分3、 销售节奏明细2012年销售计划明细二期硬装公寓楼栋号可售面积（平米）预售均价（元/平米）预期销售金额（元）31912.361120221422794 51210.261140313242310 64730.7813125.10 6209195674040.513126.465303745091804.241011418247813 125616.84955723484579 156407.0113035.6583519515总面积（平米）均价（元/平米）总销金额（元）2563311623.03275046417备注：3#房源均价为11000元/平米，可售房源均价为11202元/平米。2013年销售计划明细三期硬装公寓楼栋号可售面积（平米）预售均价（元/平米）预期销售金额（元）83627.8713107.8047553410103700.8812406.9645916683116832.5210079.7868870280138069.6113116.16105842316178762.112985.13113776986 一期剩余硬装公寓楼栋号可售面积（平米）预售均价（元/平米）预期销售金额（元）1182.1812980.5723648002277.581600044412801889.9150001348500191095.9913085.921434204021488.8410333.735051540总面积（平米）公寓均价（元/平米）总销金额（元）33127.4712361.58 409507835一期剩余房源（别墅）楼栋号可售面积（平米）预售均价（元/平米）预期销售金额（元）22579.68150008695200241429.08126031801048029391.3415000587010030777.88150001166820036195.6716000313072037395.4160006326400别墅总面积（平米）别墅均价（元/平米）别墅总销金额（元）3769.0514933.8353701100总面积（平米）总销金额（元）36896.52463208935 备注：可售房源明细详见附表 以上价格均为备案价格。实际销售价格以折后价格为准。太湖纯水岸项目组2012-2-17附表：2012年可售房源明细太湖纯水岸3幢可售价格表序号房号面积（m）单价（元/m）总价（元）150188.99 10263913304 260188.99 11198996510 370188.99 114831021872 480188.99 120821075177 590188.99 120531072596 610249.13 8957440057 720249.13 9476465556 830249.13 9538468602 940249.13 10057494100 1050249.13 10462513998 1160249.13 11414560770 1270249.13 11705575067 1380249.13 12315605036 1490249.13 12286603611 15100249.13 13024639869 1620349.13 9447464131 1730349.13 9510467226 1840349.13 10027492627 1950349.13 10430512426 2060349.13 11380559099 2170349.13 11670573347 2280349.13 12278603218 2390349.13 12249601793 24100349.13 12985637953 2551088.99 10013891057 2661088.99 10925972216 2771088.99 11203996955 2881088.99 117871048925 2991088.99 117591046433 30101088.99 124651109260 合计1912.36 21422794 均价11202 太湖纯水岸5幢可售价格表序号房号面积（m）单价总价1110389.89125481127940 270448.9410808528944 3110489.89121081088388 490548.9411448560265 5100548.9412428608226 6110589.89117481056028 770648.9410748526007 890648.9411348555371 9110689.89115481038050 1070748.9410748526007 1290748.9411348555371 13100748.9412228598438 14110789.89115481038050 1550888.65 9218817176 1670888.65 10898966108 171108143.05115481651941 合计1161.3213242310 均价11403太湖纯水岸9幢可售价格表序号房号面积（m）单价总价120180.46 7978641910 21101135.53116281575943 320280.46 8078649956 480280.4610738863979 5100280.4611738944439 61102135.53113681540705 7103133.34 85081134457 8203134.7581281095248 9403134.7591881238083 10503134.7595481286593 11603134.7596881305458 12703134.75104281405173 13803134.75108281459073 14903134.75112281512973 151003134.75118281593823 合计1804.24 18247813 均价10114太湖纯水岸12幢可售价格表序号房号面积（m）单价总价160179.26 9448 748848 270179.26 9788 775797 380179.26 10108 801160 490179.26 10108 801160 5100179.26 9778 775004 660279.26 9228 731411 770279.26 9508 753604 880279.26 9568 758360 990279.26 9888 783723 10100279.26 9828 778967 1160379.26 9088 720315 1270379.26 9428 747263 1380379.26 9368 742508 14100379.26 9688 767871 1580479.26 9248 732996 1690479.26 9628 763115 17100479.26 9568 758360 1870579.26 9368 742508 1980579.26 9308 737752 2090579.26 9618 762323 21100579.26 9628 763115 2270679.26 9368 742508 2380679.26 9308 737752 2490679.26 9688 767871 25100679.26 9628 763115 2660779.26 9068 718730 2770779.26 9408 745678 2880779.26 9348 740922 2990779.26 9728 771041 30100779.26 9668 766286 3190879.26 9898 784515 合计2457.06 23484579 均价9558太湖纯水岸6号房源价格表序号房号面积()单价(元/)总价(元)1101100.761300013098802201102.061310013369863301102.381320013514164401102.381330013616545501102.381340013718926601102.381350013821307701102.381360013923688801102.381370014026069901102.38138001412844101001102.38139001423082111101160.4814000224672012102101.1512300124414513202102.3812400126951214302102.3812500127975015402102.3812600128998816502102.3812700130022617602102.3812800131046418702102.3812900132070219802102.3813000133094020902102.38131001341178211002102.38132001351416221102160.4813300213438423103101.1512100122391524203102.3812200124903625303102.3812300125927426403102.3812400126951227503102.3812500127975028603102.3812600128998829703102.3812700130022630803102.3812800131046431903102.38129001320702321003102.38130001330940331103160.4813100210228834104100.7613000130988035204102.0613100133698636304102.3813200135141637404102.3813300136165438504102.3813400137189239604102.3813500138213040704102.3813600139236841804102.3813700140260642904102.38138001412844431004102.38139001423082441104160.48140002246720合计4730.7862091956均价13125.10 太湖纯水岸7号房源价格表序号房号面积()单价(元/)总价(元)110185.14130001106820220187.33131001144023330187.38132001153416440187.38133001162154550187.38134001170892660187.38135001179630770187.38136001188368880187.38137001197106990187.3813800120584410100187.38139001214582111101138.591400019402601210285.141230010472221320287.381240010835121430287.381250010922501540287.381260011009881650287.381270011097261760287.381280011184641870287.381290011272021980287.381300011359402090287.3813100114467821100287.38132001153416221102138.591330018432472310385.141210010301942420387.381220010660362530387.381230010747742640387.381240010835122750387.381250010922502860387.381260011009882970387.381270011097263080387.381280011184643190387.3812900112720232100387.38130001135940331103138.591310018155293410485.141300011068203520487.331310011440233630487.381320011534163740487.381330011621543850487.381340011708923960487.381350011796304070487.381360011883684180487.381370011971064290487.3813800120584443100487.38139001214582441104138.59140001940260合计4040.553037450均价13126.46 太湖纯水岸15号房源价格表序号房号面积()单价(元/)总价(元)1101103.121280013199362201104.371290013463733301104.371300013568104401104.371310013672475501104.371320013776846601104.371330013881217701104.371340013985588801104.371350014089959901104.37136001419432101001104.37137001429869111101163.9313800226223412102102.7212500128400013202104.0412600131090414302104.3712700132549915402104.3712800133593616502104.3712900134637317602104.3713000135681018702104.3713100136724719802104.3713200137768420902104.37133001388121211002104.37134001398558221102163.931350022130552310384.221250010527502420386.431260010890182530386.431270010976612640386.431280011063042750386.431290011149472860386.431300011235902970386.431310011322333080386.431320011408763190386.4313300114951932100386.43134001158162331103136.681350018451803410484.221250010527503520486.381260010883883630486.431270010976613740486.431280011063043850486.431290011149473960486.431300011235904070486.431310011322334180486.431320011408764290486.4313300114951943100486.43134001158162441104136.681350018451804510584.221250010527504620586.381260010883884730586.431270010976614840586.431280011063044950586.431290011149475060586.431300011235905170586.431310011322335280586.431320011408765390586.4313300114951954100586.43134001158162551105136.681350018451805610684.221220010274845720686.431230010630895830686.431240010717325940686.431250010803756050686.431260010890186160686.431270010976616270686.431280011063046380686.431290011149476490686.4313000112359065100686.43131001132233661106136.68132001804176合计6407.0183519515均价13035.65 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