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- 228挂牌香港正版挂牌精选玄机 - 01tw.cn

2018-07-21 13:45 来源:AG8亚游集团zc9666.com

   - 228挂牌香港正版挂牌精选玄机 - 01tw.cn

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2018-1-28 11:54| 发布者: 缘木鱼| 查看: 128980| 评论: 0|来自: 中国经营报

摘要: 在瞬间的火爆背后,盒马如何将这种消费非常低频的、差异化的商品做到持续化经营?鲜活海鲜是否可以做到规模化定位?这些问题的背后,突显的正是盒马的用户定位和企业定位的问题,也直接关系到盒马鲜生的商品结构。
  中国水产频道报道,经过2017年一年的渗透式发展,盒马鲜生正在加快其开店步伐。最新消息显示,2018-07-21,西安市政府与阿里巴巴集团进行集中签约。盒马鲜生(以下亦可称“盒马”)将于5月1日前在西安开出三家门店,2018年底盒马鲜生将在西安落户10家店,三年内将落户30家店。不仅如此,盒马鲜生高级副总裁张国宏在接受记者采访时也表示,“2018年,盒马鲜生将在北京再开30家门店。”

  在张国宏看来,盒马鲜生的商业模式已经建立,接下来要做的就是解决最后一公里的成本问题。“如果最后一公里的成本降下来,我们就会赚大钱,所以我们现在要做的事情就是抓紧开店。而开店的背后,就是各种资源的投入,包括供应链体系、物流体系、员工培训体系的不断强化。”

  显然,在盒马鲜生的创新商业模式背后,正是阿里力推的一套全新的商业体系,这套商业体系一方面要迎合互联网的发展趋势,解决用户痛点,另一方面还要兼具引领消费趋势的能力。为实现这一目标,盒马鲜生打造了一套极其严谨而又严密的支撑体系,从用户定位到企业定位,从供应链管理到品质把控,从坚持线上线下结合到坚持线上支付的逻辑,从坪效、人效到成本战略,从场景的挖掘和设计到全数字化运营。

  可以说,盒马鲜生的运营以及阿里寄托于盒马的野心,人们看到的只是它裸露在上面七分之一的体积,而其下巨大的“底座”,或将为整个零售市场带来巨大的冲击。

  定位
  并不想把大海鲜做成高频产品

  接触过盒马的人,首先一定会被它的鲜活海鲜所吸引,这个在国内很独特的鲜活海鲜的巨大卖场赚足了人们的眼球,它不但品类丰富,而且可以现买现做现吃,极大地满足了“尝鲜”者的需求。

  但是,接下来的问题也显而易见,在瞬间的火爆背后,盒马如何将这种消费非常低频的、差异化的商品做到持续化经营?鲜活海鲜是否可以做到规模化定位?这些问题的背后,突显的正是盒马的用户定位和企业定位的问题,也直接关系到盒马鲜生的商品结构。

  张国宏告诉记者,“多数人并没有真正理解盒马的用户定位,我们所定位的逻辑是要去解决目标顾客生活中间的痛点。目前我们定义的目标用户是年龄在20——45岁白领女性,她们背后代表的是一个家庭,她们共同特征是生活节奏很快,要求更高的生活品质,因此我们希望给她们提供快节奏生活的解决方案。”在盒马看来,当下中国生鲜市场的供给远远达不到上述白领女性的要求,这个市场空白,正是盒马切入的机会。

  虽然整个商品结构从一开始就是围绕生鲜来构建的,但是盒马的高层明白,对于一个新创的品牌,如果一开始就从蔬菜水果切进来的话,其实很难构建相对的优势。而“高举高打”正是品牌定位的核心,从稀有品类切入正是深谙定位战略的马云的优势,因为稀有品类做好了,就可以非常好地进行品牌卡位。

  鲜活海鲜恰恰正是这样一个稀有品类。从事跨国深海捕捞产业20多年的李红(化名)告诉记者,“我们长年与美国、欧洲的大超市合作,为其提供冰冻海鲜,但是包括人们熟知的沃尔玛在内,大规划做鲜活海鲜的超市几乎没有。”

  由此,鲜活海鲜在盒马一开始就承载了引爆盒马品牌的重要使命。“海鲜,特别是大海鲜,鲜活的海鲜只是我们商品结构中间一小块而已,我们不是想把大海鲜做成高频的产品,这不是我们的初衷。我们认为大海鲜是我们的爆品,在其他地方,这个品类很难经营,向用户提供的性价比也非常差,在这种背景下,我们提供了品种覆盖度和丰富度都非常好,性价比非常高的鲜活海鲜,会一下子占领用户的心智。”

  “应该说,大海鲜打破了盒马开店周边30公里海鲜市场中间原有的那些结构性的问题,所以顾客一下就涌了进来。”李红表示。

  紧接着,盒马开始向用户提供整体的生鲜解决方案,包括蔬菜、水果、肉、禽、蛋、牛奶、日配、面包,以及半成品,而正是后面这些产品,形成了用户高频的,刚需的,高黏度的交互。

  值得注意的是,区别于特劳特战略中在新品类中卡位进行企业品牌定位的战略模式,盒马在定位策略上更进了一步,它在短短一年时间内以稀有品类引爆用户认知,并进而进行的品类递延,创造了定位策略的新模式。

  品质
  供应链管理是关键

  既然要把鲜活生鲜做成爆品,那么鲜活生鲜的品质把控就至为关键。李红表示,“全世界的卖场和超市几乎都不做鲜活海鲜,或者仅做极少量的鲜活海鲜,其中很大原因就在于鲜活海鲜的存活率不高,很难保证品质,一方面品质不好会影响品牌,另一方面会极大地拉升企业的运营成本。”因为海洋生鲜品质的把控,会涉及到不同海域,不同品类的产品,以及在某个季节的产品。很多生鲜保质期也不一样,冷冻一次,冻几次出来的效果也是不一样的。

  对于盒马来说,鲜活海鲜的品质把控是如何进行的呢?

  张国宏表示,“目前鲜活的海鲜,盒马应该大部分都是进口的。我们目前正在逐步向生产端迁移,因为我们的量比较大。在稳定之后,我们将一步一步往前端在走。但每往前跨一步,都需要我们自己供应链的管理体系要更加健壮才行,否则品质就不能保证。”

  一个关于帝王蟹采购的典型案例是,盒马直接在帝王蟹生活的海域阿拉斯加找到了一个合作商,合作商拥有那个海域的捕捞权,可以做到直接下订单,把捕捞的帝王蟹用保温箱装起来,按照温度的标准保存12个小时或者24个小时,让帝王蟹休眠。接下来,整个供应链体系会交给盒马来组织,盒马会有一个专业的服务商进行全程温度环境的控制,帝王蟹到达国内之后,盒马会再去检验它的存活度,基本环境的情况,运输环境的情况,重新入水散养,然后再送到用户家中或者到门店。

  “目前鲜活海鲜的经营,盒马已经走到全球最前端了,一方面是与捕捞者合作,另一方面就是直采,比如在舟山做直采的海鲜,已经延伸到产业链的顶端。”张国宏告诉记者,盒马之所以能够去跟生产端进行对接,是因为海鲜在盒马的占比在全世界超市中是最高的,整个规模非常大,才有可能这样去做。

  但一个非常大的问题是鲜活海鲜的利润率非常低,盒马如何在鲜活海鲜上保证效益和利润呢?

  “我们也是走过很多坑才达到这个程度的。为什么全世界都不做鲜活海鲜,这里有两个问题,一个是养死,死了就不能卖了。活海鲜跟死海鲜价值差了一半。另外一个是容易养瘦,因为捕捞上来海鲜就一直在消耗。两个问题的存在导致鲜活海鲜的经营非常容易亏损,盒马最终是因为攻克了店内养殖环节才解决了损耗率的问题。”张国宏表示,“另一方面我们能做的就是提高周转率,销售做的特别好,死和瘦的概率相对就会更低,损耗率就会降下来。”

  当然,正如鲜活海鲜只是盒马商品结构中的一小部分一样,鲜活海鲜的品质把控也只是盒马整个品质控制系统的一部分。

  “品质控制方面,我们是分品类做的,比如蔬菜和水果就不一样。蔬菜中间叶菜和根茎类的品质标准也不一样,所以蔬菜、水果、肉都有一套自己比较标准的控制体系。像半成品其实也有一套非常标准的生产质量控制体系,比如说生熟要分开,要消毒,工作人员进来要二次更衣等等。”张国宏表示。

  不仅如此,由于盒马店铺里还有很多联营商家,对联营商家的品质把控也同样重要,因为支付都是在盒马APP上进行的,代表的都是盒马的品牌。“不管是联营商家,还是我们自己的员工,我们是完全一视同仁的,这就能保证,无论在盒马线上线下买的任何东西,品质都能得到控制。”

  事实上,产品的品质和新鲜度正是盒马打造品牌差异性的一个重要抓手。为此,盒马推出“日日鲜”的概念,就是坚决不卖隔夜菜。为了能够让用户清晰认知这一概念,盒马在菜品的包装上用不同的颜色和文字进行形象的表达,比如青菜,一周有七天,就有七个包装,每天包装颜色都是不一样的。

  当然,这还只是在销售环节,盒马之所以能在蔬菜品类上保证新鲜度、流转效率,以及比较高的毛利率和比较低的损耗率,根本原因还在于盒马进入了整个供应链体系的前端。

  “我们尽可能往前端走,就是不通过中间商。我们现在很多品类蔬菜直接做基地采购,甚至进一步告诉基地,你这块地一年帮我种什么菜,哪个菜生产的时间段是多长,然后一波一波的走,每个星期去哪块地去采购,这样就完全能控制它的生产成本。相当于生产商和生产基地把生产成本锁定,我们现在基本能够做到某些品类全年采购一个价。”张国宏表示。

  同时,盒马也会往后端走,就是在顾客端不断强调菜品的新鲜度,由此形成用户的良性认知,提高销售率和周转率的同时可以进一步保证菜品的品质。从盒马方面反馈的数据来看,其日日鲜产品在柜台打折的量是非常少的,这与其相对准确的销量预测关系密切。

  “我们一直在内部强调,我们不仅仅是一个零售公司,其实我们更多还是技术公司,所以在每天订货系统中间,更多是靠数据来推动进货,我们每家店会对周边的消费,从周一到周日进行数据上的反馈。这恰恰是未来我们重构人、货场的核心竞争力。”张国宏告诉记者。

  成本
  控制成本仍是核心问题

  对任何零售企业来说,库存周转率都是一个重要问题,直接关系到企业的盈利能力。盒马也不例外,控制成本,提高库存周转率直接决定着这个创新的商业模式能否生存下去,在某种意义上,更是决定着马云定义的重构人、货、场的新零售模式的生命力。

  在盒马诞生之初,很多业内人士就质疑过它的盈利能力,且不说鲜活海鲜品类运营的高昂成本,单就全数字化的布局就是一大笔刚性支出,更何况还有最后一公里的配送,盒马可是强调线上支付,线下配送的。目前盒马公开披露的数据显示,70%以上的销售都是在线下,那么,需要冷链运输的生鲜,加上动辄5000平方米的店铺运营支出,盒马如何覆盖掉这些成本呢?此前曾有报道显示,盒马的费用率是普通超市的两倍,那么,真实情况到底是怎样呢?

  对此,张国宏表示,“我们门店的费用率肯定不是普通超市的两倍,实际上,我们现在门店的费用率比普通超市低很多。”

  要保证成本率别家低,除了前面讲的采购成本低,供应链效率高之外,另一方面就是提高库存周转。“首先,我们销售量比别家大很多,以水产为例,盒马一家店比得上上海10家大卖场。蔬菜品类上,一家店至少能抵上3——5家上海的大卖场。其次,当我们供应链效率比较高的时候,其实我就能把生鲜的库存周转都控制在一天,最多也就两天的时间,保证新鲜度的同时也就保证了周转速度,这是正循环。”

  当然,为了加大销售时,盒马除了做爆款进行引流之外,同时还做了很多用户方面的工作。“我们的品牌定位是目标顾客的家庭生鲜解决方案的供应商,把买菜的核心人群给拉到盒马来。一方面我们在商品端做新鲜度,安全性,性价比,这无论是对哪个年龄阶段的人都适合的。另一方面,盒马品牌是全渠道(线上线下结合)的方式,目前在上海的线上占比,总的订单数超过50%以上。但数据仍然显示,上海这边至少40%左右的家庭是老人在买菜的。所以,我们就号召更多白领女性自己用APP在盒马买菜,要照顾好妈妈,不要让年纪大的父母亲,在很冷的天,很热的天,非常辛苦的跑到菜场去买菜,买回来的菜可能安全性也不一定保障。”

  说白了,盒马要针对白领女性的生活痛点提供一套家庭需求的解决方案,“其实很多白领的女性不是不想买菜,是因为没时间买菜,也就是说需求存在,但供给不足,盒马提供的解决方案可以是她在下班的时候,坐地铁时候,等红绿灯的时候用1分钟或30秒下一个单子,到家的时候东西就到了,同时,在品类提供上,提供半成品,缩短白领女性的烧饭时间,从节约整个家庭劳动力成本。”张国宏告诉记者。

  公开数据显示,盒马的努力得到了一份不错的成果,在盒马拥有店铺的7个城市里,大概超过70%的会员是20——45岁的白领女性,这一用户定位在业务运转之后非常完美地获得了验证。

  当然,除了库存周转率之外,盒马还在店铺运营最核心的两个成本指标,即人效和坪效上下功夫。

  “目前,盒马的人效是行业的两倍,也就是一年做到同样的销售额,我们用的人比别人要少一半,人工费也就相应得到了降低。坪效方面,盒马每平方米每年产生的销售额比大卖场行业高3——5倍,相应的租金占比也就得到了降低。”张国宏告诉记者。

  “应该说,在店铺运营上,我们真正拿到的每平方米的租金一定是比现在那些大卖场高的,因为他们都是十年前,或者二十年之前的租金,但我们计算过,就算我们比他们的租金成本高一倍,但如果我们的销售效率比他们高5倍的时候,那我的成本相对值就低了。”在盒马高层看来,盈利模式是讲相对值的,从来不讲绝对值,这也就是他们敢于在成本上与大卖场进行比拼的根本原因。而他们的抓手就是科技的力量。

  在盒马所有的门店,都实现了全数字化运营,这也让它极大地区别了传统线上线下O2O零售企业。“在商品层面,全数字化运营可以实现系统对所有商品的实时跟踪,包括库存在空间上的分布,比如前台货架上有30个,在后仓可能有60个,还有10个在外品库,它们的数量和空间在系统中都可以实时可见,这样外品库的商品不至于浪费或损耗,可以做到销售与补货同时进行。与此同时需要员工动作的时候,系统会直接指引他到目标位置做特定动作完成,也实现了人的动作的数字化。”

  在运营上,人的运作的数字化解决了店铺用工的浪费和工作评价问题,极大地降低了人的使用量,提高人的劳动效率。会把人的精力跟他所做的事,做得动作完全关联起来,这样解决了传统企业中很难做到的对人的激励的问题,因为每个动作未来都是可计价的,多做多得,少做少得,不做不得。

  观察
  盒马鲜生坚持线上支付的逻辑

  当人们被盒马鲜生的劲爆生鲜海鲜的吸引涌入店中消费的时候,一个非常大的困惑就是为什么一定在要在其线上的APP进行支付,这到底是一个怎样的逻辑呢?一个以电商起家,崇尚线上消费的企业又为什么不惜巨资大量开店,在盒马鲜生的线上线下全渠道模式中,线上线下到底承载着怎样不同使命呢?

  事实上,对盒马鲜生门店的价值,其创始人侯毅曾经有非常清晰的表达,“生鲜电商今天在整个互联网行业的占比1.2%,一直上不去,其中一个最大的问题就是对品牌和品质的认知有问题。实体店则肩负着这种品牌和品质的认知价值。因此,线下是盒马鲜生最重要的流量中心。”

  目前,盒马食品品类做到了5万种,全世界大部分的食品在盒马鲜生都能买到,但线下只有七八千种商品,线上食品不一定在线下能买到,这是一种对商品的重构,而只有APP支付才能把用户从线下引领到线上。

  在侯毅看来,shopping mall本身的营业额能不能大幅提升,关键是shopping mall的零售效率,这才是真正的未来。所以盒马的shopping mall模式未来是一个三公里的社区中心,它跟消费者是紧密相连的,不单单消费者到mall来消费,而且要把mall里商家的服务延伸到用户的家里面,由此提高一倍甚至是两倍的销售额,进而提升坪效。

  不仅如此,在张国宏看来,线上的订单本质上是顾客赋予了企业或品牌更高的信任度,更高信任度的结果一定会实现更高的黏性,销售的质量和含金量就会越来越高,那么资本市场就会给它更高的溢价。“这就能解释,为什么同样的销售,如果线上占比更高的企业,在资本市场上一定是具有更高的溢价。从企业端来说,这也是我们为什么一直坚持线上更高占比的核心。”

  当然,对于用户来说,购买同样的东西,线下创造的购物价值也是不一样的,线上用户的购物成本会更低,不需要出门、开车、商场去逛,没有体力,没有停车费,没有时间消耗,也就拥有更高的购物价值。

  “虽然从企业的角度来看,给顾客更高的价值,成本会增加,但是如果我有能力把成本给覆盖掉的时候,那我给顾客的价值就会更高,这将是一个良性循环。所以,前面一年我们会拼命地说,我一定要能够覆盖掉我的成本,只要我覆盖掉成本,那我一定是会赢的。这也就是我们坚持线上支付的逻辑。”张国宏表示。

  专家观点
  盒马是在创造一个新世界

  对盒马的模式,多点Dmall合伙人刘桂海在接受记者采访时表示,“与物美采用与多点Dmall合作的方式推出自己的新零售旗舰店不同,多点是在‘改造旧世界’,而盒马是在‘创造一个新世界’。”

  在刘桂海看来,“在生鲜领域,顾客其实已经提出了很多新的要求和需求,无论是传统的超市,还是传统的电商,都很难满足这些需求,这也就是盒马鲜生、超级物种、多点Dmall诞生的重要背景。比如传统超市可以满足用户的部分商品,但很多商品是没有的,电商解决了这一问题,可以面向全国市场提供更多的商品,但是品质、新鲜度、质量保证对顾客来说很模糊,肯定没有在店铺中摆出来接受每天进店上万顾客的监督更让人放心。不仅如此,生鲜商品顾客往往需要尝尝,有时需要搭配和推荐,有时顾客会说不想拎,怎么带回去等等诸如此类的问题,都不是传统超市形态能够解决的问题。这也是新零售提出的重要背景。”

  针对新零售普遍采用APP支付的问题,刘桂海告诉记者,“新零售的关键是效率的提升,客户体验是效率提升最后呈现的结果。所以,改造旧世界也好,创造新世界也好,根本问题就是要提升效率,怎么样用最好的方式或者是现有已经很成熟的技术能够把现代的效率继续提升到一个新的水平,同时去满足社会上出现的新的需求,用APP是非常有意思的,我们在一开始也在讨论要不要告诉顾客一定要用APP,但在实践中多点的APP支付解决了不用排队的问题,早在去年底北京排名前十位的门店APP使用率已全部超过了80%。”

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