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    三棵樹第二總部落戶上海,戰略意圖究竟何在?

    2019年05月12日 瀏覽量: 評論(0) 來源: 中國涂界網 作者: 李思豪
    摘要:4月28日,三棵樹上海中心成立慶典儀式在上海虹橋舉行,此舉意味著三棵樹集團形成了福建、上海“雙總部”運營模式的格局。涂界觀察員李明月分析認為,三棵樹在上海建設第二總部,不僅僅是組織機構的調整和變革,更意味著上海將成為繼福建之外,成為三棵樹發展涂料建材產業鏈及投資的核心平臺。

    三棵樹于2002年進入涂料行業,隨后走出福建,開啟了全國化戰略。截止目前,三棵樹已在福建、四川、天津、河南、安徽、河北、廣東等建立了9大生產基地(含在建或擬建)。

    經過短短十多年的快速發展,三棵樹目前已成為了全國領先的涂料企業,躋身全球涂料50強企業行列。至今,三棵樹的發展速度依然領跑全國。年報顯示,三棵樹2018年實現營收35.84億元,同比增長36.82%;凈利潤2.23億元,同比增長26.43%。

    在高速發展的同時,三棵樹也心懷遠大抱負,提出了宏偉戰略目標:力爭用3-5年左右的時間躋身全球十大涂料品牌,5-10年成為全球涂料領導品牌。也因此,為了完成中長期戰略發展規劃,三棵樹開始為謀求更為長遠發展做戰略布局,其中三棵樹上海總部建設就是其中最為重要的舉措之一。

    4月28日,三棵樹上海中心成立慶典儀式在上海虹橋舉行,此舉意味著三棵樹集團形成了福建、上海“雙總部”運營模式的格局。涂界觀察員李明月分析認為,三棵樹在上海建設第二總部,不僅僅是組織機構的調整和變革,更意味著上海將成為繼福建之外,成為三棵樹發展涂料建材產業鏈及投資的核心平臺。

    三棵樹從福建莆田發家,公司總部也設立在福建莆田。但隨著業務的發展壯大,三棵樹不得不考慮實現“雙總部”運營模式。此次三棵樹將上海設立為第二總部,戰略意圖究竟何在?又釋放出哪些戰略轉型的信號?

    三棵樹第二總部為何選擇上海?

    第二總部其實不是中國特色產物,更早之前,跨國公司設立“雙總部”或“多總部”架構,已經是國際上司空見慣的做法。近年來,諸多涂料企業將其中國總部設立在上海,尤其是跨國公司。

    涂界記者注意到,像立邦涂料、PPG、阿克蘇諾貝爾、巴斯夫、艾仕得、關西等世界涂料巨頭,為了增強全球市場競爭力、謀求效益最大化,早就開始在全球設立RHQ(Regional Headquarter)——也就是地區總部。

    上海作為國際化大都市,在人才、信息、服務、金融、物流、基礎設施等方面具有優勢。“隨著市場不斷滲透,制造和運營營銷分離的趨勢越來越明顯。”李明月表示,“產銷分離意味著企業到了一定規模后突出專業性,而不同的職能需求也不一樣,而三棵樹將營銷需放在大城市上海,也是希望更接近市場,商務交流也方便很多。”

    上海等華東市場的消費能力以及在金融服務、商業流通等現代服務業方面的優勢更為明顯,也成為許多想在高端涂料產品有所突破企業的首選。因此,“三棵樹在上海設立第二總部,將有利于推動三棵樹高端產品發展,從而樹立高端品牌形象。 ”

    此外,“從戰略地位來考慮,上海也是首選之地。”李明月分析認為,上海作為國際性大都市,有一些與眾不同的商業氛圍與特質,以及國際化資源(包括人才、技術、金融等);此外,更有文化氛圍、更好的資源配置、更規范的商業環境。

    “三棵樹將上海作為第二總部,有著重要的現實意義和戰略選擇。”李明月表示,三棵樹在上海設立第二總部,業務重心更側重于運營和營銷,不僅有助于其全國化戰略的加速實施落地,還可以提升集團的形象、提高效率和促進國際聯系;同時,也是為了進一步掌握競爭激烈的前線市場,吸引優秀和國際化人才,引進國際先進技術。

    與此同時,“上海人文薈萃,如果有機會在上海讓更多的人看到三棵樹,更有機會面向全世界,進而推進國際化事業和全球化戰略。”李明月表示,“該舉措有助于三棵樹執行全球化戰略,樹立國際化品牌形象,從而全面提升其全球影響力。”從三棵樹未來的戰略規劃來看,下一步將會全面布局全球市場。


    三棵樹上海總部內部辦公環境

    涂界記者注意到,三棵樹目前在上海投資設立了兩家全資子公司——上海三棵樹新材料科技有限公司、上海三棵樹防水技術有限公司。此外,根據此前發布的公告稱,三棵樹擬以自有資金在上海設立全資子公司上海三棵樹投資管理有限公司該公司經營范圍包括企業管理咨詢、創業投資、股權投資、管理。

    設立上海總部釋放兩大信號

    涂界觀察員李明月分析認為,三棵樹上海總部投入運營釋放出兩大信號:一是城市化戰略轉型,二是國際化戰略轉型。“這是三棵樹當前可有效落地執行、最為重要的兩大戰略轉型舉措。”

    李明月表示,上海作為三棵樹第二總部,意味著三棵樹“進城”戰略全面開啟,渠道布局調整為“鞏固三四線,擁抱一二線”,開始由三、四線城市向一、二線城市戰略轉型。

    “三棵樹作為國內領先的涂料企業,只做三、四線城市肯定是不夠的,當然也不會滿足于只做一二線城市。”李明月表示,“在渠道結構上,一二、三四線城市布局策略調整,更多是基于三棵樹的經營視角、品牌視角、利潤視角。”

    相較于國際涂料品牌,三棵樹屬于起步相對較晚。因此在營銷網絡構建初期,三棵樹選擇了“農村包圍城市”的營銷策略,先切入三四線城市,通過為經銷商配送物料、統一設計裝飾風格等方式,大力協助經銷商開設以“自然、健康、綠色”為主題的形象統一的裝修漆標準專賣店,通過標準化道具配送保證全國終端形象的統一,打造了“三棵樹”品牌形象。

    經過十多年的渠道和市場培育,三棵樹品牌建設已見成效,口碑售價均比肩一線品牌。“隨著三棵樹公司收入規模擴大和品牌效應提升,公司進軍一二線城市的時機已成熟。”李明月表示。

    涂界記者注意到,三棵樹正在積極開拓一二線城市市場:一是品牌宣傳力度增強,2018年下半年在廣州、深圳、上海、南京、成都、沈陽、長沙、西安等31個城市動車站投放品牌廣告;二是積極開拓優質經銷商,憑借其更高的渠道利潤且日益增強的品牌力;三是開啟新零售模式,公司已成為涂料行業內首家設置新零售部門的企業,投入重金開發基于移動社交和整合營銷的CRM平臺,且2019年與知名戰略定位咨詢機構——喜馬拉雅合作,以制定品牌、產品、渠道等重要提升戰略。

    三棵樹進軍上海等一二線城市,強調產品要走多元化路線,因為一線城市的消費者購買力強大,這樣有利于三棵樹快速搶占高端市場,樹立高端產品和品牌形象。

    目前,三棵樹正通過卓越的客戶質量、高附加值的優質產品,逐步提升公司品牌影響力、擴大一二線城市營銷網絡布局。“憑借其更高的渠道利潤且日益增強的品牌力,未來幾年或是公司一二線城市收入加速放量的優質成長期。”

    三棵樹在上海設立第二總部還釋放出另外一大信號:國際化戰略轉型。根據發展戰略規劃,三棵樹未來的目標是銷售額達到千億級,并力爭用3-5年左右的時間躋身全球十大涂料品牌,5-10年成為全球涂料領導品牌。“推進國際化戰略轉型是三棵樹實現這一戰略目標的重要手段。”涂界觀察員李明月表示。

    涂界記者注意到,三棵樹立足國際國內兩種資源、兩個市場,于2018年正式成立了國際事業部,并取得了階段性成果。目前,在東南亞區域,越南、馬來西亞、柬埔寨等多個國家都能看到三棵樹的身影。

    “不過從目前來看,三棵樹的國際化還只是雛形,也只是實現了產品的國際市場布局,也僅僅是在東南亞局部市場,而且推進速度也很慢。”李明月表示,“但如果借助上海總部優勢,三棵樹將會快速推進在生產、人才、經營、資本、技術、服務等方面的國際化轉型戰略,成為真正意義上的國際化企業和品牌。”

    “三棵樹雖然已經是中國涂料的知名品牌,但正在積極謀求能成為國際知名的涂料品牌,和所有的國際涂料企業和品牌能夠并駕齊驅,正面展開市場競爭。三棵樹將朝著全球化戰略轉型邁進。”李明月表示。(涂界)

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