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    多彩飾家:占領“第四類電商”

    2014年12月17日 瀏覽量: 評論(0) 來源: 《銷售與市場》 作者: 王深圳
    摘要:目前在國內的裝修后市場,還沒有哪一家電商能為消費者提供家居“產品+服務”的一體化、專業化、品牌化服務并形成線上與線下的閉環,這就成了眼下電商江湖中一片尚無“霸主”的地盤。

    互聯網思維迭代創新的速度和結果有時能讓傳統思維難以想象,尤其是當它作用于商業模式而不只是產品的時候。多彩飾家就是一個例子。

    其實,甚至連這個故事的主角——多彩飾家CEO吳堂祥自己都沒有預見到,在短短一年左右的時間里,多彩飾家的商業模式會幾經更迭,并且一次比一次玩得大——從最初意圖顛覆涂料市場傳統套路的“定制涂料”,到后來欲以奇兵突進刷新市場的“粉刷匠”,再到如今發力裝修后市場,集成產品與服務覬覦家居需求第一解決平臺的“O2O家居美容一體化服務商”。三級跳式的躍進讓人不禁有些眼花繚亂,吳堂祥卻說,直到今天,多彩飾家才終于找到了可以發起沖鋒的方向。與此結伴而來的則是千萬級的天使投資,這在其所出身的涂料行業還前所未有。

    多彩飾家的商業模式演變為我們呈現了一副“生命不息,折騰不止”的畫卷,而這也許正說明了當傳統產業嫁接互聯網思維,所能煥發出的生命活力。

    吳堂祥把多彩飾家的“O2O家居美容一體化服務商”模式稱為“第四類電商”,甚至將其提高到了與天貓、京東等模式并重的分量,隱然有未來分庭抗禮的野心。那么,“第四類電商”到底是個什么模式呢?更現實的問題是,以多彩飾家之力,未來能扛得起這個分量嗎?

     

    電商江湖的“交椅”

    要看如今的電商江湖是否給后來者留下了占位的機會,就要看看市場上是否還有未被滿足的潛在需求。而要了解“第四類電商”,就不得不先說說吳堂祥所理解的已成氣候的前三類電商。

    出租型電商——阿里巴巴

    阿里巴巴經營多個領先的網上及移動平臺,業務覆蓋零售和批發貿易及云計算等,擁有海量的商家和流量,向消費者、商家及其他參與者提供技術和服務,可在其生態系統里進行商貿活動。正如電商老兵、前淘寶和當當網高管黃若所言,“國內的買賣平臺實際上就是商業房地產”。以阿里為代表的開放平臺模式,是通過互聯網應用技術創新,以向買賣雙方提供在線交易機會和條件為目標,以在線交易平臺規模化收益管理為戰略核心的在線零售業態。

    超市型電商——京東商城

    京東是中國最大的自營式電商企業,與阿里相比,京東商城更像是一個大型超市,提供13大類超過4000萬SKUs的豐富商品。以京東為代表的價值鏈整合模式,通過不斷增強信息系統、產品操作和物流技術三大核心競爭力,與主要供應商、廠商建立信息交換機制,逐步建立起了完善的供應鏈服務優勢。

    生活虛擬型電商——順豐嘿客

    嘿客開創了國內零庫存零售店模式。嘿客店內并不陳列實體貨物,而是通過二維碼、宣傳海報、觸摸屏等形式進行商品展示。作為順豐旗下的網購服務社區店,除可以提供快遞物流業務、虛擬購物外,還具備ATM、冷鏈物流、團購預售、試衣間、洗衣、家電維修等多項便民業務,截止目前全國已有2000多家門店。

    盡管從表面上看,這三大類電商幾乎包攬了衣食住行的方方面面,但在吳堂祥看來,他們的主營業務更多的是實體產品,消費者在這些平臺上完成的更多屬于購買過程,也就是說他們主要滿足了消費者的購買需求,而對于消費者在使用過程中的需求,比如需要現場服務的需求還無力或無暇顧及。那么,這個還沒有被現有電商平臺滿足的需求,就成了眼下電商江湖中一片尚無“霸主”的地盤。如果再附加上消費者對現場服務體驗的潛在需求,這片地盤的整合空間就更大了。

     

    這么看來,所謂“第四類電商”就是生活服務電商嗎?吳堂祥并不認同這種看法,因為他對多彩飾家的業務有更深一層的設計。生活服務電商注重的是提供服務,一般并沒有自己的產品,而多彩飾家則希望依托于在家居領域高水平的服務,向上延伸帶入相關產品銷售,乃至以OEM的方式提供自有品牌產品,構成“產品+服務”的一體化、專業化、品牌化服務,這樣才能在這片地盤上把根扎得更深,在電商江湖占有舉足輕重的分量。

    也就是說,如今的電商對于“住”的挖掘還遠遠不夠。目前在國內的裝修后市場,還沒有哪一家電商能為消費者提供家居“產品+服務”的一體化、專業化、品牌化服務并形成線上與線下的閉環。這不只是業務設計的問題,還有戰略選擇的問題。于是,在自身業務迭代進化中覺察到這一商機的多彩飾家,果斷將戰略方向聚焦在它所定義的“第四類電商”模式上——成為“O2O家居美容一體化服務商”,以B2C、B2B結合O2O模式,打造領先的家居換新電子商務平臺。

     

    來自側翼的顛覆力量

    來看看多彩飾家新的產品服務體系:

    墻面換新服務系列、定制藝術涂料系列、木器修復系列、壁紙換新系列、窗簾更換系列、紗窗更換系列、皮具護理系列、空調清洗系列、油煙機清洗系列、軟包定制系列、地板系列、壁畫及工藝飾品系列……在新的商業模式下,多彩飾家的業務大都有著典型的長尾市場特征。

    “長尾理論”由美國《連線》雜志主編克里斯·安德森提出。在傳統的“80/20法則”語境下,企業囿于自身的資源,不得不將經營范圍鎖定在能夠為自己創造80%利潤的少數業務上,而將那些對利潤貢獻不大的業務舍棄掉。但是,那些被舍棄的業務并非沒有需求,卻因此變得更加難以滿足:找品牌商吧,成本太高,就你那點活,還不夠人家大車小輛的油錢;去建材市場,又太麻煩辛苦;路邊的“游擊隊”呢,施工質量良莠不齊,還有售后服務不能保證的難題。

    長尾理論是對傳統的80/20法則的顛覆。長尾理論認為,只要產品的存儲和流通的渠道足夠大,需求不旺或銷量不佳的產品所共同占據的市場份額,可以和那些少數熱銷產品所占據的市場份額相匹敵甚至更大,即眾多小市場匯聚成可產生與主流相匹敵的市場能量。

    例如,之前的文章中曾經提到,據相關機構的數據統計顯示,目前我國住房3~5年或8~10年需進行再次涂裝,每年將有不低于800萬套左右的住房翻新。中國房地產業發展到今天近20年時間,最早的一批房地產項目已經初顯老化,并且墻面陳舊的現象會來得更早,如果不進行及時換新重涂會直接影響居住者的生活品質。因此,從目前建筑存量結構看,翻新領域快速發展的態勢已顯現出來,巨大的市場容量將會陸續得到釋放。

    再比如,據統計,我國過去5年電器的銷售速度以每年10%~15%的速度遞增,專家預計2014年我國家電總銷售市場規模將突破20,000億元。有如此龐大的銷量做支撐,家電衍生服務也將引來消費高峰。同時,各種電器產品污染的危害越來越嚴重,每年給國民經濟造成的直接損失近千億元,曾經爆出令人震驚的行業“黑幕”:國內使用量高達99.3%的有熱膽飲水機“全部有毒”;空調使用兩三年后,制冷效果會明顯下降,電費卻成倍增長;油煙機長期不清洗其吸附的污垢會增加,增大風葉運轉負荷,降低排煙能力……而現有家電清洗服務提供者主要是一些散兵游勇,其特點是碰到就叫、流動作業、服務質量無保障、無法追溯,甚至往往讓消費者莫名地付出額外費用。

    長尾所涉及的產品和服務涵蓋了更廣泛的需求,而當這些需求得到了市場積極的回應后,會喚起更多的人釋放、滿足這些需求,從而使“冷門”變成“金礦”。多彩飾家產品服務體系的衍生,客觀上也是這種需求正向傳導的結果:從突進墻面刷新業務收獲連鎖反應式的訂單,到消費者主動提出種種新的家居服務需求,多彩飾家以家居為核心,快速衍生出了具有高度關聯性和傳導性的產品服務群,結合互聯網工具和O2O推動,由此使得需求的不斷放大和擴散成為可能,自己也有機會聚合一個個“冷門”變成一座座“金礦”,進而成就自己的江湖地位。

    360董事長周鴻祎認為,顛覆的力量從來不是來自于主流的、熱門的市場,而是來自于邊緣地帶,來自于側翼,來自于把資源聚焦在一點上追求極致。商業史上對市場格局的顛覆,絕大多數都源于商業模式上的創新和用戶體驗上的創新。在多彩飾家的市場實踐中,無論是最初對涂料行業傳統模式的顛覆設計,還是眼下對電商市場格局的覬覦,關鍵都源于它找到了傳統產業價值鏈條上的低效環節,然后用互聯網思維和互聯網工具去改造、去優化,去創新既有的商業模式和低下的用戶體驗。

     

    拭目以待的沖鋒

    要登頂“第四類電商”,多彩飾家當然有很長的路要走,它能夠如愿以償嗎?如果說這個問題為時尚早,那它現在起碼也要考慮兩個問題:第一,強龍怎樣斗過“地頭蛇”?第二,怎樣應對其他電商平臺尤其是生活服務電商的爭食?

    多彩飾家在家居領域發展其“第四類電商”模式,相比其他生活服務領域有一個好處,就是這個市場基本不需要培育,消費者愿意為這類服務買單,而且它將服務與產品捆綁,在服務之外增加了一個贏利來源。然而從多彩飾家的產品服務體系可見,其中多數服務各地市場早已有之,它能夠從各色“地頭蛇”的手中奪過那些訂單嗎?

    不過,吳堂祥并不認為這是多大的問題,因為消費者對家居服務的種種不滿也是由來已久:要么門檻過高,只有購買達到一定金額的產品才能提供相關服務;要么低門檻得到的是低品質,消費者的服務體驗低下;而且,家居服務市場的品牌化程度、規范化程度和服務透明度普遍很低,消費者的利益往往難以得到保障。

    “消費者的要求并不復雜——省事、可信賴、價格合理,而這個市場需要升級和整合”,吳堂祥說,多彩飾家會通過專業化、標準化、透明化的操作規范提供高性價比的服務和優良的消費體驗,通過以直營為主的社區門店貼近服務群體做實本地化,通過支持微信、網上商城、第三方平臺、400電話和線下門店等下單端口的O2O系統提高服務的便利、效率和互動,圍繞消費者的滿意、口碑和放心,來形成自己顯著的服務優勢和競爭優勢,打造出一個家居服務的領導品牌和一站式解決平臺。

    對于其他電商平臺尤其是生活服務電商的競爭,吳堂祥更強調專業和系統支持的力量:多彩飾家基于O2O搭建的組織架構已經定型,線上運營系統和ERP系統日趨完善,對線下門店店長的培養也摸索出了一套快速復制方法,尤其是其大型培訓中心也已經開始接納施工人員和門店店員,針對產品服務體系進行理論、實操和服務標準等全方位專業培訓,每期的培訓能力可達200人,能夠支持其連鎖門店在全國各地市場的快速拓展。“而且,多彩飾家是出身于線下的,我們有更強的落地能力。”吳堂祥說。也許,在石家莊一個800戶的小區,兩天拿下43單換新業務,可以作為多彩飾家落地能力的一個佐證。

    作為觀察者,我們還無法預言多彩飾家的“第四類電商”之路將走出怎樣的軌跡,我們可以看到的是在過去的一年里,它的互聯網化之路一波三折,每一折都向前邁進了一步。多彩飾家的商業模式迭代之快出乎我們意料,但置身于這個本身就在快速迭代的商業社會之中,這種意外也并不多么難以理解。吳堂祥說:“我們是在市場和資本的推力下走到今天的。”而多彩飾家的第二輪融資已經啟動,一股更大的推力即將加于其身,它要占領“第四類電商”的沖鋒會是怎樣一種戰況,讓我們一起拭目以待吧。

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