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    涂料老大不能說的秘密

    2016年11月01日 瀏覽量: 評論(0) 來源: 中國涂界網 作者: 李月明
    摘要:做為行業的領導者,它的秘密不是渠道上又出臺了什么樣的價格政策,也不是計劃推進什么樣的活動,真正的秘密在于它內部的如何自下而上的思考和自上而下的執行。正如諸多管理大師所說的,企業管理戰略最難的部分不是如何執行,而是如何“建構”即如何構建戰略管理體系。

    立邦做為涂料行業的大佬其地位毋庸置疑,近兩年行業內各個品牌幾乎無一例外的大量吸納、招聘立邦的員工,尤其以立邦SE(銷售服務工程師)為甚,意圖拷貝、復制立邦在行業內運作模式。一些國內涂料企業甚至全盤照抄立邦的深度分銷和刷新服務模式,殊不知差之毫厘,渺之千里。

    最近看了一篇苗慶顯老師的文章《渠道頂層設計的三大法寶》深有感觸,文章開頭便一針見血的提出了一個振聾發聵的問題,“為什么可樂的直營終端、康師傅的通路精耕對大部分企業是陷阱?”對于有過快消品銷售經歷的人都知道,兩樂和康師傅在推進中國營銷進程的“貢獻”,他們搞死了很多跟風復制的企業公司。活下來的并且活的很好的國內公司,恰恰是類似于達利、老干媽這種堅持自身渠道運作模式和經營戰略的公司。

    個人認為,企業經營渠道設計方向需要遵循多個因素,如:1、行業特點和性質;2、企業的市場地位及競爭環境;3、企業的戰略選擇;4、企業自身的能力;5、相關政策的影響等等,盲目的復制、拷貝別人成功的渠道戰略戰術是不可能成功的。渠道設計僅僅反映出了企業經營的一個層面,逐本溯源,是我們缺乏發展的戰略眼光,喜歡成功案例的表象,而缺乏對案例本身的分析,重于執行而輕于思考,沉溺于流行而疏于對趨勢的把握。我們浮躁而激進!

    近期非常流行“匠心精神”,尤其是在央視《大國工匠》播出后,更是風起云涌的興起了學習熱潮,對于這股風潮能持續多久,在下深表懷疑,因為以往我們的表現太浮躁了。其實“匠心精神”不單單體現在制造加工領域,在營銷領域我們也需要“匠心精神”,需要我們靜下心來的觀察、反思一下,我們與這些行業巨頭的差距究竟在哪兒?也正式基于此點,我想先來個拋磚引玉,扒一扒我的老東家立邦。

    拋開立邦的背景不說(很多人糾結于此問題),立邦絕對稱得上是一家偉大的公司。這家公司對中國涂料行業發展的影響,以及人才的培養輸送方面可以堪稱“前無古人,后無來者”了。雖然已經離開許久,但我也對職業生涯有幸參與其中引以為傲。

    我們經常聽人講窮人和富人的差別,以及時下流行的小說《三體》所提及的“降維攻擊”,看似不相關的議題,都同時提及了一個字“維”,前者是思維,后者是維度,用白話講其意思就是層次。為什么我們模仿立邦、多樂士這些大咖總是不得其法呢?除了沒讀透邁克爾.波特給我們講得“五力模型”(五力決定企業在行業中的地位和能力,是企業制定競爭策略決策依據),更為重要的就是我們思考問題的方式。

    大多數人提及立邦,首先會說立邦“先入為主”、搶占了消費者“心智”。這是感性層面的問題,也是已經既成的事實我們無力改變。除非品類變革、或精確定位與其形成區隔,否則很難改變現狀,而這些則需要我們進行理性思考的東西,也是我想和大家交流的,一個立邦DIY人員如何做出理性的市場分析和操作。

    立邦銷售人員運作市場一般分為5步:

    1、全局意識,關注區域商圈容量,不斷優化提升品牌占比。

    圈定區域范圍關注人口、GDP、人均用漆量的變化,根據渠道調研信息推算各品牌的市場占比,設定目標。全局意識,看問題的高度和角度決定你的收益,也是立邦管理層要求基層人員豎立“企圖心”的原因。當我們大多數的企業還在思考如何模仿復制、挖墻角的時候,立邦始終在關注的是市場盤子有多大,增長潛力如何。立邦在區域市場的投入是按城市級別設置力度,這保證了產品由大型城市向小城市輻射延伸。

    可能有人會提出“農村包圍城市”的概念,借鑒一下快消品行業的“他山之石”,諸位是否記得哇哈哈非常可樂的遭遇,“農村包圍城市”的后果是幫助兩樂強化了消費者習慣,但品牌卻未能如愿搶占消費者的心智,現在的非常可樂真的是非常可樂,當然我們不能否認哇哈哈通過“農村包圍城市”完成了原始積累,但從長線來看我們的“品牌又去哪兒了”。

    之前品牌趨勢引領一直是從一、二線城市向三、四線城市蔓延,中國經濟發展城鎮化建設將會持續強化這一概念,這是毋庸置疑的。目前為止立邦的刷新服務體系推廣還是主要圍繞在特一二級城市,其目的也是先深入人身豎立品牌,然后再去收編三四級城市。我們許多企業借助時間差、地域差也在積極打造類似刷新的體系項目,意圖在這個新興領域分一杯羹。但真心希望大家更多是通過細分定位采取差異化的競爭,即在跟隨戰略中也不要忘記品牌的塑造和差異化。產品同質化、營銷手段同質化注定只能在行業末端掙扎。

    之前由于品牌的弱勢,我們不得不以犧牲利潤為前提參與市場競爭,難道這個悲劇還要在繼續上演嗎?為了短期完成原始積累而冒著可能犧牲之前全部的努力,我認為這不值得褒獎。

    2、建立“產品別、檔次別、渠道別、客戶別”四維邏輯分析

    產品別,即產品類別的區分。在立邦DIY系統,分為墻面漆、木器漆和基輔材,目前基輔材又分離出了廚衛體系,而劃分產品品類的初衷不單單是為了便于管理,而是為了迎合不同的渠道客戶;

    檔次別,即產品價格區間的劃分。一般企業都會將產品劃分為高中低三個檔次,而立邦在運作中更強化了檔次別管理的概念,增加了中低檔、中高檔等幾個檔次別;

    渠道別,即不同渠道的劃分。很多業內企業都做過渠道的劃分,但往往不能堅持,甚至沒有對渠道采取定義式的區隔;

    客戶別,即客戶層級劃分。依據客戶所轄區域的潛在生意規模劃分客戶級別,設置促銷支持政策坎級;

    以上四種劃分方式在進行市場分析中起了非常大的作用,無論從橫向還是叢向都能發現許多改善的問題。如相同層級客戶的檔次別占比可以幫助了解客戶的利潤水平,產品別占比可以分析目前客戶的產品結構,渠道別展現目前主營渠道和待開發渠道的生意規模等等。將相似類型、同區域的客戶進行橫向對比,更能復制成功戰術,改善品類結構,凡此種種,對區域生意的提升成長大有助益。。通過以上四個維度之內的邏輯分析,對區域市場的理性刨析就完成了

    之前很多業內同仁都反映,立邦動作如何如何迅速、如何如何及時,其實與其說迅速不如說預判精準,這樣大的一家公司怎么可能反映比中心企業快呢?(當然除非企業太官僚)其實,主要是當你可能還在著手于眼前時,立邦分析能力已經預想到下一步該如何做了,而這一切全部源于對市場的理解與分析。

    多說一點,思考分析一定是多維的,不是平面的,這也是SWOT分析、波士頓矩陣等工作一直被戰略管理學家詬病的原因(當然幾種模型綜合運用效果還是相當好的,而且貌似目前也沒有更好的替代方式方法)。

    3、進銷存數據采集和分析

    立邦對經銷商層級的進銷存管理已經不是一兩天的事情了,從POS的使用到調色數據的收集,立邦都有一套完善的數據來源體系,也正是依靠這一體系,使其對終端掌控如臂指示。經銷商存貨多少,賣給誰,是單雙包會員還是分銷渠道客戶,利潤庫存全部盡在掌握,即便數據來源稍有偏差也不會對整體產生太大的影響。

    正是靠著這些數據管控,才能把客戶牢牢的綁在公司發展的列車上。當然這也對人員效率等方面提出了較高的要求,畢竟信息采集、匯總需要很大的工作量,而且涉及相關許多部門的有效聯動。

    之前我服務過的一家業內涂料品牌,我也有和領導建議開展數據化運營模式,不要把運營部門搞成完全意義上的“會務組”,應該給予銷售人員更多的數據支持,可惜未予以采納,領導給出的觀點是現階段不合適、不成熟。在此我闡述下個人觀點,開展數據分析運營模式不是一上來就搞得盡善盡美,能收集到何種程度就分析到哪種程度,數據的價值在于積累,如果我們今年不收集數據我們明年的目標何談合理性,不掌握今年的銷售節奏和供求曲線,我們如何把握來年淡旺季的銷售趨勢。

    4、渠道建設與活動推廣

    針對渠道建設與活動推廣方面,立邦內部并非像大家想的那么復雜,但核心非常明確,就是協助銷售一線把事情解決好。在專賣店、加盟分銷店建店方面都有相應的人員對接和跟進相關物料支持的到位情況。無論是銷售還是市場人員都有明確的分工,責權明晰。

    經銷商活動推廣,如渠道訂貨會、推介會等基本都是由當地的SE人員完成,相比會銷經驗可能積累的還不如業內的晨陽等依靠會銷的后發品牌,當然業內客戶對會銷也日趨麻木。

    立邦每年年會都會有字數不多的渠道方針,如“建大店”、“拓分銷”等等,言簡意賅,給基層留足了拓展戰術的空間。相比國內一些企業的渠道方針更像是口號,如達成多少億,上升多少名,甚至戰略規劃也這樣寫,想想也是醉了,您那是戰略嗎?那叫數字、計劃,戰略都是簡介的語言敘事,描述企業的發展方向和目標。

    此外立邦對渠道有精細的劃分,以我個人曾經服務的區域為例,基本規劃了六大渠道“專賣店、形特店、分銷、家裝工長(雙包)、油工(單包)、工裝商裝”,如上文所述,每個渠道都有對應的檔次別、產品別,通過數據的收集和整理各渠道在客戶生意的占比一目了然,所以推廣跟進活動開展非常精準,這有點兒像美軍精確打擊的感覺。

    5、尋找銷售來源

    不要以為有數據了、會分析了就算成事兒了,每次立邦的溝通會都會涉及一個頭痛的話題,就是尋找銷售來源。每個銷售人員必須把區域的銷售來源全部擺出來,起初,可能有人會編,但時間久了就編不下去了。銷售來源主要包括經銷商庫存周轉的日常補貨、渠道通路促銷備貨、推廣活動預估備貨等等,目的主要還是通過各種不同方式的活動拉動銷售流轉。

    總之,銷售來源把渠道建設和推廣活動“綁架”了,你不能不做、不得不做。

    沒有點數要畝產,畝產有了增點數。有時停下來想想自己都佩服自己那些年是怎么過來的。

    以上是我在立邦基層工作多年梳理的分析思考和工作的模式,這些工作需要后臺強有力的支撐,尤其是終端POS系統的使用,相信很多企業可能也在做類似的事情,但更為重要的是,幾乎所有立邦出身的銷售市場人員全部秉持近乎相同的思維邏輯,這可能就是人們常說的“上下同欲”吧。

    很多企業招聘了立邦的SE人員,卻用不得法,首先是管理體系的差異,其次缺少后臺的支撐,最后是企業目的,可能就是撬幾個立邦經銷商。“鐵打的營盤,流水的兵”立邦的模式不是挖一兩個人、撬一兩個客戶就能拷貝的,何況即便能完全拷貝復制也未必能成功。

    立邦借鑒快消品行業的成功經驗,取得了令人矚目的成績,但之前參照的康師傅模式能走多遠真的說不好,康師傅等品牌推崇的渠道精耕,受成本、回報率等方面影響在快消品領域已見頹勢,甚至像箭牌糖果這樣渠道優勢企業也開始扶植經銷商“接棒”。真正印證了那句“天下大事,分久必合,合久必分。”

    做為行業的領導者,它的秘密不是渠道上又出臺了什么樣的價格政策,也不是計劃推進什么樣的活動,真正的秘密在于它內部的如何自下而上的思考和自上而下的執行。正如諸多管理大師所說的,企業管理戰略最難的部分不是如何執行,而是如何“建構”即如何構建戰略管理體系。

    如果企業尚不具備支持資源和能力切不可盲目跟進四面出擊,過早的介入投資,只怕到最后為他人做了“嫁衣”,而投資過于分散也不能起到聚焦、聚力的作用。

    競爭戰略無非四種:1、成本戰略;2、集中(聚焦)戰略;3、差異化戰略;4、跟隨戰略,四種戰略方式在企業戰略方向上有主有次、兼而有之,一定要結合企業自身情況,不能頭痛醫頭腳痛醫腳。

    套用之前一篇朋友圈文章的一句話,“人們的實踐水平和思維層次是基本相同的,但是提高實踐層次,可以先提高思維層次,然后用這個高一層的思維層次去帶動自己的行為的改變。然后行為的改變又會給自己思維層次的再次提高提供平臺。”思考力才是萬力之源,僅有執行力是不夠的,復制的再好再快怕也無濟于事。

    寫這篇稿子的初衷是源于目前涂料行業競爭的“水深火熱”,真心希望行業內的同仁保持警醒和思考的習慣,勿做市場“溫水煮蛙”式的犧牲品。個人能力一般,水平有限,希望能起到拋磚引玉的作用。

     

     

    李月明,現居河北保定,從事銷售行業近14年(快速消費品6年、建材涂料8年),積累了豐富的銷售經驗。歷任百事可樂渠道主管、箭牌MT客戶代表、雅客食品城市經理、立邦涂料銷售主任、晨陽銷售運營經理等。目前任美涂士裝修漆事業部區域經理。作者交流微信號:li376810867,郵箱:eric.li_1981@163.com

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