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www.龙8国际.com:电商已死,存量经济时代实体店如何抢夺地盘?

  2017-11-28 08:56  来源:人人都是产品经理  我来投稿  我要评论

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  12.12年度营销活动开抢,入驻就送超级大礼,马上咨询

  万物皆有裂缝,那是光照进来的地方。

  

 

  我参观过美国宇航中心,碰到一个守门人在扫地。我跟他打招呼:兄弟你在干嘛?他说我在帮助一个人前往月球。那是那份工作给他的使命感。

  今天的新零售大讲堂的使命就是帮助各位走向未来。我的话题是《新零售+X,重构世界存量经济》。去年,在云栖大会上,马校长提出“新零售、新制造、新金融、新技术、新能源”,在整个行业引起了巨大的轰动。今年他又做了一个最大胆的预测:电商已死。

  电商已经成为旧零售,并在全世界范围内出现了一个非常奇妙的景观——电商战场出现了“1-90现象”,即一家公司把整个电商产业的市场90%的利润席卷一空。

  寡头时代已经到来了。

  在上一个财年里,阿里巴巴的大概5万人创造了712亿的净利润;从全球范围看,搜索引擎领域出现了百度和谷歌两个寡头;在电商市场,亚马逊、阿里巴巴纷纷达到市值5000亿美金这样的新高度。

  电商的日子在今天其实是很难过的。过去五年,我们看到大量的实体店关闭了;今天我们也看到大量的电商公司做不下去。原因不仅仅是因为流量太贵,也是因为互联网的人口增幅开始趋缓,增长速度已经由过去的50%、100%进入为低速增长的阶段。

  这一次,当新零售的钟声敲响的时候,这是一次死亡谷的钟声,还是一次重生的钟声?我们看看这一次的丧钟到底为谁而鸣。

  伟大的诗人科恩先生去年离开了这个世界,他给我们留下了一句非常温暖人心的话:万物皆有裂缝,那是光照进来的地方。

  这就是一种企业家的精神,今天我们进入一个艰难的战场的时候,看到这句话,非常温暖人心。

  一、存量经济时代已经来临

  今天我们不仅可以看到实体店的企业家们,也可以看到大量的新零售、新电商、新消费、新服务、新医疗、新教育……各个行业都出现了如同我们当年告别旧中国、迎接新中国的时候出现的气象万千的局面。

  前年,我跟永辉掌门人张轩松同学有一次交流,他有一种强烈的忧虑。

  他说我们过去起早贪黑,成为了超市行业最好的公司之一。公司提出来一个新目标:要做一千亿。

  永辉目前已经开出了差不多500家连锁超市,生意是500亿的规模,并且在今天的环境下仍然保持了15%,甚至20%的增长。但是,当他们提出了一千亿的目标的时候,他们发现市场上已经再也找不出更好的位置,或者更多的空间去开他们另外的500家店。

  于是,永辉今天也挥舞了资本的大棒,在全国各地物色可以收购的公司。

  这就是今天,这一切都在发生。

  为什么会出现这样的经济现象?因为今天所有的市场都进入到了存量经济时代。

  中国经济40年的突飞猛进已经过去,今天它已经进入到了一个低速的、高度碎片化的存量经济的市场。

  在这个市场里,我们如何抢夺自己的地盘?

  在座的诸位企业家们,我们最熟知两个方法:杜月笙式的武力征服和摩根式的资本征服。

  当年杜月笙拿了一把斧头要去消灭斧头帮,战败了,后来又重装冲锋枪,终于把斧头帮剿灭,统一了上海滩。这种以产品驱动的产供销,或者产业供销一体化的公司在市场上比比皆是。

  如同一个房间只能放100张桌子,各个公司要对这100张桌子进行占领,杜月笙的方法是以消灭对手为目的武力征服,把别人的桌子抢过来。

  但是,今天到了存量经济时代,我们想在这个房间再塞20张桌子进去,发现没有这么大的空间了。这个时候出现了摩根。

  他是美国当年的富二代,他接了父亲的班后重新进入市场。他穿着西装、打着领带,扛着一麻袋的钱,到美国各大洲的铁路公司,最后通过资本整合完成了对美国铁路市场的垄断。最后美国铁路公司控制了整个市场的70%的市场份额。这里用摩根指代“资本征服”。

  但是无论是用武力征服还是资本征服,它们具备一个共同的特征:收益与成本是成比例的。

  与农民种地一样,一亩地生产一千斤粮食,要生产一万斤粮食就还得启用另外的九亩地。

  1.0的打法是抢九亩地过来;2.0的打法是买九亩地过来。但是无论是1.0,还是2.0,如果想让收入增长十倍的话,成本也会成正比例或者至少增长八倍。如果整合不好的话,可能会增长到12倍,甚至13倍。所以麦肯锡给了我们一些数据:很多产业70%的并购都是以失败而告终。

  今天如何突破这样的增长困境?

  《人类简史》作者尤瓦尔·赫拉利教授通过重新思考人类上下一万年的历史,对这个市场提出了一个新的理念。

  他认为:人类社会从山顶洞人进化到今天人工智能的时代,人类认知的转变是非常重要的,这种认知正是人类社会独有而发达的,会讲故事的能力,或者是用虚构故事对未来产生想象的一种能力。

  人与人最大的差距,或者企业家与企业家最大的差距,不是你今天的能力,也不是你今天的财富,更不是你今天的年龄,而是我们对未来的认知。

  二、在消费者主权时代,认知未来

  新零售到底意味着什么?

  我们认为新零售是一场大革命,不仅意味着阿里巴巴提出的线上交易、线下物流的大融合,也不仅意味着京东提出的无界零售。我认为新零售不仅是一个创新的零售,它是下一代零售。

  各位有没有设想过公元3000年或者是3017年的新零售是什么样子的呢?

  今天我们不妨把这个时间的尺度拉近到未来五年,五年后的新零售可能是什么样子?

  今天的新零售意味着我们从过去20年的互联网电商时代走入到一个新的时代,我把它称之为“消费者主权时代”。

  今天我们共同来颠覆一下对未来的认知:

  第一,新零售为什么是一场大革命?

  从增量时代可以随便跑马圈地,到今天存量经济时代,我们的增速大规模下滑,这是一个新常态。

  如果你在十年前投资了一些公司,你的钱可能变少,也可能变没,但如果你投资的是亚马逊,那钱就变多了。

  如果将线上与线下视为一场战争,很多人认为新零售的提出似乎是线上业务向实体店发出了和解的信号,是不是我们的实体店就可以过好日子了?

  其实,这后面还有更大的大招。

  实体经济的蛋糕还在不断地被吃掉,但是好消息是,今天有大量的实体店开始重装互联网思维了。他们开始重装互联网的武器,这些公司在今天也获得了新生。

  第二,一个重大的转变:消费者的转变。

  当我们所有的目光都盯着我们革命的对手的时候,当我们埋怨电商巨头对我们生意的抢夺的时候,其实我们唯一没有真正把自己深邃的目光聚焦在我们的消费者身上。

  要知道,今天的消费者们已经武装到牙齿,消费者一声吼,地球真的要抖三抖。

  三聚氰胺事件是一个经典案例,请问,在座的企业家们有很多也同时身为年轻的母亲和父亲,用国产奶粉的同学请举手。三位。

  他们的胆子好大。但这就是信任。

  我们人民主要的矛盾是什么?追求美好生活的向往与现阶段不充分、不平衡的供应之间的矛盾。在奶粉这个品类里面,今天我们很可怜地看到这个范围里只有三个企业家举手。这可能是我们制造业的悲哀,也是我们奶业的悲哀。

  今天,消费者的力量为什么这么强大?

  我把正在崛起的社交、本地、移动和个性化的消费者称为SoLoMoME(so-social社交;lo-local本地位置;mo-mobile移动网络;me个性化)。

  如同1000个人心目中就有1000个哈姆雷特,每一个消费者都有自己的消费的小宇宙。个性化的力量已经大规模崛起,过去是千店一面,当我们走进王府井百货首层的时候、当我们走进天猫首页,每个人看到的都是一样的。但是今天人工智能正在改变这个局面。

  今天消费者的主权不再仅仅是口号,消费民主、消费平等、消费自由的力量正在进一步释放消费者的力量。

  今天消费者全天候、全渠道、个性化的画像越来越清晰。他们24小时都在下订单了。双十一那天的30%的消费是从凌晨12点到3点钟发生的。

  从1.0小镇连锁的革命,到2.0电商的革命,再到今天我们看到的消费者3.0的革命,这一场革命来得更加的猛烈。对我们意味着什么?我们要有关于实体店的第三个认知。

  第三,颠覆不了的实体店。

  (1)得实体店得天下。

  我们仍然认为实体店是消费者最喜欢的。

  今天有数据显示90后、95后90%以上的消费是在实体店完成的。

  他们没有如我们想象的那样每天都在网上下订单,他们热爱社交,他们呼朋唤友,到了周末他们要去购物中心,要去KTV,他们有自己的生活。

  我们再想象一下,如果我们能把地球上的实体店都关掉,谁会第一个疯掉?对,女人。

  女性朋友们开心的时候会去逛街,不开心的时候更要去逛街。因为实体店是我们人类情感宣泄或情感连接的一个最重要场景。

  星巴克从一个2.5亿市值的公司,已经发展成为一个900亿美金的公司,原因之一就星巴克打造了一个“第三空间”,在家或者是办公室之间的第三空间。如今他们又在互联网上打造一个第四空间,这一切都是为给实体店建立更好的消费场景。

  (2)得头牌实体店得天下第一。

  线下的体验是互联网没有办法颠覆的事情,但是你们更要记住第二句话:得头牌实体店得天下第一。

  不管你经营的什么品类,经营的什么业态,谁能够抢夺到黄金商圈,最好位置的店。

  我们都知道零售业最重要的三件事情是location、location、location(地段、地段、地段)。只有把那些好地段的头牌实体店抢到手上,或者是团结到手上,我们才有可能成为天下第一。

  今天我的主题是“新零售+X”,我故意写了一个加X,这个X是什么?我也不知道。

  它可以加一切,它就是一个空,是nothing;也可能是everything;它是你的想象力,也是你的认知。

  盒马鲜生重新定义了实体店,他们去年的销售突破了2.5亿,坪效差不多是永辉的3倍左右,是整个中国大卖场、超市坪效平均数字的5倍。

  盒马鲜生背后不仅仅是互联网的力量,我曾带企业家去现场观摩过,这家公司是真正在经营零售业。它的货架上没有过夜的猪肉,没有过夜的蔬菜,新鲜度真是第一。这其实与零售的本质相关(下文详述)。

  我认为,在新能源、新技术的驱动下它会产生这样一群超级物种,它不是一个零售,也不是一个资产,更不是一个经营理念。

  它是新零售、新制造、新金融杂交之后形成的具有顽强的生命力的,甚至有指数增长潜力的超级物种。所以我们也认为双十一期间购物平台的狂欢,正在成为一种商业的新现象。

  三、新零售+X如何重构世界存量经济?

  今天,我们如何抓住这一次新零售+X重构世界存量经济的机会?

  一个新模型:产业互联网的新抓手。

  今天零售已经从电商平台步入到一个新的平台:产业路由器的平台。

  在产业路由器平台时代,我们如何干一场大革命?如何突破1.0杜月笙时代那种产品驱动公司的时代?

  去年,一位出版社的社长邀我为《零售的本质》写序言,我便对7-Eleven做了一个重要的研究。这家公司的8000人创造了一百亿的净利润,人效能比肩阿里巴巴。而且它的毛利率居然是90%,这是怎么回事?

  案例:依托产业路由器模型讲讲7-Eleven

  它其实是一个杂交的品种,既不是零售商,也不是制造商,但它是一家制造型的零售商,它通过产业路由器把两万个夫妻店、178个工厂,还有140家物流中心直接连接起来,所以他们不赚中间差价,不赚中间的通道费,不赚交易佣金,甚至不赚阿里卖流量的广告费。这家公司他们在市场上获得了巨大的成功。

  当1.0和2.0的线性组织出现增长瓶颈的时候,我们看到3.0的模式打破了过去传统的线型增长,走向了指数增长。

  3.0产业路由器模式把大量的碎片的存量团结起来,7-Eleven是一个轻资产的公司,只雇佣了8000人,利用彻底的承包的模式,没有自己的工厂,没有自己的物流中心。除了早期的501家自营店,至今没有自己的门店。

  今天我们发现7-Eleven的成本最后逐渐趋近于10%,边际成本趋近于0。这就是一个新的新零售+X超级物种,从线性组织到指数型组织。

  今天我们看看从新物种到超级物种,我们认为,一个好的超级物种首先要站在产业的高度团结产业链上有小B端的贸易商或者是小的零售终端,大量的、碎片化的弱势群体和工厂端、金融端赋能,通过B2F模式,打造一个你所在品类或业态的产业路由器。

  同时,我们要重新为这些小B或者是小F赋能,把他们大量闲置的资产共享出来,形成一种赋能型的共享经济体组织。

  产业路由器只需要做好的三件事:连接、配对和价值洼地。

  连接不再是手工的连接,而是一个数字化的、实时的在线连接。要把我们的顾客、员工、经理人全部连进来。

  配对不再是依靠喝酒、手工、半自动配对,而是依靠大数据,甚至人工智能的算法进行的智能配对。可以通过对人、货。场的重构,实现精准配对。

  价值洼地是非常重要的,怎么才能够创造价值洼地?而不是价格洼地?价格洼地是没意义的,一千块钱的东西八百块钱卖,卖不出来商业模式来的。

  如何形成价值洼地,在成本、规模跟效益之间找到新的平衡?

  我们认为一个超级物种出来,需要把零售打造成共享的零售、赋能的零售,精准的零售。我们要为这种超级物种注入共享的基因、赋能的基因和精准的基因。

  首先,我们要从自营型的平台走向共享平台。

  竞争的本质其实从来没有被改变过,左手拽着效率,右手拽着成本。

  今天,在整个产业链上有大量闲置的资金、房子、货源、人力、智慧……如果我们能够通过打造一个B2F的共享经济型组织,建立一个共享的金三角,做到从重资产到轻资产,从雇佣到众包,同时在规模、效率和成本三个纬度去寻找我们共享的突破口,就会形成新的平衡。

  今天为什么苹果公司能够垄断手机产业链90%的利润?苹果公司从2007年开始,卖的就不仅是一部手机,今天仍有数百万的程序员在为 APP Store(苹果的应用商店)这个经济体免费写软件,于是,他们创造了一个200亿美金的市场。

  当华为、OPPO、VIVO、小米他们垂直地做买卖手机生意的时候,2亿苹果的用户每人每年贡献100块钱,于是,苹果从这个市场拿走了85亿美金,基本上是纯利润,这就是一种新的共享。

  还有滴滴的成功,也是因为它共享了大量的个人汽车资产。

  组织的新使命:我们要从一个交易型组织转变为一个赋能型的组织。

  我们要打造一个基础设施的赋能金三角。

  当然,基础设施包括了物流的赋能,IT的赋能,AI、大数据、金融的赋能。

  海澜之家为什么能够一枝独秀?

  这家公司今年上半年的利润突破了18亿,获得了巨大的成功,我发现了他彻底地改变了服装行业“库存就是癌症”的经济学现象。

  对于海澜之家,我要提到“利他法则”,这是一个最伟大的商业模式,因为互联网只有一个敌人,那就是人类的自私。如何打败人类的自私?那就是要“利他”。

  做好事是可以成就了这些伟大的企业家的。今天海澜之家也通过共享、赋能(比如说他为工厂提供尾货的处理),把供应原材料的老板接入服务的产业路由器里。

  五、从模糊打击到精准打击,如何做?

  最后分享一下新的打法:如何从过去那种模糊打击的时代,步入到精准打击的时代。

  我们要建立一个精准金三角,重构人、货、场。

  人:我们通过产业链、大数据,或者是人工智能算法的驱动重新把众人精确到每一个人;

  货:从长尾到头牌;

  场:从低频交易的卖场到一个高频约会的全渠道体验场景。

  今天我们认为AI不仅是一个技术,它还是继蒸汽机、电器、互联网之后第四个能改变人类命运的技术,是为每一个产业赋能的基础设施。

  所以AI能够赋予新零售精准的力量,从一个everything store进入到everyone store,为每一个活生生的消费者定制一个商店。

  于是,我们要从单品经营的思维进入到单客经营的思维。

  海湾战争能够得以几个星期结束战斗,就是因为它的精准打击的力量。

  回到零售业的本质,左边是商品或服务,右边永远是顾客。当我们迷惑不解、无法创新的时候,我们要回到零售的本质。竞争的本质是成本和效益,零售的本质是商品和顾客。

  六、爱因斯坦法则

  今天增设一个新的法则:

  爱因斯坦法则:E=mc,即盈利等于商品乘以顾客的平方。

  只有那些独具匠心的、有温度的头牌产品才能够激发消费者的口碑。

  从长远来说,今天的人、今天的消费者是一群具有价值观的人,物以类聚、人以群分,这正是今天我们看到的一个个消费的部落正在成长的原因。

  孩子王有一个2000万人妈妈圈部落,年轻的女人每个星期最少有2-3次带着自己的孩子走进孩子王的亲子中心,所以孩子王获得了巨大的成功。

  今天我们看到它的黑卡用户有的已经到了一万块钱,它的ARPU(Average Revenue PerUser,即每用户平均收入)能够到达4700元。同时,全渠道顾客已经冲破了4倍,把一个低频交易产品的卖场打造成了高频约会的场景。

  就像你跟你的男/女朋友,虽然每周可能只见一次,但平时经常交流。这就是今天三度社交的力量,E=mc2的效应就是第一度、第二度、第三度。

  七、总结:不念过去,不畏将来

  二战后,全球格局被苏联或美国掌控。当年的形势下,戴高乐将军提出团结欧洲,谈何容易?在一片战争的废墟上,他们先从煤钢这个品类切入,在1952年建立煤钢共同体。于是,从煤钢共同体到欧洲共同体,到1994年的欧盟,今天欧洲已经能够三分天下。

  我们在中国的情势下设想,中国的每一个品类、每一个业态、以及在座诸位所在的市场就是一个个大的产业整合的风口,今天我们已经进入其中。

  这是存量经济时代给我们带来的巨大的红利,这个红利期,我们要放弃1.0,不再做抢别人地盘的模式;也要放弃2.0,不再做买别人地盘的模式,我们可以选择一种新的道路——3.0模式:产业路由器。

  在这个超级物种的时代,以十倍,百倍甚至万倍来计的团结存量产生的“大坝效应”,像杠杆一样,撬动企业家们的野心和资本家的资本力量。

  并且,我相信这个杠杆不是一个加法,而是一个乘法。

  莎士比亚曾经说过:凡是过去,皆为序章。

  马云说过,我们心中要有梦想,万一实现了呢?

  我们的座右铭是:不念过去,不畏将来。

  在你们所在的品类、市场,你们有没有可能成为那个戴高乐将军?我相信这一切皆有可能。

  作者:颜艳春

  来源:http://www.cyzone.cn/a/20171126/318949.html

  本文来源于人人都是产品经理合作媒体@创业邦,作者@颜艳春

  题图来自unsplash,基于CC0协议

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