快消私域打法营销指南

传统消费品打法正在退潮,

新一轮私域起盘单品牌方法论正在畅行。

缺乏互联网基因与线上零售思维,导致众多传统快消品在战略转型中“极具摇摆”。

打开搜索引擎,输入快消品如何转型,如何做好私域,如何年轻化跟随潮流有百多万条信息,可见传统品牌对于数字化转型的需求日益在增加。

不论是元気森林,花西子,王饱饱,还是完美日记,这些新型品牌在市场中拔地而起,颠覆传统快消品对于品类创新,新品牌建设的认知,同时新型渠道打法也在经历全新变革。

传统零售型品牌起盘铺商超,招募代理的方法论似乎慢慢变得失灵。

头部流量平台和用户思维发生巨大变化的今天,处在半山腰的新品牌与旧品牌重塑,我们如何与用户玩到一起,用较少的私域流量成本撬动“品,效,销”三合一是众多传统品牌需要补齐的认知。

本文将从品类创新,新品牌定位简述开始,以marketing视角为横切面,聚焦“私域闭环建立”,营销矩阵,打法为前提做一套私域起盘新品牌,如何用极少成本撬动增长的模型,可供转型私域营销期,中大规模快消品建立数字化前阶段以及中期发展参考。

01 开创新品类

在与做快消品牌朋友交流中,我经常看到这样的问题:“我们做的是一款茶品,类似于冰红茶,绿茶”,现在最头疼问题是“渠道”,除天猫,JD,新电商平台外,我该怎么去做市场,怎么低成本营销获客建立私域,有没有更好的主意。

一般这类朋友,我通常给予回复是:

“如果早期阶段规模不够大,那就放弃吧”,或者在原来包装之上改头换面,升级“新品类”,重塑营销模型。

为什么呢?

很简单,你在一个旧品类市场抢占更多份额,且品牌定位,视觉语言锤还是旧认知方法论,品牌不能够直接关联某个品类中“TOP5”,那营销就会显得偏重,因为头部品牌已经把这个品类相关用户认知教育成熟。

想要占领旧市场份额,后期投入便会加大,如何在存量中吸引更多“用户对品牌选择呢”?这就涉及到“新品类战略”思维。

之所以熟知品类,是为了让单品牌在更大规模的市场中崭露头角,品类选择直接决定单品牌的规模及用户量能够做多大。

那什么是品类?

这个词由来应该从2004年说起,它有两个定义,维基百科给予的定义为:

顾客在购买决策中所涉及的最后一级商品分类,由该品类可以关联到品牌,并在该分类中可以完成相关的购买决策。

如提起空调,80年代人能够感知到格力,海尔,提到矿泉水,顾客能想到农夫山泉,怡宝提到超市,顾客能够想到沃尔玛,家乐福,因此空调,矿泉水,超市这些都属于品类。

其二定义为:

品类就是满足需求的具体手段,而且被顾客以自己理解的方式作出分类,简单理解为“类种差”

什么是类种差?比如元気森林,饮料中的气泡饮料。

顾客在消费决策中会涉及品类,但不是最后一级。顾客并不能在一级分类上完成购买选择,而且该分类通常也关联不到品牌,这种分类就是“类种差”。

有时也叫某个大类中的“具体品类”,如何创造一个新品类呢?简述拥有这几个方面仅供参考。

1.要有根

什么是根?简单来说,我自己品牌属于哪个“大品类中的一项”,在大品类中去做老市场创新,因为有根才能分流存量中的用户需求。

如上述做饮品的朋友,客户需求往往有现在的品类(冰红茶,绿茶)满足着,我们要把根放在“旧品类,抽象品类中”,就犹如把自来水管接入到城市自来水主网,才能分到水,接入的水管越粗,位置越好,分的水也越多。

若前期全凭某个idea去研究做品牌,就如自己刨坑插管子,不是不可以就是效率比较低,从市场营销策推广时就会出现无法聚焦攻破某个点,不易抓住用户。

如酸奶,豆奶对接的是奶中所需微量元素,汽车,卡车的根是车,对接的是运输以及对出行功能需求。

再比如“中药品牌”,把中药打成粉末,品类命名为“某粉末草本”,显然这个产品是无根的,因为没有人会买草本,所以根是品类的大项。

2.要有对标性

开创品类的本质是“旧认知升级”,犹如元気森林抢占“可口可乐,雪碧”市场。

首先需要找到旧市场在哪,和老产品用户对于旧品牌的认知关键词,年龄段,然后用新品对焦旧市场的这些人,重新塑造“营销概念”。

例如可口可乐主打碳酸饮料,ph值在3.5左右,碳酸在胃中就会分解为CO2和水,所以摄入碳酸饮料后会打嗝。

但重点是在“糖类”,饮料中含有大量的糖,而糖最终进入三羧酸循环而生成能量,这个中间产物是酸性,长期摄入就会缺乏营养,导致肥胖,易损坏**等。

而元気森林则是在“旧品类”中做老用户痛点调研,挖掘,找到那批比较关注这些痛点的用户群,从而推荐0糖型气泡型饮料,其本质是用新产品解决旧产品痛点市场。

3.不做分化

凉茶的市场有癍痧凉茶,罗汉果凉茶,夏桑菊凉茶等,如果当时企业推出的是罗汉果凉茶或去推小品类凉茶,那么企业就会陷入“罗汉果”和“凉茶”两个概念的窘境,而复杂的概念往往容易使消费者心生排斥。

康师傅1996年投入茶饮料的生产,当时推出柠檬茶与花茶,1997-1998年又相继推出冰红茶,绿茶与乌龙茶。

随着2000年茶饮料市场的升温与旭日的衰落,康师傅茶瞬间走红成为中国包装茶饮料市场领导品牌。

虽然康师傅最早推出的几款并没有大火,但取得成功的主要是“冰红茶与绿茶”,这就是品牌分化的规律,从主流到支流。

若从企业角度打新品类概念完全可以用矩阵式产品去投放测试,不要押注一款,元气深林早期也同样的策略。

自己做单品牌创新时,也要注意头部企业卡位品类,自己品牌处于尴尬的分流,不仅会成为炮灰还会让用户觉得概念太复杂,不容易记住。

品类创新属于“高维打低维”,属于战略制高点,也是长期主义,由于品类课题过大且内容过多,我只以简单的关键点阐述,每个品牌都要有品类意识,这样才能吸引更多用户去创造更大规模市场。

02 定位新产品

做品牌逻辑与“原本做品牌逻辑”最大不同在于过去先做用户认知,在做渠道,原来渠道媒介都比较集中,供应链比较分散。

而现在随着时间迭代多平台让渠道更加碎片化,同时超级供应链实际是非常集中。

从花西子,完美日记案例能够看出,现在是“你只要有用户”,OEM一款新品牌相对比较容易些。

由此可见近些年做消费品,实际上都是在做“流量与人群的生意”,那么如何找到一款商品是否能建立新认知呢?我总结有两个方面:

1.找高潜力品类特点

如若没有巨额资金投入,自己初创品牌最好找个品类有一定认知基础的,这样可以降低“用户认知成本”,很多人认为快消品卖的是视觉冲击力,要日新月异,人无我有,其实这个逻辑只对一半。

若某个品类消费者完全没有认知,你就要花费极大精力和金钱去教育消费者,在这之前或许你根本卖不动,连熬过生存期都比较难。

其实所谓商品求新的本质,往往在商品的具体形式上,品类是战略的制高点属于冰山底层,企业做品牌同样谁也不会上来做市场就先亮出底牌,所以要选择一个广而大赛道很重要。

2.找到大众化的品类潜力

很多人初创做品牌认为自身营销预算局限,索性给自己扣上个“小众”帽子,这种小众往往会禁锢思维。

品牌小而美核心在于“小众感”,通常指品牌个性和表达主张的小众,这是由“内容传播”而定的,并非是针对人群。

所以我们尽可能还是要从大众化视角去出发,然后聚焦小众规模,特性,最后随着市场变革,需求就会变得过大,加上合适的social才能出圈,什么样的品类才具有大众化潜质呢?核心有两个方面:

其一:符合当代趋势需求

譬如孤独经济,我一个人吃饭,一个人旅游,一个人宅在家录制vlog,以单人场景去切入快消品是最大的痛点市场,像出现的懒人火锅,手机游戏,速食酸辣粉等等。

另一种是“颜值经济”,当代不乏很多男生也注意护肤,美妆,个性服饰等,轻医美也是众多人的选择。

例如“有机食品养生,低糖低脂代餐品,体重秤,健身瘦身器材等,娱乐经济下的休闲零食,直播,短视频相关等等。

其二:传统类目下细分品类

大类目(女装,护肤,休闲食品,家居)等相对很成熟,并且有足够市场容量和消费习惯,从细分角度如果品牌做出特色,也能支撑其一个大品牌,不用担心市场空间不足。

比如元気森林气泡水饮料,小仙炖即食燕窝,还有一些苹果醋都是大类目下细分类目,反之那些本来规模较小品类就没必要过度细分,否则会因为整体市场小而品牌支撑不起来。

如何做好定位的三大策略

a.名字IP差异化

消费场景决定消费需求,消费需求决定产品定位。

根据《95后数据报告指出》,95后人口数量已经达到2.5亿,这些未来消费主力军生活习惯决定新品牌在产品,渠道,市场的做法完全不同,所以名字是与用户拉近关系的第一步。

毕竟名字会随着时代周期而发生变化,市面上拉面说,小仙炖,王饱饱,钟薛高,三顿半,水茫茫果汁等正代表新物种的崛起。

他们的方法论也较为相似,用新名字(IP)化重新定义产品内涵,赋能产品全新外貌(视觉锤),与传统品牌形成差异化竞争。

你也可以起名字为“老弟茶”“牛气蛋糕”等等,摆脱传统定位心智,这种迭代升级的模型,通过新的用户选择,市场定位,新的产品创新与使用方法。

然后加上直播,短视频,内容,网红等新型渠道,直接形成与传统品类完全不同的打法,会对传统品牌形成不可思议的颠覆。

b.细分轻量化

需要有8000米长焦镜头的“定焦思维”去聚焦。

竞争成熟的大类目中市场需求也是最大,新品牌可以从大品牌看不上或相对薄弱方面入手,在一个领域攻破后有部分用户量,然后在铺设渠道,也是当前主流的方法论。

比如完美日记就避开大品牌扎堆护肤品的策略,从小规模彩妆切入,而花西子则是从口红这种看起来技术要求低大品牌竞争小的品入手,通过国风设计,差异化内容传播形成优势。

a1零食研究所则是从蛋糕入手,核心在于打法创新,别人想到蛋糕一般为线下场景,但a1变成线上相对是新场景销售,而线下变成(活动的地方)竞争自然也就小。

这种做法犹如战争中的骑兵,从敌人侧面而入攻击对方防守弱的地方,先占领一座小城池,做强自身根据地,然后再吃四方。

鸟哥笔记,用户运营,王智远,会员运营,用户运营,私域流量

《来源:完美日记官微》

C.充分运用撩汉思维

给品牌穿上外衣,做好语言锤。

喝过三顿半咖啡的朋友一定忘不掉它文艺包装,提起江小白你肯定会想起它的文案风,说起小仙炖你会想到燕窝即食化,加上网红种草,成功将燕窝窠臼的场景变得“有趣化”。

想起钟薛高,你或许会觉得它脑洞清奇又高逼格,我把这套方法论总结为“撩汉技能”。

你试着这款产品就是个美女,你的受众就是25-30岁男生。

你要给她穿什么衣服(视觉锤),让她说什么语言(萝莉,卡哇伊等)就用什么媒介渠道,而这一切的操作手段从品牌角度都叫“重塑认知模型”。

高颜值设计加上电商渠道销售合力,绝对可以让你赚足“流量”,可以说从定位新产品创造“新物种”上,市场永远有新可能,而且这些点或许来自于你公司一个95后的实习生。

想要做品类的“优等生”最大的竞争不是对手,而是消费人群与市场的洞察力,你用这套方法论做出规模,后续完全可以把“品类与品牌”关联起来,形成高壁垒认知。

03 私域冷启动新品牌5个模块

新品出来如何获取第一批使用用户,这是众多品牌核心问题之一。

我并不推崇所谓高举高打方式重精力做投放,毕竟新品也需要迭代,它包含“口感,视觉包装”等,我也看到很多品牌初期创始人拍板后就不在迭代,这是非常传统的思维。

对于第一批商品研发,起订量不建议做大规模,同时不要着急想着找渠道,找代理,那么在做市场动作前需要做什么呢?

1.首先想清楚这几方面问题:

分别为:商品是针对什么人群?竞争对手在哪里?什么消费场景?我的产品和过往产品有什么不同体验?(是体验不是质量)。

针对上述问题从行动层则概述为:

在哪些流量场域里我最能找到这些人,如何找到?在这些流量场域里,我想要清楚表达出“产品理念”和“体验提升”的关键要素是什么?

只要有1-2个特别清晰,能够集中人的场景或故事,如果没有,用户则会匹配旧场景认知,形成自动关联,最后新品牌可能就脱离团队的理解曲线。

同时讲究“用户精细化运营时代”,团队还要想清楚用什么样方式保持和消费者持续互动?以及如何提升创新力(内容营销,商品营销),要保证持续更好商品品质,关键点是什么?

如果要做渠道代理,渠道动力源是什么?如果走直营模式,我的数字化体系,DTC如何建立?

如何保证规模化之后的生产与服务做好这一切,我需要什么特质的人或团队?初期配置是什么样?

2.试用活动是你的第一批种子用户

试用活动是最容易获得“第一批用户”反馈直接有效的方式,往往也是收集“口感”“意见”最好的地方。

在试用后也可以邀请伙伴们帮忙转发链接,打卡“发朋友圈”,邀请更多人免费参与互动,品尝,这样商品的影响力会进一步扩散。

但前期你的领地要做好,比如“双微或一视”,最起码要有些商品介绍,品牌使命,愿景,价值输出,好让更多感兴趣的用户了解你。

同时试用活动记得留“微信”,后续邀请更多人入社群,这样就有了免费的基础增长飞轮模型,试吃活动可以按照周期持续的做,属于商品补贴范畴。

3.去你的目标场域里面找KOC

还记得上述里问题吗?在哪些流量场域里我最能找到这些用户群体,如何找到?

比如彩妆第一批用户是什么?95后,18-24岁Z时代女性,那么他们通常会看什么社交媒体?会在哪里?小红书,bilibili,抖音,快手?彩妆微信兴趣群?

所以当你把这些问题细化后发现目标将会更加清晰,接下来可以花些极少成本做商务合作。

比如邀请他们成为品牌体验官让他们免费体验,然后撰写体验心得,如果觉得好可以进行自媒体,朋友圈售卖,给予适当的奖励。

记得从市场角度把这些信息下来,你可以让团队新媒体把案例包装输出成为“一场体验活动”,这样用户有参与感,品牌有互动,因此你的基础用户飞轮又扩张一步。

边打磨商品边做增长,这时你会发现“包装里小卡片对用户非常有用”,它是一个获客入口,前期可以引导加企业微信,后期规模大以后慢慢进行迭代,放小程序商城入口不是不可。

4.新电商渠道以及KOL

若SKU不够多,开个天猫京东旗舰店的确不划算。

当然投入京东天猫店就涉及到运营及推广,一般开起来加上运营人员,一个月成本也在不少,如果在预算范围内可以考虑,当做一个销售获客渠道不是不可。

新电商也是不错的选择(抖音,小红书,微博,社交电商平台),但这就需要持续内容运营,也是品牌不可缺失的部分。

如果着急销量可以种草式找中腰部KOL短视频合作,记得每次投放物料上要有能够引导用户添加微信的入口。

并不是KOL价格便宜就是首选,与品牌的调性匹配与历史数据也很重要,有的KOL带货能力不强但可以起到持续内容种草效果影响决策,新电商平台的主播可以持续投入,有两个方面选择:

其一是“定期邀请些素人或小有名气的人直播”,

其二是“合作外围一些大的IP”。

微信小程序是必备品,是私域营销中核心一环,前期可以使用SaaS供应商来解决,也可以做些营销推广,比如联合公众号做些付费定向朋友圈投放,以获取曝光的同时带销量。

5.跨界与联动的合作

小品牌异业合作一般“流量群比较小”,也属于持续积累的过程。

对于小品牌之间的合作是否出圈取决于“创意和内容”,合作中根据联名的规模可以进行些适当的外围投放。

确定异业合作的第一标准是“我需要什么样的用户群体”,以及“我能为对方提供什么”和“我能为用户提供什么”。

异业中可以采用买赠,打折,抽奖,限量,促销,联名款等各种玩法,根据活动规模而定,也是持续可投入的事情。

不过异业合作带货并不是一剂良药,核心在于“品牌联名势能曝光”。

合作中要充分利用好每次“营销传播机会”,一些常规物料不但公众号可以进行内容包装推送,微博,哔哩哔哩等均可以分享。

但需要注意品牌调性,要有内容性而非广告性,合作不一定是商品与商品间,也可是其他范围,比如三顿半✖书店,王饱饱✖餐饮,认养一头牛✖️花点时间等。

6.内容是新快消品牌主战场

万物皆可流量,流量的本质是“内容”,所以新品牌要变成“内容制造机”,很多人认为渠道是品牌主战场,我更认为互联网时代“内容”也是。

现在流量渠道均比较零散,那么怎么抓住有效群体呢?

答案是“以品牌为中心长期投入做好内容”,这些内容包含:科普知识,用户体验;品牌动态;素人代言;匠心公益;营销玩法;跨界合作”等等。

只要能被用vlog拍下来,用音频,图文呈现的东西都应该被制作成为内容,而这些内容均可形成为“矩阵”,在公域进行获客,一方面是免费广告,还做品牌传播。

比如认养一头牛,在头条,百度,知乎,抖音,好看视频等公域平台均进行公域布局,用户不管是搜索还是算法推荐,均有被种草可能。

上述5个方面前期打磨商品及品牌宣传均可使用,若再有个优质的品牌故事,那打通消费者心理认知与粘性将会变得更加容易。

04 单品牌流量触点组合拳及打法

线上方面,快消品私域的核心矩阵在于“个人号+社群+微信小程序+公众号”,个人号充当IP的角色。

譬如完美日记,社群充当强触达用户信息的地方,用来每日推送优惠福利以及内容活动,微信小程序用来做交易和与用户互动,而公众号用来沉淀讯息以及多触点打通几者的连接点。

若在之上扩充,那么微信搜索,支付卡包,LBS,小程序系统入口(任务栏,客服消息,小程序互跳),发现入口,企业微信”,均是可以触达用户联系方式的地方。

从线下角度,商品瓶身本身二维码也可进行营销,譬如使用活码植入互动转盘,抽奖领红包,植入企业微信,公众号也是种入口设计。

鸟哥笔记,用户运营,王智远,会员运营,用户运营,私域流量

《来源:图虫创意》

吸引用户的力度根据“商品活动补贴而定”,我遇到很多商品开盖扫码领红包可以领0.3-1元不等,这对下沉市场用户来说非常感兴趣。

其次发货快递包装也是流量入口,很多京东天猫商家习惯在包装里面发张“收货小卡片”。

卡片引导用户添加(个人微信,企业微信),然后返还5-10元活动,这本质也是获客且成本很低,这些动作中话术引导很重要,一定要精细化站在用户角度进行设计。

1.30万以下市场规模打法:

此阶段属于早期核心是“用户精细化运营”ALL-in线上版块,若预算不足起盘用户量又少,商品定位后重复上述起盘的5个标准动作即可。

主要功力在于打好基本盘,把私域基础池子做起来才能围绕用户做飞轮。

简单来说:“做好IP号,发好朋友圈,做好公众号(视频号)内容建设,多做KOC,KOL试点,多做几场线上活动”,引导加微信,做好内容建设是最接地气的方式。

此时最考验的是“用户运营能力”,这包含IP和社群,尽可能把微信个人号打造成一个虚拟的人物,每天按照拟人角度推送朋友圈,点赞用户。

做社群并不是简单的卖货,每周可以固定安排“专业知识分享课”“邀请KOC,KOL来分享心得”,同时也可以做些附属知识。

譬如牛奶品牌“每周开设养生课堂”,持续循环下来品牌社群就有基础的调性,为后续品牌线下快闪店,做会员制裂变营销,寻找品牌自身KOC,甚至于开设线下店铺做铺垫。

我曾经喝某款速冲咖啡加入一个社群,他们运营除普及“咖啡知识外”,开设“每周有书共读”。

最后居然把内容作为附属品让我开通喝咖啡月卡,用会员卡作为诱饵做分销,赠送每月12次有书联名共读来督导我学习,当然后期围绕商品做分销。

假设你有部分预算不妨此阶段抓紧建设“小程序社区”,配合新用户做好打卡,挑战赛,PK等各项活动来沉淀内容。

未来新品牌用户数字化终将成为自组织形态,品牌会有自己的粉丝群,围绕粉丝群做一切商业模式延展。

比如你可以看到元気森林小程序(元气会员店)中的研究所,分为试吃招募,内容招募,花样吃喝等各种版块,这都是为后续用户粉丝团做准备,即使招募代理相信这些人群也是首选。

此阶段也可以依靠新电商做渠道,从市场营销端品牌建设也是不可缺失的,适合用公关思维去打品牌。

不同节日可以拍摄不同风格TVC进行联名传播,说不定某个借势营销就会让品牌出圈,上述内容可以齐头并进推进。

2.100万以上用户打法:

此阶段品牌基础建设已经完成且小规模化,内外SOP也已跑通,从品类创新上可以开拓新产品研发扩充SKU,从市场侧可以加大公域渗透率投入行业种草玩法以及综艺打品牌三个维度。

线上依然采用零售自营,清洗各大平台KOC,KOL持续种草,线下可按照大区和渠道类型进行分配,招募合适渠道人选投入扩张是最好不过的选择。

当下已经不适合人肉运营用户,此时从包装升级维度,一切以线下为场景的营销二维码(包装上)可以替换成企业微信。

使用企业微信的核心在于沉淀“数据资产”做用户选择与调研,为后续新产品投放渠道做更多测试,同时有很多营销功能能够替代人肉,譬如标签推送,数字化会员,营销促达,激励体系等。

营销层面,百万规模对于品牌力是种考验。

此阶段可采用“明星代言”“电影贴面”“综艺植入”“电视,电梯广告,联名公益”投放方式来更高占领市场地位,当然这一切要学会借助时机,往往在重大节日联合“头部平台一起做”是最好不过。

比如参加618,双11大促,众多品牌联名抱团,携手头部网红,著名歌手营销等等,这一切都围绕品牌定位调性去做。

花西子是典型品牌参考方式,公域流量主要策略是“娱乐营销”。

比如选择部分具有开发潜力明星合作,如杜鹃,周深,以及部分非热点型综艺,如新生日记,少年知名,这类综艺相对而言刊例价格不算贵,但赛道非常年轻。

再者行业赛道种草不能停,小红书,抖音,bilibili,微博还是需要大量投放KOL导流用户至私域,线下版块此时可以开设体验店。

比如花西子在品牌服务版块的玩法,线下多次推出“万人体验计划”,以体验为噱头实则是粉丝共创品牌。

线下的方式最后会演变成为自组织,一方面传达品牌设计理念,另一方面通过邀请用户参与品牌供应链制作过程,逐渐也是培养自品牌的KOC,KOL,他们也会在其他媒体为你传播。

05 店面+无人零售打通线上线下

当品牌力和用户量达到一定规模和竞争对手带来的压迫时,市场便会遭遇瓶颈期,此时就需要更多新故事,新渠道来支撑以夺取更多市场份额。

对于极速发展中单品牌来说,此时SKU已经逐渐全面化,开设店铺,无人智慧零售空间是最好不过的选择。

1.打造好样板间

样板间的选择有很多模型,比如彩妆类开线下小规模店是最好不过,用户有体验场景还可增设额外服务。

对于饮品快消类如元気森林,用发展眼光看无人售货机更受欢迎,随着数字化发展,无人售货机更能实现“标准化作业”,且履约能力快,铺设面广,但也需要足够多品类支撑。

店铺有高壁垒但也有极大痛点,比如美妆属性类开店成本高客流量不能控制,但对于95后,00后来说线下门店的本质是“体验感”。

市场数据调研值得关注点为在选址上,美妆集合店偏爱在优质商业地产圈开店”,以确保客流量,比传统门店更能吸引消费者。

以雅诗兰黛这类成熟国际美妆为例,品牌一二线城市专柜相对饱和,下沉市场拓展更依赖线上渠道,而非去开线下店。

这也正符合线上化品牌做线下终端逻辑,用数据画像驱动“选址”。

若直接从线下开始的门店,与线上渠道对比时发现,线下虽具备可适用性,即时获得优势,但仍然缺乏战胜线上渠道的优势,即价格优势。

所以“单品牌初期”先建设线上履约能力,用线下打造样板间树立品牌形象,线下做获客是不错的选择,至于经营方面当成附属品即可。

除了“彩妆”类目外,其他类目也有多选择空间,比如“休闲零食”更适合做“体验空间”,到达一定规模做跨界增长,将零食融入为体验场景店,你也可以做“休闲按摩”“书空间”与零食的融合。

第一个店铺运营逻辑,从线上线下一体化角度来说,导购IP+企业微信+社群+小程序+支付系统+供应链融合是再好不过的事情。

具体怎么做?而从开店角度营销层面做好线下BA线上化,客户消费引导添加微信,使用小程序下单,在线支付,线下取货,这条流程即可,而其他方面从单品线上SKU的发展,你已经完成闭环的建设。

2.无人智慧零售

中投产业研究院发布的《2021-2025年中国无人经济行业深度调研及投资前景预测报告》中显示:2017年国内无人零售市场(含自动售货机)市场规模近218亿,三年复合增长率在44.4%左右。

随着无人货架企业运营经验的不断积累加之中国各行业巨头的陆续加入,行业集中度不断上升,资源逐渐向头部企业集中,无人货架行业将逐渐走向成熟规模规范化。

因此,未来五年中国无人货架行业规模将持续增长,2023年有望攀升至24.4亿元。

不管是无人零售还是货架,本质都是零售供应链终端的一个分支领域,具有链条长,市场开放的属性,它不会形成“独立的商业模式”,会成为大品牌的渠道附属品,因此无人货架不是拼“铺点的游戏”。

前期追求铺点盲目扩张,忽略后端运营数据赋能,直接就会导致点位越多,顾客体验越差反之亏损就越大。

国货SKU渠道大战本质已经开始,受到城市发展不均衡,消费喜爱偏差大,场景SKU有限,运营管理重重等因素,无人零售确实商品供应和需求上还未真正做到融合唯一。

未来消费品牌做无人智慧零售空间巨大,它一定是千人千面,千柜千面的,大品牌每个货柜有自身爆款,且为小品牌提供售卖空间。

只有在单点打造爆款SKU的同时,拥抱众多小而美品牌携手共赢市场,或许才是让消费者心动,让用户为商品付费的核心,也是未来一大趋势。

商业的本质是创新和效率,不管是做店还是做无人智慧零售,终将不是单品牌的终局。

大时代背景下互联网并不能改变交易的本质,互联网只是通过效率的提升,成本的降低和更快的创新更好地满足客户或消费者的需求,创造出了更大的价值。

 写在最后:

这套方法论适合很多快消单品牌,也适合数字化。

比如瑞幸从一杯小蓝杯咖啡截止到2020年开设3898家直营店,喜茶从一杯饮品到2020年底开设800+门店。

还有新一代国货完美日记们,未来会有更多新品打破跨界新营销格局,比如正在崛起的王饱饱,元气深林……….

人口红利浪潮下,国货品牌正在迎来前所未有的发展时机。

所谓巨头难调头,老品牌抓住机会在于“数字化与年轻化升级”,新品牌抓住机会在于“拥有互联网基因,卡位品类,玩转用户”,携用户令诸侯敢于自我颠覆,祝你在营销的路上越走越远。

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