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母婴专卖店VS大卖场母婴专区,究竟谁的生意更好做?

转载来源:新母婴店 发布日期:2019年02月19日 连锁加盟

母婴20年,过去那种躺着都能赚钱的时代已经过去了,彼时大大小小的母婴店开了不计其数,有的生意看起来一片大好,有的却丝毫挣不到钱,入局者众,破局者少。其中,不同渠道之间的竞争在所难免,有专卖店老板抱怨说是自己家的生意之所以难做和大卖场有直接的关系,那么,母婴专卖店和大卖场母婴专区究竟如何做比拼?

母婴专卖店和大卖场母婴专区

母婴专卖店:

门店经营者自己单干,亲自守店,做与婴儿用品相关的生意,以其中几系列为核心,贯彻多品牌战略,别家的产品都附带经营。就位置而言,一般是在医院、小区、乡镇等,进货渠道畅通,能及时补货。一般来说,营业面积不低于50平方米;首期进货资金不低于4万,备用资金不少于2万元人民币。

大卖场母婴专区:

进当地人气旺的超市或商场,商场以提成或租金的形式分成。一般来说,首期进货资金不少于20000元;不需用考虑装修,不需用考虑人脉,只要选对好的产品。经营者可进可退,生意真的不好可以全身而退,生意不错可以考虑自己开一个专卖店。

专卖店如何比拼大卖???

第一、客流量

从表面来看,相比于专卖店,大卖场的客流量要大很多,但这其中不乏只是进来逛一逛、看一看的非潜在消费者,人到了、消费动机还在酝酿当中,并且,各个品牌的专区只是一步之遥,顾客停留的时间不会很长,各品牌间的干扰性也很强,导购很容易错失销售良机。对于购买意愿不是特别强的顾客来说,在快节奏的接待中,很容易受干扰,导购也很难营造出人情味,因此成交量也是极其有限的。

反观专卖店,虽然日客流量相对小一些,但是来者都是潜在顾客,大多带着强烈的购买意愿而来,顾客进店后,停留的时间也会相对久一些,他们完全可以享受一个较为完整的接待流程,便于导购发挥自己才能将顾客一举“拿下”。另外,专卖店的回头客略多,导购朋友式的服务会使门店收获一大批忠实顾客,老粉带新客,也是一种手段。

第二、知名度

一般来说,母婴用品经营者会选择人气旺、口碑好、备受消费者青睐的大卖场,借助大卖场自身的品牌效应为其谋福利,这同时也省了一大笔宣传广告费,只要卖场有消费者,自家的生意就有希望。此外,有一部分母婴消费者怀疑小专卖店的可信度,更多地是相信大店,觉得有保障,这种信任感是建立在卖场整体品牌的基础商的,也算是大卖场的一大优势。

对于专卖店而言,单枪匹马孤军奋战,一切都只能靠自己,因此,拿自己的劣势和别人的闪光点比自然是不可取的。面对大卖场知名度的压倒式优势,专卖店应该做的就是在与顾客的沟通中,积极打造自家产品品牌的知名度,以及导购服务人员的专业性,同时突出专卖店的专业定位,一句话概括就是用自身的专业度去对抗卖场的知名度。

第三、服务性

大卖场的性质决定了它的服务标准,在卖场购物时,会涉及到多个环节,例如服务中心、营业员、导购、收银员、配送员等各类工作人员,存在多个对接点,很难做到十分细致和周到的服务,如若在某一个环节出现或大或小的问题,很容易影响消费者最终的决策,从而放弃购买。

与之相比,专卖店作为一个独立的门店,基本上是一条龙服务。消费者在一个不大的门店,就能够看到自己所有希望关注的产品,从顾客进店到顾客成交往往是由同一个营业人员服务的,一是沟通可以更仔细,服务可以更细致,二是,人情味比较重,有利于之后的销售。此外,母婴店的母婴商品线更长更深,消费者可以买到更多不同的专业的产品。

第四、促销力

每逢节庆大卖场必有活动,卖场内的母婴专区是跟随着整个大卖场的步调走的,往往由总部统一规划,自主性很差,缺乏足够的灵活性和变通性,且时间、地点都很固定,顾客适应了这种套路,很难感受到惊喜。

专卖店就不一样了,店是老板自己的,自然是自己说了算,发挥空间相对大得多,不用计较太多规矩,促销活动的时间和地点可以自由调整随时支配,对于促销时间,建议专卖店提前进行,对大卖场的固定节庆点活动进行狙击。此外,大卖场的门店是固定的,专卖店可以走出去,走进医院、社区、街道、公园等,有针对性地做促销。

写在最后:近两年大家都在喊着说生意难做,其实不是没生意做,而是做生意的人越来越多,竞争激烈了,钱就不好挣了。因此,门店经营者要在抱怨的同时,先在自身找原因,问题总是要解决的,也总能解决的。最后,新年伊始,祝大家生意兴隆,越来越好。

网友评论

摄影师

  • (游客) 3小时前

回复主题:东莞等多地公办(集体办)幼儿园酝酿涨价 普惠教育面临成本难题

我来算算幼儿园有多挣钱,比如某个地方的一个幼儿园,大班一个班50~60人,一个老师一个保育员,老师工资2800 保育员2200 班上最少50人,孩子一个月880保健费,还有乱七八糟的费。老板私立幼儿园,租的房子一年貌似30w 基本上一个幼儿园保持在180个生源,来算开账。

喵儿喵喵喵喵

  • (游客) 3小时前

回复主题:东莞等多地公办(集体办)幼儿园酝酿涨价 普惠教育面临成本难题

现在幼儿园确实读不起啊,按照我们这里为例,如果是农村就义务教育,压力还算很轻,一学期就千把块,但是书全部都是自己买,学?;峥プ?,让家长去买书。如果是城市,作为农村人要先买房,然后根据区域分配去读书,一般的公立在8500左右一学期,私立根据各个学校不同收费,上万的样子一学期。

余生再见不相识

  • (游客) 10小时前

回复主题:五部门联合发文治理校闹,明确8种“校闹”行为,在学校拉横幅、摆花圈或受处罚

仔细看看全文,最后一句非常有意思:师生、家长或校外人员以其他原因在校内非法聚集,游行等参照上述规定处理,这个应用场景广泛了??!无论什么事学生集会游行,都可以扣上这顶帽子 也难怪,有些人当年不就靠发动学生来成事的吗?同样的错误自己怎么能犯?

忙碌小琪

  • (游客) 2天前

回复主题:安徽铜陵市教师周安员师生冲突后崩溃投江自杀,教师家属打算起诉学生家长,谁该为这起悲剧负责?

怎么说呢?社会上很多关于老师的新闻,老师如果真的做错了,整个教育局带着老师去给人家赔礼道歉,这个我没意见,这就应该的??赏蛞灰羌页ご砹四??不见得有警察押着家长给老师赔礼道歉。现在的老师们大多当得憋屈。如果有关机构能够在老师受委屈时站出来维护老师,老师也不至于寻短见。

阿坷

  • (游客) 2天前

回复主题:安徽铜陵市教师周安员师生冲突后崩溃投江自杀,教师家属打算起诉学生家长,谁该为这起悲剧负责?

说实话,制度没有保障或者某些巨婴家长不改变态度的话,吃亏的是孩子,最后的结果就是老师该干嘛干嘛,讲完一堂课下课,她没有什么损失,最多少点奖金而已,可是作为巨婴家长,我想多年以后社会和法律会教你的孩子的。

青豆丝

  • (游客) 2天前

回复主题:安徽铜陵市教师周安员师生冲突后崩溃投江自杀,教师家属打算起诉学生家长,谁该为这起悲剧负责?

为什么现在中国的教师完全活得一点尊严都没有?熊家长为什么要被有关部门惯得像巨婴一样?!无非就是教师,有文化但没有权利,如果对方是公务员,结果又会怎么样呢?凭什么学生的一切悪都要教师来背锅?像这样下去?中国还有教师么?还有没有真正意义上的教师?!这样让人寒心,害的是谁?

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