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母婴营销人如何开年布局?用正确的姿势开启2019年新事业

转载来源:母婴行业观察 发布日期:2019年02月25日 连锁加盟

新的一年,摆在各位母婴行业营销人面前的,可能又是各种各样繁重的任务。新的一年,要有新的起色!员工的收入要增长,客户的利润要增长,企业的销售要增长,老板的生意更要增长!各种增长的需求催促着我们得出去开拓新的市场领域,而这也是一个企业市场部门要开动脑筋帮助老板和企业重点思考的问题。市场部的同事能在这个时候拿得出深思熟虑的好战略,打好一年开局的攻坚战,那么2019年会一年受益;否则的话,被老板和其他部门认为缺乏思考缺乏能力,2019年会陷入相对被动的地位。

那么,母婴行业营销人该如何用正确的姿势拿出方案去开启2019年的新事业,得以说服你的老板,你的同事和你的客户呢?笔者为此总结了以下四个维度的分析方法,供各位母婴行业的营销人予以参考!

一、生意的市场发展前景

所谓是“三分天注定,七分靠打拼”!这项生意能取得何种程度的持续增长,最终能发展到何种规模,很大程度上是具有先天性的。在笔者看来,一个行业是否值得进入,值得长期性持续投入,首先就要看三个维度的情况。

1、市场容量:什么样的行业规模就会生长出什么样规模的企业,可谓是“小池塘里面是养不出大海里的鲸鱼的?!辈煌氖谐∪萘吭炀土瞬煌钠笠?,也成就了不同的市场格局。以贝因美为例,早年靠婴幼儿米粉起家,不过是在数十亿元的行业规模里抓取一定比例的销售份额,2001年正式进军到婴幼儿奶粉行业,才逐步成长为母婴行业的知名企业。

2、行业增长:我们除了要看一个行业规模以外,还要特别关注这个行业本身的市场增长率。比如,2008年左右,中国的智能手机市场呈现出2位数的增长,那么相应的生产厂家那几年销售业绩取得百分之十几的增长率也就不足为奇了。根据中国产业信息网的数据,2016年国内婴幼儿奶粉行业同比小幅增长6.43%,行业增长速度在放缓,主要增长量来源于高端和超高端奶粉的增长,于是乎我们看到飞鹤、伊利、圣元等国产品牌纷纷加码高端和超高端奶粉,以获取新的生意增长。

3、盈利模式:无论是做品牌生产产品,还是做贸易批发零售,我们赚取的主要都是产品的价差,也比较容易为通常人所理解和接受!互联网时代,新的生意模式层出不穷,大多数时候某种新的生意并不容易被人找到清晰的盈利模式。比如说,共享单车至今为止还是在纠结押金如何管理和运营;又比如说,新零售的无人店和无人货架,在资本支持下短暂地狂奔之后,恐怕也难逃找不到盈利的方式而草草收场的结局。选择经由验证的盈利模式,做一份长期事业;还是跟随资本市场的口味,炒作概念和编撰故事,做一个短期投机。最终选择何种盈利模式,往往考验的是一个企业创始人的信念和初心!

二、客户的需求情况分析

企业是以盈利为目的的社会组织!任何一种生意,都是通过生产制造某种产品和服务,顺应和满足客户的需求,从而来赚取相应的经营利润。成功的生意人,很大程度上在于其眼光独到,能洞察到别人未曾察觉的新需求,于是乎超人一步,提前布局,从而取得突破性的发展壮大。

1、消费者的需求:在客户的需求情况分析这个角度上,最重要的是消费者的需求分析,毕竟无论你的生意是B2B,还是B2C,本质上任何生意最终都是B2B2C的,都是要卖给每一个消费者之后赚取利润。于是,我们如果能从生意链条的最终点——消费者需求出发,我们就更容易清晰地洞察到未来的发展趋势。在消费者需求方面,我们通常运用的是马斯洛的需求理论,包括生理需求、安全需求、情感需求和自我实现等等,比如,现阶段我们在大众消费品领域,正在从基本的生理和安全等功能需求,往情感和自我实现等方向进行演化,所以会有三只松鼠、江小白等自带“IP”的新概念品牌的蓬勃发展。

2、渠道商的需求:相比较一般消费者十分复杂的功能利益和情感利益需求,在产品渠道价值输送链条上的零售商、代理商就单纯了许多。在零售商和代理商眼里,产品就是赚钱的工具。无非如果是大品牌产品的话,对于零售商和代理商而言,往往是引流性产品;如果是小品牌的话,对零售商和代理商的话,更多的是利润性产品。鲜有一些企业的产品,既能给渠道商进行引流,又能给渠道商带来不菲的利润,如有能做到的话,相信企业一定能很快打开市场。

3、我该如何讨好:谈完了消费者和渠道商的需求,对于企业的营销人来说,就是需要进行精心策划了。在产品传播上,顺应消费者时下的需求,精炼出Slogan和广告语,来传播相应的卖点;在利益分配上,就得对标这些零售商和代理商的普遍情况,满足相应的利润需要,过高和过低就不太合适,过高就会伤害企业的利益,过低的话让渠道商缺乏积极性,合适才是最好的。另外,在消费者需求和渠道商需求具体的行动顺序上,一般而言,如果企业实力雄厚,那就终端讨好消费者之后倒逼渠道商;如果企业实力一般,那选择先满足渠道商再触达消费者更实在些。

三、生意上竞争对手情况

在中国大地上,凡是民营经济触达的领域皆为自由竞争市场。只要是自由竞争的市场经济,那么就不存在哪家独家垄断的独门生意!进入一个新领域,就要找到这个领域的对手,能够打败对手,就能战胜自己,超越自我。

1、找到生意的对手:有些时候,并不是行业容量和增长率不够,也不是消费趋势不好,而是这个领域生意上的对手实在太强。比如说,中国的电子商务常年以来都保持着高速的增长,越来越多的中国消费者更愿意通过互联网进行购物消费。但是,这个领域这些年却很少看到新面孔的成长壮大,无奈阿里巴巴、京东集团这样的竞争对手实力太强,已然不是一般创业者所能比拟。进入一个新领域,既要给自己立一个远比自己强大的对手,从而来激发自己的雄心壮志;但是也要符合现实,至少是能通过几年奋斗达到的目标,从而能让团队看到奋斗的希望。

2、找到行动的路径:给自己的新生意项目找到对标的竞争对手之后,我们就要开始想法设法进行超越了。不管是个人还是企业,终究没有完美的,总会有薄弱之处。知己知彼,百战不殆!这个时候,我们要从对标的竞争对手身上学到生意的运营之道,更要从竞争对手那里挖到相应的生意机会,甚至能从尾随对手的过程中,发现对手的懈怠之处,从而抓住机会进行超越。了解对手,了解自己!常年奋战在听得到炮火声的一线,也就能够有效地制定生意发展计划,从而制定适合企业发展的行动路径。

四、我现在所具备的条件

“既要仰望星空,也要脚踏实地?!蓖蛘筛呗テ降仄?!我们不能轻视自己,可以在时间的长河中通过发展来壮大自己;另外,也不可回避的是现有尚不成熟的自身条件,还存在着诸多的不足之处。任何生意似乎都是一样的,如果你想要万事俱备,往往就错失了发展的机遇,但如果你过于冒险,往往也会很容易陷入被动。

“知人者智,自知者明”!在笔者看来,对于自身能力情况的分析,主要包括这三方面的内容。第一,要知道生意的门槛如何?比如说,投资这个生意项目,必须不可缺乏的资金、设备、劳动力等固定成本投入,以及营销、绩效、管理等变动成本投入,还包括因为竞争对手介入,预期经营风险等各种不确定因素导致的成本增加的情况,都要细细地琢磨一遍,以免疏忽大意、过于自信,而导致超出自己心理预期而变得不可控。第二,要明白自己还缺哪些条件?经由自身谨慎理性的分析自身条件之后,就要知道哪些条件跟进入这个行业门槛相比还不够的。从而这个时候,你就得考虑这些缺乏的条件,你是需要通过融资,还是挖人,还是整合其他资源等方式,从而进行达到目的。第三,要想清楚自己够不够得到?成功的生意人不应该是一名“赌徒”,而更应该是一名胆大心细的“精算师”!取舍之间,方见智慧。如果市场机会不错,市场需求旺盛,对手有信心超越,自身实力可达到,那么就大胆地放手一搏。否则的话,选择适当地放弃,也不失为聪明之举!

网友评论

依依是只兔子

  • (游客) 18小时前

回复主题:女子花16万住月子中心孩子右股骨干骨折

记得女儿出生不久,她奶奶就双手压孩子双腿,像擀面一样。说这样做能防止孩子欧型腿之类,湖北话叫擀长长。你们说孩子会不会也被这样按摩(力度大),才导致大腿骨折的?

草根兄弟

  • (游客) 18小时前

回复主题:女子花16万住月子中心孩子右股骨干骨折

有钱,烧的,谁家的孩子不是自己看护,把这么小的孩子给别人看,做父母的也放心,你不就是想轻松一下么,但是你失去的是养孩子的乐趣,就跟溥仪一样长大了跟谁最近,跟没有血缘关系的奶妈?。?!

摄影师

  • (游客) 2天前

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) 2天前

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) 2天前

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) 4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。

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