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[动销河南]解析河南母婴市场“消费新导向”,动销中国首站圆满落幕!

转载来源:中童观察 发布日期:2019年03月22日 展会展览

河南母婴市场正在步入品牌、代理、渠道高度默契配合的阶段。

2019年3月21日,由中童传媒主办的“动销中国·河南站”在河南郑州圆满落幕!

战略合作单位:

河南省和剂堂贸易有限公司、郑州杰玉商贸有限公司、婴特美(郑州)妇婴事业推广机构、郑州葆朗健康管理有限公司

协办单位:

婴尚、Nutri壹营养、小帅羊、英氏、诗幼乐、康乃馨、爱达力

晚宴总冠名:

纽菲特

特别支持:

郑州日初商贸(集团)有限公司、郑州宝贝在线孕婴用品有限公司、婴童康购物广场、张书奶粉专卖营销有限公司、焦作爱多多·宝爱婴品母婴连锁、南阳市一米婴光母婴连锁、洛阳好妈咪连锁母婴店、漯河市婴儿坊孕婴用品有限公司、驻马店市吉祥商贸有限公司、郑州梦祥孕婴童管理咨询有限公司、河南十八城商贸有限公司等

2019年3月21日,由中童传媒主办的“动销中国·河南站”在河南郑州圆满落幕!

中童传媒创始人兼总策划罗文杲在开场演讲《增长的方向和竞争的焦点》中指出,母婴市场的五个“新”,即依托新人群;捕捉新品类;孕育新品牌;应用新技术;构建新业态。

而门店未来关注点应放在以下几个方面:前台价值与后台效率;专业;成熟品类与增长品类;消费新导向的敏感度;育儿顾问的培养速度。

中童传媒创始人兼总策划罗文杲

尤其是“消费新导向的敏感度”这点,十分重要。

“现在消费人群不断的转化,消费理念可以说是瞬间转变,让门店“防不胜防”,所以,卖产品不是我们能主导的,母婴人都要努力改变、学习,因为时代的转变不是上游控制,而是消费者控制?!闭攀槟谭鄱鲁ふ攀楸硎?。

张书奶粉董事长张书

于是,母婴行业在在经历了粗犷式高速发展之后,开始进入精耕细作的时代。

因为母婴人不能再“闷着头”做生意了,要走出自己的“舒适圈”,去贴近消费者,去感受时代的变化,更重要的是,作出转变。

母婴产业进入精耕发展时代

中童识堂特聘讲师、优蓝咨询首席专家谭越说,在中国的母婴行业中,企业的同质化程度越来越高,产品很难有持久的独特卖点,母婴门店也都大同小异;更多的企业或者门店的增长过于依赖大力度促销,高额的导购激励,企业陷入红海,挣扎求生;品牌利润变薄,如何做品类品牌的取舍是门店的必修课。

中童识堂特聘讲师、优蓝咨询首席专家谭越

所以,精耕母婴产业的首要前提就是精耕好细分品类。

婴尚总经理蒋立新表示,辅食,这个过去母婴店占比仅2-3%的小品类,背后却隐藏着庞大的蓝海市场?!耙环矫?,90后、95后妈妈喂养观念的改变驱动了这个产业增长,预计3年内,辅食渗透率将从20%上升到50%;另一方面,婴尚策略明确,通过延长辅食消费周期至9个月甚至更久,充分驱动了品类增长?!?/p>

婴尚总经理蒋立新

葆朗总经理李安卫认为,未来母婴是一个细分行业,营养品是增量可观的,但营养品乱象存在确实也是客观的,所以我们要谨慎遴选营养品品牌,科学做营养,用心做增量。

葆朗总经理李安卫

英氏控股核心创始人、副总裁万建明也认为,细分品类增量将改写婴童下半场格局,比较有潜力的三大品类:辅食、成长裤、营养品,即将迎来千亿级增量。万建明表示,“辅食品类渗透率有待提高,预计将会有700亿以上增长;成长裤目前增速为大盘增速的1.7倍,消费者市场教育程度还在加深,增势客观;而益生菌有望在5年内实现200%的增长,升格为千亿元级产业,迎来井喷式发展?!?/p>

英氏控股核心创始人、副总裁万建明

不过,婴特美总经理张永强提醒道:“新兴品类增长很重要,传统部类的实力也不容忽视,比如用品,对于门店依然具有十分重要的作用?!?/p>

婴特美总经理张永强

一米婴光总经理吴亚明还分享了新兴细分品类的成功运作模式,吴亚明说道,“我们尝试用合伙制开店,并延伸至其他品类。品类合伙人模式是由一两个人去做,然后与公司分红。如此运作下,负责人的关注度、学习能力与主动自发性都会很强,值得借鉴?!?/p>

一米婴光总经理吴亚明

在品类结构上做出的转变只是第一步,精耕运营管理才是促进高增长的重要“引擎”。

米多大数据创始人王敬华表示,在互联网时代,尤其是90后消费者已经被极大“宠坏”了,“门店要做的就是,满足其“三全五感”,即全天候、全场景、全体验;存在感、参与感、仪式感、成就感、幸福感?!?/p>

米多大数据创始人王敬华

怎么做到?

打铁还需自身硬,无论是代理还是门店,都要做好精细运营管理的准备。

和剂堂总经理杨长东表示,代理商选择大于努力,选择是战略的部分,努力是战术的部分;随着市场竞争的加剧,定位越来越窄,是被迫,也是主动选择,定位要精准;上下游变得专业,中间商更需要规范化,专业化。

和剂堂总经理杨长东

母婴行业门店运营管理专家李海军表示,母婴店是品牌与消费者的重要链接,为给消费者提供更好的体验,一定要重视大数据,并且要不停地去丰富和应用大数据。

母婴行业门店运营管理专家李海军

婴之家总经理郭江涛还认为,“母婴门店要实现线上线下的互动,线上引流,线下锁客;重视产品结构调整;重视人员专业化?!?/p>

婴之家总经理郭江涛

“更重要的是,不仅能够想到,还要做到,要明确自己的原点与初心,分步走、分时间落实?!比粘踝芫碚判⑽渌?,在这个过程中,团队的执行力是最重要的。

日初总经理张孝武

所以,焦作爱多多董事长许琳介绍道,门店用人要趋向于年轻化,这样才能更好地贴近消费者,同时,一定不要吝惜培养新员工,通过“师傅带徒制”让新员工在3个月的实习期中,熟悉流程,熟悉业务,这会给门店带来巨大收益。

焦作爱多多董事长许琳

品牌、代理、渠道步入默契配合阶段

中童传媒总编王晨在发布《河南区域母婴市场调研分析报告》时提到,婴儿奶粉仍然是销量和毛利核心。消费模仿,市场层级被压缩,二线品牌竞争激烈,但机会也最大。裸价操作没那么受欢迎了,希望供应商来动销。

中童传媒总编王晨

于是,供应端也开始做出改变,利用自身的自身优势帮助渠道进行动销。

比如,纽菲特董事长汪海涛瞄准的是“文化营销”,以助推河南母婴渠道营销升级和生意增长。汪海涛表示,“文化营销”是母婴传统零售走向新零售的重要支撑,“文化营销”的系列工具更是攻占消费者心智的有力武器。

纽菲特董事长汪海涛

再如,法国知名配方奶粉品牌爱达力,通过成熟的品牌策略和终端动销策略,与门店形成长期稳定合作。爱达力事业部销售总监吴平表示,“随着地市县乡之间的消费距离被拉近,市场层级被压缩,品牌集中度开始加速,中小门店需要的品牌,不仅要有利润空间保证,还要有一系列品牌背景、产品品质、专业团队、售后服务等保障?!?/p>

爱达力事业部销售总监吴平

杰玉商贸总经理姚赛玉在“渠道新主流”脱口秀环节中说道,“代理商目前的生存之道,第一,资源的整合,第二,服务的嫁接与服务在细分板块上的专业化。这是一个完整的过程,整合核心资源,整合好的品牌,整合好模式之后,再有效地对接给门店,为门店提供优质服务?!?/p>

杰玉商贸总经理姚赛玉

而前述所有的品类管理与调整,归结起来就是一点:满足消费者需求。

谷太总经理孟祥强说道,“满足消费者需求是永恒不变的话题。我们现在要做的就是,满足消费者的需求,每一代的消费者都各有特点,母婴人一定要主动去了解消费者特点与偏好,不能按照我们自己的思路去服务他们?!?/p>

谷太总经理孟祥强

所以,从代理到零售商都做出了重要努力:代理商做出转变,是为了更好服务零售商;从而帮助零售商做出改变,更好服务消费者。

从动销河南到动销中国

腾讯育儿企鹅童话总编、企鹅妈咪总经理黄露华在发布《河南市场消费行为调研报告》时称,华中妈妈在购买渠道的选择和全国妈妈一致,而促使全国妈妈去线下购买的首要因素是摸得着的产品让人放心,而华中妈妈则是看重即买即用。

腾讯育儿企鹅童话总编、企鹅妈咪总经理黄露华

所以,我们能看到,尽管全国消费者都具有普遍性,但具体到某个区域的时候,依然会存在很大的差异化。

这也缔造了全国不同区域、不同程度发展的母婴市场。

中童传媒总经理刘琳由衷地说,“经过调研,我们在全国选择了河南、安徽、山东、湖南湖北、广东广西等七个省作为我们今年动销的重点落地区域。这些区域行业特点突出,出生人口相对高,婴童产业发展特点明显,代理门店尤为重视?!?/p>

中童传媒总经理刘琳

而动销,曾经被许多人狭隘的理解为促销,其实动销的含义远大于此。

从动销河南到动销中国,从厂家到代理,从代理到门店,从门店到消费者,动销这个链条需要各个环节的完整配合。

“中童传媒将在动销这个课题上,不断发掘好方法、新办法,更利用中童丰富的资源,结合快消品、日化、家电建材、电商等全行业的优秀案例,通过不断研究,为大家提供更多的思路,也希望为大家提供有效的方法和工具?!?/p>

助力动销,共赢婴童!

5.16动销中国·安徽站,不见不散!

网友评论

依依是只兔子

  • (游客) 1天前

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) 1天前

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) 3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) 3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) 3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?

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