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从渠道驱动到品牌驱动 大单品根据地战略成奶粉企业战略首选

转载来源:奶粉关注 发布日期:2019年05月16日 婴童食品

2019年,奶粉行业迎来新的拐点,一方面是国产概念崛起,国产奶粉增长势头惊人,其次中资企业崛起,市场占有率不断提高;另一方面是新生儿数量下降,奶粉行业“蛋糕”缩小,导致渠道有所变化,同时竞争更为激烈,市场集中度提速,这样的持续增长和集中度不断上升必然升级参与竞争的每个企业的竞争模式,必将迎来拐点。

而在所谓的“拐点”之下,我们会发现,奶粉行业的竞争阵地开始由渠道转向品牌,诸多厂商都将提升品牌影响力作为重中之重。其中,大单品根据地战略成为很多企业的战略首选。聚焦“大单品”,聚焦资源打造核心单品,进行品牌化运作,夯实品牌市场地位,逐渐成为一种共识。

从眼球到品效:大单品助力企业破局增长

众所周知,在快消品行业,大单品策略一直是比较行之有效的市场突破策略。所谓大单品,说得通俗点就是行业中的佼佼者、高销售占比产品、品牌的立足根基或是企业持有的、别人难以胜过的销售巨大的“主心骨”产品。正如一个球队需要拥有众多球员,也需要拥有球星,大的企业单品就是企业产品线的球星。如飞鹤的星飞帆、惠氏的启赋、美赞臣的蓝臻、伊利的金领冠、澳优的佳贝艾特……无一不是通过打好大单品这张王牌来争取市场占有率,实现弯道超车,成为行业领先品牌。由此可见,大单品是突破市场僵局的最佳突破品,对企业有着非比寻常的意义,这些意义具体体现在以下几个方面:

第一:大单品既能帮助企业突破市场,更是企业50%以上利润的来源。

大单品成功本质上是企业在对行业竞争、市场趋势及自身资源与能力等众多因素,完成系统思考之后的战略性选择。大单品的大规模销量带来产品成本下降,生产质量可控,供应链效率提高、售后服务优化等一系列优势。使得企业营销的策略与投入更为精准,经营效益得到了极大地提高。以中国奶粉市场上的第一大单品-启赋为例,启赋为惠氏2015年实现100亿、2017年达到120亿立下了赫赫战功。到了2018年,惠氏的销售额已狂奔至120-130亿元,其中启赋更是贡献超70亿。

第二:大单品能够帮助企业破局增长,创造新的细分市场机会。

在发展已然饱和的奶粉品类领域,品类细分成为必然趋势。从市场上来看奶粉已按不同标准分班列队。其实大多数大单品都在细分领域占据行业领先地位,更是属于高端、超高端奶粉,例如雅培菁挚有机,占据中国有机奶粉50%市场份额;佳贝艾特,在羊奶粉领域一骑绝尘,已连续5年稳居中国进口婴幼儿配方羊奶粉榜首,将其余羊奶粉品牌远远甩在身后……

第三、大单品战略能驱动品牌发展、带动多个产品快速增长。

品牌创建的过程,就是创建大单品的过程,目前奶粉行业的中小企业,处于“有产品,没有战略大单品”、“有销量规模,没有品类地位”、“有渠道,没品牌”的产品推销模式阶段;中大型企业,则处于“有规模,没利润”、“有数量,没质量”、“有品牌,没有品牌溢价能力”的产品推销模式阶段。未来奶粉企业的重心在于品牌导向,塑造大单品,大单品的机遇在于精耕大连锁和区域服务商,大单品是大企业领头狂奔的硬实力,更是中小企业的唯一出路。

企业要“又大又强”,自身的大单品必须要成长为行业的大单品,才能避免“大而不强”。目前10亿级,甚至40亿级以上企业中,不乏新品牌、刚起步、甚或千万级的产品,而10亿级以下的企业中不乏1亿级、2亿级甚至更大的单品,也不乏区域性品牌,或者有机和纯羊等潜力品类的布局,这是伺机突破的机会,2019年至关重要,没有大单品的企业或品牌很可能会率先出局,而有了大单品,则能带动更多的品系突围,构建优势的产品矩阵,布局奶粉行业的蓝海市场,才能扩大企业规模。

渠道与品牌相互博弈,“谁的拳头大谁就有发言权”

为什么要打造核心单品?中小企业可能认为自己没有足够的资源、没有足够的成本可以聚焦核心产品推广,但是正是因为资源的聚焦和前置化投入,才能使得经销商对上游厂家的主导产品趋之若鹜,因为“有支持、能动销”。

渠道和品牌从来都是相互博弈,“谁的拳头大谁就有发言权”,如母婴店需要如惠氏这样的品牌引流,即使品牌方不要求上架,门店也会去采购,也就是说核心大单品的影响越大,该产品越畅销,品牌力越强,对渠道的依赖性就越低;反之若中小企业还是要考虑全面发展,投入大量的人力、物力去推广自己所有的产品,就永远只能依赖渠道,要考虑同类型产品的冲击,反而缺乏持续的品牌竞争优势,不能在剧烈多变的市场竞争中把握主动权,永远只能处于被动。

那么大单品从哪里来?如何推广成功,并持续发展大单品?

第一、洞察市场需求,寻找大单品机会

要挖掘大单品机会,要从消费需求分析开始,找准目标人群、切分价格带,如当下孕产妇奶粉在爆发,但还没有领军品牌,把握技术突破、产品升级和新消费人群崛起的机会,还是很容易实现弯道超车;其次从企业本身的资源来说,如即使在羊奶粉爆发的当下,还是只有佳贝艾特一家始终奋战在前线,中国羊奶粉品牌当前大多都是区域性品牌,现在的羊奶粉市场还需要教育认知,一旦消费者教育完成,受益的一定是当下处于领先地位的品牌。区域性羊奶粉品牌现在要做的就是对现有产品线进行梳理,,敢于取舍,找出潜在明星产品,并聚焦资源,打造为大单品。

第二、聚焦目标人群,持续有力的消费者互动与沟通。

精准把握目标消费人群针对性的痛点与核心需求,贴近其主要的日常消费与购买的场景,才能有效进入其心智,赢得认同。其次,大单品的消费者互动要注重娱乐性和社交性,好玩有趣,具有话题性,让粉丝们有得“晒”、有得“装”、有得“炫”。例如伊利金领冠,近两年,伊利开始持续发力奶粉业务,加大对金领冠的广告投入,冠名了几家当前比较热门的家庭类、育儿类综艺节目,扩大其在年轻消费者中的影响力。

第三、大单品要成功,深度营销是必然选择。

品牌力、技术能力不强,甚至高度同质化,无法形成强大的产品力,这类企业想实现大单品突破,唯一能依赖的就是营销,只有通过营销,尤其是深度营销,才有机会实现大单品战略的成功。当然对中小企业来说,在当前的市场格局下,战略选择的高效执行格外重要,其竞争的核心更是两个字:要快!

每一家成功的企业,都会有一个或多个成功的大单品,奶粉企业更是依靠大单品获得长久的市场生命力,在激烈的市场竞争中,大单品是奶粉企业崛起的机会,成为推动企业成长为细分市场龙头的重要力量,是形成强势品牌和强势企业的基础。2019年,中国奶粉市场真正的竞争才刚刚开始,面对市场蛋糕缩小的事实、市场集中度提速的现状,企业如何运营市???这是值得每个企业去深思的。

网友评论

前海沿

  • (游客) 14小时前

回复主题:河南济源市人民医院回应“窗口低孕妇跪着就诊”并发布情况通报 医院已报警并与当事人取得联系

没什么不合理的,这样的窗口如果你常出门就会发现多了去了,银行也这么高,这样的窗口一般你站着或者坐着递进去材料就行了,双方交流的话一般在窗口上方有喇叭扩音器,并且玻璃都是透明的,无障碍交流和里面交流,没必要把头伸到窗口和里面的人交流。

李格瑞德

  • (游客) 14小时前

回复主题:河南济源市人民医院回应“窗口低孕妇跪着就诊”并发布情况通报 医院已报警并与当事人取得联系

有同志说这个窗口不算矮,并且工作人员也提供了凳子,是当事孕妇自己选择了跪着这一姿势。从现场照片看,旁边黑衣男子是低头躬身的姿势。所以,为什么医院要把窗口设计成让人低头弯腰的高度呢?这个高度到底是方便了窗口内坐着的工作人员?还是窗口外来就医的病患?人民医院有没有全心全意为人民服务呢?

代号折腾

  • (游客) 8天前

回复主题:吉林省榆树市人民医院“急诊科和神经外科互相推诿给孩子处理伤口”调查处理通报

现在的医生怕担责任,上次去医院孩子眼皮碰个口子,急诊不接,门诊医生让去做手术,手术室医生说孩子太小手术需要全麻危险太大,让去门诊包扎一下,到了门诊医生又说处理不好必须手术。当时我就想把那医生杀了,最后找了个关系把孩子的伤口处理了。我真是体会到了那些杀医生的心情了。

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