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从米菲纸尿裤的兴起,看塑造新品牌的分化成长之路

转载来源:母婴行业观察 发布日期:2019年06月17日 婴童护理

分化是新品牌的成长之源。我们身处一个产品极度过剩的时代,商品品类总是在不断分化增多,从而成为创建新品牌的机会。每一个新品牌都从老品类(商品或服务)中分化出去,并不断进化而得以成长,通过分化打造新品牌,这是市场经济环境下一条通行规律。

通常能够成就新品牌的分化方式会有两种:第一种是品类占有,主要方式是从原有老品类中分化和创造出一个新的品类,比如香飘飘创造和占据杯装奶茶这个品类,成就了杯装奶茶品类品牌。澳优旗下的佳贝艾特从婴幼儿配方奶粉中分化了纯进口羊奶粉,给消费者打下了深刻的品类品牌烙印。第二种是渠道借力,在商品极度过剩的时代,渠道场景和商品品类一样都在不断走向分化和专业化,很多新品牌正是借力于渠道场景分化成就了自己的成长。比如,母婴店渠道的分化和壮大成就了合生元、澳优、好孩子和英氏等母婴品牌,电商渠道的分化和成长同样成就了三只松鼠、全棉时代、爱他美、诺优能等电商品牌,这几年微商渠道的进一步分化和成长造就了凯儿得乐、SOLOVE米菲等纸尿裤品牌。

拿纸尿裤品类来说,目前在国内450亿婴幼儿纸尿裤市场中,主要由外资品牌霸占了绝大多数的市场份额。根据2018年行业数据,以花王、帮宝适、好奇、moony、大王、妈咪宝贝等欧美、日本品牌占比高达61.4%;国产品牌想在短短几年内就异军突起绝非易事,但是SOLOVE米菲做到了。根据《纸尿裤2018线上零售数据》中显示,在线上品牌增长排名中,杭州千芝雅卫生用品有限公司旗下的SOLOVE米菲以1033.4%的增长率排名线上增长第一。同时,从2015年成立之初到现在,SOLOVE米菲销售增速迅猛,目前年销售额预计可达到10亿元,那么它是如何做到的呢?

一、借力于微商,找到品类分化的大势能

时势造英雄,借势造品牌。正如淘宝的兴起成就了一大批“淘品牌”,微信的红利同样也造就了一大批“微商品牌”。随着移动互联网时代的到来,腾讯公司在2011年发布了微信app;到了2013年,微信用户就突破了6亿,每日活跃用户突破1亿;流量与用户是一切生意的前提,2014年,微信开通支付功能,赋能零售和社群电商,微商进入团队化运作时期,一大批品牌微商成立。

品牌只有顺势而为才能把握住机会。早在SOLOVE米菲纸尿裤2015年刚成立时,SOLOVE米菲纸尿裤定位于千芝雅旗下的一款电商渠道产品,但是鉴于当时淘宝/京东上纸尿裤的品类成长平台红利期已过去,SOLOVE米菲纸尿裤很难再以传统电商的通道和方式上实现成功。2017年,杭州千芝雅集团和旗下子公司杭州米友圈科技有限公司进行合作,开始推出米菲纸尿裤微商版,同时分为米粉、米小主、米妃、米王四个不同层级,招募对应的代理,代理人往往是宝妈一族。由于代理SOLOVE米菲纸尿裤的宝妈本身就是婴幼儿纸尿裤的购买人群和口碑传播人群,加之宝妈代理起来门槛较低、操作简单,利润分配相对合理。从而,使得通过微商渠道的朋友圈推广,让SOLOVE米菲纸尿裤一时间吸粉无数,在业内和市场上名声鹊起,成为了纸尿裤市场上一道亮丽的风景。

二、构建能力圈,成就品牌的护城河

按照巴菲特“护城河理论”,品牌要成为市场竞争环境下的常青树,需要构建自己的“护城河”。同时,衡量这条品牌护城河的深浅,来自于企业长期对于行业的深入理解和资源的不断积累,以此构建自身的能力圈。

与其他一些互联网和微商品牌坐在风口上,产品是通过OEM工厂代工所不一样。SOLOVE米菲纸尿裤背靠杭州千芝雅集团实现了生产和销售的一体化,并执着于品牌的长期经营和发展。就工厂生产实力而言,杭州千芝雅集团目前是亚洲最大的单体工厂,拥有国内独家的专利技术,使用当前最先进的日本瑞光等生产设备,几乎所有的医院卫生用品均来自于杭州千芝雅工厂,也为很多产品代加工,比如beaba、超级奶爸、小鹿叮叮、飞鹤旗下的纸尿裤等。同时,洁婷,高洁丝,倍舒特,自由点生产经期裤,韩国、日本、俄罗斯等多个品牌都是千芝雅生产的。

“冰冻三尺非一日之寒,滴水穿石非一日之功?!逼涫翟缭诿追浦侥蚩慊鸨?,杭州千芝雅为旗下品牌的发展储备了相当多的动漫IP,除了“荷兰国宝级动画形象—MIFFY”,千芝雅同时先后引进了 “英国著名卡通形象—小猪佩奇”,“日本著名玩偶形象—Rilakkuma(轻松小熊)”,“捷克与中国合作著名动画形象—熊猫与小鼹鼠”,以便给旗下各类产品赋能。

三、“广告概念+渠道设计”,驱动品牌成长

“现代营销学之父”菲利普·科特勒在其《营销管理》谈到,品牌需要通过识别细分市场与目标市场,以独特的概念和标识经由媒体传播商品价值。同时,品牌需要通过渠道设计、组织管理和分销政策进行传递商品价值。品牌经由广告传播价值,同时经由渠道传递价值,两者相辅相成,效能尽可能达到最优,才能驱动品牌持续成长。

“36.8℃,与肌肤同感”,这是每一款米菲纸尿裤上面的slogan。在品牌的广告传播上,SOLOVE米菲纸尿裤如此打造自己的差异化概念?!?6.8℃,与肌肤同感”,我们且不论这背后对应的专利和技术背景,但在品牌营销上SOLOVE米菲纸尿裤此举是相当成功的。依照产品市场竞争的USP理论,我们要向消费者叙述一个“独特的销售主张”,第一是强调产品具体的特殊功效和利益,第二是竞争对手无法提出的,第三是确保有强劲的销售力;SOLOVE米菲纸尿裤基本上是做到了。同时,为了赢得消费者和代理商的信任,彰显企业的综合实力,千芝雅采用开放工厂参观模式,从而进一步增加了品牌的曝光度和信任感。

产品广告概念的价值传播是品牌的拉动力,产品的渠道价值传递则是品牌的推动力,我们常说“推拉结合”,驱动品牌的长足发展。米菲纸尿裤一开始主要发力的是电商和微商渠道,作为销售目标、组织匹配和任务分解的主战场。因此,针对微商渠道,米菲作为微商行业的“老司机”,进行精细化的渠道设计和利益分配,将不必要的流通成本通通砍掉,使得宝妈们几乎是通过零投资即可开启创业之路。同时设置米粉、米小主、米妃、米王四个层级,不同层级得到对应的奖励,鼓励代理商进行内部晋升。合理的渠道利益分配机制,还需要建立对应的渠道支持体系。千芝雅为此建立了完备的微信后台系统,宝妈代理商可利用微信系统下单和利润结算,工厂支持一件代发,2包起即可全国包邮。

品牌能够得以成功,总会有一定规律和经验可让人遵循。正如君乐宝奶粉一开始通过电商“平价奶粉”起家,紧接着就开始布局线下母婴店渠道一样,从而现在成为中国婴幼儿奶粉品类前十大品牌一样。SOLOVE米菲纸尿裤通过微商渠道赚足人气和眼球之后,也逐步开始布局线下20多万家母婴店,启动了SOLOVE米菲纸尿裤母婴新零售万店工程,未来将通过产品供应链连接线上和线上。千芝雅因此再匹配资源,为SOLOVE米菲纸尿裤谋新篇。

总结一下,通过米菲纸尿裤的成功案例,我们知道想要塑造一个新品牌,首先需要找到品类分化的大势能,无论是产品切割还是渠道场景细化;其次是品牌要在生产能力和行业资源要有足够的能力,从而构建起自身的“护城河”;最后,品牌要迎合目标消费群体和目标市场,打造独特的广告概念和与之匹配的渠道设计。

网友评论

代号折腾

  • (游客) 3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

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蓝色风信子

  • (游客) 3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

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沽一朵什么小花花

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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

我想到一个可能值得关注的问题,儿科医生的待遇应该是最差的,因为给小朋友的治疗都是以安全为主,开的都是最便宜的药,所以好多儿科医生都选择私人诊所。医院的急诊更是很难配置儿科医生。是不是该提高一下儿科医生的待遇?

无耻泼妇

  • (游客) 4天前

回复主题:徐州“绝笔信”女教师再曝上访被打证据,所在镇连续两年被表彰信访“四无镇”

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阿海

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回复主题:徐州“绝笔信”女教师再曝上访被打证据,所在镇连续两年被表彰信访“四无镇”

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网民

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回复主题:徐州“绝笔信”女教师再曝上访被打证据,所在镇连续两年被表彰信访“四无镇”

让事实说话,坦白从宽,抗拒从严,是执法理念,看了该事件三个凝问:1、如果打人了,坦白,争取宽大,如果没打提供其他的影像资料。2、现场执法出警是4人吗?正常情况至少带2个记录仪,全程执法记录,现场只带一个记录仪吗?而且没电了,在没有执法记录仪的情况下执法是否合法合规?3、只是一个越级上访的女同志,又不是刑事案子嫌疑人,戴上手铐,是否执法过当?请大家分折求解?

苏杭溪

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小时候上的幼儿园就是爸妈工厂里的,幼儿园就在工厂门口,超级大,每天跟着爸妈去上班,爸妈下班顺路就可以把孩子接走了。费用还很便宜基本就是书本费和伙食费。工厂给幼儿园有补贴,老师又很好,从来没有虐待孩子的情况。以前那个年代真有人情味。

李冬琪

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回复主题:陕西西安莲湖区第八幼儿园没招生就满员,难道是半夜招生?家长质疑幼儿园暗箱操作

希望国家可以管管公立幼儿园进不去,私立幼儿园上不起,一个私立幼儿园三年上下来十几万,几十万。做为我们工薪阶层真的是压力太大,房贷,车贷,好要养娃。能把一个养好久很不错了,更不要说二胎。如果国家管理一下私立幼儿园不那么贵?;故强梢钥悸嵌サ?。成都就是随便一个幼儿园3.4万。

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