企极 (CHG) | 面临困境的传统零售企业该如何突围?
不能将传统零售业的困境之因全归结为受电商的冲击,可以说也有零售业自身的原因。而如何在困境中突围呢?成为新经济改造中的关键一环;做好社区经济的入口;对原有业态进行调整;借用政策和资本的优势……
传统零售, 突围, 转型, 企极, 企极科技, CHG
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面临困境的传统零售企业该如何突围?

超市卖场

在前几篇关于传统企业转型和股权融资的文章发布后,收到了很多传统型企业的来电和会议邀约,尤其是零售连锁的一些企业更是看了《干掉你 与你无关:中国经销商企业的转型和突破》一文后,希望笔者多多分析和分享一些零售企业的转型和突破办法,毕竟业界的偶像苏宁、胖东来、永辉、沃尔玛、华润都进行了大幅度的变革和调整,其他的零售企业在大家感觉更是日落西山。

笔者所在的胶东地区,也有几家发展迅速,连锁过百的社区零售连锁企业,有几家都在谋划上市,在与几家持续跟进的创投机构沟通后,他们反映这几家企业都在不约而同地收缩阵线、关停并转门店、与合作多年的大经销商翻脸,只为一些品类的与厂家直接对接,希望提高一下毛利,但与虎谋皮,虽拿下了厂家的地区代理,但在费用结算方面又再次掐架,而地区零售巨头面对全国大企业,谈判却不在一个量级,虽千回百转,但最终融资不顺、上市搁浅,创投机构也意兴阑珊,笔者内心却波澜起伏。

在目前的新旧经济形态转换,消费者生活方式重新刷新的时代,传统零售企业面临着更为艰难的困境。

传统零售业面临着怎样的困境

1. 电商对传统零售的冲击

今年的双11,淘宝、京东等零售巨头一天的营业额都远超国内一线百货和零售巨头,而其中最大的一个亮点在于移动互联网消费群体的用户倍增,采用PC端购物都已老套,更不用说到线下零售商超采购。笔者,在这一天已难捺剁手激情,采购一原价过万折扣过半的SONYE彩电,笔者以为身在三线城市,物流速度再快也得一周内吧,没想到第二天就配送到家,速度服务令人惊艳到爆表,直接享受到了北京速度。而在采购之前,我和家人已逛了大小家电卖场多次。

2. O2O对传统零售的改造

这两年是O2O大热之年,就如前几年的千团大战,虽最后洗牌,市场玩家存活不多,但都会极大的刷新人们的生活方式。而围绕着社区入口的争夺,超市和物业成为兵家必争之地。就如这几年的新经济浪潮刷新传统经济一样,许多自持、观望、不屑的传统企业成了如今被动改造的环节,零售超市在这股社区O2O改造中也没有丝毫还手之力。有些社区连锁和个性超市,一度极为鄙视和抵触社区零售O2O模式,但笔者观察到几地的社区O2O剑走偏锋,和社区物业联手,直接将入口界面推送到小区用户面前,保持淡定和不屑态度的商超直接被秒杀,反过头来要求拿钱进驻。

3. 厂商对传统零售的整合

在笔者之前的文章《干掉你 与你无关:中国经销商企业的转型和突破》一文中,作为比大多零售企业更有品类、价格、配送、系统优势的大经销商,都目前面临去中间化的过程,有好的团队、硬件(仓储、车辆)、零售终端、消费者的经销商还有被并购的价值,实现厂商一体,进而布局下游终端连锁,但此处指的终端连锁是指成系统、有区域布局、品类合理、管理规范的社区连锁系统,而非单店,单店不具备并购价值。

4. 海外优质产品和服务的刷新

都说中国的消费者好忽悠,狂打广告就会聚揽人气,比如曾火爆一时的口服液、“金属酒”、微商,但说到底,还是老百姓的选择少、没得选择,随着自贸区、跨境电商、社区进口店的陆续布点和终端布局,大量优质、国际标准和世界品牌的进入,许多消费者迅速刷新了品牌忠诚度和粉丝热情。笔者是多年的蒙牛粉丝,但今年德国和新西兰的牛奶超市和社区进口商店上架后,超鲜的日期、低廉的价格、世界的品牌迅速冲刷了系统,直接转换门庭,谁还希望用国标的产品凑付。

5. 传统零售自身的困境

传统零售的三宝:店址、品类、人员,再加上后台的系统、仓储、物流、职能服务,构成了前几年的红火,甚至一度冠上“得渠道者得天下”,上市的百货、零售企业市值也是居高不下,甚至一度也有首富冠冕。但随着移动互联网热潮和新经济、新模式的导入和优质海外产品的涌入,尤其是综合电商、垂直电商、跨境电商的风起云涌,配套地面物流、仓储等的迅猛发展,当天购物、当天配送、当晚到家的模式已成为北上广深的标配,而当随着农村小年轻家居、家电、产品等电商数据的持续攀升而起,传统零售其实已选择不多。而硬件(房租、人工、能耗)的持续攀升,也吃掉了本就个位数的盈利。

以上几个方面不但是零售企业面临的困境,也是许多经销商和中小厂家面临的挑战,如何应对和困境突围,笔者结合身边的几家案例,再次以作分享。

在今年年中的时候,一家做精品社区连锁的负责人打过电话来,咨询我企业准备转型社区O2O的事宜,在我月底回访的过程中,企业已初步发现曙光。原来近20家的连锁企业,由原来的杂货铺多品类经营,转向为米面粮油蛋奶菜,还与几家做母婴和教育的企业搞了联营,虽地处三线城市,缺乏互联网人才,但结合居民消费意识,企业也没有开发APP,而是采用电话和微信订单,而依托原来广发的社区网络,将简单的会员模式也大幅度升级到会员群等,发展也不错,最令我意外的是他说的零售店员的流失率大幅度降低,原来的店面售货员现在干劲十足,成为社区会员的销售顾问,而服务类产品的导入也大幅度提升了企业的毛利。但企业人也意识到危机,在回访的过程中,多次让我推荐移动互联网方面的人才,因为他拿到了一个他们城市双11的电商数据,发觉人们的消费意识和消费习惯已经大幅度改变。

还有一个机缘巧合认识的一个朋友,原来是做重资产的百货和社区连锁,但随着这几年的外出学习和视野拓展,回来后,与我沟通了几次,毅然决然的把这块给卖掉了,套现了几千万,转型做天使投资人了,当然,他也做熟不做生,多数投资的也是他比较熟知的零售领域。他投资了一个线下的零售连锁业挺有意思,以做品类减法著称,里面10多平米,以即食产品和新鲜产品为主,收银台前,清一色的关东煮、包子、馒头、半成品菜、O2O企业的保温箱,不压货,只代卖,还收管理费,不大的店,还有咖啡小茶座,供年轻人中午吃饭时充电、聊天,生意火的不行。

当然,笔者也看到和体验到了许多零售企业的艰难,笔者所在的社区,有一个刚刚庆祝开业10周年的大型社区店,从今年的夏天到冬天,冷气和暖气都没有开,而酷热和酷寒,也让原来人数可以的卖场,现在收银员也压缩到了几个,原来晚上到9:30,现在到了晚上8:00,工人也开始拖地,员工们也在私下纷纷寻找其他机会。与之形成鲜明对比的,却是韩国店、德国精品店、进口社区店在周边社区的纷纷布局,精简价低、国际品牌、远超国标的质检和赔偿标准,让许多社区老太太都纷纷进去购物,更不用说周边更加重视生活品质的年轻人们。而与之相对的,社区里的小店面好像一夜间,不见踪影了。

以上的场景,大家在日常生活中或多或少都曾感受到,对消费者而言,提高效率和提升生活品质的经济改造功莫大焉,但对多数零售企业而言,却生死攸关,结合笔者经验和创投交流,在此分享零售企业困境突围的几种策略。

如何在困境中突围

1. 成为新经济改造中的关键一环

线上的界面和线下零售的界面都是直面用户的端口,零售终端要主动求变,积极响应,争取成为厂家-商家-零售-消费者价值链条中的关键环节。对大的零售连锁企业而言,要主动上下游延伸,采取参股、控股、联营等方式,打造系统链条,来降低系统性风险。而对小的零售企业或零售店而言,也要提高本身并购价值,纳入到系统环节中来。

2. 做好社区经济的入口

O2O模式虽在某些领域在这两年被证明是伪需求和低频需求,但社区零售O2O在笔者看来还是争夺社区入口的关键环节。而笔者接触的两家与社区零售店面联营、与物业联手的模式,在南方一些城市的试点、复制也 令人惊喜。零售企业要主动与大型O2O企业联手或接受改造,成为同城配送、社区经营的有力推手或助手。许多个体的零售店面在这个领域可以放下姿态,积极加入和加盟到这些模式中来,这也是个体零售店有选择的出路。

3. 原有业态的调整

围绕原有品类,利用对会员信息和消费信息的大数据分析,精简优化,系统提升品类毛利,同时也要对比某些品类与经销商合作或厂家合作在当下毛利损失和财务费用之间的平衡。更为关键的是,要对海外产品和某些关键品类与国内产品做取舍,而这些调整和改善,离不开企业对沉淀数据的重视和利用。当大家逛卖场和零售店目的不在是购物时,零售终端要接受这一现实,并针对消费者的这一行为改变针对性的调整服务模式,在卖场里组织读书会、DIY蛋糕、卖彩票、推销信用卡、推销O2O劵、母婴活动室等等都是新的盈利模式。

4. 借用政策和资本优势

其实就笔者看来,零售连锁是最具资本效应的经营业态。还记得电影《食神》里的经典台词:“一间变两间,两间变四间,四间变八间,八间之后就上市,上市之后在分拆,分拆之后再上市”。充沛的现金流和可复制性是零售企业的先天优势,但目前这种优势现在也需要升级改造,也得向许多传统企业一样要学会插上互联网和金融资本的翅膀。国家目前在商业和服务业、物流业的发展规划和政策扶持中也有大幅度和大力度的支持,连锁企业也要积极主动对接争取。

同时,零售企业也要积极灵活的拓阔融资渠道和方式,积极对接创业投资机构,新三板也是许多区域零售企业的优选,同时目前的店面众筹、股权众筹形式,在14年/15年帮扶助推了许多零售企业涅槃再造,但也有许多股权争执和后续隐患,这也需要零售企业不断的走出去,提高自身的经营管理水平和资本管理意识。

随着社会生产力的不断提高,社会物质极大丰富,消费者的消费习惯和购买力增加,选择越来越多;随着线上购物习惯、电商平台、线下配送和同城物流的崛起、海外大量产品的涌入,以往商家牟利的重要途径(信息不对称,渠道不透明,价格不通明,配送成本高等)一一断掉;主动权从商家转移到消费者手中,商业规则也随之改变:消费者被邀参与产品设计,参与生产监督,消费者的角色由被动接受变为能动创造,企业的发展思路也由“客户思维”向“用户思维”转变。消费主体的意见被充分采纳,“顾客即上帝”的诺言得以实现——消费者开始向生产者渗透。参与设计、私人定制、客户体验、补贴用户、线上线下闭环成为新经济的标配!原来挟天子以令诸侯的“渠道为王”模式,也彻底颠覆成“得消费者,王天下”。

(来源:http://www.pintu360.com/article/11336.html)

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