企极 (CHG) | 黄太吉关店雕爷牛腩业绩下滑,互联网餐饮拐点将至?
通过互联网营销,黄太吉们收获了高关注度和流量,这是互联网餐饮的早期阶段。随着餐饮业长产业链条和复杂的管理环节问题显露,互联网餐饮拐点已近,正越来越回归到餐饮行业及商业的本质。
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黄太吉关店雕爷牛腩业绩下滑,互联网餐饮拐点将至?

黄太吉

通过互联网营销,黄太吉们收获了高关注度和流量,这是互联网餐饮的早期阶段。随着餐饮业长产业链条和复杂的管理环节问题显露,互联网餐饮拐点已近,正越来越回归到餐饮行业及商业的本质。

近日,以煎饼起家的黄太吉被曝大量工厂店关闭,商家集体出走。据北京商报报道,今年4月才刚刚与黄太吉签约合作的8家品牌餐企,已经有半数从黄太吉外卖平台下线,10个产能中心(即外卖工厂店)已经关闭了5个。

这家被誉为“互联网餐饮鼻祖”的公司成立于2012年,成立之初因开奔驰送煎饼、美女老板娘等另类营销事件一炮而红,估值最高时曾达12亿。 而如今,创始人赫畅自己也证实了关店传闻。据新浪消息,黄太吉从9月15号左右开始撤店,截至19日,北京地区门店数量已经从44家降至20家。

与此同时,据业内人士介绍,另一家以“互联网餐饮”著称的公司,雕爷牛腩的业绩也较巅峰期下降了近五分之四。定位“轻奢餐”的雕爷牛腩同样成立于2012年,创始人孟醒是连续创业者,深谙互联网营销。最火的时候雕爷牛腩的坪效(指每平方米的面积可以产出的营业额)曾达到321元,8家店的日营业额甚至高达100万元左右。但好景不长,雕爷牛腩的营业额也开始出现下滑迹象。一位接近雕爷牛腩的人士告诉记者,目前雕爷牛腩所有门店的日营业额总数只有20万左右。

当镁光灯黯淡,喧嚣褪去,这些曾经的明星企业面临的问题也纷纷露出水面。在“互联网”的前缀下,这些企业收获了高关注度和流量,但时日渐长后,餐饮行业本身的长产业链条和复杂的管理环节朝明星企业们露出了机锋。产业的拐点已近,互联网餐饮业或将迎来大洗牌。

变身餐饮界“网红”

黄太吉的走红与创始人赫畅的个人特质关系密切。投资黄太吉的盛景嘉成基金创始合伙人彭志强在内部复盘投资逻辑时也表示过,“投黄太吉,就是投赫畅这个人。”赫畅自身口才极佳,”煎饼相对论”、“小煎饼大梦想”、“世界的背面”等演讲让黄太吉这个品牌在创投圈中名声在外,其后的“美女老板娘开奔驰送煎饼”及其在微博、大众点评等多个社交渠道的营销让黄太吉在普通消费者心理留下了印象。善营销,口才好,带来的效果似乎立竿见影,2015年10月,黄太吉对外表示获得了2.5亿元人民币的B轮融资。

雕爷牛腩大火同样与孟醒亲手操刀的各种营销玩法有关。在开业前半年,雕爷牛腩就开始了“封测期”,当时,京城各界数百位美食达人、影视明星均前来试菜,甚至有圈内明星皆以获得雕爷牛腩“封测邀请码”为荣。这个过程帮助雕爷牛腩快速接触到客户,同时通过该营销事件本身和这群人的IP效应迅速达到了传播品牌形象的目的。当时恰逢自媒体刚起步的阶段,雕爷牛腩善抓热点对外发声,另一方面,做阿芙精油出生的孟醒,用快消品的营销和包装方法来做餐饮,很快,雕爷牛腩的品牌被打响。

这些吸引眼球的玩法刚开始进入餐饮行业时,往往意味着流量。仔皇煲创始人薛国巍认为,互联网给餐饮业带来的变革是不言而喻的。

第一,互联网给传统餐饮创造了一个新的渠道,就是线上渠道,和地面渠道玩法不同的是,线上渠道主要强调的是平台上的品牌排名,如何获得好的排名成为销量的一个重要因素。

第二,大大降低了餐饮的营销成本,餐饮可以通过互联网直接发声,不用像过去一样需要到其它媒体上进行投放,如果自己有能力创造内容的话自己就能成为媒体。

第三,帮助餐饮商家与顾客的沟通更紧密,过去餐饮不知道顾客是谁,现在通过CRM系统可以和顾客更紧密的沟通,或者通过移动互联网建立社群,增加用户的粘性。

但薛国巍认为只是用互联网做营销的餐饮,离真正地利用科技手段改善流程还有一段距离,但一旦涉及到餐饮业内部流程,他们还有很远的路要走。

雕爷牛腩们还缺点啥?

有人这么形容餐饮行业中的门槛,“链条长、管理复杂、竞争激烈,一旦赔钱,就像钝刀子割肉,房租、人工、能耗、食材浪费,你就看着钱像水一样花花地流出,而不是流进。”

黄太吉通过营销获得了公众广泛的关注之后,它在品控方面的成果与名声并不匹配。从大众点评的数据可以看到,黄太吉分店的星级一般都为三星或三星半(总共五星),而小吃快餐类目里排名靠前的商家星级普遍都在四星以上。网友点评中关于煎饼的口味褒贬不一,但黄太吉自己却认为,“好吃并非快餐成功的唯一标准”。

互联网化的营销手段带来了流量和期待值,价格偏高和相对一般的口味撑不起这种期待后,一个品牌就难以获得好口碑。“不好吃”的名声在外,虽然口味并非餐饮品牌成功与否的决定性因素,但它也让黄太吉从品牌感知到实际消费之间的转化率偏低。

单点难以突破后,黄太吉走了多品牌经营路线,其在CBD商圈密集开设新品牌连锁店,打造包括从来饺子馆、大黄疯小火锅、牛炖先生、叫个鸭子、幸福小冒菜等在内的品牌矩阵,试图通过品牌间的协同效应圈进更多用户群。

但连单品牌都尚未吃透的黄太吉,在过渡到多品牌发展上时着实有些操之过急。首当其冲就是CBD商圈的高租金,其次SKU增多后随之而来的是供应链上的强压力,而在营销之外,快速的品牌扩张也使其来不及精耕细作用户需求及喜好,另外,CBD商圈内的餐饮品牌普遍较多,黄太吉一面需要进行多品牌协调管理,一面还要抵抗来自外界的竞争压力。

转型做O2O平台后,黄太吉走的路看起来也不是那么简单。黄太吉的外卖O2O平台,是由品牌方将菜品配方交由第三方中央工厂加工成带有QS标识的半成品,再大批量交给黄太吉的工厂门店做热加工和配送。关于半数外卖工厂店关闭,赫畅自己给出的解释是,“平均每家500平米以上,开销及成本大,既然业务结构不合理,没有必要保留,必然关掉。”

细细探究,黄太吉的外卖O2O平台会涉及到的问题是:

其一,作为餐饮企业,把自己的配方交出去会面临被取缔的风险,这是商家不太配合的原因之一。

其二,相较于美团点评、饿了么等市场份额占比较高的大平台,黄太吉的平台流量要小很多,因此,取得QS资质的商家更愿意去大的平台。

其三,黄太吉外卖平台走的模式过重,外卖派送团队和工厂门店的成本太高,且被转嫁至入驻的商家身上,据一位不愿具名的入驻商家表示,除了要自己承担食材等成本外,每单还要被抽成高达40% ~50%,另外还要自行对C端消费者进行补贴引流,“太不划算”。

而雕爷牛腩,虽然情况与赫畅的多次转型无果不同,但它面临的问题依然回归到了餐饮行业本身。

一位餐饮界的业内人士认为,雕爷牛腩的团队经营管理不善是导致门店业绩下滑的根本原因。用快消品的思维来做餐饮,虽然达到了短期内的成功,但时间一长,矛盾便凸显出来。“快消品和餐饮不同,前者可以大规模生产,有质检保证,且保质期久;而餐饮没法质检,且保质期非常短,要在没有质检的情况下取得用户信任,且在短时间内快速把产品销售出去,不仅需要依靠营销手段,更要踏踏实实回归食品本身”,上述人士表示。

口味是另一个重要因素。雕爷牛腩主要做的是融合菜,这种菜系本身并不太容易成功,且中国人对西式餐饮的接受程度仍属小众。另外,客单价150元对于食材成本的限制,导致食品既无法满足高端人群,对于雕爷牛腩的瞄准的中产阶级来说,价格仍旧偏贵,这也就不难理解为何雕爷牛腩的受众多为尝鲜,而少有复购了。

洗牌期将至,“互联网餐饮”路在何方?

黄太吉、雕爷牛腩、伏牛堂、西少爷等一系列品牌,都被冠上了互联网餐饮的头衔,但“互联网”三字前缀并非尚方宝剑。随着行业的发展,从前掩盖在高流量背后的问题逐渐爆发。有突出的前端流量并不意味着品牌能高枕无忧,行业正越来越回归餐饮行业及商业的本质。

人人湘创始人刘正认为,互联网对餐饮业的渗透正在逐渐深入。像黄太吉、雕爷牛腩、叫个鸭子、西少爷是把互联网作为一种营销途径,即增加收入来源的一种方式。这在行业发展中还处于早期阶段。

升级的阶段是,通过互联网为这个行业做一些更深层次的改变,优化传统餐饮的一些环节。以人人湘为例,用互联网这一工具重构了餐饮企业的成本结构,降低了资金的管理风险,提升了餐厅的运营效率,同时减少了餐饮在人员和管理方面的投入。

在刘正看来,未来餐饮和互联网会有更深度的融合。更多的餐饮人融入互联网,更多的互联网人到餐饮企业中去,“你做你擅长的,我做我擅长的,大家共同取暖”。

“我觉得2016年以后就没有所谓的互联网餐饮和传统餐饮之分了”,餐饮老板内参创始人秦朝认为,现在整个餐饮行业越来越信息化,所有的餐饮都要去结合互联网,用到互联网的一些工具和系统,甚至一些互联网的思维方式来升级这个行业本身。

洗牌期已至,互联网餐饮的本质还是餐饮生意,企业的想象空间和可能性存在于用户是否愿意为产品付费及付费的额度和可持续性,单从前端流量入手,已难撬动行业格局。

(本文来源:mp.weixin.qq.com,张怡)

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    回复
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