企极 (CHG) | 垂直电商样板,酒仙网六年经历的那些“坑”
酒仙网是一家具备酒业电商“活化石”特质的企业,它所经历的电商形态比天猫京东齐全,同时,经过六年的摸索积累了行业经验。
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垂直电商样板,酒仙网六年经历的那些“坑”

郝鸿峰

一个看似有千亿的大市场,至今电商渗透率不高,这就是酒行业。来自易观国际的数据显示,2016年中国酒行业将突破万亿市场,但目前酒类电商的销售收入仅占1.3%。如同去非洲看到赤脚的商人一样,悲观者认为没有市场,乐观者看出了机会,这就是酒业电商从业者们正在做的事情。

今年11月9日,累计经过七轮融资的酒仙网在新三板挂牌。2009年成立至今6年的时间,中国酒业的电商该经历阶段酒仙网都经历了。尽管在现在的平台型酒类电商平台上,市场份额最大的仍然是天猫和京东——《2015年酒业电商数据报告》中显示,这两家之和为整个B2C酒业电商平台的四分之一——但是像酒仙网这种经历了各种电商形态的酒业电商并不多。

目前,酒仙网除了传统的B2C,还有O2O酒快到、B2B团购以及为传统酒企提供互联网营销服务。

可以说,酒仙网一家具备酒业电商“活化石”特质的企业,它所经历的电商形态比天猫京东齐全,同时,一路摸索也积累了行业经验。

从独立B2C到全渠道

郝鸿峰是酒仙网的创始人,他告诉钛媒体,在创立之初的2009年,酒仙网还是以电话销售为主,这种方式成本低,也拉低了酒的销售价格,但这给传统酒企固有的销售渠道带来干扰,于是酒仙网在最初遭遇到封杀。

好在郝鸿峰此前在山西创办百世集团时,累积了线下酒企的关系,再加上他奉行“不骂人、不打架、不称王、不称霸”的行事方式,最后才与酒企的渠道冲突略微变得缓和。而此时,传统酒企还处在发展的黄金十年,粗放、高利润、三公消费……对他们而言,有没有电商这个渠道也无所谓。

没多久,酒仙网从电话直销转向搭建自己的平台,是B2C模式运作的雏形,但这种模式并不顺利。2012年毕胜创办乐淘失败后进行过自我剖析:“电商没有看起来那么好,细算下来,运作成本高于线下20%~30%,电商运作成本有物流成本、仓储成本、货损成本、电话成本、流量成本、技术成本等等”……每一个环节都需要控制收支。

酒仙网在创业之初也不例外,从2009年到2012年左右,电商平台的流量成本增长迅速,早年一个关键词成本在10元,而这期间,由于上线B2C电商的玩家越来越多,同一个关键词涨至15~20元,这增加了至少50%的运营成本。此外还有自建仓储成本、技术成本等等。

酒仙网在这一时期选择入住天猫和京东,形成垂直电商与平台电商相结合的十字架战略:交叉覆盖便于提升话语权,从渠道效率来讲,传统酒企的渠道在3~5级,每一级加价15%左右,酒仙网消除了这个渠道耗损,补贴在流量耗损以及其它物流仓储等的运作上,这样下来,相同的酒做下来还是比传统渠道便宜。

“互联网定制酒”的成长空间

其实,无论郝鸿峰有怎样的智慧去周旋于线下酒企以及经销商,线上线下的冲突一直存在,最有效的方法是渠道专供,面对电商平台。2014年,酒仙网与泸州老窖做了一款互联网专供酒——“三人炫”。

“三人炫”的出现过程经历了公测、1.0、2.0时代,细心的消费者会发现,在购买别的酒时,会有附加的公测酒的推送信息,消费者可免费获得试喝装,但需要反馈对于喝酒后的建议,便于改进产品。“一个品牌只做一瓶酒,这是一个很大的挑战”,郝鸿峰说,因为在传统酒企中,即使是一个小酒厂,一个品牌都会有几十个品种。但互联网是一个无远弗届的领域,可以让一瓶酒的足迹随着网络渠道渗透到全国。基于互联网的这些特性,郝鸿峰和泸州老窖还是做了个反常的决定:只卖“三人炫”这一瓶酒,并且一瓶只赚一元钱,年底卖出一亿瓶。

2014年年底,三人炫的销量达到预期。主打互联网定制酒,一方面迎合了新兴消费群体的需求,另一方面,也很好地解决了电商与传统酒企线上线下的冲突问题。“酒企电商做得不好,有一个误区,就是很多酒企的电商业务部门都被定义为新渠道部,只是营销4P中的一个P——渠道(place),我认为这是对电商最大的误解。电商绝不仅仅是产品销售的渠道和手段,而是一种互联网思维方式,其本质在于突破并颠覆。”宋河粮液的电商经理人刘钢威总结。

宋河酒业的电商就是4P理论的应用者,这种理论认为,营销有四要素:产品(product)、价格(price)、促销(promotion)、渠道(place),要达到不错的销量,需从产品设计阶段参与,新渠道要有新产品与之匹配。因此,2013年初,诞生了宋河扣扣的网络专供酒,用预售的方式,6天卖了10万瓶酒。宋河还专门打造了嗨80,嗨90的互联网白酒,营销工具借助微博、微信等社交媒体,目的是增强互动。

很显然,这一系列的活动剑指80、90后群体,刘钢威说:“80后正在改变传统的白酒消费习惯。80后消费群体是改革开放的同龄人,他们的思维方式、消费习惯、消费观念将直接影响到白酒的未来发展。”

三人炫的实验成功后,互联网定制酒成为酒仙网的一个重要品类,今年与董酒、杏花村酒等进行了合作,中国酒业协会理事长王延才认为,传统酒行业调整期还在继续,酒企和电商在合作中要善于挖掘共赢点,双方可以一起赢得更大的市场。

O2O是不是酒业电商的灵丹妙药?

从2013年起,酒业电商领域开始杀出一种模式叫O2O,以中酒网和1919为代表。2014年初,酒仙网也推出了自己的O2O产品“酒快到”。与中酒、1919为自营加盟店不同,酒快到用众包的方式,把线下加盟酒店带进网点来,一旦有消费者有酒的需求,点击酒快到,就近推送店铺和产品,下单后,由附近的店铺送酒上门。

这个产品的理论以及实践的背景在O2O火热发展的时期,当时的电商界一致认为,线上线下统一是未来电商的发展方向。但理想丰满,现实骨感,据《2015年酒业电商数据报告》报道,原本在2014年非常火热的酒业O2O,呈现出惨烈的发展态势,10多家规模较大的O2O酒企在一年时间内转型或者消失,其根源在于O2O线下布局的成本极高,盲目扩张、大规模布局线下导致企业烧钱速度过快,一旦资金后继无力就处于非常危险的境地。“但同时,O2O又具备客单价较高、物流成本较低等优势,如果能够做到精细的成本控制,这一模式将大有可为。”

回到酒快到这款产品来,首先是它的场景消费是个伪命题,因为许多饭店里是禁止外带酒水的,它最适合的场景是家庭宴请。其次,众包方式寻找的线下店,对于酒的质量把控有一定的难度,除非是酒仙网事先去考察过各个实体加盟店,决定在APP上上线哪款酒,但如果把众包发展为直销,势必又增加运作成本,线上和线下双线营销,着实能花费不少运作成本。

好在酒仙网的产品结构中,B2C仍然占据大盘,在自建仓储物流方面打造核心竞争力,因为酒类产品因产品的特殊性,对仓储物流的要求较高,所以在目前,酒仙网是国内为数不多自建仓储体系的酒类电商。在天津、上海、广州、武汉、程度等地设置总面积达到20万平米的五大运营中心。

创业维艰,酒仙网在上市前花了整整6年进行摸索,最难的怎样使公司和团队保持一直在「创业」的状态。据了解,酒仙网在搬到亦庄办公后,郝鸿峰和技术、副总裁一起住集体宿舍,经常加班至深夜。

到2015年,酒业已经是另一个生态,由于三公消费的叫停,许多传统酒企开始告别高枕无忧的高毛利时代,转而寻找精细化运作的方式,而电商是他们绕不开的一个话题。此时,酒业电商也有几个梯队,大平台当属天猫京东,垂直平台以酒仙为代表,行业竞争也在加剧。如郝鸿峰在上市庆酒会上所言:“上市只是一个新的开始。”

(来源:钛媒体 http://www.tmtpost.com/1483964.html)

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