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2019-08-05 第300期

线上与线下背后的思考

在以雷士、欧普为首的一线品牌不断加大线上投入的当前,兆驰照明的一则关于“未授权网上销售”的品牌声明引起行业高度关注。事实上,早在兆驰照明之前,世林照明、绿豹灯饰也曾公告明确表示“未在线上销售”。形成这种现象背后的逻辑可能是什么?一场关于“线上与线下”话题的探讨由此开启。
线上与线下背后的思考:是厮杀互博?还是竞合双赢?

在以雷士、欧普为首的一线品牌不断加大线上投入的当前,兆驰照明的一则关于“未授权网上销售”的品牌声明引起行业高度关注。事实上,早在兆驰照明之前,世林照明、绿豹灯饰也曾公告明确表示“未在线上销售”。形成这种现象背后的逻辑可能是什么?一场关于“线上与线下”话题的探讨由此开启。

 

线上和线下,品牌操作大不同?

 

是选择继续深耕线下实体,还是转身进击线上?是继续专注于线上,还是转而布局线下?每个品牌都有自己的考量与选择。近期,从兆驰照明对外发布的一则声明中,似乎可以看到这个品牌的选择。


7月18日,兆驰照明发布一则有关“兆驰照明”品牌授权声明。该《声明》指出:兆驰照明从未授权任何单位和个人在淘宝网上销售兆驰照明产品;如果发现未经授权恶意使用兆驰照明商标的店铺,兆驰照明将联合淘宝网官方对此类商品强制下架或关店;敬请广大消费者朋友选择到兆驰照明线下门店购买兆驰照明产品。


换言之,兆驰照明当前尚未开始布局线上渠道。事实上,兆驰照明并非个案。早在此之前,世林照明、绿豹灯饰也曾公告明确表示“未在线上销售”。


2019年4月,绿豹灯饰在《告全国绿豹用户书》中称,最近网络上尤其是天猫上,充斥着大量打着绿豹旗号的产品以低于生产成本的价格迷惑、欺骗消费者。针对此种情况,绿豹郑重声明:中山市绿豹灯饰有限公司从没有授权任何公司与个人从事网络销售或网上代理绿豹灯饰品牌及产品。因此,目前网上打着绿豹品牌名义销售的产品均不是绿豹正品。对于这种恶意欺骗消费者权益的行为,公司保留进一步追究相关法律责任的权利。


2018年6月,世林照明在一则《关于世林照明网络销售》的公告中明确指出:目前,世林照明没有在任何网络平台设立官方的销售产品,因此消费者在网络上购买世林照明产品须慎重购买;对于没有取得世林照明官方授权的网络销售,我司一律视为假冒伪劣产品,对于网络销售的产品将追究商家法律责任,并取消区域代理权。


由此可见,世林照明、兆驰照明、绿豹灯饰都可归属于选择继续深耕线下的品牌阵营。当然,并不是每个企业的选择都相同,选择往“线上”延伸的品牌也不少。当中,最有代表性的莫过于雷士与欧普。并且,雷士、欧普当前还在不断加大对于线上渠道的布局。


至此,照明圈形成了一种有意思的现象:一边是如以欧普、雷士为首的一线品牌企业在线上不断加大投入,另一边则是如世林照明、兆驰照明、绿豹灯饰等二线品牌企业纷纷表示“未在网上销售”,明确逃离线上。


另还值得一提的是,前些年的一些纯电商品牌也开始深化线下布局,如奥朵灯饰。成立于2007年的奥朵灯饰,曾自称为“国内灯具行业电商第一品牌”,也有淘品牌“一哥”之称。就是这样一个曾经在线上非常强势纯电商品牌,也于2016年开始宣布走线下渠道,并在近两年有加速推进之势。就在今年4月,奥朵灯饰还在江浙皖地区开启首场招商加盟会。


从世林、兆驰、绿豹的坚守线下,到雷士、欧普的线下到线上,再到奥朵的线上到线下,这一个个选择的背后蕴含着怎样的逻辑?又反映了哪些行业趋势与市场现状?


线上或线下,因企业战略而异?


不得不承认,当前LED照明市场已由“增量市场”转为“存量市场”,日趋激烈的市场竞争也已成为常态。而此时,品牌的渠道布局就显得尤为重要。从线上到线下、从线下到线上……可以说,每一个抉择背后,都是基于企业对市场与自身的预判,也都暗藏着其自身的渠道战略布局。


而从当前情况来看,一线品牌似乎更倾向于将渠道扩张至线上,且不断加大线上渠道的投入力度,如上文所说的雷士、欧普。而二三线品牌则截然相反,如上文提及的世林、兆驰与绿豹。而这一现象的背后,又反映了什么?


“一线品牌资源完备丰富,出于发展战略需要,需要组建全渠道运营,大力投入线上,抢占线上先机;二线品牌资源相对有限,无法同时兼顾线上线下,为了?;は呦麓蠖嗍窒痰睦?,只能选择暂时放弃电商,集中资源发展线下,确保公司稳健发展?!毙∑鞴碚彰魇谐∽芗嘤髌涮沃赋?,不论是一线品牌还是二线品牌,其实都已意识到电商的趋势,以及未来的重要性,只是结合各自企业的现状所做出的不同选择。


实际上,对于很多照明企业而言,线上不仅仅是其渠道布局中的一环,同时也是品牌展示以及推广宣传的一个重要窗口,而这也就恰恰解释了部分照企为何在自身电商板块不赚钱的情况下仍在坚守。而通过采访可知,纯电商品牌开始布局或加速线下渠道推进的原因均指向“电商运营成本日益走高”以及“市场竞争日益激烈”。


早在此前,就有业内人士针对电商成本粗略地算过一笔账:人工11%、天猫扣点5.5%、推广成本15%、快递12%、售后2%、财务成本2%、水电房租2%。他还指出,在平台上做销售,如果没有50%以上的毛利率,电商根本没有办法持续经营。灯具灯饰淘品牌真正在天猫平台上能赚到钱的有多少?相信达不到5%!电商已经突飞猛进地发展了很多年,现在的电商成本之高已不低于实体店。


“电商渠道的竞争比线下门店的竞争更加残酷,加上现在新零售发展得如火如荼,对电商平台造成的冲击愈发明显。从这个角度看,线下门店的运营或许还来得轻松一点?!闭彰餍幸档牡缟檀锶肆捍汗馊缡撬?。


由此可见,日益高企的运营成本以及恶劣的经营环境,都让电商品牌备受增长压力,也从而进一步加速了其布局线下的脚步,毕竟绝大部分市场份额依旧在线下。


线上与线下,终究是殊途同归?


随着移动互联网的飞速发展,电子商务也随之顺势快速崛起。电商因其便利性在一定程度上改变了人们的消费习惯,也为各行各业开辟了一条新的流通渠道。而在传统认知中,线上线下一直是竞争关系,两者都在争夺存量市场蛋糕,以至于很多做传统零售生意的经销商都非常痛恨电商。


这种情况同样存在于照明行业,不少经销商对品牌发展线上业务持否定态度,认为电商在不断吞噬线下零售份额,从而对线下实体造成巨大冲击。甚至有人尖锐指出,“电商太强也未必是什么好事,等有一天实体专卖店都垮了,那么企业也就要走下坡路了!难道这样的案例还少吗?”


然而,企业顺应互联网时代发展线上业务,或能成为业绩的又一增长点,如欧普。以2018年为例,欧普全年营收突破80亿元,单是电商板块就贡献了23个亿的业绩。而另一边,近两年来终端市场反馈回来一个重要信号:厂商“回归实体店”的意愿越来越强烈,实体价值也越来越被重视。朗能集团董事长邓超华也曾说,渠道终端始终会繁荣。此外,一些电商品牌也已开始行动,从线上向线下挺进。


那么,站在线上与线下的十字路口,企业到底应该如何选择?答案或许会因企业而异。但是值得注意的是,对于这一话题,业界呼声最高的一个观点是:线上线下融合才是未来。在他们看来,未来的照明市场一定是线上线下相融合,属于那些能够顺势而为,快速建立新零售渠道的品牌。


早在此之前,阿里巴巴集团董事局主席马云也曾指出,未来的纯电商日子会很难过,可能就会没有,未来的纯线下模式也会没有。如果纯电商做得很好,没有线下的支持,没有线下的配合,电商也是走不久的。


换言之,纯电商没有线下支持走不远,线下企业如若不拥抱互联网,也会走不久。线上线下零售渠道实则都是殊途同归,线上与线下深度融合也已是大势所趋。然而,如何将线上线下零售完美结合才是关键。而这对于广大照明企业来说,仍是一个值得深入探讨的重要课题。


企业现身说法


线上线下没有绝对的冲突

安徽世林照明董事长 桑永树

 

随着移动互联网的发展,线上销售确实为消费者带来了极大的便利,但对线下经销商利益也造成了一定冲击。如今,网络平台的运营成本也越来越高,包括平台费用、流量推广费用、物流费用、售后费用、人工成本等,以至于很多品牌为了提升流量或降低品质、或进行亏本降价销售。世林照明对外发布“并未授权网上销售”的通知,是基于对实体经销商利益、售后服务的考虑及自身战略的考量。


我认为,企业回归线下实体店其实主要还是基于三个目的:一是作为品牌的延伸,当消费者寻找相关产品时,实体店可以创造消费者的可见性,让消费者最先唤起回忆,这种光环效应也可促使购物者进入在线商店;二是消费者可以在实体店比较直观地了解产品及试用新品,包括解决产品故障;三是在线业务的运营涉及仓储、员工和运输等各种成本,拥有实体店甚至可以节省运营成本,同时也可以作为提货和退货等服务结点。


平衡线上与线下是一个资源整合利用的问题。电子商务不仅仅是一个前端界面的概念,后端还有很多资源需要整合,例如供应链、产品制造流程、物流、数据营销、信息技术平台等。实际上,在如今的竞争生态环境下,企业所有的营销思考模式都应该面对消费者市场,分销渠道不是由企业决定,而是由消费者决定何时、何地、如何购买其所需要的商品。


方便性策略是网络平台竞争力的关键点。所以,企业在决定是否构筑线上渠道的时候,需要从渠道策略向消费者购物便利转化,然后以消费者购物是否便利作为决策的一个依据。线上线下没有绝对的冲突,关键是如何以消费者便利购物为依据进行有效整合,只有在建立线上线下互动互通的零售渠道基础上的电子商务模式才是真正具有实效意义的。


随着互联网从以信息展示为中心的1.0向以互动为中心的2.0,乃至以随时随地随身为中心的3.0演进,为消费者提供个性化的、定制化的全方位专属服务,已经成为大势所趋。而作为互联网的商务型应用,全方位的个性化服务更是电子商务下一步发展的重要方向之一。


线上线下两种渠道各有价值

 

兆驰照明KA业务总监  王钊


兆驰照明公告表示“未授权网上销售”,主要基于两个原因:1、这些未经兆驰照明授权的淘宝店铺在线上违规销售,已侵犯到了兆驰经销商的合法权益,兆驰照明对此必须做出反应;2、关乎企业经营销售活动的重要公开事项,企业有责任向行业进行正式告知。其它企业若有类似做法,相信也是出于同样的考量。


线上、线下两种渠道各有长短,也各有价值,在发展的过程中舆论忽左忽右,本质原因无非是经济环境又恶化了、业绩目标更难达成了,作为企业,总要有新的应对策略?!笆堤宓甑募壑怠薄跋呱锨赖募壑怠闭庋穆鄣?,仅代表对时下的观察或者对将来的有限预测。眼下实体店那些不可替代的价值,不意味着将来一定也不可替代,反之亦然。所以对于线上线下,什么样的论调并不重要,重要的是企业是否敢于付诸实际行动去做多样化的尝试。


我们通?;嵯乱馐兜厝衔?,线下渠道是代理商和经销商(暂不考虑直营店),而线上渠道(暂不考虑自建平台)是绕过了代理商和经销商,直接接触C端。其实不论天猫还是京东,都仍然是代理商,只不过体量更大、更强势??銮乙氪锍稍て谙?,买流量、做运营的投入不会低于线下渠道。本质上,不管线上还是线下渠道,我们要考虑的无非是对方手里有多少C端资源、可以用怎样的成本购买这些资源而已。至于C端实际交易体验上的差异,并不是决定性要素。


当前,极少数传统的头部企业依靠品牌的绝对强势做到了线上线下“两开花”,但线下渠道对线上的积怨乃至反制,都不可否认。所以,我们很难讲他们做到了真正的线上线下平衡。部分纯电商的头部品牌开始在线下发力,不否认有很大机会,但最终结果仍需事实检验。


以上两种企业以外的其他企业,占了行业的绝大多数。这些普通企业面临的问题其实根本不是如何平衡线上线下,而是如何先做好其中的一端。今天,照明行业仍是一个高度分散的行业,即便强如欧普,都不能说自己占据了绝对份额。对于普通企业来说,现有的一亩三分地仍有巨大的发展空间,动辄就谈线上线下两开花、甚至要做到两者平衡,都是耐不住寂寞的浮躁心态在起作用。


 

...【详细】
厂商喊话:线上与线下融合才是未来!

企业谈


实力中小企业可兼顾线下线上

 

灯烨照明董事长  黄孝海


在一线品牌不断加大线上投入之时,一些二三线品牌反而公告明确表示“并未授权网上销售”,那是因为二三线的品牌知名度还不够响亮,并且线下经销商很不愿意公司产品在网上销售。网上的价格普遍较低,二三线品牌在网上销售也影响到了线下经销商卖货,这对企业自身发展会造成一定影响。


对于“实体店价值正在回归”的论调,我个人非常认可。灯饰属于建材产品,需要上门安装以及后期维护,而且网上看不到实物。业界之所以会出现这种论调,是因为如今的电商运营实在太高了,很多天猫商家的产品成本价乘以两倍销售都还是处于亏本状态,获客成本非常高。据我了解,很多电商大佬都在转型线下,而且电商普遍是这个月运营这个月就有生意,不运营就没有生意。另外就是服务方面,线上销售没有经销商去做终端服务。


个人觉得,有实力的中小企业可以线下、线上一起做,线下品牌和线上品牌区别开来,这样既不伤害经销商利益,企业又可以拓展电商渠道。目前,我们也已经布局电商(线上)渠道,品牌名与灯烨不一样!5G时代的到来,我们也不知道会发生什么,我们只能努力做好现在!


在照明灯饰行业里,线上线下结合的模式目前比较乱,平台之内只有两家做得比较好。很多公司去现货厂家拿货,然后搞一个终端机,打着线下线上结合的新零售,其实都是噱头而已!真正的线上线下结合需要第三方有实力的平台来做,或者有实力、有知名度的品牌来做。对于实力较弱的中小企业来说,首先还是要做好产品,线下线上结合模式最好先不要去碰。



线上线下同心,其力断金!

 

浙江开尔照明营销事业部总经理  张学亮


首先需要明确的是,无论是线上还是线下,都是营销渠道的一种,并非两种现象,脱离了这个前提,看到的只会是对立面。


照明行业电商渠道通过这些年的发展,最终能排上位的也就是业内有品牌力、有资金实力的企业,因为电商的发展需要持续的、大力的投入,目前电商整体运营成本费用率在35%-50%。很多电商运营平台的规则是你销售得越多,排位越前,这就导致了很多后进企业与二线品牌无法介入电商渠道,投入是必须的,可是效益却很小。


笔者在走访市场过程中,针对这两年双十一销量排前的两个品牌实体店做调查时发现,几乎所有实体店对品牌电商运作都持否定态度,认为线上抢走了线下大量的消费者,“看的人多了,拿着手机对比的人多了,购买的人却少了!”某实体店老板说道。原因在于品牌内部运作体系,电商团队有任务、流量指标,且独立规划、预算、运作,这在顶点设置之初,就造成了与线下销售团队及渠道客户的冲突。


了解以上几点,就不难理解近期网上部分二线品牌为何道出其“并未授权网上销售”,一方面,避免假货产品横行,扰乱产品及质量体系;另一方面,既然线上无法发力,就借力给线下,让线下渠道客户安心销售。在这方面,开尔照明线上线下产品的建议零售价是保持一致的,这就避免了很多冲突,保障了线下客户的利益。


对于线上、线下的组合拳,一定是基于企业的品牌定位及发展战略,在产品线和渠道定位上作区分,线上渠道以中高端产品、定制类,宣传品牌为主线,在引流产品上,一定要与线下作区分;线下渠道则以保证店铺利润、畅销款为主,着重消费者体验、产品展示及品牌宣传等。


当然,线上线下的结合,一定是两个渠道都有一定建树与发展的前提下才可形成合力,否则一条腿走路,必然会摔跤!线上线下同心,其力断金!希望看到更多的企业能促成两个渠道合力运作,而不是继续“互博厮杀”。



“如何打通线上线下”是企业的共同课题

 

小器鬼照明市场总监  喻其涛


不论是一线品牌还是二线品牌都已意识到电商的趋势,以及未来的重要性,只是结合各自企业的现状,做出了不同选择。一线品牌资源完备丰富,出于发展战略需要,需要组建全渠道运营,大力投入线上,抢占线上先机;二线品牌资源相对有限,无法同时兼顾线上线下,为了?;は呦麓蠖嗍窒痰睦?,只能选择暂时放弃电商,集中资源发展线下,确保公司稳健发展。


线上与线下其实是两个不同的渠道,并不是一个单选题,更不应该是对立的,未来一定是相互融合的,“如何打通线上线下”是现今所有企业面对的共同课题。


传统的电商赋予消费者的“好处”更多是价格及便利,以及包括一些系列的“最后一公里售后服务”,但往往很多品牌在传统电商的售后这一块并没有为自己加分,反而是实体店能快速、面对面解决消费者的需求。因而在“更加注重服务,看重产品质量”的未来灯饰市场,单维度的线上销售是难以满足消费者的需求,它将与注重“用户体验”的线下实体店相结合。


在我看来,对于LED照明企业发展而言,一方面要积极拥抱电商,不要违背市场规则,不要抗拒;另一方面需要打造线上线下一盘棋的新零售模式,共同发展,相互促进。而对于小器鬼照明来说,2019年是非常关键的一年,小器鬼照明成立至今刚好18年,对于人来讲,这是成年的标志年龄。


在今年,小器鬼照明重新制定了大品牌的发展战略,全面整合,重新出发,重新定义品牌、重新定义产品、重新定义渠道,为未来的快速发展夯实坚实的基础。而重新定义渠道是小器鬼照明发展战略中极为重要的一环,而电商则是这一环中重要的拼图,因此,我们已做好全面的准备,将于近期全面启动电商项目,旨在打造属于小器鬼照明的电商生态圈,真正建立线上线下相互融合的新零售模式。


我个人觉得线上电商份额会再放大,同时也会加快行业洗牌,淘汰一批跟不上发展的品牌,这同时也是那些积极拥抱电商并不断优化模式的品牌的机会。未来的照明市场一定是线上线下相融合,属于那些能够顺势而为,快速建立了新零售渠道的品牌,我也坚信小器鬼照明品牌在新战略下将快速腾飞。


商家说


品牌必须要有足够的实体店作为支撑 

  

太原晶浦照明总经理  刘文波


从一线品牌不断加大线上投入,部分二三线品牌公告中表示“并未授权网上销售”的现象来看,个人从不同维度有如下的理解和分析:首先从电商环境来讲,电商平台的特性使得强者的聚集效应更强,消费资源往往集中于少数几家置顶的商户手中,从我们平时的网购体验中不难发现。


面对如此诱人的蛋糕,所有品牌很难不动心。那么什么样的品牌最容易从中分得一杯羹呢?在此一线品牌的张力和虹吸效应的优势就体现出来了,一线品牌自身的市场渗透率更高,因而对品牌本有所了解的消费者,很多会选择从实体店转移到官方平台选购。


对此,实体店是什么态度呢?一线品牌对实体渠道有不二的话语权,也就是说企业想做线上官方商城,即便经销商明知会蚕食实体的销售市场,也无法起到实际的反对作用,而二三线品牌自身的渠道话语权尚未到达随心所欲的地步,不得不顾及实体渠道的利益,至少在表态上还不想和实体渠道撕裂。


在当前这种非对称的博弈中,实体店是不是完败呢?也不尽然。这种行为非但不是双赢,也不是融和而是两败!实体渠道目前虽处境尴尬,但绝不代表实体就是鸡肋,作为有灵魂接地气的品牌来说,必须要有足够实体店的支撑。当前的销售形态处于混乱野蛮的状态,充满非文明的躁动。


不光是照明行业,众多领域的企业都存在着短视的、非理性的、野蛮的销售状态,直接将自己放置于与实体渠道对立的位置。从长远来看,品牌企业的官方商城不应该是抢食实体市场的急先锋,而应该是正常市场的维护者。企业的官方商城的意义在于推广、远传和引流,而不是全凭力量说话的野蛮人。实体若死,品牌也将凋零,皮之不存,毛将焉附!


线上线下应实行价格同步

 

贵客照明山东分公司总经理  毛俊伟


当前,在一线品牌不断加大线上投入之时,一些二三线品牌反而公告明确表示“并未授权网上销售”。为什么会出现这样的现象?我觉得这主要还是由市场环境与利益关系决定的。


首先,当下各行业都在推出O2O线上线下模式,那么对于一线品牌而言,整体线下实体店比较成熟与完善,然而线上是一线品牌的短板,这是从“行业品牌”向“大众品牌”提升的一个很好的平台。


其次,二三线品牌实体店的市场空间还有待扩大,同时消费者对品牌的认知度还不够,二三线品牌在产品定价权上还不具备足够的话语权。对于二三线品牌而言,目前尚处于深耕细分市场期,当务之急是在保证终端经销商利益的前提下,不断提升品牌影响力及终端占有率,并完善线下体系。


灯具行业是一个偏冷门的行业,消费者使用周期长,对照明品牌的认知度不够,只是对部分一二线品牌略有所闻,所以纯电商品牌在一线品牌大力推进线上零售的情况下很容易受到冲击。


消费者的消费观念不断在变化,由于目前国内电商假冒伪劣产品占比颇高,所以也在影响消费者的判断。毕竟照明类产品在品质、安装、售后服务等方面,目前线上还做不到很完善。


我觉得对于照明企业来说,首先应当深耕实体终端,同时线上线下价格同步,提质品牌影响力。O2O新零售模式目前是很契合当前市场现状的,要做好这个模式,厂商应当做到以下几点:1、练好内功,完善供应链,抓产品整合,控产品品质;2、把握好线上线下的产品定价,尤其保障好终端网店的利益;3、根据自身情况,确定线上线下良性关系(线上是维系线下影响力的)。


可以“产品差异化”平衡线上与线下

 

厦门高铭工贸总经理  周忱彬


对于是否要发展线上,每家企业都有自己对渠道的理解。一线品牌因为有足够的品牌影响力,在线下的网点和渠道密集的基础上,线上自然大放光彩。而其它不是很知名的品牌,没有太多线下网点和品牌影响力的支撑,网上销量自然也不会太大,与其和线下商家抢客户,不如好好地做好基础。


可以看到,天猫、京东和小米之类的线上平台都在建线下实体店,而照明行业本身的流量以及关注度和这些平台更是没有可比性。个人认为,纯线上品牌难以长久,即使在AI技术成熟的今天,实体店的体验功能还是无法被代替,实体店还是有得做!


对于LED照明企业发展而言,平衡线上与线下可以实行“产品差异化”,推出产品的重心不一样。而于照明行业来而言,线上是线下的一个补充,线上和线下优势互补。线上和线下的产品和服务都不一样,线上发挥推广和宣传功能,线下做好售后服务和客情的维护,假如互相恶性竞争,价格体系一旦破坏,长期如此,品牌影响力将会越来越弱。


少有品牌能做好线上、线下利益分配

 

南宁龙之轩灯饰总经理  王小东


电商平台经历爆发式增长后,面临着管理规范等问题,电商业态内也产生激烈的竞争。综合各方面而言,电商成本增加,就会给企业带来新的经营压力,这时候小厂家可以快速做出应对,而大品牌由于投入大等因素,还需要更多时间来适应。


一些品牌从电商平台撤离,这属于正常现象。从电商平台出现开始,就有线上线下相融合的声音。据观察,到目前为止,很少有品牌能够做好线上、线下利益分配,形成理想的渠道模型。


随着电商平台近几年的发展,实体店也遭受了巨大冲击,而目前还能够生存下来的实体店都是已经经历了市场的双重洗礼,获得了良性成长,实体店的价值体系更新了。目前对于照明厂家来说,坚持做好产品,从新审视渠道分工,让产品更加符合消费者需求,避开恶性的低价策略,经营好产品产业链,才是最重要的。


 

...【详细】
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