探讨零售业的服务升级 鲜生活首届商品研习营盛大开营!

来源:八桂网时间:2019-07-24 13:26:06

提到便利店的管理,就不得不提商品管理特别是单品管理,便利店从业者、零售从业者们在商品管理层面有哪些工作要做,哪些问题需要思考呢?

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7月20——21日,由鲜生活主办的第一届便利商品研习营在北京正式开营!鲜生活总裁朱宏涛在20日上午主持了开营仪式。鲜生活作为专业为便利店赋能的互联网企业,“商品研习营”也吸引来了众多重量级嘉宾:7-Eleven前常务董事碓井诚出席并做主题演讲,此外,广东天福连锁总经理欧阳华金、可好便利总经理王后虎、友客便利董事长魏峰、安达便利总经理任光临、西安每一天创始人张培彦等多家便利店高管和相关负责人到场。

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朱宏涛在开营仪式上表示,商品的管理是便利店也是所有零售业态的重要工作,是需要持之以恒完善优化的,这次请来重量级嘉宾,也包括诸多有合作的便利店企业,是非常难得的交流和分享机会。在为期两天的时间里,想的美好一些,做的踏实一些,讨论的再热烈一点,持续坚持下去,我们对便利店的生态改进总会有成效。

首日焦点:7-Eleven前常务董事碓井诚的分享会

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根据公开资料,碓井诚在1978年就进入7-Eleven集团工作。在任职的近30年时间里,他主要从事业务改革和系统革新这两方面的服务和推进工作。碓井诚出过一本书,名为《制造型零售业:7-Eleven的服务升级》。

开营仪式后,7-Eleven前常务董事碓井诚以《7-Eleven事业战略与PB商品开发,单品管理方法》的大主题演讲。其中,近一天的时间内,集中解答了三个大问题:1、零售业为应对环境变化所做革新及7-Eleven战略;2、PB商品开发的方法和单品管理方法;3、7-Eleven的IT系统及服务体系。

随着人口结构变化,电商的发展等多种因素影响,便利店行业在日本也有着焦虑和阵痛期。但是,7-Eleven为应变环境的变化,利用强大的根基,凭借自身的努力,做了很多自我创新。

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众所周知,自有商品是7-Eleven的第一大竞争力。在7-Eleven的供应链里,有180多家专用工厂。这些专用工厂与7-Eleven保持长期合作关系。也就是说,7-Eleven可以根据消费者的需求去开发很多商品。目前7-Eleven的自有商品数量能占总销售额的60%左右。

7-Eleven另一大竞争力是鲜食类商品,类似关东煮、饭团、寿司。这一类商品的毛利最为丰厚。理论上,零售便利店中鲜食类商品的占比越大,整个店的效益就越好。而鲜食类供应是检验一家便利店供应链系统好坏标准之一。

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第三个竞争力来自于IT信息系统,这是7-Eleven最强大的优势之一。很多人理解的信息系统只是一套管理软件,但实际上,在整个链条中,这套信息系统打通了从终端门店到上游厂商的每一个环节。在7-Eleven的系统中,所有的加盟店都被信息系统所覆盖,没有中间环节,采购直接对接厂商,没有任何加价。如此一来,便实现了整个供应链体系的最强竞争力。

值得注意的是,碓井诚先生出版了《制造型零售业7-Eleven的服务升级》一书,描述了从IT系统的角度来看零售巨头7-Eleven的业务流程、管理和经营。制造型零售企业通常需要整合“零售”和“制造”两部分职能,基于高水平的IT系统,收集、整理和分析生产、物流、销售等多环节的信息,从零售端的数据趋势来影响生产,抑或从生产端的产品研发计划、产能安排等来制定零售端的销售方案。

分享结束后,现场报以热烈的掌声,多名便利店从业者踊跃提问。

对于中国本土便利店品牌来说,7-Eleven的信息系统、资金流、商品、品牌等,永远有值得借鉴之处。这次的分享会也给了在场的便利店同仁诸多思考。

第二日:朱宏涛点评研讨成果

聚焦商品开发和行销

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针对碓井诚先生精彩的分享会,各便利店参会人员积极讨论,并根据各组别得出研究报告。

研习营次日上午9点,精彩的分组汇报会正式开始。广东天福连锁、可好便利、友客便利、安达便利、西安每一天等便利店领导和相关部门负责人悉数到场。

对于中国便利店品牌来说,各品牌之间选品、店铺面积、店铺类型、地域特征等等都不尽相同。而日本的7-Eleven是存在基础店型的,一般会在基础店型之上根据各店的特征再进行单店微调。

讨论会现场,大家列举出各自品牌的两种不同类型店铺,与日本7-11的内容做对比,并讨论出各自品牌今后发展的可能性。

与7-Eleven相比,中国本土品牌便利店普遍存在客单价低,自有商品数量少,毛利率较低等难题。

朱宏涛表示,老零售做便利店,前期准备工作做的越细致,定位可能越准确,另外对于很多便利店而言,更要做好各种准备工作如调研、规划,把有限的资金用在提高品质至上。

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当然,7-Eleven也不是一开始就可以具备完善的体系、流程、系统,如何做好商品管理乃至做个整个项目?——学习、模仿,然后改良成适合内资便利店的东西。已经被证明过有效的东西,内资便利店完全可以拿过来改良后继续使用。

两小时的分组汇报会反响热烈,随后,朱宏涛给各便利店代表颁发研习营毕业证书。

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此外,研习营现场,鲜生活市场营销负责人陈冉冉关于“盘活便利店私域流量”的主题分享,也吸引了到场的各品牌便利店同仁。

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私域流量指的是,品牌或个人自主拥有的、可以自由 控制、免费的、多次利用的流量。便利店品牌对私域流量重视的价值有两点:与消费者高频的有效互动,培养与消费者的感情,增强消费者对品牌的忠诚度才能产生有粘性的连接,让用户持续消费;第二不断提高用户与品牌之间的交互,进而逐步提升客

单价,形成单客经济效益。

随后,陈冉冉重点以好邻居便利店为例,在公众号运营、商品营销等方面进行介绍。

“好的产品是形成品牌力的核心基础,好的品牌运营是放大产品优势的关键二者,相辅相成。”而想要做好便利店的营销管理,研究消费者喜好特别是消费者心理是必不可少的工作之一。

每一位便利店经营者都兼具从业者及消费者双重身份,也有经营思维定势及习惯,从业时间越长,越要多站到消费者角度来看商品。

作为“商品研习营”的深度课程,商品应当成为重中之重。鲜生活总裁朱宏涛总裁从“便利店葡萄酒品评基础课”的话题着手,深刻体现了便利店对一件商品选择的专业和严谨。

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朱宏涛从品酒、葡萄酒产区、品质、价格等各方面介绍了葡萄酒的知识,最后回到便利店卖葡萄酒的定义上——懂得人不会买,不懂的人不敢买。但专业的选品和品牌打造,便利店卖葡萄酒并非一件不可能的事。

据悉,鲜生活曾安排多次评酒实验,只会选出最适合便利店售卖的葡萄酒。演讲结束后,研讨会现场也组织了现场评酒会,让大家更真切感知对一件商品筛选之不易和必要性。

研习营第二天还进行了各便利店品牌及知名面包品牌的商品盲评、根据实际商品讲解PB开发的知识点,以及对便利店NB商品的介绍。

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研习营最后,对两天的学习成果进行颁奖。鲜生活创始人兼CEO肖欣出席颁奖。

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7月21日下午,鲜生活首届商品研习营顺利闭幕。鲜生活鼓励创新,但更鼓励保持永远学习的心态、开放的心态。未来,鲜生活将继续举办类似的研习营活动,也期待与更多的便利店企业展开合作。

责任编辑:FD31
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