线上线下融合促新兴零售崛起 “产品+服务”或成未来新模式

来源: 新华网时间:2018-08-14 14:10:46

日前,工业和信息化部赛迪研究院发布《2018年上半年家电网购分析报告》(以下简称“报告”),报告指出2018年上半年,家电网购市场的规模达到2641亿元,同比增长22%。受多方面影响,家电市场在2018年初曾出现短期下滑态势,业内人士也曾对此发表看法,虽然在特定时期的家电产品销售呈现颓势,但由于第一季度的消费境况受整体市场需求影响并不能代表家电行业的整体挫败态势。而第二季度家电销售市场的全面飘红也再次印证了这一点。由于消费升级带来的红利,消费者对产品的质量及本身能力都更加重视,同时家电企业业精于勤,大力提升产品性能、质量及智能化。

从家电行业可以看出今年下半年开始,逆势上扬的风帆就已经立起。根据京东家电公布的数据,在815开启的8月1日当天销售超过去年同期三倍之多,数据喜人。OLED产品较去年整体增长5倍,母婴洗衣机销售额增长6.5倍,高端油烟机销售比例超过50%, “高端化”正逐渐成为家电产品的发展趋势。而从天猫及苏宁等家电平台下半年的数据看也是如此。值得注意的是,京东家电在10年线上网购推进历程中,产品+服务的模式逐步成型并影响至整个家电零售领域。

曾经被看“衰” 如今捷报传

业内人士表示,2018年是家电电商承前启后发展的关键年,京东、天猫、苏宁均于年初对内部组织架构进行了调整,以更适合未来线上线下融合、全场景化发展的零售变革。2018年上半年,三大电商家电网购零售额均有增长,但市场格局未变:京东在家电网购市场仍以60.5%的份额遥遥领先,天猫与苏宁几乎占据另外四成,足以看出以京东家电为首的网销平台正逐渐为中国家电行业提供持续火力。

为何京东占比连年超过6成?有业内人士提到,对消费者不断加码服务、与厂商维持开放平等互惠互利的共生关系、对供应链的科学性管理使京东避免在发展中出现重大偏差。且京东稳固家电行业销售地位的基础是渠道和供应链,作为能够牢牢掌握销售渠道的京东在全国的京东家电专卖店已经超过万家。据京东方面消息,未来计划将门店数量提升至15000家,结合京东家电品牌体验店和超级体验店将为家电市场打造了全新的生态平衡,线上与线下的融合发展也为家电产品的生活性及贴近性提供了保障。而天猫与苏宁也在不同程度上追赶,目前与京东形成三足鼎立的行业现象。

线上+线下的销售模式是2018年上半年家电销售最为显著的特点,作为新兴零售的代表,京东的“无界零售”,阿里的“新零售”以及苏宁的“智慧零售”都堪称未来零售业的强心剂。上半年“6·18”大促为家电线上+线下提供了营销机会,京东、天猫纷纷铺设线下门店,消费者可以在线下享受线上同样的优惠。京东家电携手家电企业首创“品牌体验店”的模式,在“6·18”期间开张了多家家电品牌的专属体验店;京东&五星电器的无界零售体验店洛阳店在“6·18”开业期间日客流超过2万人,3天零售额突破2000万元,显示出线上线下融合的威力。同样,当天12小时内,参与天猫活动的全国商圈客流增加30%、线下消费笔数比上年提升45%。

为什么家电作为家庭承载消费品,在更换频率并不大的现实环境下依旧能够出现近乎“疯狂”的数据。据家电业分析师分析,作为传统家庭大件商品,强需求驱动购买力,猎奇心态同样也在促进消费者尝鲜,如今越来越多的消费者对家电产品的渴求不再只是简单的功能实现,全屋互联互通、多场景应用、高端技术搭载等成为其选购的第一指南,而越来越多的厂家也在纷纷从此些角度入手,同样,大举营销的背后是消费者的点头认可与买单。

消费观念改变促家电销售市场飘红

消费观念的改变、消费模式的增加与创新也反映了家电网购十年的辛酸路。十年前,线下实体销售卖场掌握着当地家电产品的价格话语权,消费者的价格获取渠道单一,只能通过家电卖场的价格变动来进行比对,有时为一款促销产品或等待促销日来临时,清晨就去排队取号,等待提货。而消费顺序往往是正向不可逆,即便发现日后降价也只能怪自己当初入手的急切。而如今的家电销售,信息不对称的状况大为改善,网络报价如与线下卖场价格差别巨大,完全可以选择线上购买,同时例如京东家电30天价保更让家电价格有商量,30天内出现降价可以申请保价退差额,消费者不仅可以随时有需求就买家电,更不怕买贵。常言道,家电三分产品,七分售后,售后的重要之处可见一斑。十年前买家电送装是件麻烦事,送装时间的特定化与自由化成为了十年前后的见证,十年前被家电安装师傅牵着鼻子走,十年后,安装时间你说了算,这样的改变是巨大的。同时多家线上销售平台推出的售后服务计划堪称贴心,对消费者来说,拒绝的可能性很小,毕竟是机械制造的产品总会有偶尔失灵的时候,售后维护的完备是销售平台打出的一张好牌。据了解,京东在发布“京伞计划”后,销售量也有了明显提升,平台服务、售前服务、售中服务、售后服务、增值服务五大类别在内的36项服务承诺对消费者的日常痛点“统统消灭”,塑造了一位随时上门的好好先生形象。

平台+厂商创新终尝甜蜜

网销平台的创新体现在对家电产品的AI及IoT化发展的支持。数据显示,2018年上半年,人工智能电视在线上的销售额占比已经达37.6%。多数电视厂商纷纷推出人工智能电视,作为销售平台的京东及天猫则分别从内容与产品的角度与电视企业进行深度合作,无论是推出定制款电视还是具有丰富电视内容的软性产品,无疑不是一个新的尝试,毕竟平台的作用越来越大,电视作为客厅的娱乐及输出终端将会承担更多消费者的需求,这也是网销平台的大胆举措,从目前的销售报告来看,这样的电视产品十分紧俏,至少年轻人更加青睐智能化的电视产品。

家电消费市场在2018年上半年被持续看衰到如今频频捷报也从侧面反映出中国制造与中国创造的融合。报告预测,2018年我国家电网购市场(含移动终端)将保持22%-23%左右的增长,整体规??纱?000亿元左右。

2018年,线上渠道在整体家电市场的零售额渗透率超过30%的预期不变。由于互联网流量红利变弱,纯电商模式的获客成本上涨,电商大力拓展线上线下融合的应用场景,2018年下半年,这种以多方位增加消费体验的获客模式将持续增加。多家电商企业例如京东、天猫等都将在线上+线下的模式下探索更加贴近消费者的销售方式,以多服务、优服务拉近与消费者距离。未来“产品+服务”的捆绑式家电消费模式或将逐渐形成。而获得产业认可,消费者认可与同行认可的家电市场将会在一轮轮捷报中变得更好。而815京东家电十周年生日的最好礼物——不断被打破的销售纪录也将是全行业上扬的积极信号。

责任编辑:FD31
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