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一位创业者同我说,很喜欢与我们谈项目。我说作为投资者,我们是抱着交流与学习的心态来的,所以大家比较轻松。这是我们真实的想法,与创业者交流,我们也在向创业者学习。

创业者的创新力量是无穷的,而且创业者更懂行业,作为投资者都需要虚心学习。同时,占用了创业者的时间,也应该给创业者带来价值。投资者的优势是看得多,可以给创业者聊聊外界对行业的认识、目前的趋势、以及公司战略建议等等。这也是我们每次聊项目都会发表自己看法的原因,我们真怕耽误创业者的宝贵时间。

今天要谈的主题也是受到一位创业者的启发思考的。希望其他创业者能从中进一步深入,设计出性感的创业项目。

寻找线下的流量蓝海

创业者传统行业的营销出身,有十多年的营销经历。前几年机缘巧合,进入到一家互联网软件公司做营销副总,也算搭上了互联网的边。前年出来创业,主要做一些团购相关的服务,掌握了大量商家的资源。于是去年就开始了启动了本项目的创业历程,尝试从线下给线上带来流量。

项目的使用场景是,你在某咖啡厅看书累了,发现桌边有一个小广告:“来自巴西的原产咖啡豆,原价299,现价199,’扫一扫’立即快递到你家”。你打开手机,扫码后就进入商品的相应页面,整个购买体验就是电商的标准流程。二维码除了包括商品的信息外,还包含了这个咖啡厅的唯一代码,分成用。

这里的商业逻辑是这么玩的,咖啡厅是一个线下“码商”,咖啡豆的线上运营和配送是“电商”,创业者承担的角色是“运营商”。这三方的关系是,“码商”负责挑选自己认可的产品贴码、相当于一个商品零售点;“电商”负责提供产品以及电商服务,相当于商品厂家;“运营商”负责整个技术平台的搭建、选择更多品质“电商”入驻、寻找更多“码商”分销,相当于商品分销商。三方都会从199元的收入中得到合理分成。

本项目因为多方面的原因,目前采用的是自有专利码,以及自已的App和商城。这里不讨论这个优劣势,我们先聊O2O

用户的购买行为是否成立?

这个商业模式比较有意思,但首要条件是用户的购买行为要成立。我们分析这样的购买行业更精准、到达率更高,同时因为有物理场景,用户的信任度会提高。

设想一下以下几种场景,你在咖啡馆时购买咖啡豆的冲动是最大的,在看地图的人买门票的需求是最大的,在火车上买旅行箱、充电宝的可能性更高。电商因为不是实时收到商品,很多购买行为都需要场景触发。另外,用户在线上平台选择物品时,品类太多已经不再是优势,很多人需要更精确的产品推荐。这也是蘑菇街等的需求所在,所以利用好线下的物理场景、物理流量优势来引导线上消费,是有很大需求和可行性的。

模式的商业价值

用户有需求了,那就是如何平衡商业模式中各方的利益了。分析一下商业模式对各方的价值。

1. 平台型电商需要新的流量入口。几年前淘宝等数据的高速增长,来自于中国互联网快速发展带来的网民数量增长。但目前互联网上的流量已经形成生态系统,人口红利差不多了,所以接下来淘宝的数据应该没有那么喜人了。现在各大平台都在争流量入口,拿淘宝来说,一方面需要大量的流量入口,另一方面又不想自己的入口被人掐住,所以对蘑菇街等又爱又恨。移动互联网来势凶猛,巨头们都想提前布局,加上手里都有点钱,所以大量收购事件发生。抓线下流量这事平台也已经想到,如一号店就在上海地铁口布过虚拟超市,扫二维码的用手机购买。效果一般,场景与产品没有强关系、一号店的超市属性等都是因素之一。目前只有微信扫一扫才是抓线下流量的最大入口,怎么玩看腾讯了。

2. 线上卖家需要自己的流量入口。这位创业者觉得项目的最大需求还是在电商。淘宝的流量再大,也只有一个柜台。淘宝万亿销售额,但分到700万卖家身上,平均每家只有14万销售额。这也是为什么淘宝的店小二很吃香,电商们都想在柜台上占据一个位置。毕竟这些商家中,能上聚划算的这种高流量入口的不多。而且淘宝对商家的要求也不少,导致我遇到过近亿销售额而没什么利润的电商。所以淘品牌们已经在寻求新的出路,开线下直营店、加盟店的,寻找新的电商分销渠道等等。而线下链锁门店运营又是另一个生态系统,许多电商不适应铩羽而归。所以如果既能抓住线下的场景和流量入口、又不改变他们原有的系统,对这些电商卖家们是求之不得的。

3. 线下商家的增值服务。最近很多创业咖啡馆都叫苦,挣了名气亏了钱。我们也给很多咖啡馆计算过,确实很难挣钱。一天100的人流量,对许多小咖啡馆来说已经很不错了。拉更多的人流量,对一个小小的咖啡馆来说要求过高了。所以都在想如何提高客单价,这也是为什么一些创业咖啡馆搞活动要收一定费用的原因,他们确实不易。现在只要在桌上贴个二维码,服务员推荐两句就可能带来不错的收入。推算一下,提成30元/单*100人*5%转化率*365天=54750元,净利润、很轻松哦。你还可以想想从“运营商”那里拿什么产品返点高、转化率高,反正只是贴个码。线下商家自己搞全套如何?采购、库存会折磨你头疼。

4. 传统媒体的出路。这个商业模式对传统媒体同样有吸引力。很多杂志的发行量才几万不到,与品牌广告商的议价能力很弱。这些媒体可以针对自己的用户群选择合适的产品,贴在的杂志上。比如上海铁道出版的“新商旅”可以贴一些手机充电器、景点纪念品、特产等针对商旅人群的、高附加值的产品。对传统媒体而言,这个模式一方面尝试成本近乎为零,另一方面也有借鉴先例。最典型的莫过于电视购物,以前也有人在报纸夹缝中放产品介绍和直销电话。但电商发展起来,应该转换一下方法引来新春天。

如果你仔细解剖,会发现上面每个点都不新,许多人已经在尝试甚至尝试过。但很多模式都是在微创新上不错迭代,只有量变才会形成真正的质变。这就是创业的魅力!

公众微信名称:B座12楼 微信ID:B1-12F。

创业投资的一线观察。原创内容,每日更新。

​聚焦热门趋势、解读商业模式、分析创业项目、分享投资感悟。


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