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先来看组数字。

2012年,平均每天有928万用户通过手机来逛淘宝,淘宝和天猫被用户们在智能手机或平板上访问了3亿次。阿里旗下这两大2C交易平台的移动在线交易额增长了6倍,移动用户为贡献的交易量达到总量的6.87%。通过移动设备出售商品的卖家数量为355万,相比2011年增长87%。京东商城也在4月透露已拥有5000万移动用户,移动终端订单量占到整体10%。《北京商报》估算其移动端年销售规模可达36亿元,年订单量超过100万单。

共识是,移动电商已经来了。人人仿佛已经看见,2013年的移动零售市场将超过千亿,在生活服务电商的助力下这个市场规模未来还将以万亿计。

但这个市场究竟怎么来、怎么玩,却还没有定论。

2012年《创业邦》采访号称国内最早涉足移动电子商务的买卖宝商城。创始人兼CEO张小玮就对移动电商给出过精到的概括:移动电商主要解决的是三个纬度的问题。

第一个维度是在用户群方面进行创新。买卖宝走的就是借助普通手机能够接触到一批三四线城镇的草根用户,这是以往的工具接触不到的。

第二个维度是购买场景的创新。以前PC上不会有的一些购买场景,只有到Mobile上才会有。“PC这种工具不可能陪着你走,因为手机等移动终端的出现,它把人的这个时间覆盖比PC更长了,就存在了你在上下班的路上,甚至上厕所等等这种缝隙时间都可以被覆盖,那么在这些时间你自然就可以来设置购买的这种特点。”张小玮说,

第三个创新是功能维度,手机上能够做出一些PC上永远不可能有的东西。比如说PC上摄像头不是标配,但是手机标配,能实现扫描;PC永远不可能有LBS位置属性,手机会有位置属性,可以延展出很多创新的点。

一个名字里没有“淘”、“腾”、“东”等字样的电商网站,有资格闯入这么个大块头的未来市场吗?有的。

首先,他们率先抓住了一个尝试早期移动网购的人群。拿买卖宝来说,2012年,这个定位于用移动覆盖中国城镇化市场草根受众的网站,销售额突破了10亿元,客单价达到250元。在智能机普及、移动互联网成为比传统互联网更潮的概念之前,用手机wap方式刷买卖宝的打工人群、小镇居民们就已经无意识地过上了很潮的生活:他们的生活圈只有手机。买卖宝卖超过5万种商品,3C和服装都超过40%,服装销售额的70%还来自买卖宝的自有品牌。阿迪达斯?对它的受众来说,这都算奢侈品了。

第二,移动该怎么玩,谁都还没定论。那些名字里带“淘”、“腾”、“东”的电商网站们,在这一两年里,也正在殊途同归地应和上面三个维度的创新。比如在功能创新上,借助移动,大众点评可以基于地理位置给出团购推荐,一淘火眼可以基于摄像头扫描给出比价,卓越亚马逊也一度推出过线下扫码、线上买书的功能。

虎嗅扫描了下品牌商、电商巨头、以及其他玩家们,正在组成的移动电商生态,其格局和典型代表大致如下:

传统品牌商-CRM

已经在做APP的线下品牌商们算得上身段灵活了,但也还是偏保守。对移动电商这件事,它们大多还没安抚好线下经销商的情绪,于是也不敢大力气去做。而是更侧重把线上用户引到线下,或者天猫店,以及进行客户关系管理。

耐克:APP里提供一个叫“圈子”的用户社区,而具体产品的购买直接指向天猫旗舰店。
GAP:APP直接提供线上购买,但也鼓励用户在APP里查找线下门店。在APP里收集用户信息,但不用APP来直接做CRM,而是鼓励用户有问题打客服电话。收集的用户信息,是用来做Email推送的。
H&M:也提供门店地址查找,也鼓励用户填写资料,也是用来去做Email推送。
优衣库:APP的购买行为直接指向天猫。

线上品牌商-下单+导购

4月24日,凡客助理总裁、移动创新事业部负责人栾义来透露说,目前凡客手机端订单占到凡客总订单30%、活跃用户超过1000万。

总体来说,纯诞生在线上的服装品牌商凡客做移动的总体想法是,尽量把自有品牌卖给用户,外加成为用户的导购。

搜狐IT的这篇文章总结了凡客做移动的几个看得见的动作:

1, 用微信做搜索、支付、客服,并把微信内置到APP里,支持用户间的交互。
2, 收集地域、手机型号、性别等用户数据,以此为基础做个性化推送。
3, 导购,凡客还单做了个V+商城,提供其它品牌的在线下单、查询订单功能。

微信-入口

这词说的是微信。1月底,以MIG(移动互联网事业群)总裁刘成敏的退休为标志,腾讯的MIG事业部算是被拆分掉了。腾讯没有一个独立的无线事业群,但微信的存在却让电商界深感“无处不移动”。按照搜狗CEO王小川的说法,无线并不是一个行业,而是一种应该渗透到现有产品中的能力。

虽然微信上一些事关电商的尝试已被张小龙关掉,但比起腾讯电商,微信反倒是目前腾讯最具移动电商能力的产品。腾讯自身的电商基因不强,在微信的独立电商能力正式出现之前,能成为、也正在成为的角色是移动电商们的入口。

前面已经说了,凡客用微信来实现搜索、支付跟客服。招商银行的微信公众号也支持用户完成转账、缴(水电费、买理财、消费信用积分。当下的移动端最大的用户缺憾就是不能实现跨APP的搜索与跳转,这对微信来说平趟。

阿里-生态基建者

阿里巴巴的电商基因强到不用论证。在移动上做入口什么的它当然不排斥,否则也不会默默地在其无线事业部里内测“变形”项目微淘,这货被看作是“淘宝版的微信”。

对移动,阿里的企图心从事业部拆分就能看出来:不但单设一个无线事业部,还鼓励各个事业部内也开发自己的客户端。4月底,阿里集团秘书长邵晓峰对虎嗅说,各个事业部做的是把业务给无线化;无线事业部则是根据无线的特点,去重塑电子商务交易体系的新模式。“我们也跟无线事业部说,希望你们有一天可以打败淘宝。”

如果是微信做的是移动电商杠杆,阿里巴巴想做的则是整个移动电商生态的基础建设者:

移动平台:淘宝、天猫两个C2C、B2C的客户端。

社交平台:类微信产品“微淘”,虎嗅测试发现,“微淘”同样提供无线公众帐号平台,公众账号运营者会是淘宝商家、达人、媒体机构或消费引领者,来产生淘宝认为有价值的消费信息流。

比价工具:实现线上与线下产品比价的一淘火眼。

支付工具:打通线上、线下支付和转账的支付宝钱包。

生活服务类:阿里说,将在巴巴将在6月推出一款“足以改变行业现状的、革命性”的本地生活类APP,不做简单促销,旨在提高本体生活商家的运转效率(比如降低空桌率等)。

物流资讯:提供“阿里物流”的独立APP,提供订单查询。

云OS手机:阿里联合国内手机上发布了云OS手机,传说还将在下半年推出“卖家专用手机“,搭载卖家专属系统,能够实现在手机上的店铺所有管理和操作,试图彻底笼络住600万的个人卖家和20万的企业卖家。

独立工具类-从积累用户到平台化

虽然不像一淘火眼有一个好爹,但提供线上线下比价的APP我查查也已经积累了近8000万用户。商业模式是与京东、1号店、亚马逊中国和其它品牌类垂直电商合作,电商流量分成。

创始人赵立新对这类产品在移动市场里的期待也是“平台化”:很多应用从好玩到完全的实用是需要时间的。我们致力于打造中国第一家物联网信息查询平台,目标是将商品信息传递到每个手机用户手中,实现互联网到物联网的延伸。换言之,不仅提供价格信息,也提供了商品的品质信息,甚至查验扫描假烟假酒假药的信息。

附属工具类

移动电商界再移动本质也是电商,于是,一些工具类应用的必然是寄生式的存在。比如导购类的美丽说、蘑菇街。

在此之外,顺丰、圆通等物流公司也同样在移动电商世界里继续扮演快递员的角色。虽然它们的APP里提供独立的下单服务,但回想一下短暂的电商史里,买家和卖家们是怎样唤醒这个行业的,你就会觉得把他们放在“附属”类里也不算冤。

对了,说下京东

市场看得见京东对阿里的亦步亦趋。马云去年9月说要做平台、金融、数据,刘强东就在今年年初说京东在第二个十年要以技术驱动来做自营电商、开放服务和数据金融。具体而言,刘强东想把京东打造成一条完整的供应链,涵盖从工厂大门直达消费者家门的全过程。不过,京东虽然也在投入,但对移动的看法有点类似腾讯,把移动渗透到具体流程里,不作为独立战略体现。

作者:dvdv


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