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文/DoNews博客作家 superhb

现在业界有一种越来越大的声音:国内B2C格局已基本初定,先入局者把控流量资源和供应商资源,通过恶性价格竞争抬高流量购买成本,看似前景无限的电子商务变成竞速烧钱游戏——换句话说,新进入者已经没有机会,只能依附先入局者“陪太子读书”。

看似很有道理,可事实是这样吗?独立B2C真的一点机会都没有了吗?

中国电子商务市场仍处于培育阶段,总体市场规模尚有极大的提升和发展空间。从市场发展前景角度去看,一个仍处急剧上升期的市场永远不会缺少机会。像线下商品流通链条一样,电子商务产业链也是一个闭环,理论上,在任何一个环节找到创新的模式,都是新的机遇。

聚合消费者注意力,流量从哪来?

同线下商超最大的不同在于,B2C平台更依赖广告和营销手段招揽流量。如果说线下零售被地产租金“绑架”,那线上零售则受制于流量购买成本,估计现在国内几大B2C平台流量购买成本都不低于10%。

如何降低流量导入成本?除了普通的硬广告投放、互联网资源互换、降价促销刺激外,目前社交媒体、社会化电子商务网站、微博也都是使用较多的流量导入手段。但除类似美丽说、蘑菇街这种目的明确的社会化电商网站外,其他手段都还没有找到效果明显的商务模式。主要原因在于这种互联网社区本质上是排斥商业入侵的,用户到上面来不是为了购物。即使是Facebook实际上也面临着广告投放精准度、影响用户体验的问题。

因此对于纯B2C平台来说,降低流量导入成本的最佳方式还是要回归到自身——独有的品牌或商品,创新的购买体验或消费模式,超乎一般的服务水平。

传统企业主导B2C:补上技术短板

在中国,大多数传统企业长期都是加工代工、密集劳动力生产类型,较少关注品牌培育和市场营销,与网络技术的发展是脱节的。因此,国内传统企业自营独立B2C很难成功,中国只能出现由互联网行业向传统行业的延伸,而不太可能出现传统行业向互联网行业的侵蚀。

但最近这种情况好像发生的逆转,苏宁、国美等传统家电连锁企业出身的苏宁易购和国美商城等开始采用惯熟的价格战来冲击国内电商领头羊的淘宝、京东,逼迫对手不得不接招,“20亿元让利”、“5亿元促销”这样的口号喊出来的确能吸引不少眼球。且不论这种动辄上亿、几十亿的促销是否有“扯虎皮”嫌疑,这种采用传统商战方法对纯互联网出身电商企业的“逆袭”还是很令人瞩目的。但这种大规模促销把流量引进来的同时也暴露出传统企业B2C应对海量数据在页面更新、订单处理、仓储调配、物流配送等方面有诸多问题。

传统企业主导的B2C平台,本是拥有极好的供应渠道控制、现成的仓储物流实力和更多O2O玩法的,像苏宁就宣称依靠线下2000多家店铺在家电企业拿货要比竞争对手低上10%,所欠缺的只是互联网技术能力和对电子商务快节奏的适应。虽然目前国内几大电商平台中只有苏宁、国美作为传统企业代表亮相其中,相信未来国内电商市场的主力还是传统企业。

纯B2C网站:寻找颠覆的力量

目前,国内几家纯互联网品牌电商似乎日子都挺艰难:2011年底,自主品牌电商凡客高管出走、库存过高等传言甚嚣尘上;小清新初刻也有过资金链断裂的传闻;几家垂直B2C好乐买、乐淘、优众、百丽都很难看到翻盘的迹象……这就给人冰火两重天的印象,一方面是国内网购用户、网络零售市场规模的高速增长;一方面是作为参与主体的众多电商网站“垂死挣扎”、“抱团取暖”、“借粮过冬”。

前文提到,破解这种迷局的关键或许就在电商流程的每个环节,寻找颠覆传统做法的新做法。让我们看看美国人的做法,或许有一定的借鉴意义:

Fab:创意设计商品闪购网站

Fab自诩为“设计界的亚马逊”,网站定位曾一变再变:2011年1月他们是“让男同志用的Yelp”,2011年2月转型为“让男同志用的Groupon团购”,2011年3月又转型为“设计师产品的闪购”,从此一炮而红,30内就有5万名会员加入,网站在Alexa排名3个月内提升1714位,如今已经是全球排名前2000名的网站,2011年营业额超过8000万美金。

Fab的“有趣”表现在几个方面:

1、一开始Fab就是定位为“同志”群体的购物社区,因此他采取邀请制,并一直秉承了这种社区元素。虽然网站定位一变再变,广受欢迎的“社区图谱”和“Deals of the day”两个功能一直保留了下来。而这一群体切入的特殊性也保证了会员信息的真实性和活跃度,并适时的转变网站定位扩大消费群体。

2、Fab最大的优势在于其庞大的创意设计师团队。这个网站每天都新增20个独卖商品和2000个寄卖商品,一方面这些商品真的充满创意而实用;另一方面这些商品在其他地方包括线下商店都买不到,只此一家;再有所有的商品都有数量限制的,采取定时销售的方式来晚了就买不到了。

Fab网站目前估值是两亿美元。

Warby Parker:眼镜行业暴利颠覆者

眼镜行业一直是传统的暴利行业,据说一副眼镜的利润率可以高达数倍至数十倍。理论上一个有如此高利润率的行业,就很容易出现行业的颠覆者,只要稍微“降低身价”的只收取100%或50%的利润。Warby Parker就是这么做的,他们通过市场调查发现一副处方眼镜通常需要消费者话费300美元,而如果减去层层中间渠道,一副眼镜的价格可以降低到100美元以内。于是他们的做法就是通过网站出售自己设计的眼镜,而这些眼镜的售价通常都不到100美元。就是这样简单的模式,让他们在纽约开业一年就卖了10万多副眼镜,当然事情没有这么简单,他们做的最绝的两件事情:

1、在买到合适的眼镜之前,消费者可以选择5副眼镜在家试戴,并且免费寄送到家里的;选定一款眼镜后再次免费寄送到消费者家里。

2、秉承“Do Good”理念,他们搞了一个“Buy a pair, Give a pair”活动,消费者每购买一副眼镜,他们都会同时做两幅,其中一副是送给印度、非洲等世界上任何一个角落有需要这副眼镜的人(可见眼镜的利润是真的高,即使不到100美元的定价也已经能购覆盖到两副眼镜的成本还有利润可赚!)。

这两个措施一个解决“网上买眼镜担心不合适”的问题,一个用来激发普通人都有的“利他”心理,实际上也是让消费者对网站更信任和信赖;当然,最重要是在以上前提下,眼镜依然比线下店铺里便宜的多。

网站估值已经达到1亿美元。

(文后:以上只是个人在学习国内外电子商务市场过程中一些感悟,因为是想到哪写到哪所以显得比较凌乱。如能引起一些讨论,就可以了。)

转载请注明 DoNews博客认证作家/superhb


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