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文/企博网 裴晔

居然“不要钱”!

A品牌是广州一家化妆品生产商,主打除痘产品,颇受年轻用户欢迎,在天猫、1号店、聚美优品上,均是被追逐的明星产品。当亚马逊的招商人员找到A品牌的曹老板时,他也正在策划如何入住亚马逊。

此时,A品牌在其他各大平台上经营得已相当完善,销售额也让其他国产品牌羡慕不已。亚马逊也成了他继续扩张不能绕过的一个节点。

和亚马逊的入驻谈判工作进行得很顺利。亚马逊认可A品牌的产品和口碑,A品牌也认可亚马逊一再强调的“以用户为中心”的理念。还有一个重要的因素,这个“国际大牌”电商公司,他的平台收费甚微,几乎没有平台使用费以及押金,只在产生销售额之后,才会产生一部分佣金。连促销资源都免费。

不用花钱。看上去很不错。

“无处花钱”的纠结

经营了一段时间,曹老板发现,A品牌在亚马逊平台上的销售额没有了往日在其他平台上的风光——意想不到地低。

曹老板顿时有了危机感。他对亚马逊平台的销售额定了一个相当严格的指标,对公司中专门负责亚马逊平台的团队施压。

此后,A品牌的亚马逊销售团队,甚至曹老板自己,曾多次拜访亚马逊中国,希望能获取亚马逊更多资源。

负责与曹老板他们对接的就是当时负责招商工作的招商经理。经过多次面对面沟通,和每天多次电话骚扰,曹老板得出一个结论:亚马逊真的是一个“不要钱”的公司啊!

跟京东大不一样,在亚马逊,没有可以收费推广的广告位,没有竞价排名的推荐榜单,站内会定期不定期地策划一些主题促销活动,而活动上推荐的产品,也都是由该产品平时的销售额、好评率等指标来确定,不涉及推广费用。

如果一个品牌在亚马逊上的销量不起眼,那你很难在他的首页上抛头露面。这么做的理由是,确保推荐的商品都是用户想买的,用户体验很好的产品。

重点是,这些条款,他们遵守得相当严格。

亚马逊坚持,提供一个公平的机制,这种公平同时提供给各个卖家,以及客户,有利于提高卖家的产品和服务质量。网站上很少做如天猫“双十一”之类的购物节,不急于通过一次促销来将销售额扩大多少倍。他们要做的是,丰富品类,天天平价,优质服务。

因为他们认为,在客户的“从众心理”指导下,大力地促销时容易不理性购物。但他们要做的是,客户在这里买到的东西,都是自己想要的,有用的。这才是对提高客户的粘性有帮助的。

他们现在最重要的事情之一,便是丰富网站的上的选品类型,在选品数上缩短与天猫的差距。为此,他们设置了自动监测系统,可以自动检测到用户想要但是亚马逊缺失的产品。

当然,更重要的是,他们会对员工如实地贯彻这一方针,通过人工搜索、判断,并实行招商工作。这是考核招商工作最重要的指标,必要时,甚至可以为扩充品类而做亏本买卖。

都做到这份上,还有什么可说的?

曹老板开始为“无处花钱”纠结了。

在这种迥异于国内游戏规则的平台上,怎么做更有效的推广?怎样才能在它网站首页上露个小脸,告诉亚马逊的客户们:我这里有好东西?

设置收费广告位,产品推介榜单,实际上就是“竞价排名”,已然是国内电商的行规。曹老板却在亚马逊这里一脚踩空。

亚马逊不懂中国行情啊!”曹老板感叹。

中国行情

所谓的“中国行情”,肇始于淘宝。

最初,淘宝卖家数量疯长,竞争激烈程度猛增。精明的卖家们开始寻求规则中的缝隙,并最终与平台一起,完善和壮大网站背后的运营规则。

这个占电商份额最大的运营者的做法便是如此,它培养出的中国最初一批卖家,从网店菜鸟到精英卖家,早就习惯了。后来者中有谁会不讨喜地非要“独善其身”?虽然这样会滋生腐败。

此前,接二连三地爆出淘宝小二的腐败案,数字夸张。我们都能听到卖家们愤怒的骂声“坑爹啊!”

不过,这可不是一个“血与泪的故事”,因为卖家是在这样的腐败规则中得利的。想想看,一个首页展示能吸引来多少流量?一个“月销多少件”的渲染能引来多少跟风购买者?

这就是为何卖家边骂还边想着如何得到更多资源。这些资源提供了业绩上升的捷径。

中国的零售业尚且刚刚开始,我们的商品还处在“被推送“的阶段,难以出现真正“市场决定”的产品。只要促销做得足够花哨,广告做得足够有质感,销量便上去了。这一套做法原封不动地被搬上了“线上零售”。

在这样的环境中,消费者从来就没有被真正当做“上帝”来对待。他们从根本上,是没有自主选择的机会的,他们对“推荐商品”、“热销商品”标签以及广告的依赖度都极高。

卖场里,总是前面排着长队的商品更能吸引他们;大促销时,在各种宣传海报,热闹抢购的渲染下,动不动就拍下一堆原先不想要或者根本用不着的东西。

买下之后,或许会满意,也或许会失望至极,要求退货。但是,他们中的大部分,以后还是会犯同样的错误。你也可以看到某个消费者会一边怒斥着某家商店,却依旧去那里购物。

这就是有中国特色的买家/卖家关系。

公平也有公平的玩法

“买不到资源怎么办?”

好在,网站上所有刚起步的卖家是一样的,促销排名之类的资源,其他卖家也买不到。

根据自己的开店经验,A品牌将亚马逊店包装得相当完善,并策划了几次很好的店内促销。

促销同时,在校内、微博等社交平台上连续做了几次产品以及亚马逊平台推广。主要是组织大众用户写使用心得,有奖转发,链接入马逊店铺信息。以其之前积累的客户,吸引了更多新老用户的跟帖评论和转发,以此引来一部分用户。

他还听取了亚马逊的建议:一是使用亚马逊物流,二是设置高效准确的关键词。

这两点也可以一定程度地反映亚马逊的“内功”。

亚马逊的物流和仓储系统一直是其引以为傲的优势,入住的商家是否使用亚马逊物流,是招商经理的一项非常重要的考核指标。

除了高效的配送效率,当商家使用亚马逊物流时,可以提供“货到付款”服务。目前,在亚马逊中国的所有订单中,选择“货到付款”的订单占相当一大部分。因此,这一项服务对“成单”是很有帮助的。

同时,选择亚马逊物流的订单,若是买家收到不满意的产品,可以直接联系亚马逊客服人员。非亚马逊物流的订单,则需要联系商家店铺自配的客服人员。客户服务是亚马逊非常看重的一个环节,亚马逊认为自己的客服人员在服务质量上才值得信赖。

不过商家的产品由亚马逊仓库代管,要产生一定的仓库保管费。这个费用倒不算高。一般来讲,相较于自己配送加上自己配备服务人员的费用,选择亚马逊物流,还是比较节约成本的。

亚马逊的数据分析能力很强。基于这样的能力,他们非常重视关键词的推广,招商经理们会建议你设置一些关键词。据说,这些关键词会在谷歌、百度这些工具上起到重要的推广作用。

几个月坚持不断的完善店铺以及店内和站外的推广之后,持续了几个月的销售低迷有了转机。在亚马逊站内的一次“夏季护肤”的主题促销中,凭借高转化率和好评率争取到了首页上的一次展示机会,逐步提升了销售额。

现在A品牌在亚马逊上的销售额已经上升到和天猫、1号店不相上下。

有“内涵”,还是“孤芳自赏”?

亚马逊独特的游戏规则,使得这个实力强劲的国际电商巨头,在中国一直“不温不火”。

这简直让人摸不着头脑——你到底想不想在中国好好做啊?

可是,贝佐斯在今年的一个管理会议上,对亚马逊中国的高层管理人员,只问了一个问题,“在亚马逊中国上购物的顾客,他们都满意吗?”

或许在有些人看来,这就像是在中国宣扬,乘坐地铁时不要拥挤,要排队上下车。可是当你坚持优雅地排着队,结果却是,你连上车的机会都没有,眼睁睁地看着那些“粗暴”的插队者,挤到你前面,占到了好的座位。然后还呛你一句“都是挤地铁的,装什么优雅呢!”

又或许有人认为,这才是电商该有的状态,它有足够的“内功”,以及强大的资金背景,他们在不紧不慢地传输自己的理念,培养消费者,或许这能让他笑到最后。

就像亚马逊的一位员工说的,“亚马逊是一个很有‘内涵’的公司,当然,你也可以说我们‘孤芳自赏’”。

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