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文/DoNews社区作者 刘泓君

前玛萨玛索的市场总监韩卉,在得知苏宁易购或将收购玛萨玛索的消息后,写了一个帖子——《对!玛萨玛索,别卖!》。

玛萨玛索CEO孙弘一看到这个帖子,眼泪就立刻掉了下来。他转发说:“会坚持下去!不仅是为理想,更是咱们当年咬牙而坚持下来的荣耀!永远忘记不了大家一起创业时的汗水,眼泪和欢笑!”

如此悲情的一幕不禁让人感叹,每一个中国电子商务创业者所经历的艰辛过程和无法预料的惨烈结果。但谁也没有想到这一切会发生在玛萨玛索身上,这个专注于男装领域的B2C企业曾是中国垂直电商的榜样,创业4年同比年增长率曾高达300%,共接受来自红杉资本、北极光的两轮融资,额度总计达数千万美元。北极光在第二轮融资中甚至说,除了玛萨玛索我看不到第二个可以投的男装B2C企业。

像玛萨玛索这样非标准、个性化的垂直电商,一直是包括京东商城创始人刘强东在内的所有业内人士所看好的企业。玛萨玛索2008年6月创立,并创立和积极发展自有品牌,销量规模急速攀升,2011年大力促销,直到现在传出被收购、裁员离职风波。它的副总裁梅珊已于8月7日正式离职。

玛萨玛索的发展轨迹与中国电商的整体发展节奏过于吻合,却离垂直电商本质越走越远。采访中,《环球企业家》记者一遍遍地问孙弘,如果可以重新来,你还会这样做么?

孙弘说:“这个问题我也问过自己很多次,如果把自己还原到当时的场景和历史环境中,我还会这样做,因为无路可走,必须先活下来。”

孙弘究竟走了一条怎样的不归路?他又犯了怎样的错误?这个错误将给所有垂直电商乃至整个B2C电商一个重重的警训。

一个美好的开始

创始人的基因和性格往往奠定了这个品牌的基因。

在韩卉眼里,孙弘是一个真正爱服装的人。孙弘共同创立玛萨玛索之前,曾在传统服装业转战10多年,担任过圣大保罗和威克多(VICUTU)老总。让员工们印象最深的是,孙弘会在样品里挑一些好的款式,全部都试一下。如果版式非常好,他还会兴奋地叫员工们一起来看。

记者见到孙弘的时候,他刚与几个国际品牌商谈完合作。我们的谈话刚刚开始,孙弘就秀了一下自己新买的BOSS裤子,“这条裤子要700多元,但是你看,这条裤子的缝线处,其实做工不是很好,都有一些小褶皱了。”他迅速从椅子上起身,非常仔细地摸缝线处的褶皱,很认真的表情。他又突然调低语调问你:“同样的裤子,如果玛萨玛索上只卖298元,并且质量更好,你买哪件?”

他对服装和玛萨玛索的热爱,已经融入到生活中的每一个小细节里。韩卉回忆说,当年玛萨玛索开线下体验店(2010年5月开出北京世贸天阶实体店),孙弘亲自到店里给顾客当导购。“他会跟每个顾客认真分析每件衣服,以及我都听不懂的一些专业术语,他也会蹲在地上,亲自给顾客挽裤腿。”韩卉回忆起那段日子有些激动。

孙弘将自己对服装的爱与电商结合起来,并建立玛萨玛索,源于他2007年在中欧读EMBA的一个课题。那时他一直在思考传统行业的加价体系是不对的,比如同样质量的东西,等同于Burberry和Prada的价格,但是这些世界名牌有他们的品牌文化积淀,所以这个体系是有问题的,一定会有其他办法让服装产业能够有更高的性价比。PPG的出现给了孙弘一些启发,他第一次感觉到通过互联网大规模集约化作战,会打破传统行业的价格体系。

张树略是他的同班同学,现在是玛萨玛索的董事长。张之前曾创建华鼎财经网和深圳网兴科技,深谙电子商务。2007年中旬两人决定共同研究这个问题,开始写相关课题报告。写到一半,孙和张便得出了最早的玛萨玛索模式:做高端自有男装品牌,并得到了中欧一些教授的认可。2007年12月,两人就非常迅速地创办了北京九合尚品科技有限公司。2008年6月,命名为“玛萨玛索”的男装上线运营。

如今,他们的这个课题在中欧已经成为一个经典的教学案例,但是孙开玩笑地说:“遗憾的是,这个课题打分的结果居然不是优。”

他们给玛萨玛索的定位是:目标顾客群生活方式的包装性品牌。正是由于这个定位,玛萨玛索以后的拓展都是沿着这个方向进行。孙弘心目中的品牌是像无印良品一样,能够提供一种生活方式,比如纯棉、麻,简单健康。

在创业的这4年中,孙弘一直以产品经理的身份来定位自己。他不仅试穿衣服,而严格筛选代理工厂,其合作的工厂都是一线品牌的合作工厂;与其他服装厂商不同,在生产上,玛萨玛索都是先采购面料,然后再进行设计和工厂加工,为的是保证面料的品质。

此外,他还坚持一个品牌电商应该敢于推广自己的品牌。所以他是第一个把品牌logo做的非常大,并且敢于在网站首页放大图的人。最初这种想法受到很多质疑,因为用大图可能会降低页面打开的速度,但他很坚持地认为,速度可以通过技术来改进,而品牌是必须让消费者看到的东西。如今,这种视觉效果呈现已经在包括淘宝的大电商中广泛使用。

“2008年玛萨初创阶段,一支20多人的创业团队,窝在现代城的一间小屋子里,产品开发、网站建设、营销推广,一开始走过了一段非常艰苦的日子,广告做了,邮件发了、产品目录寄到了用户手中,销售完全没有起色。”韩卉的博文中这样回忆初创期。

孙弘回忆,第一单的互联网广告是一款1180的风衣,在网易打广告时,网易的销售还特意电话过来问:“你们是不是把售价打错了,多了一个零吧?”没错,这就是孙弘一直坚持的,做有品质的衣服。

转机出现在2008年的一个冬天,一款定价1500多元的羽绒服在网上卖断货了,玛萨玛索的商业模式在那一刻成立了。 坚持自由品牌、坚持产品品质、坚持主导供应链管理,这些垂直电商应该具备的优良特点,在玛萨玛索身上都得到了极致的发挥。事情本应该圆满结局,但又为何急转直下?

资本祸根?

“2009年中,玛萨拿到了红杉的一笔融资,说实话,这是整个悲剧的开始,我脑子再也不用去想这个品牌要去怎么做了,而是去想网站整体促销活动要去怎么组织,怎么去通过活动拉动新客拉动销售额。”韩卉反思。

事实上,玛萨频繁的打折也是从这段时间开始的。很多人对韩卉说,这个品牌牛,在网上卖那么贵的衣服从来不打折,那些时候,这个率真的北京女孩儿真心觉得玛萨会成为网上的ZARA。后来,韩卉在乐蜂网担任平台推广中心总经理的时候,有幸见到红杉资本创始合伙人沈南鹏,也是玛萨玛索的投资人。沈在得知她是玛萨玛索出来的时候,摇着头对韩卉说,玛萨盘子太小。“目光中充满了看不上。”韩卉尝试着还原当时的场景。而这就是资本,他们对玛萨玛索有着非常现实的规模要求。

但如今回忆起来,韩卉至今都遗憾,如果玛萨可以不打折,熬过那段品牌的寂寞期,让用户真正感受到,穿上玛萨的衣服,也是在穿一个品牌,可能现在的境地会完全不一样。

“站在投资人的角度,他们那样看也是没有问题的。”孙弘回应。他透露,在一、二轮融资时,他都跟投资人事先达成共识“玛萨玛索是品牌商,利润重于规模”,也没有与红杉北极光签订对赌协议。

孙弘说,除了2008年初创期亏损,2009-2010年,玛萨玛索的经营一直是很好的,并且是盈利的。

其实,根据孙和韩的一致反馈,当时的尝试从数据上来看,也是不错的,广告投放和精准营销效果均不错,客户量有稳定地增长。但长期来说,频繁促销是否会对客户造成潜移默化的影响,折损品牌度?今天的结局似乎已经做了答案。

规模陷阱

孙弘非常坦然地承认自己犯过错。对品牌影响最大的,正是去年下半年大规模的打折。

错误的种子在去年上半年就种下了。就像韩卉所言,当时整个电商界都在头脑发热,投资人见到电商最常问的问题是规模,投资的评价指标也在于用户的增长量和新客比例。在这样的形势下,电商们都开始圈人、投入大量的市场广告。

电商们的如意算盘是:不怕投入不够,就怕盘子不够大,因为6个月以后又可以进行新一轮融资。玛萨玛索也不例外,孙弘说,在砸广告和促销的时候,也不断有投资人过来接触。

但谁也没有料到的是,去年下半年风云突转,海外中概股一路萎靡,上市窗口暂时关闭,融资窗口也在关闭。这种趋势在电商企业里表现的尤为明显,从“看多”到“看空”电商。

说好的融资黄了,孙弘急了。

上半年大量投放广告,除了付出了大量的市场成本,还意味着有更多的消费者购买,从而需要大量的备货。随着规模的扩大,需要大量配备大量的人力、仓储。当时有人提议在全国布局分仓,孙弘现在回忆起来倍感侥幸,“幸好保持了最大限度的理性,只要了一个仓储,现在很多电商都在做清理了。”

没有融资,玛萨玛索的现金流变得紧张起来。于是,团队想到的是如何尽快地变现和提前清理库存,以维持稳定的现金流,先让玛萨玛索生存下来。大规模打折和低价格销售的恶性循环,便自此开始了。

“虽然顾客得到了实惠,但是品牌电商这种打折销售,对品牌形象还是有折损。”孙弘反思。当时,一些做的不好的电商已经纷纷传出裁员、倒闭的消息。

回顾这段历史,你会发现,资本这只隐形的手构建出来的规模陷阱,是玛萨玛索急转直下的最直接原因。但是,正如韩卉所说,去看一个电商的发展,必须还原到当时的现实环境中。现在冷静下来了,你认为品牌电商看利润是一件很正常的事,但是在当时的环境中,没有人会这么想,很多人觉得把规模先做起来是自然而然的事情。那段时间,甚至她自己也是这么想的。

“其实,跟玛萨玛索同一个时间段建立起来的垂直品牌电商有很多,比如梦芭莎、雅库等等,当时的竞争太激烈了。但是存活下来的并不多,你的生存和发展需要有维持它存在的资金,投资人上来就问销售额、新客率,如果你不能符合投资人的要求,很难拿到融资很难生存,因此这也是在当时的环境下别无选择的选择。”韩卉说道。

到底是什么在左右市场?其实投资人也在探索,也许求快求大的贪婪助长了泡沫,但是,他们也在成长中慢慢认识到,电商其实就是一门生意,生意是需要挣钱的。

回归商业本质

在浮躁和危机中的孙弘,其实一直在思考,如何回归到商业本质的问题。经历过此次风波之后,他越来越清楚,自己的目标本质,是坚持给目标消费者提供高性价比的产品。这个定位没有问题,也不能变。

今年3月,玛萨玛索在北京世贸天阶的线下实体店宣告关闭。对于这一次尝试,孙弘至今还觉得很有必要。通过开体验店,让消费者线上线下相结合是对的。“玛萨玛索如果要回归到品牌的本质,还是应该去做类似品牌店这样给消费者更好购物体验的一些尝试。”曾经是线下实体店负责人的韩卉说。美国电子商务翘楚亚马逊和中国天猫商城,也在做类似的实体店尝试。

之所以关店的原因,一方面是因为经营的问题,如韩卉所言,“世贸天阶是一个有人流量没有购买量类似于旅游景点的地方”;另一方面,主要是不能支持玛萨玛索的现阶段战略运营。孙的分析是,实体店虽然做到了盈亏平衡,但是已购买顾客从线下转换到线上的概率较低,交互度也比较低。做实体店的初衷是能够带来线上转化率,通过一些线下活动来促进购买,但是最终的数据显示增长率还是不够。“它离主战略目标是偏的,线上线下转换率不足10%,不是战略性突破。”孙弘做了总结。

事实上,也正是从那时起,孙弘已经开始进行战略收缩,清理库存,将广告预算砍掉50%,企业将从350人裁员到270人,逐渐回归到“慢”的节奏上来。不再规模激进,而是要利润要效率,寻找可持续可增长的获利方式。

由于玛萨玛索是比较高端的自有品牌,而自有品牌的毛利还是不错的,这也是玛萨玛索能够熬下来,在即便是没有融资的情况下生存下来的原因。即便几轮价格打折之后,玛萨玛索的客单价仍然接近500元,冬天甚至到600元至700元,这样高的客单价在服装电商里并不多 见。

或许是吸取了过去战略激进的错误,在这次战略收缩中,玛萨玛索也以一种理性保守的方式处理事务。比如不只是裁员了事,而是重新设定了一些核心目标,开始对员工进行绩效考核(以前是没有绩效的管理体制)。而且根据玛萨玛索一位做技术的老员工透露:此次裁员并没有动任何一个老员工,而只是对新员工有些调整。

玛萨玛索的调整不仅回归到一个品牌商该有的节奏,孙弘也在尝试一些其他的盈利模式。除了玛萨玛索的自有品牌,孙还在积极引进一些国际知名品牌的合作,目前已得到Armani、BOSS等16个国际品牌的授权。他选取的品牌要有两个条件:一是品牌定位高端;二是客单价比玛萨玛索高,以便于提升玛萨玛索的品味和档次。与渠道商不同的是,这次玛萨玛索的布局更像是一个开放平台。只是合作分成,而不买断货品。

这样做会不会分散精力?孙的心中有一个定位:基于玛萨玛索的消费群体服务。他们是玛萨玛索的消费者,也就是这些高端品牌的消费者。可以像Armani一样,针对这部分消费群体形成一个产业链。遵循这样的思考逻辑,去年玛萨玛索推出了一个自有女装品牌——薇薇安,因为在玛萨玛索的购物群体中,有30%的女性,他要满足这些女性的需求。“生意的范围不能太窄。”这是他的理解,直到现在他仍然认为薇薇安是符合玛萨玛索的战略需求的。目前,女性顾客已经提高到了40%。

对于玛萨玛索的未来,孙和他的团队一直在进行多样化探索。但与之前不同的是,玛萨玛索正回归商业本质,遵循产品自身的发展规律去拓展规模,而不是仅仅只会用价格这一种策略。

孙弘说,“我没有那么悲观,企业家带着警惕走下去是一个优秀企业家的本质,这不是一个传统的行业,有着现成的路径可以借鉴,新的业务形态需要摸索,就如微软讲过,我们永远离倒闭只有18个月。这是一个在顺境中都要保持清醒和警惕的思想,更何况是在目前中国的电子商务发展中。我们知道自己的目标本质是没有问题的,我们需要的是在多变的消费市场和资本市场中做好自己抗风险以及寻找突破性发展机会的能力。”

孙弘的态度很坚决:不会卖掉玛萨玛索。目前不少投资方在与马萨玛索联系,但是他希望引入的是能够带来流量或者是产业资源的战略投资人,如果找不到志同道合的投资人,企业将自己坚持下去。

失去想象力的电商

最近接受媒体的采访,他们都特别逗,问我为什么不做电商了,我就觉得电商有什么可做的。目前电商做的是一个没有创造力的行业,我告诉你,电商营销就是几个点,上来我们先做一下CPS(Commodity Promotion Solution,商品推广解决方案),接着,我们再做一下SEM(Search Engine Marketing,搜索引擎营销),然后我们看看能不能投一些广告,最后,看看能不能做一些活动。我把基础的知识教你一个月,包括看数据、选品,你第二个月就能自己去做了,它是一个太好复制的行业,没有新意。做任何事情,你是要有想象力的,但是电商你没有任何想象的空间。它就是拼执行。电商需要有很多创意型想法的人去做,但是创意型想法的人又缺资金。

中国电商企业的悲哀都是从淘宝发展起来的,国外的是亚马逊。亚马逊这群顾客的特点是不太注重价格,没有时间买衣服,快递可以将衣服送到我们家,他们线上买和线下买的结果是一样的。但中国,整个电商环境是淘宝进来的货,大家一来就说,我们得先看看价格。没有电商公司敢于站出来(反对价格战),他们也在很大程度上在惯着用户。电商培养的客户太不忠诚了,今天他可以在你的优购买,明天他可以在京东买,后天他就上淘宝了。

更无良的帮助用户比价格的企业就出现了。所以当时京东抵制一淘,我们就特别支持。我在乐蜂的时候,乐蜂也不跟一淘合作。为什么呢?因为这个东西就不能这么做。你对这个行业的伤害是无法想象的,可能到两三年以后这个行业就没有人了。这是一个毁灭性的伤害。

也许现在看来,电商不应该去打价格战,不应该过度关注销售额,但是在09年,电商都拿不到钱的时候,你肯定会去做规模。做规模就一定会面临促销面临价格,这是一个鸡生蛋还是蛋生鸡的问题。当年你的融资没有人会说,嗯,毛利高。投资人上来就问你销售额,你的新客率是多少,今年你能扩大多少,对 吧?

这个是当年主要的问题,而不是像现在的投资商,来了会问问你,你毛利率多少,就回归于理性。当年没有这么理性,大家在融资的时候就迫使你变的往那个方向去走了。这是一个环境造就企业的关系,或者说是一个因果关系。这也是说不清道不明的一件事。当年我见了好多投资商,大家都问的一个问题是:你怎么扩充新客。我都快癫狂了!

现在你还能踏踏实实做点事儿,当年你哪儿能啊,因为后面还有一堆狼在跟着你竞争。

我觉得电商是没什么可写的,因为大环境是无法再来的。无法拥有2009年和2010年的大环境,所有的文章做出来都是偏颇的。看了当今的环境,人是无法感同身受的,你会按照现在这个大环境去想当时的问题。你会说:“不会啊,现在就是追求利润啊。”但是现在做电商的这帮人,他们会去想电商就是应该追求利润,但是09年真实的情况不是这样的。那个时刻就是特别难,不创业你不知道,创业了你就会知道,每个公司当初经历的事情是无法想象的。

如果你经历过这个过程,你就会觉得特别特别特别的可惜,因为线上中国的电商环境真的是太差了。真的希望有很多人站出来呼吁一下现在的环境。线下大家就不打架么!凭什么线上打价格战?

======带个自私自利的小AD=========

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