倪志勇:不恐慌思考从剩者到胜者的长远路
2019-04-08
来源:分校时代
编辑:Ayang
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行业集体恐慌什么

2018 12 25 日权健事件爆发一直到现在,短短的时间,行业似乎经历了几年发生的事情,政府的高调介入、13 部委联合发文、各地方监管部门约谈告诫、媒体兴奋等等,企业们都在担忧直销行业的未来,诸如接下来该怎么办呢,行业会不会不让干了,自己企业会不会遭遇问题等等,无不体现着企业的恐慌、焦虑、没底气、没方向。

企业为什么会出现恐慌、焦虑?企业的恐慌,一方面在舆论方面,众多媒体跟风似的煽风点火;另一方面主要关系到市场要不要做、能不能做的问题,涉及两个层面,一是市场经营活动继续,会议照开、培训照进行,可是会担心被监管部门抓当典型,填入“百日行动”成果汇报单;二是停止市场运营,如果这样的话,会大大削弱了直销人员的信心,甚至会出现市场资源的流失,企业左右为难,就出现焦虑、无方向感。

市场为什么会恐慌?如果停止运营,他们的收入也就停止,收入多的还好,收入不多的就直接影响到其生存基础,有的还是夫妻两人一起从事直销事业,会影响到整个市场的稳定性。同时也反映出一个问题,监管一严就慌,基本是对自己无信心的表现,甚至有可能遭遇到过处罚,惯性的不规范运作是“恐慌”的原因之一,另外从业绩方面看,企业业绩基本由新增的顾客和消费者的消费构成,因此市场一停,业绩来源都断了,缺乏稳定的消费群体支撑。

不恐慌 “剩者”

积极应对“百日行动”,在多方参与的营商环境内,一定要扮演好自己的角色,政府监管部门不可能唱独角戏,公众媒体和“媒体”们不可能唱独角戏,企业不必过度恐慌焦虑,应与政府、媒体积极互动。无限极(中国)有限公司 1 28 日发布的《响应“百日行动”制定 10 项专项整改措施》文章,涉及到服务中心、专卖店、单笔大额消费、退换货、消费者权益、宣传、经销商管理、分公司规范经营等 10 个方面,对企业有很好的借鉴意义。

中央经济工作会议明确提出“促进形成强大国内市场”,关键要提升产品质量、改善消费环境,让消费者安全放心消费。可以看出国家还是在推动国内市场的发展,同时重点关注产品质量和消费环境,因此企业自纠自查的重点应该首先围绕产品和消费者展开。张茅局长在《在联合部署整治“保健”市场乱象百日行动电视电话会议上的讲话》中谈到,“要总结执法成效,对执法中发现的行业共性问题,采取集中约谈等方式,对行业协会、行业内重点企业进行警示提醒,督促开展行业自查,主动整改违法违规行为”。可以看出,监管部门对行业的态度不是全盘否定,而是“治病救人”,推动行业进入高质量发展阶段。

因此,企业要认清市场形势,而不是一味的恐慌焦虑,做自己该做的事情,做好产品,合法经营,从容应对“百日行动”。

思考从剩者到胜者的长远路

“百日行动”后,行业还是要继续,企业还是要生存发展。2019 年后,中国直销企业的发展模式将面临着大的调整、升级,从外力倒逼来看,行业注定要经历这个痛。在特色监管环境和粗放经营下发展起来的中国直销企业,这时要思考如何适应新形势,如何在新形势下重新架构自己的发展模型,“适者生存”将在直销行业得以淋漓尽致的体现。聊这个话题之前,先给大家分享三组对比数据(由海畴直销研究中心提供,数据来源:商务部直销行业管理系统),这是一个内资和外资企业的对比调研,内外资分别选择了 15 家企业。第一组对比是 15 家企业的分支机构数量的对比,15 家外企共285 个分支机构,15 家内资企业共 98 个分支机构;第二组对比是15 家企业的服务网点数量的对比,15 家外企共 10559 个服务网点,

15 家内资企业共 2554 个服务网点;第三组对比是 15 家企业的报备产品数量的对比,15 家外企共报备产品 1730 个,15 家内资企业共报备产品 238 个。

分支机构、服务网点、产品,大家都不陌生,属于直销企业的基础建设范畴,这三组数据从局部反映了企业的基本功水平,内资企业在这方面的重视程度不及外资,至少在现行的条例下,这直接反映企业产品超范围经营、跨区域经营等违法经营的出现概率,大家应该反思,潮水过后才知谁在裸奔,冬天来时,自己最清楚为何内心恐慌?踏实持续发展难,但依然要做。在这里想跟企业一起思考几个问题,希望能对行业未来发展有所启示:

1. 关于行业模式的增长速度问题,之前我们是否过于急功近利,只关注如何从 2 亿一年就要增长到 10 亿,早已忘掉什么是“拔苗助长”,忽视了直销行业的发展规律和节奏,我们能否放下直销企业“发展快”的标签,关注企业业绩支撑系统的建设。

2. 我们是否有些浮而不实,获牌多年,直销市场已经遍布大江南北,但报备的直销产品和获批的直销区域却久未增加。我们能否一手抓业绩增长,也一手抓基础建设。

3. 我们是否有未尽之责,只关注了直销员的数量而忽视了他们的成长和发展。

4. 我们是否只关注新的消费者和会员,却忽视了老顾客和老会员,导致企业没有高比例的消费额,我们能否重视并满足会员、消费者的日常需求,让企业业绩呈现良性的增长结构。

5. 我们是否只关注业绩增长,纵容了直销员、经销商上在宣传方面的违法行为,结果给企业带来了隐患,我们能否切实强化对经销商、直销员的管理。

相信很多企业在介怀忧心业绩停滞、下跌甚至经销商流失,这是个大浪淘沙的过程,包括企业,也包括经销商,希望经历过后,我们的企业能像专注市场业务一样专注到业务支撑系统上,做好基础建设,准备启程到胜者的长远路。


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