李婷:风波摧毁不了行业 夯实基础方显活力
2019-03-18
来源:分销时代
编辑:Ayang
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“权健事件”的热度尚未消散,华林、无限极又陷入舆论漩涡,在这场舆论所带来的风暴中,直销行业将会迎来新一轮洗牌,这轮洗牌将会给行业带来一定的震荡,但一批企业也将会脱颖而出。

这场媒体的狂欢风波并不会摧毁一个行业,因为没有悲观的行业,只有悲观的人;没有夕阳的行业,只有夕阳的企业。直销行业不惧变化、不惧挑战。迭代与进化,一直是直销行业的底色,从“直销+互联网”到“直销+新零售”以及“直销+”的更多可能,便是最好的例证。在这场风波之前,直销行业已有先行者早就开启了探索之路。风波的来临,只会倒逼企业提升软硬件实力,在规范中健康发展。

对整个直销行业而言,如何齐心协力重建行业信心、市场信心,如何构建自己的核心竞争力,是当前迫在眉睫的首要任务。同时,企业还需突出问题导向,强化主体责任,增强规范意识,以全面整改的坚决行动来渡过此次难关。

发展以规范为前提

当前,主管部门加强监管、各种媒体舆论监督都在促使着直销企业向着规范化发展,通过深入清理整顿,完成风险化解,消除较大的风险隐患,同时初步建立适应新形势的营销体系。

直销企业要做到依法合规经营,首先要自觉增强依法合规经营的意识,不断增强法制观念,努力做到在规范的前提下开展工作。规范体现在方方面面,比如在产品的生产方面,企业在遵从工匠精神,融合国际尖端科技,高于国家标准进行管控,打磨优质产品的同时,还要梳理已有的产品线,根据相关法律法规,做最严格的筛选,不符合规定的产品,企业要忍痛抛弃或做相应的升级,原有产品,甚至是爆款产品都要做迭代升级。升级后的爆款产品,要保持独树一帜的优势化差异和独特的竞争优势,以便企业在爆款产品的基础上,做系列性的开发升级。

在企业的硬件方面,企业还要对生产车间做全面的升级改造,车间配备有国际先进的生产设备和现代化的自动控制管理系统;建立全面质量管理体系,质量管理体系既有相对独立的技术采购标准管理、技术检验标准管理、技术抽查标准管理等模块,也有在采购过程、生产过程、验收过程中检验的组合模块。实现企业从原材料采购、生产过程质量、投诉退货、绩效评估等全过程的质量信息管理,最终大幅降低质量问题流入市场的可能。

在产品的销售方面,企业可以拓宽现有的产品销售渠道,将一些产品根据不同年龄层次和消费层次等依据进行划分,杜绝夸大宣传,在电商、网红流量,抖商等渠道销售,做推广营销。在产品的价格上,直销企业可以更亲民,更实惠,通过消费积累,扩张市场占有率,形成良好的口碑。

依据产业优势投入研发

在中国直销业,一部分职业经理人和企业老板迷信制度,迷信各种潜能培训,而忽略了直销的本质是优质的产品。很多公司可以在会议的包装上,在地方的公关上,在整合团队上不吝成本,但是在产品研发上,甚至在产品包装设计上却投入甚少。

从这样的角度看,这次行业危机对于企业的长远发展来讲是一次机遇,它可以让企业的领导者静下心来做产品,加大研究开发和成果转化投入。具体而言,此前做的不够好的企业,可以设立专项资金用于产品的研发,携手国内权威专业人士及专业机构,以工匠精神引领创新研发,有节奏的增加对创新研发的投入力度,不断探索前沿科技,通过新技术的应用,生产出高品质产品,推动企业不断前进。

需要企业注意的是,创新研发的方向要与企业的产业标签定位一致,与同行业中的竞争对手形成差异化区隔。企业的产业标签是企业在人们心中形成的独特标识,是消费者对企业的核心印象,是企业的核心竞争力,也是消费者意识当中企业区别于同类企业的主要价值。

企业好的产业标签能够让消费者快速了解企业的产品和服务,降低用户信任成本,企业的传播和推广有立足点,显示出的价值和优势,增强团队的自信心、荣誉感和责任感。

以消费需求为导向

当困境来临的时候,接纳困境,在困境中生存,继续深耕主业,也许,比试图逃离困境(主业)“西一榔头、东一棒槌”式的盲目转型更有意义。

从这一角度出发,直销企业应当适应社会消费的新需求、新变化,创新产品和服务方式,从改善供给的角度来提升消费需求,以消费需求为导向推动企业的生产向专业的、精细的、高品质的方向转变。同时,直销企业应该通过加强产品质量的管理和完善服务来实现对消费者权益的保护。

在具体实施的过程中,直销企业需积极练好内功,在产品开发、质量控制、广告策略、定价策略、售后服务、投诉受理等各个环节坚持高标准。坚持质量第一、安全至上的企业主体作用;注重质量基础建设,创新标准、铸就品牌、树立信誉,围绕老百姓的生活方式,消费方式,并按照更高的技术标准提升产品质量和产业层次。

他山之石可以攻玉。在方便面行业,不断爆出的质量事件,让市场连续四年下跌;在奶粉行业,三聚氰胺事件让国产奶粉十年抬不起头来。恶劣的环境也有一大批企业在逆势生长,康师傅在行业衰退中满血复活,飞鹤在外资围剿中杀出一条血路,靠的不是等待、抱怨,而是对未来的乐观情绪,对消费需求的精准把握,以及为此付出的大量努力。

虽然直销行业目前陷入舆论的泥沼,但相信只要直销企业与直销人员共同努力,跟进时代趋势,把握大健康本源,不畏眼前困难,共谋长远发展,直销行业就能积蓄力量高质量发展。

拯救了日航的稻盛和夫,被称为“经营之神”,但稻盛和夫心中的“神”是努力。在他看来,你只管努力,夯实基础,便能变危机为转机,化转机为生机,促生机为胜机。


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