《分销时代》直销新模式: 康美的创新实践
2019-04-08
来源:分销时代
编辑:Ayang
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从事直销十多年,我在康美这个平台上,一直坚持做的一件事就是创新。大家都问我:为什么康美直销要一直去创新,你为什么一直要去折腾?其实在康美这个平台上,我不得不折腾。作为一家市值千亿的公司,康美药业创业 21年以来,始终秉承“心怀苍生,大爱无疆”的核心价值观,专注于中医药事业的传承和发展,积极打造中医药全产业链。集团不断收购和加码大健康产品,直销业务也成为建立庞大产业的一部分。

当时,集团对我们提出的最高要求是安全、稳健。我想直销业务不能只“背靠大树好乘凉”,借力集团口碑和影响力,即便是做到 20亿、30 亿也就到了最高点不能再有所突破了,于是我们开启了漫长的创新之路。

好在我们不辱使命,2018 年最新直销企业品牌价值指数排行榜中显示,康美药业股份有限公司排名前三,品牌价值指数远超其他企业,我想这就是行业对我们不断创新的肯定。

创新筑未来第一招:消除“是传销吗”的隐患 

明确谁将决定创新康美时代 ( 广东 ) 发展有限公司成立于 2014 年,为康美药业的全资子公司,康美药业在 2013 年获得了直销经营牌照,而康美时代则为康美药业直销业务的主体公司。

在康美药业之前,已经有 4家具备医药背景的企业进入直销行业,它们分别是金士力佳友 ( 天津 ) 有限公司 ( 下称金士力 )、广东康力医药有限公司 ( 下称广东康力 )、哈药集团股份有限公司 ( 下称哈药集团 )以及厦门金日制药有限公司 ( 下称厦门金日 )。

几乎任何企业涉足新领域,都会面临挑战,这是由于人才缺乏、品牌延展适应性、可能的资金问题、商业模式不熟悉、渠道缺乏、产品适合度、政策问题、现有竞争者壁垒等因素组成。然而康美药业却在品牌、资金、产品等方面都有优势,即便是人才问题及商业模式实践不熟悉,我们也可以通过一段时间的摸索解决。

我接手康美直销业务的时候,最流行的双轨制已经开始运行,踩刹车也来不及了,好在 2014 年业绩就实现 5 个亿,第二年 10个亿,第三年将近 20 个亿。

然而,这时候在网上搜索“康美”,第一条居然显示康美药业是传销吗?当消息越来越多的时候,集团每天约谈我,给我上课。于是我迫切地想消除“康美直销是传销吗”的隐患,不能给集团拖后腿,要对股东和股民负责,所以才会对康美的创新如此执着。

创新的前提是什么?明确企业创新目的,谁能够决定创新?业内很多企业往往通过职业经理人去扩展市场,创新发展。那大家一定要明确周期有多长?权限怎么设置?业绩是多少?

很庆幸,虽然康美集团在广州有多家公司,但对分公司的管理依然是一把手负责制,这在一定程度上赋予了我很大的权利,能够大胆创新,这是我们创新的基础。想要创新必须具备这样的前提,职业经理人、公司老板、董事会要达成一个协议,不能随时更改、中断计划。

创新筑未来第二招:探索战略方向 从擅长中开始

这是一个什么年代,很多人笑言:这是一个吃饱撑着的时代。

我很佩服一个人,这个人叫干嘉伟,美团首席运营官。1986 年他在哈尔滨船舶工程学院(哈军工前身)念大一时,目睹脑体倒挂现象(指相同工作时间内,脑力劳动低于或等于体力劳动的价格现象)且深信它不光是现在还是未来,于是决定退学做生意。干嘉伟干过搬运工,利用双轨制倒腾钢材,又想把云南的木头卖到浙江的煤矿,后来又从中石油跳槽到阿里,从一线业务员做起,历任网站运营总监、市场总监、区域经理、大区总经理、副总裁等,又在 2011年加入美团。

作为阿里销售团队的老大,为什么跑到了美团?他提了一个观念:做生意就是要把握未来,看清楚趋势。在农耕时代,人们所有的目标都是解决温饱的问题。进入工业时代,所有物资充足供应,并通过淘宝、天猫,获得更高性价比。这个时候我们关注点又转移了,从最先开始的柴米油盐酱醋茶变成了吃喝玩乐旅游健身。所以,美团解决精神层面的需求。他觉得美团是下一个风口,因此义无反顾地从阿里出来到美团。

现在直销行业情况如何?最大的问题就是同质化,你卖什么赚钱,我赶紧跟风,这导致某一段时间,市场全是卖保健品的,又全是卖卫生巾的,当雾霾严重的时候,又转头做空气净化器。

复制、粘贴,多容易啊,可一个企业要成长,只是拷贝行吗?我认为大企业才有拷贝的权力,小企业没有,因为大企业有成本、规模等优势,小企业永远不具备。

小企业要成功,必须差异化,必须创新,找准定位。康美集团擅长做什么?我们的母体公司擅长做什么?康美集团在国家振兴中医药事业战略指引下,率先布局中医药全产业,以中药饮片为核心,以智慧药房、智慧药柜为抓手,以“药葫芦”为服务平台,全面打造“大健康 + 大平台 + 大数据 + 大服务”体系,成为中医药全产业链精准服务型“智慧 +”大健康产业上市企业,国家高新技术企业。由此,康美直销的创新方向确定,把中医药产业发扬光大。

创新筑未来第三招:提炼企业文化 开发

有竞争力的产品企业文化的重要性将是企业的核心竞争力所在,是企业管理最重要的内容。企业文化的重要性是拥有了自己的文化,才能使企业具有生命的活力,具有真正意义上人格的象征,才能具有获得生存、发展和壮大,为全社会服务的基础。

康美集团的核心价值观是“健康天下、和美万家”。康美时代在此基础上提炼出“健康天下、和美万家”的文化内涵。同时,集团围绕这八个字进行产品开发,并侧重健康和美丽两方面。

接下来,我们实施了全生命周期管理医生助手康康后,通过消费者一段时间的使用,我们把数据进行梳理,发现 70% 的人要求我们设立健康管理中心,这 70% 的人普遍患有三高和慢性病。

在康美集团制药领域工作了多年专家指出,现代人身体为什么越来越差?是因为人类祖先曾长期生活在食物匮乏中,生产力低下与人口过度繁殖导致饥荒频发。因此,那些具有“节俭”适应性的能力、可以最大限度地将食物转化为脂肪储存在体内的人,才能更容易生存下来。而这些具有“节俭基因”的人,原本是自然进化的胜出者,却在稳定富足的现代社会,更易患上各种疾病。究其原因,医疗资源、气候环境和先天的基因只占 40%,还有 60% 是由生活习惯造成的。

生活方式病是发达国家在对一些慢性非传染性疾病进行了大量的流行病调查研究后得出的结论。这些慢性非传染性疾病的主要病因就是人们的不良生活方式。包括疾病有肥胖、高血压、冠心病等心血管疾病,脑中风等脑血管疾病,糖尿病和一部分恶性肿瘤。这些都是现代医学还难以治愈,并严重地危害人们生命和健康的疾病。而且,这些疾病不管用什么产品,仍然治标不治本,血压该升的还升,血糖该升的还升。

于是,我们开始思考,要做什么产品才能改变现状。第一,提升健康观念;第二,养成一个良好的生活习惯;第三,推出创新产品,有增强免疫力、缓解体力疲劳、改善睡眠、对化学性肝损伤的辅助保护、缓解体力疲劳提高耐缺氧、辅助降血脂、补血、增强免疫力抗辐射、祛黄褐、通便等等。

创新筑未来第四招:设计营销模式 提供全程无忧的服务

有了产品,紧接着我们开始设计营销模式。大家通常把类似销售模式叫直销,其他叫传统营销,但我觉得直销仍传统。一组数据显示,2018年双十一,马云一天做了 2315 亿,我们再看看直销行业,多少人,多长时间才创造了 3000 亿。我认为直销行业是一个再传统不过的行业,与互联网产业相比,效率低很多,我们营销人员的专业度可能还不如淘宝一个小二,更不如商场的一个柜台人员。从整体来看,直销行业是一个很传统的行业,并且是一个效率很低的行业。大家都很关注制度,我认为制度就是“赌博”。研究赌博的人都知道,一定要抓住赔率最高的点,才能赢。据研究统计,至少玩 4000 局以上,赔率最高的效果才能显现出来,可你没有那么多精力和时间。

很多人去赌场不是因为赔率高,而是因为玩得开心,尽兴。同样,怎么让经销商选择我们?优质的服务占很大因素。经销商都追求奖金最好的企业,但这是一个伪命题。怎样留住经销商,让其坚定不移地跟着公司走?这要看公司能否给他提供一个全程无忧的服务。

我发自肺腑地感激每一位经销商,他们都是康美直销的基石,我还把这句话放在公司走廊最前面,让每一个新员工感受到公司的真诚。为什么有的经销商离开公司,还会选择其产品,帮助曾经的团队介绍生意,因为他们提供过的服务足够好。而有的经销商离职后,只有抱怨、谩骂,因为没有提供全程无忧的创业服务。靠信任、靠品牌、靠体验,这些都不重要,对经销商来说,在服务上创新,让他感受到尊重和重视。

这就是我们在经销商层面做的大胆尝试,我们要求所有的分公司核心人员,以及管理层必须认识到,公司是他们坚实的后盾。同时,结合线上及线下培训,让经销商理解、感受我们的服务优势。公司可以提供语音和文字两个版本,讲解完后必须手抄一遍,用相机拍下来,上传到群里。让他们获得更多的学习机会,受到更多的重视。

创新筑未来第五招:巧用互联网工具 建立个人 IP

我们对公司的经销商进行年龄分析,44 岁以上群体对支付宝、微信、朋友圈等不熟悉,至少有 20% 的人问你什么是支付宝,这种基础上做互联网培训,难度之大超乎想象。

以前,大家都是采用 ABC法则,借助领导人、大 V 的力量,通过会场、招商会、产品说明会,让准顾客和公司的产品、公司的品牌之间接触,但现在通过会议

等传统模式,还奏效吗?可以直言,效果很差,招商会产值会严重下滑。

我们要创造更多接触点,互联网、移动平台就是机会。现在大家都说生意不好做,竞争激烈,人才不好招,因为人人都是创业者。微信全球突破 10 亿用户,这么庞大的数据也带来了新的商机,朋友圈营销,你不去营销就会被营销。俗话说:先知先觉是领导者,后知后觉是跟随者,不知不觉是消费者。

不过,如何利用朋友圈、抖音等新平台,很多人不知所谓。比如,今天你在朋友圈发一个链接,某某教授今日信息,属龙蛇鸡的转了后必定大发,想传达什么信息?树立什么品牌?后天又在 QQ 上发一段言论,后面附一句话,“马上被删,尽快看”。这样的信息有价值吗?能让客户信任你和你的产品吗?你能有市场吗?大家要依靠新平台赚钱,必须对朋友圈、抖音等进行合理规划。

一个合格的推销信息应该如何发布呢?第一,把客户使用的图片放在最前面;第二,列举大量数据论证;第三,正在举办的线下沙龙活动邀请。三张图片配一段这样的文字:这是我服务的第 92 个顾客,顾客使用产品第四天了,大家看看效果对比图,让大家更健康、更美丽是我的宗旨。

他每天都会不间断发布,你会看到他服务的 90 个顾客,甚至更多客户当中,有很多故事,一年就可以讲 365 个故事,每天记录顾客的变化,早上、中午、晚上怎样服务。我们团队也是如此,每天给客户发五个信息,提供固定的服务,这已经是标准流程了。

直销行业效率低下,很大因素是经销商不知道该做什么,有什么流程。当团队给他们设定流程和制度后,他们每天执行,才能一步步把个人 IP 建立起来。和网红不一样的是,个人 IP 更多靠个人专业的积累,赢得大家认同,在专业领域,往往有更长的生命力。党的十八大以来,习近平总书记围绕创新驱动作了多次重要讲话。实施创新驱动发展战略,就是要推动以科技创新为核心的全面创新,坚持需求导向和产业化方向,坚持企业在创新中的主体地位,发挥市场在资源配置中的决定性作用和社会主义制度优势,增强科技进步对经济增长的贡献度,形成新的增长动力源泉,推动经济持续健康发展。到目前为止,康美直销在政策指引下,以及集团、经销商等支持下,实施创新升级取得一些进展。路漫漫其修远兮,康美还将在这条路上继续探索。


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