胡远江:中国直销应把“高质量发展”作为压舱石
2019-03-07
来源:直销专业网
编辑:Ayang
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直销专业网讯 2018年岁末,整个直销行业因权健的媒体风波而陷入舆论风口,一时间直销企业纷纷担忧城门失火,是否会殃及池鱼,直销从业人员担忧自己的未来何去何从,行媒也纷纷预测,直销行业是否要迎来一次大的洗牌。

路要去走才能开辟通途,历史是勇敢者创造的。一遇到风浪就退回到港湾中去,那是永远不能到达彼岸的。顺应历史大势,把握时代潮流,携手同心,同舟共济,我想直销行业一定会更好。

我观察、研究这个行业28年了,从1990年到今天,经历了整个直销行业的发展。作为行业的全程见证者,我也想谈谈自己对这个行业的一些看法。

时间是最忠实的记录者也是最客观的见证者

中国直销行业28年风雨兼程,经受住了行业风云变幻的严峻考验,面对政策环境的不断变化,我们的直销企业及直销从业人员攻坚克难、勇毅前行,通过不断加强自我约束、规范经营、热衷公益等事项,成为当今社会拉动就业、助力国家经济发展与转型、推进全社会的健康教育群体中极具影响力的参与者。

首先我想谈谈,中国直销的发展历史,在这28年中,整个行业经历了从无到有、从乱到治等多个发展阶段,根据各个阶段的不同行业特色和市场环境、政策法律变化以及行业监管方式、企业发展等情况,我们通常把过去28年分为四个发展时期:野蛮生长时期、治理整顿期、绝对禁止期、法制化发展期。这四个发展时期界限明确,行业特征非常明显,我们从中可以清晰地看到中国直销行业的生存发展之路。

在这28年来,直销行业也为国家、为社会做出了不可磨灭的贡献。今年3月,国家工商总局副局长王江平在北京会见来访的世界直销协会联盟主席马博朗一行时就表示,“直销行业在推动经济发展、增加就业、鼓励创新、促进品牌建设方面作出了积极贡献。对于直销行业的正能量,我想有以下几点:

一、推动经济增长。今年4月,国家工商总局发布的《2017年度直销企业发展及监管情况分析报告》显示,2017年直销额共计3,141,795.04万元,同比增长20%;直销企业2017年共招收直销员5,276,361人,同比增长60%;直销培训员2888人,同比增长4%。为社会提供大量就业岗位,为实现社会稳定做出了贡献。直销企业2017年共计纳税1,337,992.58万元,同比增长5.68%,直销员纳税22,449.80万元,同比增长10.68%。

二、推动企业成长。直销对于一个国家的价值,首先表现出来的就是它能够推动企业,特别是中小企业的成长,在全球范围内如此,在中国同样如此,它是一个被实践验证的规律。在世界范围内,企业需要成长,中小企业更加需要成长,因为企业只有不断成长,他们才能不断扩大再生产、提供更多的就业岗位,缴纳更多的税收,从而为国家做贡献。同时,直销能够助力解决国计民生:解决社会就业、助力国家经济发展与转型。

三、为社会解决就业问题。从总体数字来看,目前有多种说法,有的说有解决至少5000万人就业,有的说解决3000万人就业,有的说解决2000万人的就业,我们在此采取比较保守的说法,就只计算2000万人吧,而这个数字的分量很重,因为假设没有中国直销行业来承载,它给我们社会、政府所造成的压力就十分巨大;由此则更不用说3000万人、4000万人甚至5000万人的就业压力了。

四、对健康中国战略的推进,有着不可替代的作用。目前的直销行业,有80%以上的企业,他们都在尽己所能推动健康产业的发展,这种推动不仅对企业自身的发展产生影响,也对国民健康素质的提升,国民健康状况、健康水平的提升都产生巨大且良好的影响。同时,对发展国家经济领域、实现社会公平性等等也有着十分良好的影响。

五、扩大国内消费市场。多年来直销行业对旅游、交通、汽车等各行各业的渗透极其明显,已形成内增型的消费市场。

多年来,直销行业在不断地寻求突破,探寻行业变革之路。企业转型升级过程中的沟沟坎坎,各种危机事件背后的风风雨雨,行业走到今天,不得不说,经历了无数次阵痛。但也恰恰是这一次次阵痛,促进了行业更进一步的发展,让行业的变革实现的更快、更稳,为更多的直销从业人员以及消费者带来了利好。

高质量是发展的基石,行稳是致远的前提

什么是直销行业的高质量发展,我认为有五大发展理念,创新发展、协调发展、绿色发展、开放发展、共享发展。

高质量创新发展。当今世界,谁牵住了创新的“牛鼻子”,谁走好了创新这步先手棋,谁就能占领先机、赢得优势。近些年,我们可以看到直销行业谁有了新的创新,不管是模式还是产品,就会取得显著的成就。所以,我认为必须把创新作为推动企业高质量发展的第一动力,持续加大创新投入,加快实现企业产业价值链的提升。

那么企业如何在创新方面发力,我认为有这么几点:

第一,直销平台的创新。这个创新举措在于“线上线下组合”。今天消费者追求快捷消费,如果直销行业或者直销企业没有建立快捷、高效率信息传递和管理的线上系统,就意味着与社会发展相脱离。

第二,是直销模式的创新。模式的创新主要是基于“大数据的经营”。随着云计算、物联网、大数据等对企业经营的渗透,很多直销企业开始基于大数据的应用开始在模式上进行创新,更重要的是,这种创新会延伸到他的产品和会员制服务。企业的数据量越大,且对数据价值挖掘的越深,越有可能掌握时代变革的先机,成为未来行业赢家。

第三,是直销产品的创新。在新消费时代,企业面对的是越来越追求差异化消费的消费者。直销企业只有与时俱进,才能摆脱产品同质化的红海竞争。在这种情况下,直销企业可以选择与全球产品制造的行业“领头羊”企业合作,从而使自身产品的打造贴合消费需求。

第四,是直销文化的创新。文化的创新在于体验与共享。如今,体验已经成为很多消费者进行决策的重要依据,而共享、共创、共赢等因素共同形成的共享经济,也逐渐成为了一种社会化的文化气象。因此,新消费时代下,建立线下体验场馆,逐渐成为了企业文化落地的重要方式。对直销行业来讲,企业要想打造持续的成长利器,就必须和经销商、管理者、上下游供应链等一起建立共创、共享、共赢的文化。

高质量协调发展。直销行业是个小富行业,但是它对社会方方面面的渗透是非常宽广的,有宽度更有深度,对外,法律、监管部门的有效沟通是否协调,对内,和经销商的合作是否协调,投资人和职业经理人的协作是否到位,母公司和子公司的战略价值观是否协调等等。包括我们如今的法律是否与直销市场发展协调。从2005年两个《条例》出台,至今已经13年了,相关直销的法律法规已经与现有行业的发展产生了一定的脱节。所以,我也想呼吁,直销立法能够早日修订,让行业有法可依,提升行业整体的高质量发展。

除此之外,我想我们应该成立行业直销协会,为行业内企业和政府职能主管部门进行沟通对话等提供一个公开的组织平台,通过行业协会,职能管理部门可以收集企业意见,与企业共同探讨有关行业健康发展的问题,延伸自己的有效管理;企业则可以拥有畅通的反映意见和需求的渠道,从而达到整个直销行业的协调发展。

高质量绿色发展。绿色发展不是青山绿色,是指可持续发展。我认为,优秀商业模式有五方面,一是尽可能优估价最大化;二是可持续性发展;三是相关的优质资源并齐;四是关联利益者协调发展;五是风险管控。然而,目前部分企业不重视可持续发展,不研究顶层设计,导致了企业的发展显得格外艰苦。所以企业要绿色发展、可持续发展,积极履行社会责任,并且积极参与行业形象的提升。我建议企业要保持推动高质量发展的战略定力:

第一,完善生产、研发、产品等基础工程的建设,做到真正从长远角度考虑为广大消费者提供更多优质精良的产品。

第二,完善物流、销售服务、信息等企业的综合服务能力和水平,通过完美的服务来打造真正的忠诚消费群体。

第三,在直销模式上整合创新,不断实现法律框架下的模式创新与模式升级。

高质量开放发展。当前有很多新型业态出现,直销行业可以研究微商的核心竞争力和微商的吸引人之处,也可以研究电商为何会蓬勃发展?它的核心竞争力在哪里?我希望企业不要一天到晚装在制度里面,要保持开放、跨界、兼容的心态,研究其它新型业态的优势,加以整合。

此外,我们更应该以开放的心态去接纳社会大众对我们的评价,对我们的认同度,并不断完善自我建设。不得不说,现在整个社会,对于我们直销的发展并没有完全呈开放状态,依旧带着有色眼镜在审视直销。对于这种低认同度,我认为有这么几个原因:

第一,是直销企业的问题,企业自身在规范运营及经销商管理上存在漏洞;

第二,是直销人的问题,而企业与直销人这两个问题的直接有效的解决都需要企业的全力配合;

第三,是地方保护主义的问题。这个问题我在过去就多次谈到过,不能消除地方保护主义,传销就会永远有滋生和成长的热土,也就会出现所谓“庆父不死,鲁难未已”的传销屡禁不止的状况了;

第四,在对于行业监管过程中,对于民间和学术力量的整合不够,因而对于群众的法理与实践教育力度有限。

所以,如何做到高质量的行业发展环境,就需要我们直销企业强化对直销从业者的全面素质教育和法制教育,借助社会力量推动直销从业者商德约法的建设和推广,以此营造在社会层面公开的直销人的从业正气和良好品德。同时,要强化行业与企业的行为披露体系建设,对于行业内的害群之马大家要共罚之,以此打击邪气,树立主流。

高质量共享发展。现在是共享经济的年代,你的企业和组织怎样在多个直接和间接的利益主体当中进行建设,这都需要企业思量一番。改革往往是由问题倒逼而产生,又在不断解决问题中得以深化。此次的权健事件,我想会给行业以及其他直销企业带去更多思考。行业如何共享发展,监管部门、行业媒体如何能够与企业、行业共享发展,都是值得我们研讨的问题。

还有几天就是2019年了,新的起点,我想我们都应该坚定不移推进行业规范经营和理性宣传环节的部署,加快构建与行业高质量发展要求相适应的行业大环境,让直销的一切价值竞相迸发,让一切创造社会价值的源泉充分涌流。

“道虽迩,不行不至”,一切伟大的成就都是接续奋斗的结果,中国直销行业未来美好的明天也一定是在我们所有人共同的努力下实现的。

只要路走对了,就不怕遥远

28年自力更生,28年发愤图强,28年砥砺前行,我们直销从业人员依靠自己的辛勤和汗水改写了曾经传销给行业带来的历史诟病。在这发展过程中,虽然道路艰险,但我们也看到了行业越来越多的正能量。

大道至简,实干为要。一个行业要振兴,就必须在历史前进的逻辑中前进,在时代发展的潮流中发展,这是历史给我们的启示。而前进中的荆棘密布,终抵挡不住我们想要抵达光明的决心。

对于我们这个行业,市场活力来自于人,来自于千千万万的直销从业人员,更来自于企业家,来自于企业家精神。在这里,我也想对我们行业的企业家说,要珍视自身的社会形象,践行正确的企业发展理念,弘扬企业家精神,守法经营,回报社会;要讲正气、走正道,做到聚精会神办企业、遵纪守法搞经营,在合法合规中提高企业竞争能力;要练好企业内功,特别是提高经营能力、管理水平;还要增强创新能力和核心竞争力,推动形成更多具有竞争力的企业。

今天的奋斗,铸就通往明天的路基。唯如此,我们整个行业,我们越来越多的直销企业才能在更广阔的舞台施展才华、展示自己。

恩格斯说过,人们创造历史的活动,如同无数力的平行四边形形成的一种总的合力。团结奋进,山海可蹈;勠力同心,未来可期。我们这个行业的所有人,企业、经销商、媒体、第三方服务机构等等都能够心往一处想、劲往一处使,就能汇涓成海、聚沙成塔,书写属于新直销时代的辉煌篇章。




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