网店增长显现疲态 万色城登陆港股“搁浅”
2019-07-01
来源:中国经营报
编辑:石头
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  万色城进击港股“出师不利”。
  早在2018年12月10日,万色城就向港交所递交了招股书,6个月后的2019年6月10日,港交所网站显示此次递交失效,未显示失效原因。根据港交所上市规则,欲IPO公司招股书的内容必须全面、正确和保持更新,若6个月内未能参加聆讯,就需要重新提交上市申请。
  截至发稿,万色城方面未就IPO事宜向《中国经营报》记者作出回复。不过,网经社-电子商务研究中心特约研究员、北京盈科(杭州)律师事务所律师方超强向记者表示,万色城业务的合规性、稳定性和发展预期是IPO失利的主因。“主要是上市行情不太好,令部分上市公司却步。”但也有港股分析师向记者表示,这是正常运作,是企业未排上队。


  增长显疲态
  近年来,社交电商发展迅速,多次获得资本青睐。相关统计数据显示,2018年规模较大的以社交驱动的电商平台有拼多多、云集、微盟、礼物说、万色城等超过10家,社交电商融资总金额已超200亿元。
  招股书介绍,万色城是中国领先的S2B2C(供应链平台对企业对客户模式)社交电商公司,其IPO募集资金将主要用于为公司的合作伙伴建立实体社交中心,公司计划于2019年和2020年建立60个社交中心,另外,募集资金还将用于杭州总部建设、战略投资、新产品研发等。
  万色城的收入来源主要为商品销售、提供服务、平台佣金三大板块。商品销售即电商平台“万色商城”带来的销售收入;提供服务指的是万色城为网商提供教学培训等服务收取的服务费;平台佣金则来自于入驻“万色商城”的第三方品牌商家所缴纳的费用。
  记者了解到,万色城已成立9年时间,其最早的注册地位于青岛,随着业务规模的发展,万色城从青岛搬迁至杭州。2014年,其主要营运实体万色城电子商务于杭州注册成立。
  资料显示,在浙江省政府发布的中国(杭州)跨境电子商务综合试验区《实施方案》中,万色城还是首批试点企业。资本方面,万色城获得多轮融资,投资方有麦星投资、美国华平及中金前海等。
  目前,万色城拥有并运营两个平台,一个是电商平台万色商城,商品包含自有品牌和少量的第三方品牌。另一个平台为万色城商学院,主要为合作商家提供教学培训服务。两个平台中,万色商城的业务为万色城绝大部分收入及利润的来源,其中,以提供自有品牌产品所贡献的收益占比最大。
  万色城第三方品牌产品主要包括食品、母婴产品和家居产品。从自有品牌业务来看,万色城主推的产品主要以美容产品及保健品为主,包括益生菌、水母系列的保健品及美容产品,目前万色城还在极力推广一系列臻肽保健品。
  万色城招股书显示,2015年~2017年以及2018年上半年,公司的商品销售收入主要来自自有品牌产品销售,分别为2.7亿元、1.1亿元、1.07亿元及0.94亿元,商品销售收益占比分别高达92.6%、93.8%、77.2%、87.8%。
  另外,在2015年~2017年以及2018年上半年,万色城向五大供应商的采购额分别为1.30亿元、0.45亿元、0.53亿元及0.42亿元,分别占同期采购总额的69.9%、67.6%、68.9%及60.9%。杜邦营养食品配料(北京)有限公司为该公司第一大供应商。
  由上述数据可见,近三年,万色城前五大供应商的采购额占比超过60%,存在大客户依赖风险。记者了解到,2016年下半年,与最畅销产品万色水母I系列的主要供应商终止供应关系一事,便使得万色城美容产品销售收入由2015年的2.69亿元减少至2016年的0.78亿元。
  除此之外,产品出售过度依赖店主和实习店主是万色城销售渠道的另一个特点。招股书的数据显示,万色城目前拥有35000个商家,其中包括20000个正式网商和15000个潜在实习店主,销售网络覆盖全国。大部分最终客户向店主及实习店主购买,只有部分直接从平台购买。截至2018年上半年,店主和实习店主销售商品收益占比达96.4%。
  值得注意的是,万色城网店的增长逐渐显现疲态。招股书显示,2015年、2016年和2017年,新注册的网店数量分别为4153、3979和2340个,呈下降趋势,2018年上半年仅为124个。



  高额“门槛费”
  在万色城的发展过程中,高额返现及社交媒体裂变式的推广方式推动其快速发展。但其商业模式却备受外界质疑。
  据悉,万色城主要依靠微信等社交网络来推广和销售产品。记者了解到,普通顾客注册万色城平台可以成为普通会员,在平台上购买东西都只是零售价。升级为专属VIP服务后便可进行创业获得销售产品折扣价及经销权、推广店铺等多种权益。
  万色城平台上的VIP服务分为两个角色——实习店主和网商(即店主),而准入门槛却不低。万色商城APP介绍,首次购买核心商品满1万元可以成为实习店主,享有获得万色城所有产品的经销权,获得万色城商学院免费培训权,获得万色城平台采购、物流、营销、客服、财务、技术六大支持系统的服务。而注册支付4.98万元(平台服务费:4.6万元+购物体验3800V券)即可升级为网商,将获得万色城商城店铺,获得万色城平台采购、物流、营销、客服、财务、技术六大支持系统的服务,获得万色城商学院免费培训权,获得万色城核心产品经销权、批发权,获得销售产品的折扣,绩效考核达标可参加优秀网商奖励、获得推广万色城网店的权利(考试合格)的六大权益。成为合作伙伴必须要有推荐人。高额的门槛费被认为有变相收取入门费之嫌。
  值得注意的是,该商城APP并没有对外公开升级为VIP的具体细则。
  记者以消费者身份致电万色城客服,咨询成为实习店主和店主后有何具体权益时,该客服表示,成为实习店主和店主后自购可以有折扣,推荐他人购买也可以享有返利。而成为店主后还可以享受推广万色城网店的权利,每推广一人成为店主或实习店主还可获得不菲的奖励。
  而记者以普通会员身份浏览万色商城APP时并未看到成为店主后的折扣权益。对于成为实习店主和店主后到底能获得多少具体商品返利及优惠奖励细则,该客服表示只有成为实习店主或店主之后才能看到。
  据已经成为万色城店主的李红(化名)介绍,万色商城上的商品分为核心产品和非核心产品,非核心的第三方产品折扣少、返利低,而自营的万色颜如、万色水母、万色益+、万色臻为商城主推的核心产品,折扣高。成为实习店主后,实习店主自购核心产品可享受7折、推荐他人购买可以获得3成的返利,成为店主后,自购核心产品可享受5折、推荐他人购买可以获得5成的返利,这种关系是终身绑定,不过实习店主是有期限的。只有一年,如果一年内未达3万元业绩将降为普通会员。
  店主身份享受招商权益,店主招商店主目前的奖励是9000元,店主招商实习店主的奖励是2000元。此外,店主还可以享受到被招商店主的业绩奖励。
  “被招商店主经营的业绩与店主收益有关,公司会根据被招商店主的总业绩给予店主管理团队奖励,公司还会对店主进行考核,达标之后,店主本人将享有很多福利,比如海外游、国内游及各种各样的免费培训。”李红表示。
  记者了解到,此前实习店主也有招商权益,但目前已经取消了这个政策,“因为公司今年要上市,一切都要规范,实习店主招商的政策也就取消了。”一位店主表示。
  网经社-电子商务研究中心法律权益部分析师姚建芳认为,传销的构成三大要素为拉人头+入门费+团队计酬。2016年3月23日,国家工商总局发布的《新型传销活动风险预警提示》中明确:根据禁止传销的相关法律法规规定,不管传销组织如何变换手法伪装自己,只要同时具备以下三点就可以断定涉嫌传销:一是交纳或变相交纳入门费,即交钱加入后才可获得计提报酬和发展下线的“资格”;二是直接或间接发展下线,即拉人加入,并按照一定顺序组成层级;三是上线从直接或间接发展的下线的销售业绩中计提报酬,或以直接或间接发展的人员数量为依据计提报酬或者返利。
  姚建芳认为,只要“同时”具备“交入门费”“拉人头”“组成层级团队计酬”的特征,就可认定为涉嫌传销。从万色城目前的模式来看,其存在入门费和层级式管理,但拉人头和团队计酬的特征并不明显,因此不能就此定性其为“传销”。
  值得注意的是,万色城在招股书中表示,自身确实面临着中国直销及反传销法律的不确定性以及由此带来的潜在风险。

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