刘兆静:百日行动结束了,直销行业当如何发展?
2019-07-01
来源:直销专业网
编辑:Ayang
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由市场监管总局、工业和信息化部、公安部、民政部、住房城乡建设部、农业农村部、商务部、文化和旅游部、卫生健康委、广电总局、中医药局、药监局、国家网信办这13部门共同开展联合整治“保健”市场乱象的“百日行动”昨日正式结束。

100天的时间,直销行业经历了1998年之后的又一个低谷,媒体舆论一波接一波、企业家的焦虑、经销商的迷茫、社会大众的冷眼旁观为行业的发展蒙上了一层迷雾。大家期待“百日行动”早日结束,期待政策早日明朗,期待市场早日恢复。

虽然行业艰难,但,不得不说,“百日行动”在一定程度上倒逼了行业的规范发展。在这样一个时机,对于行业未来的发展,我谈几点想法,也期待与有更多想法的朋友一起探讨。

建议一:建立良好的营销环境

直销在中国发展的29年,与传销等不法行为共生共存了29年,其大的营销环境一直不够阳光,很多直销人、直销企业在阳光的阴影下生存,由此也滋生了很多不法行为。要对直销行业进行有效监管,就必须建立良好的营销环境。在这方面建议如下:

1.监管要前置,目前直销行业的监管状态,往往是媒体先行曝光,涉事企业当地的工商局等有关部门再进驻调查,相关部门处于一种比较滞后、被动、后知后觉的状态。建议,监管不仅要早预防、早发现,更要做到打早、打小。

2.加大对传销行为、传销企业的打击力度,加大对没有获得直销经营许可的企业进行直销活动的查处力度,肃清其扰乱直销市场环境的行为。

3.不能为了维护社会稳定,过于强调企业的责任,满足一些消费者、经销商的非合理性要求,客观上滋长了一些“碰瓷”行为。同时,要对以“碰瓷”行为扰乱社会稳定,敲诈企业的行为进行严厉打击。

4.直销企业要坚守“底线思维”,确保不涉传销、不涉“金字塔”欺诈、不引发社会群体性事件,诚信经营。

建议二:加快直销立法改革步伐

2005年《直销管理条例》和《禁止传销条例》的出台,与当时直销发展的环境是相匹配的,也确实有力地遏制了当时的传销态势,为中国直销的重建起到了阶段性的不可替代的作用。但经过十几年的运行,一些缺陷渐渐显现出来,给企业、监管部门、消费者、媒体都带来一定的困惑和难度,特别是跨区域经营、多层次、产品超范围经营、奖金拨比不得超过30%、牌照申请门槛等条款。在直销法律修订方面,建议如下:

1.向拿牌直销企业开放“多层次计酬”模式。“多层次计酬”是国际直销通行的做法,不是天然的传销。因此,向我国的拿牌直销企业开放“多层次”并不是一道不可逾越的鸿沟。但由于历史原因,直销拿牌企业并没有获得这项权益,由此造成了直销与传销界限不清、拿牌直销企业与非拿牌企业没有区别的局面。我认为,向拿牌直销企业开放“多层次”,是一种在精准监控的前提下的开放,有利于调动众多传统企业向直销行业转型的积极性,对已经拿牌的91家企业,也将是莫大的激励。

2.进一步放宽直销产品范围。依据相关法规,我国直销产品限定在六类,随着直销行业服务面的不断扩展,随着消费者消费需求的不断增长,也随着新零售对直销行业的影响,这六大范围已经明显不符合实际的需要。因此,有必要在原有六大产品范围的基础上,进一步放宽产品范围,特别是增加“日常用品”等产品类别。

3.取消直销区域限制。在目前的直销法规体系下,所有获牌直销企业都有严格的区域限制,这与当今市场经济潮流及企业经营实际是完全脱节的。互联网的普及、人员的大流动,使跨区域经营成为一种常态,直销企业在实际操作中也无从避免跨区域的情况发生。

建议三:建立正确的舆论监督和引导机制

从全球政治经济的发展历史来看,正确的舆论监督和引导,往往发挥着不可替代的作用,它是公平正义的维护力量,也是公众利益和道德文化的维护阵地,更是发展环境优化和净化的必由之路。

当前我们发现,自整治“保健”市场乱象百日行动以来,存在着一些媒体、自媒体、甚至一些非法机构,以媒体监督、曝光为名,对企业进行敲诈的现象,有些自媒体为了流量变现,不惜七拼八凑,贩卖焦虑,制造话题,有个别主流媒体,将91家获得直销牌照的企业一一列名单,安排专人挖掘企业投诉等负面信息,写成曝光负面稿件发表,然后安排专门的经营人员与企业进行交涉,他们统一行动、统一定价。同时,还存在着一些消费者或者个人,假借此次行动进行“碰瓷”以达到自己的不法目的。这些恶意中伤直销企业的行为,已经严重影响到了企业经营活动的正常开展。

在此,希望在两部《条例》未能修改和完善之前,相关部门能够出台相关的文件或政策,就《条例》中的易混淆内容,如直销、传销定义,团队计酬,跨区经营等敏感而又容易被媒体拿来做文章的内容进行补充说明。其次,相关部门在处理直销企业案件时做到客观公正,明晰企业经营过程中存在的问题,做到精准管理并及时与外界公布,不给媒体和公众恶意揣测的空间。

建议四:成立直销行业协会,推进行业自我管理

我国迄今为止,还没有一个全国性的直销行业协会,行业协会是政府与企业的桥梁和纽带,充分发挥行业协会的作用,有助于理清政府和市场的边界,深入推进简政放权,加快政府职能转变。同时,在市场竞争中,行业协会在保护本行业从业、支持企业增强竞争力方面,起着重要的协调作用。

从国际直销情况来看,许多国家都成立了直销行业协会,通过行业组织的力量,达到自律规范的目的。要加强对直销行业的有效监管,我认为成立直销行业协会刻不容缓,在推动成立全行业范围的协会存在一定难度和需要一定时日的情况下,可以推动成立地方性协会,从小到大,为成立行业性质协会积累一定经验,打下坚持基础。同时,可多与国外直销企业沟通与交流,借鉴国外行业协会成立和管理经验,为成立中国直销行业协会奠定基础和营造条件。

建议五:企业要建立可持续发展模型,深耕行业发展基石

要实现整个行业的高质量发展,我认为首先必须全面放弃粗放式发展的理念和思想,要痛下决心,真正建立以“消费者价值、社会价值、国家价值与个人价值”协调平衡的发展模式,走科技发展之路,走创新发展之路,走产业发展之路,走持续发展之路;要真正地沉下心来,打造产品优势和全球竞争力,用真正的品质好、科技含量高、价格适宜的产品和服务来建立自己的发展基石。

在这方面深耕,直销企业就要在管理上狠下功夫,从产品制造到客户服务、到直销商行为管理,从技术教育和培训、商业道德教育到终端营销行为管理等都必须严格精准管理,通过制度化、流程化的方式去建立严格的管理秩序。

同时,相关监管部门也可以不定时召开直销企业座谈会,加强对直销企业的指导和指引,帮助直销企业解决实际发展过程中存在的问题和困惑。

建议六:推进直销行业征信体系建设

在如今的严监管时代,直销行业仍处在社会舆论的热点,同时诸多事件可反映出直销行业信用体系建设的薄弱。为提升大众对直销行业的信任,为优化行业的社会公众形象,建立直销行业征信体系的需求更加迫切。

推进这项工作,建议有关直销员、直销产品及会议的报备一定要落到实处,相关部门应做好统计与监督工作。同时,建议监管部门做好数据采集工作,建立直销企业信用档案与直销员信用档案。通过“红榜”制发布,树立优秀企业与优秀直销员的荣誉与品牌,促进其大发展;通过“黑榜”制发布,确立直销企业与直销员的“退出机制”,对存在严重信用问题的企业与人员,实施“终身禁赛”式的处罚。

建立直销行业信用体系,用更高的标准来规范和要求直销行业的发展,将会倒逼行业高品质、高质量成长,使得其可持续发展、健康发展更有保障。

“历史不能选择,现在可以把握,未来可以开创。”经历了行业的变革,只要我们齐心协力,规范发展,相信一定会迎来一个新的直销时代。


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