倪志勇:直销企业应不躁不惊 正步徐行
2019-04-10
来源:直销专业网
编辑:Ayang
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2008年三聚氰胺事件之后,三鹿灰飞烟灭,国产奶粉一夜崩盘,国家迅速出台了一系列的政策法规,包括《奶业整顿和振兴规划纲要》《食品安全法》《乳品质量安全监管条例》《乳制品工业产业政策》等,对整个行业进行整改。

在经历了一次彻底的洗礼后,伊利、贝因美等一线品牌稳扎稳打,构筑奶源基地和大型牧场这样的竞争壁垒,逐渐恢复消费者对国产奶粉的信心,慢慢扭转颓势,重振民族奶粉产业。时至今日,国产奶粉在整顿和淘汰中重新崛起。奶粉行业的发展案例告诉我们,任何行业的发展都是有起伏的,也会在跌宕起伏的发展过程中逐渐成熟起来。

这也说明,一个行业在发展过程中出现波动属于一种常态,外力或内力的出现,将会倒逼行业的高质量发展。

行业持续发展 合规长抓不懈

大乱必大治。而大治,是行业健康发展所必需。“百日行动”整顿乱象、治理行业,最终目的是为了让“保健”市场走上社会认可、消费者信任、行业健康发展的正轨上来。直销行业也一样,“权健事件”之后,接二连三的坏消息或传闻不断侵袭着直销行业。牌照的暂停发放、监管部门的高强度监管也是为了驱逐劣币、改善营商环境,规范行业发展,给优质企业更多的发展空间。

由此可见,直销企业自查自律,合法合规经营才是生存和发展的必由之路。面对“百日行动”,如果以消极躲避的心态应对,继续以劣质产品、忽悠模式、夸大宣传经营,面对的将是永远都熬不过的寒冬。相反,如果以积极的心态应对,坚守正道,产品优质、经营规范、宣传合法,做好服务等,必迎来行业的高质量发展。

政府监管不能完全替代市场规律。相信在未来的时间里,监管部门将会严格落实企业的主体责任,从“许可、检查、处罚”的陈旧监管思路,向以企业自律、行业管理、社会监督、行政监管、司法裁判为主的思路转变,推动监管向更高的维度发展。届时,相关部门对行业的监管更加科学,企业的发展模式更加稳固,行业的长效发展机制也将得到进一步的明确。

直销企业的发展有相应的节奏

直销企业数量一度激增,部分崇尚“模式为王”的企业发展速度惊人。“快”,成为直销模式的标签,也成为吸引投资者涉足直销行业的核心理由。但“快”的背后,是直销企业心态的浮躁,是直销企业充满“病因”的发展模型和框架。企业不注重产品的科研创新,也没有扎扎实实的做好教育培训,陷入了“拉人头”的泥潭。“快”,也催生了泡沫,制造了难民;“快”,还让企业陷入透支发展前景的境地,付出沉痛的代价。

行业充斥着对“规模”、对“快”的追捧,在此环境之下,稳就显的弥足珍贵。企业老板需要转变的观念是,直销企业首先是一家企业,也有其正常的人财物进销存,也有其要遵循的发展节奏,非正常非理性的发展速度,无益于企业长远发展。在今年《政府工作报告》中,“高质量发展”成为高频词。在直销行业,实现高质量发展也是一个新的课题,直销企业不妨先放慢脚步,重新梳理自己的业务支撑系统,以期长远可持续的发展。

如果一家年收入1亿的企业能够保持30%或者50%的年增长率,10年之后的业绩也是十分客观的。而且这种业绩是建立在稳定的发展速度之上的,不会让企业有太大的起伏。所以,企业在发展过程当中最关键的是能够把控好自身的发展节奏,保持稳定的发展速度,切莫求快。长此以往,企业的业绩自然会有显著提升。

持牌运营与规范运营之间的距离

直销牌照在手,并不等于企业的所作所为就获得了法律的“免死金牌”,部分直销企业急功近利,打法律擦边球、触碰行业高压线,拥有直销牌照企业的违法行为既影响了直销行业健康有序的发展,又损害了大众的合法权益,让合法直销蒙上一层灰。将国家发给企业的牌照当做挡箭牌,做出违法举动或无视经销商违规操作的行为,出现了“伪直销真传销”的现象。像权健、华林等企业就因涉嫌传销被调查。针对直销牌照可能遭遇的“滥用”现实,相关部门暂停直销经营许可审批和产品备案,实施更严格的市场准入。

直销牌照不该是传销合法化的“外衣”。持牌运营与规范运营之间的距离不只是一张牌照,还有稳健心态,规范运营,企业在经历了行业兴衰周期的考验后,应正步徐行,不燥不惊。

媒企关系与政府监管

越来越多的主流媒体开始对直销行业进行舆论监督,直销企业尤其是业绩突出的直销企业,就容易在显微镜下被观察,这其中难免夹杂着媒体的利益诉求,也存在误解、误伤甚至是恶意中伤。

通过“外事”手段解决问题的方式在直销行业显得很实用很奏效,但同时也纵容并掩盖了行业的深层次问题。从一些直销企业的发展轨迹上可以看出,纵然获牌多年,但无论是企业的产品、经营区域还是当初申牌时的信息,大多是暗度陈仓,并没有依规申报。多年的时间,企业做的只是“外事”工作,几乎忽略了合规的建设,直至行业问题集中爆发,给人以把柄。

目前,行业呼吁国家“放开多层次”,行业的确需要拿掉悬在头上的这把“达摩克里斯之剑”,可拿掉头上的剑,确未必能解决行业的乱,一直以来,直销行业的问题源头不在多层次上,而在多层次诱发的一系列违法等乱像上。因此,直销企业要思考怎么能在“松绑”的同时又不产生问题。毕竟直销的初衷是将高品质的产品不通过中间环节直接卖给消费者,消费者还能获得不在职收入。行业终将发展,呼吁直销企业保持战略定力,正步走向下半场,不躁,不惊。



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