胡远江:中国直销进入4.0时代
2019-07-19
来源:爱直销
编辑:刘晓艳
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近日,新时代健康产业集团在烟台举行了2019新时代发展战略座谈研讨会,中国保健协会执行主任、海畴集团首席战略顾问,著名直销研究专家胡远江作为专家受邀出席。在研讨会上,胡远江先生就行业与新时代公司的变革及未来发展,做了框架性的阐述,并提出中国直销行业正式进入4.0时代。就如何将现阶段定义为直销4.0时代及行业未来发展等问题,记者采访了胡远江先生。

为什么说直销已进入4.0时代?

自1990年雅芳正式进入中国开始,中国直销已经有29年的发展历程。胡远江根据不同发展时期中国直销所面临的环境、呈现的形式和表现出的特征,将其发展划分为四个时代。

直销1.0时代:先机时代

1990-1998年是直销1.0时代,也可以称作是先机时代。在这段时期内,从政策环境角度而言,我国尚处于改革开放初期,能够包容一切新生事物,当然也包括直销;从人文环境角度而言,受改革开放大潮影响,百姓渴望新的机遇与财富增长,直销的出现为他们提供了契机;从市场环境角度而言,由于政府没有过多干预,市场上没有太多竞争,直销得以快速崛起,形成原生蓝海市场。

在此大环境之下,企业为抢占先机,纷纷将目光聚焦到这种新兴商业业态之上。但此时,在发展模式上,企业大多是粗放搭建平台,进行快速跑马圈地;在营销模式上,主要依托观念启蒙与机会导向双轮驱动;在作业模式上,快速拉人进入会场,成交大单。

所以,在先机时代,中国直销行业处于肥田沃土、野蛮生长时期,“人头力量”成为企业直销模式核心内涵。

直销2.0时代:特权时代

1998-2005年是直销2.0时代,也可以称作是特权时代。在这段时期内,政策上,国务院颁布了《关于禁止传销经营活动的通知》,下令“禁止一切形式的传销活动”,但随后,十家外资直销公司被批准在我国以店铺加推销员的方式转型经营,并得到了快速发展;人文环境上,受此前非法传销活动影响,普通百姓闻“传”色变,并形成强大的舆论导向。

同时,企业运营模式也发生了较大改变。在发展模式上,企业利用政策壁垒,开始战略整合行业遗产;在营销模式上,企业依托政策优势与公关战略双轮驱动发展;在作业模式上,企业则是明修“店铺”栈道,暗度“直销”陈仓。

所以,在特权时代,中国直销行业处于壁垒高筑、封闭休眠时期,“政策力量”成为企业直销模式核心内涵。

直销3.0时代:牌照时代

2005-2018年是直销3.0时代,也可以称作是牌照时代。随着《直销管理条例》和《禁止传销条例》的出台,中国直销正式进入有法可依的时代,取得直销经营许可证的企业可以合法开展直销业务。在这段时期内,政策上,由早期的重建严厉监管环境逐渐过渡为后期的相对宽松;人文环境上,普通百姓对于直销模式由早期的心存戒备转变为后期的理性接纳;市场环境上,中国直销行业在经过新一轮成长之后开始进入综合竞争时期。

在此时期内,企业运营模式同样发生了较大改变。发展模式上,早期企业利用牌照先机优势打造发展速度,后期重构内外部资源,用标签优势建设平台力量;营销模式上,早期企业依托牌照力量和经验优势双轮驱动高速成长,后期依托创新力量和精细经营双轮驱动高速成长;作业模式上,早期“削足适履”适应新规,消费和投资一起运用,后期经典方法、杠杆力量、创新模式差异化运用。

所以,在牌照时代,中国直销行业早期处于圈禁解除、潜力释放时期,后期处于资源流动与繁荣延续时期,企业直销模式核心内涵也逐渐由早期的“牌照力量”变为后期的“竞争力量”。

直销4.0时代:高质量发展时代

2018年之后是直销4.0时代,也可以称作是高质量发展时代。受到权健等一系列事件的影响,以及面对社交电商等商业业态崛起,中国直销面临着全面转型,进入高质量发展阶段。政策环境上,行业将进入专业严管时期;人文环境上,普通百姓虽有错误认知,但终能够正确评判直销价值。在市场环境上,行业将进入多维度、高烈度竞争时期。

直销企业的经营模式也必须根据环境的改变,做出适当调整。在发展模式上,回归营销本质,优化商业模式,重构企业品质发展;在营销模式上,依托观念创新和方法变革双轮驱动企业持续成长;在作业模式上,用新模式、新战略、新方法拓展深度与细分市场。

所以,在高质量发展时代,中国直销行业进入精准监管环境下的创新发展时期,“变革力量”将成为行业企业直销模式的核心内涵。

直销4.0时代的内涵外延

4.0时代,直销不仅有了新的核心内涵,其内涵外延也将更加多样化、现代化,对企业形成新的挑战。胡远江指出,直销4.0时代的内涵外延,将深入融入更多社交时代的元素。

纵观直销发展历史,可以毫不夸张地说,直销可以称之为社交商业的鼻祖。因为在整个直销交易过程中,会融入关注、分享、沟通、讨论、互动等社交化的元素。

所以,直销4.0时代,中国直销将充分沿着直销本身具备的社交属性前行,并借助现代化通讯工具等构建新的社交力量,通过人货场的重构,打造线上线下的有效结合,推动行业的深度社交化。同时,还要加强对社群、私域流量的深度研究,对会员制客户进行深度打造,进而推动直销业务发展。

在此过程当中,要打造三个基础支撑点,进行三个战略研究,重构人货场商业模式。

三个基础支撑点分别为,1.以消费者价值最大化为基础支撑点;2.以坚定不移的维护好与直销合作伙伴的关系为基础支撑点;3.以打造社交商业为基础支撑点。

三大战略研究是指深入研究数字化战略、体验化战略和年轻化战略。

数字化战略就是要实现企业的数字化转型,打造有数据支撑的数字化平台,并借助其为营销人员提供丰富的多媒体互动性内容,打造新的流量洼地;

体验化战略就是要打造融场景化、定制化、多元化等为一体的全新体验生态系统,为消费者、创业者提供集品质生活、社会交往、个人成长、轻松创业于一体的服务。

年轻化战略就是要在产品设计和营销策略上下功夫,以满足年轻用户个性化、多样化需求,并通过诸多有趣活动等维护好与年轻消费者的情感。

重构人货场商业模式。其中,“人”就是要对消费者进行精准画像,进行市场区隔,无限逼近消费者的内心需求。“货”就是要通过强大的科技力作支撑,生产有价格竞争力、有品质保障力的产品,满足消费者多元化、个性化的需求,并赋予其更多的情感元素。“场”就是要注重场景体验,从消费者的感官、情感、思考、行动和关联等方面出发,通过多种多样的主题活动、沙龙活动实现与营销的有效结合。

如何迎接直销4.0时代的到来

顺者昌,逆者亡。直销4.0时代已经来临,直销企业只有根据直销4.0时代的核心内涵和内涵外延进行战略调整,才能取得长久发展。但是,胡远江反对企业简单、盲目的跟风,反对放弃直销、淡化直销、自贬直销的做法,也反对急功近利、急于求成。对此,他提出了几点建议,以帮助企业更好地拥抱直销4.0时代。

第一,一定要合规发展。企业首先要规范自身的运营,要跟相关职能部门加强协调配合,让市场运作更加规范。其次,企业发展要合乎消费者的权益保护,只有敢于担当、诚信经营、积极履行社会责任,才能营造出更好的有助于消费者权益保护的市场消费环境。再次,企业发展要合乎商业规律,企业一切的发展要以不违背商业基本规律为出发点,研究消费者购物行为对商业发展起着至关重要的作用。最后,企业的发展要合乎适用于全球化发展的法律法规。

第二,要进行认真观察和深入研究。观察和研究对象包括“百日行动”对直销的影响,社交电商的发展趋势、直销巨头企业安利的做法、新时期创业环境、新的政策、新的监管态势、未来发展趋势等。

第三,要重构发展模式,进行全面升级。要从用户思维、线上线下结合、智能平台、平衡利益、风险管控等角度出发,进行产品、战略、制度等的全面升级,重构发展模式,力求回归直销本源,夯实发展根基。

第四,要具备常态心理,进行长远规划。企业要从长远出发、大局出发,制定长远发展规划,不以一城一地得失论成败。这就要求企业具备常态心理,不急不躁、稳扎稳打,既能忍受调整升级所带来的阵痛,还能抵挡住不同阶段、不同层面的诱惑。

第五,要进行资源整合,进行广泛沟通。随着企业的全面升级和战略的调整,企业的各种资源必须随之整合与优化,以支撑企业能够进行多元化的布局和尝试。这时候,企业要懂得进行资源整合,谋求多方合作。在此过程中,既要与行业内外成功企业沟通,也要与权威机构和专家沟通,还要与一线经销商进行沟通。


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