微商教父“入侵”社交电商 对话未来集市解惑
2019-07-24
来源:亿邦动力网 作者:沈旸
编辑:石头
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  一家名为未来集市的社交电商平台最近正在刷屏。百度指数显示,6月23日至7月22日期间,未来集市的热度始终居高不下。与曾经火热的多个社交平台相比,未来集市的百度指数呈现出“碾压”局面。

 

 

  被称为“微商教父”的创始人吴召国让未来集市的基因变得特殊,由其创立的思埠集团旗下坐拥300万微商代理/经销;“红衣教主”周鸿祎的站台与“赶超拼多多”的口号则为未来集市赚足了眼球。在平台千帆竞发的今天,未来集市的火爆让人好奇:和多年前的某知名社交电商平台相比,未来集市的制度和玩法并没有本质上的区别,社交电商人对新平台的好奇和参与热情则早已沉淀,未来集市究竟因为什么备受关注?吴召国到底是何许人也?未来集市的模式究竟是怎样的?未来集市何以提出“对飙拼多多”的目标?带着这些疑问,亿邦动力深入调研了未来集市,并与未来集市相关负责人进行了对话,为社交电商从业者答疑解惑。


  01、“圈层社交电商”
  未来集市将自己称为“圈层社交电商平台”。在未来集市执行总裁吴刘兵看来,圈层电商的核心要素,在于对不同人群多重层次的认知,以及对不同人群流量节点的运营。吴刘兵向亿邦动力介绍道,传统的社交电商把整个人群当作平面来看待,但真实社交是分圈子和层次的。将人群分为不同圈层立体化运营,就成了未来集市想要做到圈层社交电商。例如,一个微商入驻未来集市成为了小b,微商的传播方法论会更适合他;而对于原本是抖音或快手的KOL来说,他们微信里沉淀的粉丝和微商微信里沉淀的粉丝有着截然不同的属性,因此给到这些人的供应链和分享内容就会有所差别。吴刘兵表示,圈层电商是在社交电商基础上的衍生,是更加立体化的一个人群定义方法论,底层的方法论则与传统社交电商的方法论一致,即基于社群的利益分享机制。

 

 


  社交电商已经人声鼎沸,所谓的圈层社交电商市场有多大?吴刘兵透露了一个数据:如果把目前社交平台上真正能通过卖货挣钱的店主叫做有效店主,所有平台加起来的有效店主可能不到200万。与之相对的是,传统的微商从业人士有将近6100万人,且其中大多是真正在通过卖货挣钱养家。吴刘兵向亿邦动力表示,根据此前的调研,90%以上的微商乃至快手主播等依然对云集、贝店等社交电商平台一无所知,业内人士耳熟能详的平台对于这些人来说就是天外来客。在吴刘兵看来,只要6100万人中的一半能够进入社交电商场域,就是一个数十倍于现今社交电商圈的大市场,而吴召国恰恰在微商群体中有着巨大的号召力,这就成了未来集市起势的基础。

  亿邦动力了解到,在今年3月份到6月份期间,未来集市曾经花三个月时间进行过一轮完整的一个内测,从平台的搭建到商品的招商、商品的交易闭环、佣金的结算闭环、商学院的对人的赋能体系均进行了完整测试。据了解,未来集市从外部拉了一个跟思埠没有关系的、约一百人左右的微商团队进来内测,三个月从一百人裂变到一万一千人。在未来集市团队看来,微商人干社交电商的路径被验证成功。在测试过程中,吴刘兵发现,过去微商身上的一些优点和长处最初很难转化到社交电商,因此摸索了一套适合微商转化的工具和方法论。

  平台和制度建立之后,思埠人开始进行大规模迁移。 6月15号晚上开始,未来集市开始迁移思埠人。亿邦动力了解到,思埠集团在6月15日前做了大量的沟通教育说服工作,层层传导信息。从6月15号晚上启动到6月30号半个月间,思埠集团对未来集市进行了封闭内测,只有思埠人凭思埠体系登记的电话号码才可以进入平台激活,并购买会员礼包成为店主。 小闭环内测后,未来集市开始内测大闭环,将整个思埠体系的流量导入,成建制地去找微商团队。在此期间,未来集市平台铺垫了大量的外部微商团队。

  在吴刘兵看来,社交电商模式对微商人来说是一种效率提升。此前,微商需要自己做宣传推广、自己统计订单、进货发货等,而社交电商平台可以在不影响微商人卖货习惯的前提下接管大量基础工作,让微商能够解放出更多的精力。从这个意义上看,把社交电商看作微商的进化确实不无道理。


  02、未来集市的模式探析
  社交电商平台惯用的套路,无非是卖会员费、分销代理、拉人头式的推广裂变以及切实地去打供应链资源等。在未来集市,这些套路齐活了。

  卖会员费有了:用户购买399会员礼包即可开通店主身份,享受自用省钱、分享赚钱的购物优惠,佣金比例为6%~35%。

  分销代理有了:普通店主直接成功分享招募一个店主,即可获得佣金100元;普通店主累积直接推荐店主20人即可升级为优质店主,直接成功分享招募一个店主可获佣金200元,自己的直属店主每招募一名店主,可获佣金100元;优质店主旗下直属有5人是优质店主,且自己整个团队店主人数达到750人即可升级为战略合伙人,战略合伙人直接成功分享招募一个店主可获得佣金260元;自己的直属店主招募新店主,可获佣金160元;自己直属优质店主招募了新店主,还可获得佣金60元。除了三级返佣外,战略合伙人团队伞下不分层级,每新进一位店主即可获得20元奖励佣金,还可获得自己团队内所有店主及优质店主收益的10%管理奖。最后,根据业绩考核,战略合伙人达标或可获得奖励。

 

 


  根据国家相关法律规定,本人→A→B属正规的三级,返佣比例不能超过50%,超过三级涉嫌违法,而未来集市的分销规则似乎难以被准确定义。为此,亿邦动力向律师进行了咨询,律师指出:认定是否违法,除了分销的层级,还应当分析商业模式中发展人员的行为表现,因此就某商业模式是否违背法律的相关规定需要综合判断。

 

 

  在未来集市执行总裁吴刘兵看来,未来集市平台的合规性毋庸置疑。吴刘兵向亿邦动力表示,未来集市在做这套分销制度前,已经跟相关监管部门的领导和专家进行了深入的沟通,提前规避了有可能的风险。吴刘兵认为,今天的监管部门、舆论、行业协会等都已经开始理解社交电商的模式,开始理解这样的模式跟传销在本质上的区别。吴刘兵表示,未来集市与此前领过罚单的企业有着本质上的不同,除了最初的合规化处理外,未来集市的商品利润分配方式也趋于合理,多层级的方式本质上就是用来驱动裂变获客,跟拼多多的拼团、淘宝的淘宝客没有区别。


  03、新方向:服务返佣
  社交电商从业者A向亿邦动力表示,当一个平台的销售额提成收入比拉人头的会员收入高,才有可能让人产生踏实感和稳定感。当在一个平台的相当大头收入是依靠会员的销售提成赚钱,先不论法律问题,本身也是一件不可持续的事情。事实上,平台的生命周期才是至关重要的数据。

  在社交电商从业者B看来,未来集市的收费会员制可能在发展到一定阶段后主动做出改变,改变的前提是平台销售额收入可以支撑平台运作。

  某社交电商店主C向亿邦动力表示,有粉丝基础的店主去做返佣制度好的新平台一定能赚到钱,但主要收入必然是卖会员的多级提成而非团队销售业绩。“捞一笔走人还是在原平台持久存续,不同人有不同的答案。”C预测,如果有一天未来集市店主的宣传不再是“成功月入10万、买房买车”,而是真正把焦点放在卖货上,这说明未来集市的下一个阶段来了。

  事实上,未来集市也在尝试新服务,比如商业服务信息的有偿分发。比如,作为未来集市的B+轮投资方,360金融可以为未来集市提供在线贷款、在线理财等金融类产品;平安好医生为未来集市提供了在线问诊挂号医生特需通道,未来集市则可通过社群大量分发平安好医生的体检卡诊疗卡等产品;OTA服务商真旅网,则为未来集市提供订机票、订酒店、订火车票、订旅游线路等服务。

  据吴刘兵介绍,上述服务类产品中,除了火车票跟挂号没有佣金,其他服务都有佣金,店主除了可以卖普通商品,也可以通过帮别人订机票、酒店获得回报。从这个角度考虑,高利润的金融服务或许能为平台和店主带来不错的收益,服务返佣或许是未来集市未来重点发展的方向之一。

 

 


  未来集市创始人吴召国曾说想把“未来集市便利店”开满全国。如今的未来集市已经获得了广泛的关注,但要看到最终的成功,吴召国还需要一点时间。

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