与阿里合作升级 爱茉莉加速美妆数字化变革
2019-09-17
来源:第一财经
编辑:石头
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  在与天猫、淘宝合作多年且成果斐然的基础上,爱茉莉太平洋集团(AmorePacific)与阿里巴巴之间的合作进一步升级。
  9月11日,爱茉莉太平洋集团与阿里巴巴集团签订全球性战略合作协议,并宣布爱茉莉太平洋驻阿里巴巴战略合作办公室(下称“爱茉莉太平洋驻猫办”)落地杭州。爱茉莉太平洋将依托阿里巴巴在数字化转型、消费者运营、大数据管理、新品发布及新零售方面的丰富资源及经验,结合公司在美妆行业的领先优势,为消费者带来优质的服务及体验,创造新的商业机会。
  当前市场的竞争已经不再局限于销售端的线上和线下,而是进化到消费者洞察阶段。“要了解消费者洞察,就必须要了解到整个大数据背后的原因和内容是什么,只有这样我们才能够真正地探索消费者的行为和动因,才能够延展到品牌的开发和研究的更新。”作为爱茉莉太平洋海外事业中份额最大的中国市场负责人,爱茉莉太平洋中国总裁高祥钦告诉笔者,此次与阿里的合作不是只有单纯数据上的合作,而是希望从新品孵化、新零售营销、消费者洞察管理、海外市场拓展等领域内与阿里巴巴加深合作,通过大数据赋能进一步释放集团在中国,甚至整个亚洲美妆市场的潜力。
  如今,爱茉莉太平洋集团寻求数字化时代的改变和突破,进一步重塑线上平台定位,从以销售产品为导向的线上平台,逐渐转向承担“产品研发中心”、“消费者研究中心”以及营销全链路升级的复合型品牌营销平台;从单纯销售产品的电商策略,转变为用数字化将串联起产品开发、消费数据分析、营销策略制定的整个链条。

 


  爱茉莉太平洋的中国之旅
  爱茉莉太平洋与中国的渊源要追溯到27年前。
  1992年,爱茉莉太平洋在沈阳成立公司,正式开启中国市场;2002年,兰芝成为其第一个进入中国的国际化品牌,第一家兰芝专柜在上海百盛淮海店盛大开幕;2011年,伴随着雪花秀的上市,爱茉莉太平洋在中国快速崛起;悦诗风吟和伊蒂之屋分别在2012年和2013年进入中国市场。
  在高祥钦的主导下,2015~2016年间,IOPE、吕和赫妍(HERA)逐渐进入中国市场,2018年到今年又先后引进了魅尚萱和芙莉美娜。至此,爱茉莉太平洋的10个品牌覆盖了高端、中端和大众档,在中国各细分市场的竞争力开始得到加强。
  与全球其他市场不同,中国的电商渠道交易非常繁荣。
  笔者了解到,目前爱茉莉太平洋中国旗下十大品牌全部入驻天猫。在今年的“天猫618理想生活狂欢季”,集团产品在天猫平台的总销售额同比增长近70%。此外,8月29日的雪花秀天猫超级品牌日期间,其销售额登顶韩国美妆品牌超品日第一;品牌在天猫平台上的消费者总数对比超品日前增长近3倍。



  无论是对于快速崛起的中国化妆品企业同行,还是欧美日系的竞争伙伴,在中国发展进入第27个年头的爱茉莉太平洋,不强调业绩的比拼,更在乎的是能否第一时间洞察到消费者的需求,以此启动渠道和产品的同步创新来真正满足他们。
  笔者了解到,此次设立爱茉莉太平洋驻猫办的目的在于,可以与天猫新品创新中心(TMIC)共同快速开发线上流行美妆产品,同时还将与阿里巴巴合作研究消费趋势,通过和TMIC进行大数据分析的综合性研究,洞察消费者的偏好、需求,更快速地掌握市场趋势。
  作为双方沟通的桥梁,爱茉莉太平洋驻猫办的成立将有利于爱茉莉太平洋与阿里巴巴在新渠道和新技术领域开展更紧密的交流合作。通过与阿里巴巴打通大数据,爱茉莉太平洋将数字化全面融入新品研发、消费者研究、市场营销的全链路环节。
  近期,爱茉莉太平洋旗下高端自然主义品牌芙莉美娜(primera)正式登陆中国市场,并以线上布局优先的模式,将其天猫旗舰店作为登陆中国市场的首发阵地。未来,线上首发将成为爱茉莉太平洋全球新品发布的策略重点。
  “要在激烈的市场竞争中让消费者认识我们、喜欢我们,就要更加理解他们的行为习惯和内在动因。这些都对大数据的获取和分析提出了更高的要求。”高祥钦表示,期待与阿里巴巴一同探索和挖掘消费大数据的价值,将它们转化为对消费者的深入洞察,实现从化妆品研发、生产、营销的全链路数字化。



  加速数字化转型
  事实上,爱茉莉太平洋与天猫的合作已从以销售为中心的合作转变为以消费者为中心的品牌开发与运营的共创模式。
  与欧美系品牌推崇“科技主导”理念不同,爱茉莉太平洋对产品开发的出发点在于“洞察和满足消费者需求”。爱茉莉太平洋与阿里巴巴利用各自优势,在产品研发与技术创新、行业分析洞察、创新项目业务领域探索合作。比如,悦诗风吟与天猫新品创新中心共创研发了一款产品——毛孔细致精华露。
  要想洞察和满足消费者需求,数据是关键因子。
  在当下,数据往往被当作了一次性的消耗品,单向使用、单次沟通、单次催化,作为品牌的营销人来说,他们对于消费者转化的过程、喜好的变化和品牌影响力效果的判断都是不完整的。
  理想的数据应用场景,应当是一个持续催化的过程,以数据作为营销进程中每一步之间的纽带:品牌对消费者施加个性化影响,之后总结消费者的反馈,分析并再次触达,最后回流数据用于下一次的催化。
  为了解决数据困境,阿里巴巴推出了全新数据产品——“品牌数据银行”。
  品牌数据银行是一个建立在阿里云之上的品牌消费者资产管理中心,他能够“回流沉淀”品牌和消费者的每一次互动,让品牌追踪到这些消费者的全链路状态,并在阿里巴巴的生态体系内实现用户激活,帮助品牌持续累积消费者资产,催化品牌与消费者关系。
  在数据为王的时代,爱茉莉太平洋不再将线上平台定位为只有销售产品单一职能的平台,而是将承担“在线产品研发中心”、“消费者研究中心”,以及营销全链路升级的复合型品牌营销平台。为了进一步加速数字化转型,高祥钦与包括阿里云、天猫新品创新中心、阿里妈妈营销运营团队等多个团队进行深度沟通。
  以阿里云为例,品牌数据银行在过去两年帮助爱茉莉太平洋等品牌看到交易数据、粉丝行为、会员行为等,但是如果爱茉莉太平洋要做一个深度的品类发展,需要用到第三方数据的融合,这就需要阿里云上用公共云的方法解决这个问题,这样能够激活整个数据的重新使用。
  “云未来有很多方向的发展,以算法为例,某款创新型产品每个月能够生产多少、预测多少,怎样计算,能否利用更多消费者的数据,根据数据银行来推理消费者行为、推理消费者未来6个月的趋势,这里是导购也好,SMART预测也好,我们有基础的能力,但是相信算法可以提供更大的能力。”天猫大快消总经理胡伟雄表示。

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