"與許多國外的品牌以及上海等地的冰淇淋企業比起來,伊利并不是很幸運。在創業過程中,伊利沒有一個幾千萬人口的龐大市場給其撐腰。這也決定了伊利在營銷策略上,從一開始就必須征戰全國,向消費水平較高的沿海及內地大中城市開拓市場,擴大自己的市場份額。除此之外,別無選擇。"伊利冷飲事業部總經理吳建國一開始就強調了自己所處的劣勢。
于是,扛著綠色草原的旗幟,伊利在國內一路馳騁。如今,伊利已經在京、津、滬三大城市建立了自己的分公司,取得了良好的市場效果。目前,伊利在全國的銷售網絡基本形成。除了消費比較成熟的華南、東北、華中等區域,伊利著力拓展華東、西南和西北等區域。公司在全國500 多個地級以上城市建立了產品銷售網絡。
"控制兩端帶動中間"
在1997年、1998年,伊利采用的經銷商模式對于中小企業基本上是適中的,經濟快捷的。但當市場規模擴大后,經銷商的模式就使伊利冷飲的發展受到遏制,銷售上不去,利益得不到保證。吳建國心里清楚如果不改變原有的銷售模式,擴張將只是一句豪言壯語。于是,從去年下半年,吳就悄悄開始了對伊利冷飲事業部的營銷渠道進行全面整合:由過去產品從企業到一批,一批到二批,然后到終端的營銷模式轉變為控制兩端,帶動中間的營銷模式。重新定義了客戶概念,做出了一級配送、二級強化、決勝終端的決策。即不再像過去那樣,只將一級批發商作為消費者,而是把二級批發商,最終消費者都納入其中,將一級批發商變成配送商,以此思路來開展今年的市場營銷。整個冷飲事業部按照這種調整思路對沒有調整過的地區分銷通路進行全面的整合,對已調整過的市場分銷通路將進一步深化改革,不斷完善。
吳對記者強調,當伊利的規模擴大后,經銷商的模式就是伊利的發展受到遏制,經銷商變成配送商后,原來一級批發商的高風險、高回報,就變成無風險,穩定的回報,從而避免了同一個廠家和不同廠家的經銷商之間可能相互壓價的情況。廠家則可以利用原來一級批發商的配送能力和網絡影響,直接把握市場。
"經銷商之間的競爭就成了廠家與廠家的競爭,這就對企業實力提出了更高要求,整合系統需要高超的市場管理能力,開發能力,運作能力,綜合調配能力。這也正是別的冰淇淋廠商無法復制伊利集團的。"吳的這一策略使得伊利冷飲即使在旺季期間,主打產品的發貨量一直保持訂購量的80% ,形成了全年伊利冰品都處于供不應求的局面。
終端:管理到二級批發商
許多消費者都會強烈地感受到一個事實:只要能賣冰淇淋的地方就要看到伊利。終端形象的建設吳當然是下了大功夫的。"終端是營銷搶占的重點,誰占領了終端,誰就搶占了市場,就擁有了明天的市場。大賣場自不待言,C 類店和社區的鋪市和陳列是重中之重。要讓消費者買到你的產品,就必須讓消費者看到你的產品,伊利冷飲事業部的雄心是'只要能賣冰淇淋的地方,就要有伊利。'"這一點,吳建國果然做到了。另外,建立高效的營銷隊伍啟動市場是冷飲事業部全體人員的共識。目前伊利的銷售人員已經分布到了全國各地,在營銷模式上,伊利采用的是360 度整合營銷戰略。即從商譽、消費者、通路、形象、包裝、產品和視覺等6個方面挖掘企業和產品都有的因素,并通過各種媒體加以傳遞。
伊利冷飲在縮短通路環節上"精耕細作",把不同區域不同年齡消費者的需求了解透徹,減少了中間環節,壓縮流通時間,提高效率的重要措施。
伊利今年在浙江市場上取得突破性進展就是成功運用了企業制定的營銷戰略。浙江是一個很具潛力的市場,但是多年以來,浙江本地品牌牢牢占據著市場,伊利冷飲事業部在運用了正確的營銷策略后,今年終于取得了突破性的進展,配送商的分銷站已覆蓋整個浙江地區,伊利在浙江的市場爭奪戰可以形容為"強龍力壓地頭蛇".浙江市場銷售人員加強與一級經銷商進行溝通,使雙方找到共同方向,順暢的貫徹營銷意向。對于二三級通路的建設整合,首先保證市場區域的全面有效的覆蓋,而后再考慮配送和服務的有效性。
事實上,正是管理到二級批發商的運行模式保證了伊利冷飲的旺銷。所謂管理到二批,就是伊利自己的銷售人員直接對二批商進行銷售、促銷、服務和管理,保證二級商的充分利益,同時維護價格秩序和物流秩序。管理到二批避免了由于總經銷個人因素造成的產品截流,成為伊利決勝終端的保證。伊利冰品同時為此建立了一套完整的銷售管理制度。這種運作方式的建立參照了藥品營銷成熟的專業化管理模式。目前,經銷商職能配送化和管理到二級批發商的運作模式在冰品界乃至消費品領域都是比較超前的。伊利冰品在北京的二批商大約有2000多家,伊利只選擇了能夠覆蓋全市40000 多個零售終端的200 家二批,最后精簡到130 家左右。選擇目標二批對于廠家有兩個好處:一是用較少的管理成本就可以覆蓋全市場;二是目標二批與非目標二批存在一個競爭關系,目標二批必須努力鋪貨,并且要遵循廠家的價格秩序和物流秩序,否則就可能被其他二批商取代。選擇目標二批對于二批商也有兩個好處:首先是利益集中化,100多家二批分流伊利的大物流,獲取過去2000家二批的利益;其次是目標二批直接享受到廠家的促銷政策、銷售獎勵和銷售服務。
一般來看,即使是精簡過的目標二批商在數量上也不是個小數目,在管理上對銷售人員的專業素質和技能要求更高,同時對企業專業管理和系統管理的要求也相應增強。
為了推行管理到二批的運作模式,伊利冰品首先培訓自己的銷售人員,同時制定了嚴格的系列管理制度,包括月工作計劃總結、周工作計劃總結和日拜訪日記等,并把計劃的落實情況計入考評項目。
吳認為,伊利與其通過自己的經銷商與其他廠家的經銷商競爭,不如率先親自與其他廠家或其經銷商直接競爭,也就是把各廠家經銷商之間的競爭轉化為伊利與其他廠家或其經銷商的競爭,自然會獲取明顯的競爭優勢。這種觀念轉變對于伊利那些很有實力的經銷商來講是非常困難的。幾乎所有的人第一反應是:"伊利這不是要取締我們嗎?"
為此,伊利在2000年11月的全國經銷商會議上用了1 天的時間闡述這種轉變的由來。這次會議的主題是:"合作——競爭——大未來",會議上伊利將經銷商確定為合作伙伴,通過合作共同競爭,實現雙贏。面對白熱化的競爭環境,經銷商的經營風險越來越大,許多經銷商一年辛辛苦苦卻沒有利潤甚至虧本。經銷商轉化為配送商的意義在于,伊利將承擔一切經營風險,保證合作伙伴的既得利益。作為配送商,每配送一件產品就獲取一份配送費,雖然配送費比經銷制下每件貨加價收入低,但是除車輛外不需要投入許多人力和冷庫費,沒有經營風險,實質是無風險回報。為了保證配送商的積極性,伊利對完成或超額完成配送任務的配送商給予完成任務獎勵和超額任務獎。事實上,2001年伊利的經銷商轉變為配送商后,都得到了比較滿意的收入。
經銷商職能配送化后,伊利冰品既發揮了經銷商的配送能力和網絡影響力,又可遏制經銷制的局限性,直接掌控和疏通下游渠道,維護物流秩序和價格秩序,避免了源自經銷商之間的惡性砸價和竄貨現象。到目前,仍有許多地方廠家已經無力跟隨伊利的渠道促銷。
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