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class="left"> <div class="zx_part2"> <div class="posit2"><span>您现在的位置:</span> > <a href="http://www.zslvhua.com">中国直销¾|?/a> > <a href="/newst31p1.htm" target="_blank">直销文库</a> > 中小企业¾|‘络直销模式选择</div> <div class="zx_wz"> <h3>中小企业¾|‘络直销模式选择</h3> <p><span>来源åQšä¸­å›½ç›´é”€¾|? æ—¥æœŸåQ?012-8-17 17:00:54   ‹¹è§ˆ‹Æ¡æ•°åQ?script type="text/javascript" src="/list/scan.aspx?id=1795&t=news"></script></span></p> <P><STRONG>中小企业¾|‘络直销模式选择</STRONG></P><FONT size=4>  在目前社会商业诚信体¾p»è¿˜æ²¡æœ‰å®Œå…¨è§„范成熟的条件下åQŒç”Ÿäº§å…¼¾|‘络零售模式,应该是国内中ž®ä¼ä¸šç½‘¾lœç›´é”€æˆ˜ç•¥çš„首选ã€?/FONT><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    目前åQŒç½‘上零售可以分ä¸ÞZ¸‰¿Uæ¨¡å¼ï¼š¾U¯ç½‘¾lœåž‹é›¶å”®ä¼ä¸šåQŒå¦‚卓越亚马逊;传统零售业兼¾|‘络零售åQŒå¦‚沃尔玛;˜q˜æœ‰ž®±æ˜¯ç”Ÿäñ”商兼做网¾lœé›¶å”®å•†åQŒå¦‚PPG、BONO、VANCL。那么对中小企业来说åQŒç½‘¾lœç›´é”€æ›´é€‚合哪种模式呢?˜q™é‡Œ½W”者与读者一赯‚¿›è¡Œåˆ†æžå…±äº«ä¹‹ã€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    行文之前我们先澄清概å¿üc€‚我们这里说的中ž®ä¼ä¸šç½‘¾lœç›´é”€æ¨¡å¼åQŒä¸»è¦æ˜¯æŒ‡B2C模式。当ç„Óž¼Œåœ¨ç›®å‰å›½å†…电子商务的主要瓉™¢ˆä¹‹ä¸€å³ç¤¾ä¼šå•†ä¸šè¯šä¿¡ä½“¾p»è¿˜æ²¡æœ‰å®Œå…¨è§„范成熟的条件下åQŒä¸ŽB2C模式配套的体¾p?比如说第三方物流支持¾pȝ»Ÿã€å‘¼å«ä¸­å¿?call center)支持¾pȝ»Ÿã€æ”¯ä»˜æ”¯æŒç³»¾lŸã€åŽå°ERP/WMS数据库支持系¾lŸç­‰åQŒå¹¿ä¹‰ä¸Šä¹Ÿå±žäºŽæœ¬æ–‡æ‰€è¯´çš„¾|‘络直销模式的组成部分ã€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    一、应当选择生äñ”兼网¾lœé›¶å”®æ¨¡å¼?ä¸ÞZ»€ä¹ˆå›½å†…要选择生äñ”兼网¾lœé›¶å”®æ¨¡å¼ï¼Œè€Œä¸é€‰æ‹©¾U¯ç½‘¾lœé›¶å”®æˆ–传统兼网¾lœé›¶å”®ï¼Œä¸»è¦ç†ç”±å¦‚下åQ?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    ½W¬ä¸€åQŒä¸é€‰æ‹©¾U¯ç½‘¾lœé›¶å”®æ¨¡å¼ï¼Œä¸»è¦æ˜¯å› ä¸ºå›½å†…的供应铄¡³»¾lŸç‰¹åˆ«æ˜¯è¯šä¿¡æ”¯ä»˜¾pȝ»Ÿä¸æ˜¯éžå¸¸æˆç†Ÿã€‚从原料供应、生产供应、物‹¹ä¾›åº”、支付供应、胦务周转等各个环节都还没有完全成熟åQŒæœ€é‡è¦çš„是目前中国电子商务发展的阶ŒDµå…¶ä¸»è¦ç“‰™¢ˆåŒ™¯šä¿¡ä½“¾p»è¿˜æ²¡æœ‰å®Œå…¨å»ºç«‹åQŒä»…仅靠一个支付宝åQŒç¦»¾l´æŒæ•´ä¸ª½C¾ä¼šå•†ä¸š¾pȝ»Ÿçš„运转还有很大的距离ã€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    ½W¬äºŒåQŒä¸é€‰æ‹©ä¼ ç»Ÿé›¶å”®å…¼ç½‘¾lœé›¶å”®æ¨¡å¼ï¼Œä¸»è¦æ˜¯å› ä¸ÞZ¸¤è€…作ä¸ø™¥é”€æ¸ é“存在直接的冲½Hã€‚众所周知åQŒåŒæ ïLš„产品åQŒç½‘¾lœä¸Šçš„ä­h格比实体门店里要便宜臛_°‘30%左右åQŒè¿™ä¸»è¦æ˜¯å› ä¸ø™Š‚¾U¦äº†ä»äh ¼ä¸­çš„渠道成本和分销成本åQŒæŠŠ˜q™éƒ¨åˆ†åˆ©æ¶¦è®©¾l™äº†æ¶ˆè´¹è€…。如果一个中ž®ä¼ä¸šç”Ÿäº§ä¸€¿Uäñ”品,我们拿羊¾l’äñ”品来è¯ß_¼Œæ¯”较著名的鄂ž®”多斯、荣仕雅、珍贝、群工等品牌åQŒå‡å¦‚一仉™„‚ž®”多斯品牌V领米白色çš?00%¾U¯å±±¾ŸŠç»’çš„M型号åQ?05åQ‰å¼€è¡«åœ¨¾|‘络上销å”?000å…?ä»Óž¼Œåœ¨å®žä½“店销å”?500å…?ä»Óž¼Œä¸€èˆ¬æ¶ˆè´¹è€…肯定会选择¾|‘络购物åQŒé‚£˜q™å¯¹¾lé”€å•†å’Œå®žä½“店的生意ž®±æ˜¯ç›´æŽ¥çš„冲凅R€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    ½W¬ä¸‰åQŒé€‰æ‹©ç”Ÿäñ”兼网¾lœé›¶å”®æ¨¡å¼ï¼Œæ˜¯æ ¹æ®å·¥åŽ‚生产äñ”能评估和渠道分销å»ø™®¾çš„基本思想来的åQŒæ˜¯å¯è¡Œçš„。在˜q™é‡ŒåQŒç½‘¾lœé›¶å”®æ¨¡å¼åœ¨æ•´ä¸ªæˆ˜ç•¥ä½“系中只不过是渠道之一åQŒè€Œéžå…¨éƒ¨åQŒåƈ且这个渠道服从和服务于整个企业战略和渠道å»ø™®¾è®¡åˆ’ã€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    上述是我们从战略上进行的分析åQŒä¹Ÿž®±æ˜¯å›žç­”了中ž®ä¼ä¸šç½‘¾lœç›´é”€åšä»€ä¹ˆæ¨¡å¼çš„问题ã€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    二、生产兼¾|‘络零售模式具体操作½{–略和方æ³?如果说在½W¬ä¸€éƒ¨åˆ†æˆ‘们解决了战略层面的问题åQŒå³åšä»€ä¹ˆæ¨¡å¼çš„问题åQŒé‚£ä¹ˆç¬¬äºŒéƒ¨åˆ†åˆ™è¦ç›´æŽ¥è§£å†Ïx€Žä¹ˆåšçš„问题åQŒå³½{–略和方法的问题ã€?ç”׃ºŽä¸åŒä¼ä¸šçš„实际情况千差万别,所以策略和æ–ÒŽ³•ä¹Ÿä¸å¯èƒ½æ­ÀL¿åQŒåº”当根据具体情冉|¥åˆ¶å®šç›¸åº”½{–略。æ€Èš„来说åQŒåº”当按如下三种情况来制定策略和具体æ–ÒŽ³•ã€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    ½W¬ä¸€¿Uæƒ…况:该生产企业国内有成熟的渠道体¾p»ï¼ŒåŒ…括各çñ”代理和终端门店,在这¿Uæƒ…况下åQŒå¦‚果要˜q›è¡ŒB2C电子商务操作åQŒåˆ™½{–略上要采取另è“v品牌的方法。因为如果ä‹É用同一品牌åQŒåˆ™å¿…然冲突现有的渠道系¾lŸï¼Œä¸»è¦æ˜¯ä­hæ ég½“¾pÕd¿…然会严重破坏。我们ä‹D例说明。由于笔者长期在品牌和项目徏讄¡š„一¾U¿å·¥ä½œï¼Œå’ŒBONO的项目发赯‚€…及该项目的几个主要负责人经å¸æ€º¤è°ˆè”¾p»ï¼Œž®×ƒ»¥BONOä¸ÞZ¾‹è¯´æ˜Žã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    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½W¬ä¸‰¿Uæƒ…况:该生产企业一直以外销ä¸ÞZ¸»åQŒå›½å†…只在少数几个城市有实体渠道和门店,在这¿Uæƒ…况下åQŒåˆ™è¦è¯„估冲å‡Èš„½E‹åº¦åQŒæ ¹æ®ä¼ä¸šå®žé™…进行决定是另立品牌˜q˜æ˜¯æ²¿ç”¨çŽ°åœ¨å“ç‰Œã€‚一般地è¯ß_¼Œæˆ‘们有个标准åQŒé‚£ž®±æ˜¯å¦‚果几个ž®‘数的实体门店对销售利润的贡献占总销售利润的40%以上的时候,å»ø™®®å¦ç«‹å“ç‰ŒåQŒå› ä¸ø™¿™ä¹ˆå¤§çš„利润相当于现有基础的半壁江山,败了会伤元气的(参考:沈宗南、张京宏《蓝å½ÀL–¯ç‰ÒŽˆ˜ç•¥åœ¨ä¸­å›½ã€‹ï¼Œå°æ¹¾ä¸–新大学出版中心出版åQ?008版)。如果几个少数的实体门店寚w”€å”®åˆ©æ¶¦çš„贡献占总销售利润的20%以下的时候,采取直接沿用原有½{–略或另立品牌策略,三五òq´å†…的区别不是很大,也没有区分的必要ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    三、具体启动项目和执行应当注意的问é¢?在战略确定和½{–略一定的情况下,剩下的问题就是执行了ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>    在执行的时候,应当注意以下几个斚w¢çš„问题: <BR>    ½W¬ä¸€æ˜¯æ³¨æ„è°ƒæŸ¥ç ”½I¶å’Œæˆ˜ç•¥å®žæ–½æ–ÒŽ³•çš„细节随时修正。因为市场在变,许多¾l†èŠ‚的修正在所隑օã€‚在˜q™ç§æƒ…况下,调查研究和分析相当重要,不同的企业有不同的调查方法,˜q™é‡Œä¸å±•å¼€ã€?</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><BR><FONT size=4>    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