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          首頁 > 創業幫 > 加盟學堂 > 分析 > 怎樣成功打開三四線鄉鎮家紡市場?

          怎樣成功打開三四線鄉鎮家紡市場?

           2015-4-14

                長期以來我們的品牌定位、策劃、設計策略都是以城市消費為核心來開展工作的,但隨著城市市場競爭越來越白熱化,而同時有著巨大市場空間的三四線鄉鎮市場的卻開發遠遠不足,當下進入三四級市場正是好時候,但在此有必要提醒一點,鄉鎮的進入必定會要依賴代理商、一、二級批發商,做好鄉鎮市場。

          一、鄉鎮市場的特性與概況

                現代渠道以及城鄉結合部的制高點是構成快消類產品銷量的主要渠道,是最具市場價值的區域形態。鄉鎮市場/城鄉結合部有如下市場特性:

          1、分散性居住

                 一般來說,每一個鄉鎮都有10-30個以上的村委,村民們分散在每一個村落居住,村落與村落之間有較大的地理跨度,分散性較廣。

          2、集中性消費

                在廣東的鄉鎮市場,至今還大多保留著“圩日趕集”的習慣。在特定的圩日時間里,很大部分村民都會集中到鄉鎮上進行生活消費品購買、農副產品交易等,俗稱“趁圩”,形成了集中消費的共性。

          3、跟風性觀念

                鄉鎮區域科技資訊相對欠發達,市場信息透明度不高,更有甚者在某層面上以至于相對封閉;在生活上容易產生相互攀比的消費心理,因此也容易產生跟風性消費觀念

          二、鄉鎮市場的布局與現狀

          1、終端網點布局

                鄉鎮市場上,商業零售網點相對集中,網點少、經營強。基本上每一個鄉鎮都有那么3-5家可以把握消費特點、重點并能搶占大宗量的門店。搶占以這3-5家為制高點的終端客戶,基本上已掌控了該鄉鎮至少50%-60%以上的市場份額。

          2、終端市場現狀

          A.品牌忠誠度

                隨著鄉鎮生活水平的提高,農村消費力相對而言雖說有很大的變化,消費者對生活也有一定的要求;但目前市場上產品同質化嚴重,現階段的剛性消費較多的還是以生理需求為基礎,至于精神上的情感追求有待進一步提升。通俗一點的說,只要消費者認為價格合理,質量上又不是太差就可以,不管你是什么品牌。但也正是這樣,容易形成消費購買習慣,一旦用開、用習慣了就很少去更換其它牌子。

          B.無人員、無陳列、無促銷、無秩序

                鄉鎮終端客戶多為單店個體戶負責人缺乏系統、專業性運營管理理念;眾多企業廠商尚沒有完整的人員編制對鄉鎮市場實行網點覆蓋;產品陳列雜亂、缺少促銷活動支持;更因缺乏專業的價格指導而造成市場秩序混亂。

          三、鄉鎮市場的開發與維護

          1、原則一:先富后貧,先易后難

                 以“渠道精耕”為模式,對空白或缺乏市場基礎的區域,應當優先考慮人口數量多、消費力高、潛在市場份額大的鄉鎮作為當區的突破口,目的是打造樣板鎮區;通過市場調查與摸底,制定先易后難的開發步驟與目標。

          2、原則二:資源聚焦,以點帶面

                整合一切可利用資源,以聚焦手法打造當鎮最具銷售價值的1-2家門店(制高點)。

          A.產品:制定科學、合理的分銷計劃(因地制宜,符合當地消費特點)

          B.價格:制定合理、有指導性的價格(因市制宜)

          C.陳列:通過科學、專業的標準化陳列(做到多點陳列)

          D.促銷:以30天為一個檔期,制定有針對性(因勢因宜,造勢可打壓對手)、季節性、滾輪式的有效、多形式的促銷活動(確保每一個SKU每60天至少滾輪一次,同一個SKU促銷間隔期不低于30天;促銷形式:包括買贈、特價折扣、加元多包、第二包半價等)。

                 形成固定拜訪周期,市場維護很重要,對助銷物料資源充分利用,捕捉銷售機會、提高品牌曝光;充分突顯綜合優勢搶占市場份額,以打造可復制的樣板店,為下一步開發周邊的其它門店積攢談判籌碼。

          四、鄉鎮市場的推廣與宣傳

                 為在鄉鎮區域范圍內迅速建立品牌忠誠度、提高品牌知名度,鄉鎮市場的推廣活動應充分圍繞其市場特性。借助鄉鎮“趁圩”習慣的傳統消費平臺,同一鎮區進行每周1次并適合鄉鎮市場的中小型、高頻率的戶外推廣活動(加深消費者對品牌的印象、建立品牌基礎,每鄉鎮進行至少連續4次以上;活動由品推專員統籌、業務代表協助、分銷商配合)。通過戶外推廣活動的持續造勢,充分的與潛在消費群體深度互動,迅速提升試用人群(試用裝的有效派發有利于消費群體培育)以及提升消費群體的重復購買率。

                 “渠道下沉”是業內成熟品牌業績再增長的突破口。鄉鎮市場的開發不但是渠道變革和重心下移的趨勢,更是未來業內各大商家、品牌的必爭之地。有效的經營鄉鎮市場,需要以大賣場的操作手法---促銷不斷、試用不斷、推廣不斷。

                 縱觀當前市場形勢,搶占、打造鄉鎮市場已是勢在必行、刻不容緩!

                三四級消費者由于購買力有限、賺錢不容易,所以在挑選產品時,要比一二級市場的消費者更重視“性價比”。同時由于信息的短缺和不對稱,三四級市場品牌傳播還是以傳統的口碑相傳為主,他們對品牌的認知存在一定的偏差,常常出現兩種極端的情況:一種是只認牌子一根筋;一種是只認價格,誰低買誰的。

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