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          首頁 > 行業 > 資訊 > 電商 > 南通家紡城微供市場年交易額破20億元,小微供何以撬動大市場?

          南通家紡城微供市場年交易額破20億元,小微供何以撬動大市場?

           2017-8-15

            如今,微商遍布朋友圈,其中透過微信賣家紡的不在少數,純棉床品四件套、嬰童床品、紗棉毛巾、家居收納盒……各種家用紡織品應有盡有,價格也都平易近人,以幾十元到幾百元為主,像商場內動輒上千元的產品很少。另外,從賣家時而曬出的消費者反饋來看,這些家紡產品可稱得上物美價廉,頗受歡迎。不過,曾經我們可以輕易地說出購買的家紡產品來自哪家商場或超市;而現在,我們卻很難說出這些通過手機購買的家紡,究竟來自哪里?

            南通家紡城管委會主任邵愛軍在接受記者采訪時說:"不出意外的話,位于南通通州川姜鎮的南通家紡城微供市場,就是微商貨品的主要采購地之一。"據悉,這里每天早上9點,街上的門店就陸續開門,不少微商前來看貨、拍照、拿貨;下午4點,各種貼著順豐、申通、天天快遞等標志的小車不斷在市場間穿行,打包、取件。但是邵愛軍說,在2015年之前,這里的景象與現在相比天差地別,甚至可以說是一片蕭條。

          南通家紡城微供市場年交易額破20億元,小微供何以撬動大市場?

            南通家紡城微供市場在2017年春季家紡展上進行宣傳推介。

          從"燙手山芋"到趨之若鶩

            南通家紡城微供市場規劃在家紡城二期區域內,南至五洲路、北至金川大道、東至新村路、西至川疊路,建筑面積約16萬平方米,擁有728間商鋪。規劃之初,該區域主要經營一些低檔面料,甚至給一些商戶用作倉庫。

            在2015年8月以前,這里面積達100多平方米的通間房商鋪的年租金僅為4萬元~6萬元,然而在租金如此低廉的情況下,仍有許多經營了多年的商戶因生意難以為繼,最終不得不選擇離開,商戶空置率不斷提高,致使這里一直是家紡城最蕭條的地方;而自2015年8月,南通家紡城管委會聯合亞倫集團進行了首次戶外宣傳,提出了"傾力打造微供市場"的口號,同時與相關微供商家接觸,商談發展路徑,開展招引工作,與一批有影響力的商家達成入駐市場協議后,這里有了翻天覆地的變化,一間間商鋪從"燙手山芋"變成了人人趨之若鶩的"寶地",房租價格也一路水漲船高,通間房年租金漲至15萬元~20萬元。

            不僅如此,南通家紡城內的入駐品牌也是"大換血",不再主要是經營低檔面料的商戶,而是聚集了如卡宴、貝子坊、蔚瀾、寧好等一批網供"領頭雁";喬德、紫羅蘭、新世嘉、沃爾德、百富帝等一批實體企業;宏超布業、寶麗來布業、百盛布業等一批面料商,以及那里、卜古、香夫等一批外地企業,還有一批以年輕人為主的初創企業。在不到兩年的時間里,市場內已入駐商戶近400家,日發包裹30萬件,年交易額破20億元。

            邵愛軍感慨地說:"是''微商''讓這里的商戶起死回生,微供市場已經成為新生代家紡商人的活躍舞臺。"

          百家商戶起死回生

            在位于中國南通家紡城的微供一條街上,一家名為"蔚瀾"的家紡商鋪門庭若市,在這里除了有家紡微供外,還能喝到地道的咖啡,體驗到小眾的數碼產品,欣賞到各式的花卉植物,儼然一個綜合式的概念店。據南通家紡城服務業發展局局長陳前透露,"蔚瀾"僅去年一年的銷售額就已達到數千萬元,微供代理達2000多個,而像"蔚瀾"這種打造概念式體驗店的做法,正是南通家紡城眾多商家轉型發展的縮影。

            南通寧好紡織品有限公司2011年成立以來,主要面向天貓、京東等網銷平臺,并在上海開設了零售專賣店。去年底,該企業在家紡城承租了約500平方米的門店,開設NH體驗店。"微商講求的是風格,因此我們特地打造了NH體驗店。目前客戶增長速度非常快,每天都能吸納五六百名客戶,還有很多外地朋友通過朋友圈分享我們的產品。"總經理陳家福說。

            另外,不少傳統家紡企業也開始主動試水微營銷。南通沃爾德紡織品有限公司自2007年成立以來主要進行線下批發銷售,開設了3家實體門店。今年3月,企業組建10人微商營銷團隊,在家紡城承租600平方米店面,開設微供門店,把生意做到"線上"。目前,該微商門店已發展4000多個固定客戶,月銷售量超過1萬套。

            與此同時,更多的企業還通過微供市場將線上業務延伸到了線下,實現聯動。在"那里紡織工廠體驗店"內,其特色紗布類產品頗受歡迎。體驗店負責人朱亞娟告訴《中國紡織報》記者,"那里"是河北企業,以前做訂單是以千或萬為單位,但這樣做資金回籠速度比較慢,壓貨也多。為了尋求新的利益增長點,從去年開始轉戰微信商圈,現已在全國吸納微商1萬余家,日均訂單量突破300單。去年3月,企業在南通家紡城微供市場開了網絡體驗店,量身為微商、網商定制產品,吸引了不少客戶,預計實現年產值5000萬元。

            與微供市場商戶生意一同紅火的還有快遞業務。據百世快遞某工作人員透露,自南通微供市場成型以來,快遞生意較過去好多了,有時僅一家店每天就有7~8車快遞將商品運往全國各地,而這一車可裝下的貨品足有200~300件。

          "微"在市場"供"在品質

            在微供市場的帶動下,家紡研發頻率得到提速,產品更新頻率已經從一年兩次提升到每月一次,年推新品數千款。原來批量生產的方式漸漸被淘汰,取而代之的是根植于客戶需求的拼單式生產,甚至私人訂制。

            "產品大同小異,撕了商標都不知道是誰家的,肯定不受歡迎。要做大微供市場,必須精準把握消費市場的細微變化,找到痛點。"中國紡織工業聯合會副會長、中國家用紡織品行業協會會長楊兆華在談到南通家紡城微供市場時指出,微供市場與傳統市場特別是網供市場不同,正呈現設計個性化、產品多樣化、檔次品質化三大變化。比如產品檔次問題,網供市場為了適應電商價格低、利潤低的特點,產品品質也低。但微供市場消費主體主要是忠誠度較高的"熟人",他們對產品質量的要求甚至高于正規企業的常規標準。另外,據阿里公司最新發布的數據顯示,微供市場家紡類產品銷售單價約為210元,遠高于天貓家紡的130元和淘寶家紡的85元。這一數據表明,微供市場正在引領消費升級。

            "微在市場,供在品質。"這樣的標語在南通家紡城微供市場內鋪天蓋地,成為引領市場拒絕"大路貨",走個性化、高端化、品牌化路徑的風向標。邵愛軍說,在微供市場內,各門店不僅經營的產品風格迥異,目標人群也各有區別,幾乎每家都有"獨門秘籍"。如"蔚瀾"側重歐美風格,家紡用品高檔、簡約、大氣;"蘭亭"主打手繪家紡,一套棉質的四件套用手工繪上臘梅、荷花等圖案,清新文藝,獨此一套。"我們的每一款產品都緊貼消費心理的細微變化,有的甚至根據時段變化來設計。"據"貝子坊"負責人張發貴介紹,在美國職業籃球運動員科比退役時,他們專門設計出了"科比系列"抱枕。在微信朋友圈發布2分鐘后,就賣出了30多個,10分鐘后便售罄。

            "微供市場正在變成一個時尚消費,但要從''微''做''大'',還有很長的路要走。"武漢紡織大學云計算與大數據研究中心專家蘇勇認為,在電商高速發展的背景下,作為全球三大家紡中心之一的南通家紡城創新"微供市場"建設,為行業發展探索了新模式,但未來還需規避以前單一靠門店擴張搶占市場帶來的風險,并與其他新興市場形成差異化競爭,才能真正做大做強。"未來,我們將通過建立服務微供市場的線上專屬平臺、發展區域性加盟商等途徑向全國推廣微供市場,讓更多的目光聚焦南通家紡。"邵愛軍說。(徐晶鑫)

           

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