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          羅萊家紡的新零售啟示錄

           2019-1-4

            自2012年至2017年,連續6年,每年的雙11,天貓平臺“羅萊官方旗艦店”其單店當天銷量在天貓家紡家飾行業(床上用品、居家布藝、家居飾品)商家中排名第一。然而,2018年8月9日,距離雙11還有3個月的時候,羅萊家紡決定把天貓旗艦店正式切分成羅萊家紡和LOVO家紡兩個品牌旗艦店。

            毫無疑問,切分對業績和流量層面可能會產生一些影響。

            “我們也有一定的顧慮。但我們也做好了從0開始的準備。”羅萊家紡品牌負責人劉海翔說。羅萊家紡決定放棄短期的銷量冠軍,做長期的服務冠軍。

            羅萊家紡的團隊去了杭州兩次,和天貓運營團隊溝通自己為什么想做品牌切分。羅萊家紡和LOVO兩個品牌雖然都屬于羅萊生活,但兩者定位不同。此前的羅萊家紡旗艦店里,消費者的定位不是特別清晰。羅萊家紡希望找到自己的粉絲群,為他們提供更精準的服務。同時,羅萊家紡也希望借此機會,打通線上線下,讓羅萊官方旗艦店和線下的2000多家實體店聯動起來。

            天貓團隊也支持羅萊家紡旗艦店的品牌切分,但大家心里都清楚,距離雙11沒有多少時間了。

            三個月后,11月10日,羅萊家紡天貓旗艦店拿下了買家巔峰榜的第二名。而羅萊家紡旗艦店的粉絲數,從8月9號的37萬增長到了300萬左右,雙11的線上銷量從上一年的3000多萬元,增長到了9000多萬元。

            “我們未來一段時間更重要的目標是,在天貓現有的用戶群里面梳理出屬于羅萊家紡品牌的人群。”劉海翔說,“我們跟天貓的原則和立場是一致的,都是要經營自己的消費者。”

          趨勢

            2018年7月份,羅萊家紡開始思考如何培育自己的新用戶。實際上,羅萊家紡和LOVO家紡品牌的旗艦店切分,公司高層猶豫了2年的時間。

            過去,LOVO家紡核心聚焦線上,“歐洲新銳設計師設計,互聯網直賣,沒有中間環節”。羅萊家紡品牌,主打線下,注重高端體驗。兩個品牌共用一個官方旗艦店,在總銷量上牢牢占據著家紡品類冠軍的位置。品牌切分,就意味著放棄之前的積累。

            而且,羅萊家紡要單獨開設旗艦店,就要做到線上線下同款同價。但線上線下同款同價,對于傳統線下渠道還是有價格上的沖擊,因為這是價值鏈的問題。線下渠道會更重,比如購物中心有租金、有加盟渠道利潤。而且,原來線上線下也是不打通的,線下渠道也會擔心線上渠道會轉移線下消費者的注意力。

            但互聯網是不可或缺的發展機會。新零售概念被提出與應用,讓羅萊家紡品牌認識到,整個電商行業的生態已經發生了巨大的變化,線上線下的打通融合是一個不可避免的、重要的趨勢。深度的、優質的消費體驗,便捷購物的方式,不僅是家紡電商,也是電商行業巨頭都在思考的議題。

            雖然實體店的生意一直不錯,但羅萊家紡也擔憂線下用戶的轉化。品牌統計發現,實體店里的用戶年齡層次相對成熟,在35-45歲。他們希望能夠吸引更年輕的用戶,但現在年輕群體大部分都習慣線上購物。“我們也需要通過新零售去解決用戶轉化的問題,線上線下能夠鏈接起來,讓消費者真正的感知到我們。”劉海翔說。

            8月9日,羅萊家紡旗艦店正式切分成羅萊官方旗艦店和LOVO官方旗艦店,并在當天成立了自己的新零售部門,跟天貓的新零售的部門快速對接。

            為了支持羅萊家紡品牌旗艦店的切分,天貓新零售團隊也多次派運營專家團隊到羅萊家紡總部所在的羅萊生活廣場。他們一起分析了羅萊家紡線下實體店消費者的標簽,利用款式、材質、產品的特性等標簽,在線上進行了多次測試,幫助羅萊家紡快速吸引新用戶。

            2018年10月,羅萊家紡在做19春夏季新品訂貨會的時候,對各門店運營商表示:羅萊家紡旗艦店也是你的天貓店,羅萊家紡品牌只是在幫你運營。“我們希望線下渠道把天貓店看成它自己的店。”劉海翔說。

          羅萊家紡的新零售啟示錄

          劉海翔在羅萊家紡雙11現場

            雙11期間,羅萊家紡聯合全國所有的門店都同步做了促銷活動,從櫥窗到微信頭像,很多門店里面都貼了天貓的LOGO。通過新零售,羅萊家紡讓線下門店為本地線上消費者提供后續服務,他們測試了購物滿1299元可以享受線下兩次洗滌服務。未來,他們還想嘗試讓本地門店負責發貨。

            雙十一當天,羅萊家紡后臺的數據統計,2000多家線下門的銷量約7000萬元,比上一年增長了30%。

            “我們發現一個有趣的事情,線上渠道的開放有助于帶動線下渠道的銷售。”劉海翔說,線上渠道的開放,也讓門店運營商獲得了更多的銷售渠道。

          顛覆

            羅萊家紡在天貓開了旗艦店以后,把以前分散的資源都集中于天貓旗艦店。在營銷上也進行了快速創新。并嘗試了很多新零售的創新模式,比如快閃店、直播等。

            通過粉絲的快速召集,新開的旗艦店有了不俗的成績。“因為大家認為我們的品質是可以信賴的。我們希望通過三四線城市快速吸粉,提供我們定義的超柔產品。”劉海翔說。

            全面發力新零售三個多月來,劉海翔和團隊最大的感觸是,顛覆。

            天貓也給了羅萊家紡很多支持,包括快速拉新。對于品牌來說,拉新這個問題,很枯燥的事情,但也是很有價值。天貓新零售團隊還邀請了一些新零售先鋒到羅萊家紡分享自己的經驗。

            劉海翔聽了一場分享,印象最深刻的就是,新零售應該在拉新、轉換、成交和復購四個環節中給到用戶更好的體驗。這個四個環節,是來自天貓新零售平臺事業部總經理葉國暉提出的,他說:新零售要重新定義品牌會員、門店體驗、門店導購、門店運營,賦予它們更大的效力。

            “如何提高在零售的效率,是我近期對新零售的理解,這也是羅萊家紡剛剛開始在嘗試的事情。”劉海翔說。一些美妝品牌的直播經驗也給羅萊家紡帶來了新的啟發。“在直播,拼團,線上服務以后,我們進一步嘗試了線下邀約進店。”

          羅萊家紡的新零售啟示錄

            “用戶最終在線上還是線下成交,不是我們最大的考量點,我們想知道,消費者在線上成交以后,是否接受進店再消費,這是品牌價值的所在,這也是新零售給我們帶來啟發的地方,而且這是戰略。”劉海翔說,線上用戶之前不太能進店,但如果能夠進店,真正在實體場景里面感知到品牌,對消費者來說,也是提升品牌忠誠度及知名度的一個方式。

            “在品牌傳遞上,我們要有足夠有耐心,我希望他們能夠接受邀約,能夠接受進店,這兩個動作其實比真正成交更能帶來價值,因為這些用戶本來就是我們的潛在用戶。”劉海翔說。從直播到實體店,新零售技術的支撐,讓每一個品牌,在每一個時段都能有不同的聲音傳遞給自己的用戶。

            在傳統的零售中,品牌商把貨品發給渠道商后,兩者的互動基本上就結束了。但在新零售下,羅萊家紡線上和線下門店的交流變得頻繁起來。

            為了增加線上線下門店互動,羅萊家紡開設相關培訓班,指導實體門店在天貓上做直播。“我覺得,這能夠快速幫助實體店開展渠道。對于導購來講,是全渠道、全時間段的服務運營。”劉海翔說。

            而且,新零售也需要線下門店的介入。怎么寄貨,做什么拼團,什么商品,怎么預約,羅萊家紡旗艦店和所有的門店都要統一配合行動。而隨著溝通交流頻繁起來后,線下渠道也一改最初抵觸的心態,開始擁抱新零售。

            2018年雙11過后,羅萊家紡和全國的主要加盟商一起開了一個會,商討明年的商品和定價策略。“既然是全渠道,大家都在一個品牌,所以需要坦誠的交流。”劉海翔說,訂貨會做了有兩三年了,但今年,在新零售背景下,做得更徹底,今年是面對面的交流。

          耐心

            線上線下提供給用戶一樣的品牌體驗,是羅萊家紡這次切分后的一個核心方向。家紡產品離不開線下體驗,用戶買40支產品可能會在線上,但想買更好的、更貴的,100支、140支的產品時,去實體店觸摸和體驗會比網上看到的產品更真實。羅萊家紡希望通過入門級品類的產品體驗加深服務的引申,慢慢過渡到重度體驗上,實現線上線下客戶自由切換。

            “我們想在客戶體驗上下更大的功夫”劉海翔說,“羅萊家紡旗艦店太小了,對于這個品牌來講,我們應該有更大的空間,未來收益更大。”

            無獨有偶,2004年,劉海翔加入羅萊家紡的時候,公司規模還較小,年銷售額差不多也是2個億。而2009年,羅萊家紡試水電商,成立電商團隊,在天貓上開了羅萊家紡旗艦店的時候,當年的線上銷量差不多也是2億元。

            劉海翔覺得,未來,線上能做到更好。“我希望在同款同價的基礎上,線上能做得一年比一年好。如果不同款不同價可能很快就能實現目標,但我們更注重長遠的利益。”

          羅萊家紡的新零售啟示錄

            隨著對新零售的理解和加強,不斷嘗試多場景銷售模式,羅萊家紡的新零售部分還會繼續擴大,直營市場加盟渠道包括客戶一起投入到新零售里面來。

            “這不是一個部門的事,這是一個多部門聯合起來的事情。”劉海翔說,新零售首先是在頂層設計,其次在于協調。現在羅萊家紡的新零售部是兩三個人在干,但兩三個人干,再干也干不大。

            新零售轉型,始于工具,成于組織變革。品牌商與零售商如何向新零售轉型?正如天貓新零售平臺事業部總經理葉國暉所認為:理念升級、系統升級、能力升級和組織升級。其中組織升級最為關鍵。

            眼下,羅萊家紡在拼團上的成效并不高。“新零售見效可能并沒有那么快,需要有足夠耐心”。劉海翔相信,對接新的后臺以后,短期不一定那么快見效,時間長了還是有一定的效果。

            “我覺得未來應該有好的收益,這一塊要花足夠的耐心,投入人力、物力堅持做下去。”劉海翔說。新零售還是需要去體驗一遍,就像對用戶的培養,這不一定是短期的事情,但是這很有價值。接下來,羅萊家紡還會做更多的嘗試,包括跨界、IP、不同品牌的合作,拓展更多的場景等。“我也希望線上能夠看到不一樣的羅萊家紡品牌,而且是場景式、體驗式的羅萊家紡,而不僅僅是價格上的優惠,我覺得可以做更大的改變。”

            更重要的是,“新零售部門的價值不僅僅在交易額上,還在整個新的戰略。”劉海翔說,如果把線上的用戶培養好,這對品牌長遠發展來講是一個重要的戰略。“哪怕現在團隊人員數不多,但是我心里一直覺得它是一個很有意義,很有未來的事情。”

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