"与许多国外的品牌以及上海等地的冰淇淋企业比起来,伊利并不是很幸运。在创业过程中,伊利没有一个几千万人口的庞大市场给其撑腰。这也决定了伊利在营销策略上,从一开始就必须征战全国,向消费水平较高的沿海及内地大中城市开拓市场,扩大自己的市场份额。除此之外,别无选择。"伊利冷饮事业部总经理吴建国一开始就强调了自己所处的劣势。
于是,扛着绿色草原的旗帜,伊利在国内一路驰骋。如今,伊利已经在京、津、沪三大城市建立了自己的分公司,取得了良好的市场效果。目前,伊利在全国的销售网络基本形成。除了消费比较成熟的华南、东北、华中等区域,伊利着力拓展华东、西南和西北等区域。公司在全国500 多个地级以上城市建立了产品销售网络。
"控制两端带动中间"
在1997年、1998年,伊利采用的经销商模式对于中小企业基本上是适中的,经济快捷的。但当市场规模扩大后,经销商的模式就使伊利冷饮的发展受到遏制,销售上不去,利益得不到保证。吴建国心里清楚如果不改变原有的销售模式,扩张将只是一句豪言壮语。于是,从去年下半年,吴就悄悄开始了对伊利冷饮事业部的营销渠道进行全面整合:由过去产品从企业到一批,一批到二批,然后到终端的营销模式转变为控制两端,带动中间的营销模式。重新定义了客户概念,做出了一级配送、二级强化、决胜终端的决策。即不再像过去那样,只将一级批发商作为消费者,而是把二级批发商,最终消费者都纳入其中,将一级批发商变成配送商,以此思路来开展今年的市场营销。整个冷饮事业部按照这种调整思路对没有调整过的地区分销通路进行全面的整合,对已调整过的市场分销通路将进一步深化改革,不断完善。
吴对记者强调,当伊利的规模扩大后,经销商的模式就是伊利的发展受到遏制,经销商变成配送商后,原来一级批发商的高风险、高回报,就变成无风险,稳定的回报,从而避免了同一个厂家和不同厂家的经销商之间可能相互压价的情况。厂家则可以利用原来一级批发商的配送能力和网络影响,直接把握市场。
"经销商之间的竞争就成了厂家与厂家的竞争,这就对企业实力提出了更高要求,整合系统需要高超的市场管理能力,开发能力,运作能力,综合调配能力。这也正是别的冰淇淋厂商无法复制伊利集团的。"吴的这一策略使得伊利冷饮即使在旺季期间,主打产品的发货量一直保持订购量的80% ,形成了全年伊利冰品都处于供不应求的局面。
终端:管理到二级批发商
许多消费者都会强烈地感受到一个事实:只要能卖冰淇淋的地方就要看到伊利。终端形象的建设吴当然是下了大功夫的。"终端是营销抢占的重点,谁占领了终端,谁就抢占了市场,就拥有了明天的市场。大卖场自不待言,C 类店和社区的铺市和陈列是重中之重。要让消费者买到你的产品,就必须让消费者看到你的产品,伊利冷饮事业部的雄心是'只要能卖冰淇淋的地方,就要有伊利。'"这一点,吴建国果然做到了。另外,建立高效的营销队伍启动市场是冷饮事业部全体人员的共识。目前伊利的销售人员已经分布到了全国各地,在营销模式上,伊利采用的是360 度整合营销战略。即从商誉、消费者、通路、形象、包装、产品和视觉等6个方面挖掘企业和产品都有的因素,并通过各种媒体加以传递。
伊利冷饮在缩短通路环节上"精耕细作",把不同区域不同年龄消费者的需求了解透彻,减少了中间环节,压缩流通时间,提高效率的重要措施。
伊利今年在浙江市场上取得突破性进展就是成功运用了企业制定的营销战略。浙江是一个很具潜力的市场,但是多年以来,浙江本地品牌牢牢占据着市场,伊利冷饮事业部在运用了正确的营销策略后,今年终于取得了突破性的进展,配送商的分销站已覆盖整个浙江地区,伊利在浙江的市场争夺战可以形容为"强龙力压地头蛇".浙江市场销售人员加强与一级经销商进行沟通,使双方找到共同方向,顺畅的贯彻营销意向。对于二三级通路的建设整合,首先保证市场区域的全面有效的覆盖,而后再考虑配送和服务的有效性。
事实上,正是管理到二级批发商的运行模式保证了伊利冷饮的旺销。所谓管理到二批,就是伊利自己的销售人员直接对二批商进行销售、促销、服务和管理,保证二级商的充分利益,同时维护价格秩序和物流秩序。管理到二批避免了由于总经销个人因素造成的产品截流,成为伊利决胜终端的保证。伊利冰品同时为此建立了一套完整的销售管理制度。这种运作方式的建立参照了药品营销成熟的专业化管理模式。目前,经销商职能配送化和管理到二级批发商的运作模式在冰品界乃至消费品领域都是比较超前的。伊利冰品在北京的二批商大约有2000多家,伊利只选择了能够覆盖全市40000 多个零售终端的200 家二批,最后精简到130 家左右。选择目标二批对于厂家有两个好处:一是用较少的管理成本就可以覆盖全市场;二是目标二批与非目标二批存在一个竞争关系,目标二批必须努力铺货,并且要遵循厂家的价格秩序和物流秩序,否则就可能被其他二批商取代。选择目标二批对于二批商也有两个好处:首先是利益集中化,100多家二批分流伊利的大物流,获取过去2000家二批的利益;其次是目标二批直接享受到厂家的促销政策、销售奖励和销售服务。
一般来看,即使是精简过的目标二批商在数量上也不是个小数目,在管理上对销售人员的专业素质和技能要求更高,同时对企业专业管理和系统管理的要求也相应增强。
为了推行管理到二批的运作模式,伊利冰品首先培训自己的销售人员,同时制定了严格的系列管理制度,包括月工作计划总结、周工作计划总结和日拜访日记等,并把计划的落实情况计入考评项目。
吴认为,伊利与其通过自己的经销商与其他厂家的经销商竞争,不如率先亲自与其他厂家或其经销商直接竞争,也就是把各厂家经销商之间的竞争转化为伊利与其他厂家或其经销商的竞争,自然会获取明显的竞争优势。这种观念转变对于伊利那些很有实力的经销商来讲是非常困难的。几乎所有的人第一反应是:"伊利这不是要取缔我们吗?"
为此,伊利在2000年11月的全国经销商会议上用了1 天的时间阐述这种转变的由来。这次会议的主题是:"合作——竞争——大未来",会议上伊利将经销商确定为合作伙伴,通过合作共同竞争,实现双赢。面对白热化的竞争环境,经销商的经营风险越来越大,许多经销商一年辛辛苦苦却没有利润甚至亏本。经销商转化为配送商的意义在于,伊利将承担一切经营风险,保证合作伙伴的既得利益。作为配送商,每配送一件产品就获取一份配送费,虽然配送费比经销制下每件货加价收入低,但是除车辆外不需要投入许多人力和冷库费,没有经营风险,实质是无风险回报。为了保证配送商的积极性,伊利对完成或超额完成配送任务的配送商给予完成任务奖励和超额任务奖。事实上,2001年伊利的经销商转变为配送商后,都得到了比较满意的收入。
经销商职能配送化后,伊利冰品既发挥了经销商的配送能力和网络影响力,又可遏制经销制的局限性,直接掌控和疏通下游渠道,维护物流秩序和价格秩序,避免了源自经销商之间的恶性砸价和窜货现象。到目前,仍有许多地方厂家已经无力跟随伊利的渠道促销。
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