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“互联网+直销”,是胜还是败?

  • 发布时间:2019-01-07 10:19:15
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2018年“双十一”天猫最后成交额定格在2135亿元,这是“双11”购物节开创以来首次突破2000亿大关。“双11”持续十年来,直销企业也不会无动于衷,据了解,康美、理想、金日、苏州绿叶、三生有享云商、金天国际、三八妇乐等众多直销企业今年均蹭上“双11”的热度,推出了各种优惠活动,极为吸睛。


  尽管电商企业创造了惊人的销售业绩,但直销企业在电商之路上并非一帆风顺。


  胜:打通线上营销新渠道


  马云曾讲到:未来的阿里要靠技术获得利润,而不是靠市场规模来赢得利润;未来的阿里要靠创新赢得市场,而不是靠市场预算赢得市场。我们相信技术能力将是未来阿里经济体的核心竞争力。


  同样的道理放到直销行业依然适用,中国的直销业发展到今天,已经不仅仅是单一的人网销售,而是集店铺、直销员、电商等多种销售渠道为一体的复合式营销。作为社会发展的产物——直销也自然免不了受社会趋势所影响,像近年来兴起的人工智能、物联网、大数据、云计算等新技术已经在整个社会蔓延。


  以隆力奇与三生为例,隆力奇公司以信息化管理作为企业生产经营的管理手段。在对内部的人才流、信息流以及资金流等实施DPR管理模式实现内部信息共享和全方位的计算机网络管理。而隆力奇天猫网旗舰店则是借助天猫网推出的“物流宝”平台,联合国内仓储、物流企业组成服务联盟,形成一站式电子商务物流配送服务,能够迅速解决货物配备(集货、加工、分货、拣选、配货、包装)和递送难题,有效的将从生厂商到消费者的物流链各环节整合起来,能够全程跟踪订单的状态,完成前台数据和后台仓库管理系统的对接。


  宁波三生推出3G移动电子商务计划后,又将推出“有精彩,齐分享”的有享网,有享网致力于打造健康家庭生活一站式购物平台,构建三生“三网合一”全新商业营销模式。有享网商城通过与专业品牌卖家合作,为三生营销伙伴和消费者提供全方位满足“衣、食、住、行”健康家庭生活需求的商品。并为三生营销伙伴提供专享消费返利和推广收益,创造更多价值。


  除此之外,像绿之韵、炎帝等企业已经实现了运用大数据、云计算技术对会员的健康管理;完美、安然纳米等企业则采用智能化设备、智能化立体仓储物流实现了高效生产、运输。说到底直销终归还是实体产业,所以更多的应用现代科技进步所提供的各种商业手法、创新技术,使之与直销经营融会贯通,将会是激发企业潜能、突破发展瓶颈的主要驱动因素。


  专家认为,互联网的普及,必然会让纯线下的直销市场分流,而“互联网+直销”可以无缝对接,例如无限极、安利等也都拓展到了微商渠道,不过在微商渠道中,它们会遇到基因相同,但更懂互联网的同类,例如做大健康产业的妆后集团。


  业内人士表示,“互联网+”时代的来临,要求传统直销必须结合互联网一起发展,尤其是现在网络营销已经成为营销的主要形式,让传统直销企业迈开脚步,开始接触互联网。传统直销和互联网发展的平台,这就需要传统直销公司找专业的网站运营人员,来运营和维护,通过线上和线下结合的方式,为企业谋求一条发展新路。


  败:电商“革”直销的“命”


  无论是社交电商还是社交商业在一段时期内确实给一些直销企业带来了发展的红利,但这其中也不断暴露出一些问题。在相关制度规范尚未出台的空窗期,社交电商及社交商业正在经历一场异变。以社交电商为例,由于这种代理分销的裂变效应和低门槛、零成本式的病毒营销,导致2013至2015年社交商业在朋友圈内如雨后春笋般大量涌现,伴随“野蛮生长”的同时,多级分销方式导致发展下线和向下压货来赚取利润、产品质量和售后难以保证、价格虚高等社交商业的隐患也开始逐渐凸显。


  “互联网+直销”的浪潮还未褪去,“新零售”又悄然崛起,直销企业纷纷为“新零售”摇旗呐喊的同时,大部分直销企业业绩并没有像“双11”那样逐年递增,相反,直销企业整体面临业绩下滑,即便相对电商模式较为成熟的直销企业难逃厄运,除此之外,团队流失、职业经理人出走更是数见不鲜,那么,那些不做直销的团队与领导人去做什么了呢?


  据业内人士表示,目前国内走双轨或者善于炒作概念的企业在面临业绩严重下滑的过程中,下面的团队容易做资金盘。其次,做区块链炒币,由于区块链技术崛起,让很多互联网企业大佬都是公开讨论区块链,“传销制度+区块链技术”,这样有炒作的内容,让很多从事直销团队的人乐在其中,认为自己赶上新时代大潮。再次,做微商,很多微商公司创始人就是做直销出来的,并且在直销行业做的并不是很成功的人。但是,他们出来的及时,再加上社交电商的崛起,带动了微商的快速发展。


  不可否认,电商企业对直销企业的冲击力的确很大,尽管直销企业迅速做出调整,纷纷搭上“互联网+”以及新零售的快车,但互联网产品透明化程度高,让很多消费者意识到直销产品的“虚高不下”,所以很多直销公司产品开始走向大众化价格。不过此举,也让直销企业在发展团队过程中失去了竞争优势。


  直销模式中的“加、减”法


  从上世纪90年代至今,直销进入中国已经历4次转型:从直销刚刚进入中国市场的无店铺,到“店铺+雇佣直销员”;2005年国家颁发直销法规前后,连锁专卖店开始向连锁体验店方向发展,出现了“直销+体验店”的新模式。近几年随着互联网的迅猛发展,直销业逐渐在演变新的直销宣传和运营模式,出现了“直销+连锁体验店+互联网+服务”的复合型营销模式。


  尽管直销企业模式一直在做加法,很少去做减法,即便面对微商等社交电商的冲击,直销企业毫无抗拒的接受。


  对此,业内人士表示,对于直销行业来说,现在需要做的,是把互联网当成一个战略元素来对待,而不仅仅是把它当成一个工具、载体。直销企业要基于自身既有的优势,与互联网战略进行有效结合,找到一个模式变革的方向。


  一直以来,直销行业都自称是最早具备互联网思维的行业。但是,当互联网大潮席卷而来,电子商务以前所未有的速度崛起,改变了人们的消费行为和习惯,进而改变了整个商业模式,直销行业还是感到了前所未有的压力和挑战。当以前在线下通过人际关系连接在一起的人,通过网络实现链接,这无疑动摇了直销行业的根基。


  因此,直销企业是时候去做“减法”了。


对于互联网+直销的胜负,你们怎么看呢?


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    • 发布时间2020-07-27 15:08:09

    个人事业网站

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    • 发布时间2020-07-24 22:18:15

    个人事业网站

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    个人事业网站

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    直销员是现在最优秀的销售员,欢迎正在做的、曾经做过的,加好友联络沟通,加V 13717801007,注明:直销人。欢迎欢迎!!!

    • 发布时间2020-06-09 19:32:27

    个人事业网站

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    刚上线新项目对接领导人,推广前期稳赚,投资可大可小,收益可观。详情加V了解qwe123qwe126

    • 发布时间2019-07-30 21:31:56

    个人事业网站

  • w650493094

    刚上线新项目对接领导人,推广前期稳赚,投资可大可小,收益可观。详情加V了解qwe123qwe126

    • 发布时间2019-07-30 21:31:53

    个人事业网站

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    个人事业网站

  • w155627149

    我认为可行

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    个人事业网站

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    想找到一个平衡点

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    个人事业网站

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