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  3. 學習啦>創業指南>創業之路>《面包店經營三種策略》正文

    面包店經營三種策略

    時間:2015-10-12 17:44:30本文內容及圖片來源于讀者投稿,如有侵權請聯系xuexila888@qq.com 耀聰 我要投稿

      文章導讀:一般顧客的購物心理,往往取決于一種臨時沖動的決定,如何激發顧客購物的“不理性”感覺,重要的不僅是營銷策劃人員采取“低價”策略而已,更重要的是要懂得營造出顧客購物的“危機感”氣氛,才能順利誘使顧客在指定的最短時間內把錢掏出來。

      雖然每天有眾多烘焙產品供應消費市場,總見大部分經營者過于被動等待顧客上門,以至于自己空有許多獨門口味的新產品,卻是上門求購者稀少。若能挑選自家幾種消費市場頗具競爭力的產品,適當采用營銷策劃人員慣用的“限時限量”法則,則其結果相信是令人驚奇的。但是要怎么“玩”才是最精確、效益最高呢?那么面包店經營三種策略

      一、沒有促銷活動不上門的對策。

      我們若在某商圈內,發現顧客群出現“沒有促銷活動就不上門”的激烈的反應,就要考慮到近幾年來,當地生活環境、產業結構與服務業是否正在快速轉型。我們經?梢月牭皆S多面包店經營者提出類似的困擾:產品打折期間,賣場內每天門庭若市,等到打折優惠活動停止,原來這些顧客似乎一夜之間就消失了。

      我們以一般零售流通業經營者的經驗為例,平常不打折期間的購物商場,其營業額平均幾乎是只有舉辦“促銷活動”的一半業績。根據相關行業了解,一般零售流通業(例如購物商場)在市場競爭激烈下,一般毛利率只有維持5%~18%,但管理銷售費用卻高達15%~25%,幾乎未開門就要注定賠錢。

      于是,購物商場為了盡量縮短顧客上門購物的“猶豫期”,“商品最終價格”幾乎是商品通路策略在操作“限時限量”時,整體營銷人員最關鍵的考量。只要是在市場上稍具口碑的商品一經打出“限時限量低價”的信息,消費人潮就蜂擁而至,但價格壓力將直接轉嫁到供應商身上。由此可以理解,為何購物商場要經常找供應商協調供貨價格的因由了。

      烘焙產業一般屬于自制品供應市場居多,雖然可控制毛利率也比一般購物商場只進保質期限較長的成品毛利為高,但是經營者還要承受其產品保質期限只有幾天或幾周(過期要報廢)的壓力。因此建議面包店經營者可以先區別自己平常推出的產品類別保質期限標準(例如區別三天內、一周內、十五天內、三十天內或兩個月內的品種)。

      在完成規劃上述區別品種保質期限后,經營者即可按照自己店鋪平常期望的營業額指標,開始規劃達成營業額指標的“烘焙品種、數量的生產計劃”,并深入分析那些品種可同時進行交叉優惠的措施,例如選擇某一期限進行“老婆餅”限時限量的銷售行動。如此,周而復始運作各種不同品種隨時都有優惠的營銷活動,不僅可以營造店鋪隨時有熱烈買賣的氣氛,而最重要的是可以間接有效突破“打折優惠活動停止,顧客似乎一夜之間消失”的窘境。

      二、用“限時限量”制造顧客購買的危機感。

      一般顧客的購物心理,往往取決于一種臨時沖動的決定,如何激發顧客購物的“不理性”感覺,重要的不僅是營銷策劃人員采取“低價”策略而已,更重要的是要懂得營造出顧客購物的“危機感”氣氛,才能順利誘使顧客在指定的最短時間內把錢掏出來。

      例如某地區的某大購物中心,當購物中心策劃以平常某暢銷商品原價21元/罐為目標后,分別以降價為“19元/罐、16元/罐及每人限購五罐”的三種銷售策略面向顧客訴求,前兩項雖然可以使顧客短暫期間提高購物的沖動感,但是其效益都不若第三個宣傳海報能立即吸引消費者爭先恐后來搶購。因此對于產品銷售通路而言,烘焙產業經營者如果能掌握“產品獨特口味與價格”的優勢,配合運用“限時限量”來創造顧客群消費的危機感,必定能有很好的效果。

      三、創造流行產品與差異化的話題。

      相較于一般購物中心內保質期較長的商品,蛋糕面包店因為烘焙產品普遍保質期限短,產品類別單價也較低,因此平常面包店在策劃“促銷活動”時,大部分業者會從“價格優惠”下手,而極少利用產品的“流行話題”或“差異化”來與同行的同類產品實行區隔銷售作用。

      大部分消費群受到商圈活動范圍的制約,以至于顧客所到之處,基本上都會看到產品雷同的內容,很少發現某面包店是鎖定在以“年輕化”或“生活主張”為主題的情景,使彼此之間能創造實質“差異化”的程度有限。例如日本東京都銀座區內百年老店“木村屋面包店”,它就經常利用當地民眾習慣慶祝的“櫻花祭”活動,每年適時推出精心制作多種的“櫻花口味面包”上市,也因此在當地烘焙產業中獨領風騷。

      又例如北京有一家位于工體北路的××蛋糕店,其店鋪位置并非在一般很顯眼的大馬路兩旁,而是在一片樹林之后,行經該地若非仔細觀察,實在很難察覺那兒有一家極受當地白領階級消費群青睞的蛋糕店。其實它的經營秘訣很簡單,首先是經營者主張:一定要制作第一流口味的蛋糕產品;其次是塑造顧客消費(可以一邊喝咖啡、一邊享受高質蛋糕,類似高級咖啡館)的悠閑環境。由于成功的塑造其產品附加價值與消費環境優雅的氣氛,也彰顯了店鋪運用“差異化”營銷策略的經驗,該店除了獲得眾多影視界知名人士的青睞,和廣受當地白領消費群支持外,已經逐漸成為當地烘焙產業朋友關注及學習的名店指標之一。

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