"與許多國(guó)外的品牌以及上海等地的冰淇淋企業(yè)比起來(lái)，伊利并不是很幸運(yùn)。在創(chuàng)業(yè)過(guò)程中，伊利沒(méi)有一個(gè)幾千萬(wàn)人口的龐大市場(chǎng)給其撐腰。這也決定了伊利在營(yíng)銷策略上，從一開(kāi)始就必須征戰(zhàn)全國(guó)，向消費(fèi)水平較高的沿海及內(nèi)地大中城市開(kāi)拓市場(chǎng)，擴(kuò)大自己的市場(chǎng)份額。除此之外，別無(wú)選擇。"伊利冷飲事業(yè)部總經(jīng)理吳建國(guó)一開(kāi)始就強(qiáng)調(diào)了自己所處的劣勢(shì)。
于是，扛著綠色草原的旗幟，伊利在國(guó)內(nèi)一路馳騁。如今，伊利已經(jīng)在京、津、滬三大城市建立了自己的分公司，取得了良好的市場(chǎng)效果。目前，伊利在全國(guó)的銷售網(wǎng)絡(luò)基本形成。除了消費(fèi)比較成熟的華南、東北、華中等區(qū)域，伊利著力拓展華東、西南和西北等區(qū)域。公司在全國(guó)500 多個(gè)地級(jí)以上城市建立了產(chǎn)品銷售網(wǎng)絡(luò)。
"控制兩端帶動(dòng)中間"
在1997年、1998年，伊利采用的經(jīng)銷商模式對(duì)于中小企業(yè)基本上是適中的，經(jīng)濟(jì)快捷的。但當(dāng)市場(chǎng)規(guī)模擴(kuò)大后，經(jīng)銷商的模式就使伊利冷飲的發(fā)展受到遏制，銷售上不去，利益得不到保證。吳建國(guó)心里清楚如果不改變?cè)械匿N售模式，擴(kuò)張將只是一句豪言壯語(yǔ)。于是，從去年下半年，吳就悄悄開(kāi)始了對(duì)伊利冷飲事業(yè)部的營(yíng)銷渠道進(jìn)行全面整合：由過(guò)去產(chǎn)品從企業(yè)到一批，一批到二批，然后到終端的營(yíng)銷模式轉(zhuǎn)變?yōu)榭刂苾啥耍瑤?dòng)中間的營(yíng)銷模式。重新定義了客戶概念，做出了一級(jí)配送、二級(jí)強(qiáng)化、決勝終端的決策。即不再像過(guò)去那樣，只將一級(jí)批發(fā)商作為消費(fèi)者，而是把二級(jí)批發(fā)商，最終消費(fèi)者都納入其中，將一級(jí)批發(fā)商變成配送商，以此思路來(lái)開(kāi)展今年的市場(chǎng)營(yíng)銷。整個(gè)冷飲事業(yè)部按照這種調(diào)整思路對(duì)沒(méi)有調(diào)整過(guò)的地區(qū)分銷通路進(jìn)行全面的整合，對(duì)已調(diào)整過(guò)的市場(chǎng)分銷通路將進(jìn)一步深化改革，不斷完善。
吳對(duì)記者強(qiáng)調(diào)，當(dāng)伊利的規(guī)模擴(kuò)大后，經(jīng)銷商的模式就是伊利的發(fā)展受到遏制，經(jīng)銷商變成配送商后，原來(lái)一級(jí)批發(fā)商的高風(fēng)險(xiǎn)、高回報(bào)，就變成無(wú)風(fēng)險(xiǎn)，穩(wěn)定的回報(bào)，從而避免了同一個(gè)廠家和不同廠家的經(jīng)銷商之間可能相互壓價(jià)的情況。廠家則可以利用原來(lái)一級(jí)批發(fā)商的配送能力和網(wǎng)絡(luò)影響，直接把握市場(chǎng)。
"經(jīng)銷商之間的競(jìng)爭(zhēng)就成了廠家與廠家的競(jìng)爭(zhēng)，這就對(duì)企業(yè)實(shí)力提出了更高要求，整合系統(tǒng)需要高超的市場(chǎng)管理能力，開(kāi)發(fā)能力，運(yùn)作能力，綜合調(diào)配能力。這也正是別的冰淇淋廠商無(wú)法復(fù)制伊利集團(tuán)的。"吳的這一策略使得伊利冷飲即使在旺季期間，主打產(chǎn)品的發(fā)貨量一直保持訂購(gòu)量的80% ，形成了全年伊利冰品都處于供不應(yīng)求的局面。
終端：管理到二級(jí)批發(fā)商
許多消費(fèi)者都會(huì)強(qiáng)烈地感受到一個(gè)事實(shí)：只要能賣冰淇淋的地方就要看到伊利。終端形象的建設(shè)吳當(dāng)然是下了大功夫的。"終端是營(yíng)銷搶占的重點(diǎn)，誰(shuí)占領(lǐng)了終端，誰(shuí)就搶占了市場(chǎng)，就擁有了明天的市場(chǎng)。大賣場(chǎng)自不待言，C 類店和社區(qū)的鋪市和陳列是重中之重。要讓消費(fèi)者買到你的產(chǎn)品，就必須讓消費(fèi)者看到你的產(chǎn)品，伊利冷飲事業(yè)部的雄心是'只要能賣冰淇淋的地方，就要有伊利。'"這一點(diǎn)，吳建國(guó)果然做到了。另外，建立高效的營(yíng)銷隊(duì)伍啟動(dòng)市場(chǎng)是冷飲事業(yè)部全體人員的共識(shí)。目前伊利的銷售人員已經(jīng)分布到了全國(guó)各地，在營(yíng)銷模式上，伊利采用的是360 度整合營(yíng)銷戰(zhàn)略。即從商譽(yù)、消費(fèi)者、通路、形象、包裝、產(chǎn)品和視覺(jué)等6個(gè)方面挖掘企業(yè)和產(chǎn)品都有的因素，并通過(guò)各種媒體加以傳遞。
伊利冷飲在縮短通路環(huán)節(jié)上"精耕細(xì)作"，把不同區(qū)域不同年齡消費(fèi)者的需求了解透徹，減少了中間環(huán)節(jié)，壓縮流通時(shí)間，提高效率的重要措施。
伊利今年在浙江市場(chǎng)上取得突破性進(jìn)展就是成功運(yùn)用了企業(yè)制定的營(yíng)銷戰(zhàn)略。浙江是一個(gè)很具潛力的市場(chǎng)，但是多年以來(lái)，浙江本地品牌牢牢占據(jù)著市場(chǎng)，伊利冷飲事業(yè)部在運(yùn)用了正確的營(yíng)銷策略后，今年終于取得了突破性的進(jìn)展，配送商的分銷站已覆蓋整個(gè)浙江地區(qū)，伊利在浙江的市場(chǎng)爭(zhēng)奪戰(zhàn)可以形容為"強(qiáng)龍力壓地頭蛇".浙江市場(chǎng)銷售人員加強(qiáng)與一級(jí)經(jīng)銷商進(jìn)行溝通，使雙方找到共同方向，順暢的貫徹營(yíng)銷意向。對(duì)于二三級(jí)通路的建設(shè)整合，首先保證市場(chǎng)區(qū)域的全面有效的覆蓋，而后再考慮配送和服務(wù)的有效性。
事實(shí)上，正是管理到二級(jí)批發(fā)商的運(yùn)行模式保證了伊利冷飲的旺銷。所謂管理到二批，就是伊利自己的銷售人員直接對(duì)二批商進(jìn)行銷售、促銷、服務(wù)和管理，保證二級(jí)商的充分利益，同時(shí)維護(hù)價(jià)格秩序和物流秩序。管理到二批避免了由于總經(jīng)銷個(gè)人因素造成的產(chǎn)品截流，成為伊利決勝終端的保證。伊利冰品同時(shí)為此建立了一套完整的銷售管理制度。這種運(yùn)作方式的建立參照了藥品營(yíng)銷成熟的專業(yè)化管理模式。目前，經(jīng)銷商職能配送化和管理到二級(jí)批發(fā)商的運(yùn)作模式在冰品界乃至消費(fèi)品領(lǐng)域都是比較超前的。伊利冰品在北京的二批商大約有2000多家，伊利只選擇了能夠覆蓋全市40000 多個(gè)零售終端的200 家二批，最后精簡(jiǎn)到130 家左右。選擇目標(biāo)二批對(duì)于廠家有兩個(gè)好處：一是用較少的管理成本就可以覆蓋全市場(chǎng)；二是目標(biāo)二批與非目標(biāo)二批存在一個(gè)競(jìng)爭(zhēng)關(guān)系，目標(biāo)二批必須努力鋪貨，并且要遵循廠家的價(jià)格秩序和物流秩序，否則就可能被其他二批商取代。選擇目標(biāo)二批對(duì)于二批商也有兩個(gè)好處：首先是利益集中化，100多家二批分流伊利的大物流，獲取過(guò)去2000家二批的利益；其次是目標(biāo)二批直接享受到廠家的促銷政策、銷售獎(jiǎng)勵(lì)和銷售服務(wù)。
一般來(lái)看，即使是精簡(jiǎn)過(guò)的目標(biāo)二批商在數(shù)量上也不是個(gè)小數(shù)目，在管理上對(duì)銷售人員的專業(yè)素質(zhì)和技能要求更高，同時(shí)對(duì)企業(yè)專業(yè)管理和系統(tǒng)管理的要求也相應(yīng)增強(qiáng)。
為了推行管理到二批的運(yùn)作模式，伊利冰品首先培訓(xùn)自己的銷售人員，同時(shí)制定了嚴(yán)格的系列管理制度，包括月工作計(jì)劃總結(jié)、周工作計(jì)劃總結(jié)和日拜訪日記等，并把計(jì)劃的落實(shí)情況計(jì)入考評(píng)項(xiàng)目。
吳認(rèn)為，伊利與其通過(guò)自己的經(jīng)銷商與其他廠家的經(jīng)銷商競(jìng)爭(zhēng)，不如率先親自與其他廠家或其經(jīng)銷商直接競(jìng)爭(zhēng)，也就是把各廠家經(jīng)銷商之間的競(jìng)爭(zhēng)轉(zhuǎn)化為伊利與其他廠家或其經(jīng)銷商的競(jìng)爭(zhēng)，自然會(huì)獲取明顯的競(jìng)爭(zhēng)優(yōu)勢(shì)。這種觀念轉(zhuǎn)變對(duì)于伊利那些很有實(shí)力的經(jīng)銷商來(lái)講是非常困難的。幾乎所有的人第一反應(yīng)是："伊利這不是要取締我們嗎？"
為此，伊利在2000年11月的全國(guó)經(jīng)銷商會(huì)議上用了1 天的時(shí)間闡述這種轉(zhuǎn)變的由來(lái)。這次會(huì)議的主題是："合作——競(jìng)爭(zhēng)——大未來(lái)"，會(huì)議上伊利將經(jīng)銷商確定為合作伙伴，通過(guò)合作共同競(jìng)爭(zhēng)，實(shí)現(xiàn)雙贏。面對(duì)白熱化的競(jìng)爭(zhēng)環(huán)境，經(jīng)銷商的經(jīng)營(yíng)風(fēng)險(xiǎn)越來(lái)越大，許多經(jīng)銷商一年辛辛苦苦卻沒(méi)有利潤(rùn)甚至虧本。經(jīng)銷商轉(zhuǎn)化為配送商的意義在于，伊利將承擔(dān)一切經(jīng)營(yíng)風(fēng)險(xiǎn)，保證合作伙伴的既得利益。作為配送商，每配送一件產(chǎn)品就獲取一份配送費(fèi)，雖然配送費(fèi)比經(jīng)銷制下每件貨加價(jià)收入低，但是除車輛外不需要投入許多人力和冷庫(kù)費(fèi)，沒(méi)有經(jīng)營(yíng)風(fēng)險(xiǎn)，實(shí)質(zhì)是無(wú)風(fēng)險(xiǎn)回報(bào)。為了保證配送商的積極性，伊利對(duì)完成或超額完成配送任務(wù)的配送商給予完成任務(wù)獎(jiǎng)勵(lì)和超額任務(wù)獎(jiǎng)。事實(shí)上，2001年伊利的經(jīng)銷商轉(zhuǎn)變?yōu)榕渌蜕毯�，都得到了比較滿意的收入。
經(jīng)銷商職能配送化后，伊利冰品既發(fā)揮了經(jīng)銷商的配送能力和網(wǎng)絡(luò)影響力，又可遏制經(jīng)銷制的局限性，直接掌控和疏通下游渠道，維護(hù)物流秩序和價(jià)格秩序，避免了源自經(jīng)銷商之間的惡性砸價(jià)和竄貨現(xiàn)象。到目前，仍有許多地方廠家已經(jīng)無(wú)力跟隨伊利的渠道促銷。
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