直销企业品牌建设致命重要,创造品牌价值刻不容缓
2017-12-21
来源:直销专业网
编辑:安怡
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直销专业网讯 随着市场的发展,消费者品牌意识的增强,品牌的作用及对企业的影响不可估量。品牌意识是企业对品牌地位和作用的充分认识及运用,品牌是以产品为龙头的企业形象,是企业占有市场,获取最佳效益和良好信誉的有力保证与象征。

01 产品与品牌两手抓

就直销企业而言,其核心竞争力是产品和品牌两个方面。由于产品一直是直销企业的灵魂,因而直销企业一般都很重视产品的质量,从产品质量、价格、成本等各个方面提高产品的竞争力。但是,一些直销企业往往没有意识到品牌营销的重要性,认为只要做好产品就可以。可是企业要想得到更好的发展,进入大市场,就要面对很多行业好产品的竞争 

如果企业发展没有良好的品牌形象以及品牌规划的有力支撑,很难突破发展瓶颈。所以说,好产品是企业竞争力的基础,但更重要的是如何用品牌营销的方法把产品的价值挖掘出来。品牌已成为企业发展的主要推动力和生存基础,并且是市场创新的动力源泉。消费者对于企业品牌的影响,源于其对品牌价值的认识和感受,企业通过品牌建设,使品牌印象在顾客心目中根深蒂固,从而达到引导需求,促进消费的目的。

无论是传统营销模式的分销还是直销模式的分销,无非都是由分销商分销到消费者手中,这样才完成了营销的整个过程。传统营销的分销商是经销商和代理商,而直销的分销商就是直销员,直销员被多数直销企业统称为“经销商”,以企业的身份和名义将产品直接卖到消费者手中。

传统营销企业现已进入品牌营销时代,以品牌带动产品销售;而直销企业如果没有品牌,则很难将产品卖出去。另外,也不利于直销企业文化及知名度的传播,长此以往,企业就会失去竞争力和知名度,最终影响企业的可持续发展。

02 提高品牌知名度、创造品牌价值

1990年11月14日,广州雅芳公司正式成立,这标志着直销正式进入中国大陆市场。90年到94年之间,直销(当时称为“传销”)作为一种无店铺的营销方式,在社会上口碑不错,作为“舶来品”的直销,突破了传统销售模式的局限性;直销行业的“倍增理论”以及“低门槛”的庞大魅力吸引了一些怀揣远大梦想的年轻创业者。94年到98年之间,因为非法传销猖獗以及媒体的大量曝光,人们开始对“传销”深恶痛绝,2005年,《直销管理条例》及《禁止传销条例》的出台,终于为直销行业洗去冤屈。

尽管直销行业早已有法律基础,但曾经趟过“浑水”的直销行业的社会公众形象仍然有待提高,据《2009-2011年中国直销行业发展调查报告》调查统计,目前仅有32%的调查者比较认同直销行业,而54%的被调差者认为,直销在中国不被接受,抵制情绪仍然占上风。

这反映出中国社会部分人在经历了传销时代的伤害后对直销仍然抱有防范心理,短期内较难转变态度和看法,因而重塑直销品牌,提高其在社会中的公众形象已成为直销立法后直销企业不得不考虑的问题,为此各直销企业除了加强企业内部的品牌建设,提高产品质量,也积极参加各种公益慈善活动来重塑企业的知名度和美誉度,同时也通过一些本土化的特别的营销方式和推广方式加快其品牌在中国的建设步伐。

直销业强调运用直销商的口碑宣传作为扩展业务额主要管道,不需要投入庞大的广告宣传费用和开设店面的成本,让许多新创业的公司得以在有限的资本之下,一步一步的开发它的市场。

不过当一家直销公司建立了相当规模的直销商组织网,积累足够的经济实力之后,应该要开设构思建立公司品牌知名度、创造品牌价值的策略。直销公司投入资源来建立品牌知名度,可以为公司带来更大的营业额和更高的利润;因为公司知名度提高,从而带来业绩的增长;另一方面随着公司品牌信誉的提高,公司可以引进更多样化的产品。

03 直销企业品牌建设启动时间越早越好

早期的中国直销市场,基本为外资企业所垄断,产品类型也相对单一,主要是以美国雅芳、美国如新为代表的日用品化妆品行业,以及医药保健品。这些外资企业在当时均代表着较高的发展水平和品牌建设程度。

随着2005年直销立法年和2006年直销元年的确立,直销企业吸引无数大牌企业纷纷加盟,如传统营销模式的健康元药业集团、北京同仁堂、哈药集团、三株集团等,还有会议营销四大巨头的珍奥集团和中脉集团也相继获得直销营业牌照(珍奥集团牌照后被吊销)。到2007年,中国市场成为世界直销巨头品牌竞争最激烈的市场,众多直销企业开始品牌建设与扩张。

然而,部分企业在加入直销不久,企业和品牌就在市场中失去了音讯,可谓昙花一现,相反有些直销企业却获得了长久的发展。

随着品牌化时代到来,消费者对品牌越来越重视,比较倾向于依据对品牌的好感来选择产品或服务,对于直销企业品牌也是如此,因而从消费者的角度来看,直销企业同样需要注重品牌的建设。直销企业的发展与品牌建设有非常密切的关系,这种关系表现在两者互相依存,互相促进与发展,即品牌建设的过程贯穿企业发展的全过程,品牌建设也一定程度上代表着企业某一阶段的发展程度。

这里建议直销企业品牌建设启动时间越早越好,同时要根据不同市场情况及时做出调整策略。行业中成功品牌的建设过程告诉我们,除了重视对综合投入以外,还必须对品牌建设进行周密而长远的规划。


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