书写60年传奇 逆生长的“新安利”
2019-06-19
来源:直销专业网
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在经历了最近一轮为期4年左右的战略调整后,安利凭借中国市场的企稳反弹,以及北美和亚洲其他主要市场的回暖,2018年全球业绩实现2%的增长,安利(中国)实现3%的增长。

安利60周年生日

美国安利公司董事会联合主席德__狄维士和史提夫·温安洛在安利60周年庆典活动中

2019年,安利迎来了全球成立60周年的生日,前不久在美国拉斯维加斯举办了万众沸腾的60周年庆典活动。安利董事会联合主席德·狄维士在活动中表示:“当我们展望一个激动人心的未来时,我们的价值观始终保持不变。社交电商、数字化和产品创新的变革,将有助于安利在快速变化的全球市场上更具竞争力”。

“巨轮调头”深化直销基因表达

安利创始人杰·温安洛和理查·狄维士年轻时的合影

1959年,理查·狄维士与杰·温安洛两位挚友,在美国密歇根州亚达城的一间地下室,携手创了安利公司。60年的岁月长河中,安利历经了不同经济周期的发展,见证了从大规模工业生产到信息技术、互联网技术的升级,积累了深厚的品牌底蕴和企业实力。60年的发展并非一马平川,安利对于经济形势、行业形势始终有着专业的预判,对于自身在每个阶段的发展起伏也有所研判,贯穿60年,安利展现了行稳致远的战略定力和战略驾驭能力。

1992年安利(中国)工厂奠基仪式

安利投资中国的奠基仪式

迄今为止,安利已在世界100多个国家和地区开展业务,是全球最大的直销公司,拥有近2万名员工、120多万营销人员。1995年,安利正式进入中国市场,自2002年以来,安利中国连续16年成为安利全球最大市场,成为外资直销企业本土化的成功范本。安利董事会联合主席德?狄维士先生曾连续11年出席中国发展高层论坛,主张安利加大对华投资,倡导贸易全球化。

安利做出的每一项战略抉择,都包含着对行业趋势的敏锐嗅觉和对自身量体裁衣的应对策略。随着外部环境的沧桑巨变,安利主动寻求新商业模式的迭代,使其商业模式在不同的商业环境下做与时俱进的基因表达。变革的同时,安利始终保持自身底色和基因不变。这种底层逻辑的设计,确保了安利在深化基因表达、升级直销业态的过程中不会偏离正轨。

近年来,中国在互联网技术的快速发展下,塑造了全新的商业形态。尤其是从2014年以来,线上支付、物流建设进入了高速发展的快车道,在互联网新技术和新业态的支撑下,社交电商、社群经济随之兴起,O2O、新零售等概念成为业界大佬争抢的风口。在此环境下,安利决定加速转型,用体验化、数字化、年轻化布局未来。

对于规模较小、发展较缓的直销企业而言,转型不算难事,毕竟小船调头相对容易。可对于直销巨头安利而言,转型工作务必慎之又慎,不仅需要对自身优劣了然于胸,更需要对未来发展路径找准方向。彼时,国内绝大多数直销企业仍然在专心致志地拓展团队规模,而安利这艘巨轮已经进入加速转型的阶段,安利全球执行副总裁及安利大中华总裁颜志荣希望通过全面实施体验化、数字化和年轻化战略,推动传统直销模式转型升级,为营销人员打造O2O大众创业平台。

弄潮新时代 孵化高质量社交商业

直销成熟的基因在于社交和社群,在于人。任何事物的兴起看似是一瞬之间,但实际上都是有迹可循的。谈起当下最为火爆的一种商业模式,非社交电商莫属。目前来看,虽然市场上的社交电商平台正如雨后春笋一般破土而出,且比比皆是,但这一领域仍然处在发展的初级阶段。

营销人员在社群活动中,分享产品和生活方式

安利基于社交商业领域的探寻和尝试很早就开始了,如今它的发展已达到融合线上线下更深层次的社交,是更丰富、更多元、社群化更完善的社交商业。与大部分拼团类、零售类等形态的社交电商平台相比,安利推出的“安利云购”和“安利微购”,更提倡基于兴趣爱好和生活方式而形成的社交,这是更高质量、高层次的社交。安利孵化的社交商业,更符合社交电商更高阶段发展的方向。

安利式“新零售”变革之路也随即展开,从数字化、体验化、年轻化,到以拓展忠实顾客、培养年轻营销骨干为核心战略,整合直销传统优势,打通线上与线下的通路,有效利用移动电商和社交媒体,全面赋能其营销人员。

在线上,安利准确把握移动社交电商风口,将“安利云购”和“安利微购”打造成中国颇具规模的自有电商平台。在物流端,安利与京东合作,实现一、二线城市24小时内送货到达,进一步升级消费者体验。在线下,安利逐步将遍布全国的266家自营店铺升级为线下体验实体,改造成体验馆、体验店和服务中心。

安利在北京的旗舰体验馆位于集时尚、潮流于一身的三里屯,占地面积超过5000平方米,分为上下两层,颇具当地特色的设计风格引人入胜,宛如我们理想中的品质生活样板间。场馆分为纽崔莱、雅姿、家居科技等体验区,除产品展示外,人们可以在纽崔莱体验区学习瑜伽,在雅姿专区DIY靓丽的妆容,在家居科技区享受美食烹饪课程。“美妈会”“乐跑族”“美食派”等一系列丰富多彩的社群活动,也可在体验馆内开展。

至今,安利体验实体已覆盖全国核心城市、大部分省会城市,以及区域、省域经济中心城市。这些线下体验实体,与安利线上销售渠道及营销人员的人际销售体系相整合,向人们提供了集品质生活、社会交往、个人成长、轻松创业于一体的服务,构成场景化、定制化、多元化的体验生态系统。

截至2018年,安利绝大部分业务已迁移至线上,超过80%销售额来自互联网端。在即将到来的5G时代,安利会在产品线、服务和社交商业等方面实现进一步的升级,完善线上数字化平台。未来,安利还将不断升级数字化矩阵,比如对顾客的行为进行记忆与分析,智能化推荐产品,精准化满足和引导消费需求,从而为消费者提供更加流畅和便捷的线上体验。

“新安利”风华正茂少年时

2014年加速转型,安利通过“体验化、数字化、年轻化”的战略革新到安利生活圈及社交电商,成功打造了“一部手机、一个兴趣、一群朋友”的安利2.0创业新模式,一个和过去不一样、更加风华正茂的“新安利”诞生了。

安利式创业

1959年创立以来,安利始终坚持做大众创业平台,全面赋能创业者。在这样一轮变革、升级、聚焦的战略转型过程中,这一核心价值观也不会改变。在这个体验经济的时代,安利结合直销本身在体验方面的优势,借助新的技术和新的商业理念,焕发新的生机,让消费者更喜欢、更信赖,帮助安利创业者轻松、高效展业。

安利通过产品解决方案、线下体验馆、电商平台、教育培训、内容生产、品牌建设、线上社群等,赋能营销人员根据自己的兴趣和优势经营自己的生态圈,让“新安利”成为令人向往的美好生活集合站,打造出安利的新人设。对此,安利(中国)总裁余放表示:“消费者需要的不仅仅是产品,而是融合产品和服务的个性化解决方案,甚至是生活方式、情感互动、个人成长,社群经济和社交电商帮助新安利的新零售驶入了快车道。”

新安利将聚焦的目光投向年轻群体。在年轻化战略的推动下,安利找到了与年轻人沟通的方式。2011年,安利为年轻营销人员建立了专属的业务平台“青英荟”,主张以活泼有趣的形式开展产品及服务技能培训,吸引了大量80后、90后参与其中。在产品设计和营销策略上,安利也与年轻用户建立了紧密的情感链接。2017年9月,安利正式推出符合年轻人口味的运动营养饮料XS,并创下29小时售出1000万罐的佳绩。2018年9月,安利雅姿冠名的美妆综艺秀《口红王子》不仅掀起了新一轮美妆热潮,更是彰显出一个活力四射的新安利形象。

安利深知,持续优质的产品永远是企业立身之本。因此,立足产品品牌优势的新安利,在未来将持续打造市场新“燃点”,打造更为个性化的产品解决方案、更强劲的品牌新格局。

我国曾在大众创业、万众创新热潮的推动下快速进入了创业新时代,直销作为一种理想的小微个人创业途径,其价值也逐渐凸显。从19592019,无论行业形势如何变幻,安利对自身的定位始终是打造满足创业者需求的大众创业平台。安利有一项2025战略目标,即到2025年,在安利平台上的成功创业者数量比10年前翻一倍。

随着颜志荣和余放跻身安利全球执行管理层,安利中国数字化建设的步伐领先于安利全球,安利中国正为安利全球其他市场输出源源不断的“中国智慧”,为“新安利”的腾飞插上一双强有力的翅膀,书写下一个60年的传奇。


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