服装业网络直销大环境:
随着我国电子商务基础环境的日益成熟,服装业网络直销的商业模式已经由最初的构想转化成具有明确的盈利模式的商业形态。并且,在服装网络直销领域已出现了多家成功运营的典范企业。
然而,相对于部分欧美国家服装零售领域超过20%的市场份额属于网络直销的现状,我国-
服装业网络直销市场发展空间非常庞大。
因此,无论是拥有庞大传统服装营销渠道的大型企业或是处于起步成长阶段的服装品牌商,网络直销是一个市场前景广阔、充满机遇的发展领域。
服装行业企业主面临的困难:
市场品牌竞争激烈
利润率下滑
小批量、多品种生产需求增加
成本提升,库存周期缩短的压力不断增大
传统市场准入门槛提升
国产品牌服饰不断发展壮大,市场竞争日趋激烈;在竞争和成本的双重挤压下,众多服装厂商的平均利润率下滑;终端消费人群需求不断细分,小批量、多品种生产需求增加。与此同时,消费端对质量、款式、设计生产周期的要求也在不断提高;原材料、生产资料、渠道成本提升,库存周期缩短在成本控制中成为首要解决的问题之一;市场竞争激烈,规模效应、品牌建设成本等因素进一步提高了传统服装行业市场的准入门槛。
服装业网络直销电子商务的根本目的:
多年以前,服装业信息化建设已经为企业主们所关注,ERP、供应链管理系统、各类进销存管理系统在协调企业内外部资源调配、节约企业成本方面起了极为重要的作用。
当互联网发展深入到直接影响我们的生活和日常购买行为时,电子商务蓬勃发展起来。区别于早期信息化建设的目标,服装业网络直销电子商务的根本目的在于以下四方面:
通过网络渠道实现、提升服装产品销售额
加速抢占网络直销市场份额,进而提升传统市场品牌影响力,催化整体市场占有率
建立起极致压缩中间渠道的直销模式,降低渠道成本;加强厂家与消费端的接触,获得即时市场信息,进而根据反馈在设计生产环节对市场信息做出快速反应,压缩设计、生产、库存周期
绕过庞大的生产资料投入与渠道开发门槛,以低成本短周期电子商务模式切入服装领域,
几个核心关键点:
如何选择、设计、开发、导入网络直销电子商务平台,迈开网络直销的第一步?
如何通过有效的信息数据交换,将电子商务平台的销售数据与企业ERP、SCM整合,提高效率、节省成本、整合应用企业资源?
如何通过网络营销提高销售额,实现有效的客户关系管理,塑造企业品牌?
平台主要功能需求与实现:
服装业网上直销电子商务平台归属B2C电子商务范畴。
网络直销电子商务平台涵盖互联网网络应用技术、网络安全及系统安全技术、数据库及应用集成技术,平台建设必须为企业ERP等后端系统整合预留足够的空间,并为网络营销方面做充分的考量。
需要强调一点:服装业网络直销电子商务平台是一个整合了产品销售、产品管理、市场与销售信息入口、数据统计分析、营销推广、客户关系管理等功能模块的经营性平台。因此,系统功能的开发与实现应满足企业长期经营运维的需求。
基于广州博商软件ProBIZ Merchant One 电子商务解决方案架构上,服装业网络直销电子商务解决方案包含以下几个核心模块:
销售管理模块:
从上架陈列开始,商品便进入了销售环节。如何说服消费者接纳选购,这一环节最为关键。因此,完全可控的商品陈列管理、多样的的促销管理、自动及半自动的产品推荐管理、捆绑销售管理、礼券管理、推荐榜单管理、订单与购物车管理等管理功能是该模块的必备。
除此之外,随着口碑营销以及社区营销对消费者的购买抉择影响加大,集成了产品反馈评价等互动Review功能的平台功能也应逐步导入。
要点:
广州博商认为传统渠道的服装销售管理已经相当成熟,针对服装产品的特性,平台中需要注意两个要点:
第一,由于同一款服装拥有多个颜色和尺码,因此,在销售管理模块中对尺码、颜色的管理应加强并细化;
第二,服装产品陈列技巧方面应向模特展示方向发展。通过更清晰、更简易、多角度的产品展示,弥补远程商品选购的直观性欠缺的不足,提升购物体验,促进销售达成。
产品管理模块:
与服装销售门店类比,产品的上架、撤架控制、临时库存管理、缺货报警等功能在电子商务平台上得到更好实现,极大的提高了人工处理效率。使得产品在整个进销存链条中流通更快更顺畅。
要点:
博商认为作为企业级的电子商务平台产品管理模块,有三个要点:
1,满足海量级别的商品数量与商品品种管理
2,产品管理自动化程度高,实时性高,能即时显示产品的销售与库存状况
3,产品搜索功能完备
内容管理模块:
网络直销电子商务平台必须具备厂家与消费端的互动功能:
一方面厂家有大量的新品信息,潮流资讯,活动信息等文字及多媒体内容通过平台展现;
另一方面,消费端需要信息反馈通道传达类似投诉、需求、市场调研反馈等信息。
要点:
1,服饰类产品应集成多媒体展示
2,内容管理模块需充分考虑搜索引擎优化
3,操作简便,易于更新与维护
客户管理模块:
会员管理、积分管理,当市场竞争发展到极致后,直复式营销将成为企业长期获得顾客忠诚度的最根本手段。整合了CRM系统的电子商务平台能为企业的销售额、品牌创造不可估量的价值。
要点:
1,良好的兼容性,前端的客户数据如何与企业的CRM系统实现无缝结合;
2,丰富的接口,通过平台的整合功能实现EMAIL、无线信息、直邮递、呼叫中心的整合。
以上几大模块紧紧围绕网络直销的需求设计,是服装业网络直销实现的基本前提。
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