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开市客(Costco)中国大陆第一家门店上海闵行区开业仅5小时被挤爆暂停业,中国母婴零售企业能否复制开市客的付费会员制?

转载来源:澎湃新闻、母婴行业观察 发布日期:2019年09月01日 经营管理

Costco在中国开出的第一家店迎来开门红。

8月27日,美国大型连锁会员制仓储式超市Costco(开市客)在中国大陆的第一家门店开业。由于到店的消费者众多,卖场内人流过大,Costco不得不临时宣布下午暂停营业。截至目前,Costco仍对入场人数进行管控,卖场内限2000人,入场时间平均需要等待2小时。

虽然Costco表示还未统计出开店首日的客流和业绩,但开业当天下午记者注意到,有现场安保人员对未能进场的消费者表示,当天的客流达到近8万人。但这一数字并未得到Costco官方或闵行官方的确认。

开业当天,Costco附近的道路因车流量过大,出现严重拥堵现象。当天,“警民直通车-闵行”官微发布消息称,对商场附近联友路段,从北青公路起南北向至朱建路临时封闭。

Costco究竟有何魔力?消费者在Costco都在抢什么呢?

会员制超市:先付钱,再优惠

1976年,第一家采取会员制的仓储批发俱乐部Price Club在美国加州圣地亚哥成立,7年后,另一合作伙伴Costco会员制仓储批发公司于美国华盛顿州的西雅图市成立。1993 年,两家公司合并为PriceCostco公司,1998年正式更名为开市客股份有限公司(Costco Wholesale)。目前,Costco在全球11个地区经营逾770家卖场。

所谓“仓储式超市”,指零售商的门店布置一切从简,大分量的商品直接用纸箱在地面上垒起,众多商品甚至没有货架。

Costco采用最简单的仓储式货架

Costco亚洲区总裁张嗣汉曾笑称,“商场都没什么复杂的装修,没人帮你摁电梯,向你问好”。除了装修简单,“仓储式超市”还主打“量大”。商场各处都是适合全家使用的大包装日用品,还有2.36米高的毛绒大熊、1.18米高的红酒杯。

会员制超市不同于普通超市的另外一个特点,就是SKU(商品品类)数量少。以Costco和山姆会员店在全球门店的平均SKU为例,其分别为3600和4500个,而普通的超市的品项可能接近一万个。Costco上海闵行店的SKU则更为精简,只有3400个。

虽然Costco的前身Price Club首创了会员制超市的经营模式,但首先进入大陆市场的是后来者——1996年进入中国大陆的Sam's Club(山姆会员店)。两者同样主打大包装、大分量产品的销售方式,消费者在进店购买前需要支付一定的会员年费。

因已经付出了299元/年的会费,为了让前期成本物有所值,Costco会员会更多选择在Costco消费,拥有更高忠诚度。

根据Perfect Price调研报告,Costco人均单次消费额136美元,并且25%的消费人群客单价在100-200美元之间,远远超过沃尔玛、Whole Foods等。Costco2018财年年报数据显示,全球会员续费率为88%。

Costco亚洲区总裁张嗣汉

在Costco上海闵行店开业前一周,张嗣汉曾透露,闵行店新招募会员上万名。按照Costco全球门店的规定,只有已经缴纳了会员费的消费者才能进入会场,但在开业当天,因消费者众多,安保能力有限,这一规定并未严格执行。有部分不知情况的消费者在得知需要会费后,在当天选择现场办理会员卡?;嵩弊⒉崆浇谋0餐嘎?,因人数过多,负责登记会员信息的电脑也一度出现故障。

门店整体

毛利率不到14%,只赚会员费

那么,既然会员制超市山姆会员店已进入中国多年,那Costco此番开张为何又受到消费者如此追捧?

“虽然看上去,山姆会员店与Costco都是采取了会员制付费的模式,但实际上两者之间有很大的不同。国内不少消费者对山姆会员店都已有所了解,但为什么Costco依然引起了如此大的轰动?”

里斯咨询全球合伙人张云接受记者采访时表示:“究其原因,正是因为山姆会员店虽然有所优惠,但这样的优惠并不能与Costco相提并论,山姆会员店靠的是赚取商品差价和会员费两种途径来赚钱,而Costco则并不希望通过销售商品赚取差价,它将自己的模式做到了极致:一方面它为消费者精选出最好的产品,另一方面它为消费者提供最低的价格?!?/p>

张云说:“站在消费者的角度来看,当他们所购买到的茅台酒甚至比烟酒店还要便宜的时候,自然会引起消费者和媒体的强烈关注?!?/p>

张嗣汉在闵行店开业前对媒体表示,Costco门店整体毛利率低于14%,大部分商品的毛利率仅为10%-11%左右。而全球来看,自成立以来,Costco利润率较为稳定,剔除极值外,毛利率保持在11%-14%,净利率则保持在1%-2%。

为Costco的利润贡献最大的,就是消费者预先支付的会员费。最新的财报数据显示,2019财年前三季度,Costco会员费收入23.02亿美元,净利润为25.62亿美元。也就是说,Costco的利润几乎全部来自会员费,Costco会员收入与净利润几乎持平。

张云说:“当Costco将SKU做到极致的时候,再加上将店铺选址选在郊区、采用相对简易但令人舒服的设计、大批量采购(由于控制了SKU数量因此能够做到大批量采购)、采取与企业合作定制款产品的模式以减少对于品牌其他渠道的影响、销售自有产品?!?这一系列举措都大幅度降低了Coscto的运营成本。

总结来看,Costco对商品的严格数量把控、质量要求和低利润的商业模式,和其全球超过9600万的忠实会员,持续向公司提供稳定的收益和投资回报。

台湾团队助力,电商铺垫5年市场

不同于传统商场的选品标准、运营模式,让Costco竞相成为模仿对象。虽然店还未开进中国大陆,但其早已声名远扬。

小米创始人雷军曾在公开场合表示,Costco是对其启发最大的商业模式之一。据此前的媒体报道,雷军曾说:“我读懂Costco的故事后很震撼,我们整天都在想,怎么不断地提高毛利率的时候,是不是进入了一个怪圈?怎么解决这个问题呢?我们要想东西卖得便宜,又想真材实料,就是必须得下功夫做全渠道、全产业链的整合。只有这个大胆的创新才有机会把成本控制在合理的范畴?!?/p>

启发了小米的Costco虽然晚到,但绝没有想过要错过中国大陆市场。早在2014年,Costco就在天猫上开了旗舰店,出售进口的自有品牌“科克兰”商品和部分其他品类,目前天猫旗舰店的SKU保持在500个左右。

张嗣汉说:“这5年时间,让我们去调整,让我们去准备,让我们去培养品牌,培养我们的团队,所以这5年是值得的。如果我们跳进来(大陆市场)什么都不懂,一定会吃亏?!倍准颐诺曷浠虾5木龆?,也来自于天猫旗舰店的运营经验。从过去5年的订单来看,Costco的主要消费者集中在华东地区,其中上海最甚。

而具体落户闵行朱建路,也是经过深思熟虑的。朱建路附近虽然距离地铁口3公里,但可驱车前往,闵行店更是配有1200个停车位,是Costco全球门店的最大停车场。此外,附近的高档社区和7个国际学校,完全符合Costco针对中高端人群辐射的选址标准。

Costco开业前新闻发布会

福布斯杂志在谈论到Costco大陆首店的成功时,还将其中一个原因归功于台湾Costco的多年经验。福布斯援引了Costco首席财务总监理查德·格兰蒂(Richard Galanti )在今年5月财报电话会上的话称,“我们很幸运,在台湾已经有了一个成功的商业模式”,并且挑选了“一些关键人物”去布局大陆业务。格兰蒂当时谈到其管理团队时,还说:“我们先从一小部分的核心团队开始,慢慢从内部将队伍壮大?!?在Costco上海闵行店开业前的新闻发布会上,曾有店内员工向记者透露,闵行店的大部分管理层为台湾Costco员工。

虽然近两年外资超市在中国大陆经营状况普遍不佳,家乐福被苏宁收购,麦德龙也频频传出要卖掉中国区业务,但Costco的大火,又让大众开始审视外资超市在华的开店之路,尤其是会员制超市在大陆地区的发展情况。

8月28日,山姆会员商店中国业务总裁文安德(Andrew Miles)在接受记者采访时表示,山姆会员店将在上海新开设6家门店,到2023年,中国将会有40至45家开业及在建门店。

而“后来者”Costco也未排除继续在华开店的可能性。张嗣汉曾表示:“开市客非常重视中国大陆市场,我们认为,这会对整个公司的未来发展起到重要作用。我们会先开一家、两家门店,看看到底发展得好不好,如果好,就会继续开。至于开多少?市场这么大,我也不知道?!?/p>

中国母婴零售能否复制Costco付费会员制?

在零售界,很少有一家零售商能把商品毛利润率做到不超过14%还能赚钱的,而Costco就做到了。从1983年开出第一家门店,如今,Costco已一跃成为全球第二大零售商,在全球拥有770家门店,年收入超过1400亿美元。

Costco不靠卖货靠卖会员

别的零售商都是靠卖货赚差价挣钱,而Costco偏偏不走寻常路,它靠卖会员挣钱,以会员年费作为核心收入来源。Costco创新性地采取了“买票入场”的方式,也就是说用户需要提前支付会员费(正式价格299元)成为会员,只有会员或有会员陪同的家人朋友,才可进入Costco消费。

Costco的会费分两档:60 美元/年和 120 美元/年。(国内会费只有一档:299元,分为金星会员和企业会员)60美元的是白卡,120美元的是黑卡。每年年底,黑卡会员可以获得全年购物2%的返现。据了解,Costco的会员资格全球可用,一张会员卡就能在全世界的Costco买买买。

有数据显示,Costco2017 财年会员人数超9030万人,收入28.53亿美元,高达全年净利润的70.64%;2018财年Costco会员费收入为31.42亿美元,几乎与会员费收入收入持平;2019年,会员数已超过9600万人。当下零售趋于流量,无论是电商还是实体零售,流量多少可以直接影响零售的兴衰,当流量运营转换为用户运营之时,Costco会员模式的成功使得会员制成为拯救线下销售?;男驴赡?。

锁定高价值客户群的定位模式:

“是否愿意支出会员费”成为区分受众购买力最简单的标准,在会费门槛之上,Costco圈定了较为精准的客户群体。Costco目标定位于中产阶级家庭和中小型企业客户,他们具有一定的消费能力,愿意为更优质的商品和服务支付一定的溢价成本,会员身份成为他们能享受更优购物体验的载体。

依赖会费而非商品差价的赢利模式:

Costco盈利点与传统企业不同,它不依靠商品销售实现自己的利润增长,而是以会员规模数量及会费总额增长来作为企业主要盈利所在。因此,续费率就决定了企业是否能生存和发展的关键,续费率越高,意味着企业的权益对付费会员具有越强的吸引力。据悉,Costco续卡率常年维持在约90%。

特制精选SKU的商品严选模式

Costco在商品上严格遵循特制精选SKU的严选模式,主要表现为极致精选、独家特制、严控质量这三个方面。一是极致精选,跟沃尔玛、家乐福商品动辄几万SKU数的大而全产品策略不同,好市多对每一个品类只精选2-3种“爆款”类型,而且都是直接向厂家定制的大包装。SKU少,价格带窄,既节约了顾客挑选比价的时间,也便于库存管理,再加上大规模采购可以压缩进货价,最后让消费者以更低的价格买到更多。

真正无理由退货的服务模式

为了检验每一个精选出的商品是否让会员满意,Costco的退货服务到了变态的程度。Costco跟消费者约定,除了电子产品、数码产品需要在购买后90天内进行退换外,其它商品没有退货期限。顾客在买完单后,随时都可以拿着商品去到门店无理由退换,而且不需要提供购物收据。

限定毛利率的定价模式

独特的赢利模式导致了独特的定价模式。Costco采取的是限定毛利率的定价模式,它对商品销售毛利率限定有两条硬性规定:第一,所有商品的毛利率不超过14%,一旦高过这个数字,则需要汇报CEO,再经董事会批准;第二,面对外部供应商,一旦别的地方比Costco的价格还低,则它的商品将永远不会再出现Costco的货架上。

严控成本费用的运营模式

在极低毛利率的运营环境下,Costco全方位严控成本费用。在选品上,一方面,精选SKU节省了预订、追踪和展示的成本,降低了平均库存成本;另一方面,每个品类较少选择往往代表着足够大的订单量和更少的品牌竞争,更利于Costco与供应商的议价。

在人工费用上,因精简SKU的深库存运营策略,Costco门店所需人员相对较少;在租金费用上,Costco店址大多设在郊区,坚持核心物业自有,以此锁定租金费用;在物流成本上,Costco门店承担了部分仓储功能,其配送中心高效运转,以此控制物流费用。

线上有阿里巴巴会员、亚马逊会员的经典案例,线下有Costco和孩子王会员模式的成功,似乎都使得会员制充满了无尽的可能。当流量红利消失,新用户不会出现爆炸性增长时,母婴零售企业能做的就是切换经营思路,把注意力放在如何更高效的留存老用户上,尽力挖掘自己的会员矿。

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拿望远镜看未来

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应该好好查查鹏远到底是个什么样的公司,这分明是想逼良为娼的节奏嘛。教育再也经不起折腾了,青年学生是祖国的未来,需要全社会的人文关怀。校方如此作派,不单吃相太难看,就不怕寒了莘莘学子的心?将来提到母校,在他们的心里有挥扫不去的“阴影”,且不再引以为傲。

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