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    香飄飄奶茶被指營銷過度、研發不足 欲開實體店“自救”
    作者:中國板報網    來源:www.cqrgzs.com    點擊數:    更新時間:2019/1/25

    K圖 603711_1

      “香飄飄奶茶要開實體店?”近日,香飄飄食品股份有限公司(以下簡稱“香飄飄”)的一則公告引起了業界猜想。香飄飄的公告稱其全資子公司蘭芳園食品有限公司擬出資5000萬元設立孫公司蘭芳園餐飲管理有限公司,經營范圍為小吃服務(經營范圍以工商行政管理部門核定為準)。對此有業內分析稱,香飄飄目前的銷售增長主要依賴大手筆的營銷,其液態奶業務也未能達到預期目標,公司面臨著營銷過度、研發不足的瓶頸。這次設立孫公司則業內解讀為香飄飄想要通過涉足奶茶店業務,來帶動業績增長。香飄飄董事長蔣建琪在隨后的媒體采訪中也透露,線下門店將成為香飄飄產品創新的“實驗室”,選址將優先考慮華東和華南市場。

      營銷過度、研發不足香飄飄發展遇瓶頸

      明星代言,冠名綜藝……一系列的營銷手段讓香飄飄的廣告語街知巷聞,在創造了漂亮公業績的同時也給業界留下了營銷過度的印象。據長江商報報道,從往年業績表現來看,香飄飄同期的廣告費用基本上接近或高于當期凈利潤。從2014至2017年,其凈利潤分別為1.85億元、2.04億元、2.66億元和2.68億元,而廣告營銷費用分別為3.33億元、2.53億元、3.59億元和2.3億元。2018年前三季度,香飄飄的銷售費用達4.62億元,是凈利潤的5.5倍,占營收的27.5%。

      而且與廣告費用形成鮮明對比的是其研發費用,2017年,香飄飄研發費用為1390萬元,同比增長117.40%,但研發投入費用只占營收總額的0.53%,僅為廣告費用的6.04%。

      新京報的報道稱,業內認為香飄飄面臨著創新瓶頸。雖然香飄飄在2017年上市了液態奶的新產品,但從結果來看并未達到預期目標。根據香飄飄2017年財報顯示,公司2018年液體奶茶預計實現銷售收入6億元左右,同比增長150%。但香飄飄2018年第三季度報告顯示,2018年1-9月香飄飄液體奶茶收入為1.59億元,未完成年銷售目標的三分之一。對此,香飄飄相關負責人表示,液體奶茶相關數據還未到披露時間,目前不能定論其不能完成目標。液體奶茶作為公司戰略產品,從產品品質到包裝方面符合消費升級的趨勢。但液體奶茶8元-10元的定價,與香飄飄現有的三四線城市渠道存在一定落差,規劃方面一定程度上出現偏差。

      此外,香飄飄在銷售渠道和市場競爭中也遇到了不小的阻力。國際金融報的報道稱,在消費升級的背景下,健康消費的需求愈發突出,這對不知從何時起已被貼上“不健康”標簽的杯裝即沖奶茶無疑是沉重的打擊,這種產品正式香飄飄的最主要產品之一。于此同時,喜茶、鹿角巷等新式茶飲店也這在用更好的用戶體驗和更新穎的營銷模式于香飄飄形成了激烈的競爭。

      在商超渠道,香飄飄也同樣遇到了一些問題,蔣建琪稱,目前麥德龍、歐尚等超市比較強勢,不僅門檻高,費用也高,但“羊毛出在羊身上”,想確保雙方受益,銷售終端的零售價就會隨之提升,但是消費者不會“傻傻買單”,這就造成了一個惡性循環。

      開實體店、發力線上香飄飄多方謀出路

      面對問題,香飄飄已經開始了多種方式的“自救”,開實體店就是其中一招。北京商報的報道顯示,香飄飄相關負責人表示,未來如果有合適的時機,會嘗試進入線下奶茶經營領域。但這一業務現階段仍處在前期規劃及論證階段,尚無具體計劃及相應的時間表。

      據國際金融報報道,2008年前后,香飄飄董事長蔣建琪曾在老家湖州南潯開過兩家奶茶店,但之后因其聚焦杯裝奶茶的發展,又將兩家店關閉,如今的動作可以算是重操舊業。蔣建琪對此表示,線下門店扮演著“市場實驗室”的角色,主要為香飄飄的產品創新服務:公司研發新產品可以先在線下門店“試水”,以觀察消費者對新品的反應,然后再決定該產品是否上市,從而降低風險和減少損失。

      對此一些業內人士也表達了自己的看法,新京報的報道稱,營銷專家路勝貞指出,奶茶店競爭激烈,門檻低,并且網紅奶茶店已沒有新鮮感,熱度降低,且店面運營成本高,因此香飄飄不會輕易鋪開線下奶茶店,不過借助樣板店面吸收消費者信息,對香飄飄是一個很好渠道。但這一渠道不能泛濫,如果多了,投入增多,市場也不會很好。

      此外,香飄飄還在線上渠道開始發力。據蔣建琪透露,香飄飄在杭州設立的營銷中心專門選址于阿里巴巴總部旁邊,吸引電商人才是其主要目的之一,如今香飄飄的電商負責人正是來自阿里。

    (文章來源:中國經濟網)

    香飄飄奶茶被指營銷過度、研發不足 欲開實體店“自救”

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