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      是如涵的張大奕,還是張大奕的如涵?

      2019/7/1 15:07:01      點擊:

      YKK拉鏈www.www.suryaabaditek.com】被稱為“網紅電商第一股”,還有一個更響亮的外號,那就是“張大奕背后的公司”。

      本公司成立五年來,張大怡在舞臺前,韓如在舞臺后。這導致今年上市前,沒有人知道張大奕,但很少有人知道韓寒這樣的人。

          這很像進入2017年。當時,世界上被稱為“超級網紅”的羅振宇,卻不知道自己創辦的公司,也不知道支付APP的主要知識YKK拉鏈。也就是在那一年,羅振宇提出要“殺了”,全面實施“給羅振宇”。

          的確,在該公司成立之初,網紅可以帶來飛速增長的紅利。但當一家公司的形象只是一個網絡名人時,它的增長很快就會觸頂。這就是為什么如翰一直受到批評的原因。

      也許意識到問題的嚴重性,在2019年,如翰開始像“get”一樣“go to zhang dayi”。

      近日,如汗發布2019年度財務報告,GMV 29億元,同比增長39.9%;凈利潤11億元,同比增長15.4%

         如翰將這種增長歸因于“平臺模式”的發展。

         不同于以KOL的名義經營網店,平臺模式是讓KOL通過推廣第三方品牌和產品來獲得服務收入。后者占成長,意味著如韓“留張大義準備”的初步成果。

      沒有像韓章大義那樣的人vs沒有像韓章大義那樣的人

          張大奕被用來與范冰冰相比,是最網紅的。而張大奕和如翰的親密關系就像范冰冰和唐德的影視作品一樣。

          如翰成立于2001年。它的創始人馮敏(音譯)做過通信和SP(服務提供商)2011年,他和妻子陳思嘉進入女裝行業,在淘寶上創立了自己的品牌“麗貝林”。三年后,當日倍林的銷售放緩時,這對夫婦決定試一試。

          該店獨家模特張大怡也在照片中。此時,她除了在微博上擁有30萬粉絲外,還擁有了自己的淘寶店“my happy wardrobe”。雙方一拍即合,開始更加密切地合作。

          如果韓大力打造張大奕,并支持“我的快樂衣柜”。一年半后,張大奕擁有了400多萬粉絲,單首《雙十一》的銷量就超過了1億。2016年,門店年銷售額超過2億。這被視為“網紅經濟”爆發的開端。

      張大邑

          如翰招股說明書顯示,2017年、2018年和2019年前三季度,張大奕分別占如翰總收入的50.8%52.4%53.5%

          為韓等人帶來財富的同時,張大怡自己也意識到了財富的先進性。現在它是由ruhan控制的CMO,擁有13.5%的股份和2.7%的投票權。根據如翰目前的市值,張大奕的個人財富超過2.5億元。

        在2016年的網紅排行榜上,張大奕位列第二,頂級網紅已經養成。

        問題是,沒了如涵的張大奕YKK拉鏈,依舊是張大奕;沒了張大奕的如涵,將走向何方?

        反觀今年6月上市的美國網紅電商公司Revolve Group,目前其市值為23.47億美元。

        市值十倍于如涵的背后,是它并不高度依賴任何一個網紅,它依賴的是一張網紅網絡。

        據悉,Revolve會給全球網紅寄去免費的衣服上海YKK拉鏈。網紅在社交平臺分享,拍攝的照片也供Revolve在產品頁上展示。

        有別于如涵自己養成網紅,Revolve偏好“雇傭”。目前,公司與全球超3500個網紅合作,并已實現盈利。

        如涵的自我革命

        從如涵上市后的首份全年財報透視,馮敏等一眾高管早已意識到了“淡化張大奕”的重要性,并在為此付諸努力。

        2019財年,如涵頂級KOL數量為3個,成熟KOL的數量從2018年的7個上升為8個,新興KOL的數量從2018年的73個上升為117個,總數從83個上升為128個。

        如涵確實在努力打造新興網紅,從其投入可見一斑。

        2019財年,如涵的銷售和營銷費用為2.05億元,同比增長40.7%。對此,如涵表示,主要是由于孵化、培養KOL的費用增加,以及在內容制作和相關培訓方面的投入增加。

        由于營銷投入過大,盡管2019年如涵GMV20.45億元增長到28.61億元,但依舊沒有擺脫虧損的狀態:2019年,如涵應占凈虧損額為7450萬元。

        每年數億的費用狠砸,如涵是想制造更多的“張大奕”,不過這需要一定的運氣、概率,以及更多的時間——頂級KOL中的蟲蟲和大金,似乎目前也還尚不具備張大奕的影響力。

        于是,如涵另謀出路,這條出路就是“平臺模式”。

        2018年,如涵提供平臺模式、亦即為第三方品牌與商品進行推廣的KOL數達到了122個,同比上年的57個,增長110%。此類模式合作的品牌從166個增長為632個,第三方網上商品的GMV1億元增長為7億元,同比增長600%

        與此相對應的是,公司以KOL個人名義運營的在線商店數目從86個降低為56個,GMV19.44億元增長為21.47億元,同比僅增長了10.4%

        兩者相較,輕重立判。

        全方位服務模式更依賴KOL個人的微博、抖音等粉絲積累;平臺模式則是匹配相應的KOL與第三方品牌、產品,幫助第三方進行宣傳。這更為輕盈,也讓公司對KOL更有掌控力。

        2019年,得益于平臺模式的發展,如涵營收增加,虧損同比大幅減少28.4%。資本市場對此的反應也很直接:在財報發布當日,如涵股價大幅飆升,盤中最大漲幅超30%

        這一次,資本市場至少理解了如涵所要講的故事。

        如涵還有哪些想象空間?

        2014年,“網紅電商”的概念尚未興起YKK拉鏈,馮敏與陳思佳夫婦就已選定這條賽道,其商業嗅覺堪稱靈敏。

        由此,如涵抓住了網紅1,0時代的先機,并順勢成為“網紅概念第一股”。

        當時間進入到網紅2.0時代,如涵又將如何應對?

        論當下淘寶帶貨能力最強的內容板塊,淘寶直播定是其一。

        這項起源于2016年的業務,發展極快。關于此,有數字可以作證。2018年,81個直播間成交過億,相當于每個直播間都是一家成功的企業。

        薇婭是《淘榜單》達人榜直播第一名上海YKK拉鏈,她創造過單場當天破3.3億的記錄。這近乎如涵一家在線店鋪一年的GMV

        而公參記者在查閱最近一月的《淘榜單》后發現,不論是微淘、直播還是短視頻的達人榜,如涵旗下的KOL均不在前50之列。

        簡而言之,如涵還停留在網紅1.0階段。其商業路徑為:網紅經濟公司培養微博紅人,紅人在微博上通過原生態內容吸引粉絲進入淘寶店鋪,公司提供整套的供應鏈服務,而后進行變現分賬。

        但相較于直播等2.0模式,1.0的效率和效能偏低。

        如涵也在往第二代網紅如李佳琦、薇婭的方向走,然而步伐還是慢了些。

        其對淘寶玩法挖掘不足的另一證明在于“微淘”。在重視私域的當下,微淘的運營至關重要。公參記者發現,張大奕的微淘粉絲數為1045萬,但其每條內容的閱讀數卻在兩三千左右,互動數也僅十幾條。

        諸如此類是如涵的不足,從另一個角度看,恰恰也是它增長的機會。

        如涵不必離開張大奕,但應隨時做好沒有張大奕的準備;如涵可以在原先的網紅制造和運營道路上一路狂奔上海YKK拉鏈,但也應該保持對當下新玩法的敏銳性,一如當初率先豎起了“網紅電商“的大旗。

        作為網紅電商第一股,所有的河,如涵都需要自己趟過去,且看它會打開一個怎樣的未來。蘇州仁翔YKK拉鏈公司擁有絕對的廠家配合資源,長期為全國服裝服飾及外貿公司及企業提供最專業的售前,銷售及售后服務。YKK樹脂拉鏈上海YKK拉鏈


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