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        华为在深圳开出首家全球旗舰店 这也是华为的第一家直营店

        2019年09月30日 09:38:41字号:T|T

            在一二线城市“人海战术”变得不再奏效时,争夺“Mall王”开始成为新的热点。

            近日,华为在深圳开出首家全球旗舰店,这也是华为的第一家直营店。换言之,从选址、设计、投建、销售以及售后等都由华为的员工一手操盘。

            “店内拥有120名员工,来自酒店、航空、艺术等不同领域,可提供多国语言服务。”华为消费者业务CMO朱勇刚在接受包括第一财经在内的媒体采访时表示,华为不再将这种店铺称之为“零售店”,并且不会以销量作为KPI考核。

            “比起一家店赚不赚钱,华为更看重的是用户净推荐值NPS(Net Promoter Score)。”朱勇刚说。

            据记者了解,2020年,华为将在中国再开设3家旗舰店,海外开店计划也在筹划中。

            【推荐阅读】

            2万字实录!任正非详解"卖5G"和发债背后的故事

            任正非:不担心有公司把华为打垮 真把华为打垮我才真高兴

            “人海战术”不再奏效

            随着手机市场竞争的加剧,国产手机品牌在过去两年遭遇了一次结构调整,“倒三角”到“T形”格局的分化变得越发迅速,具体表现为头部品牌继续扩张产品线,腰部品牌空间大幅压缩,规模受限,小品牌产品与消费者形成断层,渠道难以渗透,市场活力大幅减弱。

            再加上消费者的换机周期从原来的12个月拉长至24个月,甚至是26个月以上时,“街铺式”的零售网点以及导购员扎堆的“人海战术”变得越来越难打动消费者。

            Canalys分析师贾沫认为,国产四强在一二线城市的竞争更加胶着,体验营销将成为未来终端店面吸引消费者的重要方向。

            在华为看来,也是如此。“该店有40%左右的面积专门用作体验和交流互动区域,在刚开始的设想中,甚至希望打通一楼去掉玻璃隔阂,让消费者可以自由进出。”朱勇刚对记者说。

            记者注意到,华为全球旗舰店位于深圳的流量商圈万象天地,为三层的独栋建筑,外立面采用了大面积高透玻璃,边角采用圆弧设计,看上去像一个精致的玻璃樽。此外,半开放阶梯连接着时光广场及周边环境,打破了店铺的“边界”。

            曾经赢得众多设计大奖的法国设计公司Saguez & Partners是这间旗舰店的设计者,该公司零售与互联总监Ceeile Poujade对记者表示,以往的零售店就是销售产品,设置购物点,促使客户购买,但当代销售要融入社交、沟通等元素,简称HOSPING,即hospitality & shopping。

            朱勇刚对记者表示,旗舰店是一个尝试,华为将其定义为和客户零距离沟通、收集用户反馈的场所。每个月,还将邀请艺术家在旗舰店内开展艺术沙龙活动,了解艺术家如何通过华为产品创作。

            打造渠道“样板”

            全球旗舰店对于华为的另一个意义在于它是华为的第一家直营店。换言之,这是华为自己第一次跳入渠道的“深水区”。

            在2016年,华为消费者业务CEO余承东在接受媒体采访时表示,全国地级市500个左右,县级市2100多个,乡镇4万多个,但华为2016年的目标只是覆盖了县级的一半。“尽管在中低端市场上的一些机型单品销量已经过千万,但实际上,华为在五六线乡镇级市场的渠道覆盖还不够。”

            随后华为加快对全国网点的铺设,但和其他厂商不同的是,华为还是选择通过合作伙伴去铺设零售渠道。在高管看来,重资产的模式,对于初入零售行业的华为并不是适用。

            “到现在我们压力也不小,这次对旗舰店的投入费用非常大。”朱勇刚表示,一堆理工男投入到了零售行业,什么都要学习。

            但对于此时华为来说,直营店是没有退路的选择。

            可以看到,从苹果旗舰店、小米之家到这两年开设的OPPO超级旗舰店以及vivo品牌概念店,头部厂商对于渠道的投建越来越重视,纷纷主导组建了类似零售集团事业部的部门。

            vivo的一名渠道负责人对第一财经记者表示,当80后、90后、00后逐渐成为中国消费市场的核心消费群体时,新一代的消费革命也正在发生。从消费特点上看,他们更重视购物过程体验,希望与品牌商及零售商建立交易关系之上的信任感和亲密感。“所以我们取消了以往零售店传统的销售陈列式、专卖式的分区,而是在场景化的空间中浸入产品。”

            “我们希望做出一套样板,从零售、服务、体验全面进行的高端化。”华为内部人士对记者表示,打造全场景智慧生活体验是公司未来五到十年的战略,这家全球旗舰店也是华为全球化直营体系布局的开端,目前已经在加快国内重点区域的选址,但授权加盟模式仍然是华为重要的渠道模式,可以实现快速覆盖。

            贾沫认为,过去手机厂商常用的销售模式将随着新消费族群的出现及传统渠道的成本提高而逐渐地失去其杀伤力,取而代之的是什么,每一家都在探索。

            值得注意的是,各种专卖体系的占比持续提升至20%,与此同时随着单品利润的下降和整体市场的不景气,一些成本压力比较高的店面临着盈利压力。

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