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        苏宁易购已与贵州茅台正式签约,能否打破“一瓶难求”局面?

        2019年09月26日 16:46:20字号:T|T

            苏宁易购已与贵州茅台于9月24日正式签约,成为贵州茅台酒指定的电商销售平台之一。

            与茅台签约结束之后,苏宁将快马加鞭,与贵州茅台完成货品对接,尽快完成全国24仓的铺货。

            出台防刷单措施卡黄牛

            早在去年12月底,苏宁控股集团党委书记、苏宁易购副总裁王哲就曾带队访问茅台集团,双方就如何借助苏宁线上线下的平台销售模式,围绕酒类主业思考营销模式的建立、业务的合作进行了交流和探讨。

            随后,苏宁易购和天猫分别入围了贵州茅台酒的全国综合类电商公开项目。这也是茅台酒首次面向综合类电商渠道。

            另有业内人士透露,苏宁易购此次将推出的茅台酒线上售卖店,应该会与其线上目前已有的“茅台苏宁自营旗舰店”区分开。

            对于消费者关心的物流配送问题,知情人士也表示,苏宁强大的物流服务体系,将切实保证茅台酒安全、快速地送达消费者手中。目前,苏宁物流准时达服务已覆盖全国200个城市,90%以上地区可实现当日或次日达。

            此外,据了解,苏宁物流作为全自建物流,是国内首批提供供应链全流程服务的企业,不仅实现了智慧无人运营生态,而且通过数字化技术实现产品溯源、24小时监控、内部全链路跟踪,可以有效杜绝商品调包问题。

            值得一提的是,针对茅台酒的售卖,苏宁易购此次出台了专门的防刷单的措施,通过防控策略杜绝模拟器、脚本等机刷行为,同时对每位用户增加限购规则,保障消费者可以购买到平价茅台酒。

            另外,天猫方面日前也透露,已为贵州茅台专门打造了恶意行为防控工具,将对黄牛进行识别预警和事先拦截。

            能否打破“一瓶难求”局面?

            此次与天猫及苏宁易购合作并不是茅台第一次希望用电商手段将黄牛扼杀在源头。早在2017年9月份,茅台就上线了自己的茅台云商平台,结果上线的大部分53度飞天茅台被蜂拥而来的黄牛抢购一空。

            今年中秋节当天,茅台集团党委书记、董事长李保芳在暗访贵州省六盘水市一家茅台专卖店时,对消费者曾说到:“茅台酒是拿来喝的,不是拿来炒的,请不要做‘黄牛’,不要非法倒卖茅台酒。”从中可以看到茅台对于打击黄牛的决心与力度。

            茅台此次面向综合类电商渠道投放,正是为了通过电商的公开招标,深化与电商平台的合作,扩大渠道,推进营销渠道扁平化,解决普通消费者的购酒需求。

            中国食品产业分析师朱丹蓬对此分析道,从茅台过去的销售渠道来看,基本上都是通过经销商-分销商-终端这么一个模式,对于电商等c端基本上没有什么布局。所以要打破一瓶难求的局面,唯一的办法就是渠道多元化的布局。

            “尤其是要加大c端的比例,所以我们可以看到李保芳上任以后对于经销商数量的削减,包括对于不良经销商的处罚力度都非常大,因为茅台酒配额有限,所以要通过不断地砍掉经销商来回收配额然后直接投放到c端。再通过对c端投放力度的加大,使得经销商这个群体对囤货以及控价的能力下降来打破一瓶难求的局面。”朱丹蓬认为,现在的关键是对于商超、电商来说,茅台酒总的投放量是有限的,目前只能治标不能治本。并且如果贸然扩大产能,质量可能就跟不上,所以只能循序渐进,当c端占比能达到70%左右的时候,就没问题了。

            朱丹蓬还认为,通过渠道多元化的持续实施之后,茅台的经销商会向规范化、流程化去改进,对于降低茅台整体风险会有比较好的一个支撑作用。

            香颂资本执行董事沈萌对此表示,电商渠道还是无法有效杜绝黄牛,因为茅台的利差太明显,会刺激黄牛加大投入抢货源再转卖牟取暴利。因此电商平台需要加大对刷单的查处力度,不然还是无法起到控价的作用。 

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