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第四百二十五章 线下比线上贵(1 / 2)

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方哲一番话,可谓是振聋发聩!

在座的所有高管都意识到,的确,现在是小米发力线下的最好时机,倘若错过现在智能手机浪潮席卷全球,诺基亚等老牌手机厂商溃败,各大手机厂商诸侯混战抢市场的大好时机,再过两三年,可能比现在还要难做!

再接下来,方哲提到的一个关键点,让所有的高管们都认识到,似乎小米现在不做线下,都不行了,那就是,售后!

不管小米在线上卖的多好,线下都必须开设足够数量的售后维修店,因为这直接关乎到小米的品牌口碑和服务质量,不管小米手机做的再好,性价比再高,倘若手机售后跟不上的话,那必然要被消费者诟病,甭想着再有回头客买小米的产品。

所以,从去年小米M1正式发售以来,小米在线下开设售后维修店,开设线下体验店的声音在小米高层中越来越大。

因为不管是从物流成本还是用户体验以及业务管理等多方面讲,小米都不可能让需要售后和维修服务的用户把手机再统统邮寄给官方,所以开设线下售后维修店是志在必行的事。

既然如此,那整合体验和销售,售后服务和维修为一体的小米授权店或者直营店,似乎就成了一件非常值得考虑的事!

不过,高管们对于小米进军线下,该如何掌握好线上性价比的核心竞争力与线下渠道成本增加之间的分寸,仍然感觉有些摸不着头绪,还是洪峰,依然代表大家说了话:

“方总,您就别卖关子了,既然您非常支持小米现在进军线下,想必您应该对这方面该怎么做早有想法,您不妨说出来让我们大家听听,也好心里有个底。

尤其现在做线下,很可能动摇我们线上的核心竞争力性价比的根基,所以我们想听听您说的这个尺度,该如何掌握?”

听洪峰这么问,方哲扭头看了眼雷总,轻笑着说道:

“哪有什么想好不想好的问题,我要早有想法,肯定先跟雷总通气商量了。

不过既然说到这儿了,我也简单的说几点:第一.我们小米现在的核心竞争力之一就是线上销售省下来的渠道等成本转化的性价比,所以这点无论如何都不能轻易改变,但是,可以调整!

在商言商,如果考90分能做到第一名,那我们就没必要非得做100分,这样既不会把我们自己逼得太死,让我们的产品始终有上升空间,也可以降低一部分成本,降低与线下销售的价格差距。

第二点,就是线下和线上不同价,或者直白的说,线下比线上卖的贵,因为不管我们怎么省怎么节约,线下的门店渠道成本,都是省不了的,无论是我们自己做直营店专卖店,还是授权给渠道商,零售店销售权,大家都需要有利可图。

线上的小米1可以卖1999元,线下我们最多给个指导价,只要能保证我们对比其他厂商的竞争优势,我们应该给足够的自主定价权给线下商家!”

方哲才刚说完两点,会议室里的高管们便一阵咋舌,线上比线下卖的便宜?这虽然在电商行业很常见,但是手机行业这么搞,行得通么?

“如果线上比线下定价便宜的话,线下的手机还卖的出去么?还会有渠道商和代理商卖我们的手机么?”一位高管满脸不相信的问道。

“会!”出乎预料的,回答他的,竟然是刚刚向方哲提问的洪峰。

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