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第561章 大势所趋(1 / 2)

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回到瑞丽吃完午饭后,莫小凡、张薇薇、熊浩文、方老师四人来到了莫小凡的两层小院。

“莫小凡、张薇薇,你们回来啦?咦,方老师你也来了?”刘晓龙高兴地喊道。

“刘晓龙你来的正好,方老师想找你了解一些最近直播的情况。”莫小凡说道。

于是莫小凡、熊浩文、方老师、刘晓龙四人来到了客厅。张薇薇回二楼休息去了。

“刘主播,你跟我详细说说,最近翡翠带货直播的销售情况。”方老师说道。

“我们香玉堂近两个月来无论的成品翡翠直播带货还是原石直播带货的销量都出现了下滑。原石带货直播相对还比较好,销量下滑不明显;而成品翡翠直播带货无论是购买的顾客还是消费基数都呈下滑的趋势。举个例子,原本我们直播间里面一些十万以上的高端成品翡翠是不愁销路的,基本上每次成品翡翠带货直播都可以卖得很好,但是目前出现滞销的情况;3万以上10万以下这个区间的翡翠一直以来都卖得很好,现在销量也明显下滑了;至于1万以下的翡翠,倒是整体销量还不错。”

“你们留意过别家直播间销售的翡翠价格区间在多少吗?”方老师追问道。

“别家直播间销售的翡翠价格,1万以下的居多,甚至有卖1千左右的;种水方面,豆种到糯种的翡翠也有很多。”

“那么像我们香玉堂直播间这样出售10万以上翡翠的直播间有吗?”

“有是有,但是很少,并且在那些直播间当中10万以上的翡翠只是一个吸引人的噱头,基本没有人购买,他们仍然是以销售1万以下的翡翠为主。不夸张的说,我们香玉堂10万以上翡翠的销量在业界中应该是数一数二的了。而且据我了解,翡翠直播带货并不是只有我们香玉堂的销量在下滑,而是整个翡翠业界的销量都在下滑。”

方老师思索了一下,说道:“根据刘主播介绍的情况,我认为现在翡翠直播带货销量下滑并不是我们香玉堂经营不当造成的,而是整个翡翠直播带货业界已经出现了疲软期。去年,也就是2016年,可以说是翡翠直播带货最火的一年,那时候的顾客群体对网上销售翡翠这种玩法还充满了好奇和兴趣。今年以来,大家已经基本适应了这种玩法,同时也由于有很大一部分的翡翠带货直播间销售的原石或者成品翡翠品质不高,很大程度上消耗了顾客群体对于翡翠直播带货的信心和兴趣。

“所幸我们香玉堂一直以来都是靠着良好的口碑、不错的商品品质以及相当实惠的价格,所以才能在一年以后的今天屹立不倒。不过翡翠直播带货的疲软是针对整个行业而言,所以目前我们香玉堂的翡翠直播带货销量下滑也是在所难免的,据此我预计明年2018年的行情相比今年还会更加疲软。”

“方老师,你有没有好的应对措施?”熊浩文问道。

“好在是我们香玉堂当初定下的销售策略是对的,这一年来积累的口碑不错,拥有了不少忠实的顾客群体。今后只要我们继续保证销售高品质且具有性价比的翡翠,我们的翡翠直播带货销量相较于其他直播间还是具有明显的优势的。不过我们销售的成品翡翠类型应该有所调整。我认为,香玉堂以后直播间销售的成品翡翠以2万以下的翡翠为主,辅以少量的高端翡翠就行,以这样的方式来应对市场的变化。”

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