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一个电商总监的顿悟:用B2C思维如何做O2O

时间:2017-06-09    点击: 次    来源:不详    作者:佚名 - 小 + 大

如果将线下零售卖场看做一个电商网站,从免费WiFi、电子价签、商铺优化、导购Pad,到库存数据一体化、用户ID打通、CRM系统、微信营销等,其背后运作逻辑是相通的。一个具备O2O能力的卖场完全可以用B2C商城的思维来运营。

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" 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Y是琪哥结识已久的一位电商总监,别人都在热炒O2O的时候,他却在耐心琢磨一些背后的深层运作逻辑,并最终悟出了一个道理:如果将线下零售卖场看 做是一个电商网站,从免费WiFi、电子价签、商铺优化、导购Pad,到库存数据一体化、用户ID打通、CRM系统、微信营销等,其背后的运作逻辑其实是相通的。一个具备O2O能力的卖场完全可以用B2C商城的思维来运营。

琪哥起初并不认为这是个靠谱的思路。毕竟按照一般人的惯性认知,这是两种迥异的商业运作逻辑。Y说,O2O本质上是线下零售的数字化升级,将运营一个B2C网站所必须每天关注的运营指标,映射到线下零售运营,你就能得出如上结论。

举例来说,室内Wifi定位相关的用户数据分析和B2C运营思维有何关系?Y试着将一个电商人每天必须关注的关键数据指标做了拆解:

1、UV和流量来源分析。在线上运营中,UV主要用于分析有多少用户前来访问,浏览了多少页面,从而可以准确判断客流变化。通常情况下,质量稳 定的流量和转化率可以大致推算出销售情况。所以根据流量的变化及时预测网购销售额增幅,多数情况下靠谱。流量的异常波动,反映了企业营销行为可能存在的问题甚至是失误。相比之下,线下零售一直是一个黑匣子,多数情况下,只有在用户刷卡交钱的一刹那,才能够产生一个订单数据,它对客流的变化感知较为迟钝,无法做到实时反馈。

互联网的流量多而杂,特别是粗放地花钱买流量的时候,更是容易产生无效流量。通常B2C网站都会经历一段流量质量测试阶段,从而分析出哪些流量对自己是精准并且性价比合适的。

对互联网巨头BAT来讲,由于它们掌握了大量的流量数据,甚至可以精准的画出消费者个人的互联网图谱。当然所有一切的追踪都是依据存在你浏览器里的cookie。

而传统的商超由于辐射半径有限,可能会觉得UV和流量分析没那么重要,但O2O是虚实结合项目,将来O2O的流量一定也会趋向多而杂。同时,用户手机上的mac-id其实就是浏览器里的cookie,一旦跟其他大数据源合并分析,线下商家也将精确掌握消费者的行为图谱,无疑为精准营销和个性服务提供极大帮助。

换句话说,线下零售要参考B2C运营逻辑,就要部署室内Wi-Fi定位技术,分析和关注用户UV的实时变化,同时开展和其他数据源的合作,对流量来源和消费者特征进行抓取和分析,从而取得一个样本参数,以此实时监测线下店运营状况。

2、PV、跳出率和点击路径分析。PV是一个用户在网站的浏览深度,同时也跟网站自身信息结构设计紧密相关。用户在网站的PV数越大,通常说明 停留时间越长,网站对消费者的粘度越高。但同时我们也需要跟页面跳出率一起来分析,如果在某一个访问路径页面的分析上,跳出率过高,也说明用户无法在短时 间内找到自己需要的信息而逃离。

在线上运营中,页面热点能够反映出用户的注意力偏好,他的每个点击都能够被监测到,运营的关键是不断优化素材和展现方式,而点击路径分析则好比 是一个购物决策树,可以准确看到用户是在哪一个树杈节点产生跳离或购买行为。 整个网上购买过程,可以用一个购买漏斗在进行分析,从“首页→搜索和分类页面→商品详情页→购物车页面→结算页→最终订单提交页面”,每一个步骤页面上的停留时间和跳出率数据都需要仔细的分析。

对应到线下零售运营,主要是动线与布局的优化问题,但此前几乎都是依赖人工经验判断,极少有数据分析的支撑。目前的室内Wifi已经可以做到 3~5米的范围定位,可以相对精确的定义一个热点区域了。随着在商超里相关室内Wifi定位设备的合理部署,是可以实时获得类似于GA(Google analytics)的报表视图,可以科学的进行动线和布局优化处理。

3、转化率。转化率是衡量一个电商网站最终经营状况的重要指标,在没有大型促销或大规模流量导入的情况下,它是基本恒定的,波动很小。一旦转化 率突然发生了变化,一定是出了问题,所以电商人每天都在想办法提高转化率。实际的转化率受促销设计、商品排序、展示效果、购物路径优化等多因素综合影响。

以前零售的线下店是无法分析转化率的,只能从坪效等最终销售效益的维度进行事后分析,而最重要的以人为维度的指标被忽略了。所以可以将线下的每一个店铺看成是线上网站的一个子类目或专题页,以此对比访问量与购买量,就可以为店面设置一个类似转化率的业务预警指标。

4、新老用户分析和老用户复购率。新老用户的占比,反应了用户对网站品牌和运营商品的忠诚度问题。电商一般喜欢通过促销消息推送,以及礼品卡或 折扣券,来提升复购率,是线上与线下运营相通的地方。不过,电商的老用户运营更为精细,比如针对某一个群体或时间段,可以推出一些专题,来回馈老用户。

放到线下零售运营中,大部分的卖场还是用全场打折的方式,缺少针对性的销售专场设计。一般来说,线下卖场晚间的订单量会占到全天销售额的50%,尤其是临近打烊的时刻多是老用户在光顾,但零售商缺少必要的场景识别与专题设置来做应对,也就无法提升老用户的购物体验。

5、AB test与公平曝光率。所有的电商网站在上新品或新功能的时候,都会做AB测试。基本是通过分出出 5~10%的用户流量,50%给A页面,50%给B页 面,并通过用户行为数据和转化率数据的分析,以决定最终上线哪个页面。假设你突然发现淘宝首页改版了,而你的公司同事的淘宝首页没有变化,就是这个原因。

曝光测试主要是解决商品的列表逻辑与排序问题,特别是对于商品深度和宽度较大的平台商。大量的长尾产品由于无法获得足够的曝光而“彻底沉没”,往往只能取决于运营人员的“买手眼光”。在B2C网站上,通常会给所有新品一个公平的曝光量,通过曝光后的转化和销售数据决定商品的销售策略定位,比如爆款商品、主力销售商品、打折商品、长尾商品等。

放到线下商超运营,对应的是是商品陈列问题,特别是品牌的橱窗陈列。橱窗陈列可以类比电商网站的首页焦点图,最直接目的就是“吸引眼球”,它的成败好坏无疑非常重要。一般来说,品牌商更清楚该如何陈列,并有一套自己的方法,而零售渠道商基本很少参与其中,也就是无法做到实时调优。

现在,室内WIFI的定位技术可以直接解决特定区域的可测试性问题。用户ID(Mac id),用户进入特定区域的时间,用户离开特定区域的时间,这三个数据的分析,可以精确的分析用户在测试区域的行为。

举个简单的例子,线上网站运营一般有焦点图的32次轮播,每个人的点击偏好是不同的,电商人可以据此提升有限位置的使用效率。以此映射到线下运营,是否可以根据用户的行为轨迹,对动线和布局做出动态调优?

6、对UV和流量来源、PV和点击路径、节点转化率和最终转化率、新老用户数据、促销运营政策和媒体投放数据等五个维度数据的叠加分析。对电商人来说,每天的军情分析就主要靠这五大维度的数据来做分析和推演,并立即调整第二天的策略和部署。这就是互联网实时更新,小步快跑的工具支撑。

这其实也为线下零售提供了一个思路,O2O作为一个电商工具,最重要的意义就是实时数据监测与业务指标预警,继而通过快速调优,实现坪效与周转率的提升。

我们可以做一个设想:在线下零售具备了线上B2C的思维与能力之后,总经理坐在办公室当中,就能够查看全国门店的实时转化率情况,一旦某一个店铺出现数据的不正常波动,他就可以马上告知该店的店长,分析问题是否出在了商品摆放问题上,或者可以马上搞一次促销专场等等。

说到这里,琪哥大致明白了Y的思维逻辑,但对于这套思路是否可行还是有所质疑。

于是,Y就给琪哥展示了几页PPT,他正在研究欧洲的一家叫做Walkbase公司,其定位是做“Google Analytics online”,主要是为线下零售商提供用户行为的实时分析平台方案,包括伦敦的宝马零售店、芬兰首都赫尔辛基的购物中心KAMMPPI等,均是它的客户。

从这两张图可以看出,walkbase通过基于室内WiFi的用户识别,可以分析用户的停留时间、运动轨迹等属性。而来自英国的一项调查数据显示,每增加1%的访客停留时间,就可以带来1.3%的销售增长。同时,约有80%的用户购物决定是发生在店内,这意味着零售商需要精准了解客户的行为和客 流的走向,以此实现最大化销售收益。

这两张图的核心要点是,线下商家未来可以自定义自己的营销活动,通过设定触发的时间、周期、地点、内容以及链接等,从而实现营销与零售体验的闭环。

最后,琪哥做一个小总结。传统企业转型互联网要打三大战役,第一互联网信息化战役,能够把你的资源和产品信息化成可以提供给消费者可以服务的互联网产品。你需要把你的店铺,店铺里的每一个SKU都放到网上,并建立数量和状态识别。我想起了美团网,王兴讲的“大连接下的新商业”,深以为然;第二如何互联网品牌重塑战役,也就是说如何在互联网上讲故事,经营粉丝;第三是面向互联网和电子商务重构后端商品供应链。

从目前来看,线下O2O还处在第一场战役中,而且才刚刚开始。

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