成立不到半年就敢 PK 星巴克?luckin coffee是什么来路?

不知大家有没有注意到,近来朋友圈频繁被一个“请你喝咖啡”的链接刷屏,继续细看,品牌logo是一个鹿角的模样,蓝色,看起来颜值颇高,代言人是张震和汤唯。作为一个伪咖啡爱好者,Luckin
Coffee瑞幸咖啡,你强烈引起了我的注意。

试着在脑海搜索一下,近年来没太出现过什么令人眼前一亮的咖啡连锁品牌,唯一有印象的是去年被频繁提起的网红咖啡品牌“blue
bottle”。在国内,提到咖啡品牌,深受白领人群青睐的无疑是星巴克了,此时冒出来的新晋咖啡品牌是什么来路?在强烈的好奇心驱使下,下面就新晋咖啡品牌瑞幸和老牌星巴克来做个比较,希望能给做品牌和营销的小伙伴们一些启发。

一、定位

Luckin Coffee:做一款职场的专业咖啡/中国领先的高品质商业化咖啡

Starbucks: 以“用最高品质的咖啡塑造独特的人文精神﹐让顾客感觉到咖啡香味与精神上的解放”
为号召,营造一个以休闲为导向,让消费者感觉有一个优雅舒适,有别与办公室和家庭的第三个空间。

点评:

从瑞幸的CMO在媒体分享会上得知其定位,其中有两个关键词“职场”和“专业”。“职场”在场景上做了人群区隔,可以看出其人群定位是以职场人群为主;“专业”既反映了品牌调性,又强调了产品品质,让人不禁想一杯专业的咖啡到底是怎样的?同时对自己的目标人群进行了筛选,是那些对咖啡有一定专业要求的人。

星巴克作为一个接近五十年历史的品牌,其品牌定位非常值得学习。除了将自己的目标人群定位在爱好精品、美食和艺术,收入较高、忠诚度极高的白领消费阶层外,它洞察到除了咖啡本身,消费者还有独处的需要,所以创造了一种区别于家庭与单位之外的“第三空间”的体验,借此高度区隔于同行,也因此为消费者提供了一个完品体验:产品+服务+文化

跟历史悠久的新品类创始者硬拼“第三空间”的理念显然不是一个好的选择,所以瑞幸的宣传上强调的是比星巴克的咖啡豆价格还高20%-30%,售价比星巴克每杯便宜10元左右,而且除了有实体店之外,还能在30分钟内就近完成配送服务。

定位各有千秋,谈不上好坏。两家咖啡品牌都比较注重产品的品质感,受众也存在较大重合。价格和配送对中国消费者而言是很大的两个痛点,对瑞幸而言如果解决好这两个问题,不是没有机会。但星巴克除了产品外,有空间文化的延展性,上升到精神文化层面,把喝星巴克这件事变成了一种身份象征。仅从定位来看,星巴克在品牌内涵上更胜一筹。

二、slogan/品牌理念

Luckin Coffee:专业咖啡新鲜式

Starbucks: 我们希望通过每一杯咖啡,将星巴克的咖啡传承与独特的咖啡体验带给我们的顾客。/激发并孕育人文精神,每人,每杯,每个社区。

点评:

瑞幸依然在slogan中强调“专业”这个点,看来对自己的咖啡品质非常有自信。在产品卖点中主打“优选上等阿拉比卡豆”(星巴克也是这种豆子)、“WBC冠军团队精心拼配”、“新鲜烘焙,新鲜现磨”,来佐证咖啡的专业。

我是在写这篇文章的时候才发现,星巴克从来都没有设定一句固定的slogan。但从它的品牌使命中我们可以看出它的理念,相较瑞幸而言,星巴克更加注重“咖啡体验”、“人文精神”,而不是咖啡产品本身。这倒非常符合自身的定位——“产品+服务+文化”的整体体验。众所周知,星巴克的咖啡味道并不是最好的,如果仅拼咖啡本身不足以支撑其成为咖啡行业的巨头。

定位影响了slogan、品牌使命、价值观以及营销方式等。

3. 营销方式

Luckin Coffee:急速扩张,简单粗暴

“我已经准备了10亿元资金去教育市场。开500家店肯定用不了10个亿,所以大部分的钱都是用于推广和客户返利,而且促销会持续一段时间。”luckin
coffee创始人、CEO钱治亚(前神州租车、神舟优车COO)表示,今年5月底前,瑞幸咖啡将计划开设500家门店,进驻包括北京、上海、广州、深圳、南京等在内的10多座城市。

要知道星巴克1999年在中国大陆开了第一家门店,花了19年时间才在130多个城市开设了超过3,000家门店,平均一年在大陆开158家店左右。而瑞幸在短短不到半年的时间就要扩张到500家,速度前无古人,令人瞠目结舌。

有了充足的资金储备,如何在短期内叩开市场的大门呢?瑞幸的做法并不新鲜但十分有效。

3.1 请明星代言

我最开始注意到这个品牌是看到代言人张震(精准打击,一秒沦陷),然后是汤唯。这两人并非流量明星,均属于影帝影后级别的实力派,在质感上挺符合瑞幸的定位,相信是经过慎重的考量的。对于一个刚打入市场的新品牌,首次亮相即有代言人,而且分量还不轻,侧面也反映了是个有钱的主。第一眼即奠定了“贵族”身份。

3.2 活用裂变玩法

点击“请你喝咖啡”的链接,填写电话号码,两步即完成注册免费获得一杯咖啡,这种诱惑恐怕没人会拒绝吧。如果你推荐朋友注册,还会再送你一杯。等等,这种玩法是不是特别似曾相识?高额补贴在当年外卖(美团、百度、口碑等)、打车(滴滴、Uber等)、共享单车(摩拜、ofo……)等互联网企业抢占市场的时候早就被玩烂了,如今用在一个新晋咖啡品牌身上依旧有效。同时,他们还有一个“买二送一,买五送五”的活动。这样的便宜不占还等什么?不怕套路深,就怕没便宜占,对消费者而言这招屡试不爽。

3.3 明确入场规则,借力快速扩张

前文提到了瑞幸的CEO的布局计划,要实现快速扩张到500家的目标,光靠自己一家一家开这速度显然不行。所以瑞幸给到了明确的三种合作模式:支付租金、营业额分成、企业咖啡配套模式,同时也欢迎各类咖啡厅的转让。这种模式从一开始应该就已列入到了扩张计划中,是其快速扩张的重要一环。

Starbucks: 产品上讲究平衡,营销上保持清醒

星巴克给人的印象通常是这样的:从来不做什么广告,但顾客络绎不绝。这究竟是为什么呢?有了过硬的产品,营销上如虎添翼。平衡表现在星巴克的咖啡质量不是最高的,但把饮料质量、顾客体验、门店环境、管理平衡得相当完美,没有明显的短板。

我从不随便打广告,但我特别重视产品品质和顾客体验,我并非不营销,而是摒弃传统的电视、报刊、户外之类广告投放方式,清醒地选择适合自己的营销方式,甚至是开创了一种“星巴克式体验营销”。说起星巴克的营销方式可以写一本书了,我这里重点列举一些令我印象深刻的点或案例。

(1)融入骨髓的品牌统一性

其实星巴克有人人都能看出来的广告啊:饮料杯、手提袋、甚至杯托,只要是星巴克的东西上面都有显眼的logo,无处不在,极为统一。这不就是最简单粗暴的广告么?表面上看起来任何小品牌都能做到,但是这种整齐划一不仅仅是流于表面的VI,而是融入到产品、服务和门店装修中。所有的店出品的咖啡毫无差别,光就这一点,已经难倒了很多餐饮连锁品牌。

(2)洞悉人性的会员制度

相信很多人都是星巴克的铁(nao)杆(can)粉,人手不止一张星享卡。星享卡就是星巴克的会员卡,堪称设计最合理、多种激励考虑完美配搭的积分激励系统。免费的咖啡格外香,实则吃定了你。

消费满50元赠一颗星,满25颗升金星级,一年后清空星星……都是在逼着你一年之内升到金星级,否则这张卡就是白办了。金星级,单次买三杯送一杯,累计买十杯送一杯,诱惑你买买买!不定期给你商品打折券,糕点配咖啡优惠券,诱惑你买糕点,找到喜欢的以后就离不开了。对某些强迫症患者来说,不把星星攒齐如坐针毡啊。如此一来,用户粘性有了,销售额蹭蹭蹭上涨。

(3)把每一次体验变成主动分享

每年圣诞节或特别的节日纪念日,星巴克都会推出有主题特色的外带杯。我记得去年推出了一款可以让用户自己填色的外带杯。所以,当你兴高采烈地买到一杯为节日助兴的时候,拍照发朋友圈的你,就是星巴克最好的广告。

去年,微信与星巴克合作的全新“社交礼品体验”——“用星说”,你可以在线购买单杯咖啡兑换卡或“星礼卡”(储值卡)赠送给微信朋友,并在赠送页面用文字、图片、视频留下你对TA的专属祝福。很多人在朋友圈发“谁来请我喝星巴克?”当时算是个大新闻。星巴克很擅长做内容和社会化营销,同时也验证了这种营销方式是非常适合自己的。并不是把广告打得漫天飞才叫广告,这种每一次都让用户深度参与进来,把用户变成品牌的一部分是最好的营销。

点评:

星巴克的营销远不止我以上提到的这些,类似这种互动体验式营销,星爸爸玩得特别溜,以上只是列举一些我印象还挺深刻的。值得注意的是相比一些传统的“海陆空”广告投放方式,星巴克却做得特别克制。侧面反映了它对自己和受众的深刻了解。你听、你看,被动接受信息,远不如自己亲身参与其中,变成我品牌的一部分。星巴克深谙这种营销方式,凭借口碑牢牢俘获消费者的心。

瑞幸正值快速扩张阶段,初期裂变玩法是必要的,但难免容易造成廉价感。既然定位是做专业咖啡,如何把这个概念深入人心还有许多工作要做。后面有新的玩法再同大家分享。

给我的思考

从以上三个维度粗略对比一下瑞幸和星巴克的差异是远远不够的,对于两个定位并不一样的咖啡品牌来说,可比性不算太高,但它们确实存在竞争关系。当拿它们开始比较的时候,我不必给大家展示这些信息,答案也是清晰看见的——不可能PK掉星巴克,重点是我们能从它们身上学到什么。

“所有的传统行业都值得用互联网理念重新做一遍”,去年十分流行的这句话相信会撩起不少人投入新零售方向的创业中,瑞幸就是其中的典型代表。瑞幸一开始就打了漂亮的一仗,目前来看,几乎所有的举措都获得了相应的反响,扩张速度非常之快。创业并不是有钱去做就一定会成功,像它这样每一步都踩在点子上是非常难得的。

新兴的品牌船小好调头,更能适应新的玩法,创新和执行力更强。通过对比可以看出瑞幸目前的会员体系值得好好优化,后续会员体系搭建好,加入更多社会化营销的玩法(其CMO表示后续会尝试抖音),发展势头会更加迅猛。目前它的品牌广告已经打到了电影院、写字楼等地方,还成为了第八届北京电影节这样具备广泛影响力活动的指定咖啡,可见在营销层面的力度和决心。

咖啡外卖和较低的价格确实是星巴克现在难以解决的问题,而真正解决好这两个痛点问题对瑞幸来说非常考验后续的运营与管理,咖啡的品控能否一直保持下去。从星巴克这几年的动作来看,人家也不是省油的灯。开茶店尽管失败了也是不断力求创新的一种尝试,推出瓶装即饮咖啡满足便利,开臻选店拉高品牌的层次,适应消费升级人们想喝到高品质咖啡的需求。业界都知道做出一杯比星巴克好喝的咖啡是开咖啡店的最低标准,难的是像星巴克一样做到把品牌价值观、文化渗透到企业的事无巨细、一言一行中。

因而我十分佩服新晋品牌的勇气,短时间内超越星巴克是不可能的,但是把星巴克作为对手也不坏啊,起码这波热度是蹭到了,省下一笔不小的营销费用,后面就看能把便利和价位做到什么程度了。

很多人说中国茶文化影响深远,通过瑞幸发布的数据“中国大陆每年人均咖啡饮用量仅5-6杯”,这个数字可能不到一个咖啡重度用户一周的饮用量,要重新审视民众是否真的需要一杯咖啡,做咖啡还不如去做茶,这种想法没有错,所以不是有了喜茶这类茶饮店的路子么,那么换另一条路走正面竞争的方向有何不可呢?

星巴克作为咖啡文化的布道师,这几十年的努力不是白费的,回顾星巴克进入中国市场以来,到今时今日星巴克这个品牌如同苹果、索尼一般,拥有大量“信徒”,国民对咖啡的认知明显大大提升。伴随着新一轮的消费升级,咖啡依然是民众需要的那杯饮料。在外卖咖啡还是其软肋的时候,给了瑞幸一线生存空间,希望如其品牌名的希冀能给自己也带来好运。

本文主要内容引自 搜狐科技

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