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中国营销传播网 > 品牌经纬 > 流浪的品牌,你妈是品类

流浪的品牌,你妈是品类


中国营销传播网, 2019-06-23, 作者: 李传玖, 访问人数: 5364


  什么是品类?简言之,就是产品的分类;百度百科的释义是:指目标顾客购买某种商品的单一利益点;东哥(天图投资首席投资官、定位实战专家冯卫东老师)给出的定义是:消费者做出购买决策前所涉及到的最后一级分类并能由此关联到品牌,更易理解接地气。品牌营销From EMKT.com.cn是站在顾客角度展开的学问,所以品类的分类标准是消费者心智中的品类,而非企业或行业的分类;比如“白色家电/黑色家电”的分类,就是企业或行业的术语或分类,而不是真正意义上的品类。

  本文谈的品类是指定位理论中的产品品类,广义的品类分产品品类、渠道品类(比如家乐福超市所属的连锁大卖场就是一个渠道品类)、导购品类(大众点评就是一个选择餐馆的导购品类)等。

  一、 顾客购买的是品类,不是品牌

  我们经常说,你买的是哪一个品牌?其实消费者购买的首先是某类东西、是品类。品牌是品类或特性的代表。王老吉(品牌)是预防上火饮料(品类)的代表、红牛(品牌)是维生素功能饮料(品类)的代表、苹果(品牌)是智能手机(品类)的代表,这个比较好理解;什么是特性?“安全”是沃尔沃汽车的特性,“去屑”是海飞丝洗发水的特性,“大吸力”是老板牌吸油烟机的特性。

  消费者产生购买决策的心路流程是:先确定品类,再选择品牌。比如:你请朋友去酒店吃饭,坐下来后准备点酒,你会问:今天喝什么酒?白酒、啤酒还是红酒?朋友说:今天就喝点啤酒吧!这是先确定品类;你会接着问:好,是喝雪花、青岛、燕京、还是百威?这是确定品牌。叫做“消费者以品类来思考,以品牌来表达”。所以,你想卖出东西,首先须确保顾客知道你卖的是什么,即品类,这个品类必须是顾客心中的品类,或者是顾客心智中原来没有、但可通过字面意思调动既有认知、常识能感知理解的品类,他才能接受。否则,你的产品就进入不了顾客的备选目录,从而失去了被选中和销售的机会。

  举个例子:国内一家TOP品牌的果汁饮料公司,在2010年时曾经隆重推出一款叫“果汁果乐”的饮料新“品类”,含果汁的碳酸饮料;当时的想法,可口可乐凭借一个碳酸饮料,做到全球饮料的老大,自己是中国果汁及果汁饮料的老大,我推出一款既是加汽(碳酸)又含果汁的饮品,两边都占了,肯定会大卖;但结果却是销量不好,最后不得不收缩战线。

  原因何在?此前市场上没有这么一个品类,可能是巨大的市场机会,同时也可能是个大坑;顾客心智中没有这个产品概念,顾客不知道你是什么东西啊,年轻人喜欢喝饮料,买饮料时大脑决策程序基本上是:我是喝可乐呢?(可乐已经成了碳酸饮料的代名词,并且大部分时候是指的可口可乐,可口可乐做到这一步,品牌成了品类的代名词,算是真正成功了!),还是喝果汁饮料呢?还是喝茶饮料呢?还是喝瓶装水呢?等等。定了品类再决定选哪个品牌。新产品果汁果乐,它的品类不在年轻人的候选目录中,喝可乐的不容易选它、喝果汁的也不会轻易选它,它也就很难卖出去了。

  那怎么破解呢?在产品包装上“果汁果乐”下面清楚注明“果汁+可乐”(“果汁”、“可乐”顾客已很熟悉),再通过持续有效的推广,应该能基本解决问题。

  再举一个例子:2000年代初期国内出现一种家用热水器叫“空气源热泵热水器”,原理是利用空气中自然存在的热量进行转化把水烧热,当时国内有很多企业进入,但销量都惨淡不尽人意,行业面临夭折的危险。后来广东美的集团率先改名了,把“美的”牌空气源热泵热水器改名叫“空气能热水器”,结果销量一下子就上去了,后来其他同行企业也纷纷改名空气能热水器,整个行业都被救活了。道理不复杂:原来的名字太专业化太抽象,普通消费者看不懂搞不明白,很难购买;“空气能热水器”会让人联想到大家都熟悉的太阳能热水器,从而产生认同感后产生购买。看,品类名多重要啊!

  重复一遍,消费者购买的是品类,只有先确定了品类,后才考虑选择品牌。所以,你得先让顾客知道你是什么品类,很重要哦!


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