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中国营销传播网 > 营销策略 > 市场调查 > 如何确定竞争对手,是营销战略中一个极其重要的问题

如何确定竞争对手,是营销战略中一个极其重要的问题


中国营销传播网, 2019-06-24, 作者: 陈福钦, 访问人数: 3639


  《毛泽东选集》第一卷开篇第一句:“谁是我们的敌人?谁是我们的朋友?这是革命的首要问题”,同样,在当今的商战中谁是我们的竞争对手,也是营销From EMKT.com.cn的首要问题。

  在市场上我们经常看到很多企业经营者不知道竞争的战场在哪,也不清楚竞争对手是谁,他们被自己的企业内部事务拴住手脚,每天把大量的时间花在日常琐碎工作上,如产品开发、销售队伍、调度计划、生产管理、内部流程…等等。

  创新战略三步曲

  在同质化、供应过剩和信息泛滥的大竞争时代,消费者面临更多选择,竞争的主战场已经不在工厂、市场、产品、渠道或媒体,而是在顾客的心智。企业要么想办法做到众与不同,要么就卖一个很低的价格。品牌要实现与众不同,就必须在顾客的心智中建立差异化竞争优势,与竞争对手形成有效的区隔。

  如何实施品牌创新战略并实现与众不同呢?在新力市场研究看来,各种方法论层出不穷、五花八门,但万变不离其宗,归根到底离不开以下三个步骤:

  第一步:竞争分析

  品牌不是在真空中建立区隔,首先得从市场竞争环境分析入手,弄清楚主要竞争对手在消费者心智中的所占有的位置。分析自己和竞争品牌在顾客心智中所占的位置,分析竞争品牌的优势和弱势,进一步判断竞争对手的战略性弱点。

  第二步:开创新品类

  企业竞争的最佳战略是开创新品类,开辟新市场并聚焦成为品类的领导者。分析行业竞争环境之后,围绕竞争对手的战略性弱点,结合消费者重要未满足需求、品类发展趋势和分化趋势等重要因素。站在品类开创者的高度,设计差异化新品类原型,定义全新品类,自成一类、另辟蹊径,使自己与竞争对手形成有效的差异化区隔。

  顾客购买的是一种信任,营销其实是建立信任的过程,提供信任支持是营销的关键环节。顾客面对新东西通常缺乏安全感,品类创新概念不是空间楼阁,必须有据可依,所以要挖掘对于顾客的信任支持点,要让顾客信任它接受它。

  第三步:战略配称

  完成创新品类设计后,企业要靠传播才能将品类创新概念植入消费者心智。战略就是一致性的经营方向,品类创新概念是企业战略的核心,也就是说企业要把品类创新概念整合到企业运营的方方面面,在经营过程中每一方面都围绕着这个目标来展开,由此形成一致性的经营方向。

  如何确定竞争对手

  以上创新战略三步曲的第一步是竞争分析,竞争分析的第一环节,当然是要确定竞争对手,特劳特曾经说过“我们花了很多精力,在帮客户理清楚他们到底在卖什么,也就是客户在哪个领域竞争”。在新力市场研究看来,正确的确定竞争对手等于是品牌创新战略成功的一半,确定竞争对手是定位调研的关键第一步,如何才能科学的确定竞争对手呢?

  新力市场研究认为,企业最佳的竞争战略是开创一个新品类并成为该品类的主导者,从这个角度来看,企业其实是进入一个没有竞争领域,也就没有竞争对手的空白市场,所以有些人简单地认为,在无竞争的领域,没有竞争对手,也就不用过多关注和分析竞争对手。这是典型的“由果及因”的简单逻辑,没有竞争对手,就没有生意来源。在企业实施创新战略的整个过程,始终站在品类的高度去思考品类的发展,包括品类的竞争、品类的进化、品类的分化等等。从品类竞争的角度随时关注竞争品类的动向,先界定竞争品类,进而确定竞争品牌。确定竞争对手的第一步是界定竞争品类,也就是理清楚自己到底是在哪个领域竞争。

  新力市场研究认为,界定竞争品类须要从市场规模、增长潜力和消费人群势能三个维度进行综合判断,第一,判断哪个细分品类是当前市场的主流,还是非市场主流,新品类开创者首选市场规模或份额最大的主流细分品类作为主要进攻、抢占品类。第二,进一步分析该细分品类的市场增长潜力,到底属于增长乏力或萎缩的夕阳品类,还是增长强劲或潜力巨大的朝阳品类,对于品类开创者来讲,当前的市场为零,应该优先锁定并抢占最具有增长潜力和空间的品类。第三,分析该细分品类的目标人群的特征,包括消费能力、消费习惯及消费示范作用等等,评估该品类的消费人群的势能,新品类开创者首选高势能消费人群作为源点人群,为品类和品牌的推广创造和累积势能。

  王老吉的竞争对手

  王老吉凉茶饮料原先是在药饮的领域开展经营和竞争,药饮是一个功能性较强的品类,其直接品类竞争就有OTC凉茶固体冲剂,如夏桑菊冲剂、24味凉茶冲剂、板兰根冲剂等,还有凉茶店铺如黄振龙凉茶铺、黄志强凉茶铺等。品类是品牌背后的关键营销力量,品类的潜力和发展空间是品牌的成长极限,从市场发展空间和潜力看,药饮品类不足以承载一个百亿级甚至千亿级的品牌,王老吉的品牌的成长将受限于药饮品类。王老吉通过科学的定位调研和论证,将自己的品类归属从药饮品类转向大众饮料品类,调整了品类归属也就是给自己做了一次重大的重新定位,其所面对的竞争对手也就发生根本性的变化。大众饮料是一个比较大的品类,包括可乐饮料、茶饮料、果汁饮料等等细分品类,大众饮料的哪一个细分品类是王老吉的主要竞争品类呢?从品类市场份额看,市场零售数据显示大众饮料各个细分品类中可乐饮料占据最大的市场份额,是明显的主流品类。从品类增长潜力看,可乐饮料作为美国文化的符号方兴未艾,消费者对可乐饮料偏好有增无减,可乐饮料品类还有较大的市场发展潜力和空间,可乐饮料还有较长时间维持在主流品类的地位上。从品类消费人群势能看,可乐饮料的消费者大多为年轻群体,他们消费力强、活跃有活力,有消费示范和带动势能。综合以上三个维度判断,王老吉锁定可乐饮料作为主要竞争品类。

  界定主要竞争品类后,主要竞争品牌就自然浮出水面,在可乐饮料这个细分品类中,数一数二品牌有可口可乐和百事可乐,所以可口可乐和百事可乐列入主要竞争品牌名单中。在竞争分析过程中,可以适当的把竞争品类范围扩大,适当的关注多几个细分品类,把细分品类的数一数二领导品牌列入考虑,这样主要竞争品牌名单和矩阵就清晰了,然后根据实际情况作进一步的筛选和分析。确定了主要竞争对手后,接下来的主要工作就是描绘消费者心智地图,分析主要竞争对手的强势、弱势及战略性弱点。

  新力市场研究认为,商业竞争的本质就是打败对手、赢得顾客,找对了竞争对手也就找对了营销进攻和发力的方向,所以说“明确谁是我们的对手,是营销的首要问题”。明确竞争对手是企业实施创新战略的关键一步。

  欢迎与作者探讨您的观点和看法,电子邮件:ab2803@21cn.com

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