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中国营销传播网 > 新营销 > 电子商务 > 市值超过80亿 淘品牌“三只松鼠”上市后存“喜与忧”

市值超过80亿 淘品牌“三只松鼠”上市后存“喜与忧”


中国营销传播网, 2019-07-20, 作者: 电子商务研究中心, 访问人数: 1239


  一、事件背景  

  7月12日,互联网零食品牌三只松鼠正式登陆A股市场,在深交所创业板挂牌上市,股票代码300783,发行价14.68元。与其他企业敲钟环节不同的是,挂牌当天,三只松鼠将敲钟仪式交给了品牌IP——三只松鼠人偶上台完成。截至下午三点,三只松鼠股价涨至21.14元,较发行价14.68元上涨44.01%,总市值达到84.77亿元。  

  从2012年6月19日上线卖出第一单开始,三只松鼠的崛起便一发不可收拾,经过7年的摸爬滚打,成为坚果品类、零售汗液的扛把子,并开始由淘宝店铺走向品牌IP化与线下门店化。上线仅半年就实现销售收入3000余万元,同年首次参加天猫双十一日销766万元,名列食品电商销售第一名。2018年全年营收70亿,实现净利润3亿,完成了从淘宝店铺到上市公司的蜕变。  

  以下为三只松鼠招股书披露的部分核心数据。三只松鼠IPO招股书全文下载,详见专题:(http://www.100ec.cn/zt/szssIPO/):  

  l 营业收入:三只松鼠2016-2018年,三只松鼠分别实现营业收入44.23亿元、 55.54亿元和70.01亿元,净利润2.37亿元、3.02亿元和3.04亿元,营业收入分别同比增长116.47%、25.58%、26.05%。2019年一季度公司营收、净利润分别为28.68亿、2.49亿元,分别同比增长27.17%、6.95%,增长势头显著且稳定。  

  l 销售平台:2014年、2015年、2016年及2017年1-6月,三只松鼠通过天猫商城实现的销售收入分别占到营业收入的78.55%、75.72%、63.69%及55.22%。  

  l 坚果产品:2014年、2015年、2016年及2017年 1-6月坚果产品的销售收入分别为81,184.45万元、164,039.78万元、 307,824.01万元及197,375.77万元,占主营业务收入的比重分别为87.85%、80.44%、69.83%及68.51%。  

  l 融资记录:最早的是IDG资本的150万美元A轮融资;2013年7月获B轮600万美元,领投方为今日资本,IDG跟投;2014年,三只松鼠获C轮融资,今日资本和IDG资本共投资1.2亿元。2015年9月获得总金额达3亿元人民币的第四轮融资,投资方为峰瑞资本。  

  二、专家点评  

  年仅“7岁”的三只松鼠带上亮丽业绩上市成功,IPO之路为何一路坎坷?上市之后,三只松鼠将会讲述怎样的故事?未来还会遇到哪些挑战?哪些问题需要解决?为此,长期关注电商行业发展的网经社电子商务研究中心特发布电商快评,供媒体参考选用。  

  解读一:“三只松鼠”成功IPO将带动更多“淘品牌”上市  

  众所知周,三只松鼠的上市之路可谓是“一波三折”。从2017年3月29日,三只松鼠向证监会递交招股说明书,正式向资本市场进军。到2018年6月25日,三只松鼠第三次进入IPO排队阶段,审核状态为“预先披露更新”。两年内三次IPO,这在国内企业中也实属少见。今年5月16日,证监会公告称三只松鼠首发获通过,而近两个月后的今天,伴随锣声一响,三只松鼠漫长上市征程至此划上一个句号。  

  对此,网经社电子商务研究中心特约研究员、武汉江南北公司创始人高攀认为,淘品牌“三只松鼠”上市之路一波三折,最终于今天成功上市,对于众多电商卖家或网络品牌是一种激励,一种鞭策,更起到了很好的带动作用。淘品牌“三只松鼠”从成立到尝试上市,只花了3年时间;从成立到成功上市也只花了7年时间。“三只松鼠”2012年创立,2015年开始尝试登陆A股,期间多次尝试,因各种原因上市未果,如今成功上市。过程是不顺利的,却更真实更接地气。在当前各地政府补贴IPO热情重燃的背景下,“三只松鼠”的成功上市,必将对一些有意向IPO的规模化中小企业和网络品牌的,起到积极带动作用。  

  此外,网经社-电子商务研究中心特约研究员、新零售商业分析师云阳子,三只松鼠上市,说明了高度依赖阿里的淘品牌,在二级市场得到认可;未来估值的想象力,会在新零售方向,线上线下的融合,全渠道战略的实施。  

  解读二:市场红利助力“三只松鼠”打造坚果品类电商品牌  

  2012年,章燎原创立了三只松鼠,彼时三只松鼠还只是一个小小的淘宝店铺。随后,三只松鼠很快就开启了狂奔模式,一年之后做成了坚果品类的电商第一品牌。而站在7年后的今天,回看过去探讨三只松鼠成功的因素又有哪些?  

  对此,网经社电子商务研究中心主任曹磊表示,三只松鼠的成功,一方面得益于三只松鼠赶上了国内消费升级的大环境和时间点,从坚果品类实现了快速突破;另外,三只松鼠通过成功打造卡通坚果品牌和互联网短平快销售模式快速占据了市场份额,成为了坚果电商细分领域领先者。  

  曹磊总结了三只松鼠能从“0-1”快速崛起的其点成功之道:1、抓住机遇——消费升级,2、品牌形象——IP化,3、销售渠道——在线化,4、商品品类——多元化,5、产品细节——人性化,6、产品组合——“1+N”,7、快速融资,做强做大。  

  此外,网经社电子商务研究中心特约研究员、北京东晓腾飞供应链管理有限公司总经理陈虎东表示,三只松鼠能够上市有以下几个方面的原因:  

  首先,零售场景是一种更生活化的场景,与人的关系最近,因为关系到人的日常吃喝拉撒。三只松鼠这类休闲类零售食品,能够快速地发展壮大,并上市,其实还是与倡导快乐消费、轻松生活这种理念分不开的,这种理念,与人的关系就拉近了。  

  其次,坚果类零售市场其实一直没有给消费者以突出的印象,尽管品牌众多,但是直达人心的品牌还是比较少的。总体而言,大家对于这个市场并没有细分的意识,三只松鼠做到了将坚果类零售市场品牌予以凸显出来,自身的定位还是比较清晰的。  

  至于公司采用的线下扩展门店、供应链和物流体系建设,虽然是很多公司常规化的运作方式,但是因为存在上述两个方面的原因,所以只要不出什么大的岔子(例如质检、供应商准入、仓储管理等方面),基本上就能保证扩展地比较快。毕竟坚果品类定位明确,光这一点,就已经让其站在风口上了。  

  最后,还有一点也很重要,就是三只松鼠的成功,在于质量保证,也就是说三只松鼠遵循着基本的常识在做事,例如,其对于原材料的控制很严格,原材料的成本在其整个成本框架中是最高的。  

  陈虎东进而指出,三只松鼠的成功,其实是一个稳打稳扎的例子,并没有特别突出的商业模式,其只不过是遵循着人们的常识在做事情——关注消费者,关注质量。很简单的两点,其实蕴含着稳健的经营理念,告诉我们,实干才是唯一的捷径;不糊弄,才是做大的前提。  

  解读三:产品研发、供应链整和能力将是上市后的主要挑战  

  据网经社电子商务研究中心(100EC.CN)数据监测显示,2014年-2018年食品电商行业交易规模分别为400亿元、600亿元、1300亿元、2400亿元、2800亿元,分别同比增长23.45%、50%、116.66%、84.61%、16.66%,增长势头显著且稳定。在2014年到2016年期间,呈现快速增长趋势,2017年到2018年这两年虽保持增长,但有所放缓。数据表明,消费者的偏好和购买力对休闲食品零售行业具有直接影响,而一旦短期内消费者的口味和喜好出现较大变化,又或者坚果供应市场出现重大波动,都会对三只松鼠产生较大冲击。  

  对此,网经社电子商务研究中心特约研究员、又一城新零售顾问黎代云表示,随着工作和生活节奏加快,零食的代餐和情感慰藉的双重功能,成为消费者减压、品质生活的有效补充,零食行业市场增长空间巨大。但线上和线下,巨头之间竞争激烈,始终没形成垄断性的代表企业。三只松鼠近年来尝试新零售模式,从“天网”(电商平台),到布局“地网”(实体门店),到利用“人”网(每日一淘)做社交电商,形成全渠道的销售模式。成功上市,一方面募集更多资金,利于更好完善全渠道销售体系,为消费者带来更好体验;另一方面,起到背书作用,利于品牌宣传及招商加盟。  

  此外,网经社电子商务研究中心特约研究员、原TUV莱茵认证集团电子商务专家陈奇俊表示,三只松鼠是典型的互联网零食品牌。它的诞生和崛起抓住了国内网络购物的红利期和风口。因此,有了突飞猛进的业绩表现。由于是在零食这个高周转的细分领域,曾经有一些产品质量与品控的投诉,这对其还是有一定地负面影响。  

  陈奇俊认为,其产品研发能力和供应链整和能力将是其上市后的所面临的主要挑战。 同时,线上流量竞争激烈,线下实体商业去中心化的业态,也将是其所面临的另一挑战。  

  解读四:屡陷质量门 食品安全把关应放首位  

  三只松鼠一直饱受食品安全问题的困扰。从招股书也可以看出,从2017年3月份至2017年7月份,三只松鼠因为食品不符合标准而接到了7起诉讼。涉嫌的产品包括了奶油味瓜子、和田骏枣、雪菊、冻干柠檬片、香辣卤藕等产品。  

  以往,三只松鼠用互联网思维打天下,采用的是“代工+贴牌”模式,即食品由代工厂加工生产出来,然后贴上三只松鼠的牌子,再放到淘宝店对外出售。这种经营模式使得三只松鼠对产品质量难以把控,旗下食品质量频频“亮红灯”。例如,在三只松鼠进行IPO期间,曾被曝出产品质量问题,2017年8月15日,正处在上市关键期的三只松鼠因食安问题被原国家食药监总局通报,其1批次开心果霉菌超出国家标准1.8倍。  

  对此,网经社电子商务研究中心法律权益部助理分析师蒙慧欣表示,三只松鼠出现食品问题,说明其在食品原材料的选取、加工等某一环节上出现不合规甚至是不达标的可能性,其食品安全性值得怀疑。就目前来看,三只松鼠大部分产品都是代工厂生产的,在此模式上虽弥补了自身产业链不完整的缺陷,但也因其过度依赖代工厂出现了不少弊端,尤其是在食品安全把控上,如若三只松鼠没有做好供应商把控和产品出厂检测,甚至在选取代工厂不达标的情况下生产产品,一定程度上会加剧其产品出现食品安全问题的风险。  

  曹磊也曾表示,三只松鼠需要去思考如何从根本上去解决自身存在的一些问题,比如消费者深恶痛绝的食品安全问题。  


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