Ioana Arsenie, Consultant de Business: Oamenii comandă mai mult electrocasnice și echipamente IT și de birou, necesare lucrului de acasă
Pandemia schimbă comportamentul de consum de Black Friday
Evenimentul Black Friday din anul 2020 este marcat de pandemia care s-a dezvoltat de la începutul anului și care face trecerea la un consumator mult mai pretențios, dornic să privească achiziția online ca pe o investiție și nu ca pe o cheltuială. Asistăm și la o fază de testare a anumitor categorii, pe produse calitative și mai scumpe, este ceva diferit anul acesta.
Două nișe din e-commerce vor fi mai atractive ca și business pentru Black Friday 2020, Home-deco și electro-IT datorită preocupării oamenilor către confortul de acasă, activată de pandemie. O altă nișă atractivă pentru români este educația online (ateliere, cărți) care va genera cu 10% un număr mai mare de comenzi față de anul trecut.
“Oamenii devin tot mai educați și mai atenți în procesul de achiziție online, comparând preț/produse similare, iar companiile trebuie să evite falsele reduceri sau condițiile “abuzive”. Este momentul să venim cu oferte de Black Friday și pentru produsele de profit din portofoliu, produsele scumpe, chiar dacă anterior vedeam reduceri doar la produse cu caracteristici de bază. În zona home-deco, electrocasnice, echipamente de lucru IT, consumatorii au nevoie de produse de calitate și cumpără din logica de investiție și nu de cheltuială, în special, românii care acum lucrează de acasă. Cred că anul acesta, Black Friday va crește cu 20% procentul vânzărilor de produse din zonele Home-deco și electro-IT, pentru că este și ofertă în acest sens”, declară Ioana Arsenie.
Contextul pandemic schimbă planurile pe termen scurt și mediu ale unui magazin online
Recomand magazinelor online să aibă mai multă atenție pe costuri, relația cu clientul pe întreg procesul de la comandă, la livrare, încasare, after-sale, înlocuire, practic utilizarea metodologiei Blue Ocean strategy, chiar dacă nu la nivel maximum, măcar pentru analiza și identificarea punctelor nevralgice, în care pierdem clienții sau nu reușim să îi fidelizăm pentru că facem anumite greșeli. Este important să mutăm raționamentul de business în zona de fidelizare, chiar dacă în online poate părea și chiar să fie mai greu de realizat.
Cele mai vulnerabile nișe de magazine online privind veniturile/profitul sunt evident, acele categorii de produse cu valoare adăugată scăzută, cu marje mici, care, în lipsa volumelor nu acoperă costurile logistice, pentru că firmele nu pot negocia cu companiile de curierat, din nou, în lipsa de volume.
Pandemia influențează piața de e-commerce și la nivel de strategie financiară, ca și în alte domenii, a apărut nevoia de agilitate; dacă înainte puteai merge pe bugete anuale, eventual revizuite în a doua parte a anului; acum nivelul specializării funcției financiare trebuie să răspundă exigenței și trebuie să învățăm să lucrăm pe bază de scenarii.
Zona de optimizare procese și proceduri pentru un magazin online este foarte importantă. Echipa care susține un magazin online trebuie să fie optim dimensionată, fără a pune în risc continuitatea afacerii. De asemenea, sistemele unui magazin online trebuie să fie îmbinate cu platforma din procesul de facturare, încasare, și în final, cu zona de contabilitate, cu scopul de a limita și elimina prelucrările duble, dar de a întări, prin controale în cadrul proceselor, acuratețea datelor, importantă la un volum mare.
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