Стратегии и маркетинговые методы Джея Абрахама независимый проект о работающем маркетинге

Кризис: Стратегия выживания или стратегия победы

Тема кризиса, пожалуй, волнует всех бизнесменов и предпринимателей.

И давайте вместе подумаем, какие меры можно предпринять.
И как разумные и деятельные люди рассмотрим различные точки зрения.

В недавнем выпуске журнала «Коммерческий директор» центральной темой была
«Семь шагов к укреплению позиций компании в период стагнации»
Остановим внимание на п.4 и п.5

«4. Оптимизируйте бизнес. Пока еще имеется некоторый финансовый ресурси запас прочности, нужно решить, кого из сотрудников стоит оставить, а с кем расстаться.»

«5. Сократите расходы на рекламу. На падающем рынке она стремительно теряет эффективность: если потребители не хотят покупать, никакая рекламане заставит их это сделать.»

Другую точку зрения высказал Владимир Кусакин, владелец компании «БизнесФорвард»в своей статье
«Смертельные ошибки для бизнеса сейчас»

«Следующая достаточно типичная ошибка — это уменьшение исходящего потокаиз компании: уменьшение рекламы, пиара, просвещения о своем товаре, звонков, встреч, писем и т.д. Доход пропорционален исходящему потоку — этот естественный закон в области управления был открыт в прошлом веке замечательным исследователем Л. Рон Хаббардом.
Но большинство компанийв кризис и «не сезон» снова и снова повторяют эту ошибку и уменьшают свой исходящий поток. В результате — уменьшение дохода, сокращение, откат назад.

И еще одна ошибка из этой серии — это сокращение количества сотрудников вместо организации активного найма продуктивных сотрудников. Элементарно просто — люди создают ценности (если хотят и умеют). В таком случае, если количество тех, кто вносит вклад в создание продуктов и услуг компании уменьшается, то и доход тоже уменьшится.»

И есть еще подход легендарного мастера практического маркетинга – Джея Абрахама.

Он его достаточно полно осветил в своей книге «Как вывести ваш бизнес из тупика. 9 камней преткновения для роста бизнеса».
Книга была написана в разгар последнего экономического кризиса в США (2008-2009),и начинается словами:

«Кризис – отличная новость. Мои клиенты обожают кризис».

А заканчиваются:

Перестаньте путать понятие «экономический спад» с «полным экономическим штилем». Разумеется, в условиях кризиса меньше людей будет делать то, что сделали бы в период подъема – устанавливать новую кухню, менять полы, путешествовать. Ваши конкуренты сходят с дистанции из-за своего мировоззрения, которое говорит им: «Никто ничего не делает. Точка». Между тем, вы развиваетесь, не теряя этики и уважения (и поглощая компании конкурентов), благодаря новой установке, которая гласит: «Даже если весь пирог уменьшился, мой кусок становится все больше и больше!»

Суть подхода Джея состоит в одной фразе «Тотальная оптимизация», а не сокращение расходов.
Как выразился другой мастер маркетинга Дрейтон Берд

«Если вы на растущем рынкес огромной маржой, то можно позволить себе быть идиотом. Вопрос – на сколько долго»

Обычно в ситуации кризиса большинство идет одним из 3-х способов.
1. Занять выжидательную позицию, ничего не менять. Надеяться, что кривая вывезет.
2. Делать меньше, того что делали
3. Делать больше,того что делали

Но вовсех 3-х случаях – продолжать делать привычное.

Суть оптимизации – это выявление и усиление продуктивных действий и устранение непродуктивных.

Например, рассмотрим ту же рекламу.

В период кризиса СМИ также почувствуют спад – поэтому можно торговаться и получатьбольше рекламы за те же деньги. А если конкуренты снижают активность, то ваша реклама становится заметнее. Люди не перестают покупать в любые времена.
Но конечно,что бы не выкидывать деньги на ветер, необходимо отслеживать результативность как каналов рекламы, так и самой рекламы.
Отказаться от рекламы имиджевой и вкладываться в рекламу прямого отклика, которую можно измерить.

Многие рекламщики привыкли брать деньги за работу, за размещение и не нести никакой ответственности за результат.
Самое время начать договариваться об условиях оплаты за измеримый результат.

Кейс:
В начале своей карьеры Джей организовал продвижение продукта небольшой компании ICE HOT (бальзама от артрита) на 1000 радиостанций c условием оплаты за результат – 100%от суммы первого заказа. Плюс 15% комиссии рекламным агентам.
При этом реклама транслировалась только в непроданное эфирное время.
Менее,чем за 15 месяцев продажи составили 20 млн долларов. До этого объем годовых продаж не превышал 100 000.
Если бы реклама покупалась, то пришлось бы заплатить 10 млн$, а так расходы (себестоимость и комиссионные) составили всего 1 млн$.
И вся модель строилась на ясном понимании, что каждый третий купивший – купит еще 3 разав год.

Подход оптимизации — это системный подход, где каждый элемент может быть как усилителем (рычагом), так и наоборот:
И в общей системе, по мнению Джея, маркетинг – это один из самых мощных финансовых рычагов в руках предпринимателя.

Только изменив заголовок в рекламе, первую фразу приветствия в магазине – можно увеличить отклик в разы.
Т.е. вы тратите одни и те же усилия, те же затраты, но получаете больший результат.
Это и есть финансовый рычаг и оптимизация.

И в любой компании найдется от 20 до 50 точек для увеличения продуктивности.
Сделав небольшие улучшения в каждой точке, вы можете получить эффект «геометрического роста».
В своей книге Джей рассматривает 9 областей для роста бизнеса. И для каждой предлагает практические шаги для реализации.

А какой подход ближе для вас?

( Да, книгу можно скачать здесь )

А 27 ноября в 14-00 на портале Деловая Среда Сбербанка пройдет
бесплатный вебинар «Тотальная оптимизация бизнеса. Метод Джея Абрахама»
http://calendar.dasreda.ru/events/19

Оставляйте свои комментарии.

 

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К записи "Кризис: Стратегия выживания или стратегия победы" оставлено 13 938 коммент.

  1. Александр:

    Добрый день.
    При всем уважении к Джею Абрахаму (действительно,гений маркетинга), всё же, внесу свои ложки дегтя.
    Первая — ни один наш рекламщик не готов работать «от результата». Дважды в неделю получаю прежложения от рекламщиков «поработать», отправляю заранее заготовленный ответ с условиями «от результата». Откликов — ноль. Считайте сами, сколько реклмщиков обращались, если моей нынешней компании 12 лет…
    Вторая «ложка» — финансирование. Я бы посмотрел на американских предпринимателей при кредитах в районе 25% годовых при полном отсутствии «длинных» кредитов.
    Третье — даже в 2008 году про экономику США говорили о «рецессии». У нас же — нормальный такой спад, во многих отраслях исчисляемый двузначной цифрой.
    И многое, многое другое.
    Потому — да, идеи Абрахама хороши. Но когда появится наш, российский Абрахам, предлагающий маркетинг с учетом наших особенностей экономики, менталитета и пр.?

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