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重掌国美，黄光裕还是那个狠人

AI财经社2021-11-13

自从黄光裕回归，国美改革被按下倍速键。从真快乐10个月两次迭代，到10月组织架构大调整、形成六大业务板块，国美正飞奔在恢复原有市场地位的路上。媒体报道中，黄光裕为这个目标设立的期限是18个月，但他随后的思考无不流露出潮汕人的圆融和务实，“很多事情必须螺旋式上升，在良性循环的情况下去达到目标，否则，要付出更多。在这个角度上，我不会为18个月的目标太多计较。” 黄光裕的倍速键今年以来，黄光裕公开...

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zh2021
·2021-11-14
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·2021-11-14
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·2021-11-14
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Linda2240
·2021-11-14
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hangyuliang
·2021-11-13
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·2021-11-13
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瀚妈
·2021-11-13
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·2021-11-13
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·2021-11-13
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·2021-11-13
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·2021-11-13
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·2021-11-13
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·2021-11-13
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href=\"https://mp.weixin.qq.com/s/-AsxiyU__oSh2T1prTWxuQ\">网页链接</a>\n\n</div>\n\n\n</article>\n</div>\n</body>\n</html>\n","isBrief":false,"type":0,"news_type":1,"symbol":"00493","symbol_name":"国美零售","start_time":0,"source_url":"https://mp.weixin.qq.com/s/-AsxiyU__oSh2T1prTWxuQ","article_id":"1105017719","we_media_id":null,"thumbnails":["https://static.tigerbbs.com/cc6c74a5e97f4faf912ce1b67c78a5db"],"rights":null,"url":"https://stock-news.laohu8.com/highlight/detail?id=1105017719","pubTimestamp":1636776505,"sourceInfo":{"source_id":"AI财经社","name":"AI财经社"},"weMediaInfo":null,"summary":"自从黄光裕回归，国美改革被按下倍速键。从真快乐10个月两次迭代，到10月组织架构大调整、形成六大业务板块，国美正飞奔在恢复原有市场地位的路上。媒体报道中，黄光裕为这个目标设立的期限是18个月，但他随后","collect":0,"end_time":0,"defaultTopTitle":"qq.com","property":[],"viewcount":null,"language":"zh","relate_stocks":{"00493":"国美零售"},"translate_title":"Wong Kwong Yu is still the ruthless man when he regains control of Gome","themeId":null,"isJumpTheme":false,"ttsUrl":"https://static.tigerbbs.com/87c2586cc40d580809b59aa28f37c6e1","symbols_score_info":{"00493":0.9},"content_text":"自从黄光裕回归，国美改革被按下倍速键。从真快乐10个月两次迭代，到10月组织架构大调整、形成六大业务板块，国美正飞奔在恢复原有市场地位的路上。媒体报道中，黄光裕为这个目标设立的期限是18个月，但他随后的思考无不流露出潮汕人的圆融和务实，“很多事情必须螺旋式上升，在良性循环的情况下去达到目标，否则，要付出更多。在这个角度上，我不会为18个月的目标太多计较。”\n\n黄光裕的倍速键\n今年以来，黄光裕公开露面的次数多了起来。\n有内部人士透露，在国美总部——鹏润大厦那间视野宽阔的办公室，黄光裕每天会工作到深夜。\n在一种创始人事必躬亲的紧迫感中，国美的商业决策、组织架构改革都像是按下了倍速键。最近一次是在10月下旬，当整个北京城还处于黄灿灿银杏叶铺就的静谧之秋时，国美73名高管正聚在一起共谋一个大的蓝图。鹏润大厦正在酝酿一场蜕变之旅，他们一连开了五天的内部宣讲会，要对未来战略和具体工作做详细拆解。\n位于主导地位的还是黄光裕。他梳着精神的大背头，穿一套浅蓝色西装，整个人显得神采奕奕。在会后的一张大合影中，相邻的高管们互相握拳举起，坐在“美好事业一起拼”的汉字雕塑后面，颇有一种齐心协力的意味。\n\n在这次大会上，黄光裕给国美指定了新的方向——做一家全零售生态共享平台，靠“线上、线下、供应链、物流、大数据&云、共享共建”六个平台为抓手，全面加速推进以线上“真快乐”和线下“国美家”为核心的“家·生活”战略第二阶段继续落地实施。\n同时宣布的还有新组织架构。按照业务板块，国美宣布了六大平台和各产业公司的高管人事任命。\n为了确保战略顺利落地，在国美基本盘——国美电器公司总部，还成立了一个商业模式改革项目组，调集了大区及区域公司的精锐高管，为战略提供组织支撑。\n可以说，自从黄光裕正式露面后，国美变革开始提速。今年2月18日，黄光裕第一次对外发声，就表示要用18个月恢复原有市场地位。目标难度不小，但足以振奋人心和鼓舞士气。在有些人眼中，国美创始人的狠劲又回来了。\n曾经，国美的市场地位是家电渠道老大；如今，这个“市场地位”的内涵已经发生改变，按照黄光裕的最新设计，国美要做全方位的零售+家服务平台，而非单纯的电商平台。相应的，原来聚焦家电的一套系统需要进行升级调整，这也是出现前述6大业务平台的缘由。“不能仅仅为了线下的国美电器去做线上交易平台。我们必须重新梳理和设计架构，以便更好地推进战略第二阶段有效落地。”\n最先被推向舞台的是真快乐App，这承接着国美在本地生活和电商的两大野心，自1月23日正式上线后，9个月后就迎来第二次改版升级。看来，真快乐名字中的“快”，除了“真品、送货快、体验快乐”中的含义之外，可能还暗含着创始人的意愿——国美加速。\n真快乐打头阵后，打扮家App、折上折App也纷纷推出，国美家线下平台、国美窖藏、音乐赛事社交平台、共享共建平台也陆续到位，为国美改革排兵布阵。\n六大平台被视为国美拉开新发展阶段下一幕的序曲。国美CFO方巍这样阐释各平台的“卡位”：线上真快乐；线下国美家，包括国美线上和线下门店；三是物流服务平台，四是供应链平台，从国美电器的供应链体系延伸到如今的全品类，未来有可能拆分独立上市；五是共享共建平台，给小B端提供解决方案；六是云平台，从原来的私有云演变为现在的专业零售云。\n\n国美六大平台制图/王舰\n透过半年报，也能窥见国美初步改革的成效。在2021年上半年财报中，国美零售营收260.4亿元，同比上升36.5%；综合毛利达到37.1亿元，同比提升67%；同时综合毛利率稳步上升，同比上升2.7个百分点到14.3%。\n而真快乐也取得一定增长，上半年平台购买人数同比10倍增长，购买商品数及订单数同比4倍增长，活跃用户数3倍同比增长，会员复购率达30%，月平均复购人数同比增长10倍，SKU突破60万，其中九成来自非家电方面。\n看来，黄光裕是要大干一场了。落实完人事部署后，他在会上特别强调当下“目标和路径已经清晰”，要求全员秉承“天下武功唯快不破”、“成于系统、败在细节”两个原则，“尽量快地在有限时间内做更多的工作、完善更多的细节。”\n一句话，要快。\n\n狠招\n快，估计在接下来很长一段时间内都将是国美的关键词。黄光裕提出重回市场地位，备受外界关注，这句豪言壮语也为媒体提供了枭雄归来式标题。\n尽管当事人后来强调过，所谓“18个月”，只是内部战略规划的倒推时间、不是对市场的承诺，人们还是期待这个东山再起的商业故事能够如约而至。\n“稍微慢了一点，但方向和路径都没有改变，我们也越来越有信心。有些需要调整，那就调整。后面我希望能够把这个进度抢回来……”在10月中旬的一次媒体沟通会上，黄光裕说，很多事情已经在某个点上，这个节奏要成气候。\n保持变革节奏的信心来自于为行业提供独特价值。国美如何从京东、天猫等线上线下平台的手中争夺合作伙伴以及客户？黄光裕给出的答案是开放共享是国美坚持的原则，也是实现低成本、高效率的有效保障，他认为这才是零售商的本质。\n在方巍看来，这得益于国美的全渠道、双品牌策略，在很多品牌还受制于互联网平台三位数起的获客成本时，国美平台上的获客成本可以控制到两位数，也就是百元以内 。\n\n这个狠招并非一日练就。方巍回忆，国美在2015年开启线上线下双场景的数字化转型时，经历了很多痛苦，终于在2019年完成转型，将线上线下的商品、用户数据都做了统一，“相当于构建了中国最大的线上线下融合的全场景之一。”\n同时，国美的供应链体系也成为低成本、高效率承诺的支撑。方巍回忆，2009年国美开始布局供应链，如今将积累十多年的甄别商品的能力开放出来，希望让第三方商家也能拥有优质供应链带来的价格优势。这其中，国美就给不少小B端的美店店主提供选品供应链，让店主形成多个社群引来流量。\n鲜为人知的是，普通用户只能看到真快乐的C端版本，其实真快乐还有一个B端版本，供小店主直接选品上架，仅仅国美电器就有10万SKU可供选择。\n此外，国美还在社会化和娱乐化方向发力，做到线下裂变聚拢流量，进一步降低成本。尤其在最热的直播领域，国美和抖音、快手、天猫合作直播营销，仅今年上半年就完成7.5万场直播，触达超过3800万人，将拉新获客成本降低不少。\n方巍甚至算过一笔账，就真快乐App平台销售来说，55%来自线下场景，20%多来自真快乐主站，剩下25%来自小B端和社群端。也就是说，美店店主搭建的线下和社群，为真快乐贡献75%左右的收入。\n半年报也给出有力的佐证。国美以线下门店为种子用户，兴建网格化社群，迅速扩大会员体系，仅2021年上半年，国美就新建超过18万个社群，累计社群达到近100万个，累计社群成员数量同比增长30%，全渠道会员也达到2.28亿。\n如果深入研究财报，还可以发现家电供应链的远期价值。这一块体现在财报中的家电销售数据。国美家电供应链已经输出到了类似像京东、拼多多等渠道，这就是说国美家电供应链不只在国美整个平台上运转，也向其他平台进行输出，而且第三方能力也越来越强。\n据AI财经社获悉，国美或有意将家电供应链业务分拆上市。“如果家电供应链的第三方能力达到30%以上，符合规则的情况下，我们会进行独立的分拆、上市，形成更专业地发展。”方巍透露。\n基本盘\n34年前，国美靠家电起家，线下店可以说是国美的“基本盘”。黄光裕本轮大刀阔斧的改革，自然也离不开这一基本盘的稳固。\n换言之，无论是衡量国美能否重回市场地位，还是看黄光裕能否在“后浪”迭起的时代东山再起，一个关键指标还是看线下门店。\n尤其在三线及以下城市，消费市场的渗透率还比较低，拥有比一二线城市更为广阔的蓝海空间。为了争夺下沉市场的线下场景，互联网巨头们可以为几根葱、一棵白菜打得头破血流，也可以一掷千金去搞合纵连横，比如京东收购金五星，比如阿里在苏宁陷入流动性危机后，参与出资成为苏宁易购第二大股东。\n国美也看到了这一趋势，制定了“先大后小，先县后镇，以县拓镇”的战略，光2021年上半年就新开县域店近600家，计划全年新开店1000家。财报显示，截至今年6月末，国美的线下门店已经冲到3895家，其中县域店有2556家，占比超过六成。\n\n国美门店数统计 制图/张哲\n依靠线下店带来的低成本流量和服务体验，也为国美赋予了新的想象空间。线下实体依旧是零售业的必争之地。比如苏宁在集团陷入债务危机后，零售云和大件物流仍被认为是最优质资产，而零售云是苏宁依托线下门店为模型打磨的零售解决方案。\n国美的线下门店网络也有清晰的布局，包括五种店型，分别是城市店、商圈店、区域店、社区店、社区驿站，分别为1-8公里内社区家庭客群提供家生活解决方案。截至今年6月末，线下门店展示总面积已达511万平方米，相当于715个标准足球场那么大。\n其中，和用户贴合最紧的莫过于国美的驿站小店，这种店型辐射社区周边1公里。与其他同行做的类似小商超、便利店不同，国美驿站小店主要是卖服务，比如清洗、维修等家庭服务，其次才是一些生活用品的展示和销售。\n方巍透露，目前他们在东北和西北试验驿站小店。选东北是因为当地冬天很冷，用户对住所附近的就近服务需求旺盛；选西北是因为当地有一些口碑不错的国美分部，比如西安分部、成都分部等，便于在当地创新、打样儿。\n\n据了解，目前驿站小店有30%是直营，70%为加盟。国美还在靠直营试验各种细节标准，争取把维修、清洗等服务都标准化，好在之后做进一步推广。“大约明年年底，我们会形成一个万家规模的驿站小店网络，具体来说，到今年年底会扩展到5000家左右，明年再开拓2000家，驿站大概是小一万家店。”方巍透露。\n同时，相对大型的国美城市展示中心也在推进中。方巍估计，主流城市都需要有一家展示中心，这样通过大大小小的线下店设计，能把国美的触角伸向国内500多个城市。\n此外，为降低国美零售负债率，为“家·生活”战略新改革提供充足的现金流保障，国美零售百亿租赁协议已落地，通过长期租赁大股东物业来优化资产结构，预计可以大幅降低负债率。\n具体来说，国美零售会向大股东旗下的国美管理租赁三处物业，包括国美商都、湘江玖号、鹏润大厦，三处物业租期20年，总租金178.65亿元，其中175.76亿元以发行股份的方式支付，2.9亿元通过向国美管理转让国美零售旗下Hudson 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