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    “試水”電商,農藥企業嘗鮮“觸電”營銷
    發布時間:2014-11-03     作者:山東先達農化股份有限公司

        “你好,在嗎?‘農民樂’除草劑多少錢一件?”“在的,380元,50克1袋,一件100袋。”“真的是美國進口產品嗎?”“是的,保證是美國孟山都公司的產品。您可以看看我們的網店介紹,不僅有跟生產企業的合作協議和產品編碼,而且我們網店只接受支付寶付款。有任何問題,您可以隨時投訴退款。”“哦……你們的價格為什么比我們鎮上的農資店還便宜?”“因為我們是省級代理直接批發到農戶,不用縣、鄉兩級分銷,節省的成本我們全部讓利給農戶!您省錢,我們也省事!”“那先要20件看看。真貨的話,一年最少要200件,我們這里種植魔芋,一年要大量除草劑。”“好的,馬上給您報運費。”
      以上這段對話是今年春耕春管時節,湖北荊福鑫農資淘寶網店的客服黃芹正忙著給陜西安康的客戶劉博下單。她的工作任務是和客戶進行前期溝通,“價格、質量、物流都是客戶非常關注的問題。”黃芹介紹說。
      隨著家庭農場、種植大戶、專業化種植基地不斷增多,他們迫切需要以更加便捷的方式購買到質優價廉的農資產品和科學的植保技術指導。農藥比種子的區域適應性廣、比化肥的發貨物流量小,相對來說,可能是目前最適合開展網銷的農資產品。湖北“荊福鑫”農資網負責人、高級農藝師陳松苗介紹說,該公司網站由湖北瑞豐達農資有限公司投資創建,成立后短短1個多月已有十幾萬的銷售額,點擊率過萬,引起了不少關注。
          定位:種田大戶成為電商目標群體
      近日,由江蘇龍燈化學有限公司建立的電商平臺正式上線。“隨著農村土地流轉和集約化經營、農民合作社、家庭農場等種植大戶的不斷涌現,這些新興客戶群體已不滿足于與當地的經銷商、零售店打交道,而急需一種有別于傳統經銷渠道的模式來滿足他們的需求。”據該公司中國區總經理劉學軍介紹,龍燈電商是會員制,主要針對大農戶、合作社、家庭農場等,填寫資料注冊會員后就可以實現在線購買。
      “農民采購農資表現出有四難:即好產品價高接受難、渠道產品保真難、劣質產品多使用安全難,以及售前售后技術服務難。龍燈電商希望讓種植大戶花最合理的錢,購買綠色、環保的農藥和肥料,并享受最專業的技術服務。”劉學軍表示,建立電商平臺可讓農戶和信賴的公司直接接觸,這意味著不管是性價比還是服務方面,他們都可選擇心中理想的產品,獲得屬于農戶的最佳使用體驗。劉學軍坦言,“自古成功在嘗試,龍燈電商目前只走出了一小步,但對于整個農藥行業來說,卻相當于邁出了一大步。 ”
      無獨有偶,江蘇克勝集團股份有限公司董事長吳重言表示,克勝今年年初確定了克勝2年電子商務推進規劃,即穩步落實“線上線下互動,以線上補線下,以線上促線上”克勝農藥電子商務方針。
      “長期以來名牌農藥的產品資源存在利用浪費問題,不單單是克勝產品宣傳難以到普通農戶,即便農戶認克勝牌也難以坐在家里用上零散的高效克勝牌農藥。生產商產品多積存、經銷商商品返廠、農家渴求貨真價實的克勝農藥,如此矛盾正是我們企業必須潛心研究并加以解決的課題。電子商務不僅僅是回籠工廠成本的明顯效益,還解決了千千萬萬農戶對貨真價實名牌農藥的‘握手’難頑癥。”吳重言表示,克勝集團電子商務的推進完全尊重市場化,鼓勵符合條件的員工參與電子商務,開網店、拓銷路、搶定單,旨在提高克勝農藥同業競爭力,擴大份額,提升占有率。針對農藥電子商務操作與傳統營銷的“交集”現實,確定了空白市場優先、特種作物優先、社會化服務組織以及種田大戶優先的目標客戶定位,在競爭區域采取沖減傳統渠道目標銷售額、差異化包裝、終端用戶身份鎖定、精準物流、配藥方案等措施。
          重點:農藥電商應以技術服務做保障
      目前,農藥行業的整體營銷水平相對低下,銷售的目標只重視眼前的利益,不重視宣傳效果,墨守成規不創新,渠道單一,市場混亂。有業內人士認為,加快創新找出路,電子商務或許可成為農藥企業今后發展的重要營銷模式。
      “農資電商最重要的是技術服務,針對很多種作物,龍燈都有完善的作物解決方案,而這些都是農資電商的基礎或者說農化服務的基礎。龍燈目前已具備近600人的服務團隊,我們相信只有把農戶的病蟲草害等問題解決好,才有農資電商的長遠發展。”劉學軍說。
      江蘇和盛農資連鎖董事長李百炎認為,農藥電子商務平臺要做成一個可信賴、具有號召力的平臺,一是要將更多高效、低毒、低殘留的環保農藥吸納進來;二是要面對種田大戶、合作社,實現平臺、公司、農戶三位一體的有機結合;三是要通過綜合性服務,將平臺的影響力進行積極傳播和擴大。
      “雖然電子商務不會取代農藥企業經營的全部,但從長遠看,電子商務必將成為農藥企業經營的主要形式,從而決定著我國農藥企業未來經營與市場競爭的命運。當前,農藥企業電子商務都受到支持系統不健全、不配套等‘瓶頸’制約,未來的發展勢必會迎來更多的挑戰。”陜西農心投資控股有限公司董事長鄭敬敏認為,農藥電子商務平臺的規劃與運營需要從快速反應、規模經營、品牌戰略、協同研發、市場拓展、全程服務上大做文章。首先,構建農藥企業電子商務物流體系,疏通物流渠道;其次,構建農藥企業網絡營銷體系,滿足市場個性化需求;最后,構建農藥企業網絡經營新體系,增強企業綜合競爭能力。

        “電子商務平臺建起與消費者直通的網絡,如同架起產品銷售與消費者的橋梁,構建供應商與企業生產者之間的捷徑。面對更多的機遇與挑戰,農藥企業唯有加快網絡電子體系建設,建立電子商務推動經營模式,才能使企業走出傳統產業與經營格局,實現企業網絡化、電子化、信息化發展。”鄭敬敏說。

    農藥生產定點企業,國家重點高新技術企業,已通過ISO9001\ISO14001\OHS18001三個國際體系認證,是亞洲咪唑啉酮類除草劑、環己烯酮類除草劑、異噁草松及烯酰嗎啉生產廠家

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