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海底捞的“秘密”——海底捞公司市场营销战略的研究《市场营销学》课程论文海底捞的“秘密”——海底捞公司的市场营销战略研究学科专业:国际经济与贸易学生姓名:学生学号:\n海底捞的“秘密”——海底捞公司市场营销战略的研究摘要以海底捞火锅店的成功案例分析成功企业的优秀市场营销战略,总结在市场竞争中除了实体之外,营销手段的重要性。海底捞的营销战略。企业以顾客需要为出发点,根据经验获得顾客需求量以及购买力的信息、商业界的期望值,有计划地组织各项经营活动,通过相互协调一致的产品策略、价格策略、渠道策略和促销策略(现代市场营销策略还要加上政治权利、公共关系策略),为顾客提供满意的商品和服务而实现企业目标的过程。海底捞的市场营销战略包括菜品创新、服务创新、模式创新等多种形式,但归根结底是企业文化的创新思维,企业文化的营销!关键词:服务;人性化;思维创新I\n海底捞的“秘密”——海底捞公司市场营销战略的研究海底捞的“秘密”——海底捞公司的市场营销战略研究“地球人已经无法阻止海底捞了!”这本是蹿红网络的一句戏言,如今,海底捞却想用自身行动显示这句话的力量。海底捞成立于1994年,是一家以经营川味火锅为主、融汇各地火锅特色为一体的大型跨省直营餐饮品牌火锅店。在北京、上海、沈阳、天津、西安、南京、广州、深圳、等城市有直营连锁餐厅。海底捞创立之初只是来自四川简阳的一家简易麻辣烫,于今,海底捞已在全国6个省市开了30多家店。大学商学院把海底捞作为案例来研究,由管理商学院的学生担当“卧底实习”,竞争对手群起顶礼取经,连一向傲慢的外资餐饮企业也加入到参观学习的队伍。海底捞的魔力在哪里?其实关键词只有一个——创新战略。海底捞将创新精神融入普通的火锅行业,从而创造了奇迹。一时间,各行各业掀起了一股向海底捞“学管理”、“学营销”、“学服务”的热潮。“海底捞”俨然不再是一个火锅店的代名词,转而上升成为一种现象。重庆市火锅协会会长、小天鹅集团总裁何永智也发出号召:我们要学习海底捞的创新措施,提升重庆火锅产业的消费附加值和重庆火锅的整体档次。首先是它的用户体验创新。这是以顾客至上为准绳的服务创新。比如被称为“肉麻式服务”“变态服务”的海底捞专属创新。等位时,有擦皮鞋、美甲等服务,顾客入座后,立马会送上绑头发用的皮筋、围裙、手机套,就餐期间会有服务员不时递上热毛巾。在海底捞,顾客能真正找到“上帝的感觉”,甚至会觉得“不好意思”。比如,海底捞的北京分店大部分时间能保持每晚高达5到6桌的翻台率,支撑这种翻台率的就是海底捞独特的等位模式,提前预定或者两三个小时的等位时间已经成为海底捞的特色之一。等待,原本是一个痛苦的过程,海底捞却把这变成了一种愉悦。即使是提供的免费服务,海底捞一样不曾含糊。只打一个喷嚏,服务员就吩咐厨房做了碗姜汤送来;孕妇会得到海底捞的服务员特意赠送的泡菜;如果某位顾客特别喜欢店内的免费食物,服务员也会单独打包一份让其带走……6\n海底捞的“秘密”——海底捞公司市场营销战略的研究这就是海底捞的粉丝们所享受的“花便宜的钱买到星级服务”的全过程。毫无疑问,这样贴身又贴心的“超级服务”,经常会让人流连忘返,一次又一次不自觉地走向这家餐厅。海底捞的用户体验创新是一场对传统的标准化、单一化服务的颠覆革命,这种颠覆式服务就是一种难能可贵的创新。海底捞最大的创新,就是“把人当人对待”,这个听起来像是天经地义的事,却成了海底捞成功的最大关键。技校毕业的张勇,发迹在偏僻的四川简阳,一切经验都摸索自简陋的麻辣烫店。他的逻辑很简单:“公平”。这词一点都不陌生,向来是人心最普通、却殊难成真的诉求之一。但张勇却把这简单的口号贯彻到海底捞治理中。员工视海底捞为第二个家,为之真心付出,甚至为这个家拼命。海底捞出色的服务就是这么来的。第二个“家”。让员工用心工作,这是全世界老板都想征服的珠穆朗玛峰,可是真正做到的却凤毛麟角。张勇的答案却很简单:“人心都是肉长的,你对人家好,人家也就对你好;只要想办法让员工把公司当成家,员工就会把心放在顾客上。”中国人信仰的东西不多,家最能触动神经,一生的追求与荣辱都同家连在一起。家还有一个特点,就是公私不分。家的成员很多,地位有高有低,可每个家庭成员都愿意为它做出最大贡献。怎么才能让员工把海底捞当成家?好像一切问题的答案在张勇这里都变得很简单把员工当成家里人。信任是一种尊敬,人不仅需要爱,还需要尊敬。对员工的尊敬就是信任。在海底捞,每个人都能有被信任的感觉,这种信任的标志就是授权。张勇在公司签字权是100万以上;100万以下是由副总、财务总监和大区经理负责;大宗采购部长、工程部长和小区经理有30万元签字权;店长有3万元签字权,这种放心大胆的授权在民营企业实属少见。张勇对一线员工的信任更让同行匪夷所思。一线普通员工有给客人先斩后奏的打折和免单权。不论什么原因,只要员工认为有必要都可以给客人免一个菜或加一个菜,甚至免一餐。这等于海底捞的服务员都是“经理”,这种权力在其他所有餐馆都是经理才有的。2009年春天,张勇被请到北京大学给MBA学生讲课,一个学生问:“如果每个服务员都有免单权,会不会有人滥用权力给自己的亲戚朋友们免单?”张勇反问那个学生:“如果我给了你这个权力,你会吗?”6\n海底捞的“秘密”——海底捞公司市场营销战略的研究整个课堂200多个学生,一下子鸦雀无声。当海底捞赋予服务员免单权的同时,就意味着公司必须要承担极少数员工对权力滥用的风险;同时,还必须承担当少数人滥用得不到制止时,权力就有可能大面积被滥用的风险。海底捞是如何监控这种员工被大面积授权的?那就是海底捞的特殊干部选拔制度:除了工程总监和财务总监之外,所有干部都必须从一线服务员做起。这条晋升政策甚至极端到包括厨师长的职位。原因是不论你的厨艺多么好,没有亲自服务过客人,就不知道服务员需要什么样的后厨支持。这样层层选拔出来的管理者太清楚了,什么时候员工才必须用免单这种极端方式让客人满意。因此,有心作弊的员工能骗过他们一次,但不可能逃过第二次。除了有效的监督之外,人的自律也使海底捞员工的免单权没被有大面积滥用。第三,也是海底捞近期实行的创新。火锅送上门,这听上去是一个不可思议的点子。8月30日20时27分,美食专栏作家殳俏在新浪微博上贴出了海底捞火锅外卖的照片,“有图有真相—五点叫的海底捞外卖,五分钟前外卖员道着歉说堵车耽搁了,然后满面笑容地开始进屋给摆桌子。菜品、蘸料、勺子、香菜末、葱花、锅、台布、围裙一应俱全。请注意角落那个大垃圾桶及大垃圾袋,那也是一块儿拿过来的。”殳俏是有着2379个粉丝的VIP,这条微博之后有了4570条转发。一时之间,海底捞的火锅外卖成了热议的话题。这家以服务出名的火锅店已经不是头一次这么做了。早在2003年,海底捞就做过火锅外卖。当时由于非典,食客们都不愿意去餐馆,海底捞的生意严重受挫。既然人手有富裕,海底捞决定送餐上门。不过,那时的海底捞只有在四川和西安有门店,远没有现在那么出名,生存下去是摆在创始人张勇面前的首要问题。外卖业务随着非典的结束也就不了了之了。5月份,随着北京、天津、郑州业务的稳定,北方区总经理袁华强开始重新考虑火锅外卖的主意。他对《第一财经周刊》称,海底捞外卖的定位是针对中高端用户,希望给顾客带来更好的生活享受。“就像是农家乐一样,一边享受自然一边享受食物。”6\n海底捞的“秘密”——海底捞公司市场营销战略的研究袁华强说。在海底捞的官方网站上,有野炊500元起送的规定,这个野炊就是袁华强对火锅外卖最初的构想。食客们并不这么想。外送业务推出至今,还没有遇到过野炊的单子,现在火锅外卖业务的主要需求还是来自于家庭聚会和商务用餐。对于门店动辄2个小时的等位,海底捞外卖所承诺的“四环之内1.5个小时送餐,五环之内2小时送餐”颇具吸引力。虽然想法很吸引人,但是海底捞在执行上却相对谨慎。5月,海底捞成立了外卖项目组,投入了一个400呼叫中心。呼叫中心很简陋,2名员工轮流接听电话,向各个分店分配外送任务。6月份刚推出时,北京15家门店中只有望京一家设了外卖点。这是海底捞习惯的做法—愿意接受新的点子,但不贸然行事。海底捞带给我们两点有益的启示:第一,企业内部解决二元矛盾、冲突、困境的双元能力的形成路径是:CEO双元能力——高层、经理双元能力——高层、经理、员工的双元能力;第二,企业层次授权与控制的双元能力构建是一个持续改善的过程。只有根据企业的发展程度,从上到下逐步授权,同时在授权过程中根据授权的重点和对象建立不同的制度确保企业控制,才能形成自身特有的双元能力,平衡授权与控制的矛盾。解决授权与控制矛盾的双元能力只是双元能力理论的冰山一角。双元能力作为企业在长期创新发展实践中练就的平衡能力,也是领导者个体适应变化环境的决策能力和灵活应对能力,直接影响着企业的创新能力,有助于企业的生存与发展。海底捞的创新,归根结底是企业文化、领导精神的创新!6\n海底捞的“秘密”——海底捞公司市场营销战略的研究参考文献:[1]黄铁鹰.海底捞——你学不会[M].中信出版社,2011.[2]HarvardBusinessReview.[J].HBSP,1922[3]中国企业家.[J].经济日报报业集团,1985.[4]商学院.[J].中国经营报社.2002 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