経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

衰退期から成長期を創り出す方法【その1】

投稿日:

こんにちは。NISHIです。

昨日の続きです。

衰退期のビジネスにおいて、
成長期を創り出すための視点、
これには2つあって、

その1.
【マーケットイン】を起点にする。

その2.
【プロダクトアウト】を起点にする。

この2つですよ、という話をしました。
その続きですね。

その前に、
なぜこんな話をしているかというと、
先日から「傘メーカーの話」をネタに、
あれやこれやと言っています。

その中で、
ビジネスにおける市場の推移には
4つの段階があって、

導入期
成長期
成熟期
衰退期

の順番で推移していきます。
これはどの業種業態でも同じ。
例外はないです。

で、この市場の推移は、
「需給バランスの推移」でもあります。

と、いうことは、
それぞれの段階において、

商品そのものの認知も、
それに対する顧客の感情も
顧客の価格に対する意識も
全くの別モノになりますから、

売手側のスピード感も、
販促で訴求すべき内容も、
押さえるポイントが変わってきます。

全く別のお客さんに
全く別の商売をする。

そう捉えてしまってもいいくらい、
やり方そのものも変わります。

と、いうことは、
市場の推移に合わせ、
かじ取りの方向もやり方も、
1つ間違えば「致命傷」になるわけ。

話を戻します。

繰り返しますが、衰退期ビジネスでは

1.ビジネスの精度を上げること、
2.新しい成長期を創り出すこと

この2つがポイントで、

新しい成長期を創り出すパターンとして、
マーケットインとプロダクトアウト、
この2つを発想の起点にしているケースが
非常に多い、という話です。

では、順番に行きます。

まず、【マーケットイン】の方です。

そもそもマーケットインとは、
需要や市場ギャップから
商品やサービス、ビジネスを
組み立てていく発想のこと。
市場ベースに発想する感じです。

これを衰退期ビジネスに当てはめると、
たとえば「住宅リフォーム業界」。

この業界ではその昔、

「何をしてくれるのか?」(商品)
「それはいくらするのか?」(価格)

が不明だったんです。

いや、全くもって不明というよりも、

何をやってくれるのかも、
どれくらい値段がするのかも、
なんとなーくわかるのはわかるのですが、

業者さんによっても
その仕事内容やスキルもサービスも
そして大事なお値段も違っていて、

「結局ようわからん」

という状況。

じゃあどうなるかというと、
これじゃお客さんからしても
シンプルに買いにくい。

それに、
商品もサービス内容も価格もスキルも、
業者さんによって不明でバラつきが大きい
ということは、
ボッタクリの悪徳業者も出てきやすい。

結果、
商品もサービス内容も価格もスキルも
よくわからず判断できないお客に対し、
法外な値段で売りつけてしまうような
悪徳業者が出てくることになります。

そして、業界のイメージが悪くなる。

この辺に「市場の歪み」があるわけです。

で、どうしたかというと、

市場にメニューと価格を持ち込んだ
————————————–

のです。

つまり、

何ができるのか(商品)を明確にし、
それを品揃え(メニュー化)し、
それぞれいくらするのか(価格)を

すべてハッキリさせた、わけです。

当時、10年以上前のことですが、
これがあるコンサル会社で大当たり。

品揃えの仕方から具体的な販促、
そして組織マネジメントまで、
一気通貫のビジネスモデルコンサルが
バンバン売れていました。
業績、上がりますからね。

これが衰退期ビジネスでの
「新しい成長期をつくる」という例。

ものすごーくオーソドックスな
方法だと思いますが、

市場の歪みを発見し、
これまでなかったもので、
あった方がよいものを、ぶち込む。

確かに言うは易しなんですけど、
言うは易しだから行うは難し。
出来れば独り勝ちです。
ならば、出来るようになるのみ。

思いのほか長くなったので、
プロダクトアウトの話は次に。

あ、先日から使っている
傘メーカーさんの話はこちらです。
まだ見ていない人用に貼っておきます。

http://grass-ex.jp/Lo30/1491

では。

NISHI

-日記

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