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

ライフサイクルと便乗商法。

投稿日:

こんにちは。NISHIです。

昨日は便乗商法の話をしましたが、
昨日の話に「便乗」して、
便乗を別角度から見てみましょう。


特に中小企業のコンサルですと、
小難しくてそれっぽい
戦略どーのこーのといったモノは
ほとんど使わなくてもOKです。

が、それでも押さえておかないと
時に「致命傷」にもなりかねない
ものはいくつかありまして、
その1つが【ライフサイクル】です。

このメルマガでも
何度かお伝えしているモノですが、
人も生まれては成長し、
老いては死ぬといったサイクルが
あるように、
企業や市場にもソレがあります。

企業や市場におけるソレには、

導入期
成長期
成熟期
衰退期(安定期)

という風に
ざっくりとこの4つに分かれます。

企業や市場が
生まれてちょっとずつ育ち(導入期)、
グングン加速度的に成長し(成長期)、
ピークや円熟味等と言われ(成熟期)、
そして枯れていく(衰退期・安定期)。

この自然のサイクルには
どの市場も抗えないものです。

そう。抗えません。
抗えないからこそ、知る必要がある。

何を?

各時期の特徴です。
知っておかないと、見誤る。
いや、見ることすらできない。

で、「便乗」の話に戻ります。

単純な話、「便乗したモノ」が
成長期のごとくグングン伸びて
いるのであれば、
まさに虎の威を借りる狐のように
その勢いを借りることができます。
勢いづく、というわけです。

それももちろん大事ですが、
もう1つ、「こういった視点」を
持っておいた方がいいです。

それは【広告宣伝費】について。

当該市場や取扱商品が成長期の場合、
広告に対するリターンが最も
確実に期待できますから、
広告宣伝費のことを心配する必要は
そこまでありません。

特に問題なのは「導入期」です。

成熟期や衰退期における
広告からのリターンの少なさは
それはそれである程度
納得ができるものの、
導入期の場合って結構
「見誤ってしまう」ことがある。

「この商品はすばらしい!」
「絶対みんな買うはずだ!」
「一気に世間に広まるぞ!」

なんて意気込んでも、
それは売手の妄想に過ぎない
ことって結構多いものです。

確かに、「その商品」自体は
本当にいいものかもしれない。
でも、その商品のよさを
その商品の売り手以上に

世間は知らないし理解できない
—————————————-

ものです。

故に、我慢の時期が
どうしても必要になってくる。

よくその前提をすっ飛ばし、
「なぜわからないんだ!」と、
自らの怒りに燃料を注ぐかの如く
広告宣伝費を投入する。

そして、結果は出ない。

そういうことってあるものです。
特にその商品に売り手の思い入れが
強ければ強いほど。

だとすれば、
競合相手に広告宣伝を
してもらえばいいのです。
広告宣伝費がちゃんとあるところに
広告宣伝をしてもらえばいいのです。

その商品の認知が
ある程度浸透してきた頃に、
しれっと参入すればいいのです。
これも「便乗」の使い方のひとつ。

覚えておきたいのは、
導入期における認知アップには
多大なコストと時間とリスクが
伴うということ。

認知が広まらず、
市場が拡大せずに消えていく。
そういうリスクもあるわけです。

ライフサイクルの特徴を押さえ、
リスクを取り除いておく。
そのために「便乗」というのは
ひとつの有効な手だとも言えます。

では。

NISHI

-日記

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