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B2B企業(yè)如何利用這段生意空白期，才能逆流而上？
時(shí)間：2020-03-18 16:25:45
文章發(fā)布：李陽
原創(chuàng)作者：未知
來源：互聯(lián)網(wǎng)

B2B企業(yè)如何利用這段生意空白期，才能逆流而上？-藝源科技

這場新冠病毒引發(fā)的肺炎疫情已經(jīng)持續(xù)了二十余天，從疫情最初開始的第一個(gè)14天潛伏期已過，許多企業(yè)單位已經(jīng)相繼復(fù)工，但最近鐘南山院士回應(yīng)病毒潛伏期最長可達(dá)24天，讓原本稍稍放下心的我們又瞬間提高警惕。

對一些B2B企業(yè)來說，他們等不了那么久，雖然有一部分已經(jīng)復(fù)工，但總體受疫情影響生意并不樂觀，也有的企業(yè)還在繼續(xù)觀望等待。

這場災(zāi)難無疑對許多B2B企業(yè)的打擊是巨大的，尤其是對那些中小批發(fā)商們。但我們要辯證地看待問題，當(dāng)危機(jī)來臨時(shí)要正確面對，人們總說有“?！辈庞小皺C(jī)”，能否從危情里看到機(jī)遇決定了企業(yè)能否重振旗鼓、轉(zhuǎn)危為安。
那么B2B企業(yè)究竟該如何利用這段時(shí)期，在疫情結(jié)束后能抓住特殊機(jī)遇保證企業(yè)經(jīng)營的穩(wěn)定性呢？我們結(jié)合批發(fā)商特點(diǎn)與實(shí)際情況，總結(jié)了以下幾點(diǎn)，希望能讓暫時(shí)迷茫的你找到一點(diǎn)方向。

1. 明確任務(wù)目標(biāo)

復(fù)工延遲，生意差，資金緊張...為何這么困難的時(shí)候還要強(qiáng)調(diào)目標(biāo)？因?yàn)橛心繕?biāo)才有動(dòng)力，有目標(biāo)才有執(zhí)行力，確立目標(biāo)才能讓疫情后“散亂”的企業(yè)現(xiàn)狀迅速擰成一股繩。
當(dāng)然，這個(gè)目標(biāo)需要企業(yè)老板根據(jù)實(shí)際行業(yè)情況做出調(diào)整，第一季度甚至上半年的目標(biāo)要做適當(dāng)降低，這也是為了提高團(tuán)隊(duì)凝聚力，齊心協(xié)力以最快的速度恢復(fù)企業(yè)往日的活力。

2.嚴(yán)格控制成本

在疫情期間，許多中小企業(yè)因?yàn)槌掷m(xù)的企業(yè)成本導(dǎo)致入不敷出，資金鏈斷裂，壓力巨大。這個(gè)時(shí)候，企業(yè)的成本控制就顯得尤為重要。
庫存梳理
很多企業(yè)在春節(jié)前都大量地進(jìn)貨準(zhǔn)備應(yīng)對春節(jié)銷售高峰，但如今很多都積壓在庫房，庫存成本是企業(yè)資金流很大一部分花費(fèi)。
此時(shí)，企業(yè)應(yīng)該梳理一下庫存積貨，哪些已經(jīng)損壞及時(shí)處理掉，哪些是可以臨期商品或是可以打包捆綁銷售的熱銷品做好歸類，利用這段時(shí)間做一個(gè)庫存盤點(diǎn)，復(fù)工后市場肯定會迎來短期的爆發(fā)期，需求旺盛，企業(yè)可第一時(shí)間及時(shí)銷售，收回部分資金。

人員控制

企業(yè)另一部分較大的支出是人員成本，如果企業(yè)各個(gè)環(huán)節(jié)工作效率低，那么所需員工數(shù)量就翻倍，因此成本支出也是翻倍的。
這期間，老板們可以梳理一下各個(gè)部門、各個(gè)環(huán)節(jié)的人員情況，從效率入手，預(yù)估在可提高的效率范圍內(nèi)需要多少人員，那么復(fù)工后或已經(jīng)復(fù)工的企業(yè)可通過加強(qiáng)內(nèi)部管理或使用一些管理軟件來提高員工效率，那么每個(gè)崗位所需人員數(shù)量就會減少，成本得到控制的同時(shí)也發(fā)揮了每個(gè)員工最大的價(jià)值。

3.搭建線上平臺

03年非典的時(shí)候，阿里巴巴全員隔離，足不出戶，于是他們將目光轉(zhuǎn)向線上，淘寶就在那時(shí)誕生了；京東也在當(dāng)時(shí)關(guān)閉所有門店，之后就靠著網(wǎng)上賣貨發(fā)展至今...
疫情來臨時(shí)人們幾乎不出門，線上交易得以迅猛發(fā)展，這也是為何越來越多B2B企業(yè)將目光轉(zhuǎn)向線上的原因。

企業(yè)搭建線上商城，在疫情期間不僅可以實(shí)現(xiàn)客戶24小時(shí)“無接觸式”訂貨下單，還能通過線上平臺進(jìn)行推廣營銷，比傳統(tǒng)線下靠業(yè)務(wù)員跑的方式高效許多。而老板們也可以認(rèn)真思考一下，這也許是您企業(yè)轉(zhuǎn)型的契機(jī)。

B2B企業(yè)如何利用這段生意空白期，才能逆流而上？-藝源科技

4.制定營銷策略

企業(yè)在梳理盤點(diǎn)庫存之后，需要將急銷商品通過促銷活動(dòng)賣出去，這就需要老板制定好促銷策略，針對客戶和員工。
企業(yè)可以同上游廠商商量，適當(dāng)申請優(yōu)惠或補(bǔ)貼，并將這部分優(yōu)惠用在客戶身上，用優(yōu)惠打折的方式來提高銷量，促進(jìn)上下游共同渡過難關(guān)；對員工來說，促銷策略有助于提高銷量，相應(yīng)的銷售提成也可得到提高，有助于穩(wěn)定員工情緒，增加他們的工作積極性。

5.持續(xù)穩(wěn)定客情

疫情期間，焦慮的不僅僅是B2B企業(yè)，還有他們下游的經(jīng)銷商或是終端客戶。企業(yè)應(yīng)該持續(xù)穩(wěn)定客情關(guān)系，比如提高推廣商品的頻率，使用管理系統(tǒng)軟件的企業(yè)通過CRM系統(tǒng)和消費(fèi)預(yù)警功能及時(shí)篩選，定期線上聯(lián)系，減少客戶流失率。
除工作方面，業(yè)務(wù)員還應(yīng)該時(shí)不時(shí)關(guān)心客戶現(xiàn)狀，多為他們想一想，提供對他們生意提供有效的建議，一旦疫情結(jié)束后應(yīng)第一時(shí)間補(bǔ)貨。

6.拓展特殊渠道

在整體市場環(huán)境受沖擊的背景下，老板需要發(fā)散思維打開視線，多渠道拓展客戶。
比如一些以往不常開發(fā)的渠道，或是在特殊期間有巨大需求量的辦公場所。這不僅是給員工信心，也是為了企業(yè)制定的銷售目標(biāo)。

7.不斷學(xué)習(xí)進(jìn)步

所謂活到老學(xué)到老，尤其在這段特殊時(shí)期，老板和員工都有相比以往較多的個(gè)人時(shí)間，如何充分利用這段時(shí)間充實(shí)自己，不斷學(xué)習(xí)進(jìn)步，不得過且過浪費(fèi)掉，是和競爭對手拉開差距的有效途徑。
員工應(yīng)該加強(qiáng)學(xué)習(xí)自己崗位的專業(yè)知識或技術(shù)，或是對自己職業(yè)道路有幫助的內(nèi)容；老板們時(shí)刻關(guān)注國家宏觀政策的同時(shí)，也要思考企業(yè)未來發(fā)展道路，線下企業(yè)考慮是否需要轉(zhuǎn)型升級，轉(zhuǎn)型線上的企業(yè)考慮今后如何拓展更多渠道。

B2B企業(yè)如何利用這段生意空白期，才能逆流而上？-藝源科技

8.保持信心

最后，老板們一定要始終保持信心，堅(jiān)信我們一定會盡快打贏這場疫情戰(zhàn)，市場也會慢慢恢復(fù)往日的態(tài)勢，這種正面的信息不僅僅是給自己加油，更是對企業(yè)的員工一種鼓勵(lì)，有信心帶領(lǐng)大家走向更好的未來。
正所謂“天救自救者”，肺炎疫情終將會被我們戰(zhàn)勝，而企業(yè)應(yīng)該將重點(diǎn)目光放在自身，利用這段時(shí)間思考學(xué)習(xí)，利用內(nèi)部和外部條件積極“自救”，轉(zhuǎn)危為機(jī)才是迫在眉睫的事情。

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