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Price War Is Playing Heartbeat.

2008/4/24 17:28:00 27

Price War Is Playing Heartbeat.

Price war is an effective weapon for enterprises to quickly attack their opponents, rapidly increase market sales and occupy the market.

But once the price war falls into a vicious circle that falls a little bit today and a little lower tomorrow, then the price war will lose its meaning, but the loss of profits will not hurt the competing products.

Then how do we fight the price war?

Price war, to play is heartbeat.

So how can companies use price wars to effectively attack their opponents?

    目的明確,一劍封喉。企業(yè)必須明確為什么要打價(jià)格戰(zhàn),必要時(shí)可提升到戰(zhàn)略高度。而一旦打起來(lái),就要直逼成本下限,一步到位。迫使對(duì)手不敢跟進(jìn),在對(duì)手的猶豫和慌亂中讓對(duì)手自亂陣營(yíng)。

    選擇好打價(jià)格戰(zhàn)的產(chǎn)品。選擇打價(jià)格戰(zhàn)的產(chǎn)品是要符合企業(yè)打價(jià)格戰(zhàn)的目的。就是選擇什么產(chǎn)品用來(lái)打價(jià)格戰(zhàn),什么產(chǎn)品不能參與價(jià)格戰(zhàn)。一般來(lái)講企業(yè)用來(lái)打價(jià)格戰(zhàn)的產(chǎn)品要選擇那些要進(jìn)行淘汰、對(duì)企業(yè)自身來(lái)講意義不大的產(chǎn)品,而盡量不要用自己的核心產(chǎn)品來(lái)打價(jià)格戰(zhàn)。因?yàn)橐坏┢髽I(yè)用核心產(chǎn)品打價(jià)格戰(zhàn),價(jià)格到底將來(lái)漲不上來(lái)就會(huì)使企業(yè)陷入非常危險(xiǎn)的境地。

    選擇好打價(jià)格戰(zhàn)的區(qū)域。選擇好打價(jià)格戰(zhàn)的區(qū)域,就是要企業(yè)明確價(jià)格戰(zhàn)是在全國(guó)范圍內(nèi)展開,還是在一定區(qū)域內(nèi)展開。一般來(lái)講如果企業(yè)沒(méi)有能力發(fā)動(dòng)全國(guó)性的價(jià)格戰(zhàn)的話,最好選擇在一定的區(qū)域,在一定的區(qū)域內(nèi)展開。這樣做是因?yàn)椋阂?、現(xiàn)在市場(chǎng)的區(qū)域化越來(lái)越強(qiáng),不同區(qū)域所要求主銷的產(chǎn)品有所不同,企業(yè)用一些產(chǎn)品對(duì)全國(guó)市場(chǎng)發(fā)動(dòng)進(jìn)攻,難以起到全面打擊的目的,反而使自己積重難返。二、自己的市場(chǎng)區(qū)域和競(jìng)品的市場(chǎng)區(qū)域布局有所不同,對(duì)于自己的強(qiáng)勢(shì)區(qū)域市場(chǎng)而競(jìng)品很薄弱的區(qū)域,是沒(méi)有必要采用價(jià)格戰(zhàn)的手段來(lái)壓制競(jìng)品的。企業(yè)可以把價(jià)格戰(zhàn)放在市場(chǎng)競(jìng)爭(zhēng)激烈、競(jìng)品的強(qiáng)勢(shì)根據(jù)地市場(chǎng)、自己的新區(qū)域市場(chǎng)、自己難以進(jìn)入的區(qū)域市場(chǎng)、自己遭到競(jìng)品猛烈進(jìn)攻市場(chǎng)非常危機(jī)的區(qū)域市場(chǎng)。而且針對(duì)不同的區(qū)域選擇不同的產(chǎn)品(產(chǎn)品要適合區(qū)域的消費(fèi)習(xí)慣)來(lái)實(shí)施價(jià)格戰(zhàn)。

    以戰(zhàn)養(yǎng)戰(zhàn),避免自殺式或同歸于盡式的價(jià)格戰(zhàn)。企業(yè)發(fā)動(dòng)價(jià)格戰(zhàn)目的是為了拓展市場(chǎng)、打擊競(jìng)品,而不是為了自殺和同歸于盡。這就需要企業(yè)在開展價(jià)格戰(zhàn)時(shí),要采取以戰(zhàn)養(yǎng)戰(zhàn)的策略。一方面盡量不要用核心利潤(rùn)產(chǎn)品來(lái)開展價(jià)格戰(zhàn),另一方面要選擇區(qū)域有針對(duì)性的展開。當(dāng)年長(zhǎng)虹發(fā)動(dòng)價(jià)格戰(zhàn)用彩電的全線產(chǎn)品在全國(guó)市場(chǎng)展開,不僅給整個(gè)行業(yè)帶來(lái)災(zāi)難,而且使自己的經(jīng)營(yíng)陷入困境。這個(gè)教訓(xùn)值得那些準(zhǔn)備采用價(jià)格戰(zhàn)來(lái)打擊對(duì)手的企業(yè)借鑒。

When price war products are overwhelming, the following products must be kept at the same time, so as to avoid being trapped in the abyss of price war.

In front of the author, it is clear that since the company wants to wage a price war, it must seal the throat, rather than lower it today, and lower it tomorrow.

To reduce the price to the cost line, force other enterprises to dare not follow up.

This means that the enterprises that launch price wars are also losing money.

Therefore, enterprises can only use the product of price war as a tool, but not as a leading product of long-term market sales.

Just as the troops sent the air force and special forces to occupy a battlefield, they had to send ground troops to strengthen and stabilize the battlefield.

The products used in the price war are like the air force and special forces of the enterprises. After bombing and forcibly occupying, they will send the ground troops of the enterprises - enterprises ready to sell products in the market in the future to enter the market quickly, so that they can occupy the market steadily and steadily for a long time.

As we all know, the cost of air force and special forces trained by the army is very large. They can quickly occupy the battlefield by their early stage, but it is very risky for them to continue to stay in these battlefields to stabilize the battlefield. First, they are limited in number and can not do too much detailed and meticulous work. Two, if they let the enemy capture or annihilate, the cost of the troops will be too heavy.

In the same way, enterprises will quickly introduce other products after they have taken advantage of the products used in the price war to avoid enterprises falling too deep in these areas and unanimously rely on price war products to stabilize the market. Enterprises will lose the meaning and purpose of launching price war.

    確定價(jià)格戰(zhàn)的階段。既然企業(yè)處于一定目的去打價(jià)格戰(zhàn),但是目的達(dá)到后,就要適時(shí)結(jié)束。意味的持續(xù)下去(因?yàn)槭翘潛p)同樣會(huì)令企業(yè)不堪重負(fù)。這就需要企業(yè)在發(fā)動(dòng)價(jià)格戰(zhàn)時(shí),在目的的指引下確定價(jià)格戰(zhàn)的時(shí)間開始和截止的日期。

    價(jià)格戰(zhàn)結(jié)束時(shí),替代產(chǎn)品要及時(shí)跟進(jìn)。企業(yè)除了在價(jià)格戰(zhàn)中持續(xù)推廣其他產(chǎn)品外,價(jià)格戰(zhàn)結(jié)束時(shí),企業(yè)要確保替代產(chǎn)品的及時(shí)推出,以淡化價(jià)格戰(zhàn)產(chǎn)品繼續(xù)往前走,使企業(yè)蒙受更大的
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