Daca vrei sa ai un business profitabil, planificarea initiala si logistica in eCommerce bine puse la punct te vor ajuta sa urmaresti performanta afacerii tale si ce poti imbunatati in cadrul acesteia.
Fara un plan de afaceri si modele de business atent selectionate, risti sa investesti timp si bani, iar rezultatele nu vor aparea, pentru ca nu ai o directie in care vrei sa ajungi si nu stii de ce anume ai nevoie pentru a ajunge acolo.
Pregatirea din punct de vedere logistic a unui magazin online implica 3 planuri pe care ar trebui sa le pui la punct inainte de a lansa un magazin online si pe care le vom discuta in amanunt:
- Alege modelul de Business
- Creeaza-ti planul de afaceri
- Stabileste planul financiar
1. Care sunt modelele de Business în eCommerce și cum să le folosești
Modelele de business in eCommerce sunt legate de felul in care gestionezi marfa: cum vinzi si cum livrezi. Si poti vinde doar online, sau online si offline, ultima varianta fiind mai complexa si, deci, necesita mai multa organizare.
De exemplu, zilele trecute am vazut pe e-mail o oferta la o pereche de pantofi sport. Insa reducerea era valabila doar la comenzi online, in magazin fiind la pret intreg. Totusi, as fi vrut adidasii mai repede, fara sa astept cateva zile livrarea.
Asa ca am sunat la magazin sa intreb daca pot plasa comanda online, dar sa ii ridic personal din magazin. Mi-au spus ca nu se poate, deoarece ar fi complicatii cu contabilitatea. Puteam beneficia de reducere doar daca plasam comanda online si asteptam livrarea prin curierat, ceea ce pentru mine ca si client nu a fost o experienta placuta.
Daca decizi sa vinzi pe mai multe canale, trebuie sa acorzi mai multa atentie integrarii si experientei omni-channel. Fara acestea, risti sa pierzi clienti, deoarece sunt nemultumiti de cum livrezi si nu mai comanda de la tine a doua oara.
In functie de raspunsul tau la intrebarea „a cui e marfa”, avem 5 modele de business:
- Stocul meu la mine
Inseamna ca stocul tau se afla la tine in magazin sau la tine in depozit. Daca stocul se afla in magazin, apar intrebari noi:
- Daca ai un client in magazinul fizic cu produsele in cos, produsul mai este sau nu mai este in stoc?
- Cine face picking-ul și cine trimite obiectele prin curier: tot oamenii din magazin sau o echipa dedicata pentru acest task?
- Click & Collect
In acest caz, clientul plaseaza comanda online si vine sa o ridice din magazin, fiind scutit de costurile transportului. Dar de unde sa ridice fizic coletul?
- Fie ridica coletul inainte de casele de marcat, varianta cea mai convenabila pentru client. Acesta intra in magazin si ia produsele, apoi pleaca.
- Fie ridica coletul dupa casele de marcat, fiind mai avantajos pentru tine, deoarece sunt sanse mari ca acel client sa mai cumpere ceva din impuls inainte sa plece.
Click and Collect duce la cresterea ratei de conversie, pentru ca oferi mai multe metode de livrare, si scazi rata de retur. Cu acest model de business poti face experienta de cumparare mult mai placuta pentru clienti, iar acestia se vor intoarce sa mai comande de la tine.
De exemplu, un sistem pentru click and collect adaptat de Ikea a fost sa mute locul de ridicare a coletelor in parcare, fiind mult mai usor pentru client sa isi ridice comanda.
- Stocul meu la un partener care se ocupa de logistica eCommerce
Daca partenerul iti vinde si marfa, atunci modelul de business implica vanzari printr-un marketplace: eMAG, Amazon.
Tot marketplace se numeste atunci cand vinzi produsele tale pe platforma altuia, dar te ocupi singur de logistica.
Daca partenerul se ocupa doar de marfa, atunci acesta este doar un partener logistic si lucrurile se simplifica, insa vor aparea costuri suplimentare.
- Stocul altuia la mine pe website
Aici avem doua variante:
- Cross-docking – eu am un magazin online, dar nu tin stoc pentru toate produsele. Pe scurt, tu procesezi marfa, dar nu o pui pe raft niciodata.
De exemplu, tu vinzi pixuri si afisezi pe website mai multe variante, mai multe culori. Insa ai in stoc doar cele mai vandute pixuri. Cand primesti comanda la pixuri, tu dai comanda la furnizori, dar nu o mai pui pe rafturi, ci pui eticheta firmei tale si o trimiti direct prin curier.
- Drop-shipping – listezi produsele pe site, primesti comanda de la client, ii dai e-mail furnizorului si ii spui sa trimita la adresa clientului produsul respectiv. Pe scurt, nu atingi deloc marfa, furnizorul o trimite si o factureaza in numele tau.
- Stocul altuia si vinde el pe site-ul meu
Inseamna ca tu ai un marketplace. Nu e usor sa ai astfel de model de business, insa usurezi viata clientului, oferindu-i o gama variata de produse de la alti comercianti.
Cea mai mare si frecventa greseala este sa consideri ca poti implementa un singur model de business. Dar pentru a reusi sa integrezi cu succes mai multe in business-ul tau, ai nevoie de un ghid si de indrumare.
De ce e important sa tii cont de modelele de business atunci cand planifici logistica in eCommerce? Pentru ca vei fi pregatit cu materialele si spatiul necesare, vei lua in calcul costurile aferente și operatiunile.
Daca tii marfa, ai nevoie de un spatiu de depozitare mai mare. Daca faci doar dropshipping, desi nu este o strategie buna sa implementezi un singur model de business, nu ai nevoie de marfa si de spatiu de depozitare.
2. Planul de afacere
Pentru a realiza un plan de afaceri care sa aduca rezultate, eu recomand cu caldura Business Model Canvas.
Acest model a aparut prin 2005, si de atunci a devenit cel mai cunoscut tip de plan de afaceri in intreaga lume. Este folosit atat de start-up-uri la inceput de drum, cat si de companii deja stabilizate care au nevoie sa-si listeze procesele si planurile pentru viitor.
El arata ca o plansa pe care iti proiectezi planurile. Fiind un subiect amplu, am acoperit planul de afaceri intr-un intreg articol, pe care te invit sa il citesti aici.
E foarte important sa ai planul de afaceri stabilit, deoarece tu iti dimensionezi logistica in functie de acesta. Nu trebuie sa fie perfect si nu vei putea sa il controlezi intotdeauna, dar faptul ca ai o directie si stii unde vrei sa ajunga business-ul tau te va ajuta sa inaintezi.
3. Planul financiar
Reprezinta un document tip tabel, in care vedem numere legate de venituri, cheltuieli, investitii, fluxul de numerar. Se axeaza pe 3 elemente: balanta si bilant, contul de profit si pierderi, cashflow.
Din punct de vedere logistic, acesta trebuie pus la punct, pentru a lua in calcul cat de repede ne incasam banii si pentru a ne permite sa platim furnizorii si angajatii.
De asemenea, ne ajuta sa analizam raportul la ce cumparam si ce inchiriem. De exemplu, poti vedea daca e mai rentabil pentru tine sa inchiriezi un spatiu de depozitare sau sa cumperi unul.
Dupa ce ai pus la punct aceste 3 etape, putem vorbi despre pregatirea depozitului si investitiile necesare.
Cum investim in logistica de eCommerce?
In primul rand, ai nevoie de un depozit, un spatiu fizic in care sa tii marfa. Poti avea un spatiu dedicat, poti folosi spatiul pe care deja il ai sau poti folosi magazinul fizic daca il ai.
Apoi, ai nevoie de rafturi mari pentru stocare si rafturi mici pentru picking. Daca ai produse care se tin la temperatura controlata, ai nevoie de frigidere.
Pentru a trimite coletele sau pentru a impacheta produsele comandate, ai nevoie de cutii de ambalare. De asemenea, ai nevoie de carucioare pentru a pregati comanda.
Pentru a muta paletii, ai nevoie de transpalet si lisa pentru mutat pe orizontala si verticala.
Pe langa acestea, vor mai fi alte obiecte marunte necesare, in functie de afacere si de modelele de business alese.
O greseala frecventa este ca vrei sa cumperi lucruri de care nu ai nevoie la inceput. In loc sa cumperi direct ceva anume si afacerea sa nu mearga cum ai planuit, mai bine inchiriezi prima data. In plus, e mai usor sa inchei un contract de inchiriere decat sa iti recuperezi banii pe obiectul cumparat.
Un alt rol important pentru logistica in eCommerce il are marja si modul in care o calculezi, astfel incat sa nu ai pierderi.
Cum calculezi marja in eCommerce?
De multe ori, marja in eCommerce este calculata ca intr-un business clasic. Totusi, intr-un magazin clasic oamenii vin si cumpara, nu este prioritatea noastra cum duce clientul produsele acasa.
In eCommerce, livrarea nu trebuie neglijata, face parte din procesul de cumparare online. Deci, cand calculezi marja, gandeste-te la marja pana la usa clientului, nu pana la poarta depozitului. Costurile de transport sunt semnificative si pot afecta drastic marja si profitabilitatea business-ului tau.
Ia in calcul costurile de transport, care pot fi mai mici daca produsele nu ocupa volum mare, sau pot fi mai mari daca produsele au dimensiuni mai mari.
Dupa ce calculezi marja corecta, gandeste-te daca compensezi costurile de livrare cu suma incasata de la client sau e nevoie sa adaugi costuri de livrare suplimentare.
Cum stabilesti costurile de livrare?
E important sa intelegi modul in care se comporta clientul atunci cand observa costul livrarii. Majoritatea clientilor, recunosc ca si eu, sunt atrasi de setarea unui pret prag astfel incat livrarea sa fie gratuita.
Poti seta o limita de pret pentru a avea livrarea gratuita. Astfel, clientul va cumpara produse in plus, de care nu are nevoie urgenta, doar pentru a nu mai plati pentru livrare. Atunci cand introduce in cos un produs, poti veni cu sugestii de produse, astfel incat sa atinga pragul de pret necesar.
Dar totusi, cum setezi acest prag de pret pentru livrare gratuita?
Pe client nu il intereseaza profitabilitatea ta sau ce limita de pret seteaza competitia ta. Stabileste acest prag in functie de cosul mediu de cumparaturi.
Cu totii incercam sa impingem cosul mediu cat mai sus, deci poti seta pragul in functie de acesta, la care adaugi 20, 30 sau 50 de lei. Astfel, vei vedea in timp o crestere progresiva a valorii cosului mediu.
Livrarea gratuita are un mare impact asupra logisticii in eCommerce, deoarece numarul de comenzi va creste. Insa daca oferi livrare gratuita la produse mici, posibil sa scada rata de profitabilitate. Dar cel mai bine e sa testezi acest lucru pentru business-ul tau.
Incearca sa oferi livrare gratuita pentru o perioada de timp, cateva zile sau printr-un cod special, pentru orice comanda. Asa poti vedea concret care va fi impactul: creste numarul de comenzi sau scade? Profitabilitatea ramane rezonabila? Cat a scazut valoarea medie a comenzii?
In functie de rezultatul obtinut, poti decide daca merita sa lasi transportul gratuit sau e nevoie de o taxa suplimentara pentru cosurile care nu ating valoarea medie.
Gandeste-te la ce ai nevoie in afacerea ta online si calculeaza cat ar costa toate acestea. Astfel, vei intelege unde se duc banii pe care trebuie sa ii investesti intr-un business eCommerce si ce modificari poti face pentru a scadea cheltuielile logistice, in functie de modelul de business, planul de business si planul financiar.
Iti multumesc ca ai parcurs acest articol si sper ca te-a ajutat sa intelegi mai bine logistica in eCommerce si planificarea din spatele unui business online. Te invit si pe pagina de Facebook eComMasters, unde postez zilnic informatii utile pentru afacerea ta.
De asemenea, am pregatit o resursa gratuita pentru tine, in care vei primi actiuni si solutii concrete, structurate si aplicabile imediat, care te ajuta sa iti lansezi, optimizezi si scalezi magazinul tau online. O poti descarca de aici.
Saptamana viitoare vom discuta despre organigrama, un subiect foarte important daca vrei sa ai o echipa organizata, unita si care stie ce are de facut pentru a ajuta la dezvoltarea business-ului.
Pana atunci, te invit sa lasi un comentariu cu cel mai util lucru pe care l-ai aflat din acest articol si pe care vrei sa il aplici chiar de astazi.
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