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id="zuozhe" class="noshow">堅(jiān)烘</em><em class="user_id noshow">964</em>由 <em class="nickname"></em> 分享</span> <span id="tmyyfroktkho" class="fl arc_btn"></span> </div> </div> </div> <div id="tmyyfroktkho" class="y_ju"><script type="text/javascript">a("title");</script></div> <div id="tmyyfroktkho" class="con_article con_main" id="contentText"> <p> 　　服裝消費(fèi)是我國(guó)市場(chǎng)消費(fèi)中占比重較大的一項(xiàng),因此,服裝市場(chǎng)營(yíng)銷(xiāo)也成為市場(chǎng)營(yíng)銷(xiāo)中的重點(diǎn)內(nèi)容。下面是學(xué)習(xí)啦小編給大家推薦的服裝市場(chǎng)營(yíng)銷(xiāo)淺談?wù)撐?，希望大家喜歡!</p><h2> 　　服裝市場(chǎng)營(yíng)銷(xiāo)淺談?wù)撐钠?/h2><p> 　　《貴陽(yáng)市“服裝展”市場(chǎng)營(yíng)銷(xiāo)中存在的問(wèn)題及對(duì)策研究》</p><p> 　　[摘要]本文通過(guò)對(duì)近年來(lái)貴陽(yáng)市“服裝展”市場(chǎng)營(yíng)銷(xiāo)中存在的問(wèn)題加以分析，提出了適合貴陽(yáng)市“服裝展”發(fā)展的市場(chǎng)營(yíng)銷(xiāo)策略。</p><p> 　　[關(guān)鍵詞]服裝展;市場(chǎng)營(yíng)銷(xiāo);包裝</p><p> 　　[中圖分類(lèi)號(hào)]F724.6 [文獻(xiàn)標(biāo)識(shí)碼]A [文章編號(hào)]1673-0194(2015)24-0-01</p><p> 　　2015年4月份，“廣東服裝展”和“蘇杭絲綢服裝展”在貴陽(yáng)如期舉行，一如2014年的服裝展，不再是純粹的服裝展，而是一邊賣(mài)服裝、一邊賣(mài)食品的“拼湊展”，不僅讓服裝掉了檔次，也讓食品失了味道，最終是辦成了展會(huì)的原始形式――集市，讓參展的展商和觀展的消費(fèi)者看不到服裝的美，也嗅不到食品的香，只記住了現(xiàn)場(chǎng)看到的亂和聽(tīng)到的吵。貴陽(yáng)市沒(méi)有完整的服裝產(chǎn)業(yè)鏈，也沒(méi)有大型的服裝生產(chǎn)和加工廠，所以當(dāng)?shù)氐?ldquo;服裝展”是純粹的消費(fèi)展。同時(shí)，貴陽(yáng)又是一個(gè)比較講究“穿著”的城市，“服裝展”在貴陽(yáng)有一定的市場(chǎng)前景。近幾年，貴陽(yáng)每年都有數(shù)十個(gè)服裝展陸續(xù)舉辦，但是目前卻沒(méi)有一個(gè)能辦出規(guī)模、辦出名氣、辦出檔次。本文就該如何辦好貴陽(yáng)市的“服裝展”展開(kāi)探討，以期找到適合貴陽(yáng)“服裝展”發(fā)展的營(yíng)銷(xiāo)策略。</p><p> 　　1 貴陽(yáng)市“服裝展”市場(chǎng)營(yíng)銷(xiāo)中存在的問(wèn)題</p><p> 　　1.1 市場(chǎng)營(yíng)銷(xiāo)理念落后</p><p> 　　許多參展商認(rèn)為，展會(huì)營(yíng)銷(xiāo)純粹是主辦方或承辦方的事，忽略了作為參展方的自身所能發(fā)揮的作用。此外，貴陽(yáng)的會(huì)展公司大多數(shù)規(guī)模較小、缺乏展會(huì)品牌意識(shí)，很多會(huì)展公司也沒(méi)建立起客戶(hù)信息管理數(shù)據(jù)庫(kù)，導(dǎo)致?tīng)I(yíng)銷(xiāo)的效率偏低與惡性循環(huán)。</p><p> 　　1.2 市場(chǎng)定位不明確</p><p> 　　貴陽(yáng)的“服裝展”缺乏明確的市場(chǎng)定位，從產(chǎn)品定位上來(lái)看，作為服裝產(chǎn)品的定位，沒(méi)有一個(gè)服裝展給出明確的質(zhì)量定位，服裝展出售的服裝是高檔奢侈裝、中檔流行裝，還是低檔實(shí)惠裝，導(dǎo)致消費(fèi)者定位不明確。究其原因是因?yàn)闀?huì)展公司作為一個(gè)企業(yè)沒(méi)有自身的明確定位，缺乏自身的鮮明形象及發(fā)展方向和目標(biāo)從而導(dǎo)致相對(duì)于服裝展其他競(jìng)爭(zhēng)者，企業(yè)沒(méi)能明確自身的市場(chǎng)位置，最終導(dǎo)致市場(chǎng)定位不明確。</p><p> 　　1.3 缺乏有效的市場(chǎng)包裝和形象包裝</p><p> 　　貴陽(yáng)的服裝展在市場(chǎng)包裝計(jì)劃和形象包裝策略上，只借助了“廣東代表的時(shí)尚元素”和“杭州代表的絲綢質(zhì)量”來(lái)進(jìn)行產(chǎn)品包裝和形象提升，而這種包裝和形象提升只是流于名稱(chēng)，實(shí)質(zhì)上卻缺乏相應(yīng)且有效的內(nèi)容來(lái)吸引消費(fèi)者，最終導(dǎo)致只能和一些食品展“拼展”才得以存活下去。</p><p> 　　1.4 缺乏完善的營(yíng)銷(xiāo)網(wǎng)絡(luò)和運(yùn)營(yíng)機(jī)制</p><p> 　　貴陽(yáng)的會(huì)展企業(yè)都比較小型，在國(guó)內(nèi)外尋找“戰(zhàn)略伙伴”或“同盟者”缺乏說(shuō)服力，所以很難打造出龐大的營(yíng)銷(xiāo)網(wǎng)絡(luò)，加之公司內(nèi)部缺乏完善的運(yùn)營(yíng)機(jī)制，對(duì)于服裝展的品牌之路造成了重重阻力。</p><p> 　　1.5 專(zhuān)業(yè)性會(huì)展?fàn)I銷(xiāo)人才匱乏</p><p> 　　會(huì)展業(yè)屬于新興行業(yè)，在貴陽(yáng)起步較晚，加之貴陽(yáng)自身?xiàng)l件不足，會(huì)展業(yè)的發(fā)展困難重重。所有成功展會(huì)的實(shí)踐證明品牌展的打造離不開(kāi)一只善于開(kāi)拓市場(chǎng)、組織得力、管理有素的會(huì)展專(zhuān)業(yè)隊(duì)伍。把貴陽(yáng)服裝展打造成有一定知名度和美譽(yù)度的展會(huì)，最大的困難就在于會(huì)展人才的匱乏，特別是會(huì)展?fàn)I銷(xiāo)人才的匱乏。</p><p> 　　2 貴陽(yáng)“服裝展”營(yíng)銷(xiāo)對(duì)策研究</p><p> 　　2.1 通過(guò)產(chǎn)品定位來(lái)確定產(chǎn)品價(jià)格</p><p> 　　服裝分類(lèi)方法繁雜，要想打造品牌服裝展必須先對(duì)貴陽(yáng)及周邊消費(fèi)市場(chǎng)進(jìn)行調(diào)查，將最具購(gòu)買(mǎi)力和購(gòu)買(mǎi)愿望強(qiáng)烈的26～45歲的女性消費(fèi)者作為重點(diǎn)調(diào)查對(duì)象，并對(duì)她們所接受的服裝價(jià)位和喜愛(ài)的品牌進(jìn)行調(diào)查。根據(jù)分析確定出十大品牌，然后進(jìn)行招展活動(dòng)。引進(jìn)十大品牌服裝的生產(chǎn)廠家或是地區(qū)總代理，讓他們給出優(yōu)惠折扣價(jià)來(lái)吸引該消費(fèi)群體。根據(jù)第一屆服裝展的反應(yīng)來(lái)決定服裝展未來(lái)的發(fā)展規(guī)模和引進(jìn)品牌數(shù)量。當(dāng)引進(jìn)的品牌數(shù)超過(guò)50家，就根據(jù)服裝的價(jià)位對(duì)展廳進(jìn)行分區(qū)，對(duì)不同的分區(qū)給出相應(yīng)的展位價(jià)格。</p><p> 　　2.2 通過(guò)產(chǎn)品價(jià)格來(lái)確定目標(biāo)觀眾</p><p> 　　第一屆的服裝展，企業(yè)通過(guò)調(diào)查鎖定了目標(biāo)觀眾。但是想要把服裝展打造成具有一定知名度的品牌展，就必須有計(jì)劃地一屆一屆地?cái)U(kuò)大規(guī)模、提高檔次。因此，在留住往屆的消費(fèi)群體的同時(shí)，要不斷吸引更多的消費(fèi)群體，通過(guò)不同價(jià)位的服裝產(chǎn)品，來(lái)確定不同層次的目標(biāo)觀眾。</p><p> 　　2.3 通過(guò)目標(biāo)觀眾來(lái)確定促銷(xiāo)途徑</p><p> 　　促銷(xiāo)強(qiáng)度及計(jì)劃是否得宜，足以影響或操縱展會(huì)的知名度、形象和銷(xiāo)售量。服裝展的目標(biāo)觀眾是中青年女性，最佳的促銷(xiāo)途徑是微信。企業(yè)可制作觀眾邀請(qǐng)函，在邀請(qǐng)函上附加二維碼，向目標(biāo)觀眾進(jìn)行發(fā)放。發(fā)放的同時(shí)，讓目標(biāo)觀眾掃描二維碼，就贈(zèng)送精美小禮品，用此方法將服裝展的微信公眾號(hào)散播出去。服裝展的微信公眾號(hào)上除了展會(huì)推出的服裝品牌的宣傳，還應(yīng)有轉(zhuǎn)發(fā)該微信公眾號(hào)的活動(dòng)，如果消費(fèi)者轉(zhuǎn)發(fā)該微信公眾號(hào)并被對(duì)方關(guān)注了該微信公眾號(hào)，達(dá)到一定的數(shù)量就可領(lǐng)取一定數(shù)額的服裝代金券，以此來(lái)進(jìn)一步擴(kuò)大展會(huì)的宣傳。</p><p> 　　2.4 通過(guò)促銷(xiāo)途徑來(lái)確定服務(wù)方式</p><p> 　　知名品牌展的成功經(jīng)驗(yàn)顯示，服務(wù)的好壞會(huì)影響展會(huì)成功與否。貴陽(yáng)市的服裝展在展會(huì)現(xiàn)場(chǎng)管理上和對(duì)參展商及觀眾的服務(wù)上與品牌展都差距甚遠(yuǎn)，要想提高服裝展的美譽(yù)度和知名度，必須重視營(yíng)銷(xiāo)服務(wù)。充分利用網(wǎng)絡(luò)營(yíng)銷(xiāo)資源，既可降低辦展成本，又可增強(qiáng)服務(wù)的廣度和深度。所以貴陽(yáng)市的“服裝展”應(yīng)該依托網(wǎng)絡(luò)建立一套完善的服務(wù)體系，采取個(gè)性化的方針，讓網(wǎng)絡(luò)營(yíng)銷(xiāo)助推服裝展的品牌之路。</p><p> 　　3 結(jié) 語(yǔ)</p><p> 　　展會(huì)營(yíng)銷(xiāo)既要考慮參展商的利益，也要考慮成本壓力，所以“微”營(yíng)銷(xiāo)是不二選擇。除此之外，貴陽(yáng)市的會(huì)展企業(yè)應(yīng)該采取聯(lián)手策略，把企業(yè)做大做強(qiáng)，再積極引進(jìn)或是培養(yǎng)一批專(zhuān)業(yè)性會(huì)展?fàn)I銷(xiāo)人才為企業(yè)所用，因?yàn)橹挥袑?zhuān)業(yè)的隊(duì)伍才可能打造出專(zhuān)業(yè)的展會(huì)。為了使貴陽(yáng)的服裝展成為貴陽(yáng)市的一場(chǎng)盛會(huì)，隨著服裝展的認(rèn)可度和美譽(yù)度的提高，還可邀請(qǐng)專(zhuān)業(yè)模特來(lái)做一場(chǎng)時(shí)裝秀，也可開(kāi)一場(chǎng)明星演唱會(huì)，以此來(lái)進(jìn)一步提高貴陽(yáng)服裝展的知名度。</p><p> 　　主要參考文獻(xiàn)</p><p> 　　[1]吳善群.中國(guó)會(huì)展?fàn)I銷(xiāo)市場(chǎng)初探[J].龍巖學(xué)院學(xué)報(bào)，2011(2).</p><p> 　　[2]余學(xué)志.體驗(yàn)經(jīng)濟(jì)視角下品牌展會(huì)營(yíng)銷(xiāo)策略探究[J].商場(chǎng)現(xiàn)代化，2015(2).</p><p> 　　[3]郝容.微時(shí)代背景下的展會(huì)營(yíng)銷(xiāo)探究[J].現(xiàn)代營(yíng)銷(xiāo)，2015(6).</p><p style="text-align: center;"><span style="text-align: center; color: rgb(255, 0, 0);"><strong>點(diǎn)擊下頁(yè)還有更多>>>服裝市場(chǎng)營(yíng)銷(xiāo)淺談?wù)撐?/strong></span><span style="text-align: center;"> </div> <div id="tmyyfroktkho" class="y_ju"><script type="text/javascript">a("conten");</script></div> <div id="tmyyfroktkho" class="pnum"> <ul id="page_slice"> <li><a>共2頁(yè): </a></li><li><a href='#'>上一頁(yè)</a></li><li id="tmyyfroktkho" class="thisclass"><a href='#'>1</a></li><li><a href='2743074_2.html'>2</a></li><li><a href='2743074_2.html'>下一頁(yè)</a></li> <div id="tmyyfroktkho" class="clear"></div> </ul> </div> <a href="/lhdoc/index.html?url=//m.rzpgrj.com/lunwen/shichangyingxiao/2743074.html" class="download_word download_word_lb" title="文檔下載" target="_blank"> <div id="tmyyfroktkho" 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