ギター弾きの「行政書士開業準備中」

行政書士に役立つマーケティングの話を例え話で書いております。
第一回目は「アライさんのクリーニング店」
行政書士と同じ問題を持つ起業について考えながら読んでみてください。

「④時流適応とブランディング」

クリーニング事業を開始したアライグマのアライさんと、カブトムシ販売事業を手がけたレッサーパンダのクロハラさんは、互いの事業展開、どちらが高い利益を上げるのかを競争することにしましたが、アライさんの事業は初年度、大赤字を出し、2年目は指し引きゼロといった具合です。そしてアライさんにアドバイスしていたクロハラさんの事業の急成長は次第に緩やかに・・・。

＞＞「①プロダクトアウトとマーケットイン編」
＞＞「②需要と供給」
＞＞「③セグメンテーションとプロモーションの選択」


今回は3年目の報告会の様子です。

お久しぶり！と思われた方はポチお願いします。

「聞いてよクロハラくん！ようやくうちのクリーニング店が黒字になったんだ！今年は150万ほどの黒字！！」

「お！それはおめでとう！　3年目だしそろそろ固定客がついてきたとは思っていたけど、他にもなにか直接の原因があるんじゃないのかな？」

「そうなんだ。じつはうちの店を利用していたお客さんの数人が『イイ店どっとこむ』に書き込みをしてくれてさ・・・。そこからうちのホームページのアクセスが急上昇し、少しづつ遠方からの依頼が増えてきたんだよ！」

「ふんふん、なるほど・・・。昨年は地元へのチラシの効果が見えてきていたけど、ここにきてネットを活用した全国の顧客アプローチができたんだね！」

「うん、クロハラくんのカブトムシ事業が地域性に縛られないネットによる宣伝で効果を上げていたから、うちも念のためにホームページを作成し、全国対応を銘打っていたんだよ」

「そういうことか～。しかしネットを活用する場合、単に口コミに頼るだけでは、先細りだよ。時流適応を見極めないと・・・。」

「時流適応？どういうこと？」

「簡単に言えば、市場の先を読んで自らのポジションが優位になるように考えることさ、例えば僕のカブトムシ販売事業は、当初カブトキングにマーケットインして利益をあげたでしょ」

「うん、そうだったね・・・。でも、去年カブトキングが終了したんだよね？」

「そうさ、この場合に売上が良かった時と同じ経費などを投入したって、利益率は低下するのが目に見えているわけだよ・・・。」

「同じだけ、宣伝費を投入しても、以前のような効果がないってことかな」

「そういうことさ、僕の場合カブトムシ販売事業は時流に合わない商品となったのでyapooオークションと薬天市場への出店のみにとどめている。これらは、検索キーワード的にも強力だし、一般的な消費者が利用しやすいコンテンツだしね・・・。」

「そうすると、利益はどうなったの？」

「結果的にはカブトキングの根強いファンと、従来からの昆虫マニアの支持もあって今年は180万円の黒字をキープしたよ。これが仮に昨年までと同じ広告を打っていれば、大赤字だったわけさ」

「なるほど～。そのときの時流によって、取るべき戦略というのは変えないといけないのか～。」

「そうさ、水のように柔軟に形を変えるのは商売の鉄則。ところで、アライくんのお店の『イイ店どっとこむ』の評判はどういうものなの？」

「あ、えっとね・・・。『パリっとしたワイシャツが気持ちいい』『スーツが痛まず、新品のようになった』という感じのものが多いかな・・・。」

「ネットでもやはり、スーツとワイシャツをメインに特化しているようだね・・・。しかし、どうも口コミの内容がありきたりだな・・・。これではブランド化するのは難しいよ・・・。」

「ブランド化ってうちはアパレル販売ではなく、クリーニング店だけど・・・」

「ブランドといっても、別にゲッチやシャヌルだけがブランドじゃないよ。ようはどのような事業でも、同業他社との差別化をはかり、あそこのサービスなら高くても買いたいというロイヤリティ・・、あ、顧客の帰属意識のことだけど、そのロイヤリティが高い顧客をどれだけ多く得られるかが大切なんだよ・・・。」

「なるほど～。クリーニング店でもブランド化は必要なのか・・・。」

「そう。そして時流適応による自社のサービスがアピールできている時こそ、ブランディングがやりやすい時期でもある。僕のカブトムシ事業がyapooオークションと薬天市場への出店のみにとどめてもまだ利益が出るのは、時流適応によって多く知られている間に質の良いカブトムシの提供をする会社として名前が覚えられたからなんだ。yapooオークションや薬天市場は利用者が多い反面、同業他社も多いからね・・・。そして時流適応の時期を去った現在、ブランディングに失敗した会社は次々と撤退しているのが現状さ・・・」

「なるほど、それで需要が減っても、クロハラくんの事業にまだ利益が出るわけだね・・・。」

「そういうこと。だからアライくんも今のうちに特徴的なブランディングを打ち出す必要があるんだよ。正直言うと僕はプロダクトアウトの視点のみで始めたアライくんのクリーニング店がここまで成果を上げるとは思ってなかったんだ。でも、君はそれを成し遂げた。そこまでは素晴らしいんだけど、これからずっと利益を上げ続けるのにはやっぱり何か他にはないウリが必要だと思うんだ。もちろん、専門特化したワイシャツやスーツの分野でね・・・・。」

「わかったよ。実は前々から試してみたかった商品戦略があったので、これを機会に大々的に宣伝してみるよ」



つづく


もっと早く更新希望！と思われた方はポチお願いします。

更新待ってました！

いつも勉強になります。
自分が提供したいサービスについて、お客さんが欲しいと思う強さはどれくらいかを考えることが大事なのか〜、と解釈しました。

アライくんの仕事への情熱が好きなのですが、クロハラくんの考え方もすとんと自分の中に入ってきました。

いま悩んでるところなので、興味深いシリーズです。

お忙しい（いいことですね！）と思いますが、
ギター弾きさんのペースで更新いただければうれしいです。のんびり実務の勉強しながら待っています。

ブランド化ですか。
人による結果に違いのでにくい行政書士には特に重要に思えます。でもニーズを踏まえたブランド化なかなか難しいですね。そのテーマにアライくんがどのような答えを出すのか楽しみです。行政書士の運営方針の答えもそこにあるのでしょう。続きを楽しみにしています。

イヌタロさん＞

＞自分が提供したいサービスについて、お客さんが欲しいと思う強さはどれくらいかを考えることが大事なのか〜、と解釈しました。

これは非常に大切だと思います。特に本記事ではこれを特に時流（時代による市場の傾向など）というマクロな視点で捉えることを指摘しています。

いつも応援ありがとうございます。のんびりで可能な限り更新していきますね(^^)/

のぶさん＞

今回の記事は結構辛口で「時流適応の時期を去った現在、ブランディングに失敗した会社は次々と撤退しているのが現状」というところに行政書士ブーム（カバチ含む）が去った後に残る事務所を想像して頂ければというメッセージをこめました。

アライくんはちょっと行政書士にはしにくい結果を出す予定ですが、その思考のフレームワークを参考にして頂ければと思います。(^^)

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