餐饮这一切,本质都是供应链的生意。
距离上一轮7500万元A+轮融资过去不久,我们有幸对话到了风口浪尖上的喜姐炸串创始人——王宽先生。
诞生于2019年的喜姐炸串,专注于为年轻消费者提供炸肉制品、酱汁臭豆腐和长保鲜蔬等休闲小吃,短短三年内从0到1,1到N般的逆势开出1800+加盟店。
值得一提的是,算上这一次A+轮融资,喜姐炸串累计已经累计融资超过3亿元人民币。在连锁模式下的小吃快餐小店行业,喜姐的品牌已是一枝独秀。
据不完全统计,在2021年的餐饮业投融资中从数量分布看,小吃类快餐排名第二。数据验证了体量轻盈、小而美的小吃小店业态,是极具资本所青睐的赛道。对于小店业态来说,尤其是小吃快餐品类,SKU精简、标准化程度高、出餐快比大店更具有抗风险能力,弹性好,风险小也更主流。在疫情时刻可能反扑的情况下,餐饮创业者和投资人也更倾向选择这一赛道。
在5月17日举办的HOTELEX云展会的伙伴展——SFE连锁加盟展线上公益讲座“苏醒者联盟”,小吃炸串品类头部品牌喜姐炸串创始人王宽和我们分享了在这艰难的2022,品牌如何走出至暗时刻?并深度复盘创业过程和喜姐炸串项目破局的方法论。
在疫情下的危机都可以当作一次机会,即使餐饮业如今受到了巨大冲击,也要寻找破局之道。希望以下的内容可以帮助你和大咖同频共振,找到业务突破!
0 1 麻辣烫起步,逐渐找到人生使命
三年以来,王 宽从喜姐成立的幕后站到了台前聚光灯下。 在此之前,其实他还是一个连续创业者。2009年大一辍学后,他陆续瞄准过电商、办过培训班卖过课,小有成就后以小白身份投入餐饮业,做过麻辣烫、火锅店、卤菜店、水饺店、烧烤店、龙虾店、炒鸡店、羊肉汤店等10个餐饮项目,但是都屡战屡败、屡败屡战。 不过,其中一个做出名声的项目是王贵仁砂锅麻辣烫(现为李炮麻辣烫),用两年时间开出了1000+门店,但他很快发现了他个人做麻辣烫的局限性。 “一方面是因为那时候已经有了杨国福、张亮这样的头部麻辣烫品牌,我的品牌发展其实是受到限制的。第二就是麻辣烫品类本身的复杂度高,供应链当时很难做全。且带来的收益难以覆盖公司运营成本”。 头部品牌市占率高,自身无法实现供应链全配送、门店操作无法“傻瓜式”经营,这些在当时都成了阻碍他继续做麻辣烫生意的困难,且难以调和。 “要打造一个百城万店规模,价值千亿市值的企业,能够帮助十万中国人成功实现创业梦想。 ”创业路上,王宽一直这么想着。 诚然,理想的实现仍然需要底层物质基础来保证。一个企业能够做大做强,可持续经营的根源,不仅仅是企业自身的盈利能力,更在于为这个社会创造了什么样的价值? 要实现王宽个人的理想,彼时他创立的个人麻辣烫品牌不足以进化出万店基因来支撑未来的发展。 因此,他开始了新一轮的追寻:什么样的赛道具有万店基因的潜质? 02 从臭豆腐开始寻找万店基因
能够开出万店的品牌一定是做到供应链全配,为提升门店运营效率。而纵观这几年已经达成万店目标的品牌——正新鸡排、绝味鸭脖、华莱士、蜜雪冰城,每个品牌都是把万店基因理解的透彻的。 王宽认为,“万店基因的底层逻辑就是:封装复杂,出口简单。而同时万店基因却又是靠供应链深耕打磨,从而形成壁垒,赋能门店。 ” 一次在长沙考察时候,他意外发现当地的臭豆腐餐饮店居然可以做到日均上万的营业额,而臭豆腐又是小门店业态,操作简单,这不就是他想找的具有万店基因潜质的赛道吗? 说干就干,但是在落地臭豆腐项目时,几个不可避免的问题还是很快暴露了出来。臭豆腐产品附加值低,客单价不高、且保质期短、生意壁垒低、人群消费场景窄。这些都是问题,都导致了臭豆腐生意品牌价值和资本价值不高。“当时品牌VI我都设计好了,品牌叫做喜姐酱汁臭豆腐,Slogan叫臭豆腐比酱汁更好吃”。但因为臭豆腐生意的实际落地中遇到的这一系列新发现的问题,生意似乎进入了一筹莫展的困顿期。 直到有一天,他发现南京的一家臭豆腐店同时也在卖炸串,并且炸串的销量远高于臭豆腐。那么是不是能将这个模型套用到自己的臭豆腐品牌呢? 思考中,王宽发出了灵魂拷问:“如果我这样做,那我究竟是占领了消费者炸串的认知,还是臭豆腐的认知?”臭豆腐的一系列问题,炸串几乎都没有,但炸串可以同时以小店模式,强供应链、高客单价迅速铺开。制作方式和口味上,炸串更易被顾客接受,且包容性高,炸串也许才是那个最终答案。 就这样,王宽在原臭豆腐品牌上线前决心改变策略,专注做炸串。当时来看,这样的决定绝对是风险极大的,但是做任何生意都有风险,在历史的关键节点,又有多少人甘愿下决心冲一次? 现在来看,这个决定将喜姐推到了正确的快车道上。 03 凭什么是喜姐炸串?
实际上,在喜姐炸串项目正式开始之前,王宽还向自己发出了一个灵魂拷问:“凭什么是我这个人可以做出一个炸串品类的千城万店大品牌 ?” 彼时,炸串小吃还属于一个有品类无品牌的时代,最多也就是有一些做到几百家门店规模的小品牌,没有大品牌。在王宽看来,要做出万店规模的炸串品牌,口味要具有明显的攻击性、非地域性、和成瘾性。这样才能将休闲小吃属性的炸串做大做强,提升复购,做高溢价。
而这一切的背后,或者说万店基因养成的背后,还需要对于供应链的深耕和打磨。王宽决定先从供应链入手,在供应链的建设上,他吸取了此前麻辣烫生意的教训,在无法实现供应链全配送时,砍掉蔬菜等生鲜产品线,以此聚焦长保质期的原材料产品。 同时坚持品质理念,决心把产品做好。利用建设起来供应链优势把复杂的上游操作环节放在工厂完成,门店只做最简单的炸制售卖,所有菜品,包括串品、秘制卤油、臭豆腐的酱汁,都要全部全链条配送,让门店可以“傻瓜式”经营。 在选址上,门店选址高密度人流区域,以小店业态运营,封装复杂,前端简单的模式利于快速复制,规模化发展。 在售卖形式和出品上,为满足走食、外卖等消费,将“单串”改为“把”卖,改刷酱料为撒粉,进一步拓展顾客消费场景。 在数字化运营上,喜姐不断优化外卖、小程序等平台的建设,实现用户在线、交易在线、员工在线,做到进销存数据实时可视化,保证安全库存,为加盟商提供便利 在设计上,喜姐采用极简国潮风的门店装潢和包装设计,从门头的超大字眼+红色底,到炸串桶、手提袋都用国潮风格的潮流元素搭配,进一步吸引年轻人排队打卡,迎合年轻群体消费习惯,带来品牌在社交媒体上的自传播。 “这是我们希望打造的万店连锁,也是具有东方特色的连锁加盟模式。可以理解为四个在线——产品在线、用户在线、交易在线、组织在线。”王宽在这次分享中谈到。 就这样,喜姐完成了一次又一次的品牌升级和进化。据了解,截止本次分享前,喜姐已经在全国建立了9个总仓,覆盖超过300座城市,供应链体系完备,加盟商服务触达水平高,进一步地为万店目标打下夯实基础。 04 从喜姐炸串的项目中我们能学到什么?
一路了解下来,我们也发现,从本质上看,喜姐炸串其实不完全是一个餐饮的生意,可能也不是一个品牌的生意,它的本质其实是一个做供应链的生意——用超级供应链+渠道的无限纵深+数字化打造一个百城万店基因的生意 。而供应链无疑在其中担任起了底层基础的重要角色。让品牌可以做到到高度式标准化且可快速复制扩张,具备:封装复杂、出口简单、投资低利润高 这几大特点,喜姐炸串正是其中极为典型的品牌。 当然,同样不能忽视由于连锁加盟经营模式下可能带来的食品安全和产品创新问题,这些都是需要喜姐和所有餐饮品牌持续深耕并且牢记在心的。 2021年中国餐饮市场规模达到4.7万亿元,基本恢复在2019年前的水平,而其中休闲小吃类赛道的市场份额已达万亿,市场前景未来可期。然而就在这2022年,黑天鹅卷土重来,疫情的反扑带给不少餐饮人巨大的困难和磨练。 但愿各位餐饮人们要始终怀有信心,在经济下行承压下的寒冬面前优先保证活下去,再走出一条自己合适的供应链之路。 - END - 彩蛋:从喜姐的供应链建设及打磨历程看,餐饮的生意还是要从本质做好。供应链就是重要基础。在搭建、整合、创新餐饮供应链方面,HOTELEX酒店及餐饮系列展会拥有强大的品牌基因和聚集资源。在全国疫情继续稳定下降的情况下,线下展会复展在望。今年8月,HOTELEX上海展将以400,000㎡+展示面积,2300+展商,12大板块以及一系列特色展区,45场国际比赛及大型行业论坛的规模为观众呈现一场高品质的酒店及餐饮业采购盛典,助力行业茁壮发展。
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]-o_q-_-x
点击【阅读原文】 提前锁定HOTELEX系列展门票