Reunión de octubre con Nacho Somalo: “Ecommerce, Factores Claves de Éxito”
Arantxa Villar noviembre 9th, 2009
Trayectoria Profesional
Actualmente Nacho Somalo es el Director de Planeta eCommerce Network, siendo responsable de las tiendas virtuales del Grupo Planeta y de la estrategia de comercio electrónico y consejero del comité ejecutivo en Grupo Muchoviaje y Hotelius SL en representación de Planeta.
Además, es Presidente de la Comisión de Tiendas Virtuales en la Asociación Española de Comercio Electrónico, y profesor asociado del área de sistemas y tecnologías de la información en el Instituto de Empresa.
Nacho Somalo es uno de los mayores especialistas en Ecommerce, con una amplia experiencia en el lanzamiento y desarrollo de tiendas virtuales de éxito y gran conocedor de todas las herramientas, acciones y métodos de captación y fidelización de clientes online.
Queremos agradecer a Nacho, que compartiera con ThinkTank64, este análisis sobre Ecommerce.
Ecommerce, Factores Claves de Éxito
Hasta hace diez años, la cadena de valor de las diferentes industrias estaba establecida o era clara. Con la aparición de internet, ésta está cambiando; y es que, su invención, es del mismo calibre que la de la rueda, el fuego, la imprenta o la máquina de vapor.
Porque, ¿de qué va la economía? De competir. Todos queremos ganar dinero, siendo éste un deseo legítimo y positivo para el conjunto de la sociedad (ya lo dijo Adam Smith).
En la cadena de valor, el retailer está a medio camino entre el productor y el consumidor. Aporta valor a ambos ya que los conoce a ambos.
¿Qué quiere el fabricante? Ganar dinero… Quiere demanda pull, porque así tiene “la sartén por el mango”, ya que el distribuidor querrá su producto. El fabricante lo que quiere es una industria de megahits, es decir, unas pocas referencias que se vendan mucho.
¿Qué quiere el retailer? Ganar dinero… Quiere demanda push, es decir, que el cliente decida lo que quiere comprar en el punto de venta, así el que manda es él. Busca locales Premium, es decir con mucho tráfico; pero su coste es alto, por lo que ha de tener el menor stock posible. Como el bien más escaso y caro es el m2, le interesa tener productos con menos margen y gran rotación, es decir, el interesa también la industria de megahits.
Durante años la industria y la distribución nos han empujado a una cultura de Grandes Éxitos (megahits).
La definición clásica de Mercado como el lugar donde los clientes y empresas intercambian bienes y servicios, ha quedado obsoleta, ya que es ¿un lugar? o ¿una forma de comunicarse?
En la historia de la comunicación cada avance tecnológico ha supuesto un paso más, y se ha temido que acabe con lo anterior. Sin embargo, esto no siempre se ha producido, a pesar de que, por el camino, muchas formas de comunicación han quedado obsoletas. Pero hay dos nuevas que recogen lo de las anteriores e introducen la interactividad y la movilidad, dos nuevas formas de comunicación que han venido para quedarse: el teléfono móvil e internet, y que permiten la transacción on-line, lo que ha provocado una revolución en la manera de hacer la actividad económica.
¿Y el consumidor? Es el agente económico que asigna sus recursos escasos para maximizar su utilidad, y lo hace consumiendo bienes y servicios. Ya no valora el producto o servicio sino la experiencia de consumir. La interactividad que permiten las nuevas tecnologías le da el poder al consumidor, que es el que ahora tiene el micrófono. Se le va a escuchar: las marcas le van a escuchar y el resto del mercado también, lo que hace que consumidor inconformista comience a aflorar. Se ha desequilibrado la relación de poder en el mercado, ya que las marcas están más expuestas que nunca. Antes, controlar la información era más sencillo; ahora no, y se está aprendiendo a gestionar esa información.
Emule, wikipedia, ipod… son killers de industrias de toda la vida. Por ejemplo, ¿qué valor dice que aporta un editor? Discriminar entre lo bueno y lo malo, es decir, entre lo que él cree que es bueno o malo. Sin embargo, la wikipedia se basa en un contenido generado por los propios usuarios, y acaba teniendo más credibilidad que cualquier enciclopedia.
En general, las industrias de contenidos están contra las cuerdas, y se tienen que reinventar. Al igual que la del turismo, donde las nuevas tecnologías, internet principalmente, han hecho saltar por los aires la cadena de valor tradicional.
Algo ha cambiado ya: nuevas tecnologías que facilitan la comunicación, haciendo el mercado más eficaz y eficiente.
Resumiendo, las reglas se han modificado:
- La localización no es clave
- Las marcas están más expuestas que nunca
- El consumidor tiene el poder
La larga estela, en color amarillo, puede comprender un área incluso mayor que la de la primera parte de la función.
El principio de Pareto, o la regla del 80-20, aplicada a las ventas (el 80% de la facturación depende del 20% de los clientes o del 20% del catálogo de productos), se ha roto con internet. Las nuevas tecnologías han hecho que ya no sea necesario focalizar el negocio en los superventas, ya que, aparte de un mercado centrado en el alto rendimiento de pocos productos, existe otro basado en la suma de las pequeñas ventas de muchos productos (the tail), que puede llegar a superar al primero.
¿Por qué Amazon le gana la partida a Barnes&Novel, haciendo lo mismo, es decir, vendiendo libros? Amazon domina el medio tecnológico, que le permite tener un catálogo de productos muy amplio, que cubre una gama extensa de gustos e intereses. Es decir, su éxito se ha basado en agregar the tail.
Entonces, ¿cuál es la receta del éxito? Esto no es como un gazpacho… Si se analiza la “Curva de la adopción de tecnología” de Rogers, el Take Off es el punto clave, pero ¿te puedes subir al avión en la cabecera de la pista, o tienes que pasar primero por la terminal? Aunque a todo el mundo nos gustaría lo primero, el segundo camino es el único posible. En tecnología, si quieres coger el avión, has de invertir en la fase de Early Adopters y conseguir una masa crítica importante. Amazon, al principio, cuando le financiaba el mercado, cambiaba pérdidas por cuota de mercado.
Las conclusiones; en primer lugar, que esto va de tecnología, es decir, la clave es su gestión, cómo adecuarla e implementarla en tu negocio; y en segundo lugar, que estas nuevas tecnologías están tocando las bases competitivas de todas las industrias.
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- Marketing Online , Marketing y Publicidad , Reuniones Think Tank , comercio electrónico
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Valora en Bitacoras.com: Trayectoria Profesional Actualmente Nacho Somalo es el Director de Planeta eCommerce Network, siendo responsable de las tiendas virtuales del Grupo Planeta y de la estrategia de comercio electrónico y consejero del comité eje…..
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