Author: bianlijun

  • Oriental Healing Online & Offline Business

    Oriental Healing Online & Offline Business

    Ms. Liu Qianfei, Founder & CEO of Zhuben

    MC Fifi: Please introduce Zhuben to us. What are your main sales channels?

    Zhuben is a newly emerged online brand. We are a start-up company with a very hard-working team. In the first year after our first product was officially launched, we achieved RMB 100 million in online sales with a team of 20 people, and we managed to sell RMB 1 billion this year.

    MC Fifi: I heard that all your products were sold out during the last Double 11. Could you share more details?

    That’s true. Our products were sold out of stock during the last Double 11 sales festival. All of the 1.2 million product units were sold out in one hour on the first day of Double 11 on October 20, and we rushed to transfer the goods from other places, but still couldn’t meet the overwhelming demand for over 1.5 million products. During the entire period of the Double 11, our online sales were RMB 280 million.

    MC Fifi: Why do you shift to offline when you’re doing such an amazing work online?

    In fact, my initial inspiration for establishing Zhuben came from the offline scene – the extreme sense of experience and craftsmanship I enjoyed from the spa world. The delicate lifestyles that spa people have created with all their hearts have deeply moved me.

    So at that time, I already had the desire to bring an Oriental healing lifestyle to all women, without causing any financial burden to them. But it was not easy. It took me five years to do in-house research and development, trace the global supply chain sources, and cut out all middlemen, which made it possible for young women to enjoy high quality aromatherapy products at a price of around 100 to 200 yuan. However, I realized the limitations of doing online business alone. I want to deliver the concept of Oriental healing, pass on the philosophy of Oriental aesthetics and bring this lifestyle to young people, and in order to fulfill this, it’s impossible to stay just online.

    So, last year, I spent over RMB 3 million on launching a small art exhibition and then I found that it was really different to do it offline. Many of my clients said to me, “I have been working with you for so many years and haven’t really understood what the Oriental healing you have been talking about until today.” Before that, they didn’t exactly know what healing was or what Oriental healing was. This trial enhances my determination to shift to the offline.

    I plan to use about one year’s time to explore. I will select up to 3-5 hotels or spas that are in line with the Oriental healing philosophy to collaborate with. In these collaborations, we will make full use of our supply chain resources of essential oils with Oriental characteristics, our ability of integrated marketing, and our capability to provide various types of differentiated and customized services free of charge to see how we can better meet the needs of offline consumers and do some further innovations.

    At the moment, I don’t actually know what offline consumers truly need, as I am not yet so familiar with the spa industry. But I am willing to share all our supply chain resources and marketing resources for free, and I am also willing to provide services in a customized and differentiated way, purely as an experimental exploration. My capacity is limited and I may only be able to serve a couple of hotels or spas in a year’s time. But I want to try and see how we can go offline and get our ideas across.

    MC Fifi: The online and the offline teams are actually two completely different teams. Did your current online team feel challenged when they started doing offline business? Have you thought of any ways to solve the problem?

    On the one hand, we’re now rolling out the traditional offline retail channel, with the plan to open over 10,000 outlets by the Chinese New Year 2022. But that’s not a major part of our strategy. I mainly want to spend a year’s time approaching and understanding clients who are interested in Oriental healing, whether they are groups, hotels or spas. I want to know what kind of solutions they are seeking, what kind of new value they need, and based on that insight, I’ll decide how I’m going to deliver the services. I can recruit people, and I can set up a specialized team to serve the industry. My intention is not to make a profit from it, but it’s something I have to do.

    MC Fifi: You say that you want to work with hotel spas. Hotel spas surely have their advantages in terms of brand awareness. But, the disadvantage is that you may not be able to receive a large volume of customers. Maybe you can also consider some quality day spas?

    That’s right. After we establish partnership with offline spas, our online traffic can be converted to the offline scenes, and at the same time the offline business can provide better services for customers to complement the online business. In this way, we can truly connect the online with offline, rather than just having our products shown in a few hotel spas as an image promotion. Because if the products don’t sell well, the hotel spas will choose another brand. Now that we have huge online traffic, we can channel the online traffic to our offline spa partners, and this is our strength.

    MC Fifi: We know that online and offline product lines are different. For online business, you may just need to have 1-2 star products and then you can gain the traffic and make good sales. But in terms of offline business, consumers will demand very comprehensive ranges of products. Do you feel any challenges or have any future plans for this?

    There is surely a difference between doing online and offline business. Since Zhuben has been mainly doing online business since its foundation, many people may think that Zhuben only develops basic products like make-up remover and facial serum. But that’s not really the case. First of all, I would like to talk about our supply chain capabilities. It’s generally difficult for aromatherapy brands to deliver very high-tech facial treatments. However, we have spent five years integrating all the active ingredients, bio-technology, plant stem cells, and 3D skin models and so on used by the global top brands. We can customize all of these for you, regardless of the size of the minimum order. The other unique aspect for us is our Oriental healing concept. Traditionally, it is the essential oil brands from abroad that dominate the market. So we have spent a few years studying how to transform Chinese prescriptions, with more than 4,000 herbs and plants, into essential oils with Chinese characteristics. In addition, we have also done a lot in terms of school-enterprise cooperation.

  • 东方疗愈和线上线下

    东方疗愈和线上线下

    逐本创始人兼CEO刘倩菲女士

    MC Fifi:请给大家讲讲逐本是个什么样的品牌,销售主要在哪些渠道?

    逐本是一个新锐国货线上品牌,可能对于大家来说还比较陌生。我们是一个很努力的奋斗型创业团队,产品正式推出后的第一年,我们通过20个人的团队做到了1个亿的线上销售额,然后今年做了10个亿。

    MC Fifi:听说你们在双十一期间卖断货,这是个什么情况?

    确实,今年双十一期间是卖断了货。10月20日双十一启动的第一天刚开始,一个小时120万瓶全卖光了,我们赶紧从其它地方调货,也是供不应求,消费者需求大概是150万瓶以上。整个双十一期间,我们的销售额是全网2.8个亿。

    MC Fifi:线上做的这么好,为什么您会想要开始做线下?

    这个就要回到5年前我创立逐本这个品牌的初衷。其实我当时创立品牌最初的启蒙是来自于线下,我的整个创业灵感是来自于在SPA行业所体验到的极致的美好和匠心感,包括SPA人士用心深耕线下,打造的这种生活方式,当年深深的打动了我。

    我当时就有愿望,把一种东方疗愈的生活方式带给所有的女性,并且是以一种没有经济负担的方式带给她们。但过程不容易。我花了5年时间做自主研发、全球供应链溯源、砍掉中间商等等,这才使逐本可以以一两百块钱的价格就让年轻人体验到非常高品质的芳疗产品。但是我意识到了线上的局限。我想做东方疗愈,传承东方美学哲学,把这种生活方式带给年轻人,但如果只是在线上的话,其实很难去传递这一理念。

    因此,今年我花了300多万做了一个小型的艺术展,然后就发现果然线下很不一样。很多客人都对我说:和你合作这么多年才知道,这个就是你一直在讲的东方疗愈。在这之前,他们并不确切地知道疗愈是什么,东方疗愈是什么。这更加坚定我的想法,我需要通过摸索线下,尝试去表达东方疗愈这一理念。

    我计划利用今年到明年这一年的时间去进行尝试和摸索。我将甄选最多3-5家比较符合东方疗愈理念的酒店或者是SPA进行合作,充分利用我们具有东方特色的精油供应链的资源、整合营销的能力、以及免费提供各类差异化定制化服务的能力,去做一些探索,看看怎么样能够更好地在线下满足消费者的需求,做一些创新。

    我现在其实并不知道线下的场域到底需要什么,因为我还不太了解SPA这个行业,但是我愿意免费的分享我们所有的供应链资源和营销资源,也愿意用定制化的差异化的方式提供服务,纯粹当做是一种实验性的探索。我的能力有限,可能一年的时间只能服务几家主体。但我想要去尝试,看看怎么能够走到线下,把我们的理念表达出来。

    MC Fifi:线上团队和线下团队其实是两种完全不同的团队,某种程度上您们目前的线上团队开始做线下这一块是否会有受限的感觉?有没有想过用什么样的方式来解决?

    我们现在的做法是这样子的。一方面,我们在铺线下传统的零售店渠道,春节前会铺1万多家网点,但是这不是我们非常战略性重视的方面。我主要还是想花一年时间去接洽,去了解有东方疗愈诉求的客户,集团也好,酒店也好,SPA也好。我想知道他们需要什么样的解决方案,什么样的新价值,基于这一洞察,我们才会知道我要如何去提供服务。我可以去招人,去做专门的一个定制化团队,为这个行业去服务,我可以不靠它来盈利,但这件事我是一定要做的。

    MC Fifi:刚才听您说您想要进酒店SPA?Ok的,这个是站立品牌的高度,肯定酒店SPA是很棒的。但是如果酒店SPA的话,它其实流量很难起来,也许您同时要考虑一些优质的城市SPA店家。

    嗯,是的。我们在线下有点之后,线上的那些流量可以转换到线下,同时线下又能给到线上的服务支持,这是真正的线上线下打通,而不只是线下有几个在酒店SPA里的点,只是有个形象,靠这个形象在那里干放着几年就没有了,如果产品的销量不好SPA也会换产品,但因为我们有线上流量,我们可以把线上的流量导流给我们的线下SPA合作伙伴,这就是我们的强项。

    MC Fifi:我们知道,线上和线下的产品线是不一样的。线上可能1-2个爆款单品就可以打天下,但是线下的话,消费者会要求一个很全的产品线。在这点上,逐本有什么挑战或未来计划吗? 因为逐本在之前一直在做线上,确实线上线下的打法不一样,所以大家可能会觉得逐本只会做卸妆油、面部精华油这类很简单的东西。但其实不是这样。首先,我想说一说我们的供应链能力。做护肤的技术门槛比较高,芳疗品牌一般很难做非常高科技的面部护理。但逐本花了5年时间整合了全球所有的国际一线大牌所用的原料活性物、生物高科技,植物干细胞,3D皮肤模型等等。这些我们都可以为大家定制,并且不论起订量。另外就是我们的东方疗愈。传统的芳疗领域,国外的芳疗精油会比较多,而逐本花了几年时间来研究如何把中国特色的汉方,4000多种植物,转化成中国特色的精油。另外,在校企联合方面,我们也做了很多的储备。

  • Spa Business Good for Everybody

    Spa Business Good for Everybody

    Sustainability is a hot topic these days, and for good reason.
    It works better for you, your business, your clients, and the world

    Is the spa and wellness industry doing its part? Yes and no. Of course there are many amazing businesses out there working hard to limit their impact on the planet, but we could all do better.

    Green is good for business

    It isn’t just about our shared responsibility, however. Going green can also be great for business and have long-term cost benefits. It’s a common perception that sustainable practices are expensive or will bring less to bottom line income, but the reality is that unsustainable practices can cost you more in the long run and actively live up to their name by being just that: unsustainable.

    Younger consumers have big buying power and high expectations now, in China and all around the world. And consumers in general are more aware of the impact of their purchasing decisions now than we have been in the past.

    Consumers are showing increased interest in not only product features, but in business operations and company values as well. More and more, people want to buy from businesses they trust. Most prominently, millennials have the highest expectations for environmental and social responsibility in businesses, and they are also reported to be becoming the biggest buyers in the beauty and skincare industries.

    What it all means is that going green is about staying competitive and not adopting green practices means missing out on a key strategy for growth, just as renewable energy and resources become the norm.

    Investors also want sustainable businesses

    Investors, not just consumers, are targeting green-minded, socially responsible companies and shying away from companies with bad practices.

    In the United States, sustainable businesses can also benefit by taking advantage of State and Federal tax programs for companies that invest in renewable energy and green technology. These tax-related benefits are in the form of credits or deductions.

    Reusing and recycling also save money, as does cutting energy costs.

    What are the barriers?

    The connection between spa and wellness with sustainability seems like a natural one to make, but that doesn’t mean everyone is immediately on board.

    Not nearly enough spas and companies have decided to make a deep commitment to sustainable practices and conservation efforts. Many recognize it is a worthwhile message that can have a positive impact, but so far only a select few are willing to make sustainability a core value or practice upon which their lifestyle or business is based.

    Start with the basics

    When asked where businesses can begin, in fact there are many starting points. But a good place to focus is on reducing waste and opting for renewable materials and energies.

    Reduce harmful ingredients along the whole chain of interactions, including nutrition, beauty, and cleaning products. Also of great importance is spending time with nature. This is one of the most fundamental ways to promote personal health and, as a byproduct, begin to understand how important the natural environment is for all wellbeing.

    Single-use plastics are one of the biggest issues. Each year, more than eight million tons of plastic is dumped into our oceans and approximately 500 billion plastic bags are used worldwide. Spas contribute to the problem with product packaging, water bottles, plastic cups and more.

    Moving towards recycled paper and plastic, and reusable containers, is going to become not just good practice, but a necessity, as more places move towards implementing bans on single-use plastics.

    It’s just better for everyone

    In the end, going sustainable is going to become a necessity to stay competitive. Consumers are starting to consider sustainable practices a basic cost of entry, rather than a market differentiator.

    Wellness businesses must take a long-term approach to heralding the environment as a source for health, and to protecting communities and ecosystems as part of their stakeholders.

    The industry will benefit by beginning to invest in the future as part of the present.

    In its early days, sustainability was adopted by the industry in response to increased pressure by stakeholders such as consumers, employees, governments and communities. Now, the spa sector is strategic in approaching this issue, and sustainability is often embedded in the corporate goals of 21st century businesses. A simple online search reveals detailed sustainability policies of major players such as The Peninsula, Jiva by Taj and Canyon Ranch.

    Interestingly, independently operated properties such as Rancho Le Puerta (Mexico), Gayana Eco Resort (Malaysia) and The Scarlet (Cornwall, UK) are equally enthusiastic about sustainability. In China, The Temple House Chengdu has always shown concern for sustainability as a key part of their purpose. And many other spa businesses have gone a step further and branded themselves as ‘eco-spa’, or ‘eco-spa product’, as a business concept is built on the principles of sustainability.

  • 对所有人都好

    对所有人都好

    如今所有人都在谈论可持续发展,
    确实,它对你自身、你的生意、你的客户、整个世界都有益处

    水疗和养生行业做到可持续发展了吗?虽然很多公司正在努力减少自己对地球的影响,但我们还可以做得更好。

    环保有助生意增长

    环保不仅仅是我们共同的责任,它也有助于你的生意增长,并在长期节省成本。人们总觉得符合可持续发展的做法通常都更会使收益额减少,但实际情况却是,不符合可持续发展原则的做法才会在长期让你的成本增加, 并最终令你的生意“持续不下去”。

    在中国和全球的年轻消费者拥有很强的消费力,对品牌/产品的要求和期待也更高。大体上,如今所有消费者都比以往更加关注自己的购买决策对环境、社会、他人以及自身所带来的影响。

    当下的消费者不仅对产品特征感兴趣,还对品牌的商业运作模式和价值理念大为关注。越来越多人会选择从他们信任的公司购买产品。千禧一代尤其对于品牌是否承担起环境和社会责任特别关注,据报道,他们正是美容和护肤产品的最大买家。

    这意味着,做到了环保才能在市场上保有竞争力,否则就等于错失商业增长的关键策略,正如今天再生能源和资源已得到广泛运用。

    投资者也青睐可持续性商业

    不仅消费者,投资者也都瞄准了具有环保意识和社会责任感的公司,而极力避开那些商业运作不环保的公司。

    在美国,投资再生能源和绿色科技的公司还能享受到各州和联邦政府提供的贷款或税收减免等好处。

    回收利用和重复使用还能省钱,降低能源成本。

    什么是障碍?

    水疗养生与可持续发展的联系似乎是非常自然的,但并不是每个行业人士都加入了可持续发展的行列。非常多的水疗和养生公司还没有决定实践可持续发展原则。虽然很多人都认同可持续发展举措将带来积极影响,但到目前为止,只有很少的人真正愿意将可持续发展作为其核心价值观并在日常生活或商业中加以实践。

    从基本点开始

    当问到要从哪里开始时,确实有很多方面可以作为出发点。不过,首先要做的是:减少浪费,选择可再生的材料与能源。

    减少在食物、美容产品和清洁产品中的有害成分含量。另一个很重要的方面是多花些时间去享受自然,这一点对于提升个人健康尤为关键,同时你也会认识到自然环境对于人类的重要性。

    一次性塑料是最大的问题。每年,超过八百万顿的塑料被排进大海,全世界约使用五千亿个塑料袋。水疗中心也是参与者,因其大量使用的塑料产品包装、塑料水瓶水杯等。

    用再生环保纸、可回收塑料、可多次使用的容器不仅仅是值得提倡的做法,更是必须。许多地方已经颁布了一次性塑料的使用禁令。

    对所有人都好

    实践可持续发展将最终成为保持竞争力的必要做法。消费者已经将品牌是否进行可持续实践作为自己要不要购买其产品和服务的首要考量因素,这已经不仅仅是一个特色概念的问题。

    养生企业须将环境视为健康的来源,并长期实践环保举措,保护社区和生态系统,将其作为利益相关者的一部分。

    水疗和养生行业将通过投资未来而获益。在开始时,行业采取可持续发展策略是为了回应从消费者、员工、政府、社区那里来的声音。如今,水疗领域已经将它作为一项商业战略。二十一世纪的企业通常会将可持续发展纳入其商业目标。上网搜一下,便会看到行业的主要品牌如半岛、Jiva by Taj、Canyon Ranch等所制定的具体的可持续发展策略。 很有趣的是,许多独立运营的酒店,如墨西哥的Rancho Le Puerta养生酒店、马来西亚的Gayana生态度假村,英国康沃尔的The Scarlet水疗酒店都对可持续发展充满热情。在中国,成都博舍一直将可持续发展作为酒店服务的关键部分。还有许多水疗中心甚至直接标榜自己为“生态水疗”或“生态水疗产品”,坚持实践可持续发展原则。

  • Make Your New Spa Green

    Make Your New Spa Green

    Reconsider every aspects of spa operations to see how you can make a difference on sustainability,
    and probably save money too

    If you are planning to open a new spa now in China, especially in big cities, we highly recommend you to look into “Sustainability points”. First, it is great for the environment and social responsibility, and of course the future of the world. Second, you can gain lots of well-educated young customers and followers. And third, it is a great marketing concept.  What can we do? Let’s look into the details below.

    General facility

    • Undertake an energy audit of your business with your local power company. You may not be aware of how much energy you are losing through energy inefficiencies. Companies will often provide free checklists for energy self-assessments.
    • Keep your spa stocked with eco-friendly laundry and cleaning supplies.
    • Invest in a high-efficiency washer, dryer and water heater.
    • Install and use programs, such as energy management systems that automatically turn off idle equipment.
    • Program energy-saving standby settings on monitors and printers to the minimum time interval.
    • Create a policy that all electronic devices and lighting be turned off in unoccupied rooms or offices.
    • Replace all incandescent lighting with LED lightbulbs.

    Reducing waste

    • Make double-sided printing and copying a standard practice.
    • Use the backs of printed sheets you would normally discard for printing drafts or for notepads.
    • Use e-mail for memos and newsletters.
    • Use direct deposit for payroll.
    • Design mailings that do not require an envelope, such as a fold-and-mail option.
    • Order supplies by e-mail or telephone.
    • Select products with the least amount of packaging or that have recyclable packaging.
    • Purchase products in bulk or in refillable containers to reduce, minimize or eliminate plastic bag use in retail operations.
    • Practice “just in time” buying – buying inventory just as you are about to run out – and track material usage to optimize ordering.
    • Donate unwanted items to local charities or other organizations for reuse, such as office furniture, supplies and equipment; food; unwanted testers; old robes; and old sheets. Anything that you replace can be donated.
    • Participate in a waste exchange with another business that can use your discarded materials. Look into nonprofits that may need your discarded items, such as a local women’s shelter.
    • Purchase reusable products rather than disposables, such as mugs or glasses, rechargeable batteries and refillable pens.

    Employee involvement

    • Communicate your sustainability values to team members via policies, posters, staff meetings and e-mail memos. Educate your employees about recycling and other green business efforts.
    • Post signage to remind employees to switch off equipment, lights and faucets.
    • Reward team members who contribute to the business’ cost- and resource-saving efforts with perks, prizes, extra pay or internal recognition at employee meetings.
    • Nominate green champions to monitor and promote your sustaina­bility progress internally.

    Lighting

    • Use compact fluorescents or low-voltage track lighting instead of incandescent bulbs.
    • Use fluorescent lighting with T-8 or T-8 lamps with electronic ballasts. T-8 systems consume up to 40% less energy than conventional T-12 systems.
    • Use LED, compact fluorescents or electrol­uminescent exit signs, or replace them with Energy Star-rated exit signs.
    • Use lighting controls, such as occupancy sensors, photocells or time clocks.
    • Design for increased natural lighting when remodeling.

    Water heaters, dryers, dishwashers and refrigerators

    • Install timers on water heaters.
    • Insulate all major hot water pipes and storage tanks.
    • Install a booster heater for hot water use.
    • Install dryer dampness sensors in clothes dryers.
    • Drain and flush hot water tanks every six months to prevent scale buildup and deposits, which can reduce heating efficiency.
    • Set hot water heaters to standard 125–130ºF.
    • If you have a dishwasher, set the hot water temperature to 180º F, or the lowest allowable temperature, depending on the use of sanitizing solutions.
    • If you use a clothes dryer, clean the lint filter after each drying load.
    • If you have refrigeration units, set refrigerator temperature between 38–41ºF, and freezer temperature no lower than 0ºF.

    Heating and cooling

    • Use an automatically controlled thermostat for your HVAC system.
    • Use high-efficiency filters in your HVAC system.
    • Replace inefficient or broken windows with double-pane, energy-efficient windows.
    • Apply window film to sun-exposed windows, or shade them with awnings, sunscreens, shade trees or shrubbery.
    • Use weather-stripping and caulking to close air gaps around doors and windows.
    • Provide shade for your HVAC condenser.
    • Use ceiling fans for air circulation.
    • Set and program the thermostat to 78ºF for cooling and 68ºF for heating.
    • See if your electric company has an on-call program, which allows it to cycle off your air conditioning unit for brief periods of time when absolutely necessary. In return, you receive a credit on your monthly bill—even if the electric company never does it.

    Managing your resources

    • Position photocopiers, printers and similar equipment in spaces with good natural ventilation to minimize the heat that accumulates from their use, reducing the amount of air conditioning needed for cooling.
    • Review business-related car trips and travel; look for more efficient ways to meet that may include virtual meetings. Many companies now perform online training or telephone conferences for new hires to help limit travel. Webinars have become extremely popular with many professional skin care suppliers.
    • Use glassware for drinking; reuse plastic cups when impossible to avoid; and eliminate the use of plastic water bottles and styrofoam materials, especially in your relaxation rooms.
    • Offer a 5% discount for clients who bring back their empty products so you can recycle the containers.

    Water

    • Use low-flow toilets (1.6 gallons/flush or less).
    • Use low-flow water urinals or water-free (chemical) urinals.
    • Use low-flow faucet aerators (1.5 gallons/minute on lavatory sinks and 2.2 gallons/minute or less on kitchen sinks).
    • Use low-flow showerheads (2.5 gallons/minute or less).
    • Install automatic turn-off faucets (i.e. infrared or spring-loaded).
    • Use water-efficient clothes washers or dishwashers.
    • Wash only full loads of laundry or dishes.

    Products

    More and more spas have started to be concerned about having eco-friendly skin care products and body products. This is a new trend and will continue far into the future.