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被连锁环绕的单体药店能生存下去吗?把药店开了35年的单体老板说:“我们就是在竞争中长大的,这方面我不担心。”
不担心与连锁的竞争
1988年,在湖北某中药材公司工作的余辅垠开始接触药店行业,到现在已经近35年了,谈到这35年间的变化,余辅垠说:“以前是开药店太难,现在是药店开太多。”
目前,我国人口超14亿,零售药店近59万家,店均服务人数不到2400人。按照发达国家的标准,作为低频刚需的药品销售场所,每家药店的平均服务人数应在6000人左右,国内2400人/店的配比还存在城乡分布不均等问题,对多数城市地区而言,药店数量明显呈现出过饱和状态。
借助资本等优势,连锁药店的扩张更加迅猛。根据国家药监局数据计算,截至2021年9月,我国的药店连锁率已达到57.16%,且仍有上升趋势。
在余辅垠的药店周边,益丰等大型连锁药店也不在少数,但他却笑着告诉赛柏蓝-药店经理人:“我们跟益丰、跟当地连锁竞争不是一天两天了,我们就是在竞争中长大的。这方面我不担心。”
信心由何而来?余辅垠表示,可以从三个方面来谈。
一、“特卖+专卖”平衡毛利
“一方面是我们的价格跟连锁差不多,有些甚至还低一点。”
湖北单体药店管理政策相对较灵活,进货允许独立采购,余辅垠店里的进货渠道也比较丰富,既包括当地厂家直供,也包括小药药等网络采购平台,还有恒昌医药集团等自有品牌供货商。
余辅垠说,恒昌医药集团所供品牌占到其门店销售额的四成左右,按照“特卖+专卖”的经营思路,门店利润还比较稳定。
据恒昌医药集团营销中心大区运营经理魏滋束介绍,“特卖+专卖”中的“特卖”指传统流量品种,这部分产品毛利偏低,主要作用在于吸客;“专卖”则指药店自有品牌,这部分产品利用前店后厂等形式压缩了中间成本,基于自有、专供的特点,其主要作用在于留客。
能自己组合品种、平衡毛利的“自由”也是余辅垠坚持开单体药店、拒绝加盟的重要原因之一,他向赛柏蓝-药店经理人解释:“如果加盟,品种结构、管理模式、经营思路都会受他们限制。”
二、抓住顾客,小店做久
除了“货”的组成,余辅垠表示:“另一方面原因是我们这个区人口不多,基本是街坊邻居,大家都比较熟悉了。”
与周边居民的熟悉度高一直是单体药店的优势之一。
河南驻马店的一家单体药店老板李倩向赛柏蓝-药店经理人表示,单体药店的主要优势就在下沉市场——通过打通本地的客流和人脉,增加顾客黏性。
她告诉赛柏蓝-药店经理人,当地有一家知名连锁门店,经营了两年,单日销售额还不到1000元,竞争不过附近一家没装修的单体店,“外面的连锁进来其实很难受”。
在价格不被连锁“碾压”的前提下利用好人脉,单体药店仍有自己的生存空间。
余辅垠在恒昌医药集团组织的学习中了解到,日本有家拉面店,每天店外都排起长龙,但这家店只接待200名顾客,老顾客优先。虽然店面不大,顾客不多,但这家店已经传承了五代人。
小店的工匠精神,让生意一代又一代传了下来。恒昌医药集团董事长江琎提出:“假如三代人每代拿出30多年,像日本那些老店一直被自己的客户群体所需要,一定可以打造出百年老店。”
此前,部分上市连锁药店曾与余辅垠谈过加盟、收购事宜,但他都一一拒绝了。“我们肯定是想自己做下去。”余辅垠很坚定地说道。
现在,余辅垠的儿子也加入了药店行业,他在朋友圈中写道:“父上奋斗了三十五年,下一个三十年看我的!”

三、强化专业,适当尝试创新
“还有一方面就是我们专业化做得也不错。”余辅垠表示,自己的店里基本都不止一名执业药师,“执业药师、执业中药师,都有。而且他们也在这儿工作了很多年,对顾客比较熟悉。”
培养执业药师之余,余辅垠也在尝试作出一些专业化创新。最近,他就与当地某体检中心合作新开了一家门店,开始涉足“药店+体检中心”的经营模式。
“药店肯定要找新的发展方式,体检中心又希望能借助药店平台把体检业务做大,刚好有这个机会,就一起合作了。”这也是余辅垠首次以合作的形式经营药店。
在恒昌医药集团参与学习时,江琎曾向余辅垠在内的药店人说道:“如果我们打算做百年企业,遇到经济周期波动其实是很正常的事,所以不要向动物学,要向植物学‘年轮式经营’,跟去年同期的自己比。”
对于连锁带来的压力,余辅垠心态很平稳,他笑着对赛柏蓝-药店经理人说:“竞争嘛,哪里都有,我们扎实发展好自己就行。”
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定制头像点击这里设计 定制头像点击这里设计
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在法系与物理系两大派系当中,物理门派的选择比较多,有多个门派给予你去选择物理流派。然而法系门派就比较少,目前主流的法系门派就只有魔王寨、神木林、龙宫以及化生寺4个。虽然都是法系门派…
2023年3月22日 -
昊字五行属什么(昊字五行属什么寓意是什么)
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昊字五行属什么?昊字五行寓意解析 在中国传统文化中,五行理论是一种重要的思维体系,它以木、火、土、金、水五种元素来描述万物的生成和演化过程。那么,昊字五行属什么?昊字五行寓意是什么…
2023年9月24日 -
要留住高富帅的心,土象星座女生最该在爱情里注意把握哪两方面
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我们经常讲做人做事都需要讲求“强强联合”,其实在爱情里也同样如此,虽然说高富帅是众多女生都梦寐以求渴求嫁的对象,但实际在现实生活中真正能把握住高富帅的一颗真心的人并不多,其爱情的难…
2022年9月15日 -
倚天屠龙记之四女同舟何所望
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二十九 四女同舟何所望 便在此时,忽听得身后传来两下丁丁异声,三个人疾奔而至。张无忌一瞥之下,只见那三人都身穿宽大白袍,其中两人身形甚高,左首一人是个女子。三人背月而立,看不…
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中国男子入赘菲律宾,婚后带儿子回国,36年后儿子成开国上将
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1900年,一名中国男子漂洋过海,孤身一人来到菲律宾奎松省地亚望镇。 这名中国男子的名字叫叶荪卫,家乡是福建省南安县金淘乡。 叶家是一个老实巴交的农民家庭,世代贫困,温饱难混。虽然…
2022年9月14日 -
邵字五行属什么?——解读姓名学的奥秘
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姓名学是中国古代传统文化中的一项重要研究领域,它通过字义和五行义理来解释人名和姓氏的运势和个性特点。邵字作为一个常见的姓氏,在姓名学中也有着特殊的含义和五行属性。 邵字的字义与五行…
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从芒种到小暑,最宜拉动筋骨
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二十四节气的第九个节气是芒种。芒种一称“忙种”,这节气得名于农时。芒,指的是麦子一类有芒刺的庄稼,成熟后挺着尖尖的芒刺等待收割。进入芒种,冬小麦进入了收割季节,收割完毕马上就是谷黍…