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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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对于孩子而言,名字之中的音律是十分重要的,一个好听的名字对于孩子的未来人际拓展,会有更为深远的影响,朗朗上口的名字更能够提升孩子的魅力。取上一个拥有十足少年感的名字,能够展现孩子至…
2023年5月22日 -
给自己的宝宝取一个好名字吧
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名字是作为家长给宝宝的伴随一身的礼物,每天都会用到所以说一个好的名字非常重要。一个好的名字既要有朗朗上口的发音,也要有丰富的寓意,再者不能有被起不雅外号的可能性。 读音讲究平仄,需…
2022年9月15日 -
煜字是一般人压不住吗(煜字是一般人压不住吗煜字是什么意思吗)
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煜字的力量:一般人是否能够压住煜字?煜字又代表什么意思? 在我们的日常生活中,经常会遇到一些特别的字眼,其中包括了“煜”字。它的古文中形貌炯炯有神,意味烈火熊熊,散发着一股无法忽视…
2023年9月18日 -
_「色彩」_睿智之蓝!带你全面认识蓝色
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蓝色是红、绿、蓝的三原色中的一员。蓝色是永恒的象征,它的种类繁多,每一种蓝色又代表着不同的含义,蓝色普遍具有哀伤、深邃之感,例如:蓝调音乐、蓝调设计等。 蓝色象征着真实,它洁净而清…
2022年9月7日 -
玗字五行属什么——揭秘玗字在五行中的归属
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玗字五行属什么——揭秘玗字在五行中的归属 在中国古代文化中,五行学说扮演了重要的角色。五行学说是古代中国哲学体系中的一部分,它通过研究自然界事物的相互关系和规律来理解宇宙万物。五行…
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天气预报:2022年是涝是旱?老话“涝不涝,就看五月廿五”啥说法
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#农技科普大赛#天气预报:2022年是涝是旱?老话“涝不涝,就看五月廿五”有啥说法 光阴似箭,时光匆匆,时间过得飞快!不觉得农历五月已接近尾声,今天已是农历五月廿五日,这天又是农历…
2022年9月15日 -
668个历史人物,2282个故事,中华经典短史记,每本都能影响人生
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我发现一个重要的趋势,就是现在的中高考,增加了大量传统文化历史的内容。 这时,我不禁想到那么一套书——有“中华经典短史记”之称的奇书——《有趣的灵魂万里挑一》(全10册),这是一套…
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