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桃李面包估计大家都吃过，以前在公司楼下的小卖铺，我总会买一个当早餐。但不知道大家有没有想过，这面包保质期只有5天，怎么做到在全国都能买到新鲜日期的呢？面包生产出来都能卖出去吗？带着这些疑惑，这期我们就来聊一下桃李这种保质期很短的面包，是怎么做到全国售卖的。
我们先来分析下桃李为是在什么契机下选择要做这种保质期很短的面包的。
为什么选择做面包？
桃李的创始人名叫吴志刚，1935年出生于辽宁丹东，专科毕业后，被分配到当地电信局做电报员，后来他觉得自己对教育更感兴趣，于是辞职教书。1995年，60岁的吴志刚退休了。退休后的吴志刚本该颐养天年，但脱离了忙碌的日子后，他却闲不下来，希望找点事情做。因为受1992年邓公南方谈话的影响，此时的中国正处于下海创业热潮中，大批体制内公务员主动下海创业。看到大家都在下海做生意，60岁的吴志刚便也动了创业的念头，但是创业做什么呢？
一天吴志刚在街上溜达寻找商机，看见有人在和一家面包店老板理论，理由是面包的味道变了。吴志刚从中看到了东北面包市场的巨大潜力：
1. 面包在东北地区有广大的受众基础：
面包由埃及人在5000多年前发明，后传入欧洲大陆，俄罗斯人在9世纪开始掌握面包烘烤技术。到10世纪，面包已经成为俄罗斯人的必不可少的主食。前苏联电影《列宁在1918年》里有一句经典台词：列宁的卫士瓦西里对饥肠辘辘的妻子说：“面包会有的，牛奶会有的，一切都会有的。”可见，面包被俄罗斯人视为生活的基础，未来生活的首要保障。
因为东北与俄罗斯接壤，1897年，沙皇俄国为攫取中国东北的资源，修建了东清铁路，面包制作技术由俄国传入东北。可以说，东北人是最早接触到面包的。1900年，俄罗斯商人伊万·雅阔洛维奇·秋林在哈尔滨创办了哈尔滨秋林食品厂，生产了大家耳熟能详的“秋林大列巴”，深受东北人喜爱。70年代末，因为改革开放，人们生活条件改善，吃面包的习惯开始在东北风靡。吴志刚本人也是面包爱好者，据说在他工作之后，每周都会买两次面包给自己。可以说，如果中国面包业一定要诞生一个本土豪强，那么，东北是最有力的竞争者。
图片来源于网络
2. 面包在东北地区还是蓝海市场：
1985年，香港面包老字号嘉顿响应改革开放的号召，在广东东莞设立了工厂，并于1995年进军江浙。嘉顿率先研发了加入维他命和矿物质元素的“生命面包”承包了当时大多数广东人的早餐；另外两家面包巨头达利、盼盼，则分别于1989年、1996年在福建成立。相较之下，东北面包市场的竞争，远不如南方激烈。
桃李选择做面包我们理解了，可是为什么要做短保面包呢？
为什么要做短保面包？
先解释下短保面包的概念。面包根据的保质期长短，可分为短保、中保和长保三种。
- 短保面包：保质期1-7天，如桃李、曼可顿切片面包、手撕面包
- 中保面包：保质期半年内，如港荣蒸蛋糕、天然酵母面包
- 长保面包：保质期半年以上，如达利园的蛋黄派、法式小面包、好丽友等
而保质期越长，则意味着要添加更多的防腐剂。短保面包在新鲜度、健康度和口感上都相对更有优势。吴志刚察觉到，虽然大街上卖的面包种类繁多，但味道都不好，并且基本都是长保质期的面包。相较于买面包店的面包，很多东北人更倾向于买秋林大列巴。但吴志刚看到了短保面包的好处，他认为做面包想要赢得口碑，只有短保新鲜的面包才能保障口味和质量。
于是，说干就干，就在吴志刚退休的同一年——1995年10月18日丹东桃李食品有限公司成立了。或许是因为教师身份的原因，吴志刚给公司起名为“桃李”，希望自己的“桃李面包”可以满天下。
图片来源于网络
保质期只有5天，怎么做到布局全国？
当时大街小巷都有早餐车，早餐车里卖的都是些方便携带的便利早餐。为了打开市场，吴志刚决定把做好的面包放到这些早餐车里卖。为了保证面包的新鲜，每天早上3点吴志刚就开始给各个早餐车和早餐店配送，保证6点前送到，让赶着吃早饭的人们能够吃到新鲜的面包。在生活节奏加快、西式饮食习惯渗透的背景下，桃李短保面包凭借便捷健康的独特优势，满足了人们的需求，桃李很快成为丹东著名的面包生产商。
看到丹东市场发展势头，吴志刚决定将桃李面包发展到其他地方。可是怎么做呢？保质期短的面包要推广，意味着从原材料采购、生产、销售等各个环节都要精确控制，否则稍有不慎，面包生产了卖不出去，就会造成亏损。因此，当时大多数面包生产商还都是用的本地自产自销的方式。
那么桃李是怎么确保面包能快速生产出来配送到各个地方，再完成销售的呢？
1. 通过“中央工厂+批发”模式复制扩张
我国的面包业的生产经营模式主要分为四种。
①“中央工厂+批发”：企业通过中央工厂为圆心向外辐射，大规模生产标准化产品，而后批发给中间商，借助商超、便利店等非自建的销售终端销售给顾客。
②“中央工厂+连锁店”：不依赖中间商，企业通过自建实体门店直接销售，工厂生产出半成品后运到门店，员工进行二次加工，新鲜度更高，店内的装潢陈设及可视化操作也能够给消费者带来体验空间，但相应的，门店成本也较高。以元祖股份、85°C为代表。
③“前店后厂+自主烘焙”：这种模式比较普遍，一些乡镇的个体经营商户，就是这种模式。
④“中央工厂+线上销售+线下配送”：
以幸福西饼、21CAKE等作为代表，他们进入各个城市都没有门店，而是通过消费者线上下单，卫星工厂制作后由第三方物流人员配送。
在互联网还不普及的90年代，桃李选择的就是第1种“中央工厂+批发”的模式。一开始在大本营丹东，桃李建立了生产工厂，负责半径300公里内地区的销售。超出范围或者到了另一个城市怎么办呢？很简单，再复制一个中央工厂。在丹东做大后，1998年，桃李在大连建立了一个新工厂。依旧按照丹东市场的模式，每天凌晨3点开始配送，保证6点前所有的面包到店。此后，桃李复制粘贴“中央工厂+批发”模式，遍地开花。
顺带一提，“中央工厂+批发”这个模式是由宾堡最初采用的。宾堡成立于1945年，起家于墨西哥，通过采用“中央工厂+批发”的模式在墨西哥本土及周边国家扩张，1984年，宾堡产品就开始进入美国销售，并在国外设立工厂。到现在，宾堡成为了全世界最大的食品烘焙企业。
图片来源于网络
中央工厂建好了，新鲜生产出来的面包保质期短，需要快速配送到消费者能购买到的地方，尽快卖出去，那这又是怎么做到呢？
2. 高效的“直营+经销”销售渠道
当时还没有线上购物渠道，大超市往往内部自建一个面包房，中小商超则干脆放弃了这点生意。于是，桃李瞄准了这一空白市场，与沃尔玛、家乐福这类大型连锁超市，以及城市中心的中小超市和便利店直接签署协议，由中央工厂直接配送面包。对县级和城镇级市场则采取经销模式，由最近的中央工厂为经销商供货，经销商再配送到一些小超市和店铺中，同时，桃李对待经销商采取员工化的管理模式，制定业绩考核并定期培训。但桃李主要还是直营，直营占比约60%，少了经销商的层层加价，桃李对消费者的让利空间也更大。
高效的“直营+经销”销售方式，使得桃李在大部分地区实现了“每日配送”。但这种对生产和销售效率的追求，也需要付出高昂的物流成本，物流成本是桃李成本的大头。2019年，桃李配送费高达7.1亿，占总销售费用的57%。
配送的问题解决了，但是怎么保证工厂生产出的面包都能卖出去呢？
3. “以产定销”的生产策略，减低退货率
工厂每天安排两班人员生产，白天按照销售端的预估量生产，晚上则生产实际订单与预估量的差额。两批产品按照“白+黑”两班倒的方式生产，保证两批产品都能在次日6点前配送到商超和店铺，以应对面包的销售峰值时间段–早餐时间段。如果工厂当天生产的面包出现大量滞销，第二天就会立即调整生产计划。依靠这个方式使得桃李面包能够稳定其退货率。2019年，桃李面包产销率为99.95%，退货率维持在7%左右。
图片来源于网络
那最后退货的面包怎么处理呢？通过桃李的招股书，我们可以看到向桃李购买过期面包的养殖场的信息。退回的面包，拆除包装后销售给了养殖场。不过2018年，桃李面包要求商家根据自己的销售情况确定准确的订货量，如果产品没有及时销售，则不再接受退货。
这里我们插句题外话：不知道大家有没有想过这样一个问题：为什么对于快过期的面包，便利店会拆包销毁，但像超市、面包房等大卖场则会将面包用胶带捆绑在一起打折销售呢？对这个问题，上海市食品协会常务副秘书长高克敏曾解答过。有些便利店不愿意打折，一方面是为了保证品牌效益不愿自降身价，另一方面也是为了便于管理，打折销售可能会让一些销售人员有空可钻。
另外，桃李能普及全国，还离不开一个关键策略，那就是精简面包种类，这大大节省了桃李的管理成本。
4. 精简面包种类
供应链专家刘宝红曾经说过：复杂度是成本的驱动器。复杂度越高，规模经济越低，成本就做不下来，速度就做不上去。为了提升效率，桃李主打的面包种类并不多，这意味着需要采购的用于制作面包的原材料种类相对固定。大量的面粉、油脂、糖、鸡蛋等用于生产面包的原材料采购需求，使得桃李可以通过市场询价的方式，以确保较低的采购成本。（询价是指是公司向供应商或潜在厂商提出计划采购特定产品或服务，请对方报价。询价之后，采购团队会比较各保价，设法取得最好价格）。通过大规模标准化的生产几种主打的面包种类（如醇熟吐司、豆沙面包、天然酵母、手撕面包），降低成本，进一步压缩面包的价格，使得桃李成为高性价比的选择。据统计，桃李面包每100g短保面包产品，价格比面包房售价低4-6元甚至更多。
桃李曾在招股书中表示“在面包的细分品类上，聚焦于少而精，不追求品种多，追求单品生产销售规模，大规模的生产可降低公司的单位生产成本”。虽然去年（2021年）桃李面包推出了岩烧蛋糕、乳酪面包、酥皮面包、蔓越莓切片等一系列新产品，以适应当前消费习惯和消费潮流的变化趋势，但这是桃李增长乏力的后话了，我们这次重点关注它是前期如何扩张，将短保面包铺满全国的。
只主打几类面包类型，不仅降低了原料采购、生产、配送等成本，更使得桃李在发展早期，即便市场情况出现变化，也能快速实现面包的二次调配和促销。
写在最后
桃李面包从一个1995年创立于东北边陲小城的面包工厂，经过20年发展，于2015年上市，成为中国“面包第一股”，和它在采购环节→生产环节→销售环节中的每个决策都密不可分。这个过程中，肯定也不是一帆风顺的，而是经过一步步试错验证，最终才得到正确的决策。我现在只是单纯站在第三方的角度去看它是怎么做到全国配送，也觉得已经很复杂了，更别提这背后实操时遇到过的困难和挫折。但如果遇到问题就放弃，那也就不存在后来的桃李。最后以一句我很喜欢的话做结尾吧：很多事情不是有希望才去坚持，而是坚持了才有希望。共勉。
五年前某一局王者中存下来的图
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编辑导语：现如今，互联网中新建社交媒体的结构越来越丰富。本篇文章中作者结合多个实际事例来阐述互联网平台的创造与古老建筑的空间之中的密切联系，感兴趣的小伙伴们快来一起看看吧。 近两年…
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承蒙大家启发，近来信马由缰到处“窜” 是瞎想还是有几分道理，大家自行评判。 从泷见二字寻到泷见观音（又名飞瀑，观瀑观音）寻来名字典故，同时得知观音山的观音圣像位属观音三十三相第八尊…
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富民县我是3月25日周六去的，富民县距离昆明开车不到1小时，2022年年度GDP，110亿，县城常住人口15万，实际预计就10万人左右，先到的富民县人民医院 富民县人民医院对面 富…
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刚刚过去的大学英语四级考试，“clinic”这个词一下子火上热搜。作文要求给“school clinic”提建议，让很多考生摸不到头脑，作文写的是五花八门，大部分考生都写跑题了。 …
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“养女儿宁可教她一身刺，也不可教她绵如羊”，这是一个被广为传颂的话语。这句话传递的是什么样的教育观念呢？是否真的正确呢？在我的看法中，这句话并不完全正确，下面我将阐述自己的观点。 …
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中午11—13点午时—日中 男孩名字 硕恒 语寒 玥安 铭菡 硕琦 恺琦 羽琛 铭珂 君佑 卓奕 淇森 宇诺 亦淳 嘉凌 珈琪 靖奇 诗皓 泽棋 承澔 钦贤 泽聪 亦丞 鸣宇 柯宥…
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熙字五行属什么？玺字五行属什么的！
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来源：人民网－人民日报 白露是一年中昼夜温差较大的一个节气。时至白露，由于温差较大，靠近地面的水蒸气夜间遇冷而凝结成水珠。为什么形容露水是“白”的？据《月令七十二候集解》对“白露”…
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「融媒头条」茗岙梯田开犁节开幕；瓯海泽雅夫妇回乡建农场；文成小山村的“梅”好致富路
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来源：【温州广电-快点温州】 茗岙梯田开犁节开幕，活动持续到7月2日！ 更多精彩内容 请点击温州号“永嘉融媒体中心” 手机当“农具” 直播当“农活” 瓯海泽雅夫妇回乡建农场逐梦向往…
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吉祥数字：七
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阿拉伯数字，7。汉字，七也同于柒。英文，seven。 七月一日，中国建党日，同天也是香港回归日。 七月七日，七夕情人节同天又是七七抗日战争纪念日日。 爱情与残酷相处协和的一天。 七…
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生僻字取名男孩有寓意？生僻字取名男孩虎！
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一个新生命的诞生，对于一个和睦的家庭来说，无疑是一件喜事；但正所谓有喜就有忧，每一个新生儿的取名，在大多数家长的眼里，成了一件难事。作为伴随自己子女一生的东西，没有哪一位父母不想以…