Laiyuan Mixiniu Entertainment
Text | Founder
"Many stars want to do live e-commerce. They don’t know that this is much more complicated than they think. You need a very strong supply chain team, not your fans who stand there and talk can make money …"
A few days ago, Luo Yonghao made this speech on a hot search in Tik Tok. At the same time, he also set a flag, hoping to complete the target income of 10 to 15 billion this year. There are thousands of stars with goods. Why can Lao Luo get a drink alone and occupy a seat in the "Four Kings with Goods Live"?
The word "supply chain" was repeatedly mentioned in Lao Luo’s speech, which reflected the hidden e-commerce operation system behind the seemingly simple live broadcast. At the first Tik Tok E-commerce Ecological Conference that Lao Luo appeared this time, Tik Tok first proposed the concept of "interest e-commerce": an e-commerce based on people’s longing for a better life, satisfying users’ potential shopping interests and improving consumers’ quality of life.
In other words, traditional e-commerce relies on users’ search behavior, while Tik Tok e-commerce relies on "short video-based interest content" to actively provide Amway good things for users and lead the improvement of people’s quality of life. After the "interest e-commerce" strategy has landed, or the brand store broadcast has ushered in a big outbreak, the traditional star live broadcast has an uncertain road ahead.
On the other hand, bid farewell to "the first year of star live broadcast with goods". In 2021, the world of star goods will no longer grow wildly, and most brands have a good idea about the strength of each big coffee. After the big waves, the stars who have not made a successful start will fly away, and the remaining "gold" will either return to the main business of performing arts, or face the decline of GMV cliff, or gradually delegate power to their disciples …
Star live broadcast with goods 2021, the situation is changing.
"First year" in 2020 and "Fever" in 2021.
"The destination of stars is to bring goods."
In the just-concluded Tucao Conference 5, Viya, a "sister with goods", made fun of the trend of stars grabbing her job. Due to the epidemic situation, film and television winter, 2020 is indeed the "first year" when stars flock to the live broadcast room.
However, only one year later, seeing him rise from a tall building, seeing him entertain guests, and seeing his building collapse, the star is becoming a cash cow in the eyes of the live broadcast platform, and it is no pity to abandon it. The market is "cooling down".
Open the "Star Cafe Kanban" with the data of Gourd for nearly 30 days. No matter the platforms of Amoy, Shake, Express and Beijing, the average sales of most star live broadcasts are below 10 million, and only Zhang Ting, Stephy, Tu Lei and Hu Haiquan are higher than this figure.
Among the four, Zhang Ting faded out of the entertainment circle for a long time, and now her main identity is the founder of Wechat business brand TST. Strictly speaking, she is more inclined to businessmen than stars; Tu Lei, who scored 27.86 million sales per game, is best known as the emotional tutor of Tianjin Satellite TV’s people’s livelihood mediation program "love battle". It is also far-fetched to call him a star.
In terms of monthly total GMV, from last year to this year, all the stars have an amazing falling curve. According to the statistics of Hulu, in the second half of last year, eight stars, including Zhang Ting, Tamia Liu and Lin Yilun, achieved GMV of hundreds of millions in some months, but only Luo Yonghao can do it this year.
On the one hand, the decline of GMV per game, on the other hand, the sharp drop of broadcasting frequency. With the spread of the epidemic and the revival of the entertainment industry this year, many stars who originally brought goods because they were "idle at home" began to shift their focus back to their main business, and it was inevitable that they could not do their best to bring goods live.
Tamia Liu, the "Liu Yidao" who once dominated Taobao’s cargo industry, only broadcasted two shipments in the past 30 days, with an average sales of only 6.095 million; Last year, the last live broadcast of Li Birthday, which had a stable record, had to be traced back to January 17, and it had not been broadcast for nearly three months, and his live broadcast only achieved 9.2768 million sales. As for Michael Chen, Stephy and others, they can only keep one or two live broadcasts every month.
Another phenomenon is that stars gradually fade out of the live broadcast room, and more and more frequently they are handed over to new anchors to replace them. For example, in Luo Yonghao’s live broadcast room, on the surface, the "daily broadcast" has increased the frequency, but in fact, Lao Luo’s appearance times are getting less and less, and the audience is even tired of watching new anchors such as Zhu Xiaomu, Li Zheng, An Tian and Lin Duola, because they really appear too many times.
Standing at the node of 2021, the world of star goods delivery has undergone more than a year’s evolution. Brands have more or less gradually realized the truth that "flow is not equal to sales", and there are fewer sloppy projects that blindly attract stars into the game. Nowadays, the remaining high-quality star goods are gradually evolving in two fixed directions.
The first category is the mode of "head anchor+traffic star assistant". In fact, "supporting performance" may be a more suitable position for stars than "solo anchor" to bring goods. Visiting the live studio in Li Jiaqi and Viya and participating in it as a supporting actor can not only ensure the professionalism of the delivery operation process, but also interact closely with the anchor, and it is easy to be fired into a loud "out-of-circle event".
For example, last month, "Lu Han walked into the live broadcast room in Viya and changed to eat and broadcast" boarded a hot search. In the live broadcast, he ate and drank hot pot and barbecue without idol burden, which made the topic reading volume soar to 670 million; A few days later, Dilraba appeared in the live broadcast room in Li Jiaqi, announcing the new drama "Long Songs", hoping to finish the announcement task efficiently while mentioning the hot search.
The second category is that the star leads a supply chain team, the establishment of MCN company, or the star actively signs a contract with MCN to obtain MCN’s full set of live technical support. For example, Luo Yonghao’s "Make Friends" team signed a note for Stephy and other stars to provide live broadcast solutions for a long time.
No matter what kind of form, the above-mentioned star live broadcast with goods is becoming more and more professional. Brands are no longer superstitious about inviting high-flow stars to create momentum, but more calmly choose stars with experience in goods cooperation, and match the most suitable goods according to their people’s settings, and operate the projects with goods with stars more finely.
The stars belong to MCN?
Where will the star live broadcast take the goods?
First of all, it must face the competition with other modes of carrying goods. Combined with the macro e-commerce ecology, whether it is the "interest e-commerce" first mentioned by Tik Tok or the "content+private domain" live e-commerce that Aauto Quicker has been talking about, its core is to create an immersive shopping scene for users to "tap their potential consumption needs".
In this respect, "brand shop broadcasting" is a new threat. According to "Flying Melon Data: Trend Report of Brand Store Broadcasting in 2021", in February 2021, the number of brand store broadcasts nearly doubled compared with January; Up to now, Tik Tok’s brand-name store broadcast sales have accounted for more than 50% of the total sales.
The advantage of brand store broadcasting is to bring users a "cloud shopping" experience, especially watching clothing store broadcasting, which is very similar to walking into a clothing store in a shopping mall. The way the anchor controls the rhythm and mobilizes the atmosphere in the live broadcast room is very close to the shopping guide scene that the public is most accustomed to; And brand stores communicate seamlessly online and offline, and it is easier to carry out profit concessions, so it is easier to obtain high conversion.
Of course, star live broadcast also has its competitive advantages, that is, high traffic and the spread of endorsement effect. In public cognition, the appeal of stars is usually far greater than that of brands. It is easier to occupy users’ minds by using celebrity endorsements to bind with brands than by directly and rudely preaching brands.
In addition, if the star live broadcast wants to compete with the brand store broadcast track, the most essential thing is the positive contest of live broadcast frequency and live broadcast time. This means that stars who are interested in live e-commerce must adopt a "professional" attitude, one is to ensure a stable and continuous live broadcast frequency, and the other is to cooperate with excellent supply chain teams.
From this point of view, this is why a large number of middle-aged stars, artists who have left the entertainment circle, and stars below the third line will be active in the live broadcast room. Cao Ying and Lin Yilun, "representatives of middle-aged stars", Zhang Ting and Ye Yixi, "representatives far away from the entertainment circle", and Yu Zhen and Ji Jie, "representatives of stars below the third line", all of whose GMV are among the best in the industry.
As for the excellent supply chain team, it will become the core factor to determine the star GMV in the future. As Lao Luo said, the biggest contributor to the live broadcast is not the anchor, but the supply chain team behind it. If there is no foundation of supply chain, even if you are eloquent, you can’t bring goods. People, goods and fields are indispensable.
In fact, keen artists have long smelled the changing trend of stars with goods. In the middle of last year, Hu Haiquan, who is a musician and an investor, has been personally involved in every link of product selection, script planning and live broadcast. In June last year, he conveniently founded MCN Company Jujiang Xingchen, and signed a number of artists such as Yu Zhen, Li Naiwen, Charmaine Sheh and Jiang Shan to form a live matrix.
When he settled in Aauto Quicker, Hua Shao founded a brand-new MCN company in the same period. He hoped that his live broadcast career would last at least three to four years, and he could build the brand of "Feizaihua Department Store" by accumulating users in the future, so as to develop his own brand supply chain in the future.
At the Tik Tok E-commerce Ecological Conference, Luo Yonghao took another step forward. On the one hand, he announced that he would serve more stars and online celebrity through accumulated supply chain capabilities; On the other hand, the "Make Friends" brother company will start the education and training for anchor online celebrity, with Lao Luo as honorary principal and training lecturer.
This sends at least two signals. First, for the stars, "making friends" may be the best service provider for the current stars to live broadcast. Previously, they provided a full set of live broadcast solutions for Stephy, Li Dan, Jerry Lee and others. Now, Qiwei’s average sales have reached 30 million. Become a "friend of Lao Luo", or the best destination for all stars to bring goods in the future.
Another signal, for the new anchor in the industry. On the one hand, Lao Luo will build a group of high-quality and professional anchor teams to improve the employment environment of low-quality "gang-type" anchors in the past; On the other hand, he stressed that on the basis of laying a solid supply chain, excellent amateur anchors may not be inferior to stars in bringing goods, and among them, Li Jiaqi and Viya are likely to be born.
From this trend, the future industry will be divided into two parts: a group of stars with stable live broadcast time will be advanced to "professionalization" under the system of self-built supply chain; High-quality new anchors trained by professionals have the opportunity to grow into independent Li Jiaqi and Viya.
In the future, the live broadcast with goods will be surging.
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