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百事佳得乐:定制化产品开启未来市场 ——Xavier Cortadellas,佳得乐创新设计高级总监,百事
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百事佳得乐:定制化产品开启未来市场 ——Xavier Cortadellas,佳得乐创新设计高级总监,百事
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年以后,下面的 50 年我们该如何发展,我们应该解决怎样的问题,才能使
2.
佳得乐成为下一代的运动饮料?后来我们推出这样一个理念,每个运动员都是独特的,每个 人出汗的方式都不一样。想想今天的运动,特别是个性化是非常重要的,每个运动员都在调 动自己所有的力量,运动员的设备都已经个性化了,他们的训练方式和营养方式也都个性化 了,但是运动补水却没有个性化的解决方案。现在并没有一些品牌做个性化的运动饮料,所 以我们就推出了这个想法。这就是我们未来的角度,关注于运动的补水。我们整个团队就以 此为目标,希望能够提高运动员的表现,但是大家都知道,在运动场上几秒钟,甚至是几厘 米就会带来巨大的差别,那对于那些专业团队来说,如果我们能给他们提供补水方法,对现 场表现会有很多帮助。我们就针对三个方面进行创新,我们延续了传统,首先要以运动员为 先,第二所有的创新基于科学技术,我们并不是一个新兴的品牌,是成熟的品牌,在美国、 全球都有很大的业务,我们要保证我们所有的创新都是合理的。另外我们要利用技术来推动 比赛和运动的发展。 创新决定意识,我们决定不全在实验室进行开发,而是希望在现实生活中进行开发,我们和 巴西的足球队以及巴西足联在 2013 年,也就是在
2014 年世界杯之前进行合作。2014 年 是第二次巴西举办世界足球杯,对于任何在巴西的人来说,运动对他们的生活非常重要。足
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球就像一个宗教一样,比一切都重要,对于巴西这次承办世界杯,他们非常希望赢得冠军, 所以巴西足球队找到我们说能否帮助我们赢得冠军呢?但是我们说这可不是我们的工作,但 是我们可以帮点小忙,给团队每位运动员开发个性化的饮料。他们一共有 25 个队员,然后 在他们每一次的训练中,我们都提供不同的饮料,让队员拥有与众不同的优势。他们说好, 那我们就开始了这项研究项目。把这个产品提供给巴西队,而且世界杯的时候仅向他们提供 了这种产品。 一位非常著名的足球运动员说足球是
11 对 11 个人的比赛,这是在世界杯半决赛就出现了 的情况,德国赢了巴西,4:1,个性化的补水并没有使巴西赢得比赛,但是他们赢得了奖 牌。当然这只是个玩笑,可我们说这个实验非常成功,为什么呢?因为我们证明个性化是队 员希望看到的东西,而且教练也非常感兴趣。另外个性化也是我们可以实现的,我们也向内 部的领导层证明,个性化的补水方案和饮料在未来是有前景的。因为通过实验以后,我们说 对于 25 个专员成员来说是可以的,那我们看看对其他的运动,其他的运动员是否可以采用, 所以我们扩大了实验,以实验作为一个方法来促进创新。这个就是我今天演讲的一个核心主 题,给大家分享一下实验的重要性。 有很多大公司、大品牌都讲测试,我们讲实验。做检测和实验有什么不同呢?做检测通不过 你就失败了,做实验你通不过还可以改正,所以我们是做实验而不是检测,做实验你可以学 到很多的东西。
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第一个教训对我们来说,就是花时间到比赛现场、运动现场,这样就可以知道他们真正的问 题和需要解决的问题是什么。你可以看到我们在 CBF,2014 年世界杯之前租了一个房子, 就在他们训练中心的旁边,每天早上我们专门为这
25 个足球队员准备好饮料,然后搬到运 动场去。显然这种方式无法升级到大规模生产。所以我们希望将平台变成可升级的,也可供 其他的团队大规模使用。另外实验中你还可以收获一些惊喜。 特别是你考虑技术解决方案的时候,你不可能把这个数码化的解决方式弄的到处都是,有时 候用纸和笔就解决问题。在出汗实验中,技术可以解锁很多的东西,帮你明确重点,知道有 限的资源应该投在哪里。另外还有一个重要的教训,就是你要不断地改进你的产品,对于专 业的运动员来说,要非常精确地提供,要赢得比赛,要提高绩效。对于高中学生来说当然不 一样,你把这个名字写在瓶上就可以寻得自己的口味。你可以有很好的一个想法,但是这个 想法要因地制宜。 我们打造了一个 GX 平台,给大家介绍一下我们平台上的创新,GX 平台的创新点:
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第一就是检测,如果我需要给你设计一款个性化运动饮料,那我就要知道对你来说最好的配 方是什么,你需要喝多少水,多少营养素,我需要对你的身体状况进行检测,这就是我们的 流程。每一个运动员的出汗方式都不一样,而且很重要的一点是要理解运动员出汗的轨迹, 他的汗多咸,含盐量多少。有些运动员在室内和室外训练不一样,跑 60 分钟和两个小时也 不一样,我们也要扩充运动员的偏好,他是愿意喝液体,还是固体,还有就是他喜欢什么口 味。然后我们做了一个所谓的
GX 运动员生理状况表。我们可以列出这个运动员需要喝多少, 对他来说最好的配方是什么,有针对性地对每个运动员做一个独特的表,对巴西队来说, 25 个队员都有他们的身份证,对他们进行检测。
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我已经知道了运动员的身体需求,下面就是如何以升级的方式进行生产,我们必须通过包装 的方式解决这个问题,这可能是我们价值主张最重要的地方。就是这个瓶盖,这个瓶子,你 想想今天的佳得乐。我们要把它结构化,形成一个很好的状态。这个塑料瓶里面包含水、盐、 糖、口味,我们能否把它分解了,然后重构?我们可以重复利用这个包装,但里面装的水就 不一样了。所有的专业运动团队都需要独一无二的定制产品,而这就是佳得乐所专注的东西。 根据五十年的科学历史,我们研发出 9 个配方,它们口味不同、并且碳水化合物和盐的含 量也不同,可以去满足团队运动员的需求。 最后还有一点,就是瓶子以及瓶子的定制化。这些运动员虽然赚几百万、几千万,但是他们 还是希望有定制化的瓶子,包括梅西、内马尔、C
罗,他们都希望在自己的瓶子上标上自己 或儿子女儿的名字。我们给运动员提供这些产品的时候,就将每个运动员的名字印在上面, 他们往往非常开心。通过一些技术手段,我们可以在瓶身、瓶盖和瓶体上做文章,推动了瓶 子的定制化,而且这个方法适用于每位运动员。
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另外一个要素就是追踪,到底每个运动员喝多少。有一个问题很常见,我们需要做很多的事 情,很多时候忘了该喝什么。那拥有这样一个带刻度的智能杯子,就可以实时计量这位运动 员到底喝了多少。如果我知道这个运动员喝了多少,有实时的数据,而且知道他应该喝多少, 这时候就可以帮助他,给他一些指导,告诉他如何补水。这个系统非常明确,追踪他喝得多 还是少,现在目标不足还是目标超量。另外,这个杯子也体现了体育运动科学的力量,有不 同的配方,不同的碳水化合物的含量。并且每一个队伍都有自己的营养师。我们知道每个运 动员都想得分,非常非常简单,我们就告诉他们你们要喝多少,或者是喝多了还是喝少了, 帮助它们补水。
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另外这个平台还有一个技术就是我们的流汗贴,我们和所有的团队合作的时候,我们的科学 家和他们在一起收集每位运动员汗液的样本,这个平台其实是可以延展的。我们的科学家给 每位运动员做汗液测试,实际上这还是正在做的一个项目,这个汗液贴,实实在在地记录了 每个运动员流汗的情况,帮助我们知道每个运动员流汗的特点。当然,我们也可以把汗液送 到实验室里面做检测,但那是以前的方法,现在我们通过这样一款汗液贴就解决了。 有了这些我们就了解了运动员所有的相关信息,知道他流汗量,喝的多少,然后我们可以把 所有的信息组合起来,帮助运动员进行补水,因此我们建立了一个非常健康的数字平台,把
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这些信息做整合。这就是我们平台的核心,这样我们就能够去帮助运动员调整他们补水的行 为,在运动前后提供定制化的补水方案。我们通常喜欢在比赛前给运动员发送一些信息,如 果有一个运动员经常流汗而不及时补水的话,我们会及时地提醒他。运动员在比赛时并不用 自己的手机,那怎样传递信息给它,就是这个 STATION。很多人用这个刻度仪去称运动员 的体重。如果有什么干涉运动员的行为的话,就通过刻度仪进行调整,通知信息。运动员称 重的时候可以提供信息,也就是他需要喝多少的运动饮料。在训练完以后,也会告诉他丧失 了多少的重量,他需要补多少水分。另外这个平台让教练更清楚一些,每个运动员流汗的情 况不一样,每个人都有补水的方案和建议,对于足球来说,可能你需要准备 25
个瓶子,要 做什么样的配方,这样平台就会给我们信息。与此同时,我们不断地做分析,把补水的信息 放在里面,我们就能找到一些有意思的规律。 可能很多人会说,所有的这些意味着什么呢?对佳得乐来说,我们能够提供这样一个平台, 提供给 25 个或者是 50 个不同的职业运动队,这对我们品牌来说意味着什么,对于核心业 务来说意味着什么?我们谈到的是公司的业务,我们需要有收入。那我们确实能够做到这一 点,其中有 3 个要素,第一个是我们能够进行大规模个性化定制,我们的平台能够帮助我
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们实现这点。我们有合适的洞见,并且我们知道什么是更好的平台,对于每日的运动员和比 赛平台来说,知道哪个是最好的。 另外还有一点,就是我们进入了技术的领域。为了能够发展 GX,我们做了智能的瓶盖和了 汗液贴等,我们没有闭门造车,而是和外部的伙伴共同解决问题。 我们有几个主要的技术, 传感技术和可穿戴技术,然后利用公式来计算,运动员需要多少营养素。第三个是智能的送 水器,最后我们将它叫成未来的更衣室,可以将这些技术带到更衣室去。通过以上技术打造 了技术管道,我们所有疯狂的想法都在里面,可能最有意思的一个就是我们在做一个智能的 小电池,它可以通过探测你的身体状况,得知你有没有进入卫生间,这是非常疯狂的想法。 还有最后一个部分,就是我们这个平台,希望能够让佳得乐成为领袖。现在每次苹果推出新 手机,都会引起轰动。大家都在想下一部手机会多么吸引人,很多人都会在苹果店排队。消 费者喜欢的品牌是创新性的。佳得乐也希望成为受消费者青睐的产品,我们有
50 年的历史, 我们必须要再获活力。这意味着我们要做体验式的市场营销,2016 年开始,我们就做了佳 得乐燃料实验室,我们举办了一系列的活动,通过这个方法告诉消费者我们在做什么,宣传 我们的工作,这非常有趣。今年我们又做了另外一个版本的 GX,在超级碗和 NBA 的活动 上,做了一个 GX 健身房计划,我们会向他们提供第一手的 GX 产品,我们的平台,然后让 他们来试用。当然这个版本还没有上市,但目的是让大家有机会来体验还未上市的新产品。 除此以外,我们在想佳得乐还能到哪里去,将我们的 GX 体验给年轻人和小孩子,让这些年 轻的,未来的美国之星,还有其他未来体育界之星知道我们可以提供什么,将来我们可以在 这方面做些什么。
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最后我想给每个做创新的人一点小建议。首先找到一个核心的消费者,对于佳得乐来说就是 运动员和他们个性化的补水体验,同时找到核心的解决方案,比如你要放弃之前的瓶子,然 后推出新的解决方案。然后将解决方案调整为适合你对象需要的产品。另外要考虑到连锁效 应,一开始我们是对 25 个专业运动员提供的一些产品。然后我们可以想想这是一个很酷的 故事,它是否将来成为我们的一个卖点,成为佳得乐庞大的业务增长点。很多时候,你会发 现有意想不到的效果。最后创新并不是线性的过程,而是迭代的过程,当你回头重新走一遍, 再想想你的核心消费者是谁,核心问题是什么,有的时候可能会给你提供另外的灵感和角度, 找到新的方案。
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