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文具贵族,凭什么卖这么贵?原创2023-02-09 10:52·惊蛰研究所作者|成昱声明|题图来源于网络。惊蛰研究所原创文章,如需转载请留言申请开白。如今的文具变得越来越“高贵”了。从高颜值包装的笔记本,到知名动漫IP的联名款中性笔,这些动辄标价数十元,甚至上百元的高档文具,已经超出了大多数消费者对文具价格的认知。而在一些大型商场里,还有更加高端的精品文具店,向年轻消费者售卖着堪比礼品的文具套装。当文具走向高端化的发展路线,这会是一门好生意吗?文具也“高贵”在80后的记忆里,文具作为学生时期的消耗品,并不会带来太大的经济负担。他们也从未想过,曾经售价一两元的中性笔,如今能够卖到四五十元。而过去的手动卷笔刀、橡皮擦,在经过“电动化”改造后,竟能一跃成为文具中的“贵族”。事实上,去年秋季开学时就有消费者反映文具高端化的现象。当时许多家长在陪同孩子选购文具时发现,进口品牌和联名款成了文具店里长期占据C位的顶流。这些产物大多有着花哨的装饰图案,特别是与知名动漫IP联名打造的定制款文具盒、中性笔等,不但在产物外观上印有动漫IP中的角色形象,甚至还有精美的独立外包装。视觉上升级后,高端文具的价格也水涨船高。惊蛰研究所发现,市面上普通款文具盒的售价通常在20元左右,但如果是印有动漫IP图案的“奥特曼联名款”、“海贼王联名款”产物,售价则能够达到40元到60元之间,是普通款的两倍以上。作为易耗品的各种笔,也因为进口品牌、限量、联名款等因素实现了价格翻番。在网络上,航海王unique黑金系列中性笔,就曾因为高达55元的售价登上微博热搜。而在自动铅笔品类中,哈利·波特联名款的4支装自动铅笔标价为88元,单支迪士尼白雪公主联名款自动铅笔的售价竟然能够达到69元,足见IP联名文具的超高溢价。不仅是包装上花里胡哨,还有一些文具通过增加附属功能方式来吸引学生群体。比如在笔帽上加装减压玩偶的中性笔,或者是自带电扇的圆珠笔,单价就能从3-5元提高到10元以上。而内部装有电机能够快速擦除笔迹的电动橡皮擦,和能够轻松清理橡皮擦屑的桌面吸尘器这些“电动化”文具,售价则在20元到80元不等。此前盲盒风靡年轻人群时,市场上也出现了文具盲盒一类的产物。相较于普通款文具,文具盲盒的实际单价要高出一倍,但是由于“盲盒”属性带来的刺激感,不少学生群体也热衷于多次购买以集齐一整套盲盒文具。高端化成唯一出路虽然眼下正在为孩子采购文具的家长们,被“文具贵族”狠狠背刺了一刀,但是高端产物进入文具市场,并非是最近几年才出现的。上世纪90年代初期,我国最后一批新生儿高峰人口进入学龄阶段,2529万学龄儿童因为九年义务教育的实施,在1993年进入小学,1999年进入中学,由此为文具市场带来大量新增需求。这期间,文具消费领域也逐渐形成由生产商、代理经销商和终端销售门店组成的零售业态,今天人们所熟知的真彩、得力和晨光等国产文具品牌,基本都是从这一时期创立并且不断发展壮大。特别是从代理经销商转型而来的晨光,很早就注意到“初中女生”这一文具消费的主要核心人群。2000年前后人民生活水平得到明显改善,中国消费市场继续保持平稳增长,仅一至三季度消费品的零售总额就达到24336亿元,同比增长99%。当时的85后初中生基本上每个人都会有零花钱,并且正是韩日流行文化输入内地娱乐市场的繁荣时期,因此热爱追逐潮流的初中生,就成了晨光的核心目标用户。基于早期代理进口文具的经验和洞察,晨光最早在产物的外观设计上做创新,联合荷兰画家迪克·布鲁纳创作的经典动画IP“米菲兔”,以及青春文学作家明晓溪等,推出包含自动铅笔、圆珠笔、中性笔替芯在内的系列IP文具,并且迅速获得市场认可。而这套IP联名的玩法,也被“文具贵族”们发展成为提高产物单价的重要手段。虽然以晨光为代表的国产物牌,借助差异化的产物策略确立了品牌优势,但是文具品牌们在成功抓住人口规模增长带来的时代机遇后,也不得不面对人口红利流失后的品牌发展问题。公开数据显示,全国初中在校生人数在2003年达到6690.83万的峰值后便开始下滑,期间初中生人口规模多次跌至5000万人以下。与用户规模的缩减一起发生的,还有行业内部竞争的加剧。企查查数据显示,截至2022年8月30日,全国现存文具相关公司超过711万家,仅2022年上半年新增公司数量就已达到139.9万家。此外,过去10年间我国文具相关公司注册量还在加速增长。2017年到2021年,国内文具领域新增公司数量的同比增速分别为17.94%、27.06%、77.69%、38.91%和66.57%。面对有限的市场份额和日益加剧的行业竞争,通过高端化策略提高品牌溢价、提升产物毛利,成为国产文具品牌寻求业绩增长的新方向。文具消费升级不是伪命题作为行业巨头之一,晨光在2013年就开始尝试高端化的品牌发展策略。这一年,晨光启动以书店为主要商业场景的“晨光生活馆”,本意是借助书店这一线下业态,集中向8-15岁的核心学生群体销售文具。同时,也借由线下书店特有的文艺氛围,提升品牌调性,脱离“街边小店”的刻板印象。然而,参考线下书店近年来遭遇的经营困境,以其为核心晨光生活馆自然也面临着极大的挑战。公开数据显示,晨光生活馆的营业门店数量在2016年时达到173家,此后开始逐渐收缩。同年,九木杂物社正式推出,开始了国产文具品牌高端化的新一轮探索。为了加速品牌高端化进程,2018年7月,九木杂物社又开放加盟,不到半年就将门店数量从25家迅速增加至255家。截至2021年末,九木杂物社已累计开出463家,包括319家直营店和144家加盟店。作为晨光生活馆的“升级模型”,九木杂物社依旧将商场作为核心销售场景,而在目标受众层面以15-29岁女性为核心消费群体,销售范围包括文具文创、益智文娱、实用家居等品类,但它也不是什么新鲜事物。在此之前,同样在店内售卖文具的日本杂货品牌无印良品,已经摸索出了成熟的百货零售模式,而晨光的九木杂物社与之相比,无论在装修风格还是SKU规模方面都还有相当大的一段差距,因此九木杂物社的盈利能力一直备受质疑。财报数据显示,2021年,晨光生活馆及九木杂物社实现营业收入10.5亿元,同比增长60%,占总营收中的占比仅5.99%,净亏损2108.65万元。显然作为重要战略探索的九木杂物社,并没有解决晨光的业绩增长问题。业内人士告诉惊蛰研究所,在核心商圈经营一家文具门店,至少需要达到30%以上的净利润率,才有可能实现盈利。并且因为产物的价格往往取决于设计成本、IP成本等多个经营成本,所以高端文具店的商品售价通常都会很高,而如何让消费者心甘情愿购买高价产物,是高端文具店经营的新难题。在这种思维模式下,IP联名、功能附加等就成了吸引低龄消费者的重要手段。回到文具市场消费升级的起点可以发现,传统文具品牌的危机感主要源于学生群体规模的缩小,导致营收规模的进一步缩水。因此品牌想要通过高端化策略,实现品牌溢价以及净利润的提升。但是对于消费者来说,能否解决实际需求是影响消费决策的首要条件,因此单纯在产物包装和功能上做不必要的加法,并不能说服所有的消费者花更多的钱解决同样的问题。相反,国产文具品牌们真正应该做的是转换思路,用扩大用户群体的方式,来寻找新的增长曲线。90年代,当晨光、真彩等国产物牌筚路蓝缕开疆拓土的时候,斑马、百乐、三菱等日本文具品牌,就已经在面对人口出生率下降带来的行业难题。如今20余年过去了,这些进口文具品牌不但依旧存活于世,而且仍然能够维持增长。主要原因就在于它们仍然坚持以需求为核心的设计原则,不断推陈出新、扩大目标用户群体,寻找真实需求背后存在的市场空间。所以当消费者在种草社区搜索这些品牌相关的内容时,总会看到很多强调“好用”“设计用心”等标签的自来水文章,而鲜少有人会因为进口文具的高昂价格对其嗤之以鼻。在消费升级的大趋势下,文具的高端化无可厚非。只是国产文具品牌们或许还需要重新找准目标,用心去发现用户的痛点。噱头和卖点或许能够获得短期的产物溢价,但真正能够被用户记住的,永远是经久不衰的产物体验。

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还有电影《红玫瑰与白玫瑰》中陈冲饰演红玫瑰娇蕊她穿的那件绿袍子也是有意味的

而母亲和弟弟都需要人照顾;只可惜如此优秀的大美女,陈思诚这个浪荡子却不懂珍惜。

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zheyanggaoduteyixingdezhengzhuangfeichangshaojian——duiyu RDS eryan,fangfotadedanaolizhishiyouyizhang“seka”huaidiaoliao。zhuanyeshejishishiyongdeseka,chongfenshuomingliaorichangyuyanzhongdeyansecihuishiduomezuofa。| Pixabayzaizhirenyansederenwuzhong,yanjiurenyuanhuanfaxianliaolingyigelingrenkunhuodexianxiang。tamendui RDS shuochuyansedemingzi,qingtazaisebanshangzhichulai;RDS debiaoxianrengranluohouyutonglingren,danshizhengquelvyoubixiacaiyaogaoyixie。jingguojinyibufenxi,yanjiurenyuanfaxiandangxuanxiangzhongyouheibaihuideshihou,RDS dezhunquelvbixuanxiangzhongzhiyoucaisedeshihouyaogaoxuduo。yejiushishuo,RDS rengrannenggoushibiehemingminghei、bai、hui,zhebiaomingwomenduimingandeshibiehenkenengcaiyongliaolingyitaobutongyusejuedeshenjingtonglu。xunzhaodanaozhongde“sebanwomenjiujingruheshibiebutongdeyanse?youruheduitamentieshangbiaoqian?xuejieyijingzhidao,danaozhongfuzechulishijuexinxidequyujiaoshipiceng,weiyuzhenye,jisuchengdehounaoshao;erfuzeyuyandequyuzhuyaoweiyudanaozuobanqiudezuoye,dayuezaizuoershangfangdeweizhi,baokuozhumingdebuluokaqu(Broca’s area)heweinikequ(Wernicke’s area),yijiqitayixieshenjinghuilu。weiliaoliaojiejutidejizhi,yanjiurenyuandui RDS jinxingliao MRI jiancha,faxiantadezuocechujishipicenghezuozuotiyabu(callosal splenium,zuoyounaoxiangliandejiegoudehoucequyu)shousunjiaoyanzhong。laizizuoyouliangceshiyedexinxidubeisongdaoduicededanao,yincizuocechujishipicengdesunshangduiyingliaotadeyoucepianmangzhengzhuang;zuozuotidesunshangtongchanghuidaozhizuoyounaozhijiangoutongshousun,danshidang RDS shibiewupinhuomiankongdeshihou,liangcedanaoduyouhuodong,shuomingtazuoyounaozhijianrengrannengzhengchangjiaoliushijuexinxi。RDS danaodeshousunquyu(jiantoufangxiang)。| lunwen,DOI:10.1016/j.celrep.2019.08.003youqudeshi,dangshibieyansedeshihou,RDS dedanaoyoubanqiuhezuoyounaolianjiequyuduchanshengliaohuodong,weiduzuonaomeiyouxiangying。yanjiurenyuantuice,dang RDS shibieyansedeshihou,laiziyouceshipicengdexinxirengrannenggoudidazuonao,quewufabeiyuyanzhongshuduqu。ciqianyeyouyixiebinglibaogaocheng,zuozuotimeiyoushousunderenyekenengchuxianyansemingmingzhangai。tongguoyutongnianlingduanjiankangzhiyuanzheyijixiangsibingliduibi,yanjiurenyuanqueren RDS bingfeitianshengjubeiteshudedanaojiegou,tadezhengzhuangwanquanshijibingdaozhide。yanjiurenyuanzailunwenzhongzongjie:“womendezhengjuxianshi,danaozuocedesejuexiangguanquyuhenkenengqidaoliaoyansemingmingzhongshu(color naming hub)dezuoyong,jiangyansedeshijueganzhiyutadeyuyanbiaoqianduiyingqilai。”yuyanshirenleizuifuza、zuibukesiyidenenglizhiyi,eryuyanzhongshuyouheshijuezhongshuyouzhuofeichangmiqiedelianxi,tamendexiezuorangwomennenggoududongpingmushangdewenzi,zaiyudaoshurendeshihounengjiaochuduifangdexingming。yexutongguogengshenrudeyanjiu,huoxuhuanyaojiezhugengxianjindedanaochengxiangjishu,womenhuanjiangliaojieyansedemingzibeihougengduodeaomi。cankaolaiyuan1. Loreto V, Mukherjee A, Tria F. On the origin of the hierarchy of color names. Proc Natl Acad Sci U S A. 2012;109(18):6819–6824. doi:10.1073/pnas.11133471092. Siuda-Krzywicka K, Witzel C, Chabani E et al. Color Categorization Independent of Color Naming. Cell Rep. 2019;28(10):2471-2479.e5. doi:10.1016/j.celrep.2019.08.0033. Winawer J, Witthoft N, Frank MC, Wu L, Wade AR, Boroditsky L. Russian blues reveal effects of language on color discrimination. Proc Natl Acad Sci U S A. 2007;104(19):7780–7785. doi:10.1073/pnas.07016441044. Yang J, Kanazawa S, Yamaguchi M, Kuriki I. Cortical response to categorical color perception in infants investigated by near-infrared spectroscopy. Proceedings of the National Academy of Sciences. 2016;113(9):2370-2375. doi:10.1073/pnas.1512044113benwenjingshouquanzhuanzaizikeyanquan(ID:keyanquan),ruxuercizhuanzaiqinglianxiyuanzuozhe。huanyingzhuanfadaopengyouquan。guokeID:Guokr42zhengtianbuzhidaozaikepuxieshawanyierdeguokewojuedeniyinggaiguanzhuyixianeishifangmian,caiyongliaoquanxinshejidesanfushiduogongnengfangxiangpan,zuiweiliangyandeshi,9.4yingcunyuanxingOLEDxianshiping。yuanxingzhongkongzuoweiMINIpinpaichuancheng,guanfangbujinmeiyoudiuqi,huanjiangqifayangguangda。

佳(Jia)影(Ying)ios苹(Ping)果(Guo)版(Ban),发(Fa)现(Xian)好(Hao)电(Dian)影(Ying)免(Mian)费(Fei)看(Kan)2020-06-20 17:33·好(Hao)优(You)秀(Xiu)的(De)一(Yi)个(Ge)孩(Hai)子(Zi)佳(Jia)影(Ying)ios苹(Ping)果(Guo)版(Ban)是(Shi)一(Yi)款(Kuan)覆(Fu)盖(Gai)全(Quan)球(Qiu)的(De)影(Ying)视(Shi)资(Zi)料(Liao)库(Ku),拥(Yong)有(You)海(Hai)量(Liang)影(Ying)视(Shi)资(Zi)源(Yuan)的(De)视(Shi)频(Pin)播(Bo)放(Fang)软(Ruan)件(Jian)。软(Ruan)件(Jian)内(Nei)的(De)影(Ying)视(Shi)资(Zi)源(Yuan)非(Fei)常(Chang)丰(Feng)富(Fu),涵(Han)盖(Gai)国(Guo)内(Nei)外(Wai)全(Quan)球(Qiu)各(Ge)类(Lei)影(Ying)片(Pian),甚(Shen)至(Zhi)很(Hen)多(Duo)冷(Leng)门(Men)电(Dian)影(Ying)别(Bie)以(Yi)及(Ji)未(Wei)上(Shang)架(Jia)至(Zhi)影(Ying)视(Shi)网(Wang)的(De)影(Ying)片(Pian)在(Zai)软(Ruan)件(Jian)内(Nei)都(Du)可(Ke)以(Yi)找(Zhao)到(Dao)。佳(Jia)影(Ying)软(Ruan)件(Jian)内(Nei)也(Ye)有(You)大(Da)量(Liang)的(De)专(Zhuan)题(Ti)功(Gong)能(Neng),内(Nei)部(Bu)有(You)各(Ge)个(Ge)题(Ti)材(Cai)的(De)专(Zhuan)题(Ti)影(Ying)视(Shi)提(Ti)供(Gong)大(Da)家(Jia)任(Ren)意(Yi)选(Xuan)择(Ze)查(Cha)找(Zhao)观(Guan)看(Kan),画(Hua)质(Zhi)均(Jun)在(Zai)1080P超(Chao)清(Qing)以(Yi)上(Shang),播(Bo)放(Fang)速(Su)度(Du)超(Chao)级(Ji)快(Kuai),几(Ji)乎(Hu)是(Shi)秒(Miao)播(Bo),完(Wan)全(Quan)不(Bu)用(Yong)缓(Huan)冲(Chong)。总(Zong)体(Ti)使(Shi)用(Yong)感(Gan)觉(Jue)还(Huan)不(Bu)错(Cuo)。打(Da)开(Kai)软(Ruan)件(Jian)时(Shi)有(You)一(Yi)个(Ge)可(Ke)手(Shou)动(Dong)跳(Tiao)过(Guo)的(De)广(Guang)告(Gao),然(Ran)后(Hou)进(Jin)入(Ru)软(Ruan)件(Jian)之(Zhi)后(Hou)可(Ke)看(Kan)到(Dao)内(Nei)部(Bu)资(Zi)源(Yuan)还(Huan)是(Shi)很(Hen)丰(Feng)富(Fu)的(De),就(Jiu)是(Shi)有(You)些(Xie)影(Ying)视(Shi)的(De)封(Feng)面(Mian)显(Xian)示(Shi)空(Kong)白(Bai),这(Zhe)里(Li)有(You)点(Dian)影(Ying)响(Xiang)体(Ti)验(Yan)。不(Bu)过(Guo)空(Kong)白(Bai)封(Feng)面(Mian)的(De)影(Ying)视(Shi)也(Ye)是(Shi)可(Ke)以(Yi)播(Bo)放(Fang)的(De),这(Zhe)倒(Dao)没(Mei)有(You)影(Ying)响(Xiang),不(Bu)过(Guo)还(Huan)是(Shi)希(Xi)望(Wang)作(Zuo)者(Zhe)早(Zao)日(Ri)修(Xiu)复(Fu)这(Zhe)个(Ge)问(Wen)题(Ti)吧(Ba)。佳(Jia)影(Ying)ios苹(Ping)果(Guo)版(Ban)1、永(Yong)久(Jiu)免(Mian)费(Fei)平(Ping)台(Tai)多(Duo)会(Hui)员(Yuan)费(Fei)还(Huan)贵(Gui)?佳(Jia)影(Ying)app整(Zheng)合(He)全(Quan)网(Wang)资(Zi)源(Yuan)永(Yong)久(Jiu)免(Mian)费(Fei)2、同(Tong)步(Bu)影(Ying)院(Yuan)影(Ying)片(Pian)没(Mei)有(You)时(Shi)间(Jian)去(Qu)影(Ying)院(Yuan)?在(Zai)线(Xian)点(Dian)播(Bo)院(Yuan)线(Xian)大(Da)片(Pian)随(Sui)时(Shi)看(Kan)3、搜(Sou)一(Yi)搜(Sou)总(Zong)会(Hui)有(You)的(De)网(Wang)上(Shang)搜(Sou)不(Bu)到(Dao)资(Zi)源(Yuan)?佳(Jia)影(Ying)app帮(Bang)你(Ni)把(Ba)找(Zhao)片(Pian)的(De)时(Shi)间(Jian)花(Hua)在(Zai)看(Kan)片(Pian)上(Shang)佳(Jia)影(Ying)ios苹(Ping)果(Guo)版(Ban)1、每(Mei)天(Tian)个(Ge)性(Xing)化(Hua)推(Tui)荐(Jian)影(Ying)视(Shi)剧(Ju)集(Ji),热(Re)播(Bo)冷(Leng)门(Men),好(Hao)电(Dian)影(Ying)一(Yi)个(Ge)不(Bu)落(Luo)2、独(Du)具(Ju)特(Te)色(Se)的(De)实(Shi)时(Shi)热(Re)榜(Bang),发(Fa)现(Xian)更(Geng)多(Duo)好(Hao)电(Dian)影(Ying)3、根(Gen)据(Ju)收(Shou)藏(Cang)喜(Xi)好(Hao),提(Ti)供(Gong)同(Tong)系(Xi)影(Ying)片(Pian)推(Tui)荐(Jian)参(Can)考(Kao)4、电(Dian)影(Ying)解(Jie)说(Shuo)栏(Lan)目(Mu)上(Shang)线(Xian)下(Xia)载(Zai)地(Di)址(Zhi):http://www.32r.com/app/75179.html

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