如果说黄太吉是走「接地气」的路线,那么雕爷牛腩刚好相反,走的是「高大上」路线。从雕爷牛腩第一次出现在人们眼前时,雕爷牛腩就一直介绍自己是以「一份中奖后的彩票,换一张秘方」。

  原文标题:《起底黄太吉、雕爷牛腩、西少爷、伏牛堂,喧嚣过后还剩什么》

  在这个互联网时代,越来越多创业者着眼于互联网营销发展的餐饮业,黄太吉、雕爷牛腩、西少爷肉夹馍、伏牛堂,看起来经营方向完全不同的四家餐饮,实际却有诸多的共同点,这几家经营方向完全不同的餐饮却都在初期带着同样的互联网光环出现在人们眼前,都以极快的速度火了起来,得到了相当大的认知度,但在风靡的浪潮过后,他们同样受到质疑的眼光。

  ※看看菜单,他们卖的是什么?

  黄太吉主要以煎饼和豆腐脑为主,主打的套餐包含一个双蛋煎饼果子,一碗豆腐脑,和一杯蜂蜜柚子或生姜红枣茶。黄太吉的煎饼和豆腐脑一直都挂着「传统」的招牌,但所谓的传统煎饼果子和正宗的天津煎饼果子实在不是一回事,传统豆腐脑也和南甜北咸的传统口味各不相关。煎饼果子是天津有名的小吃,在北方很普及,北方人也常作为早点或正餐来吃,但在南方却很罕见,因此很多南方人没有吃过煎饼果子,也不了解它的味道。传统煎饼果子的旗号的确可以吸引一部分旅游的客源,在黄太吉名声打响全国后,不少旅游的游客都特意慕名而来就为了尝尝北方特色的煎饼果子,但这对于已经司空见惯的北方人就并不具有太大吸引力了。黄太吉意识到这个问题后,逐渐推出了各种类型的菜品来丰富菜单的多样性,土豆丝肉卷、鸡丝凉面、红油抄手、成都冒菜等等,推新的速度也在不断加快中。

  雕爷牛腩的菜单是采用套餐的形式,一份主菜,一份前菜,一份汤品,外加一份甜品,每一项都有几种不同的菜可以选择,主菜中则包含了最知名的食神咖喱牛腩,还有其他几款会定期更换的主菜,菜单上的其他菜品也都会定期进行更换和出新。不过雕爷牛腩的菜单设定是消费者只能选择套餐,而不能只选择主菜进行单点,想少吃都不行,这难免就会给人过于强硬的感觉。雕爷牛腩的官方网站上给出的「如何吃掉一碗雕爷牛腩」点菜介绍中说,「您只需要为主菜和额外的酒水付费。前菜、汤品、甜品都免费。」这样看似优惠的皮囊下,实则是没有选择空间、强制消费的本质。

  西少爷家肉夹馍最早被大家了解就是从程序员肉夹馍开始的,一直以来这都是他们的主打菜品,这个名声一打响后,不少程序员及互联网界的同行都纷纷来尝试,吸引了不少消费者。西少爷的肉夹馍采用了自创的独特技术通过电烤箱来烤制馍,再加上全部现煮的肉,这样做成的肉夹馍有着外脆里嫩的口感,和其他外面买到的肉夹馍吃出来有很大的不同,形成了自己的特色。

  伏牛堂主要以卖湖南米粉为主,粉从形状上分为圆粉和扁粉,味道也有几种不同的种类可供选择,但口味保留了湖南米粉的本来面貌,又油又辣。伏牛堂的创始人张天一是个刚刚毕业的90后,老家在湖南,对湖南米粉自然有着一番浓浓的家乡情怀,他希望能在北京有让老乡们吃到正宗湖南米粉的地方,虽然很多消费者反映「米粉实在太辣了,油太重」,觉得这个口味「吃不惯」,但张天一并没有打算进行改变,坚持他想做的家乡的味道,「我能精准地找到北京大约30到40万接受我这个口味的湖南人。我不需要满足2000万人的胃,我只需要坚持做我自己就好了。」张天一是这么说的,北京几十万的湖南人也就成为了他这里主要的受众群体。

  ※味道,到底好吃不好吃?

  作为餐饮,味道是不可忽视的因素,而说到这里,就很难让人不想到黄太吉的品质。黄太吉家的煎饼果子个头很大,拿在手上沉甸甸的,足以挡住整张脸,但质量却比起分量来相差太多了,煎饼上涂了满满一层的酱料味道带着传统煎饼本不该有的甜味并且整体煎饼口味偏重,夹着的果子(也就是油条)吃起来简直是对牙齿的一大考验,如果牙口不够好的话恐怕是无福消受了;至于豆腐脑,卤的味道非常咸,让人很难把一碗全部吃下去;至于店里其他的菜品,也很难找出某个真的让人觉得值得称赞。黄太吉的所有门店在大众点评上总评没有一家超过三星,最低三家店评分只有二星,虽说萝卜白菜各有所爱,每个人的口味不同,但这么多的消费者反映出不好吃的声音就说明不是个别人的喜好问题,而是具有共性的「不好吃」了。

  而雕爷牛腩在菜品的味道上也是颇受争议,虽然食神咖喱牛腩是在食神秘传配方的噱头之下出现,但不少消费者反映在尝试过以后对味道有种大失所望的感觉,或许是味道本就没有那么令人惊艳,又或许是出于对食神秘方的过高期待,食神咖喱牛腩的庐山真面目在很多消费者眼中过于普通,其他菜品虽然还算差强人意,但并没有特别突出,在茉莉花茶焦糖布丁等创新口味的甜品上也给人略显不成熟的感觉。这样的口味品质再修饰上诸如「黄金时代」、「冰与火之歌」等花俏的名字,难免给人一种噱头有余而味不足的印象。

  西少爷肉夹馍和伏牛堂相比之下在味道上都比较受到大众的认可,但一定程度上也是因为这两家店发展周期相对较短,并且产品种类较单一,样式简单,品质也比较容易贯彻统一。虽然伏牛堂的米粉很多人尝过之后都大呼太油太辣,但却也称赞味道不错,湖南本地人也普遍表示米粉的味道和湖南老家味道相近,比较正宗。西少爷肉夹馍提供批量配送的能力很强,肉夹馍的产品包装也简单容易,方便携带及外送,在受客观条件限制的情况下,有可以发展为工作餐的可能性。但也有不少消费者反映,虽然作为工作餐价格实惠,味道也不错,但以肉夹馍为正餐,一个不够,两个又会吃得口干舌燥,而且没有满足感,看来西少爷如果想往工作餐配送上迈出一步的话,还需要多在菜品多样性上下下功夫。

  ※宣传,互联网思维的营销?

  既然都说黄太吉难吃,那么为什么还是有源源不断的客人上门,即使像过年买火车票一样排长队也还是去买这不好吃的煎饼?这就在于人家营销上下的工夫了。黄太吉从2012年7月31日加入新浪微博后,截止至2014年12月30日,微博数已达15055条,这个微博的数量规模已经远远甩出大多数餐饮行业几条街的距离,他们没有通过任何加粉奖励活动就获得了粉丝数破十万的人气也是一直以来黄太吉引以为傲的。黄太吉的创始人郝畅更是表示,他会几乎对和他进行微博互动的每个人进行亲自回复,通常回复在两三分钟内就能收到,有网友戏称,圈点黄太吉的微博都能收到「秒回」。有网友发微博表示「惊喜到我了!老板这服务!早上一点小反馈中午大惊喜!大大的有面子!」,看来先不说食品的味道如何,细致入微的服务和社交网络的互动确实能很大程度上满足消费者的虚荣心,让人觉得「有面子」,出于好奇心、虚荣心和「赶时髦」而来的消费者一定不在少数。除此以外,每次推出新的菜品、新的活动,及每天消费小票上的「今日箴言」,黄太吉都会发布在微博上,每天都在粉丝眼前「刷存在感」无疑是很有效果的。在这个时代中,人们不一定会每天看电视、看杂志,但大多数人都会每天都会举着手机会上网,互联网思维的信息宣传重要性就不言自明了。除了微博的营销思路,黄太吉一直很注重顺应时下热门事件进行宣传以及与各个领域的合作,在星际穿越热映后,黄太吉发布了改编自星际穿越海报的煎饼果子宣传海报,在2014年底上映的电影《撒娇女人最好命》的放映中,黄太吉合作参与了点映活动,首映式还有「看电影吃黄太吉」的各种活动等。俗话说,要想让人们成为店里的客人,首先要让客人认识你,通过优秀的互联网思维的营销手段,黄太吉成功地让更多的人认识了自己。

  如果说黄太吉是走「接地气」的路线,那么雕爷牛腩刚好相反,走的是「高大上」路线。从雕爷牛腩第一次出现在人们眼前时,雕爷牛腩就一直介绍自己是以「一份中奖后的彩票,换一张秘方」。那么问题来了,这碗高价的牛腩,究竟有多神秘?这份神秘感正是雕爷牛腩的宣传点。食神独创的秘方会是什么味道?是什么样的牛腩会价值高达五百万?雕爷牛腩在正式开门营业前就进行了大规模的宣传,打响了知名度,但只在极少的美食达人、明星等人之中进行封闭测试,在大众点评上的抽奖试吃评测活动每次都吸引了一群消费者蜂拥参与,正式开业前的封闭测试长达半年之久,能看到、听到,却吃不到,这无疑是一步步敲击着人们的好奇心,吊足了人们的胃口。在开业前的半年时间,雕爷孟醒不惜重金下本花费高达一千多万完成封测,但同时也累计了大批的消费者,在开业之后一次性爆发了出来,在刚开业的相当长时间内持续出现「一座难求」的火爆场面。雕爷牛腩不仅是一碗神秘的牛腩,还是一碗昂贵的牛腩,配方价值五百万无疑是给雕爷牛腩披上了一件奢华的外衣,进一步锁定了中高端消费群体。

  西少爷肉夹馍的宣传与前两家又不太一样,营销之中带有了些许文艺的味道。五道口一家不过数平米的小地方以创始人发布的一篇《我为什么辞职卖肉夹馍》的文章一炮而红,这样一个卖肉夹馍的小小档口好像是一夜之间突然出现的一样,几乎人人都知道在五道口有个天天都在排长队,要等半个小时才能买到的程序员肉夹馍。西少爷的这篇文章主要依靠的就是人之间的同理心,文章中,工作的无奈、生活的压力、丰满的理想和骨干的现实,字字句句都敲击着人们心里最脆弱的位置,人们都自然而然地感同身受,在这样的理解和认同下,文章被疯狂传遍互联网,程序员肉夹馍的名字就这样传遍了大街小巷。来买肉夹馍的人,有的为了表示一下对打破逆境挣脱现状的支持,有的出于曾为同行的惺惺相惜,以及出于好奇来见识见识凑个热闹,就这样,西少爷生意十分兴隆,曾因为来买肉夹馍的人太多,把肉夹馍买到手需要超过一个小时。

  伏牛堂的创始人张天一是个刚刚毕业离开学校的90后,没有丰富的人生阅历也没有在互联网领域工作过的经验,但却创办了伏牛堂并再三个月内开了第二家分店。十分「巧合」的是,张天一也写了一篇文章,也表达了对生活现状的愤懑和不满,也表达了对社会和学历的敲击,甚至连文章的名字都如此雷同——《我硕士毕业为什么要去卖米粉》。也许张天一有效仿和借鉴的打算,但绝不是完全的抄袭,他另有着自己的一套路数。和同样凭借互联网思维火起来的前几家创业餐饮不同,张天一表示「卖米粉不要拿互联网思维说事」,他在媒体的采访中表示,自己只是个卖米粉的,与互联网关系不大。其实,张天一自己也承认,互联网对伏牛堂的发展是有影响的,只是仅局限于吸引客流、精确找到消费者、保持核心竞争力三点,但这三点中任何一点都是足以影响一家店兴衰的关键,所以是否真的关系不大就不言自明了。但张天一否认互联网思维的叛逆态度却正符合了不屑于互联网思维营销的消费者们,激起了他们的兴趣,他通过对自己菜单口味的正确把控,精准锁定了主要的面向群体,更好地促进了消费者的推广和宣传。

  ※环境,饭该在哪儿怎么吃?

  黄太吉虽说是一家以煎饼、豆腐脑等传统小吃饮食为主的餐饮,但在店铺的环境上可没少下工夫,至少,这一定是第一家吃着煎饼还能有免费Wi-Fi上网的店。现在消费者选择的标准,第一看味道,第二看环境,黄太吉看来是选择了后者。黄太吉的每家门店都会注重将座位设置得舒适宽敞,部分门店的店内空间十分宽敞,从装潢上希望给人营造适合「吃煎饼,喝豆腐脑,思考人生」的环境,让人即使是在这里吃着煎饼,也同样可以做到像在咖啡馆里一样休息谈事。不过实际情况可能总不如预想的好,人们起初了解到吃煎饼的地方环境也很好可能会觉得很有新意,但如果真的需要的是一个坐下谈事的环境,那为什么非要吃煎饼不可呢?我也亲身体验过在中下午店内客流量大的时候,在黄太吉苏州街店里免费Wi-Fi完全连接不上,店内虽然还不至于到人声嘈杂的程度,但也绝不是个安静优雅适宜安静谈事儿的环境了。另外黄太吉的门店中大多放置有很多动漫手办,这看起来与周围主题很难融入到一起的设计也是让人有些摸不着头脑。

  雕爷牛腩既然主要面向的是中高端的消费者,环境自然不会差。每家店对桌椅、餐具、陈设的选用都采用昂贵的材质,高标准的要求,店内的格局也都经过了细心考量,每个餐桌之间保持着适当的距离,给每桌客人足够的私人空间。还有一些小心思上的设计很体贴,雕爷牛腩老佛爷店的座椅在座位的下层设置了可以用于放包或者放东西的一个隔层,很科学地节省了消费者放随身物品的空间。

  只要去了西少爷肉夹馍,相信都能看到偌大的标语「HelloWorld」。西少爷在每家店中都会保留一定的核心元素,使各家门店的整体风格统一化,这样和为不同门店设计不同的风格相比,虽然少了一定的多样性,但一致的形象更利于加深消费者对品牌的印象。通过在店内放置电视循环播放创始人孟兵的创业经历和接受采访的视频,西少爷可以持续对在店里的消费者进行宣传,让消费者产生认同感。在西少爷肉夹馍的中关村门店中,我还注意到这里墙上的电源接口很不一样,不是常见的双头或三头插孔,而是USB接口,方便消费者不需要使用转换器而可以直接充电。

  伏牛堂到现在为止已经开了两家门店,每家店都设置了不同的主题,第一家门店是拉面风格,第二家开在朝外SOHO的门店主题是沙龙风格,张天一希望伏牛堂要做的「有趣」,所以希望每家店都有些有意思的主题,未来的其他分店也会设定其他带有特定活动的主题。对于第二家门店的沙龙主题,张天一将店内装潢得像咖啡厅,他认为「北京有车库咖啡,为什么不能有车库米粉呢?为什么大家不能边吃米粉边聊事儿呢?」这样的想法似乎与前人在某些方面有些不谋而合,抛开是否有借鉴的因素不说,总走前人的老路并不容易取得更进一步的成绩,不根据自身情况进行创新和突破的话,总会是在走别人走过的路。

  ※服务,只是吃饭还不够?

  黄太吉注重服务,致力打造的就是以顾客感受为第一位的消费体验,不管是线上还是线下,服务都是做足了,是实实在在的O2O。黄太吉提供送餐,这一点刚一推出就给人一种新鲜的感觉,买个煎饼也能送餐,以前没听说过,更何况黄太吉还有美女老板用跑车送餐,这样的服务想不被人关注都难。可能有人会说,让再美的人开再好的车,做的事情不都只是送餐么?可不管怎么说,这样华丽的送餐会给消费者带来享受优质服务的感受,这是无可置疑的,最起码,会让消费者觉得「很有面子」。服务除了我们一般认知的人工的服务,很多小细节其实更能体现服务的本质。黄太吉的煎饼包装上会有个很特别的虚线设计,上面写着「沿虚线撕开即可保持良好吃相」,看似是逗趣调侃的一句话,其实是个很贴心的设计;每个消费者在取到自己餐品的同时也会被给到除常规标准配置的餐具和纸巾外的湿纸巾;店内会在用餐的桌子上摆放可以任意取用的大白兔奶糖和薄荷糖,桌上会放置有点餐小贴士的台卡,为了方便消费者适应自己的口味还备有韭菜花和辣椒酱;点单的小票上面会打印「每日箴言」。虽然很多都确实是微小的细节,但黄太吉确实有花心思去考虑顾客的需要,是用更实际的方式改善顾客的消费体验。

  雕爷牛腩的服务消一直以来收到的评价褒贬不一。我进到雕爷牛腩的店里后,第一眼是被店员们的装束所震慑到了——所有店员一律黑纱半遮面,只能露出眼睛,其他面部都是在黑纱下若隐若现,不了解采用这样打扮的本意是为何。从卫生的角度上考虑,这样的装束可以一定程度上防止飞沫传染,对于从事餐饮行业的员工来说,这样既是对消费者的卫生安全负责,也是对消费者的尊重。但从服务的角度上来看,一张黑纱搁在店员与消费者之间,也就在人与人之间多隔了一道墙,挡住了微笑服务,挡住了表情的传达,或多或少会给人一张冷漠和距离感。雕爷牛腩的店员会在上每道菜后都向消费者询问是否需要对菜品进行介绍,本应是个能帮助消费者更好了解自己所选择的菜品的体贴想法,但店员类似背书授课的陈述很难不让人觉得这只是在制度要求下的无可奈何,如果不能做到自主流畅地自然介绍,那么这个介绍就并不能带来更好的服务感受。在餐桌上,消费者有可以自行添加的四种不同海盐,以及可无限添加的四种小菜和多种茶水,每种茶水只要出现不是满杯的状态,就会负责的有店员把茶水填满。整体而言,雕爷牛腩的服务细致入微,是给人带来全方位跟踪服务的类型。

  西少爷肉夹馍开业时的第一家门店只是在五道口的一个小档口,消费者们只能买完以后外带,并无堂食。到今天为止,西少爷新开的几家分店中也仍有一部分是只能提供外带不提供堂食的店铺,这对需要用餐环境的消费群体而言就是个很大的硬伤了。另外,西少爷的部分门店不支持刷卡,只能现金结账,对于随身并不会携带太多现金的人而言实在令人困扰。但值得一提的是西少爷现在已经正式引进微信支付,在结账窗口只需要通过手机就可以轻松通过微信支付,对经常使用微信支付的人来说自然是再方便不过了。

  伏牛堂在创办第一家门店后不到三个月的时间就增开了第二家门店,经营的规模不断扩大,管理的难度自然也就相应上升,店内的服务保障在好的水平以上难度就将更大,而伏牛堂的管理层并没有对员工的服务和工作质量进行很好的把控。我在到伏牛堂朝外SOHO店的时候已经是当天的晚上八点,时间虽不早了,但对于餐饮业来说距离结束还有应该一段时间,进店以后看到的是店员都慵懒地靠在店里,各自做着自己的事。当开始点餐时,因为当天的材料很多都已经卖完了,于是一开始最想尝试的选择没能如愿以偿,无奈之下选择了仅剩的种类,而在不到十分钟内,下一位客人再进门时就被告知米粉已经全部卖光了,这还反映出了伏牛堂在经营上成本控制的稚嫩,对店铺经营的准备也不够充足。伏牛堂的店里和肯德基、麦当劳等快餐一样也设置了自助清理的台子,他们创新地在垃圾桶上设置了面、汤、容器三种分类的垃圾口,消费者主动清理可以获得积点,累积满一定次数可以兑换伏牛堂特色服装。从创意上来说这是个不错的想法,但鼓励消费者自主清理废弃物不是代表不需要店员对环境进行维护。在我上次消费结束去扔垃圾时,放置废弃碗的垃圾桶里,碗的高度已经摞起来像小山一样远高于台面了,不知道是因为店员觉得已经做完了最后一单生意,还是压根并没有意识去注意这里,直到我离开店的那一刻都没有人来对堆积如山的废弃物做些什么。如果人性化的垃圾分类反而成为了店员偷懒的借口,那再好的创意都无法妥当进行,更算不上是服务了。

  ※这个钱,花得到底值不值?

  黄太吉的经典煎饼套餐一套是32元,只要煎饼的单点价格也需要12元,这对于人们习以为常的煎饼价格认知是相差较大的,店里的其他餐品普遍价格都较高,大众点评上的人均价格在25-33元之间。作为现在白领的工作餐费用水平来看并没有高很多,但为什么会被那么多人喊「太贵」呢?问题不是出在价格上而是菜品。其一,没有人愿意为不好吃的东西买单。前文已经说过黄太吉在口味的处理上并不令人满意,要让消费者为并不太不好吃的东西花钱,人们当然就会更去计较,这个钱花得是否划算,更何况它的价格并不低。其二,煎饼长期作为北方人们生活中的寻常早点,「身价」一直不高,近几年虽然随着物价翻涨了不少,但一个煎饼加豆腐脑也还不至于打破个位数,黄太吉的价格比市场上现在定价高出太多,难免让人看到价格先倒抽一口凉气。其三,出于煎饼、豆腐脑等长期以来在人们心中的定位,人们已经形成了「这不该是高价餐品」的思维定式,消费者可能会更愿意花同样的钱去买一份盖饭,而买一套煎饼就会觉得贵了很多,因为前者更让人觉得是正经的一顿饭,但后者心里上更偏向归为小吃。那么,黄太吉的定价是否真的是盲目高价呢?也不尽然。一直以来,其他卖煎饼的店以流动窗口和巴掌大的小档口,使用面积很小,消费者买完就直接带走,更没有其他消费环境可言,而黄太吉是将这些规模化了,他有和其他餐饮一样的店铺,有用餐的空间和后厨,有流水线的操作,这一切也都使消费者拿到手的这个煎饼的成本不断增加——房价、人员工资、水电设备运作成本等等,不管怎么说,人们确实在消费时享受到了很多在买其他煎饼时得不到的服务,多掏点儿钱也都可以接受,只是这个程度恐怕还需要黄太吉再去慢慢摸索。

  雕爷牛腩一直强调自己做的是「轻奢餐?融合菜」,他对「轻奢餐」的定义为——介于廉价快餐与豪华正餐之间,而这个概念的划定实在模糊。在雕爷牛腩的一顿套餐下来,人均消费大约在150元左右,如果以这个金额来界定轻奢餐,恐怕相当一部分人日常的饮食都太「廉价」了。前文中有介绍到,雕爷牛腩会为进店的消费者提供男三种女四种的不同茶饮,并且在用餐的过程中不间断续水,还会有可以无限续的小菜以及每桌都预备了的四种不同的海盐。看起来买了一份套餐,前菜、汤品、甜品以及一系列附加服务都是免费的,但实际每项的费用只是都分摊进了收取费用里。可即使是这么多看起来琳琅满目的服务,又真的值得这样的「轻奢」定价吗?首先,不管是几种茶水,几种小菜,在有主菜套餐和汤品的情况下,每个消费者会使用的量都是有限的,而基于大量消费者而进行的准备成本平摊到每个人身上并不会有多少;其次,雕爷的咖喱牛腩套餐中包含泰国香米、蟹田糙米、日本越光稻三种米,且消费者都可以根据自身的喜好再不限量增加,但不管有多少种,米就是米,价格能贵到哪里去呢?闷上三大锅不同的米饭,每个客人盛一小碗,这样也不会增加什么额外的成本吧;最后,每桌都摆放着的四种海盐,看起来让人感觉很有逼格,而实际一天下来几乎不会有人去用。抛去那些看起来丰富多彩的附加服务,剩下的就是赤裸裸的「轻奢」本质,而对于这个价格是否可以接受,这就要看不同人心里的预期和接受程度了。

  西少爷肉夹馍从开业起一直以来都比较接地气儿,肉夹馍的价格虽然比一些小摊贩的价格还是要高一些,但肉的用料都很实在,猪肉的9元,牛肉的16元,蔬菜的7元,价格比较亲民。西少爷有像工作餐发展的可行空间,除了便携、操作简单等,还有一点就是因为价格不贵。现如今,几乎大部分事物的价格都在涨,食品的成本更是一路飙升,在这样的成本没有大幅增加的前提下,还能有较高的口味品质,就叫做「值」了。

  而对于伏牛堂来说呢,因为米粉是符合湖南本地人口味的重油重辣,本地人以及喜欢这个口味的人会对这里的米粉称赞有加,而对于口味清淡不能接受辣味道的人,这里的米粉无疑太不适合他了。伏牛堂的米粉不算便宜,但到底值不值呢?这就要看吃的人对米粉的口味如何评判了,如果喜欢,那这价格不算什么,这吃的是一碗家乡的味道;而对于吃第了一口就成为了最后一口的人来说,自然人家心里评价也不会有多高。

  ※开发票,怎么那么难?

  本是个理所应当的小事,但却没想到我在四家店的六次消费中没有一次是在当时顺利取得发票,每家都经过了最少三次的「回访」后,最终才取得了发票,开发票这个事儿,怎么那么难?

  第一次在黄太吉消费后,我拿着小票要求开发票时,店员告诉我当天不能开发票,并向我许诺第二天再来的时候就可以开发票了,而第二次消费是在间隔近一周以后,按理说,第一次消费后的第二天就承诺可以开发票了,那么这第二次能顺利开成发票也应该是理所当然的事情,但在二次消费后,我拿着两次的小票要求一同开发票时,我再次得到的是店员拒绝的答复,并且再次跟我说了第二天再来就可以开发票了。这样的回答不禁令我产生怀疑,那么第一次的答复其实只是空头支票么?又或是这次的答复依然如此?之后,我立刻将这两次的情况在微博上反应给了黄太吉的官方账号,并对店里未能连接上Wi-Fi的情况进行了说明,本是以为会像网友们和黄太吉自己宣称的那样在很短的时间内得到回复,但事实并未如我所想,直至文章发表之日,我都没有收到黄太吉官方任何形式的任何回复。看来黄太吉微博互动的含金量还有不少值得推敲的空间。第二次消费的次日,我再次来到店里向店员要求开发票,最终在这次取得了两次消费的发票。

  雕爷牛腩在这几家餐饮中是消费水平最高的,店的规模也是最大的,但即使如此,我也没能在消费的当时取得发票,当时店员告知发票不能开,可以拿着小票改天再来开,或者留下联系电话,能开发票以后电话告知,于是我留下了电话,然后等着雕爷牛腩的通知。但很遗憾直到我再次上门索要发票为止,雕爷牛腩都没有给过我任何关于可以开发票了的通知。虽说最终发票还是自己上门开具成功了,但是留下联系电话莫非只是说说而已?

  在西少爷肉夹馍的消费经历十分坎坷,第一次去的时候,非常不巧,赶上店内停电,肉夹馍做不了,刚要败兴而归的时候电力恢复了,但却需要等二十分钟让烤箱预热,为了尝尝味道也就还是耐着心等了二十分钟。因为断电,店内收银机不能正常使用,所以店内没法提供消费小票。第二次消费时,消费结束后,我拿着消费小票要求开发票,店员告知我现在开不了,要求我留下小票,并再背面写下联系方式,在能开发票后电话通知我,我虽然对要留下小票的做法表示怀疑,但还是配合着照做了,但正如所担心的,直至文章发表之日,西少爷并没有进行任何电话联系,并在这期间,我多次去到西少爷的门店,店员给出的一直答复都是开不了,询问理由,店员说「这一直都开不了,我也不知道什么时候可以,这都是看公司的。」12月30日晚,我再次来到西少爷要求开发票,并要求如果还暂时开不了,要返还我当日留下的消费小票。当时的店员对我留下的小票完全没有印象,当时的店内负责人通过和其他负责人电话联系后也没有找到,并无法确定相关责任人。最终,当天负责人承诺会按照我当日的消费补开小票,并再次留下我的联系方式保证开票后与我联系。可以确定,当时记录了我联系方式留下的小票早已不知去向,当时留下了的小票是在哪个环节脱了节也不得而知。四天后,西少爷店内的负责人打电话告诉我已经开好了发票,据店内员工阐述,西少爷新中关店自九月份开业后至十二月底一直不能开发票,公司之前一直还没有准备妥当。在长达三个月的时间内都不能提供发票,这不禁让人不去质疑西少爷的财务管理是否规范。一家餐饮在还没有做足充分准备的情况下就强行上马,这样的情况很难让人不联想到西少爷正在面临的股权众筹问题,当时也是因为西少爷在股权众筹上的法律程序严重不足,在前期没有做足应有的准备,由此导致西少爷现在陷入财务纠纷之中。这也不禁让我们对西少爷现阶段的各项财务操作的规范程度产生质疑。

  伏牛堂同样是在第一次去消费的时候没能开到小票,在第二次到店的时候,我所得到的依然是开不了的回应,但当日承诺第二天再来就可以开发票了,于是在次日时第三次去伏牛堂,最终伏牛堂如约开具了发票。

  ※除此以外,他们还在做什么?

  黄太吉和雕爷牛腩现在除该品牌以外,都各自还有在发展的旗下品牌。黄太吉现在还有「大黄疯小火锅」和「牛炖先生」(炖菜及盖饭)两个旗下品牌,以及郝畅投资发展的外卖品牌「叫个鸭子」。除此之外,郝畅自己不仅组织外星人演讲,还写书分享创业经历,甚至还拍了自创的励志电影《我要你开花》,真是在各个领域都没耽误。雕爷牛腩的旗下品牌发展就更丰富了,本就有自创的精油品牌「阿芙精油」,还是漂网的CEO,现在旗下还有的美甲品牌「河狸家」、薛蟠烤串、皮娜鲍什甜品店及切克闹煎饼果子,真的是遍地开花。

  不过这里有个很有意思的情况,本是卖煎饼的黄太吉,旗下的「牛炖」在做牛肉和肉夹馍,主要在做牛腩的雕爷,旗下的「切克闹」在卖煎饼。看来即使是在做着不一样的行当,餐饮业中的竞争也都时刻存在,最终他们又将取得怎样的成绩,我们可以在心里小小地期待一下。

  而伏牛堂张天一,虽然虽然经验和资本上不足以像雕爷牛腩和黄太吉那样多领域多行业发展,但他也在尝试着丰富和拓宽自己的道路,张天一曾向媒体表示「伏牛堂一个传统餐饮企业,可又是一群90后在做,在尊重传统行业规律的基础上,难道它不应该变得更好玩儿吗?我同意这点,只要我们把米粉做好,伏牛堂它应该更好玩儿。」而张天一就在让它变得更好玩儿上下功夫:设计制作了有湖南方言特色的「蛮霸衫」、计划了通过扳腕子输赢决定到店消费是免单还是交双倍的奖惩游戏、还通过跟美国的企业联系,在未来将推出「伏牛糖」。这些一方面带动着伏牛堂的发展,另一方面也彰显着张天一个人发展的成功。

  在大家都各自忙着事业的同时,西少爷肉夹馍又在做些什么呢?从西少爷内部闹散伙的事情开始后,随着宋鑫和孟兵之前的火药味气息越来越重,西少爷众筹融资程序的混乱越来越浮出水面。对于股权众筹的资金问题,双方现在处于争吵愈演愈烈的阶段,一直也没有达成一个统一的结论,两方各自的观点和态度从知乎帖子中双方的争执可见一斑。

  ※曾经门庭若市,现在门可罗雀?

  黄太吉和雕爷牛腩都是在刚开业时曾创下辉煌,黄太吉曾小小的一家店里簇拥了满满当当的客人,排队买煎饼果子比排队挂号看病还夸张,雕爷牛腩更是想吃都吃不到,每天都有源源不断的客人,前方长队遥遥无期。但渐渐的,当人们热衷的这股浪潮慢慢退去,疯狂的热情开始冷却下来,这两家店里开始不再总是那么多人了,渐渐的,客人变得稀稀拉拉,没那么遥不可及了。现在,黄太吉的很多门店用门可罗雀来形容实在不为过,雕爷牛腩也不再需要提前很多天预定,时常店里座位还都有一定空余。为什么前后变化差别这么大?黄太吉和雕爷牛腩都先通过互联网营销的手段吸引了大规模的消费者,营造的噱头也激发了消费者很大的好奇心,但是,通过互联网思维可以帮助店里吸引顾客还不够,黄太吉和雕爷牛腩都是过于注重外在的宣传,但还需要自身真的多在菜品和经营上花些心思,才能留住人心。

  西少爷和伏牛堂也都是经历着同样的剧情发展,在刚刚兴起不久的时候,一下子吸引了大量的消费者,每天都是供不应求。西少爷相比之下客流量在小幅度的下滑后一直都保持在较稳定的状态,生意还算比较不错,而伏牛堂还处在发展的初期,目前为止,第一家门店生意一直还比较稳定,新开的朝外SOHO分店比第一家店略逊一筹,但每日客流量也有一定的保证。由此也可以看出,在前面提到过的味道品质较好的两家店能更好地避免消费者的流失,可见菜品的味道和品质当是立店之本。

  ※面对质疑,他们怎么说?

  黄太吉一直以来受到负面评价最多的地方就在于:不好吃。都说萝卜白菜各所有爱,不同的人对于食物的偏好是不同的,但对于难吃的认知却差不多。但郝畅对这点的回应是「好吃并不是快餐成功的唯一标准,黄太吉的目标也并不只是做餐饮。」,并且他自己坚持认为「用最好的原料,就是我认为的好味道。」他还坚信规模对于快餐而言的重要性,即使味道不一定好吃,但只要有足够的规模,就能快速得到扩张。规模对快餐的扩张固然重要,但好吃虽不是成功的唯一标准,确实重要标准之一,忽视了这一点,就像木桶上的短板,即使快速扩张有了相当大的规模,也只是水平有限的大规模。何况用最好的原料与做好吃的味道并不相矛盾,何不两者兼得呢?

  在2014年12月14日的2014中国自媒体年会上,雕爷孟醒在会上进行了主题为「我是这样连续跨界的」的演讲,面对众人对「雕爷牛腩」口味的质疑,他的回应是「不是给屌丝吃的。」在现场记者想提出疑问时,孟醒更是不给媒体人和开口的机会,像机关枪扫射一般激烈地表达着自己的态度,「没吃过蓝龙虾、白松露,不知道白松露和黑松露的区别,对不起,你别跟我谈味道,你的味蕾还没有打开……他只吃过妈妈的味道,他只知道家乡的味道好。就像你从小到大都听京剧,你怎么知道歌剧好呢?」高端珍贵的食材自然是有其独特的地方所在,但食物的味道并不是单纯通过追求食材的独特程度凸显出来的,即使是最平凡的食材,只要处理得当也同样可以做出最美妙的滋味。过度片面关注食材,追求「高端」,这样的态度未免过于偏颇,不光普通的消费者很难认可,名厨、美食家们想来也是无法接受。何况不管怎么说,即使有再多想表达的想法,都应该对现场的媒体和发言的人有起码的尊重,人不是靠表达的强烈程度来决定思想高低的,态度放平和一些,这才是最起码交流探讨的姿态。

  ※互联网营销,究竟能火多久?

  很久很久。产品是1,营销是0,而在餐饮业中,产品就是店中的食品,营销手段固然重要,但也只是打开消费者新的敲门砖,真的想要可持续发展,还要立足于产品的根本,没有产品的1,有再多0也是枉然。在现在这个互联网时代,网络已经成为了商家发展的主擂台,人们的大部分信息咨询都通过互联网传播获取,不管从哪个角度来看都是个双赢的模式。互联网营销既可以帮助商家找到消费者,也可以帮助消费者获取更多商家的信息;商家通过线上对自身进行宣传,发展互联网营销的模式也利于节省商家的成本,弥补商家在地势、面积等方面的缺陷,消费者在线上也更利于对同类商家进行平行比较,可以获取更全面的商家情报;互联网营销还可以帮助拉近商家与消费者之间的距离,网上的平台让消费者有更多互动的空间和可能,提高自身的参与感受度。只互联网营销的程度把握得好,又不忽视身为1的产品,无疑这是一条可持续发展的道路。

  ※未来,他们将何去何从?

  黄太吉:改善菜品,注重味道是关键

  就像前文说的,菜品的味道才是1,即使营销手段做的再好,消费环境和顾客感受再棒,那也只是再多的0,餐饮毕竟做的是吃进嘴里的东西,菜品的味道永远都是重要的,好的环境有很多,人们可以选择好环境,但不会因此放弃好味道。消费者可以被营销手段吸引一次两次,但总会有看清的时候,真的好吃,才能留住人。

  雕爷牛腩:少一点噱头,多一点甜头

  雕爷的每一次出手无一不是绚丽的一击,噱头够足,声势够大,每次都能吸引一批消费者蜂拥而上,但免不了每一次都有相当一部人消费者「见光死」,而最终留下的拥护者和巨大的成本投入并不成正比,太过浮夸的宣传总将人的期望值拉得过高,最终失望的落差也就越大,不如少一点噱头,少一些傲气,多接接地气儿,没什么不好。

  西少爷肉夹馍:保持品质,发展多样化

  西少爷的肉夹馍一直以来都保持着比较统一的品质,但也很大程度上是因为菜品过于简单、单一,西少爷也发展了很长一段时间了,分店越开越多,但菜品的种类还是无外乎几种肉夹馍,单一的产品结构可替代性太强,也很容易失消费者失去新鲜感,不妨尝试突破一下,定期做些推新,或许能让人们眼前一亮。

  伏牛堂:放眼未来,脚踏实地

  张天一作为一个研究生90后,毕业后自己创业,取得现在的成就无疑是很值得肯定的。着眼伏牛堂,他也会希望能继续做大,做好,能开更多家店,甚至以后改变整个餐饮界。放眼未来有必要,脚踏实地更重要。现在伏牛堂还刚起步不久,更应该好好吸取前边互联网餐饮创业者的经验教训,不要过于急躁,不要求快,一步一步先扎稳根基,发展绝对不会嫌太迟。

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In other circumstances people will cling to what is left of the skeleton of power structures that once protected them effectively (not least from each other) having a gut feeling that whatever is about to come is going to be worse that the old regime. An euphemism of “no fly zone” is a device which, by degrading the current power structures to an animal instinct of saving own life at all cost cuts of plenty, maybe most, maybe all, moral support for a regime. This does not come at low cost. The air strikes campaign, depending on length, intensity and ferocity of the implementation of force leads to de cohesion of society, undermines and brakes basic structures of mutual trust reinforced by law and (comparatively to air strikes all is moderate) moderate use of power. Foreign intervention changes a balance of moral support in a civil war. Foreign intervention leaves a long lasting scar on a social body. Libya can not and will not recover from the civil war any soon, because there is a shortage of moral mandate to take the animal spirits under control, especially when there is enough free unattached power (neither clearly national – subservient to interests of a particular state, nor even obviously corporate – connected to a business structure that one can easily name and isolate) that thrives on decomposition of societies. We unleashed a dormant beast of uncontrolled social connections that run across countries, societies, political systems and have not even material gain but a desire to control and govern at all cost as their ultimate, not necessarily consciously realized, because evolutionarily gained aim. The first and utmost cause of a death of Roman Empire was an inexhaustible growth of a shadowy web of plot and intrigue. 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