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  • ​黄骅​脆冬枣造富记 ∣ 良品报告【案例篇】

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    发表于 2019-7-8 18:25:40 | 显示全部楼层 |阅读模式
    ​黄骅​脆冬枣造富记 ∣ 良品报告【案例篇】-y1.jpg

    河北省沧州市黄骅市是中国最优良的冬枣产地。当地政府部门提供给支点财经的资料显示,目前黄骅共7万农户种植冬枣,种植面积近15万亩,当地冬枣年产量达10万吨,产业年产值达10亿元。

    杜国良是黄骅最大冬枣加工企业的董事长,他主要为良品铺子供应由鲜枣加工而成的脆冬枣产品,这款产品去年在良品铺子全渠道销售额达 1.2 亿元。

    在脆冬枣这条产业链上,种植、加工环节在黄骅,通过良品铺子销至全国,构成了跨区域三产融合的典型案例。通过这一模式,当地 7 万枣农实现增收,加工厂收益稳定,消费者获得了优质产品供给,所有参与者均能获益。

    一度遭遇“枣贱伤农”

    黄骅地处河北东部,东临渤海,北靠京津,南近山东,是河北经济特区,也是环渤海地区的枢纽地带。

    当地盛产的冬枣是种枣类干果,由于成熟期晚,故名冬枣。

    冬枣并非黄骅独有,还有山东沾化、陕西大荔、山西临猗等产区。黄骅冬枣因色泽美、口感好、果实大、汁液多、表皮薄、枣核小而独具优势。

    支点财经了解到,当地冬枣历史可追溯到秦汉时期,最古老的一株冬枣树已 740 多年,还有 198 株 600 年以上、1067 棵百年以上的枣树。

    不过,黄骅一开始并未有效发掘冬枣的产业价值。改革开放后,黄骅先是大量种苹果,之后种金丝小枣,直到上世纪末才大面积种植冬枣。

    黄骅孔店村的孔繁云是当地冬枣种植专家,他向支点财经介绍,上世纪90年代初,黄骅决定由种金丝小枣改回重新种植传统冬枣,他作为乡镇农技员主导进行技术改良,成功研发了野生山枣嫁接技术,使单株冬枣产量提升了一倍。

    为增加鲜果销路,当地村民曾走过一条艰苦的市场开拓之路。一批批种枣大户多次奔赴北京、上海、大连、西安、杭州等地推介冬枣。

    随着黄骅冬枣知名度的提升,每到十月,来自 全国各地品牌商都会来集中采购冬枣,冬枣也慢慢发展成黄骅主导产业之一。

    但是随着各镇各村家家户户都开始种冬枣,问题便开始出现:鲜枣产量太多,却卖不出高价。

    原因在于,除非采取低温储存,多汁甘冽的鲜枣常温下存放一个月便会发生变色、腐烂、变质的现象,且不便于远距离运输,难以走向全国。

    若采取低温储存措施,那不仅成本高、加重库存负担,更会破坏味道与口感。因此,消费者虽喜欢吃,商家却不敢大量进货,以至冬枣滞销、枣贱 伤农。

    对此,黄骅市吕桥镇孙正庄村崔永兴对此颇有感触,“2000年刚开始种枣时收入还不错,后来收购价从高走到低,卖不出去。有段时间 1 块多一 斤,村民们都恨不得把树给砍了,人们都失去了信心。”

    彼时,当地已出现了一些以冬枣观光采摘园为代表的旅游业态,这类业态一定程度上提升了鲜果销量。但客观而言,带来的销量依然有限。

    以上难题,并非黄骅所独有,也曾困扰过不少地区。

    “国内除极少数地区外,农业观光很难撬动太多产值。从三产融合发展规律而言,要将农业产值做大就得发展第二产业,做大深加工,再通过商贸渠道走出去。”农业农村部农村经济研究中心宏观经济研究室副主任姜楠对支点财经说。

    ​黄骅​脆冬枣造富记 ∣ 良品报告【案例篇】-y2.jpg

    市场终端变化为加工业解困

    姜楠的观点,与杜国良恰好想到了一起。

    做冬枣生意前,杜国良也创过几次业,本世纪初曾跟朋友卖过磁带,后来做纯净水生意。2003年,通过当地枣农,他了解到了冬枣的尴尬境遇。

    “苹果能存放一年,梨子能存放 9 个月,但冬枣最好的口感就在那一个月。当时我就想,既然鲜枣卖不出去,为什么不加工一下?”杜国良说。

    2002年,杜国良引进低温油炸设备,以冬枣为原料开发了一款深加工产品。

    具体模式是先真空低温过油,让枣脱水同时营养尽量不流失,以保持甜度。再离心脱油,降低枣中含油量,以保持脆度,吃起来不腻。

    由于油温低,对成分破坏极少,能保留大部分营养素。而且经此工序,枣的保质期极大延长,有效保证了冬枣香甜酥脆、美味营养的品质。

    “将鲜枣做成这种休闲食品,便于储存和运输携带,消费者能随时随地食用,从而覆盖更多消费区域和消费场景。”杜国良说。

    杜国良在收购、生产、质检中十分严谨,一般企业都是尽量压价或低价收购劣质冬枣。他收购价格高于同行,只收购高品质冬枣。

    虽然杜国良对这一产品颇为满意,并计划以此产品带动当地居民致富,但现实却让他颇为失望。

    “2003 年做了 7000 斤成品都卖不掉,此后几年市场也基本集中在沧州地区,难以拓展到全国。”杜国良用“如履薄冰”形容当时状况。

    虽然产品质量尚可,但竞争对手也纷纷出现。

    杜国良长于生产加工,在品牌营销、产品包装方面也确实没有优势。

    “我们在政府采购、传统商超渠道都尝试突破,前者采购量有限,后者入店费等各种费用水涨船高,几乎没有收益。而且大卖场全而泛的售卖方式,其实不能满足脆冬枣这种特色产品的销售需求。”杜国良说。

    一次偶然机会,良品铺子创始人杨红春了解到这一产品。2006年,他来到黄骅拜访杜国良,目的是寻求合作,在改进配方的基础上将产品卖到全 国。

    杨红春曾经历中国家电行业低价竞争狂潮,了解一个行业陷入低价竞争的后果,他希望做成的休闲食品企业,一定要与一味追求低价的品牌拉开距离。

    这种追求品质的理念,恰恰和杜国良的观念不谋而合,两人一拍即合。2006 年,杜国良正式成为良品铺子供应商。

    随后,良品铺子对上述产品的口感、品质提出了更高要求,并指导工厂提升工艺水准、制作产品说明书,最终双方共同研发出了“脆冬枣”这款产品。

    也就是那时,黄骅冬枣和良品铺子结缘,且一结就是十多年。具体合作方式是杜国良依据良品铺子制定的质量标准采购、加工、生产,良品铺子则负责销售。双方分工协作,各自将自己擅长的事情做好。

    通过良品铺子覆盖全国的销售渠道,脆冬枣一下子火了起来,而良品铺子采购量也节节攀升。

    2017 年至今脆冬枣采购量已超过 2000 吨,这些产品随着良品铺子卖到了全国及部分海外区域。

    “过去我们一直关注于大超市、高端商场,销售情况很不乐观。进入良品铺子这类专业休闲食品零售终端后才打开了局面。去年,我们生产的 70% 以上的脆冬枣都供给了良品铺子。”杜国良说。

    到后来,随着良品铺子涉足水果销售,杜国良与良品铺子更达成深度合作,成为全国唯一的黄骅鲜冬枣供应商。如今,他更被列为良品铺子的一级供应商。

    “无论政府还是企业,都必须继续强化市场意识,做好市场终端,只有这样才能做大做强地方产业。”杜国良说。

    ​黄骅​脆冬枣造富记 ∣ 良品报告【案例篇】-y3.jpg

    高品质 = 高回报

    对于杜国良这样的供应商而言,与良品铺子合作效益凸显在以下几点:产能效益水涨船高,订单水平稳定增长,加工设备升级换代,品质文化深入骨髓。

    冬枣收获期集中在9月25日-10月15日,这期间加工厂通常要收足原料供全年使用。每年 8 月,良品铺子会提前确定未来一年大概需求量,并确定收购价。

    这种情况已持续了十多年,且每年订单量都在增加。

    “去年不仅订单量同比大增,也卖出了好价钱。”杜国良表示,只要保质保量完成这个大客户的采购任务,年销售额就能轻松过亿。

    从 2013 年开始,杜国良每年给良品铺子的冬枣供应量翻番,去年产量为 1500 吨。销量最火爆的时候,每天需供应脆冬枣达 2 万斤。

    从 2011 年开始,杜国良多次投入资金提高产能、扩建冷库,以此来缓解订单压力。“为储存冬枣原料,我们目前每月仅冷库电费就需要60万元。”

    杜国良本就是对品质要求颇高的人,但合作这些年来,良品铺子对产品质量的追求依旧让他印象颇深。

    脆冬枣这款产品,经历了多次演进与提升。譬如在良品铺子的高标准、高要求之下,脆冬枣生产工艺也在不断革新。

    举个例子,虽然如今市面上脆冬枣品牌较多,但良品铺子产品比其他品牌口感更甜、更脆,这是因为多了“低温自然糖化”步骤。

    “采摘期摘下来的成熟冬枣一半红一半青,这时的冬枣本身含有果糖,在冷藏过程中会经历自然糖化过程,颜色也会全部变成红色。”良品铺子红枣果干采购部负责人伍锴弟对支点财经说。

    合作至今,杜国良的工厂增加了筛枣清洗去核的流水线、自动回凉通道、全自动灌装机、X 光机异物检测机等高科技设备,有效避免了食品安全隐患。工厂从原来的人工为主到逐渐引进自动化设备,所有环节基本上实现了自动化。

    通过多次参加良品铺子组织的试吃会与良品反馈的消费者需求,杜国良也不断思考如何让产品质量、口感、口味更加满足市场需求。

    杜国良公司的一位高管向支点财经表示,他随时都可能接到良品铺子的电话,告诉用户反馈口味如何,应该怎样改进。如今还有顾客反馈到良品铺 子,表示脆冬枣口感偏硬,最近伍锴弟前往黄骅,正是来讨论如何优化这一问题。

    高投入造就了高品质,而高品质也获得了高回报。

    目前杜国良的加工厂年销售额达 7200 万元, 黄骅市第 2 名冬枣企业销售额仅2000万元,第 3-20 名的总销售额加起来都没有杜国良一家高。

    值得注意的是,良品铺子供应链资金每年会给到需从原料地采购的优质供应商,从而反哺上游供应链,实现良性互动。

    以杜国良为例,2015-2018 年,每年都能在收购季来临前提前收到良品铺子3000万元的无担保、无抵押、无利率的“三无”资金。

    杜国良说,每年提前收到的资金,可占收购冬枣资金的一半。在河北甚至在全国能找到这样的品牌合作商,确实不容易。

    ​黄骅​脆冬枣造富记 ∣ 良品报告【案例篇】-y4.jpg

    用于存放冬枣的冷冻仓库

    带动 7 万枣农增收致富

    三产融合的出发点和落脚点,是在产业兴旺的同时让农民真正获益。在黄骅,市场终端的改变影响了冬枣成长轨迹,也造就了一个“富民产业”。

    通过市场手段,良品铺子与枣农利益紧紧捆绑在一起。

    这些年来,良品铺子把冬枣分为多个等级,无论哪一等级,其采购价格都比同行略贵,而且由于消费端需求旺盛,鲜果收购量也稳步增长。

    在良品铺子看来,企业要保障品质,就不能在 乎这些必要投入。如果收购价低了,低质枣就会混进来,企业反倒损失更多。

    枣农不懂产业升级、也不懂供给侧改革,但是他们知道这几年他们的冬枣没有剩下的,而且依靠这个农副业过上了好日子。

    今年 3 月,支点财经前往黄骅调研之时,前文提及的吕桥镇孙正庄村枣农崔永兴刚过完一年中最悠闲的时光。目前他种了 30 亩冬枣,亩均产量 4000-5000 斤。

    2000 年崔永兴刚开始种枣时,每年大概能赚 4-5 万元,到 2008 年能赚 7-8 万。但从良品铺子采购当地脆冬枣开始,他的收入迅速攀升,去年达 40 多万元。就这几年,当地枣农家家户户盖起了小楼房,开着小汽车。

    到如今,崔永兴与良品铺子打交道已十多年。目前村子里有多个鲜枣采购点,全部现金结算,“良品铺子就是我的财神”。

    黄骅市相关政府部门则表示,良品铺子这个大买家已成了稳定冬枣价格的“压舱石”,助推了当地冬枣产业蓬勃发展,带动 7 万枣农增收致富。

    “只有农民有钱赚了,企业才有原料供应,我们与良品铺子的合作之路才会越走越远。”杜国良说。

    这一过程中,枣农也接受了“良品标准”和“良品文化”。

    良品铺子选枣,原料是 7 成熟的一级果,果径约为一元硬币直径的 1.5 倍。这种鲜果做出的脆冬枣无需加入任何甜味剂,就能保持入口回甘的优良口感。

    要保证这一标准,就需要在种植技术上下功夫。

    以往,有的枣农在利益诱惑下,片面追求产量,滥用激素和化肥,结果冬枣皮糙肉糠、农药残留多、品质下降,进入市场只能贱卖。但这些年,崔永兴及给良品铺子供应的枣农都会坚持高标准种植产品。

    崔永兴告诉支点财经,每年 3-4 月底主要是修剪树枝;5 月就是给枣头摘心掰芽,让树能集中养分用于结枣;6 月,则开始开夹环剥;9 月中旬开始是最忙的时候,不但全家上阵采摘,还得雇人采。

    这些枣树均采用高效低毒生物农药,配上生物防虫板等技术,施的是发酵的鸡粪、牛粪等有机肥。

    同一棵树一边结果、一边空枝,一棵树不同枝条能结出品种和口感不一的枣子。

    这些独到技术,都保证了冬枣品质。

    尽管过程挺复杂,但收入与忙碌程度成正比。只要品质达到要求,良品铺子几乎“产多少收多少”。于是,如今的崔永兴不止把自己当作一名干体力活的枣农,他觉得自己被技术光环笼罩,且抓住了消费升级的未来。

    调研中,无论杜国良还是枣农,都不担心良品铺子会采购骤降、影响效益。原因在于,他们通过多年接触,对该公司定位、模式信心十足。

    值得注意的是,良品铺子与杜国良的合作,也在当地同类企业中起到了“鲶鱼效应”。如今黄骅冬枣已逐渐实现标准化种植,产业也越做越大。

    支点财经将陆续发布《良品铺子商业模式深度调研报告》系列文章,敬请期待。也可进入支点微店抢先购买
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