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一夜间这种“鸭”爆火全国,肯德基是如何做到的?

The following article is from 新零售商业评论 Author 王明雅



来源:新零售商业评论(ID:xinlingshou1001)作者:王明雅* 本文中配图均来自肯德基官微
“没了没了,昨天就没了。”隔着围挡,肯德基一名店员向零售君喊道。
这天是5月22日,上午9点30分,距离这家肯德基开售儿童节套餐过去24小时整。
5月21日,肯德基正式发售今年的六一儿童节套餐,传统的“餐食×玩具”组合中,有三款不同的宝可梦玩具,分别是可达鸭音乐盒、皮卡丘八音盒和皮卡丘郊游水壶。其中最火的可达鸭款,已经全网“一鸭难求”。
店员补充道,21日当天早上开售后半小时,三款玩具已经被抢光,目前还没有补货的通知,大概率“没了就是没了”。
就在零售君询问的同时,还有两位年轻人急冲冲赶来,得到相同的答案后,满脸失落地离开。
肯德基还是那个肯德基——从2000年合作宝可梦,推出套餐专属玩具,此后的20余年时间里,肯德基根据不同节日主题发售限定玩具,直接拿捏了几代人的快乐。
肯德基确实也还是那个肯德基——
因为渠道把控、管理等问题,每每推出联名玩具产品,肯德基都要经历一波“危机”。黄牛抢货,高价倒卖,甚至有门店私自加价,让消费者怨声载道。
今年的儿童节,显然没有例外。

 鸭仔很忙 
鸭是一只憨态可掬的可达鸭,音乐响起,整只鸭颠起来,双手也上下摇摆。出梗的玩法是鸭爪粘上两张贴纸,左手写“富婆”,右手写“打钱”,视频录起来,就能轻松在朋友圈收获一波点赞。
现在,包括朋友圈在内,抖音、微博及小红书等各个社交平台,都已经被这只鸭子攻占。


当然,因为限量发售,且在发售当天就已经被“一扫而光”,更多的是“无鸭人士”。有消费者分享,在5月21日当天连跑四家肯德基门店,都被告知无货,欲哭无泪。
阿婵是幸运的那一个。她最早从小红书刷到肯德基开售儿童节套餐的消息,并一眼看中了这只可达鸭,根据过往经验,阿婵认为玩具肯定出货很快,便在21日早上掐点蹲守附近一家肯德基门店,如愿以偿为儿子拿下一只鸭。
一切都在意料之外,情理之中——鸭子成了硬通货。
随着摇摆可达鸭爆火,越来越多人加入求购大军,在二手交易平台,高的已经卖到350元,而零售君接触到的一家,88元包邮,价格尽管没有太离谱,但相较原本的餐食套餐依然是暴利。
在北京,肯德基两款包含宝可梦玩具的儿童节套餐,一款双人餐售价69元,一款为家庭桶109元。
比起可达鸭,另外两款皮卡丘出人意料地遇冷。一方面,二手交易平台几乎被可达鸭承包,另一方面,即便有在售,价格也比可达鸭低了不少,比如上述卖家,皮卡丘款仅售68元。
肯德基怕也没想到。
按照过往经验,皮卡丘一直都是宝可梦家族的“C位”角色,软萌俏皮的形态风靡了数十年,春节、万圣节等节日,均发售的是皮卡丘玩具,2019年及2020年的儿童节套餐中,也有可达鸭的身影,不过热度没有皮卡丘高。
一名肯德基店员解释,分到门店的一箱玩具40个,其中可达鸭只有8只,而顾客几乎全都点名要可达鸭。


事实上,可达鸭的爆火早有迹象。
5月15日,李佳琦直播间首发肯德基儿童节宝可梦家庭欢享餐,三款玩具一上桌,两位主播的目光便被可达鸭吸引,李佳琦笑说“它太欠揍”,并断言会成为今年的爆款玩具,而直播间的观众,也瞬间齐刷刷地喊“想要可达鸭”。
一名消费者告诉零售君,这主要是因为可达鸭“贱萌”的气质,而且今年是超大号的玩具,更添可爱。比起小朋友向的皮卡丘水壶和八音盒,设计纯幼态,可达鸭更符合成年人的审美。
成年人爱过儿童节,肯德基拿捏住了。

 谁在买单 
众所周知,快餐卖玩具,老传统了,和宝可梦合作,也是一样。
据媒体游研社报道,2000年,宝可梦尚未在国内打开知名度时,肯德基便将《精灵宝可梦》系列第一套以正版授权形式引进,推出模型玩具“宠物小精灵立体拼板”,随奇奇儿童餐附赠。
过去的二十年间,肯德基不间断地推出玩具套餐,从哆啦A梦、皮卡丘、杰尼龟,再到可达鸭,大部分系宝可梦旗下IP,如2021年春节,肯德基还给皮卡丘穿上了红色唐装。
这也是麦当劳的选择。
去年,宝可梦25周年纪念,美国麦当劳公司宣布和宝可梦达成合作,订购“开心乐园餐(Happy Meal)”可以附送一份宝可梦“25周年纪念特殊款”集换式游戏卡牌。为集齐卡牌,不少用户涌上二手交易网站,选择高价换购。
肯德基是一家92岁的企业,麦当劳82岁,毋庸置疑,IP玩具的魅力之外,企业本身的影响力,及其带来的文化魅力,才让世界各地的人们愿意为其买单。


但同时,谁能否认,这份魅力B面的冷漠。
肯德基小红书官方账号下,关于儿童节套餐的高赞留言,是一则父亲为6岁女儿的申诉:
他提前一天为女儿线上预约了可达鸭,因为工作原因未能到店,只能选择外卖送货,却被店员告知已经断货。去二手平台搜索发现,可达鸭早已成为了黄牛渠道的高价玩具。
“我不知道您怎么理解儿童套餐的定义,是希望通过此次活动得到更多关注,还是让更多喜欢肯德基的人失望?”
这不只是一位父亲的质疑。
饥饿营销本是肯德基玩具餐的传统。更严重的事件发生在2020年,儿童节套餐内几款宝可梦玩具一经发售便直接售罄,而线下店要求没有玩具不能兑换套餐,官方公告中则声明,到期未兑换可以申请退款,可不少消费者发现,根本找不到线上的退款入口。
黄牛与暗箱操作,是压垮消费者的最后一根稻草。
在微博等平台,不少人曝光,自己去店里被告知没有存货,却眼睁睁地看到有人提前拿走好几只,疑似黄牛倒卖。有熟识肯德基员工的人现身说法,称有的门店的玩具直接被内部人消化,根本不会放出来。在三四线城市,更是有不少管理不严格的门店,增加购买门槛,要求充值200元才有资格兑换套餐。
一门“童趣”的生意,始终是变味的。

 结  语 
需要回到本质问题:肯德基真的在卖儿童餐吗?
以一份售价69元的玩具双人餐为例,内含1份劲脆鸡腿堡/香辣鸡腿堡+1份老北京鸡肉卷/黄金鸡块+1份小薯+1块吮指原味鸡+一杯百事可乐+1杯苹果汁——无论售价还是规格,这都更像一份面向情侣或朋友的成人双人份餐食。
在儿童节越来越成人化、并逐步成为商家又一大营销节的当下,很少人注意到,儿童餐本身的意义也在变,变得不可爱了。
肯德基企划副总裁李波在接受媒体采访时曾谈到,肯德基希望有新元素能让顾客保持兴趣,感觉到肯德基是个年轻的品牌。
这当然是正确的,但同时,“在中国,过去30年中,收入水平和生活标准有了快速提升,消费者愿意支付高价格,我们希望对产品进行创新,因为顾客要求有更好品质的食品”。
今年的儿童餐价格较去年确实涨价了,食品品质有未提升还不清楚,但买到可达鸭的朋友可能需要注意,这也是一款极易损坏的产品。
如果你有需要,零售君友情提示一下,维修教程已由各路大神分享在各社交平台,可以直接搜索关键词:
“可达鸭/维修”。

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]-o_q-_-x

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