寻找消费力｜专访MUJI无印良品CMO吴姝：消费力正拥抱长期主义

Core Insights - MUJI is facing a critical examination of its "value" proposition as it navigates a market increasingly influenced by local budget brands and changing consumer behaviors [1][3] - The brand's philosophy of "no brand quality" is being challenged by a shift towards sustainable consumption and a focus on long-term satisfaction rather than mere product ownership [1][3] Consumer Behavior Changes - The Chinese consumer market is undergoing significant changes, with sustainability and mental well-being becoming key drivers of purchasing decisions [1][3] - Over 80% of consumers are willing to pay an average of 9.7% more for sustainably produced goods, indicating a shift from logo-driven purchases to valuing product lifecycle and brand values [3][4] Product Strategy - MUJI is promoting its hemp series in Spring/Summer 2024, which features a fully localized supply chain that reduces carbon footprint while meeting consumer demands for functional and eco-friendly products [3][4] - The brand offers over 8,000 SKUs, emphasizing a comprehensive lifestyle proposal rather than individual products, which fosters cross-category repurchase loyalty [4][5] Local Innovation and Market Adaptation - Since 2019, MUJI has established local product development teams to better cater to Chinese consumer preferences, launching products like the hemp clothing line [5][6] - The integration of diverse services such as cafes and home decor in stores enhances customer interaction and experience, positioning MUJI as more than just a retail outlet [5][6] Financial Performance - MUJI's parent company reported a 21.3% year-on-year increase in sales to 197.6 billion yen for Q1 of FY2025, with operating profit rising by 58.2% to 21.9 billion yen, driven by strong performance in mainland China and e-commerce [5][6] Channel Strategy - Despite rising e-commerce penetration, MUJI prioritizes offline sales for providing comprehensive product experiences that online shopping cannot replicate [6][7] - The brand is enhancing its online shopping experience and exploring instant retail partnerships to balance convenience with experiential shopping [7][8] Future Outlook - MUJI aims to connect with local cultures and communities while respecting nature, with a long-term goal of achieving 100% localization by August 2024, currently estimated at 50% [8]