免费的运用一一“钱大妈”以“凶残”深入人心，成功吸引刘强东
近几年，电商发展迅猛，实体经济频受打击，很多实体商家都死在了互联网大潮中。有一家店，却一路高歌猛进。
它的门店SKU只有500个，却凭少而精准却抓住主妇们的心；它以 “不卖隔夜肉”赢得消费者信任，以“凶残”的促销深入人心；它被刘强东看好并投资，如今门店总数超700家。
它就是社区菜场之王“钱大妈”。
一般来说，想要当天的菜品当天卖完，要不就是减少打货数量，这样每天的库存可能会不够供给顾客采买，自身盈利也会受影响；要不就在卖不出去的时候甩卖，实在卖不完的就只能扔掉。对于生鲜市场来说，这是很矛盾的一件事情。
钱大妈却没有走传统的路数，她只靠一招，轻轻松松就做到了在服务好消费者的情况下，不仅每日清空库存还盈利，那么它是怎么做到的呢？
很多商家对于马上“过期”“过时”的产品，都会采用各种优惠的方法，诸如买一送一、五折优惠和其他各式捆绑销售等。虽然这样有一定的清货效果，但不免让人们觉得自己是在买别人不要的/马上过期的/劣质的产品。
但钱大妈的晚点促销手段不一样。钱大妈的营业时间从早上9时到晚上24时，每天19时开始打9折，每隔半小时再打低一折，直至23:30，全场菜品免费送！
这种随着时间变化递进式的打折手段极为“凶残”。一到晚上七点以后，钱大妈店内就排起了长龙，小小的店面内人头攒动、大家争相选购想要的菜品，打折促销免费送带来的紧张感大大刺激了消费者的购买欲。
很多人对钱大妈的商业模式看不透，摸不清，搞不明。
但是用免费商业模式研究钱大妈的商业模式，不难发现钱大妈定位的消费群体中高端人群，是晚上7点之前主要的消费者，此部分人群的消费保证了店面利润。钱大妈“凶残”营销主要是针对晚上7点以后的消费者，让不是真正“服务”对象的大爷大妈们给店内清库存，进而实现“不卖隔夜肉”。
钱大妈极致利用时间战术针对不同人群，既保证了店铺利润，同时也实现了slogan“不卖隔夜肉”的必杀技，又扩大了品牌知名度。如果了解免费模式，并掌握免费模式背后的商业逻辑，所有的生鲜超市都可以成功复制钱大妈的商业模式。
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但许多商家对免费模式存在很深的误解，认为免费就是不收费不赚钱，因此不愿意吃亏，从而丧失了抢占客户的机会，痛失商机。
其实免费只是一种吸引客户体验，增加流量的营销手段，是在特定的条件下实现的免费，而非一分钱不收全部免费。钱大妈7点之前原价，7点之后递进式的打折直到最后完全免费，就是免费模式极致应用的典型案例。
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