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对话深圳珈伟光伏照明股份有限公司总裁李雳

2014-04-11 19:09 来源: 大照明 分享到:
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内容摘要:李雳认为,在传统照明与新兴LED照明的碰撞中,很多经销商已经患上了“选择困难症”,因为涌现在眼前的产品和品牌,已经无法用过去的经验来衡量。

□文/本报记者 王小锋

他,爱好摄影旅游,却因钟爱事业无暇享受;

他,没有偶像崇拜,却对乔布斯充满了敬佩;

他,十余年海外创业经历,历经艰辛亦坚定执着。

他,每一天致力创新挑战,敢于担当且坚信成功。

他,就是李雳,75后创新型实干企业家,国际LED照明驰名品牌MAXIMUS(迈兴照明)创始人,深圳珈伟光伏照明股份有限公司总裁。

李雳


全球视野  LED总量放大价格下降

“这两年,全球LED照明市场扩张很快,美国已经全面打响普及LED照明战。以迈兴照明全球销售网点为例,我们的市场步伐早已远涉欧美,海外市场集体放量,这对于所有LED从业人员来说,都是一个利好消息。究其急剧放量原因,我认为有赖于前些年LED照明的持续普及,如今的LED照明已经从户外走向室内,从商业场所走进普通家庭,从以前的‘蓝?!?,走进现在的‘红?!?”针对时下LED照明全球的市场行情,李雳作了如上分析。

“当然,在全球LED照明市场放量的情况下,LED照明产品的价格也是一路下跌!我们在国际市场的LED照明高端品牌MAXIMUS(迈兴照明)本身就诞生于美国,在海外市场打拼了那么多年,所以我们对于海外LED照明产品阶格的持续下降也深有感触。以7W LED球泡灯为例,价格从最早的29.9美元,一路跌到19.9美元、9.9美元直到今年年初的5.9美元。由此可见,在全球LED放量的同时,降价在所难免?!崩铞ㄋ?,“我是学电子专业出身的,近年来,深刻地感受到LED照明产品电子特性的增强,这迫使我们不得不以电子产业的思维去看待LED照明产业?!崩钭懿萌衔?,“良好的性价比在LED照明领域更为关键,好产品必须有好价格,才能被消费者真正青睐”。

行业观点 价格战需要底线

谈及行业发展,技术出身的李雳更愿意从产品的角度去分析行业的各种行为,比如“并购”,比如“价格战”……在李雳看来,无论是高端产品还是低端产品,价格都会持续下跌,最终达到一个合理的平衡点。海外与国内“价格战”的不同之处则在于:海外的“价格战”立足于技术提升和规模扩大,但是产品品质不会放松;国内的“价格战”立足于市场争夺和偷工减料,品质无底线,价格无底线,最终伤害消费者的同时也伤害了整个行业。

“虽然我之前的工作经历主要是在美国,但是对国内市场的复杂性还是有比较清醒的认识的。对于我们来说,国际、国内市场要做到统筹兼顾,就必须区别对待不同情况。对于海外市场,我们要遵循海外市场的游戏规则;对于国内市场,我们要坚守自己的底线。作为上市公司,我们的经营要对股东负责,品牌要对消费者负责,因此产品必须品质第一,价格第二!”李雳如此表示。

企业战略 迈兴品牌回归国内

当品牌塑造对于大多数LED企业来讲还是一门选修课的时候,珈伟股份就把“品牌建设”作为整个企业发展战略的重中之重,企业发展战略、经营管理机制、企业文化建设等都围绕这条主轴线有序展开。

珈伟股份品牌战略采用多品牌、立体化运作模式。目前,除拥有宝洁公司“金霸王”品牌在北美和南美照明领域的授权之外,珈伟股份在海外还拥有MAXIMUS、YARDS & BEYOND、EZSOLAR等已运作多年的成熟自主品牌。其中LED照明海外高端品牌MAXIUMS更是在海外市场拥有多年成功的营运经验,品牌享誉欧美LED照明市场。

依托上市公司强大的实力背景,凭借公司领跑全球的品牌力、研发力、制造力、产品力、营销力和人才力等六大核心竞争优势,MAXIMUS在海外与WAL-MART、THE HOME DEPOT、LOWE’S、TARGET等多家欧美零售业巨头保持长期稳定的合作关系,曾荣获战略合作伙伴TARGET颁发的2010年度“杰出合作伙伴”,TRUE VALUE颁发的“全球最值得信赖的战略合作伙伴”称号。

作为在国外市场获得成功的高端品牌,MAXIMUS华丽回归国内,和其中文品牌“迈兴照明”,共同开启同品牌海内外共存互促的全新时代。迈兴照明将不断加强自身内外修炼,完善企业管理体制、培训机制,优化资金管理等,全面提升品牌在国内市场的影响力,耕耘好国内外市场。

2014年是珈伟股份成立21周年。在品牌建设上,迈兴照明本年度将依托学会协会、联盟中心、专业媒体、专业市场等行业平台,以多元化的传播渠道面向专业市场,着力打造迈兴照明作为业内领军品牌的形象。目前,珈伟“迈兴照明”品牌已经完成了国内市场全套研发系统、产品系统、VI系统、品牌系统及渠道系统的开发和建设,正式宣告进军国内市场,广泛招募志同道合的合作伙伴。

李雳表示,珈伟照明采取综合发展战略,全方位、多角度支持品牌发展。同时,珈伟一直坚持品牌发展的三个原则:第一是无上线的品质态度,有底线的价格态度;第二是专注应用端,联盟中上游,打造产业链,实现规?;⒄?第三是以自动化控制成本,以精细化提升效率,以执行力确保战略,以责任化实现品牌。

渠道方针  流通、工程两条腿走路

作为最早进入LED照明领域的企业之一,迈兴照明在国内LED照明市场上,业务是工程和渠道并重,成立了LED户外照明中心和LED室内照明中心,并作出进军国内渠道市场的决策,用流通和工程两条腿走路。

“创新、责任和坚持,是我最为看重的”。李雳说,现在有很多企业大手笔投入国内LED照明市场,我们是否有实力、有能力进行大投入,与这些企业一较高下?!我认为我们应该对公司的品牌负责,应该以创新思维进行市场开拓,进行持续而深入的市场发展。所以,我们制定了国内外品牌全球化运作战略,我认为,这是最契合公司现实状况的选择?!?/SPAN>

李雳认为,在传统照明与新兴LED照明的碰撞中,很多经销商已经患上了“选择困难症”,因为涌现在眼前的产品和品牌,已经无法用过去的经验来衡量。在这种情况下,企业选择经销商及合作伙伴,需要更深入的了解和沟通。但是对于企业来说,时间耗不起。因此,工程可以给企业带来立竿见影的业绩,而渠道则为企业未来打下牢固的基础。李雳希望,迈兴照明未来在更多细分领域能够进行专业化发展,进而形成一个庞大的业务群体,最终实现迈兴照明全球化的品牌价值。


文章来源:大照明 作者:佚名
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