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解密松伟赢利模式之品牌篇

2014-05-12 15:28 来源: 大照明 分享到:
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内容摘要:中国现代著名作家林语堂曾经说过这么一句令人深思的话:“梦想无论怎样模糊,总潜伏在我们心底,使我们的心境永远得不到宁静,直到这些梦想成为事实才止;像种子在地下一样,一定要萌芽滋长,伸出地面来,寻找阳光?!?

有梦想谁都了不起!

□文/本报记者 余海伦

中国现代著名作家林语堂曾经说过这么一句令人深思的话:“梦想无论怎样模糊,总潜伏在我们心底,使我们的心境永远得不到宁静,直到这些梦想成为事实才止;像种子在地下一样,一定要萌芽滋长,伸出地面来,寻找阳光?!痹谥猩剿晌罢彰髯芫硇晃暗男睦?,“做民族品牌,成为一流的照明企业”这颗悄然种下的“种子”,已经在不知不觉中发芽;而对“松伟人”来说,世界上最欢乐的事,莫过于为了这个梦想而奋斗!

忆往昔  追梦路上 一波三折

“现实是此岸,理想是彼岸,中间隔着湍急的河流,行动则是架在河上的桥梁!”世界著名预言家克雷洛夫如是说。据松伟照明总经理谢伟回忆,在成立松伟照明之前,他做过警察、房地产广告业务员,机缘巧合下进入东方灯饰公司,成为其第一个业务员,自此拉开了与照明行业的不解之缘。在离开东方灯饰公司后,谢伟还先后在欧普照明、金陵光源担任过重要职位。直到2003年,谢伟与自己经历相同的张小松一起,合伙成立了松伟照明。

但是,天不遂人愿,松伟照明成立后,由于资金缺乏、资源有限、经验不足等种种原因,刚起步就遇到了不少挫折,一直处于亏损状态,还欠下了一笔贷款。眼见如此,张小松在2004年退出了松伟照明。张小松的抽身,对松伟照明来说,无异于“屋漏偏逢连夜雨”。

好在天无绝人之路,在松伟照明举步维艰之时,开元灯饰卖场的开业,为松伟照明提供了展示产品的机会。当时,谢伟的女朋友在开元上班,通过她牵线搭桥,谢伟与开元灯饰的老板有了联系,并得到了赏识。松伟的吸顶灯很快在开元灯饰崭露头角,这为松伟照明带来了可观的收入,也缓解了松伟照明尴尬的经营状况。

“大树底下好乘凉”,借助开元灯饰这一坚强后盾,从2005年开始,松伟照明的发展势头已经初步显现。松伟照明产品线也由“单一化”向“多元化”扩展,产品从吸顶灯延伸到商业照明、家居照明、筒射灯、节能灯等,公司员工也实现了大规模的增员。此时的松伟照明,资金充足、员工众多、产品品质过硬,发展速度一发不可收拾。据谢伟透露,2007年,成立仅4年的松伟照明,销售业绩突破2100万元。

2007年对松伟照明总经理谢伟来说,是比较有纪念意义的一年。在这一年,松伟照明提出了“整体家居照明”概念,希望能为消费者提供一整套完善的家居照明解决方案。然而,致力“整体家居照明”发展固然勇气可嘉,迅速提升了松伟照明在业内的知名度,但是也让松伟照明付出了足够沉重而惨痛的代价。

“由于整体家居照明的产品线太长,刚起步的松伟照明并没有强有力的生产制造能力和产品研发能力为消费者提供性价比更高、产品质量更稳定的产品,我们找其它生产企业OEM也无法有效保障产品的质量,再加上库存不足,我们的‘整体家居照明’方案实施并不顺利,给很多一直追随松伟的经销商造成了无法挽回的经济损失和精神打击。这件事让我非常痛心,也一直难以释怀?!倍苑⒄钩跗谧约核傅摹凹そ饕濉笔?,谢伟如今已经能够坦然面对。

惜当下    找准定位 稳步发展

古龙曾经说过:“梦想绝对不是梦,两者之间的差别通常都有着一段非常值得人们深思的距离”。既然现阶段企业的实力无法将产品做到“大而全”,那么,专注于细分单品,有自己独一无二、不可复制的特色,做一个“小而美”的企业也是不错的选择。此时的谢伟,已经找到了更适合松伟照明的发展道路:专注现代简约风格的家居照明,做一个有自身特色的品牌。

吃一堑长一智,明确了松伟照明品牌定位后,谢伟提出,松伟照明的每一款产品都必须来自原创,并且要拥有专利,通过知识产权来?;て放评?,哪怕为此付出再沉重的研发代价和专利费用也在所不辞。事实证明,谢伟的这一步棋走对了。目前,松伟照明已经拥有近1000个单品国家专利,成为家居照明企业里获得专利最多的企业之一。

为了给消费者提供更健康、更自然的照明,将松伟照明的品牌知名度进一步发扬光大,松伟照明还自主研发了4100K色温的中性光源。据谢伟介绍,这种新型国际标准光源是根据太阳光的照度来设计研发的?!霸缟习说愕绞愫拖挛缥宓愕狡叩愕奶艄馐亲盍钊耸媸实?,松伟的研发灵感就来源于此。这种光源能有效地减轻人的孤独,有利于人的生理、心理健康发展,因此我们把这种光源称为‘我家的阳光’,寓意给人带来健康、温馨和舒适?!毙晃白院赖乇硎?。

谢伟坦言,松伟照明现阶段的成绩离不开“松伟人”一步一个脚印的务实奋斗,也离不开经销商们的鼎力支持。因此,松伟要让合作伙伴盈利,更好地践行松伟精神:帮助别人,成就自己。

展未来   为民族品牌的崛起而奋斗

对每一个中国人来说,“民族梦”、“中国梦”都是长期的目标,也是共同的理想。为了国家、民族的伟大复兴而奋斗,对于每一个有“梦”的中国人来说,恐怕都难以置身事外。在各行各业中,亦涌现出无数为了伟大民族的复兴而奋斗的人和企业,松伟照明就是其中一个?!笆迪种谢褡甯葱说奈按笾泄?,离不开民族品牌的全面崛起。我们的目标,就是要做民族品牌、成为世界一流的照明企业!”松伟照明总经理谢伟如是说。

“以前,我经常参加国外的照明展,去得最多的是法兰克福照明展。参展后,我最大的感受就是痛心。在法兰克福照明展的所有展馆中,中国馆的面积小、位置偏,参展的中国企业也经常受到不公正待遇。这其中,有一部分原因是国内企业不大重视对知识产权的?;?,经常涉及到专利侵权,破坏了中国企业的名声;另一部分的原因则是中国的国际地位还有待进一步提高。因此,中国企业在各方面的实力还要不断增强,来改变外国人对中国企业的看法。而中国品牌的崛起,每个企业都需要为之奋斗?!碧讣白约呵籽奂?、亲身经历的种种,谢伟心情难以平静。

“2013年,国家领导人及其夫人带着‘百雀羚’等国产品牌作为礼物送给国际友人,并使用国产手机等一系列事件,进一步增强了我做大、做强松伟,成为民族品牌的信心和勇气。虽然征途漫漫,但是我信心满满!”谢伟自信地说道。

为了实现这一伟大目标,松伟照明除了坚持原创、确保产品安全、坚守品牌承诺外,还竭尽所能为公司员工提供一个实现自我价值的平台。在谢伟看来,要实现民族梦、品牌梦的前提,是一步一步实现员工的个人梦想。

此外,作为实现品牌梦想的另一重要合作伙伴——经销商,松伟照明亦将“厂商共赢”放在了企业发展的重要位置,并以“诚信”、“沟通”、“服务”等作为企业的经营理念,打造“VIP客户服务体系”,出台“一揽子”助力经销商发展的优惠政策,让经销商切实感受到与松伟合作的希望与价值,进一步为实现民族梦、品牌梦打下坚实基础。

文章来源:大照明 作者:余海伦
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