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工程渠道:魅力不减风险并存

2014-04-21 16:48 来源: 大照明 分享到:
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内容摘要:工程渠道、流通渠道都代表了企业的形象,优质的产品则是大企业的门户,是企业良好发展的信誉。

▲勤上光电致力为行业提供完善的、质优的照明工程解决方案。

 

  高性价比产品为竞争再添砝码

  佛山国星光电照明事业部总经理 徐振锋

  国星光电专注于LED商业照明,因此工程是国星业务的重要组成部分。国星在工程拓展中主要有源自两方面的阻力:一是近几年LED发展得很快,很多企业、资本涌入,照明市场竞争激烈,从而导致市场上的LED产品参差不齐,造成市场对LED照明产品产生质疑;二是价格方面的压力,很多厂家用超低的价格来进行推销,实际上偷工减料,降低产品质量,扰乱了正常的价格体系,影响市场的良性竞争。

  工程渠道、流通渠道都代表了企业的形象,优质的产品则是大企业的门户,是企业良好发展的信誉。国星光电从不参与低价营销的恶性竞争,而是通过加强研发,在产品外观、技术性能等方面实现新突破,通过规模效应降低成本和价格,实现最高的性价比。

  工程渠道和流通渠道产品是针对不同消费市场开发的不同照明灯具,是根据不同使用场所及照明的特殊性设计照度、流明和配光曲线的。高品质、高性价比的照明产品使得国星在照明市场的拓展中形成了独有优势。

  工程渠道主要针对工程项目及一般工程代理商、建筑商、装饰设计公司等,这些中间商大多在行业里都具有专业性,在工程上对产品质量、光学设计、光电参数等要求更高、更严谨,当然生产成本要求更高。

  售后服务这一方面,也是国星最重视的,品牌的铸造离不开高性价比的产品,而优质的售后服务体系也影响着品牌信誉的提升,为此,国星一直致力把用户满意度放在首要位置。

  (整理/记者 李隆洁)

  品牌企业纷纷打“工程牌”

  广东昭信LED照明营销总经理 高兴明

  工程市场是LED产品快速切入应用领域的重要载体,相对流通市场的“价格战”与“质量乱象”,更加容易被优质客户接受。因此,工程市场也逐渐受到品牌企业的高度重视,纷纷打起“工程牌”,甚至为了得到部分工程项目而使出浑身解数。

  昭信LED一直以来聚焦于工程市场,拥有足够强大的产品线及工程项目的特殊产品定制能力,特别是在技术与解决方案的储备上有足够的底气面对当下的市场竞争。

  近两年,工程市场受益于经济发展和LED产品技术的提高,发展非常迅猛,特别是商业综合体的增多和其对LED产品的广泛应用,带动了城市光环境的提升,使人们更加接受LED。与此同时,工程市场对LED品质的要求越来越高,酒店类高端市场对产品定制化的个性需求比较多。与流通类市场对价格的追求明显相比,工程市场更注重性价比,在可接受的价格范围内,产品质量越优质越有竞争力。

  与其它渠道模式相比,工程市场的售后服务体系要求更高,专业工程类产品很多时候需要厂家的技术人员支持,才能解决问题,而且客户对响应速度与质量都有较高要求。

  昭信LED对工程产品的质量把控非常严格,力争提供最优质的产品与解决方案,把售后质量问题发生几率减到最低。同时,昭信LED组建了一支专业的技术支持团队,这个团队主要协助工程经销商与客户将整个工程项目落地,确保实现项目最终的照明和节能效果。

  (整理/记者 付冬冬)

  工程“肥肉”并非那般好吃

  佛山茂域照明总经理 李智鹏

  在传统照明时代,照明工程一般是厂家配合着经销商一起完成,只有极少数如奥运、世博、全运会等因为招标要求极高需要与厂家直接合作的。而在LED时代,因为各省会及一线城市遍布政府扶持的LED企业,这类型企业因渠道建设较弱,且有特定的优先权,其项目一般以厂家直供为主,主要体现在户外项目和市政改造项目上。主流品牌的工程渠道步伐近些年不断地被排挤和打压,至少未来几年还会延续,太多的非市场化行为迫使一些企业在工程渠道建树甚微。而近年来政府倡导“节俭”,市政工程项目的预算和投入也会大大地影响户外和办公工程项目,工程渠道更多的企业会挤进以做私人生意为主的酒店、商场、地产、店铺等商业照明上。

  有人认为,工程渠道因为固有的操作特点不同,需要的技术力量和公关手段不同,能介入的竞争者相对较少,因此,它是照明行业的一块“肥肉”;殊不知,各方面的投入和面对的风险、压力会比正常的流通和零售渠道要大得多。照明的战场因为建筑的功能和需求各异,其产品线的纵深战线会拉得很长,只有一些智能控制照明、酒店照明、场馆照明、工业照明、博物馆照明等相对细分领域或许存在“肥肉”的定义。其实,工程渠道也是一个很主流的杀戮战场,只是地形不同,需要的兵种不同,武器也不一样,相对应而展开的战术也不一样。

  (整理/记者 姚水波)

文章来源:大照明 作者:佚名
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