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工程渠道“轰轰烈烈”流通渠道“细水长流”

2014-04-21 16:53 来源: 大照明 分享到:
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内容摘要:一边是高风险、高回报,一边是常耕耘、常收获,工程渠道与流通渠道作为照明渠道的不同分支,呈现出许多截然不同的特征。那对于工程商来说,是要“轰轰烈烈”,还是“细水长流”?选择不同,过程不同,命运不同。

  一边是高风险、高回报,一边是常耕耘、常收获,工程渠道与流通渠道作为照明渠道的不同分支,呈现出许多截然不同的特征。那对于工程商来说,是要“轰轰烈烈”,还是“细水长流”?选择不同,过程不同,命运不同。

▲临沂鑫丰达灯饰是当地照明工程领域的佼佼者。

  经营工程犹如打猎

  杭州伟嘉照明总经理 许华伟

  经营工程对我来说,就犹如打猎,打到大的猎物,收获让人惊喜,然而工程销售自身没有规律可循,时好时坏。的确,工程走量大,利润高,但我并不认为只有实力经销商才有资格去做。这是一个“识时务者为俊杰”的时代,做关系、做差异才是“正道”。

  确实,现今多数工程回款尤为艰难,特别是和乙方合作,让人望而生畏。成本投入高,收成却趋少。对我们来说,工程渠道也没有章法可循,只有不断维护、不断开发、宣传品牌,提高市场见面度,提升品牌形象。

  面对市场竞争激烈,我个人认为,无论何种渠道,产品质量都必须过硬,售后服务同样重要。在价格上,工程渠道产品与流通产品没有可比性,为此,很多商家给厂家的建议就是做好品质、做大品牌、做好服务,给予技术、物料等相关支持。

  工程渠道本身充满着诸多不确定因素,工程产品也是一样。我们仓库里以流通类产品为主,以便迅速配发,工程方面则更多的是配备部分常规性产品,定制型产品则另当别论。

  (整理/驻浙江记者 蔡梁峰)

  工程领域仍是肥肉一块

  临沂鑫丰达灯饰总经理 姜军

  “工程市场仍是一块肥肉”,这句话现阶段还是可以这么说的。因为到目前为止,LED照明还没有真正走进家庭,在政府的大力推广下,公共场所、商超、酒店等成为LED照明最先且最广泛应用的场合。

  我们公司目前以工程和零售为主。在工程方面,单个工程用量较大,但由于市场竞争激烈,利润并不太高,加之“质保金”等问题,致使如今工程商表面看是赚了点钱,但利润并不高,还要承担一定的资金风险。

  工程渠道和批发渠道的差别在于:工程渠道单个订单量较大,但资金占用时间较长,而批发渠道则属于“细水长流”;工程销售不稳定,有工程才有活干,而批发渠道,只要建好了二级渠道客户,整体销售是平稳可期的。

  另外,工程产品多根据工程需求来定,在产品质量和款式方面存在不确定性;但工程渠道对库存的要求不是太高,一般工程供货都有一个交货周期,因此有些款式只要样品就行。

  (整理/驻山东记者 黄增光)

  工程渠道注重快速整合资源

  南宁松蒙灯饰总经理 项秉超

  工程自身有一定的周期。工程商家前期的积累,如人脉的积累等也很重要。同时,工程涉及到很多细节,其中“回款难”是最突出的问题。

  工程前期的跟单是个艰苦的过程,小型工程需要一定的产品库存,大工程一般有供货周期,需要向厂家订货。工程产品非常注重性价比,如果产品质量出现问题,后果很严重,这也涉及到售后服务。目前,工程渠道更加注重快速整合资源,对工程商的综合实力要求更高。

  (整理/驻广西记者 陆德)

  以批发养人 靠工程赚钱

  北京海宇光业照明总经理 郭春海

  我主营的工程照明产品源自“朗士照明”,目前销售情况还不错。去年,我们的工程额达到500多万元,占总销售业绩的约50%。

  就工程渠道而言,商家的实力非常重要。比方说你注册资金只有50万元,有一个项目做砸了,要赔人家200万元,你只需赔50万元,因而甲方对工程商的资质要求十分严格。比方一个工程需要资金1000万元,首付款20%,剩下的要你去垫资,如果资金少,商家压力很大。针对“回款难”问题,我们主要是签正规合同,直接寻找甲方合作。

  对于商家,工程本身就是可遇不可求的。为此,现在我们做工程的同时做批发。批发渠道虽然量一下子不可能起来,但能把公司的基本费用稳住。我们现在工程以老客户为主,另外,我们也聘请一些业务员出去跑一些设计公司、装饰公司等。新客户的开发,前期投入大且见效慢,但我们心里明白不能再守株待兔了。因而,现在我们是“以批发养人,靠工程赚钱”。

  (整理/驻北京记者 梁亚普)

  工程渠道不似那般“细水长流”

  北京盛光菲照明总经理 黄忠飞

  我在北京经营灯具生意十余年,一直以工程渠道为主。鉴于工程渠道越来越难做,我于今年决定开辟流通渠道。

  工程渠道对灯具中间商的实力要求很高。甲方与你合作,不光考察的是厂家的产品,还有你的服务和资金实力。特别是工程前期需要垫资,如果商家实力不够,会增加整个项目的风险和麻烦。

  工程的回款虽然很难,但赖账的不多,主要是我们前期对客户进行深度考察,尽量不碰“二道贩”或是“工程队”,还有就是签协议时要仔细谨慎,不要留下隐患。

  这两年,工程愈发难做,原因很多:一是转型期带来的市场混乱;二是政府引导的影响,市场份额较大的酒店、娱乐会所等工程全线萎缩;三是电商的冲击,工程的利润主要源自价格的不透明,电商的发展使得现在的工程利润大幅压缩。

  工程对灯具质量把控比流通渠道要高得多,价格方面也不是一个等级上的。售后服务方面反而因工程产品质量相对有保障变得比较简单。工程商家多不做库存,因为项目周期较长,客户一般不会在乎库存。

  (整理/驻北京记者 汪梁)

文章来源:大照明 作者:佚名
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