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史福特是怎样做好“大流通渠道”的?

2014-05-19 15:43 来源: 大照明 分享到:
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内容摘要:2013年,史福特照明喊出“大流通渠道”的时候,很多行业人士以质疑的眼光盯着史福特。毕竟,一个以工程渠道为主导的照明品牌,想要华丽地转身,做好“大流通渠道”,可谓难度极大!

□文/驻江苏记者 蔡华权

2013年,史福特照明喊出“大流通渠道”的时候,很多行业人士以质疑的眼光盯着史福特。毕竟,一个以工程渠道为主导的照明品牌,想要华丽地转身,做好“大流通渠道”,可谓难度极大!

2013年年底,苏晖来到史福特,与史福特董事长史杰一番长谈,确立了史福特“大流通渠道”规划路线。随后,苏晖充分发挥其耕耘中国照明市场多年的经验和智慧,带领史福特“虎贲”团队,南征北战,初步搭建起史福特照明“大流通渠道”网络。

目前,史福特照明在全国除个别地区外,47家物流中心全部签订合作协议,全国营销团队加上各级代理商配置的业务员规模已至1000人,全国开发布局分销网点1400余家,室内外工程与大流通业务2014年第一季度销售金额成功破亿元。史福特是如何取得如此靓丽成绩的?我们一起听听史福特照明副总经理兼中国区营销中心总经理苏晖如何说。

“不能确保经销商利益的营销模式就是耍流氓!”

对于选择加盟史福特,苏晖表示,是机遇也是挑战!但最终毅然决然地选择追随董事长史杰,是源于彼此对于事业的共同追求和沟通中的心灵默契,是被史杰人格魅力所感动。

“史福特‘大流通渠道’能够顺利地执行下去,得益于史杰董事长及公司高层的大力支持,公司董事会的充分授权和公司各部门的通力协作?!挥泻蠊酥?,将士才能安心前线作战!’正因为如此,2013年仅仅一个月就超额完成预期销售目标,2014年第一季度市场目标也如期完成?!彼贞腿绱巳衔?。

史福特的“大流通渠道”,和传统的代理模式有什么不同?苏晖介绍,从与经销商的合作方式来说,史福特并不是沿用行业中简单近乎粗暴的“打款→压货”或者“意淫签约金额”的模式,而是充分确保经销商利益,并且以此为经营核心。

史福特从人员培训到终端建设,从品牌推广到经销商盈利模式规划,无一不是将经销商利益放在首位的?!拔乙恢惫讨吹厝衔翰荒苋繁>汤娴挠J骄褪撬A髅?,是无法持续健康地发展下去的?!彼贞捅硎?。

“将产品做到极致,将价格做到极致!”

虽然史福特过去将主要精力放在了工程渠道,但是苛刻的工程要求也锻造了史福特的“精品意识”。无论是传统照明的灯盘,亦或是后来的玉兰泡,史福特出品,必属精品。

然而,在“大流通渠道”中,史福特不仅要有“精品”,更要有“性价比”!“强大的产品力一直是史福特引以为傲的强项,层出不穷的创新产品和各项独有的专利让史福特真正做到了“人无我有,人有我强”的境界。无论是光源中的“玉兰灯”系列、“钻石”系列,还是灯盘中的“白云”和“天宫”系列,一经推出即引起行业轰动?!笆方芏鲁び芯渚涿裕何颐堑牟凡慌鲁头轮?,我们的目标是将产品做到极致,将价格做到极致,让别人仿无可仿!”苏晖如是说。

据苏晖介绍,从本月起,史福特将进一步丰富产品线,陆续推出新品,涵盖流通领域、室内外工程领域、户外工程照明领域和智能照明领域。当前,史福特已经与世界一流的芯片和驱动公司如飞利浦、科锐等强强合作,达成战略合作伙伴关系,并获得了其标志印刷授权。史福特利用集中采购的优势,降低成本,如“王子”和“公主”玉兰灯,将全面使用飞利浦原装进口芯片。史福特在提升品质的同时,降低售价,为客户提供最高性价比的产品。在6月份的广州光亚展上,史福特将在300多平方米的展厅内集中推出一系列的高性价比新品。

“营销团队番号为:虎贲!”

“在史福特,我的营销团队的番号是‘虎贲’。何为‘虎贲’?‘虎贲’即勇士,有勇有谋,随时以排山倒海之势奋战在最关键战场的威武之师?!僦蠢?、来之能战、战之必胜’是我对‘虎贲’的定义?!彼贞投允犯L赜哦咏辛苏褰樯?。

在苏晖眼中,打造“虎贲”团队,必须坚持做到三点:

第一, 做到“赏罚分明”。有功必赏,有过必罚,并且做到“公开、公平、公正”。在“虎贲团队”里,有近10位毕业才一两年、但能力突出的90后办事处经理,甚至服务江苏、上海这种重中之重的区域?!按炔徽票笔撬贞投嗄晷欧畈⒓岢值脑?

第二,“虎贲团队”必须坚持团队协作?!盎㈥谕哦印泵恳晃挥判愕拇幼槌け匦氚锓龊团嘌矫氯胄幸滴裨?,每名新业务员都有业绩指标,如果没完成不但新业务员要受到处罚,带队组长也要承担相应的连带责任?!霸诮衲杲械亩啻蜗劬喝?,前20强里新业务员往往能占到二三成!”苏晖很看重团队成绩;

第三,打造“虎贲团队”核心凝聚力?!盎㈥谕哦印币远鲁な方艿恼铰怨婊诵姆较?,通过苏晖的分解,完成各项战术动作和实施细节。每一个“虎贲团队”成员毫无异议、毫无怨言、毫无拖延地去执行,这就是史福特的核心凝聚力。

有了“虎贲团队”,史福特在2014年上半年的渠道作业中,在65天的时间里,成功签约1400多家的网点,建立终端专卖店和店中店890家。

“品牌与数据同步进行!”

一直以来,史福特都十分注重品牌的传播。进入“大流通渠道”的史福特,在品牌传播上紧跟时代发展步伐,进行合理的规划和细分。

“史福特采用传统媒介、互联网媒介及移动互联网终端媒介多维结合互补的立体宣传方式,获得了较好的效果。在加大传统媒介如车体广告、门头店招等宣传力度的同时,与行业主流媒体如大照明全媒体强强联合。史福特照明在官网和微博上的宣传也是不余遗力,在微信宣传上更是取得了不菲的成绩。史福特官方微信的有效粉丝在2014年年后新增逾万个,并且这个数字还在快速增长。广大粉丝对史福特微信每日发布的行业信息、新品介绍、LED产品养护等内容评价颇高,分享和转发率每日剧增?!彼贞图蛞樯芰耸犯L仄放仆乒懔煊虻囊恍┬卸?。

“除了品牌宣传,我们也注重口碑。现在是大数据时代,数据从哪里开始?就从史福特每一个人开始。对于‘虎贲团队’,我要求他们每个人关注和熟记各种数据,必须做到客户销售数据、产品参数数据、主要竞品的各种信息资料、行业基本常识等烂熟于胸,进行研究和分析,从中寻找出市场需求和客户需求,并据此提出解决方案?!彼贞痛焱哦咏舾贝⒄共椒?

■后记

“史福特作为中国LED照明的领跑者,有义务、有责任净化目前纷乱的LED照明市场,规范LED照明市场的竞争秩序,加快LED行业的整合,去伪存真,去芜存精,还行业一个健康有序的LED照明市场!”

“史福特作为中国LED照明的领跑者,有义务、有责任为挤干LED产品的水分和泡沫,为国民提供最具性价比的产品和最优质服务!”

“史福特作为中国LED照明的领跑者,有义务、有责任响应国家节能减排的号召,大力推进LED照明产品的普及,为中国的节能减排贡献绵薄之力!”

这,是史福特宣言,亦是苏晖带来“虎贲团队”为“大流通渠道”而努力的

文章来源:大照明 作者:蔡华权
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