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大树成长首卓发展——访首卓·LED照明营销中心总经理陶文明

2014-05-19 17:45 来源: 大照明 分享到:
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内容摘要:走进首卓·LED照明,走近首卓·LED照明营销中心总经理陶文明,可以很鲜明地感受到他身上积极阳光的气质。

□文/本报记者 姚水波

走进首卓·LED照明,走近首卓·LED照明营销中心总经理陶文明,可以很鲜明地感受到他身上积极阳光的气质。这种气质,代表照明行业新一代操盘者朝气蓬勃和积极开放的精神内涵。十年树木,百年树人。在陶文明看来,做LED照明品牌,就像栽培一棵大树一样,需要经历“松土”、“扎根”、“修剪枝叶”、“阳光雨露”、“向上长”的过程。如今,首卓·LED照明的发展,就是在切实地践行“大树”理论!

▲首卓·LED照明营销中心总经理陶文明。

土壤   全产业链资源

《左传·昭公元年》有言:“木水之有本原”,这是说事物皆有根本。陶文明认为,一个品牌要健康成长,良好的“土壤”环境是根本。企业硬件、规划决策、品牌定位、企业文化等均是“土壤”的重要构成元素,这些元素对“土壤”的优劣产生决定性的影响。陶文明认为,当前的LED照明市场就如冬日里的北京,“雾霾一片,让人走路都摸不着方向!”这样的市场“气候”,必然充满了恶性、无序的竞争,其中很大的原因是,一些企业看到LED照明市场有利可图,蜂拥而入,但在研发、生产、销售等重要环节上缺乏前期科学的规划,导致最后淹没在市场的大浪中,至“死”也名不见经传。

首卓·LED照明品牌在推出前,就已对市场做了多年的调研功课,不断地积累渠道资源,依靠其自身已有的芯片、封装、应用等全产业链资源优势,厚积薄发,稳扎稳打地前行。在企业硬件方面,首卓在东莞建设建筑面积超过10万平方米的产业园,规划年产值达30亿元以上;在品牌定位方面,首卓·LED照明致力于成为展示照明领导品牌,深入钻研商业展示照明理念与技术,提供专业的商业展示照明产品及解决方案,目标明确,决心坚定。

根基  经销商

树木要屹立不倒,必须扎根于土壤;企业要屹立于市场不倒,必须有“根”可“扎”。首卓·LED照明要立足于市场,必须靠“根”牢牢地将自身稳固。何谓首卓·LED照明的“根”,陶文明给出的答案是:经销商。

陶文明以其多年服务照明行业的宝贵经验,清醒地认识到,没有厂家与经销商之间的配合共同发力,品牌是不可能壮大的。经销商是一个品牌“大树”的发展之“根”,只有每一条根系发达了,首卓之“树”才能成长,成为“参天大树”。据了解,首卓·LED照明为了保证每一条“根系”都能够吸收肥沃的营养,在渠道建设方面实行扁平化管理,运用现代化的管理方法,更高的组织效率,为经销商提供贴心细致的服务,促进经销商获得最大化利益。

陶文明表示,首卓·LED照明对于经销商的服务与支持,主要通过向经销商进行营销模式、经营管理、人才机制三个方面的输出:一、营销模式:首卓·LED照明向经销商传输先进的营销理念,4S服务标准、战略渠道推广、扁平化渠道运作等,让经销商在激烈的市场竞争中取得较高的区域市场地位;二、经营管理:首卓在业内首倡“4S服务体系”的管理模式,率先提出“体验式销售终端、专业化技术支持,快捷性响应需求,尊贵型服务品质”的理念,向经销商提供专业的产品技术、销售技巧、服务标准等培训支持;三、人才机制:首卓给予经销商支持构建完善的人才机制体系,以促进经销商建立专业、贴心、进取的营销团队。

对于经销商的要求,陶文明也注入了自己的认识和理解,他对经销商提出了几点要求:一、经销商要认同首卓·LED照明的品牌定位;二、经销商要有做大、做强的目标和理念;三、经销商应有企业化的运作模式。

枝叶    切合实际的市场执行

“对于经销商的培养,企业要扮演好‘护林员’的角色,给‘大树’‘修剪枝叶’,使首卓成长得更快、更健康。首卓·LED照明永远优先发展经销商,保障经销商的利益,不与经销商争食,始终为经销商的发展保驾护航,”陶文明向记者如是说。

陶文明表示,首卓建立专业的商务服务团队,特别针对家具、建材、服装、酒店、商超等战略渠道,以及空间设计师、照明设计师等隐形渠道,积极配合经销商进行市场开拓、营销推广、项目管理等工作,加强信息共享与沟通互动,将合作模式多样化、深入化,为经销商的销售业绩提供强有力的支持和保障,支持和帮助经销商卓越发展。

阳光雨露   品牌推广

如果“根基”理解为首卓·LED照明的经销商,那么“阳光雨露”则可理解为首卓·LED照明的品牌宣传和营销推广。陶文明认为,“树”壮大,离不开“根”的稳固,但也应有“阳光雨露”的滋润。一个品牌若缺少宣传推广和文化塑造,那么其在激烈的市场竞争中必然会慢慢地“枯萎、腐烂”。

首卓·LED照明提出“和谐光效倡导者”的长期发展目标,倡导光与自然、人文的和谐共融,营造科技、时尚、温馨的和谐光文化。为此,首卓在拥有商业展示照明经验与技术的基础上,在LED照明领域,特别提出新的市场细分理念——展示照明,立志成为该领域的领导品牌。陶文明向记者介绍到,首卓深耕展示照明领域,需要完成三大使命:首先是“让你的产品开口说话”,即提供专业的商业展示照明解决方案,让商品自己开口说话,向顾客完美凸显它的每一处亮点,从而促进顾客的购买欲望;其次是“让你的顾客体验舒适”,根据客户不同的品牌形象、产品特性、店面格调,营造具有多样化、个性化、舒适感的商业展示空间氛围,从而提升顾客的购物愉悦感;最后是“让你的品牌更添价值”,努力实现客户的最大化价值,希望通过首卓的照明解决方案,支持客户实现品牌的价值和魅力再造,从而奠定你的高端品牌格局。

■结束语

“树木把根扎稳了,就需要不断地向上长,才会常青。树木能否常青还要看这个企业的发展规划是否科学,规划是否科学的唯一检验标准就是它是否符合市场的发展规律?!碧瘴拿鞅硎?,首卓·LED照明的专注与投入,恰好说明了首卓的市场规划正在朝着符合科学的方向发展。

据悉,首卓·LED照明的10年发展规划分为三个战略期:第一个战略期内,首卓·LED照明的目标是专注做好一个照明领域,即展示照明领域;第二个战略期内,首卓·LED照明将由展示照明领域拓展到大众领域如家居照明、商业照明、工程照明等,更加注重对经销商的维护,实现网点的全国密集覆盖;第三个战略期内,首卓·LED照明走出国门,将品牌及理念推向全世界。

文章来源:大照明 作者:姚水波
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