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招商渠道在左 营销在右

2013-11-07 10:44 来源: 大照明 分享到:
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内容摘要:“不拼规模拼渠道,不拼背景拼营销”,在照明灯饰卖场“供大于求”的呼声愈来愈高的今天,这一招商新理念日益被广大卖场所接纳、所推崇?!扒涝谧?,营销在右”,对于卖场招商与运营


星光联盟优雅亮相今年广州光亚展

□文/本报记者 付冬冬

“不拼规模拼渠道,不拼背景拼营销”,在照明灯饰卖场“供大于求”的呼声愈来愈高的今天,这一招商新理念日益被广大卖场所接纳、所推崇。“渠道在左,营销在右”,对于卖场招商与运营而言,两者缺一不可。

预警卖场“投资过热”

翻阅近期的媒体报道,关于照明灯饰卖场开业亦或是招商的新闻络绎不绝。

5月16日,古镇盈新灯饰城盛大开业。

5月25日,西安咸顺灯饰广场盛大开业。

5月28日,郑州华丰灯饰界主办“助推区域经济发展,打造产业集群平台——2013中部地区灯饰行业发展高峰论坛”,会上就华丰灯饰界项目的总体规划和招商计划作了详细说明。

5月29日,中国古镇·灯都强势入驻沈阳五洲城,并举行了盛大的签约仪式。

5月31日,安徽环球家居灯饰照明馆招商推介暨战略合作新闻发布会在中山市古镇镇隆重召开。

6月6日,中塑·博美居家MALL全球招商发布会盛大召开。

6月8日,“LED中国九州城开业盛典暨二期项目开工仪式”隆重举行。

6月9日,星光联盟继3月广州国际LED展后再度精彩亮相光亚展。

6月10日,中山古镇太古灯饰广场盛大开业。

……

由上不难获知,步入2013年,照明灯饰卖场开业、招商的热潮可谓“有增无减”。现如今,全国到底有多少个新建的照明灯饰卖场?实则难以统计。但仅珠三角区域,就有广州光谷、佛山华南(国际)电光源灯饰城、江门光博汇、深圳华南城、中山小榄LED九州城等卖场在建或在招商。在被誉为“中国灯饰之都”的中山古镇,更是涌现出星光联盟、太古灯饰广场、东方灯饰广场、盈新灯饰城等一大批新兴卖场,还有一批则紧随其后。

行业资深人士坦言,如今,照明灯饰卖场之间的竞争其激烈程度绝不亚于企业之间。而事实上,正是由于卖场新建扩建频繁、卖场招商竞争激烈,有关“卖场投资过热”、“卖场供过于求”、“卖场产能过剩”等言论再度甚嚣尘上。

“卖场过剩”引争议

现阶段,照明灯饰卖场果真是“供大于求”吗?如果真是这样,为何还有大批卖场纷纷涌入或扩建呢?带着这个问题,记者走访了全国一些专业照明灯饰卖场。

“现如今,灯具卖场确实处于‘供大于求’的阶段。为了产生集聚效应,部分城市的灯具销售区相对集中,但卖场同质化加之产品同质化、价格趋同化,致使单个卖场的竞争综合优势并不明显。”上海新柳营灯饰广场总经理刘必盟表示。

业界新晋项目、深圳华南城负责人则表示,对照明灯饰专业卖场来说,现阶段是瓶颈更是机遇。每个行业发展都会历经兴起、发展、动荡、稳定、没落等数个阶段,相关业态的发展也将随着市场容量的变化而变化。现阶段,所谓卖场“供大于求”只是短暂的现象,亦是正常的一次行业洗牌。

但并非所有的卖场负责人都认可“灯具卖场供大于求”这一观点,很多人也有自己的判断与见解。

“照明灯饰卖场目前的发展只是打破了以往传统的垄断局面,而转变为现时的分流形式。这与现时社会的发展和物流需求有很大的关系。”佛山华南(国际)电光源灯饰城总经理杨厚华认为,现阶段是照明灯饰卖场发展的必经阶段,并非“供大于求”。

上海灯具城董事长韩宗淮则表示,当前照明灯饰卖场的“供过于求”与快速发展的照明行业难以匹配。虽然现阶段,照明灯饰专业市场无论从点还是从面上来说都在扩大,但从经营平台这方面来说并没有实质性的突破。以出租场地、物业管理为模式的传统灯具市场发展已陷入瓶颈,而简单的贸易方式显然已难以满足市场千变万化的需求。所以,创新灯具市场的经营定位与运营模式,对于“重新激活”照明灯饰卖场来说,是至关重要的。

招商借力“渠道”

处于终端市场的专业灯具卖场积极走进照明灯饰产区,而产区卖场则选择与终端卖场结成战略联盟,实现联动合作,2013年,各大灯具卖场互相借力的趋势愈发明显。

如5月29日,来自“中国灯饰之都”古镇的各大商会、协会及企业代表共50余人来到沈阳五洲城项目基地进行考察,并见证了“中国古镇·灯都强势入驻沈阳五洲城”的盛大签约仪式。据悉,五洲城·古镇灯都展贸中心总建筑面积达16万平方米,将打造成为“灯都”古镇的东北直销基地。而仅在两天(5月31日)之后,中山古镇就迎来了安徽环球家居灯饰照明馆招商推介暨战略合作新闻发布会。

当然,产区卖场与终端卖场的合作绝不限于此。部分产区照明灯饰卖场志在将分散在全国终端的灯具卖场所形成的各个“点”,用“线”连接起来,从而形成一张“网”,并借助渠道的力量,来提升自身卖场的综合营销力和服务力。除了大型厂商和专业市场外,各个地方的政府采购中心、照明灯饰行业协会、设计师协会、装饰协会等均是照明灯饰卖场招商与运营过程中不可忽视的“帮手”。

以江门光博汇为例,据悉,光博汇目前正在全国范围内寻找50家专业核心卖场进行深入合作,目前已达成合作意向的卖场有江西新干灯具城、成都爱灯堡市场、山东临沂市场、黑龙江绥化申禄达市场等。与此同时,光博汇还与中华LED协会签订永久战略合作,与美国休斯敦贸易中心等签署战略合作协议,等等,其最终目的旨在为入驻企业及商户带来持续的采购订单及市场影响力。

行业资深人士表示,照明灯饰企业所推崇的“渠道为王”也同样适用于广大专业灯具卖场的建设。对于成功的灯具卖场而言,需要整合来自政府、协会、厂家、商家、设计师、媒体等多方资源,并以此为基础,才能为进驻的品牌厂商提供多元而优质的营销通路,最终打造出自身的品牌影响力。#p#副标题#e#

创新模式备受推崇

现阶段,对于照明灯饰厂商而言,在选择专业灯具卖场时,除了关注卖场规模、地理位置、卖场定位、政府背景、相关配套、产权模式等外,营销策划与专业服务亦是最为关注的。因此,一支强大的营销团队和一支高端的策划团队是专业卖场成功的必要条件。

现阶段,为何照明灯饰专业卖场的营销模式会被如此关注呢?原因之一在于,当前,卖场运营模式仍处于简单粗放的坐商阶段,且运营模式同质化十分严重。行业资深人士表示,近两年倒下的部分卖场,它们不是“死”在竞争对手的手上,而是“死”在自己的手上。原因之二则是因为卖场的营销模式与卖场前期招商、入驻表现、后期管理、投资回报等密不可分,颇有“成也萧何、败也萧何”的意味。

“虽然当前越来越多的卖场涌现,规模也越做越大,但行业人士不难发现,这种卖场的规模扩张或是数量增加更多带来的只是空间上的变化,但模式上并没有任何创新,因而这些卖场的综合竞争力是十分薄弱的,是难以经受起市场考验的。”广东省半导体照明专业委员会秘书长、广东光博汇投资发展有限公司董事总经理郭修表示,在运营模式的设计上,作为运营商的卖场要有“分享”的心态,要致力与业主共同分享发展成果。

以成都中塑·博美居家MALL为例,据其招商部负责人表示,中塑·博美居家MALL将采用“整合资源+统一营销”的经营思路,将数百个商家资源进行有效整合,利用多种推广渠道,找到准客户进行精准营销。同时,中塑·博美居家MALL推出了全新的合作模式,即“施行零租金、零管理、联营扣点”,以实现市场和商家的利益捆绑,企业与商家的合作共赢。

据了解,中塑·博美居家MALL推出的这种全新模式具有三个特点:第一、差异化定位,中塑·博美居家MALL将聚集成都知名房地产企业,以装饰公司的设计团队为核心,以畅销户型的样板房展示为灵魂,以传统卖场的业态布局为基础,打造一个集看房、体验、设计、装修、购物、休闲为一体的全新居家MALL运营模式;第二、智能化运营,中塑·博美居家MALL将“样板房”、“情景体验”作为核心竞争力,采用“自由、DIY、分享、开放”的经营思路,再结合入驻的房地产品牌,将“智能化”作为整个运营的支撑点。第三、强大的设计师联盟,中塑·博美居家MALL将通过各个家装公司平台,建立起自己的设计师联盟。

而上海灯具城则在商业区引入品牌客户和高端商品,会展区引入一线企业展示新产品和新技术,办公区引入服务机构和关联企业,三区域相互促进、相互关联,并整合相关网站和电商平台,形成功能区内外的循环联动,最终为消费者创造价值。除此之外,上海灯具城还引入电子商务,将现有的照明专业网站和灯具城实体商场结合,形成网络虚拟流通平台与实体贸易流通平台的无缝对接,并通过网络优势,无限延伸灯具城的贸易功能和服务功能。

深圳华南城负责人表示,成功的卖场运营包括“天时、地利、人和”很多因素,而且也有时段的划分。因此,即使是兴旺的卖场也必须根据环境的变化而变化,要不断革新,不断发掘市场潜力,这样才能在众多的卖场中脱颖而出。

服务提至新高度

近年来,专业照明灯饰市场的涌现、扩建、淘汰、升级等无疑从侧面助推卖场服务上升至一个新的高度。诚如所见,当前,服务单一或服务缺失的卖场承受着越来越大的运营压力。而在卖场整个招商及运营的过程中,“服务”亦是一个难以逃避的课题。

“当前,以单一收取租金为目的、以坐商模式为主的传统专业批发市场已然不成主流。”广州光谷常务副总经理江泓表示,卖场的服务特性是其立足这个行业的关键因素,以“客户需求”为导向,以“服务”为核心竞争力,打造商户、业主、采购商和行业多赢的高端展贸平台,成为当下照明卖场发展的必然趋势。

据悉,在卖场服务方面,广州光谷旨在全力打造“光服务”平台,并提出了创新“五心服务”,包括:帮助采购商、经销商把好产品质量关,确保到广州光谷采购“放心”;帮助采购商、经销商采购到性价比更高的商品,确保到广州光谷采购“省心”;三是帮助采购商、经销商提供技术与设计支持服务,确保到广州光谷采购“安心”;四是帮助采购商、经销商提供采购一条龙配套服务,确保到广州光谷采购“贴心”;五是帮助采购商、经销商了解新产品、新技术等行业导向,确保到广州光谷采购“舒心”。

而行业备受关注的江门光博汇则表示将搭建6大创新公共平台,以形成完善的服务配套。除了提供采购分销、工程应用等交易服务,江门光博汇还将提供电子商务、物流配送、金融服务、技术研发、宣传推广、信息服务、人才孵化、文化娱乐等多方面配套服务,以深刻诠释卖场服务的重要性。

上海灯具城董事长韩宗淮表示,灯具卖场的竞争肯定会随着照明市场激烈的竞争而加剧,那么,谁最先变革,谁对运营模式进行创新,谁能给商家和厂家提供一个快速交易、廉价交易、方便交易的平台,谁能给消费者提供一个购物环境幽雅、卖场装修一流、售后服务完善的市场,谁就能笑到最后。

探讨“产权出售”利弊

在近期招商的照明灯饰专业卖场中,有三家卖场是颇受关注的。它们是江门光博汇、中山LED中国九州城和深圳华南城。这三家卖场在招商宣传中,都提到了同一个概念“商铺产权出让”。

LED中国九州城在投放的媒体平面广告中,这样写道“中山市LED照明首席产权商铺”“早买便宜、先买先赚、稀缺资源、升值有保障”。而江门光博汇则提出“光博汇具有颠覆性的经营理念,40年商业产权,商铺及高端写字楼可租可售,商铺拥有巨大的升值空间。”其广告语更是颇具诱惑力“中国照明史上最具投资价值的产权商铺,40年,您想拥有自己的产权商铺还是一直交租?”深圳华南城亦表示其LED光园项目将达成不同商户的需求,可租可售,灵活运用。

广东光博汇投资发展有限公司董事总经理郭修在接受采访时表示:“纵观目前中国照明卖场都是以租赁的方式进行经营,没有自有产权,如果市场人气日渐上升,同时土地持续增值,涨租就变成现实,这样就很难保障商户的切实利益,而在光博汇,这些顾虑将一扫而空。”

深圳华南城负责人从行业的角度分析道,卖场出售产权商铺是一把双刃剑。作为投资,商业地产市场总体呈上升态势,因此,未来的升值空间较大。当市场环境不太成熟或者经营环境不佳时,售卖物业可以回笼资金,解燃眉之急。但倘若卖场只租不售,将便于产权者后期统一进行规划、经营和管理,更容易做旺市场,提升商铺价值,管理得当还可以打造商铺物业的“品牌”。而对于商户而言,购买产权商铺可以暂时转移经营风险,促进商铺业主更加主动努力经营。同时,在寸土寸金的今天,卖场的“产权私有化”可以成为招商过程中的一大吸睛点。

上海一资深卖场运营人士则从理论的角度来为我们详细分析当前“产权式商铺”与“经营式商铺”的不同。#p#副标题#e#

他表示,产权式商铺的产生和返租模式的出现其实是发展商为了解决大卖场面积消化的难题,在此条件下,套现是第一位的,其要以市场需要做策略性引导。产权式商铺的招商工作主要侧重于以主力商家入驻来带动项目的销售,招商成了发展商和中介代理商所不能回避的问题,而大量商业项目的推出,放大了商家的可选择空间,发展商成了买方市场,处于劣势,一般需要牺牲一定的经济利益作为招商条件,招商成功就意味着项目操作成功了一大半,发展商所希望的短期利润最大化也成为可能。

经营式商铺则注重项目入市后的经营状况和物业升值,该类型的商铺需要依靠一定规模的产业基础和较为成熟的物流环境,在此基础上,对所经营的业态业种、经营环境以及经营档次进行升级,以提升项目的商业价值和发展前景,吸引投资者与经营者共同投资的热情。经营式商铺依靠产业和物流基础作为支撑,招商过程中对大型商家依赖程度不高,因为众多小经营户照样可以实现项目的规?;?。因此,该类型商铺的招商侧重以良好的经营环境带动同一业种范围内的多品种、多档次的经营。经营式商铺则不需要过多地借助媒体的宣传,而是有针对性地锁定目标客户群体,进行有效地信息传递。

投资回报趋合理

“现在,很多人传递着照明灯饰卖场‘供大于求’,市场竞争惨烈,‘倒闭潮’涌现之类的负面信息,在我看来,投建卖场,竞争是有的,风险是有的,但更多地应该看到:卖场投资运营从最初的暴利阶段日益步入利润合理化阶段。”中山古镇商会会长、东方灯饰董事长苏泽深表示,这些也正好给那些盲目投建卖场的老板们敲响了警钟。

不可否认,在“中国灯饰之都”古镇,由于大批新兴专业卖场在新建,从某种程度上,前些年卖场租金快速上涨的势头被抑制了。

如果说以前的照明灯饰卖场是建起来就不愁租不出去的话,那现如今的市场则完全颠覆了这一局面。当前,照明灯饰专业卖场的前期培育或预热时间要明显长于以往,简言之,是一场“持久战”。

行业资深人士表示,现如今的卖场想要成功需要有“守”和“熬”的心态,近两年,全国各个地方,由于卖场单方面涨租而导致业主集体抗议的新闻层出不穷,从某一层面来说,正是因为卖场方急于收回前期投资。所谓“心急吃不了热豆腐”,同样适用于卖场的招商和运营。

近两年,LED照明产业发展迅猛,由此催生了大批LED照明专业大型卖场,这些卖场的出现不仅是市场的必然选择,更是构建产需对接桥梁的重要平台。在LED卖场投资项目迅速、市场推广应用相对滞后的市场环境下,作为后来者的LED专业照明卖场,其发展必然需要经历一个痛苦而纠结的过程,因而需要投资方拥有一个良好的心态,也更加考验着经营者的智慧。

文章来源:大照明 作者:付冬冬
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