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市场“百花齐放”满园香

2013-11-07 10:42 来源: 大照明 分享到:
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内容摘要:“一花独放不是春,百花齐放春满园?!闭庹腔钡剖问谐〉恼媸敌凑?。

▲巴比亚古典灯饰北京旗舰店。

一花独放不是春

□文/本报记者 付冬冬

“一花独放不是春,百花齐放春满园。”这正是华北灯饰市场的真实写照。

据悉,华北地区覆盖了北京、天津、河北、山西、内蒙古等重要省市。在整个华北市场调研中,无论是美式灯、欧式灯、现代灯,还是水晶灯、中式灯,其市场追随者都为数众多,且灯饰商家多“情有独钟”,均对自己所经营的灯饰品类充满信心。

而正是这种预见与自信,让华北灯饰市场呈现出“百家争鸣”、“百舸争流”之态势。当然,这也在一定程度上体现出华北灯饰商家对于灯饰细分领域的优秀把控能力。

值得肯定的还有华北灯饰商家对于灯饰品牌的把控能力。市场调研得知,开元莱美、富兴巴比亚、钜豪、琪朗、海菱、牧羊人、阿尼玛、大丰等品牌均在华北市场表现良好。与此同时,华北灯饰商家均对“品牌助推销售业绩提升”持肯定态度。

在灯饰产品零售全面下滑的当前,华北灯饰商家正在积极转向工程渠道领域,以寻求销售业绩的突破,这也在一定程度上造成灯饰工程领域竞争之惨烈。有商家直言,在华北市场,在工程领域,竞争者之众较之以往明显增多,但利润空间之宽较之以往严重压缩。

与此同时,华北灯饰商家多数认为“电子商务确实对零售造成了一定的冲击”,电商最大的优势在于“价格”,但其对“高端灯饰销售”与“工程渠道销售”影响极为有限,很难蚕食该部分消费群体。另外,不少华北商家已经开始尝试运营网店,但多数业绩一般,因而现阶段电商平台的“宣传作用”明显大于“销售功能”。

北京

美式灯契合市场所需

巴比亚古典灯饰北京旗舰店总经理 李淑慧

我在万隆汇洋灯具城有两个店面,一楼的店面主要做水晶灯,二楼的店面主要做欧式灯,代理品牌为“富兴巴比亚”。与去年同期相比,今年我们灯饰品类明显增多,档次也有所提升。但今年,我们并未感受到“金九银十”的旺季到来,这期间,灯饰产品销量甚至有所下滑。灯饰品类方面,我比较看好美式灯。美式灯精致时尚,十分契合消费群体的市场所需。当前,与LED光源相结合的灯饰产品十分畅销。据观察,北京万隆汇洋灯具城目前大部分灯饰产品已应用LED光源,这是必然趋势。

电子商务发展至今尚不成熟,尽管价格方面优势显著,但品质和服务均难有保障。有客户反映,网购产品虽然和实体店款式一样,但质量相差甚远。

(整理/驻北京记者 汪梁)

看好欧式铁艺灯发展

盛光菲照明科技总经理 黄忠飞

我们主要经营欧式灯,细分则是云石灯。与去年同期相比,我们的灯饰品类增加不多,主要是玻璃铜灯,销量则与去年同期基本持平。

当前,我主要做的是老客户,所以一直很稳定,零售每个月可达十几万元,更多的销量是在工程上,但工程不固定,因而月销量难以统计。

今年,我最看好欧式铁艺灯发展,主要是因为价格便宜。LED光源主要运用于水晶灯,但云石灯难以融入,主要是因为LED光通量达不到,光效不适合。电子商务确实对我们有所冲击,一些客户总是感叹我们的东西贵,网上产品价格便宜,说实话挺无奈的。

(整理/驻北京记者 汪梁)

天津

灯饰销量同比有所下滑

天津河西区新世纪灯饰销售经理 马全河

我们店面主要经营欧式灯、现代灯,代理的品牌均是来自广东省的企业,如钜豪灯饰、日百丽灯饰等。今年9月份,我们销量与去年同期相比下降了50%。据市场观察可知,高端系列水晶灯或欧式灯,大众消费群体购买欲望较低;而实惠、简约的现代低压水晶灯、亚克力平板灯更能得到消费者的认同。

LED光源颜色变化更多样,也更美观,更能赢得人们的青睐,但LED需要更完善的售后服务及优质的配件配套来满足客户需求。实体店面经营和电子商务相比,电商的经营成本更为低廉,对我们实体经营也造成了不小的影响,主要是因为电商产品价格过于低廉。

(整理/驻天津记者 王强)#p#副标题#e#

山西

中式灯饰难受电商影响

太原方克灯饰经理 牛玉

目前,我们店面主营的是中式风格的灯饰产品,包括羊皮灯、木艺灯、铁艺灯和竹艺灯等,经销的品牌主要有乔菱、博安居等。

和去年同期相比,我们主要是增加了黄皮灯的款式,且在风格上形成了自己独特的定位,与当前市场中常见的白皮灯形成差异化。由于产品风格的变化,今年,我们店面销售整体较去年同期上升20%。

就今年的市场而言,个人比较看好酒店工程灯具,而以往应用于高档酒店、会所的奢华水晶灯现阶段销量估计会有所滑落。

如今,LED已经能较好地融入到水晶灯和现代灯的光源应用中,而在中式灯领域,目前LED尚未能有效切入。从光效上来看,白炽灯仍是最能烘托出中式灯效果的光源。

因为中式灯具有较强的个性化特征,以及本店主要业务是面对工程客户,这些都是电商无法参与竞争的,因此当前电商影响不到本店的销售。

(整理/驻山西记者 夏羽)

水晶灯依旧是市场主流

运城皇城灯饰总经理 黄庆彬

皇城灯饰目前主营的灯饰产品是欧式灯和水晶灯,代理的品牌有诺克、开元王子、开元莱美等。

和去年相比,我们将更多的精力从现代灯转向欧式灯、水晶灯,特别是今年在运城居然之家开设了1000平方米的形象店,展示了诺克、开元王子、开元莱美等品牌形象。今年,我们灯饰部分的销售业绩稳中略升,作为高端灯具产品的经销商,在经济大环境不好的氛围下压力挺大的,不过由于产品结构的调整,我们还是拉动了部分高端消费。

当前,水晶灯依旧是市场主流产品,欧式灯的销量也比较平稳。LED照明作为替代光源,已经逐渐融入到了灯饰领域,尤其是中高端吊坠水晶灯,几乎都选择LED光源。

电子商务的特点是短、平、快,这种特性比较适合流通类产品的销售。高端灯饰更注重的是服务和售后,而这都是电子商务的短板,所以电商很难蚕食到高端灯饰的消费群体。

(整理/驻山西记者 夏羽)

河北

低压水晶灯销量下滑严重

石家庄大丰灯饰总经理 陈军

我们主要经营大丰蜡烛灯和平板低压灯。今年,就销售业绩而言,我们与去年同期基本持平。从市场反响来看,传统低压水晶灯销量在下滑,且下滑幅度达50%,但是大功率LED光源水晶灯非常畅销。在我看来,黄水晶灯已经基本被市场淘汰,欧式灯受消费群体有限所约束,销量难见起色;中式羊皮灯的销量则不容忽视。

今年,我个人比较看好的中式灯品牌有海菱、牧羊人、阿尼玛;欧式灯品牌有诺克、凯撒琳;现代灯品牌则有大丰、琪朗等。就我目前经营的大丰水晶灯和蜡烛灯而言,基本上都采用了大功率LED光源取代传统光源。

电子商务对实体经营冲击很大,其最大利器就是“价格“,每年很多零售订单都被网店抢走,当然我自己也在经营网店,效果不错。电子商务未来会成为主流趋势,当前看来是难以避免的。

(整理/驻河北记者 王东亮)

小区推广成效显著

石家庄瑞月百惠灯饰总经理 马书生

去年,我们经营的是一些杂牌、散货灯饰产品,销量虽说可以,但是一直没能拥有一个品牌。今年,我们代理了渴望欧式灯,提高了店面档次。就销售业绩而言,与去年同期相比,我们基本持平,变化不大。

我现在所熟悉的欧式灯品牌有渴望、百得诗特、凯撒琳、圣嘉佰利、希莉娜等,这些品牌受到当地消费者青睐,其它高档灯饰产品则不太适合本地区消费水平。目前,欧式灯的光源还是用传统光源较多,主要是因为传统光源营造的效果更独特、更美好。

电子商务对欧式灯的冲击不是很大,毕竟选购欧式灯的群体相对有限。该消费群体还是偏向到店里实地看看灯饰效果、款式,我现在主要是在做高档小区推广工作,效果十分不错。现在已经不是坐等客户上门的时代,灯饰商家应该要多想办法方便消费者,甚至讨好消费者,才能提高销量。

(整理/驻河北记者 王东亮)

文章来源:大照明 作者:付冬冬
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