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LED天花灯市?。阂牟唤鍪窍?/h1>
2013-12-02 16:38 来源: 大照明 分享到:
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内容摘要:据有关部门统计,2011年,LED照明市场渗透率仅为1.4%,但3年后(2014年)将会达到9.6%,LED照明在短短4年内有近7倍的增长空间。随着LED渗透率持续增加,作为通用型光源产品,凭借节能、环保、寿命

据有关部门统计,2011年,LED照明市场渗透率仅为1.4%,但3年后(2014年)将会达到9.6%,LED照明在短短4年内有近7倍的增长空间。随着LED渗透率持续增加,作为通用型光源产品,凭借节能、环保、寿命长等显著优势,LED天花灯整体发展态势持续看好,且拥有着十分诱人的市场前景。

销售占比居高不下

近两年,被广泛应用于商业照明和工程照明的LED天花灯终端市场持续火爆。自2012年以来,LED天花灯作为传统灯具的替换及替代产品,其产品销量在市场上取得了快速增长,并在众多企业的LED照明产品销售占比中居高不下。

“LED天花灯销售额占到国星光电所有LED照明产品总销售额的31%,它是公司今年抢占市场的‘明星产品’。”国星光电总经理助理、照明事业部总经理徐振锋如此说道。

“LED天花灯占我们公司LED照明产品总销售额约20%,属于主流产品之一。LED天花灯系列产品在流通渠道以及工程渠道都是必需品。因此,LED天花灯的产品销量对LED产品的总体销售而言具有战略意义。”嘉美照明营销中心市场部经理李志锋告诉记者。

“LED天花灯在昭信LED的产品销售体系中占有较重比例,其作为商业照明产品的重要组成部分,一直是我们必不可少的产品线。”广东昭信照明科技产品总监黄瑞清表示。

广明源照明董事长兼总裁洪燕南表示:“LED天花灯在公司所有LED照明产品销售总额中所占的比例约为25%,是广明源目前在国内市场的主打产品之一。”

名派照明电器总经理程敬鹏表示:“LED天花灯作为名派照明的四大支柱产品之一,其市场销量占比约为25%。”

特优仕照明产品管理中心总经理郑子豪则直言:“今年,LED天花灯市场依旧呈现出快速增长趋势,增幅达100%。”

来自企业的真实声音,毋庸置疑地证明了现阶段LED天花灯市场的火爆程度。

据行业资深人士分析,LED天花灯市场火热,主要有以下原因:第一、LED天花灯本身就属于照明市场上的主导流通产品,有一定的市场容量;第二、在全球推动低碳经济的背景下,市场对LED照明产品的整体需求日益攀升,LED天花灯市场被寄予厚望;第三、LED天花灯应用广泛,且其销售渠道也多元化,在终端专卖店、五金批发渠道、工程渠道、灯具市场等都可以看到LED天花灯的“身影”;第四、成本下降速度快,市场容量一升再升。

鉴于此,各企业纷纷将生产、销售LED天花灯作为抢占终端市场的利器,如此一来,LED天花灯市场的火爆也就不足为奇。

产品价格日趋“亲民”

在照明行业,有这么一句话很流行:“照明领域从来不是什么高科技的‘圣地’,大众化、平民化才是它的本色。对厂商而言,靠技术撬开市场大门不过是个噱头,以价格占领市场才是王道”。因此,在研发技术不断进步、制造成本持续下降、产品品质不断优化的当下,LED天花灯的市场价格更加“亲民”显得“理所当然”。

“随着芯片技术的成熟、成本的降低,质量较好的一款3W LED天花灯的售价从60元以上,降到目前的15元左右。”广东凯西欧照明总经理吴育林表示。

“一款3W LED天花灯市场价有5元左右,也有的卖到几十元。”上海绿源常务副总裁罗权兴这样说道。

“随着LED天花灯成本的下降,高、中、低端的LED天花灯市场价格都有所下降,降幅在15%左右。”千华科技照明营销总监邓苏文表示。

“有的厂家为了获取短期利润,不断以低价来冲击市场,部分3W LED天花灯的市场价更是低至4.5-5.5元。”中山市宏创光电总经理何富萍对此“价格战”现象表示很无奈。

LED天花灯价格“亲民”已经成为发展趋势。在采访中,不少企业也道出了个中缘由:“近两年,随着更多的资本涌入LED领域,LED企业数量越来越多,对LED天花灯市场来说,受上游影响比较严重,产品价格因此变得更加亲民”。亿光照明产品运营总监田波认为,在技术不断成熟的条件下,LED天花灯的外壳、PCB电路板、LED发光二极管等的成本都有所下降,进而导致了LED天花灯的市场售价有所下调。

“目前,市场上依旧充斥着部分低质低价的LED天花灯,生产这类产品的企业多是以量取胜,而一些以‘品牌’发展为长远之计的企业在低价产品的冲击下为了占据一定的市场份额,不得不重塑价格体系来提高市场竞争优势。”江门创业照明总经理陈扬如此总结道。

与此同时,对于终端消费者来说,由于对LED天花灯产品结构及品牌理解不是很透彻,致使更容易接受“低价”产品。这也是导致LED天花灯价格不断下降、市场竞争惨烈的原因之一。#p#副标题#e#

品牌产品领跑市场

中山市名派照明电器总经理程敬鹏表示,现阶段,LED天花灯已经由“暴利时代”向“微利时代”过渡,因此对企业的综合实力要求更高。在竞争日益激烈的当下,LED天花灯企业间新一轮的“博弈”仍在持续,如何提高企业的市场竞争力,是每个企业都需要考虑的问题。

行业资深人士分析,未来的LED天花灯必将着重于光品质的研发。光品质的要素主要体现在一致性、无差异和显色性三个方面。“一致性”要求产品在长期使用过程中,在不同环境、温度下都要确保光品质的一致性,同时还要保持颜色的无差异和应用中的良好显色性。随着LED天花灯应用范围的扩大和发展,越来越多的照明应用要求LED产品能够实现更高的光通量、更多的流明、更低的物料成本以及更快的投资回报周期,这将给LED厂家带来更多的机遇和挑战。

“快一步是先驱,慢一步是先烈”,为了顺应市场变化,部分有实力的品牌企业在产品技术、性价比、产品品质等方面持续领先。

国星光电总经理助理、照明事业部总经理徐振锋表示,国星光电的LED天花灯NS-KD1-M3/L3实际测试寿命超过30000小时,产品品质有保障,可实现十年免维护;产品外形简洁美观,易与各种天花吊顶完美配合,极具竞争力。而亿光的LED天花灯均采用亿光COB,显色性好、照射无重影、品质稳定,据悉在终端市场上极受欢迎。

而特优仕照明的LED天花灯产品则主要分为:以性价比著称的、面向大众的“小薇系列”流通品;以技术见长的、面向工程客户的“晓月系列”和高端的、以工程为主的“卓越系列”。这三个系列基本覆盖了所有客户群。特优仕产品管理中心总经理郑子豪表示,特优仕照明LED天花灯最大的优势为“质量”+“价格”的综合性价比较高。而广东凯西欧照明总经理吴育林则表示,目前公司已购买两部3D打印机,用于新产品研发打样,通过增强LED天花灯的研发能力,并采用定做模式和批量生产相结合的方式来服务客户,全面占领LED天花灯市场。

这些优势,在企业提高市场竞争力时,是绝对的“杀手锏”;而在商家选择代理品牌时,亦是不可抗拒的诱惑。

“产品品质”支持率72%

在“选择LED天花灯产品代理时,你会考虑哪些因素?”的市场调查中,商家的想法不一。

临沂世林照明董事长刘明贤:“在选择LED产品代理时,应该根据当地区域的市场实际情况进行考虑。因为,每个品牌企业都有自己的拳头产品,比如我们选择LED光源类产品会率先考虑木林森、选择超薄面板灯时会想到珠海韬播等。同时,我们选择产品代理还要看厂家资金实力和营销模式,观察其优势产品是否符合当地的市场需求等。”

广州双盛灯饰总经理张双钧表示,在选择品牌时会主要考虑产品和服务。因为没有质量过硬的产品无法打动消费者,没有良好售后服务则很容易陷入“同质化”怪圈。

北京玉盘明珠商贸总经理张学川则觉得在选择代理LED天花灯时,最吸引自己的是产品的高性价比、企业形态以及经营策略。

而北京华超经贸公司总经理何军的要求则更严格,他表示自己会综合考虑的是产品质量、公司实力、营销政策、营销团队实力。何总还表示自己非??春醚├程匚蠢吹姆⒄?。

市场调研得知,商家在选择代理LED天花灯品牌时会考虑的因素中,“产品品质”以72%的支持率高居榜首,“企业实力”则以57%的得票率居第二,“品牌影响力”以46%排名第三,而“对商家的扶持政策”支持率为38%,排名第四;而“产品价格”(34%)、“售后服务”(27%)、“企业研发力度”(16%)的得票率紧随其后。与此同时,“企业定位”、“经营理念”、“销售模式”、“宣传力度”亦是商家会考虑的因素。

由此可见,单纯靠价格来夺取市场的时代已经过去,更多的因素正影响着商家的选择,而商家在选择产品代理时,已经变得愈发理性。

不得不承认,商家观念的改变直接或间接地改变着终端市场格局,低端产品的市场正逐渐萎缩。

对此,中山市名派照明电器总经理程敬鹏也道出了自己的看法。他表示,今年4月份之前,低端LED天花灯市场关注度及渠道渗透率十分明显。但由于低端LED天花灯频繁地出现色差、售后等方面的问题,导致经销商对批发价为7-10元的LED天花灯推广力度有所下滑,而对批发价在17-35元间的中端LED天花灯青睐有加。

上海绿源常务副总裁罗权兴亦表示,随着数家生产和销售低端LED产品的企业接连倒闭,使得商家在选择产品代理时的观念发生了很大的变化,不再一味追求低价产品,并在终端市场上加大了对中高端LED产品的推广力度。另一方面,终端消费者对LED照明产品的接受度和认知度也在不断提升,并开始接受和选择中、高端的LED产品,推动了LED市场向前发展。

文章来源:大照明 作者: 余海伦
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