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五金渠道商家篇:优点覆盖率 难点影响力

2014-12-10 10:46 来源: 大照明 分享到:
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内容摘要:作为流通类产品的主流渠道之一,五金渠道是各照明厂商抢占终端的一个重要增长极。在企业看来,五金渠道的开发可充分挖掘潜在市场,加大网络铺盖,提升品牌知名度。而对于五金渠道商家来讲,这一渠道模式的开发、管理、维护等,目前是怎样的一种状态?让我们一同了解。

作为流通类产品的主流渠道之一,五金渠道是各照明厂商抢占终端的一个重要增长极。在企业看来,五金渠道的开发可充分挖掘潜在市场,加大网络铺盖,提升品牌知名度。而对于五金渠道商家来讲,这一渠道模式的开发、管理、维护等,目前是怎样的一种状态?让我们一同了解。

厂商亟需无缝合作

临沂世林照明董事长 刘明贤

在我看来,要做好五金渠道:第一、生产企业的产品通路要符合五金渠道的特点,企业的规划和愿景需有持续的实施能力;第二、地方市场需有一个高度认可企业且步调一致的运营平台,不仅承担着企业的产品销售,还包括文化的传播、品牌的维护等。

在我看来,五金渠道分为流通五金渠道和专业五金渠道两大类产品通路。流通五金渠道的特点是多元化经营,基本以照明、电工和配套的相关产品为主;专业五金渠道的特点是以专卖店或工程类产品为主。那么任何一个生产企业及运营商想在五金渠道发力、成就品牌,它们就必须具备自己独立的销售系统及针对市场运营的规划系统,二者缺一不可。

五金渠道的优势在于可以迅速起量,并在短期内使企业成为某一区域市场甚至行业的聚焦点。生产企业和运营商配合到位,品牌的口碑效应及影响力能让合作经销单位对产品的运用更加深入和放心,并逐渐成为其主力经营的第一梯队品牌。想成为照明行业五金渠道第一品牌或强势品牌的生产企业,必须与运营商通力配合,通过市场建设投入的加大及逐年的精心维护,成就品牌之路。

(整理/黄增光 发自山东)

高性价比产品是首选

木林森照明河南运营中心总经理 刘建军

河南省是人口大省,其中乡镇人口数量庞大,蕴藏巨大的市场潜力。运用五金渠道推广照明产品的优势是五金渠道其强大的渗透能力可以将产品快速普及到市场的每一个角落。五金渠道的很多商家品牌意识不强,对产品价格比较敏感。

作为省级运营中心,我们要做的更多的是引导五金渠道商家经营品牌,不断提升品牌意识,并协助商家召开产品推广会议,同时成立客服部,及时解决商家在经营中遇到的各种问题。

五金渠道流通的产品可满足乡镇市场的需求,如T8灯管、球泡、吸顶灯等产品需求量比较大,具有高性价比的产品品牌是商家的首选。此外,售后服务也是商家十分关注的问题。在我看来,五金渠道管理需要厂商共同努力:首先,厂家要严禁窜货现象发生,以保证统一的价格体系;其次,厂家需协助商家不断提升终端形象;最后,厂家要根据市场的需求不断推出新产品。

(整理/马荣奎 发自河南)

五金渠道 管理不易

贵州玉龙照明总经理 龙相国

五金渠道具有独特的优势:网络密集、覆盖面广。稳定的五金店一般都会有其固定的客户群体,这类消费者对五金店经营者的认可度也较高,相对来说,客户信任度较高。另一方面,五金渠道也有一定的不足,一般五金店面积不大,形象较为杂乱,产品价格、档次较低,品牌知名度不高,产品多以替换性产品为主。就照明产品而言,多是小型家用灯具,如吸顶灯、球泡等光源类产品。最为关键的是,一般五金店经营者对产品的推广意识薄弱,仍停留在“坐商”层次。

五金渠道的开拓工作不同于零售渠道、工程渠道等,五金渠道不需要太多的产品组合,直接以单品切入便可。但若想稳固五金渠道也要根据五金店的特点充分利用其优势,避免和调整不足之处,利用其广范围的覆盖及稳定的消费群体带动销量,但对其杂乱的形象和薄弱的推广意识也要加以调整和引导,才能更好地经营。

管理五金渠道不是一件容易的事,由于网点密集的特点,可能会在同一小区甚至同一条街道有多家五金店,这就需要加以斟酌筛选或者制定相应的?;ご胧?,以免不良竞争而流失客户,同时店面形象的提升、产品有序的陈列、推广意识的培养等都是需要注意的细节,店面越小越要留意细节,这样才能提升综合竞争力。

(整理/智宇航 发自贵州)

计划行事 细化管理

杭州永一照明总经理 木林森浙北总代理 石俊

五金渠道的“利”在于网点众多,分布广泛,而且多是直接面对客户,对品牌及客户群建设具有相当积极的推动作用,公牛排插能够深入人心就是在其发展前期深耕五金渠道。五金渠道的“弊”则是网点分布零散,而且基本为小型分销商,前期开发和后期维护对商家来说是一个不小的挑战。

目前,永一照明销售木林森照明产品的五金客户不算多,占据总销售额的18%左右。从产品销售方面看,五金渠道跟零售渠道、工程渠道完全不一样。永一照明五金渠道多以木林森照明LED球泡、T8灯管和T8一体化支架为主。在价格方面,五金渠道消费者偏向于低价位的产品,不太重视产品款式。

关于五金渠道的管理,我们也是一直在改进和完善。因为经销商分布广而散,而且单个店面每次拿货的数量不多,所以在维护和配送等方面确实需要花心思:1、线路安排。在配送乡镇的时候,我们分好几条线路,在同一条线路上安排几个乡镇的二十家店面左右;2、配送时间。以一周为一个周期,选择周一配送哪几条线路,周二配送另外几条线路……依此类推。永一照明通过长时间的开发和服务,与越来越多的五金店经营者建立了良好的关系。

在持续的开发和服务过程中,厂家的作用也是非常重要的。在物料这块,试灯台和小展板我们需要厂家大批量地派发。门头广告的宣传也非常关键,这块的制作和维护需要厂家与我们一起维护管理。

(整理/蔡梁峰 发自浙江)

最大的难点是“服务”

北京华超经贸总经理 许建国

五金渠道直接面对居民用户,产品以大流通快消品为主,对照明产品来说,光源类产品和低端家居照明产品比较受欢迎。目前,我们经营的照明产品比例约为60%,主营电工和照明产品。

对于五金渠道的运营,在我看来,要做好五金渠道,必须由公司做运营,因为五金渠道网点繁多而复杂,需加以规范化运营管理。而五金渠道的售后方面,特点是“点对点”,业务员要对接到位,服务到位。此外,五金渠道的库存问题也是我们比较头痛的,由于五金渠道做的都是大流通产品,库存的多少直接影响到销量。

在五金渠道的管理方面,最大的难点是服务。未来,在网点成熟、销量稳增的情况下,我们将实行“承包制”,把业务分区域承包给业务员,让他们自己做自己区域的生意,提高其积极性,共同把公司做大、做强。

此外,厂家应给予商家多一点的配合与支持,多派业务员支持商家开发和维护市场,多做推广宣传工作,提升品牌影响力。

(整理/汪梁 王强 发自北京)

用“组合拳”去占领市场

厦门少坤公司总经理 王坤生

据我所了解,目前,照明产品在五金渠道上占有的份额不多,约为20%,但照明这一领域是我们看好的一个增长点,未来我们也会重点投入精力去做。

五金渠道可以用“小而全”来概括,单店品类非常多,单个品类的量不是特别大。由于五金渠道的客户比较多,分散在每个角落,与终端的客户是最接近的,这些代理商的单个利润相对也会更高。我们是一个品牌运营商,同时作为五金代理商的上游,我们会把产品的价格控制好,这样才能做好服务。另外,做五金渠道的好处在于可以更好地调配产品品类。由于产品品类比较多,相对应的配送成本会比较低,这是显而易见的;但相对应的分类和细化配送会显得比较繁琐。

五金渠道和其它渠道相比,最大的优势在于品类多、利润空间大,五金渠道打的是“组合拳”,非??佳樯碳业氖盗?。

(整理/肖盛华 发自福建)

“市场见面率”即“产品销量”

西安永盛五金总经理 赵康

五金渠道一直以来是照明产品推广销售重要的渠道之一。运用五金渠道的利在于可以进一步扩大照明产品的市场见面率,提升销量。但五金渠道销售照明产品,基本上没有专门的展示区域,很难提升照明产品的品牌档次。

五金渠道与零售渠道、工程渠道等相比,在推广照明产品方面基本上都是搭配其它建材产品,且基本是简易的照明品类产品,例如节能灯、吸顶灯、厨卫灯等,产品价格往往要比专业灯具销售店面的略低。而零售渠道和工程渠道销售照明产品更加专业化,有利于在当地市场提升品牌的影响力。

企业运用五金渠道销售照明产品,一般很难做到有效监管。在五金销售中,照明产品很大程度只是“顺带销售”,销售量或低于专业店面销售。但由于五金店庞大的客户群,销售总量也不容忽视。在五金渠道销售管理中,厂家应当制定适合五金渠道的管理模式,在产品展示、价格以及政策支持方面给予指导和帮助。

(整理/杨永利 发自陕西)

品牌影响力在提升

南宁梦之光灯饰总经理 谌继能

五金渠道是照明销售渠道的重要一环,要做好五金渠道,最主要的是快速建立产品品牌网点,其次是建立产品快速销售的终端平台。但是,五金渠道网点分散,各个网点的销售量无法把握,开拓成本与收益不成正比,而且五金渠道需要在配送服务和渠道维护等方面增加成本。五金渠道对产品的要求是高性价比、质量稳定、利润空间大。同时,品牌对于五金渠道也有一定的影响力。

据我了解,地市一级的五金渠道已经完全引入了LED产品,但部分县级市场对于LED照明的认知和了解还不够。对于厂家来讲,发展五金渠道主要是开拓有上升空间的五金网点,引导这些网点增加照明产品份额。

在五金渠道管理方面,厂家需要制定详细的操作方案,同时根据实际情况灵活处理网点的布局,以网点数量来提升产品市场竞争力,此外还要针对五金网点推出合适的产品套餐。

(整理/陆德 发自广西)

五金渠道愈发“接地气”

深圳佳乐灯饰总汇总经理 林志加

通过五金渠道推广照明产品有利的方面在于:一是产品销量大,销售业绩得以提升;二是街头商铺五金店产品品类多,涉及有五金、建材、灯饰等,方便客户;三是库存压力较小,产品价格实惠。而五金渠道的弊在于商品繁杂,灯饰照明产品不够专业,一般是灯管类、镇流器类产品较多,灯饰品类因受场地的影响也不齐全,款式较少。此外,五金店没有灯饰体验区,售后服务较差。

据我了解,五金渠道的产品价格实惠,但利润较高。五金店的产品组合、款式偏单一,但也有别出心裁的一些产品包装出现在市场,如“欧普”的外包装就有区别,五金店类与零售、工程类是不同的。

一个企业品牌光靠零售渠道、工程渠道推广还不够,还得依靠五金渠道走量销售,由于五金商铺较分散零乱,给管理也带来了一定的困难。厂家一般在五金渠道的产品库存、广告宣传等上面投入较大,希望利用五金渠道带动销量,提升业绩。

(整理/缪敏 发自深圳)

将心比心做生意

华源五金建材总经理 陈红生

在我看来,当前,照明行业的生意本来就不好做,五金渠道推广照明产品会给部分五金零售店带来利润和可选性,但市场空间不大。我们店面内的照明产品以零售为主,常规产品包括球泡、灯管等,价格偏低,销量不错,主要是做街坊生意。

相对于零售渠道、工程渠道等,五金渠道的管理难度低。在我的观念里:自己做自己的生意,对于客户的需求,我们达不到,会转介绍给别人。而别人也会把一些客户介绍过来给我们,将心比心做生意。我们区域的代理商平时也会做一些促销活动,我们也会配合,以打响品牌知名度,更好地做深服务。

(整理/肖盼 发自湖北)

管理难点在于“配送”

湖南宝庆商贸总经理 陈勇

目前,五金渠道覆盖率比较高,很多五金代理商基本都有在销售照明产品,品类包括球泡、吸顶灯、灯管、开关插座、筒灯、射灯等,因此,通过五金渠道做照明还是比较有市场的。

据我所知,五金渠道的照明产品跟专卖店的照明产品是不同的,定位也不一样,五金渠道与配送、物流、批发一起打造“一站式”服务。除了照明产品,我们店内还销售电风扇、插线板、电胶布、浴霸、手电筒、开关插座等建材产品。

五金渠道的管理难点在于是配送问题,各乡镇市场的配送成本非常高,人员配置要更全面。而库存问题的处理也是一大难点,库存不能过多也不能过少。我认为,厂家要多向五金渠道的经销商推广好产品,多扶持经销商开拓、维护市场。

(整理/湛志波 发自湖南)

文章来源:大照明 作者:佚名
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