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【渠道万里行之粤西】阳江市阳西县:市场容量小,商家多而“懵”

2014-05-08 14:12 来源: 大照明 分享到:
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内容摘要:“照明渠道万里行”粤西小分队在拜访当地经销商时了解到,近几年来,不少知名房地产巨鳄纷纷前往阳西县抢占阳江滨海资源,阳西县泛家居行业发展或进入高速增长阶段。

 大照明讯(记者 李隆洁 郭义纶 杨小连 黄嘉存 李鸿儒)阳西县地处广东省西南沿海,地理位置优越,旅游资源丰富,有沙扒月亮湾、河北港湾等多处天然海滨浴场,还有多处旅游温泉,旅游业正处于蓬勃发展的阶段,酒店、宾馆也随着旅游业的发展不断涌现?!奥糜涡送频暝龆?,酒店增多刺激灯饰行业发展”,这是阳西县的发展现状?!罢彰髑劳蚶镄小痹廖餍》侄釉诎莘玫钡鼐淌绷私獾?,近几年来,不少知名房地产巨鳄纷纷前往阳西县抢占阳江滨海资源,阳西县泛家居行业发展或进入高速增长阶段。


▲佛山照明在阳西的店面。


  LED在阳西县较为普及,中低价位产品较受欢迎,飞利浦、雷士、欧普、三雄、美的、澳克士、三星LED、佛山照明、品上等品牌的产品均能找得到,灯饰店大多是小店,大店较少。通过走访,小分队了解到,商家对LED照明的理解有限,对LED照明知识的认识也匮乏,尽管地理位置优越(临近珠三角,LED照明普及较早),但具体LED光源与传统光源的异同,商家们大多说不清楚。消费者尽管知道LED,但只知道它省电,其它一概不知。因此,整个阳西市场处于“懵懂期”,很多商家表示,希望厂家、企业能多组织一些专业培训,内容多涉及LED产品、销售等方面。


  LED照明知识普及到县


  据了解,阳西县一共有两家欧普专卖店,其中一家的老板是两夫妻,两人都是中学老师,除经营照明之外还有广告公司。交谈中,粤西小分队发现,老板娘只知道欧普照明的产品外观、质量等外表方面胜于其它品牌,具体LED光源有什么优势,说不清楚。鉴于此,小分队从产品知识和营销知识对老板娘做了比较全面的普及讲解。最后,老板娘表示,与“照明渠道万里行”浙江小分队的这次交谈收获很多?!?/P>


▲粤西小分队与阳西县欧普分销商(右二)交流。


  县城的灯饰商家多为转行人,对行业的认识不多,做生意有点“得过且过”之嫌,因此,要想行业健康发展,上游企业、厂家应加强专业知识普及程度,多组织一些培训活动,影响商家,甚至消费者。


  当地工程多为雷士所做

▲粤西小分队到访阳西县雷士照明,与总经理刘正结(中)合影。


  阳西县名居灯饰是雷士照明阳西代理商,总经理刘正结一直在关注“照明渠道万里行”粤西粤西小分队的动态,有趣的是,粤西小分队5月6日入住的云海酒店的整体方案和照明产品都是由刘总提供的,整体效果非常不错。


  刘总透露,“五一”前,他们做了几个酒店、会所的工程,效果都不错?!拔逡弧逼诩?,还针对性地做了一些促销活动,以提升销量。这样做的原因是,今年上半年的生意较去年略显冷清,主要受电子商务影响,还有很多消费者直接去中山古镇进货,导致许多客流量流失。


  最后,刘总还打趣说:“现在的客户都要LED,不是LED客户都不要。就算不是LED也要说是LED?!庇纱丝杉?,LED在阳西县已经不是什么新奇的东西了,只是需要进一步的进行知识普及,让行业更加健康地发展。


  第一个“吃螃蟹“的商家


▲阳西县欧普代理商、新视线灯饰负责人陈仁海(左)与小分队队长郭义纶(右)。


  在阳西,新视线灯饰应该是第一家灯饰店铺,在经营灯饰之前是做五金的。2005年,经理陈仁海便选择了欧普照明,当时欧普作为一个品牌,产品价格让人“望而生畏”,开店之初,很多人都对陈经理的选择表示质疑和不看好。后来,随着阳西房地产业、旅游业等的发展,新视线慢慢地做起来了,成为了第一个成功“吃到螃蟹”的商家,目前店面面积达600多平方米,是阳西县数一数二的大商家。


  近两年,阳西县的照明灯饰商家逐步多了起来,竞争进入了白热化的阶段,小分队走访了解到,有一些灯饰店正在清货,挂出了“店铺转让”的字样。


文章来源:大照明 作者:李隆洁 郭义纶 杨小连 
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