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提到王老吉,你会想到什么?提到蒙牛,你会想到什么?提到立白,你会想到什么?提到小米,你会想到什么?提到宝马,你又会想到什么?……这就是单品的魅力。在照明灯饰行业,尽管LED 元素的融入给产品研发、渠道开拓、营销模式等带来新的冲击与挑战,但并不能磨灭单品给企业带来的盈利与机会,尤其是在现阶段,尤其是对中小型照明企业而言。
综述篇:成败得失全系“单品”?

提到王老吉,你会想到什么?提到蒙牛,你会想到什么?提到立白,你会想到什么?提到小米,你会想到什么?提到宝马,你又会想到什么?……这就是单品的魅力。

在照明灯饰行业,尽管LED元素的融入给产品研发、渠道开拓、营销模式等带来新的冲击与挑战,但并不能磨灭单品给企业带来的盈利与机会,尤其是在现阶段,尤其是对中小型照明企业而言。

仍是产品竞争阶段

LED照明来势汹汹,混乱之际,摸索之中,有关照明企业及行业未来走势分析的言论不绝于耳。

有人说:“LED照明时代的未来是属于照明上市公司的,因为它们有资金、有资源、有技术、有人才?!?

有人说:“LED照明企业发展必须要充分整合产业链,整合上游、中游与下游资源,才能获得发展空间?!?

有人说:“LED照明企业必须着手全品类发展,否则难以支撑终端品牌形象店建设,难以打造强势品牌?!?

……

那么事实是什么?现状是什么?

事实是:目前,在LED照明灯饰行业,尚未出现真正意义上的品牌。现状是:在国内照明灯饰行业,95%以上的照明企业属于中小型企业。

现阶段,对于为数众多的,在资源、资本、资历方面均极为有限的中小型照明企业来说,竞争远未达到拼渠道、拼品牌、拼资本的阶段。它们中的大多数更未拥有能力去全面整合产业链,甚至还在为“温饱问题”头疼不已?;谎灾?,发展到目前,LED照明时代仍处于产品竞争阶段。

产品竞争阶段的最终落脚点是“产品”。面对产品布局规划,是选择丰富产品线,打造全品类,还是集中优势资源、奉行“单品为王”呢?很多企业最初选择或是第一选择是后者。

查看详细……

企业篇(一):更易打开市场 更难锻就品牌

发展到目前,LED照明行业仍处于产品竞争的关键阶段。在这个阶段,越来越多的企业携带强势单品涌入市场。单品企业在迎来新一轮发展契机的同时,也面临巨大的挑战和深深的隐忧。

长方LED照明 多品类发展

品牌化运作是未来发展趋势

深圳市长方半导体照明董事长 邓子长

“LED照明时代,产品专业化决胜还是产品多元化能赢?”,我认为应该是以专业化为主,多元化为辅。先做好一个单品或者几个单品,赢得客户,占领市场,然后再有步骤地研发更多产品,逐步丰富,企业绝对不是一来就搞多元化,毕竟精力有限、资金有限、资源也有限。

对于LED照明行业出现的“单品为王”现象,我认为这很正常,也是LED照明发展过程中的合理现象。单点突破,肯定比全面突围更有力度、更有把握。同时,做好单品也有利于企业自身的规模采购及生产优势,可以降低成本,获得企业发展的流动资金,这也是众多中小企业选择最多的模式。哪怕是大企业,实力再雄厚,在初期也应该循序渐进地进行产品摸索和开发,毕竟LED照明是一个新兴的产业,技术更新很快,需要谨慎小心,步步为营。

做“单品”的企业在渠道推广方面的优势是便于集中所有资源,可以不断提升单品的性价比,用规模优势击败竞争对手;劣势是产品线单一,由于单品战略靠的是性价比,因此利润有限,战略回旋余地不大,盈利越来越困难,甚至难以为继。

在前几年LED照明市场快速发展时期,大多数企业都是采取单品策略。但是随着2013年的过去,特别是2014年的开始,终端市场已经开始越来越青睐于品牌化的运作模式,商家希望合作伙伴是一个有实力的厂家,一个有前景的品牌,有几个优势单品作为支撑,产品线全面覆盖家居、商照、工程等的综合型LED照明企业,这也是未来中国LED照明行业的发展趋势和方向。

对于长方照明来说,作为国内领先的LED照明公司,自从2012年深交所上市以来,一直致力于LED照明市场的开发与拓展。长方公司将把品牌建设、产品规划、渠道建设等有机结合起来,做好几个优势单品,带动全线产品,并坚持流通产品和利润产品相结合的思路,产品全面覆盖家居、商照、工程领域。当然,还是那句话,我们会分阶段、分步骤稳定推进,这个过程不是一蹴而就的。

查看详细……

企业篇(二):先专业化做强 再多元化做大

“先专业化做强,再多元化做大”,这是LED照明企业发展的必经过程和必然规律。我们不得不看到,即便一些号称“全能冠军”的企业在市场上也只是靠几款单品冲锋陷阵。如此,中小企业实在无需妄自菲薄,明天依旧美好。

柏年照明 强势单品:LED厨卫灯

单品仍是不可或缺的支柱

中山奇美澳照明总经理 胡伟悦

LED照明时代,我更倾向于产品专业化制胜。就我们公司而言,从成立以来,就一直专注于厨卫灯的研发和制造。无论是传统厨卫灯,还是LED厨卫灯,无论是产品技术,还是款式,我们都领先于行业。正是依靠单品,我们实现做大做强。

如果一个企业能做到在某一个单品领域内没有竞争对手,并且得到行业的认可,是非常不错的。行业内的很多品牌也都是靠单品做大的,如传统照明“三巨头”欧普、雷士、三雄·极光。现在一些企业虽然“大而全”,但是真正卖得好的产品还是某些单品,这些单品仍然是它们的支柱。

在我看来,企业奉行“单品为王”,就必须做到:1、对产品及产品品质专注;2、拥有足够的研发和制造能力;3、对市场形成快速反应能力,能及时推陈出新。

当前,柏年厨卫灯获得市场及行业的广泛认可,正是我们长期坚持的结果。为此,我们也将一如既往地专注于LED高端厨卫灯的研发和制造。我相信,只要我们用心做,只要产品做好了,再加强品牌推广,就一定能得到消费者的认可。单品亦可称王!

查看详细……

商家篇:单品冠军? 市场尖刀!

近期,有行业人士指出,LED时代,想要分得市场蛋糕,需在某个产品细分领域做得出类拔萃。那么,各地LED照明经销商对“单品为王”持有着怎样的态度?他们是否愿意专做一类单品,发展市场?……让我们一一揭晓。

“单品为王”有助于渠道建设

河南大运光电总经理 阮祥宝

LED时代,“单品为王”的策略有助于快速开展渠道建设。一款有市场竞争力的单品就像一把“尖刀”可以快速地切入市场,被经销商所接受。在我看来,单品冠军最大的优势就是使品牌成为某一产品品类的代名词,无论是经销商还是终端用户在提到某一产品时就很容易想到这个品牌,这有助于品牌的快速成长。

在选择代理品牌的时候,我更倾向于“单品为王”的品牌,主要原因是在一个品牌刚切入市场时需要强有力的单品来推动。目前,市场竞争十分激烈,品牌只有在单品领域突破才能赢得市场。

河南市场已经有很多成功案例,比如佛山照明的球泡灯、亿光LED照明的天花灯、木林森的T8支架、韬播的平板灯等,这些品牌从单品领域突破,实现渠道的快速铺设和市场份额的大量占领,取得了很好的效果。

查看详细……

延伸阅读

做好大单品

2009年以来,随着家的品牌推出的不锈钢系列产品上市后,引发了整个电工行……[详细]

LED照明:做单品冠军还是做整体营销?

所谓单品战略,是指企业根据目标消费群体的特点,集中有限的资源,研发某个单品或单品系……[详细]

诚信是LED厂商互赢的基础

LED市场竞争愈演愈烈,各厂家、各品牌都在“竞跑”,其竞跑的方法:一是准备出击……[详细]

其它专题

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随时随地,行业就在你身边!

在LED照明时代,对于资源、资历、资本都十分有限的中小型照明企业来说,“单品突破”是其在发展过程中寻求突围的一大利器。
棒棒彩票是合法机构吗
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