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相对于国内市场渠道建设与品牌打造的“投入”、“高压”与“繁复”,外销市场看似要简单、轻松很多。但如果你只是这样理解外销市场,那你就错了。在全球经济持续疲软的今天,在全球LED照明持续放量的今天,在大批照明企业倒在“明天”来临之前的今天,外销市场,你有必要看得更清楚些。

相对于国内市场渠道建设与品牌打造的“投入”、“高压”与“繁复”,外销市场看似要简单、轻松很多。但如果你只是这样理解外销市场,那你就错了。在全球经济持续疲软的今天,在全球LED照明持续放量的今天,在大批照明企业倒在“明天”来临之前的今天,外销市场,你有必要看得更清楚些。

外销增长乏力

A企业是佛山市一家老牌商业照明企业,在国内及国外市场摸爬滚打二十余载。2013年,A企业最明显的感觉就是外销业绩增长乏力。据该企业负责人表示,2013年,企业外销业绩同比增长不足5个点,而在过去,同比增长至少在10个点以上。

对于“外销业绩的下滑”,他也作了一些分析:全球经济大环境的问题、人民币汇率的问题、国内企业比价恶性竞争的问题、国外市场自我?;さ奈侍?,等等。

不得不承认,A企业当前对于外销市场是越发谨慎与小心,甚至连“外国客户的诚信问题”都不敢忽视,一般都是“收钱”、“发货”同时进行。

A企业的感觉并没有错。从宏观来说,当前我国确实面临外贸进出口总值同比增速放缓、出口总值同比增速放缓等现实问题…【详细

2013年,欧美市场逐渐有复苏。许多国内的LED照明企业对外销市场这块蛋糕“虎视眈眈”。在照明行业洗牌加速、竞争日趋白热化的2014年,企业在拓展外销市场是出于怎么的考虑?又将面临怎样的压力?期待取得怎样的成绩?

抓住一切时机抢占外销市场

中山木林森照明营销总经理 林纪良

对木林森来说,外销市场仍然是不容错过的市场,无论是提升产品销售额、助力企业的发展还是提升品牌知名度,外销市场一直是木林森的重头戏。

目前,木林森用于外销的产品以传统照明产品为主,出口的传统照明产品北美市场占比29%、欧洲市场占比22%、日本市场占比8%。与此同时,其它新兴市场对LED照明产品的接受程度普遍提升,这也是木林森不可忽视的一块待深入开发的“肥沃土壤”。

在我看来,木林森的LED照明产品在国内市场和国际市场的表现各有千秋,渠道运营模式不尽相同。但现阶段,木林森还是以OEM/ODM、工程为国内市场的主要渠道。

2013年,木林森LED照明产品的外销占比约为20%,产品主要销往欧洲、北美及东南亚,外销占比较2012年有所提升。值得一提的是,2013年,木林森的OEM、ODM外销订单持续增加,业绩持续上扬。据悉,木林森推出了第一款拿到UL认证的灯管,出口产品均符合DLC、CE、ERP等相关国际认证的要求…【详细

对商家来说,做外销市场根本无法与企业做外销市场相比。一行业资深人士分析,商家做外销无非是两种途径:1、本地的中外合资工程;2、外商的人脉关系网。因此,除了沿海、边境及靠近港澳台地区的商家可能会在外销市场分得一杯羹以外,内陆商家基本上是“望尘莫及”。

看好2014年外销市场

厦门立达信绿色照明广东分公司经理 张雪峰

2005年开始,立达信照明开始设立国内销售分公司,逐步拓展国内流通渠道,但目前为止,90%的份额依然来自于外销市场,其中,以欧洲和亚洲市场为主,南美市场增长势头也较为强劲。

近两年,LED外销市场呈现出的特点:一、产品交易价格下降很快;二、对性能及参数的要求逐步放宽,对寿命及光参数要求没有以前那么苛刻;三、订单增长比较迅速,尤其是东欧、南美等发展中国家增长明显。

随着更多资本的涌入,越来越多的企业开始进入外销领域,在竞争日益激烈的当下,我们不断拓宽渠道、拓展大客户、整合供应链及加强产业链之间的合作。就企业自身而言,需不断提高生产效率、开发新产品、新技术,实现精益化生产。

针对当前态势及发展轨迹,预测2014年市场将有以下变化:一、成本快速下降,订单快速增长,新产品、新技术更新频率加快;二、在设计上不断推陈出新,提升产品工艺、技术水平,拓宽产品层次,优化产品结构,丰富产品线;三、内部梳理、成本优化;四、拓展新市场、新客户,增加收入增长点……【详细

延伸阅读

外销电工企业如何做国内市场?

有的外销电工企业觉得外销市场比较简单,而内销市场明显复杂很多;有的外销电工企业认为内销市场竞争异常激烈……[详细]

外销型电工企业必须做国内市场

在王邦电器、金本电器试水内销市场取得不错的成绩之后,不少电工企业已经做好了进入内销市场的准备,还有的企业已经招聘了一批营销人员开始试水国内市场……[详细]

特优仕江苏镇江市场动作频频引关注

特优仕照明设计师推广会在3月28日晚于江苏镇江正式召开,照明行业的150多名设计精英们欢聚一堂,共同交流、研讨有关照明设计的课题……[详细]

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随时随地,行业就在你身边!

对于外销型照明企业来说,要想获得可持续发展或打造自主品牌,进军国内市场是最优选择;但既然选择就应该做好充分的心里准备,如果抱着“浅尝即止”的心态,要想最终有所收获,只能说一个字“难”!
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