大照明首页 | 宏观 | 专题 | LED | 灯饰 | 电工 | 配件 | 卖场 | 渠道 | 评论 | 人物 | 电子报
LED照明时代的来临,无疑让之前略显沉闷的工程市场再度焕发出新的活力。作为广受照明厂商青睐的工程渠道,竞争也因此变得更为激烈?!叭绾卧诠こ淌谐⊥延倍觥?、“厂商在工程领域如何协作”、“工程渠道与流通渠道如何取舍”……越来越多现实问题摆到了眼前。工程市场的“红与黑”,亟需正视。

LED照明时代的来临,无疑让之前略显沉闷的工程市场再度焕发出新的活力。作为广受照明厂商青睐的工程渠道,竞争也因此变得更为激烈?!叭绾卧诠こ淌谐⊥延倍觥?、“厂商在工程领域如何协作”、“工程渠道与流通渠道如何取舍”……越来越多现实问题摆到了眼前。工程市场的“红与黑”,亟需正视。

工程市场还是肥肉

“江苏淮安电视塔照明工程招标”、“安徽合肥天水路照明工程招标”、“甘肃武威城区道路照明工程招标”、“江苏苏州办公大楼泛光照明工程招标”、“江苏常州中华龙城创意产业基地一期项目市政绿化景观照明工程中标”、“江苏南通225省道改线照明工程招标”……

以上是从某个招标网上截取的实时信息。据初步统计,在此网站,平均每1天发布15条左右的照明工程招标公告,而在全国一年(2013年4月16日至2014年4月16日)范围内,一年的照明工程招标信息多达3822条(实时搜索数据)。这也从某个侧面印证了当前…【详细

高性价比产品为竞争再添砝码

佛山国星光电照明事业部总经理 徐振锋

国星光电专注于LED商业照明,因此工程是国星业务的重要组成部分。国星在工程拓展中主要有源自两方面的阻力:一是近几年LED发展得很快,很多企业、资本涌入,照明市场竞争激烈,从而导致市场上的LED产品参差不齐,造成市场对LED照明产品产生质疑;二是价格方面的压力,很多厂家用超低的价格来进行推销,实际上偷工减料,降低产品质量,扰乱了正常的价格体系,影响市场的良性竞争。

工程渠道、流通渠道都代表了企业的形象,优质的产品则是大企业的门户,是企业良好发展的信誉。国星光电从不参与低价营销的恶性竞争,而是通过加强研发,在产品外观、技术性能等方面实现新突破,通过规模效应降低成本和价格,实现最高的性价比。

工程渠道和流通渠道产品是针对不同消费市场开发的不同照明灯具,是根据不同使用场所及照明的特殊性设计照度、流明和配光曲线的。高品质、高性价比的照明产品使得国星在照明市场的拓展中形成了独有优势。

工程渠道主要针对工程项目及一般工程代理商、建筑商、装饰设计公司等,这些中间商大多在行业里都具有专业性,在工程上对产品质量、光学设计、光电参数等要求更高、更严谨,当然生产成本要求更高。

售后服务这一方面,也是国星最重视的,品牌的铸造离不开高性价比的产品,而优质的售后服务体系也影响着品牌信誉的提升,为此,国星一直致力把用户满意度放在…【详细

经营工程犹如打猎

杭州伟嘉照明总经理 许华伟

经营工程对我来说,就犹如打猎,打到大的猎物,收获让人惊喜,然而工程销售自身没有规律可循,时好时坏。的确,工程走量大,利润高,但我并不认为只有实力经销商才有资格去做。这是一个“识时务者为俊杰”的时代,做关系、做差异才是“正道”。

确实,现今多数工程回款尤为艰难,特别是和乙方合作,让人望而生畏。成本投入高,收成却趋少。对我们来说,工程渠道也没有章法可循,只有不断维护、不断开发、宣传品牌,提高市场见面度,提升品牌形象。

面对市场竞争激烈,我个人认为,无论何种渠道,产品质量都必须过硬,售后服务同样重要。在价格上,工程渠道产品与流通产品没有可比性,为此,很多商家给厂家的建议就是做好品质、做大品牌、做好服务,给予技术、物料等相关支持。

工程渠道本身充满着诸多不确定因素,工程产品也是一样。我们仓库里以流通类产品为主,以便迅速配发,工程方面则更多的是配备部分常规性产品,定制型产品则另当…【详细

延伸阅读

林纪良:“渠道建设”与“品牌建设”需要双轨并行

“渠道建设”与“品牌建设”必须双轨并行,“建设品牌”的同时要“建设渠道”,“建设渠道”的同时也要“建设品牌”……[详细]

厂商全国连轴转 共证渠道多惨烈

伴随着2014年春季慢慢走远,照明行业各大品牌厂商第一季度渠道开拓工作也暂告一段落……[详细]

华帝股份:去年末KA渠道进店率超六成

华帝股份披露的《投资者关系活动记录表》显示,截至2013年末,公司苏宁国……[详细]

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随时随地,行业就在你身边!

对于商家来说,转型亦是刻不容缓。越来越多的商家心里明白:工程、大流通渠道只有双管齐下,才能实现稳定、可持续经营。正如临沂鑫丰达灯饰总经理姜军所说的那样:工程领域仍是一个“香饽饽”,但我们要的不仅仅是工程“肥肉”,还要把渠道网络建设完整,把产品铺到各地市场去,工程渠道与流通渠道相辅相成,把各自的作用发挥极致才能做好市场。
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