“There is no right to speak without investigationâ€, channel distributors have become the most talked-about group in China's lighting industry. So, how does this group view the market performance of East China Light Source Enterprises? In their eyes, what is the difference between Huadong Light Source Enterprise and Guangdong Light Source Enterprise? The author visited 34 distributors of Huadong light source products in 22 cities across the country, let us listen to their opinions.
In recent years, China's light source products have been transformed into technology-intensive
Northeast China: Promoting problematic development space The economy of the Northeast region is not developed, and the positioning of East China Light Source Enterprises is relatively high. Under this circumstance, some East China Light Source enterprises have neglected the promotion and promotion in the Northeast. However, in the eyes of many northeast distributors, the northeast light source market is very huge. If the East China light source enterprises pay attention to it, there will be a good harvest.
General Manager Sun of TCP Lighting Liaoning Logistics Center said that TCP lighting entered the Liaoning market in 2006, and the sales situation was just beginning, but the product quality was recognized by some hotel malls. The logistics center needs to improve its sales network, penetrate the terminal and engineering markets, and increase the placement of outdoor advertising.
Yan Yugang, manager of Harbin Henghui Lighting, said that the Heilongjiang market mainly includes Sunshine, Chenhui, Luyuan and Baodi. The strength of Huadong Light Source Enterprise is relatively strong in the whole industry, and their overall concentration is higher than other companies. East China Light Source Enterprise should pay attention to the Northeast market, positioning should be accurate, and do more market promotion.
Yuan Zhong, general manager of Dalian Liyuan Lighting Co., Ltd. said that Huadong Light Source Enterprise and Guangdong Light Source Enterprise are in the middle of product quality. However, the East China Light Source Enterprise is not supported by the manufacturers, that is, the product quality and cost performance are not in line with the local market demand, and it is difficult for the dealers to be satisfied. It is recommended that East China enterprises pay more attention to brand promotion and pay more attention to the development of the Northeast market. Especially for the city of Dalian, Huadong light source enterprises have great development space in the local area.
North China: slow development of service needs to improve the distributors in North China to understand the East China Light Source Enterprise, and some dealers have represented the East China Light Source brand. They believe that compared with Guangdong light source enterprises, the development speed of East China Light Source Enterprise in North China is too slow, and the after-sales service is not good, resulting in dealers are not optimistic about the East China Light Source brand.
Yao Chengjie, the person in charge of Tianjin Taichang Lighting, said that the East China Light Source brand is relatively stable in terms of product quality, but it is weaker in the marketing system and brand promotion, and the brand is less active in the market. In Tianjin, the channel construction of Huadong Light Source brand is not perfect, and most brands can't hear it.
Zhou Yulin, general manager of Hohhot Baodi Lighting, believes that the East China Light Source Enterprise started early and the production technology is more professional than the Guangdong Light Source Enterprise, but its payment rules for after-sale damaged lamps are not clear. Cheng Sheng, general manager of Mingli Lighting, believes that the light source products produced by Huadong Light Source Company are better than the light source products produced by Guangdong Light Source Enterprise in color temperature, but the development speed of East China Light Source Enterprise is relatively slow, mainly because it is in brand promotion. Not enough strength.
Hou Jinwang, Beijing Shilihe Feiya Lighting Appliance Sales Center, said that there are more small factories in Guangdong, the prices of products are relatively cheap, and there are many low-end products, which have a great impact on the sales of East China Light Source. The scale of Huadong light source enterprises is relatively large, and the quality of products is reliable. However, we should increase marketing efforts, make great efforts in marketing, and do a good job in after-sales service. The entire East China Light Source Company is not as good as Guangdong, and the market channel outlets are not comparable to Guangdong Light Source Enterprises. Chen Shaowei, the franchise store of Shilihe Lighting City, said that the overall promotion of Huadong Light Source Enterprise is not enough. The market has a certain popularity, and the service and publicity of personnel have been reduced. This point, Huadong Light Source Enterprise needs to learn from Guangdong Light Source Enterprise.
Shi Mengzhuang, general manager of Shijiazhuang Olida Lighting, said that the scale of Huadong light source enterprises is generally large, but it needs to work on the service, not only to provide after-sales protection for consumers, but also to maintain the smooth flow of channels between manufacturers.
Northwest China: Propaganda needs to be improved From the perspective of geographical environment, East China is not much different from Northwest China and South China. However, the importance attached to the northwest region is quite different between Huadong Light Source Enterprise and Guangdong Light Source Enterprise. According to the lighting distributors in the northwest region, the promotion of brand promotion in Guangdong by local enterprises far exceeds that of enterprises in East China.
According to Shou Qinzheng, general manager of Shaanxi Sunshine Lighting, the most representative light source brands of Huadong Light Source Enterprise are Zhejiang Sunshine, Luyuan, Baodi, Shifu, Chenhui, etc. Their development in Shaanxi is not bad, but with Guangdong. Compared with light source companies, there are still some gaps. Feng Jianjun, manager of Shaanxi Luyuan Lighting, said that the output of Huadong Light Source Enterprise is large, large in scale and stable in quality. However, the brand promotion of products has yet to be improved. The personnel deployed by the manufacturers in the national market are far from the Guangdong light source enterprises. s level.
South China: The geography has an impact on quality. For distributors in South China, the manufacturer is on their side. Whether it is a product or a brand, it is very convenient to cooperate. It is the difference in geographical convenience that makes it difficult for Huadong Light Source to develop in the South China market. However, in line with excellent product quality, East China Light Source Company has still won the trust of some dealers.
Chen Guangen, manager of TCP lighting agent Shenzhen Guangshun Lighting Longhua Store, said that the brand awareness of East China Light Source Company is relatively strong, the product quality is excellent, the grades are relatively high, and the scale of the company is relatively large. The sales volume of the retail channel is very limited, but in engineering. Still have a good performance. Affected by geopolitical, transportation and service packages, the East China Light Source brand is still difficult to surpass the Guangdong brand. In addition, Huadong light source enterprises need to pay attention to the construction of invisible channels, and personnel investment should be strengthened. Chen Huibo, manager of Shenzhen Wanlang Lighting Appliances Co., Ltd., said that the East China Light Source brand has no strong Guangdong light source brand in terms of business support and marketing, but the quality of the East China Light Source brand is better.
Chen Weiping, general manager of Nanning Jiaji Lighting, said that the East China Light Source has a high reputation, especially in national engineering. Xiang Bingjin, the general agent of Shanghai Luyuan Guangxi, said that the quality of East China Light Source Enterprise is relatively good, but the service and other aspects need to be strengthened. As East China is far from Guangxi, some of the policy adjustments of manufacturers have increased the operating costs of dealers. He hopes that manufacturers can build a mutual trust base and reduce dealer pressure from the long-term interests.
Southwest China: There are different performances in different regions to improve the economic development level in Southwest China. Therefore, dealers around the world have different views on East China Light Source Enterprises. Merchants in Chengdu and Chongqing are more recognized by East China Light Source Enterprises, while those in Kunming and Guizhou are not convinced by East China Light Source. However, all businesses have proposed improvements to East China Light Source.
Wang Xu, a distributor of Chengdu Luyuan Lighting, said that the cost performance of Huadong Light Source Enterprise is relatively stable in China, and the products are characterized by “good quality and affordable priceâ€; while Guangdong has many light source enterprises, focusing on brand promotion, the products with the highest price and lowest price are mainly in Guangdong light source enterprise. Liu Xiaodong, general manager of TCP Sichuan logistics company Chengdu Huirenda commerce limited liability company, has a detailed analysis of the difference between East China Light Source Enterprise and Guangdong Light Source Enterprise. He believes that there are four main differences: 1. Huadong Light Source Enterprise pays attention to product quality and product quality. More stable, enterprises have a larger scale; while Guangdong light source enterprises pay attention to establish word of mouth, many brands, but relatively small scale forming enterprises; 2, East China Light Source Enterprise marketing method is not as mature as Guangdong light source enterprises; 3, East China Light Source Enterprise market share Low, and Guangdong light source enterprises have reached a higher market share through various grades of the brand; 4, after-sales service bearers, East China Light Source enterprises mainly through the manufacturers to do after-sales service, and Guangdong light source enterprises mainly rely on dealers.
Sun Xingping Chongqing agent Jiang Xingping said that Huadong light source enterprises have done relatively successful in Chongqing, because they are specialized production enterprises, the reputation of dealers is very good, will not lose faith in dealers; and Guangdong light source enterprises will only desperately Single, dunning, but in production, but delayed, credit is not good.
Xiao Hao, general manager of Huayi Lighting Distribution Department of Anshun City, Guizhou Province, said that in Guizhou, Huadong light source is far less developed than the Pearl River Delta light source enterprise, its quality is guaranteed but the price is generally high, so it is inevitable that the price is high. Oligo.
The person in charge of Kunming Haodengduo Lighting believes that the competitive advantage of Huadong Light Source Enterprise in Yunnan's electric light source market is not obvious, mainly because of poor service and brand construction. East China Light Source Company lacks brand awareness and industry domineering.
At the same time of asking questions, the merchants also put forward suggestions for the development of Huadong Light Source Enterprise, mainly to strengthen brand building, establish specialty stores, increase publicity, improve personnel stability, and do a good job in after-sales service.
Central China: The strength is not inferior to the details of Guangdong. The Central China region has always been valued by East China Light Source Enterprises. They have invested a lot of energy in this place, and their overall performance is not inferior to Guangdong Light Source Enterprise, but still needs some details. Improve it.
Shanghai Rongdi Henan general agent Zhang Rongzhen said that in the Henan market, the Pearl River Delta enterprises accounted for the absolute mainstream. Huo Lihong, general manager of Chenhui Guangbao Henan Logistics Center, said that the biggest advantage of Huadong Light Source Enterprise is product technology, but it is still inferior in brand promotion and salesman's investment. East China's light source enterprises should develop their strengths and avoid weaknesses. While fully exerting their technological advantages and fully entering the engineering field, they should also increase their propaganda efforts and personnel input.
According to Tang Aimin, general manager of Shanghai Luyuan Hubei Logistics Center, since Shanghai Green entered the Hubei market in April 2002, it has developed more than 140 distribution points. The sales target for this year is between 7 million and 8 million yuan. The performance of Huadong Light Source Enterprise in Hubei is very positive, and some brands have already started outdoor indoor advertising. However, compared with Guangdong light source companies, there is still a gap.
Huang Lufu, manager of Shanghai Luyuan Lighting Co., Ltd., said that the light source enterprises in East China pay attention to brand quality and short-term after-sales service. However, the payment cannot be paid, the cheque is not accepted, the promotion of advertising is almost zero, and the phenomenon of stockpiling is serious. Returned to the manufacturer, the expired will not return, do not change, not return, and the Guangdong enterprises will return the dealer. There are few people in marketing and there is no result. Manager Huang hopes that Huadong Light Source Enterprise will further improve its details and catch up with Guangdong Light Source Enterprise in marketing.
East China: Excellent performance. After all, competition is “my site, I am the masterâ€. East China Light Source Company has performed well in East China, and in some regions such as Shanghai has occupied the main position of the market. However, the economically developed East China region is also a “cake†for other light source companies, and the competition is fierce. For East China Light Source Enterprises, you should not be complacent because of some achievements, but also need to face up to the competition and strive to enhance self-worth.
Xu Jianwu, a dealer of Luyuan, a city in Shanghai, said that the two major light source brands in the Shanghai market have already stood still, one is Luyuan, and the other is Baodi. However, the profit of the light source is too low. The retail can not support the store and cannot be a specialty store. Therefore, the East China Light Source Enterprise must be diversified. Yao Zhihua of Shanghai Qiangsheng Hardware & Electric Co., Ltd. said that the East China Light Source Company has the advantage of being close to the water, so it has performed well in the Shanghai market. The scale of Guangdong light source enterprises is too small, the quality is not going up, even if the price is cheap, it can not shake the status of East China Light Source Enterprise.
Xu Heying, the business unit of Longhua Hardware Appliances in Xiaoshan Commercial City, Hangzhou, said that Guangdong Light Source Co., Ltd. is trying to lower the price of its products, so that more consumers can use its products, but it is difficult to guarantee the quality of its products. East China Light Source Enterprise is quite good in product technology, but At the same time, its product price is slightly more expensive than Guangdong products. Ren Xiaoyan, general manager of Hangzhou Lighting Market Shuaifeng Lighting Co., Ltd. believes that the most problem that East China Light Source Enterprise needs to solve is that the price of the product is too high, and the market dealers have relatively low profits. However, some manufacturers have begun to turn back from the price increase storm in the previous period. Product prices have been reduced by 10% compared to last year.
According to Hu Hongchao, general manager of Ningbo Suohong Lighting Appliance Co., Ltd., Huadong light source enterprises are generally low-key, and there are many regional brands. The most important thing to be solved is brand awareness and marketing methods. Market operations should keep pace with the times, and should pay attention to excellence. Cost control is the means to win the advantage of product price competition. Zhao Wenqun, general manager of Ningbo Cosmic Lighting, believes that Huadong light source enterprises pay more attention to export trade, and there is no key investment in domestic sales. Product singularity also restricts the development of enterprises to a certain extent, and should enrich the lighting product line and improve the comprehensive competitiveness of enterprises.
Li Kaijun, manager of Suzhou Fuya Industrial and Mining Co., Ltd., and Chen Shuhua, manager of Suzhou Kangerfu Lighting, believe that the performance of Huadong Light Source Enterprise in Suzhou is generally low, and the market share is not as good as that of Guangdong Light Source Enterprise, mainly because its price is not suitable for retail business, but in engineering. Have certain advantages.
Du Xinming, the prospect of Jinan, said that the representative enterprises of Huadong Light Source are basically represented by the top 500 dealers in Jinan, and their reputation is very good. Huadong Light Source Enterprise pays more attention to product quality than Guangdong. Regardless of product R&D, market development and channel construction, it is more stable than most enterprises in Guangdong, and the “stable†of Huadong people is fully reflected in the market. Ding Dechao, a dealer of Shanghai Luyuan Jinan, believes that Guangdong's light source enterprises are very fast in market investment and expansion, and can seize the market opportunity; the East China Light Source Enterprise is relatively messy and must follow a standardized development path.
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