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迎战“金九银十”:旺季做销量,哪种方式好?

2015-09-22 16:52 来源: 大照明 分享到:
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内容摘要:都说“淡季做市场,旺季做销量”,“金九银十”如何突破常规,提升销量才是商家所想。为此,每到传统“金九银十”销售旺季到来之时,广大照明厂商都会为之绞尽脑汁,希望可以与众不同地出击市场,抢占更大的市场“蛋糕”。今年,他们又是如何备战,且去看看。

市场调研:

▲“森之战”系列经销商会议是木林森决战市场的重要方式之一。

经销商会议

热衷度:★★★★★

活动优势:经销商会议为区域分销商提供了较好的交流平台,他们可以更好地了解产品特点、经营模式、品牌文化等,助力分销商销售工作;同时,经销商会议传播企业文化,加强分销商的凝聚力,有利于扩大品牌在区域市场的影响力。

不足之处:经销商会议是当下厂商最频繁、最常见的活动之一,不少商家对于“形式呆板”且“功利心明显”的经销商会议更多的是厌倦;经销商会议更多是企业传达信息,商家接受政策,大范围的互动交流有所欠缺。

 

集中作业

热衷度:★★★★★

活动优势:集中作业活动更多是厂商配合,双方共同在特定时间段进行市场开发。首先,集中作业增进厂商团队交流,避免单兵作战;其次,厂家有产品、管理等专业优势,商家对区域市场更为了解,双方合作方能提升作业效率;最后,作业团队在实战中合作,有利于发现理论上难以解决的实际问题。

不足之处:集中作业在人力、物力和财力等方面耗费巨大,是厂商成本较高的活动之一。集中作业活动时间跨度较大,容易造成作业团队人员身心疲惫,影响市场作业效率。此外,集中作业团队在配合上容易出现不同程度的问题,这考验团队管理水平。

 

让利促销

热衷度:★★★★

活动优势:让利促销旨在通过降低售价,吸引更多消费者,最终产生更大的销售量。一方面,此活动让消费者切实享受到产品的实惠,另一方面可以形成口碑传播,一定程度上有利于提升品牌的区域知名度。

不足之处:让利促销早已不是什么新鲜事,因商家广为采用此活动形式,更多消费者对此感到疲倦?;蛐?,只有更吸引人的“让利噱头”,才能引起消费者更大的兴趣。同时,让利促销或降低产品销售利润,且现阶段在销量上难有大幅提升。

 

广告推广

热衷度:★★★★

活动优势:首先,广告推广是企业打开区域市场的必经手段之一,集中的市场推广可快速提升品牌的区域知名度;其次,广告推广针对性较强,市场推广精准度高;最后,广告推广形式多样,市场回报颇高。

不足之处:在商业社会的今天,广告宣传已遍布大街小巷,对人们来说已习以为常。因此,小投入、不新鲜的广告难以吸引消费者眼球,这需要厂商更谨慎,更花心思。

 

形象升级

热衷度:★★★

活动优势:升级终端店面、统一品牌形象可以更好地展示和宣传品牌,进一步提升品牌的市场知名度。随着消费者对产品个性化和时尚化要求的提升,良好的形象店面为这创造了条件;同时,形象升级也是消费者对服务水平提升的迫切需求,为厂商经营规范化提供了条件。

不足之处:升级形象需耗费厂商大笔费用,这或造成厂商巨大的成本压力,甚至影响厂商经营利润。同时,品牌厂商统一升级形象,在操作上需要一定的时间成本。

 

▲佛山照明2015年上海地区经销商会议暨新品发布会取得不错效果。

商家行动

系列活动效果不错

木林森照明上海总代理 张超

目前,我们在上???3家木林森照明专卖店,店面形象都是按公司要求统一进行形象升级。今年以来,工程市场有很大的起色,不断有工程项目指定用木林森产品。在市场促销方面,我们每2个月会进行一次促销活动,同时开一次经销商会议。由于木林森照明品牌知名度高,我们的优势很明显,所以活动效果很好。

下半年,我们将集中精力进行“2个月1次”的经销商会议,持续将这项活动做好?;嵋橹魈馊范ㄎ扒捞舶俪乔У甏蟮啤闭猩袒?,行动目的主要还是扩大市场占有率,提升木林森品牌知名度?;毓饲凹赋』疃?,我们的活动效果都还不错。

(整理/汪梁 发自上海)

 

店面形象亦是重点

木林森照明四川总代理、成都虹辉灯饰总经理 江成良

今年上半年,我们就已经完成新店的装修升级,目前已经开始展示木林森所有品类产品,旨在为客户提供一个全新、舒适的体验环境,让他们对木林森有一个全新的认识。网点拓展、店面升级等各项工作一直是我们的工作重点,如有客户需要升级店面,我们都会积极予以支持和协助,整体来看,我们的渠道店面形象升级已基本完成。

下半年,我们的活动安排主要按照厂家的要求来做。另外,我们也会根据四川市场的具体情况来进行补充和完善。9月21日,我们会召开“好灯亮万家”大灯招商会,同时对全川市场户外广告进行新一轮的投入,旨在提升品牌在当地市场的影响力,协助渠道商拓展小区域市场。

(整理/张彦琴 发自四川)

 

选择优质单品铺货

佛山照明汾江上海总代理 梁广翔

对于今年的照明市场情况,要说生意如何,我觉得其实也还算不错。进入LED时代,市场上的LED产品逐渐取代传统光源,尽管市场竞争激烈,但LED市场还有一定容量。

今年估计我们在零售业绩上和去年持平,零售业绩如何关键还是看团队能力,我很认可我们业务团队的销售能力。在下半年的市场活动方面,我们主要还是进行各种产品促销活动,如今销量的增加不如之前,所以不光在价格上让利消费者,我们还要挑选优质、畅销单品进行铺货。最近,我们在上海九星市场新增加了一家店面,下一阶段将配合厂家提升经营管理和配送服务水平。

(整理/汪梁 发自上海)

 

积极完善网络布局

佛山照明湖北利川代理商 覃发珍

随着行业旺季的到来,佛山照明迎来了专卖店开业的高峰期,近日,佛山照明湖北利川专卖店盛大开业。佛山照明推出各系列高性价比的照明产品,其中造型别致、材质精湛的花灯产品备受消费者关注。

除了盛大的开业庆典,我们还召开了水电工会议,在当地市场得到广泛关注,无论是当地经销客户、家装公司还是终端消费者,都对佛山照明利川专卖店的发展寄予期待。未来,我们还将通过多种方式,进一步提高佛山照明在利川市场的品牌知名度和影响力,完善网络布局,为下一步更好地拓展市场做好铺垫。

(整理/肖盼 发自湖北)

 

力将挑战转为机遇

美的照明湖北办事处主任 薛红亮

2015年,面对严峻的经济形势和照明市场的整体萎缩,湖北运营中心将挑战转为机遇,主动出击。9月,湖北运营中心积极开展“拓土掘金”行动,对湖北襄阳地区的十堰地区进行“地毯式”掘金。通过4天时间,两组团队共走访12个县城、69个乡镇,开发专卖店及诚意客户 5 家、五金网点40 家。

武汉赛洛神商贸有限公司作为美的照明湖北区域运营中心,一直致力于把美的照明产品推广给湖北区域市场的消费者。通过几年的不懈努力,美的照明在湖北拥有美的照明专卖店网点60余家、五金网点360余家,在当地市场形成强大优势。

(整理/肖盼 发自湖北)

 

调整思路让利客户

西安宏达照明总经理 陈燕

目前,照明行业已经进入了传统的“金九银十”销售旺季,在此阶段,我们一直在进行小区推广活动,参与各大团购会活动,效果还不错。在渠道方面,我们不断增加优势新品,同时为优质客户提供广告支持等。

在我看来,通过小区推广活动,商家可以直接接触到终端客户,这对我们了解消费者需求,把握市场动态很有帮助。根据今年的市场情况,我们调整了经营思路,更多让利于消费者,在让消费者享受到实惠之余,提升我们的市场销量。另外,下半年,我们将对渠道网点统一进行门头广告更换工作,升级终端市场形象,提高品牌知名度。

(整理/杨永利 发自陕西)

 

集中作业开拓网点

狮盾电气北京运营中心总经理 郭春海

现阶段,我觉得LED市场景气度还是有的,但是今年的“金九银十”跟往年比起来,确实有一个量的下降。这是因为大环境所致,工程量有所减少,加上现在市场上品牌混乱,给经营带来了一些困难。

在7、8月期间,狮盾电气厂家进入北京进行集中作业,作为代理商,我们也派出了业务人员协助厂家,成功开发了不少新客户,取得了不错的成绩。另外,在现阶段,我们还会利用优势品牌的高性价比产品开拓五金市场,以填补我们薄弱的区域,开拓新的销售渠道。

(整理/王强 发自北京)

 

优化升级传统渠道

小白龙西南区总经理 王玉树

近期,小白龙照明从上游资源整合到下游市场,对小白龙照明在整个西南地区的形象进行全面升级。此次深耕不仅仅是建设渠道,更做了相应的战略部署,且主要针对乡镇的客户群体,对小白龙照明在整个大西南地区的乡镇渠道进行优化,打造连锁销售模式。

在这个时期,对传统渠道进行升级和优化,对小白龙照明而言是一种考验和机遇。市场在发展,在我看来,不是我们推动整个行业发展,就是行业推动我们前行。照明厂商要想得到更好的发展,还要主动出击,掌握发展主动权。

(整理/伍建兵 发自重庆)

文章来源:大照明 作者:欧阳明威
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