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不一样的想法 不一样的活法

2015-12-04 17:02 来源: 大照明 分享到:
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内容摘要:11月20日,由木林森照明特别赞助的“照明渠道万里行”(广东行)正式从中山古镇出发。随后,广东小分队先后走访了中山市开发区、石岐区,珠海市香洲区、斗门区,阳江市阳东县、江城区以及茂名市茂南区、电白区等地区,深入了解当地的市场情况。

11月20日,由木林森照明特别赞助的“照明渠道万里行”(广东行)正式从中山古镇出发。随后,广东小分队先后走访了中山市开发区、石岐区,珠海市香洲区、斗门区,阳江市阳东县、江城区以及茂名市茂南区、电白区等地区,深入了解当地的市场情况。

●中山市开发区、石岐区产区市场

魅力犹存

在照明行业,中山是一个离产区最近的特殊市场,一般消费者购买家庭装修灯饰产品或工程用灯都会去“灯都”古镇采购,因此整个中山区域的灯饰照明产品在零售方面很难形成较大规模,这一点在广东小分队走访的过程中也得到印证。有灯饰店负责人表示,今年生意与2014年相比下滑50%以上。

广东小分队在中山石歧灯饰广场合影。

经过走访,广东小分队发现在中山地区除古镇、小榄、横栏等产区外,灯饰照明产品主要集中在市区石歧拱辰路灯饰一条街、石歧灯饰广场以及沙溪、黄埔等乡镇市场。据不完全统计,整个中山市大概有2000家五金机电网点销售照明产品,其中有约150家灯饰照明产品专业销售门店,新创意照明、港丰电器、达盛照明是当地灯饰照明产品销售排名靠前的“大户”。据了解,目前木林森、飞利浦、佛山照明、欧普、三雄·极光、小器鬼等品牌在中山市场比较活跃,其中欧普照明和开元灯饰这两个品牌的终端店建设得比较好,位于拱辰路灯饰一条街面积达1000平方米的开元灯饰专卖店更是成为整个石歧灯饰行业的翘楚。

木林森照明中山总代理、中山市品兴建材有限公司副总经理郭华安(左二)与广东小分队合影。

据木林森照明中山总代理、中山品兴建材有限公司副总经理郭华安介绍,目前品兴有销售网点1000多个,其中木林森照明网点超过500个。品兴安排了8名业务精英配合木林森照明进行渠道开拓维护,在中山除古镇外90%的镇区共有7台专业配送车。2015年,木林森照明占整个品兴建材开关、灯具、水暖卫浴等五金交电产品60%的销售份额,是品兴建材这几年排名第一的主推品牌。目前,木林森照明推出的吸顶大灯在市场反响良好,在整个沙溪、黄埔、三角、坦洲等中山较好的乡镇市场,木林森照明拥有差不多10家专卖形象店。2014年,木林森照明在中山市场完成200多个店招的安装工作,2015年也完成了300多个店招安装。在销售方面,木林森照明相比2014年增长40%左右,预计2016年更是会在今年基础上增加20%以上。

●珠海市香洲区、斗门区

跨界整合 推“一站式”

珠海市是广东省省辖市,位于广东省珠江口西南部,东与香港隔海相望,南与澳门相连,设有拱北、九洲、珠海港、万山、横琴、斗门、湾仔、珠澳跨境工业区等8个国家一类口岸,是珠三角中海洋面积最大、岛屿最多、海岸线最长的城市。

珠海市灯饰照明市场主要集中在香洲区前山路灯饰一条街的金海马家居、世邦家居以及周边的沿街门市,整个珠海市区拥有专业灯饰照明商家200家左右,当地最活跃的照明灯饰品牌有飞利浦、木林森、欧普、佛山照明、三雄·极光、雷士、美的、松伟、开元、新特丽等,其中宜米高灯饰、丽盛灯饰、恒源灯饰等大型灯饰专业卖场比较有代表性。

 

木林森照明珠海代理、珠海求初电器五金有限公司总经理朱乐文(右三)与广东小分队合影。

 广州粤志照明电器有限公司珠海分公司、斗门盛世照明电器商行经理刘光盛(居中)与广东小分队合影。

从某种意义上讲,珠海的照明灯饰行业发展得益于香港和澳门?!耙郧鞍拿趴突Ч床晒旱凭吡空颊雒诺晗?0%以上?!敝楹J幸嗣赘叩剖紊罟葑芫硖遮√寡?。据了解,珠海市宜米高灯饰从最开始不注重品牌代理,到现在代理雷士照明、琪朗灯饰、松伟灯饰、文联灯饰、牧羊人灯饰、亿光LED照明等品牌,从最初的小店经营发展到如今的2000多平方米,已经成为珠海最大的灯饰卖场之一,全程见证了珠海灯饰照明行业高速发展的黄金时期。

珠海宜米高灯饰生活馆总经理陶凇(居中)与广东小分队合影。

据宜米高灯饰总经理陶凇介绍,珠海灯饰照明行业最近这一两年不算景气,受电商冲击、灯都古镇转型零售以及本地市场需求趋于饱和等影响,再加上店面租金、人工成本以及其它费用都相对较高,经过不断的摸索和实践,宜米高灯饰准备引进家居饰品等软装品牌,让客户进店就能实现“一站式”家装购物服务。

木林森照明斗门总代理、珠海市泰联建材有限公司经理阮成浩(右三)、业务代表余林峰(左三)与广东小分队合影。

据了解,珠海的各个乡镇主要依靠珠海求初电器五金有限公司、珠海泰联建材有限公司等五金建材公司进行专业配送,这些专业五金建材配送公司都是基于管道、电线、配电箱等强大的乡镇销售网点进行照明产品销售。广东小分队在走访木林森珠海、斗门代理商时发现,大家都对木林森照明充满信心,并表示,希望在2015年的基础上让2016年实现100%以上的增长速度。

文章来源:大照明 作者:苗桂勤 崔昊 贾丽健
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