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电商:让未来没有难做的生意

2015-07-07 14:52 来源: 大照明 分享到:
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内容摘要:电子商务不单单是在天猫、京东或者第三方平台上进行产品的销售推广,它是融合了传统互联网和移动互联网、终端实体店的一种全新渠道模式,让照明厂商可以在不同平台中实现数据共享。

□ 文/余海伦

电子商务不单单是在天猫、京东或者第三方平台上进行产品的销售推广,它是融合了传统互联网和移动互联网、终端实体店的一种全新渠道模式,让照明厂商可以在不同平台中实现数据共享。它将产品规划、产品开发、网站建设、网店运营、品牌推广、产品分销等一系列电子商务内容集成一体。这种复合的营销模式将会给照明企业更多的想象力,同时也加速了传统企业的电商化进程。


发展背景

难以抵挡的电商魅力

统计数据显示,2014年我国电子商务交易额达13万亿元,同比增长25%。其中,网络商品零售额约2.8万亿元,同比增长49.7%。

纵观照明企业,无论是品牌大咖还是新兴企业,进军电商领域的照明灯饰品牌数量越来越多,照明灯饰行业的电商市场潜力和发展速度也是出人意料的。相对于传统渠道,电商有三个最明显的特点:

一是电子商务将传统的商务流程电子化、数字化,一方面以电子流代替了实物流,可以大量减少人力、物力,降低了成本;另一方面突破了时间和空间的限制,使得交易活动可以在任何时间、任何地点进行,从而大大提高了效率。

二是电子商务使企业可以以较低的成本进入电子化市场,使得中小企业有可能拥有和大企业一样的信息资源,提高了中小企业的竞争能力。

三是传统销售模式可能需要经过代理商、经销商等多个环节,不能快速直接地面对客户,而电子商务则打破了长久以来的困境,使得厂商可以直接面对消费者,减少了很多中间环节和中间的交易费用,提升了利润空间,并实现扁平化管理。

因此,在市场竞争愈发激烈的当下,对于照明企业来说,不管是出于销售模式的创新还是完善渠道的考量,电商无疑是LED照明品牌的重要入口。同时,随着近两年电子商务发展速度越来越快,应用越来越普及,电商渠道也日渐成为当下LED照明行业销售的重要渠道部分。本期,大照明全平台对部分电商平台进行了走访调查,了解了部分企业的电商运营模式,希望能给予正在运营电商和即将进入电商领域的照明厂商一点启发。


▲e灯快线的诸多优势吸引了众多厂商加入。

电商平台

总有一种平台适合你

随着近两年“O2O”模式的兴起,更多的照明厂商希望借助这种全新变革的营销渠道来突破传统固有渠道模式,积极拥抱互联网,迎接互联网时代的发展大潮。在此时代背景下,亦衍生出了多种电商模式,而各种电商平台也如雨后春笋般拔地而起,为照明厂商更好地涉足电商提供了多重选择和更多便捷。

1综合性电商平台

典型代表:京东、天猫、淘宝等

所谓综合性电商平台,指销售的产品多样化,品类丰富齐全,应有尽有。目前,LED照明企业经常采用的电商模式,大部分是进入天猫之类的综合性电商平台以及家居类、LED灯具类的专业电商平台,只有小部分企业依靠自建网上商城进行产品展示和销售。据悉,由于淘宝的入驻条件比较低,其中的照明相关产品经营店火热度也非常高,所以,就现阶段来说,淘宝是目前国内最大的综合性电商平台。

然而,随着进入综合性电商平台的企业越来越多,竞争也越来越激烈,为了更好地为消费者提供便捷服务,一些综合电商平台亦出台了系列举措来规范其运营。如今年3月2日,天猫发布了《天猫招商标准调整公告》?!豆妗废允?,为了更好地优化消费者服务体验,天猫在招商方面将采用新思路,主动招募提供优质商品和服务的品牌商,共同升级消费者体验。对于照明行业来说,近两年是照明企业进驻天猫平台的高峰期,多数照明企业也将天猫平台作为电商首选平台。此番天猫招商新标准执行贯彻,也就意味着未来将有一批照明企业或是照明“淘”品牌,将失去天猫这一电商平台。

2 垂直电子商务平台

典型代表: e灯快线等

垂直电子商务平台是指在某一个行业或细分市场深化运营的电子商务模式,其直接面对消费者。垂直电子商务网站旗下商品都是同一类型的产品,其优势在于专注和专业,能够提供更加符合特定人群的消费产品,满足某一领域用户的特定习惯,因此更容易取得用户信任,加深消费者对产品的印象,从而进行口碑传播,形成独特的品牌价值,也能为供应商、零售商、消费者提供便捷的操作方式,能提高品牌和产品的附加值。

目前在照明行业,比较受关注的垂直电商平台有“e灯快线”。据悉,“e灯快线”由中国LED照明冠军联盟发起成立,旨在通过电子商务网络直销的方式,大力缩减中间渠道,降低应用成本,为用户提供高性价比的照明产品;通过线下服务中心的广泛布局,为用户提供良好的用户体验及便捷的售后服务;通过聚合行业优质资源,为用户提供个性化、定制化的服务,以此来全面满足照明产业不同客户的需求。

据悉,“e灯快线”联合了300余家灯饰照明产品的生产厂商,线下计划布局4000家市县级以上城市电商服务中心、10000家乡镇级电商服务中心、30万家服务网点,构建产业链上、下游全面整合的商业体系,打造线上网购和线下连锁体验店相结合的“O2O”电子商务平台,引领照明行业电子商务潮流。目前,线下城市服务中心正在布局中。

“e灯快线”的优势是创立了以客户价值最大化为目标的优秀运营模式,平台集合了国内顶尖的互联网人才团队,国际投资集团正积极注入资金。

3 B2B电商平台

典型代表:灯灯网、77魔灯、灯网、好灯网等

B2B电子商务平台是指企业对企业之间的营销关系,它将企业内部网,通过B2B网站与客户紧密结合起来,通过网络的快速反应,为客户提供更好的服务,促进企业销售的快速发展。

B2B电子商务平台主要包括两种基本模式:一种是企业之间直接进行的电子商务(如制造商在线采购和在线供货等);另一种是通过第三方电子商务网站平台进行的商务活动。

目前,照明行业的大多数电商平台属于B2B电商平台,如立足中国灯都古镇,聚拢做灯人、找灯人、卖灯人和买灯人,整合照明灯饰产业链上的信息流、物流、资金流等行业资源,在终端市场进行线上线下双铺,线上进行品牌宣传、产品展示、销售,线下提供体验、售后服务、安装维修进行灯饰产品交易的平台——灯灯网,以及专为灯饰企业搭建系统的77摩灯、好灯网等,它们都是B2B电商平台的代表。

4会员制服务电商平台

典型代表:第三仓、EDS等

此外,目前出现的电商平台中,还有一种类型是以“为会员盈利提供服务”的平台,如第三仓、名灯共和等。据了解,第三仓以“会员制服务”为核心,以“为会员盈利提供服务”为战略定位,针对会员发展中,对信息、订单、支付、物流、售后服务等全程交易需求。其运营特色是只能和会员发生交易和服务行为,通过会员的网络化、数据化管理,使组织者和会员之间形成整体增效。

据了解,EDS管理销售系统是名灯共和灯饰联盟为入驻品牌的灯具经销商量身定制的灯饰管理销售系统,也属于为会员服务的电商平台,其有两个优势:一个为“随心配”,用户喜欢什么灯具、喜欢什么家装风格即可随意搭配,完全体验到如临现场的亲切感;二个为“一键操作”,人性化多功能实现用户所需。

5产品后市场电商平台

典型代表:灯现货网等

产品后市场电商平台从字面上理解,就是产品完成正常销售之后的市场。灯现货和其它销售平台最大的不同之处是其销售的产品主要是滞销品、断码断货产品以及积压的库存产品,最大的意义在于解决了企业的库存压力。目前,灯现货与中山市灯饰照明行业协会、中山黑龙江商会等社团强强联手,最大限度地为商会会员们增加一个产品销售渠道。据悉,由于灯现货网汇集了厂家直接提供的一手优质价廉的产品及服务,所以,随着灯现货知名度和客流量的不断提升,古镇及周边不少企业也会将主打产品送至灯现货进行销售。



■ 小编有话说

电商未来式:线上引流 线下体验

万科王石曾说:“淘汰你的不是互联网,而是你不接受互联网,是你不把互联网当成工具跟你的行业结合起来。最终淘汰你的还是你的同行,他们接受了互联网,把互联网跟自己做的事情结合起来,淘汰了你?!?/font>

虽然现阶段对于国内LED企业来讲,电子商务模式尚处于试探阶段,且LED照明是新兴行业,其行业特征较强,可借鉴的经验少。但是,毋庸置疑的是,属于照明行业的电商时代已悄然来袭。行业资深人士表示,LED照明电子商务拼的不仅仅是性价比,更是品牌、售后服务。电商带来的最大优势是信息和渠道扁平化。对于照明厂商来说,要充分利用线下的产品优势服务线上,通过互联网将“卖产品”变成“卖服务”、“卖体验”、“卖个性化定制”,让“线上与线下结合”,助力企业良性发展。

行业资深人士袁维文表示,未来,实现线上和线下的完美结合是涉足电商的厂商需要面对的最关键问题。只有线上、线下真正打通了,厂商双方能利益共享,服务共建、风险共担,双方才能迎来双赢局面,也才能为消费者带来更大的益处。因此,对于传统照明企业来说,首先要有互联网思维,在LED时代应该积极地探索和迎接新的商业模式。目前,线上和线下的价格体系和运营成本之间存在差异化,但是,随着电商模式的不断发展成熟以及技术的不断进步,企业进军电商的推广门槛和成本会越来越低,线上、线下的成本也在逐渐缩小。

首先,充分利用线上强大的引流能力为线下的渠道提供帮助。电商的最大优势是没有区域性限制,受众群体广和能缩短中间流通环节。因此,厂商要充分利用线上电子商务强大的引流能力来为线下产品的销售提供资源。如新特丽照明入驻淘宝网电商“O2O”平台“极有家”频道,通过该频道吸引上百万的装修意向客户,并把他们引流到其签约的“O2O”分销商平台,即拥有线下门店的“新特丽”品牌和“呢喃”品牌加盟商。这样做既实现了产品销量的提升,又维护了加盟商的利益。

其次,线下渠道要发挥优势,为线上电商的发展提供支撑。特别是对于传统照明企业来说,在布局电商的过程中,可以充分借力线下的安装、售后、服务功能,为线上产品的销售提供保障。反过来,线上电子商务发展成熟后又可以通过恰当的引导和错位经营,为线下渠道提供强有力的支持,从而实现互为促进、降低风险并最终实现利益最大化。

再则,线上引流、线下体验,扬长避短,相互结合。未来,线上、线下要实现完美结合,对于企业来说,一方面在线下要有足够多的体验店,因为电商最大的特点是没有边界,但线下实体体验店的辐射范围却是有限的,如何建立能够与电商相互呼应的体验店就变得至关重要。另一方面,这个体验不仅仅是开间线下实体店那么简单,而是要让消费者在轻松的环境中自由体验产品。成熟的电商运营模式不仅限于线上线下同时开店,推广渠道、用户体验、设计服务、物流、售后等一系列问题都是做电商需要思考和解决的。



厂商运营电商的模式

你做或者不做,电商都在那里

可以毫不夸张地说,在LED时代,如果一家公司没有自己的网络品牌,那么它错过的不是一个机会,而是一个时代。面对电子商务这种新型销售渠道,一部分在传统渠道红海中难以突围的照明厂商,开始全面启动新媒体营销平台,在线上开辟“第二战场”,进行产品销售、渠道招商。同时,打造线上与线下的良性互动,也成为当前照明厂商所钟情的“立体式营销”模式,为未来LED市场的发展提供了一种全新的销售模式。

A  自建O2O商城

企业典型代表:雷士O2O、维赞O2O等。

优势: 线上、线下利润冲突不大,能?;ど碳业睦?。

不足: 运营成本高,需要有足够的产品线作支撑。

雷士照明与德豪润达于2014年11月19日在北京联合发布行业首个O2O照明及智能家居电子商贸平台,正式宣告重点布局互联网“O2O”发展战略。2015年5月15日,雷士O2O平台开始试运行,雷士照明表示,将分阶段授权运营中心营运网上专卖店,充分提升线上终端客户流量,最后实现全网合并,彻底打通线上线下,实现与经销商共赢。

据王冬雷透露,2014年,雷士照明的O2O(线上线下融合)渠道模式,先从江苏省试点,覆盖300多个城市,推进方式包括沟通协调和股权收购,计划用两年时间完成全国的O2O渠道覆盖。2015年,雷士O2O发展战略将分为三个阶段开展,第一阶段:雷士总部运作雷士各平台官方旗舰店,树立标杆,授权运营中心运营网上雷士专卖店,充分打通线上终端客户流量入口,为实现O2O提供重要的流量基础;第二阶段:O2O试点,搭建技术平台,为全面推广O2O提供技术和方法支持;第三阶段:全面实现O2O战略规划,全网合并,彻底打通线上、线下。

建立自己的商城可以不受第三方平台的诸多限制,节省第三方平台的佣金,打造具有自己特色的运营模式,提供更好、更全、更专业的服务。通过自建的商城连接经销商和客户,让线上购买、线下体验的“O2O”模式也逐渐变成可能,从而建立品牌、完善服务、实现多样化的经营模式。但是,由于自建商场对企业的产品线、资金实力等有较高要求,因此,在照明企业中,自建独立商场的品牌相对较少。

商家典型代表: 亮美嘉灯饰等

据了解,亮美嘉灯饰是山东市场第一家自建商城的商家,目前,亮美嘉灯饰主要通过三个方面来运作“O2O”模式:第一、通过公司的网络平台“亮美e家”来实现客户的网上选灯、线下消费,同时扩充线下实体店的产品种类,不需要客户所有产品都备货,客户可以从网上选好喜欢的灯饰,线下的专卖店来负责售后安装服务等;第二、亮美嘉灯饰运作了APP平台,主要是为客户展示配灯方案,客户选择好喜欢的灯饰结合自己家的装修布置,来模拟实现具体照明效果,给客户提供服务;第三、亮美嘉灯饰运作微信公众平台,通过微信公众平台来维护老客户和促进新客户的成交。

目前,亮美嘉灯饰在山东、苏北等地区有多家连锁店面,消费者可以选择距离离自己最近的线下体验馆进行线上选灯、线下体验,真正做到线上、线下“随e购”,享受“O2O”平台带来的购物乐趣。


B  利用综合性电商平台

企业典型代表:欧普照明、佛山照明、品一

三雄·极光、新特丽等。

优势:借助综合性平台的客流,能迅速提升 企业的品牌知名度和产品销量。

不足:宣传投入大,竞争压力如日剧增。

品一照明目前通过B2B与B2C两种电商模式运作,B2B模式主要通过建立自己的官网把产品在百度上进行推广,屈臣氏、亚运会等合作项目都是通过此电商模式获得。而近两年,令品一照明高速发展的模式是B2C,目前品一入驻的是淘宝与天猫,因为此平台占据了B2C总额75%以上,同时,品一照明还进驻了京东。

现阶段,欧普照明与天猫、京东、苏宁易购等电商平台都有深入合作。随着电子商务高速发展,欧普不仅实现了产品销售额的快速增长,还将电商平台打造成消费者教育和品牌展示的重要基地。佛山照明于2012 年8月登陆京东商城,并于次年10 月设立了佛山照明旗舰店。2013 年,佛山照明在京东商城、天猫等平台上自营。

进入综合性电商平台进行产品销售是目前LED照明企业经常采用的电商模式,大部分照明厂商都是进入天猫之类的综合性电商平台,并借助这些综合性电商平台的商城既有客户群,进行产品销售和品牌展示。

商家典型代表:为竹缘灯饰等

为竹缘曾运营过的电商运营模式有三种:一、淘宝店;二、微店;三、大众点评,现在只保留微店模式。它们的特点主要是宣传渠道的多样化,相当于在传统销售渠道之外增加了对客户宣传的机会,最大的优势是方便。


C  进入行业电商平台

商家典型代表:临沂艳阳灯饰等

优势:目标消费群体比较明确,容易快速达成交易。

不足:模式尚未成熟,需要经历时间和市场的考验。

在“互联网+”时代,不少商家选择进入照明行业的电商平台进行产品的宣传与销售。如6月29-30日,Deng.com线下体验店招商培训大会走进四川,当天成功招商近百家。

临沂艳阳灯饰在临沂灯具市场是较早涉及电商行业并坚持做下去的商家,目前,临沂艳阳灯饰通过“e灯快线”这一平台来运营电商。具体操作模式为客户通过线上下单,供应商线下发货,这样做大大节约了人力、物力、财力,回款速度也快。这种直接在线支付货款,厂家发货速度也得到了提升,现在临沂艳阳灯饰和“e灯快线”的合作模式运营得很不错,得到了终端消费者的认可,在市场上也很受迎欢。


关于照明电商的十点建议

不是所有的企业都适合做电商,电商亦不是救命稻草。

要解决好线上、线下可能存在的产品冲突。

要妥善处理好经销商的利益分配问题。

运营电商模式要重点关注产品重复购买率、转化率、毛利率。

要重视线下的安装和售后服务工作,线上、线下相结合。

LED时代,谁拥有资源,谁就拥有未来,照明厂商要充分整合线上、线下资源,做到资源最合理化运用。

价格战不再是电商的“制胜法宝”,电商发展将逐渐从“价格战”向“价值战”转变。

在优惠价格的同时,通过不断强化产品品质和服务质量,为客户带来更好的购物体验必将成为电商未来的发展方向。

新晋LED企业要善于抓住细分市场,打造“小而美”的品牌。

“O2O”模式的高效运营需要更多地借力网络营销,网络营销的核心在于根据目标客户的喜好和兴趣及增值为根本。

文章来源:大照明 作者:余海伦
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