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照明电商要怎么玩下去?

2015-07-07 14:58 来源: 大照明 分享到:
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内容摘要:对于照明企业来说,电子商务以交易便捷化、交易虚拟化、成本低廉化、交易透明化、交易标准化等优势,逐渐被越来越多的企业和商家所接受。那么,照明行业有哪些电商模式?哪些电商平台深受照企青睐?

对于照明企业来说,电子商务以交易便捷化、交易虚拟化、成本低廉化、交易透明化、交易标准化等优势,逐渐被越来越多的企业和商家所接受。那么,照明行业有哪些电商模式?哪些电商平台深受照企青睐?它们的经营秘诀是什么?新常态下,它们又该如何更好地突围……让我们来听听电商平台、网络公司、照明企业分别怎么说。


以客户价值最大化为目标

“e灯快线”首席策略官 钱宗明

在互联网时代,我更看好垂直电商平台。以照明行业为例,“e灯快线”将全力打造照明产品工厂直销平台,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,为用户提供性价比最高的照明产品;通过线下服务中心的广泛布局,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,全面满足不同客户的照明需求,最终将“e灯快线”打造成照明行业垂直电商第一品牌,推动整个行业的转型升级。

我认为,照明企业运营好电商需要具备的条件和采用的模式密切相关。总体上,各种类型的高端人才队伍是首要条件,其次则是与战略目标相匹配的投资预算。

照明企业创建电商平台从系统构建到模式创新乃至团队组建、资金筹划等,可以说处处是瓶颈,投资电商平台,首先需拥有的就是客服艰难险阻的胆略?!癳灯快线”经过两年多的准备和筹划及半年的试运营,正迅速走向全面提速阶段。

(整理/欧阳明威)

电商不只是渠道模式

雪莱特电子商务公司总经理 魏志权

雪莱特的电商业务选择了入驻天猫和京东等大型平台,照明产品因自身“低关注度、复购率低”等特点,简单的自建电商平台存在推广难、获取用户成本高等问题,所以,雪莱特更倾向于与各大电商平台合作。

在电商事业上,雪莱特定位清晰,专注于光健康应用产品、汽车灯以及汽车用品、台灯等产品,产品力求满足消费者的健康需求。

我认为,照明企业要做好电商,首先要定位精准,通过自身独特优势结合市场机会,进而赢得市场份额;其次,照明企业不应当把电商仅仅当做一种渠道模式,而应该从“产品开发”到“产品营销”整个产品体系上进行全面地变革。

(整理/欧阳明威)

互联网是一种生活方式

广东小明网络技术副总经理 梅志敏

互联网和电子商务是一种生活方式。现代人的“生活流”和“工作流”其实都是在互联网上的,每个人都是“在线状态”,互联网绝不仅仅只是一个工具,它的渗透是全方面的,互联网变成了生活本身。行业趋势的推动作用不是线性的,而是井喷式的、雪崩式的,电子商务也是同一个道理。

电子商务是一种渠道的创新,智能硬件是一种产品的创新,智能硬件是移动互联网,而中国目前仍存在工程师的红利、互联网的红利,“互联网+物联网”和“电子商务渠道”,这两个大背景是十分关键的,企业要思考的就是在这样的时代大背景下如何引领潮流、引领趋势。

(整理/曹婷婷)

照明电商是刚性需求

欧曼锐凡电子商务公司经理 杨锦钗

目前,比较主流的电商运营模式主要分国内平台模式(天猫、京东、淘宝)、外贸B2B(阿里国际、环球资源等)/B2C(ebay、亚马逊)、自建B2C商城模式。

企业入驻第三方平台,可以依托它们庞大的流量达到快速发展的目的;建立自己的B2C商城,自建商城可以不受类似第三方平台的诸多限制,打造具有自己特色的运营模式。欧曼选择了入驻天猫,消费者还没有形成相应的网上购买习惯。作为一种刚性的需求,照明电商的发展潜力非常大。

众多照明企业加入了电商的大军,有的做得风生水起,也不乏“水土不服”的。企业想运营好自己的电商平台,团队、产品、服务缺一不可。 (整理/余海伦)

致力于为照明企业提供研发方案

深圳市沙悟净网络科技首席社群官 罗海波

我们致力于为照明企业提供产品的研发方案,专攻互联网台灯?;チǖ瓢礁龇矫妫旱坪腿砑?。我们定位于研发软件,做软件APP的应用,产品互联网化之后,其维度会发生变化,应该包括硬件端、内容端及软件服务三个部分,消费者购买的是整体的产品,传统厂商在产品的互联网化方面相对薄弱,这是其短板。

触电品牌不仅为照明企业提供产品的研发方案,也会整合厂家、商家和消费者多方资源,配合企业产品的销售。目前触电品牌的智能球泡灯第一代已经研发出来了,兼具情趣与社交功能。触电品牌的目标是专注于细分品类,成为互联网台灯领域的“微软”。

(整理/曹婷婷)

照明企业从打造“小而美”单品入手

佛山市品一照明董事长 梁荣华

随着工业4.0、3D打印技术与大数据时代的发展,每个终端用户都可以按照自己的喜好向商家定制个性产品,这意味着电商第三阶段的到来。

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。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,其次进驻了京东。

当下,照明电商处于中段发展期,而在未来2年会迎来照明电商的高速发展期。如果照明企业想进入并做好电商,首先要具备团队、供应链、资金等要素,初期建议打造“小而美”的单品爆款以磨练团队与供应链,而不用急于做“大而全”。

(整理/何鹏 发自佛山)

企业做电商需要更多信任

广东昭信照明科技室内照明事业部副总经理 刘琪超

从大的方面来看,目前电子商务的运营模式主要有C2C、 B2B、 B2C 、O2O 等,在照明行业存在两种形式:一种是企业自建的电商平台,主要是商城类型;另一种是第三方平台,主要方式是搭建一个销售平台,自身并不生产产品,而是将产品整合后直接面向消费者,像京东、天猫等。

但是就目前情况来看,更多的用户和商家愿意信任有保障的第三方平台,像昭信LED 目前进驻的京东、天猫、淘宝等,照明行业的自建电商平台还不是很成熟,很多照明企业也在观望,照明行业的垂直电商目前还处于初始阶段,有待进一步发展。未来的照明电商平台各产品线将更加专业,企业也将进一步聚焦,照明领域慢慢将会被细分,同时打造品牌化的企业。

(整理/何鹏 发自佛山)

未来趋势是数字驱动商业

三雄·极光电商项目部经理 董荣浩

2012年以来,国内照明市场面临两大转型:一是传统照明向LED照明的转型,二是实体销售向电子商务的转型。三雄·极光在实体销售向电子商务的转型中,主要发力B2B以及B2C两种模式。2015年,三雄·极光集中在天猫、京东、一号店、唯品会布局电商,其中天猫、京东、唯品会作为主战场,其它平台作为明年的发展目标。

未来的趋势是数字驱动商业,电商平台在未来会以数据的提供者身份为制造企业提供供需信息、产品款式信息。企业为什么要生产、生产多少、如何卖这些问题的解决方案都是行业平台提供的,反过来驱动原材料采购、研发、生产、物流等全部商业环节,而不是将现在的制造企业生产出来的产品再放到平台上去销售。

(整理/郭义纶)

“线上线下”结合是大趋势

新特丽照明市场部总监 邹辉

新特丽入驻了淘宝和天猫等电商平台,选择入驻的主要原因是现在消费群体的消费习惯发生了转变,新特丽的消费群体定位年轻一代,这也就决定着新特丽不仅在产品研发上要紧跟90后的步伐,销售方式也要随其消费行为而调整。

个性化的产品、良好的售后服务、电商营销人才是做好电商的必要因素,从这几年奥朵的“双11”排名就可以看出,欧普、雷士、飞利浦等拥有大量实体店的企业一旦发力电商,发展速度就非???,因为有终端实体店的口碑和品牌支撑。随着消费者理性化,未来的电商模式一定是网络加实体店体验,毕竟,照明行业需要凭借光体验增加产品价值,而不是单纯的产品款式及材质。(整理/余海伦)

做电商,仍是“摸着石头过河”

上海绿源集团常务副总裁 罗权兴

目前,企业采用的电商运营模式多为B2B、B2C、O2O三种。照明行业中最常见的电商平台主要是天猫、淘宝、京东等主流平台。LUNO绿能照明现已入驻京东商城,天猫官方旗舰店也即将开业。当下电商已经日趋成熟,同时弊端凸显,亟需规范化。假冒产品借助电商渠道横行,管理成本增加,线下商家也因为利益分流问题对电商心存顾虑。在这种前提条件下,有品牌积淀、有资金实力、有渠道优势的规模企业,能在电商规划中投入充分的力量,更具优势。

但电商的发展不会停下脚步。电商不会取代线下,也正如线下阻止不了电商,两者将互补共融,平分秋色。这大概就是O2O的魅力所在。当然,企业须做好规划,毕竟,O2O暂无成功案例,企业仍需“摸着石头过河”。

(整理/余海伦)

价格、质量、服务缺一不可

中山鹰都照明企划部经理 冯翠婷

目前电子商务主要的运营模式有B2B、B2C、O2O、C2C几种,现阶段在照明行业中,最常见的电商运营模式主要为O2O和B2C,但大部分电商模式都各自为营,互不相干。而鹰都照明独辟蹊径,开创了全新的运营模式——B2E,E既是网络的标志符号,也是Entirely,全部的意思。B2E模式就是把所有电商模式进行综合、互补,集中优势,避免缺陷。

近年来,互联网的飞速发展有目共睹,发展电子商务是大势所趋。但“与时俱进”与“随大流”不可混为一谈,鹰都照明通过分析市场,了解电商发展现状,在杭州开设了淘云聚斐电商有限公司,入驻天猫和京东。照明企业要想运营好电商平台,不同群体的产品市场需要区隔,但价格、质量、服务三方面缺一不可。

(整理/余海伦)

互联网时代必定大有作为

中山商浦照明电商策划中心总监 朱向鹏

近年来,电子商务飞速发展,很多照明企业纷纷入驻电商交易平台,如京东、淘宝、阿里巴巴、慧聪、亚马逊等,其中也涌现了诸多“淘品牌”,但竞争处于亚健康状态,多数商家以“成本价包邮”、“秒杀”为推广手段,导致品牌信任度不高,缺乏持续竞争力。

目前的互联网营销模式有B2B、C2C、020、C2B、B2C等,目前国内大环境也根据消费者的需求聚合出一定的新营销模式,比如B2C反向电子商务模式,快速聚合有效需求。与B2C不同,C2B模式若时效性丧失,即购买意愿和成交跨度时间过长,则商业模式不成立。

回归到照明行业,每个照明企业进驻网商平台最迫切需要关注的是自身产品的品质、运输损耗成本、产品库存等。在互联网高速发展的今天,未来3年内,照明企业将面临新一轮的洗牌,照明企业今后在互联网时代一定大有作为。

(整理/贾丽健 发自中山)

做电商依然需品牌效应

中山市帝晖灯饰营销总监 樊松建

电商运营模式在照明灯饰行业的发展目前主要有两种:一种是品牌商自己开发独立商城,里面主要展示自有产品;另外一种是第三方开发的行业商城,主要是邀请厂家进驻,不过目前流通渠道主要是厂家到B端,还做不到C端。

帝晖灯饰自己开发了独立商城,开发商城主要目的是布局未来,移动互联网的发展趋势非常明显,传统渠道的优势正逐渐被移动互联网削弱。

当前照明电商的发展还处于初期阶段,成功案例并不多,加速突破到C端的投入也比较大,离理想化的O2O还有一定的距离。企业要想把照明电商做好,首先要把自身打造成一个行业品牌,纯电商品牌比较难立足。(整理/陈第朋 发自中山)

电商发展将呈现两极分化

中山市好地照明总经理 刘晓勇

到目前为止,B2C、B2B、C2C等形式的突出优势主要表现在流量优势、批量优势、个性化优势等方面,而O2O的优势突出表现在线下体验。

目前,照明电商发展已处于较成熟的阶段,和其它运营模式相比,照明电商的优势主要表现在“流通新产品速度快、资金回笼速度快、资金链安全便捷、不用担心物流和经销商跑路”等方面。当然弊端也不少,比如产品质量缺乏保障、价格透明、利润低、缺乏创新和竞争力等。

未来,照明企业想要运营好电商平台,需要有过硬的产品质量、研发创新团队、品牌知名度、线下渠道和体验店等。未来几年,照明电商平台的发展将呈现两极分化,品牌企业越做越大,没有竞争力的小平台将会被淘汰“出局”。

(整理/ 邝献斌 发自中山)

电商,想说爱你不容易

中山市贝肯照明科技营销总监 肖永全

随着电子商务的快速发展,许多照明灯饰企业跃跃欲试。但电子商务运营模式众多,哪些照明灯饰企业适合电商、适合哪种电子商务运营模式、选择什么时机切入以及入驻什么样的电商平台等问题,都需要企业三思!

对于照明行业而言,目前电子商务正处于发展阶段,与传统营销模式相比,电商有其自身的优势。但电商也有其弊端,如消费者售前的灯光体验问题、产品材质及结构确认问题、售后服务问题、网络陷阱及监管问题、信息安全及法制健全问题、对实体店价格体系造成冲击的问题等。在这些问题得到进一步解决和完善之前,电子商务,想说爱你也不容易。

(整理/李明山 发自中山)

文章来源:大照明 作者:佚名
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