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佛山蓝点灯饰罗惠玲 做照明最重要是口碑 欧司朗这些年做到了

2018-07-03 11:35 来源: 大照明 分享到:
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内容摘要:作为一个百年品牌企业,欧司朗集团在全球名声卓著、客户众多。欧司朗照明作为集团重要的业务版块,既是欧司朗集团的一部分,也是欧司朗品牌的代表者之一。欧司朗的渠道合作客户为何对欧司朗品牌情有独钟呢?这一期,我们走近欧司朗照明忠诚合作渠道商、佛山蓝点灯饰经理罗惠玲。

作为一个百年品牌企业,欧司朗集团在全球名声卓著、客户众多。欧司朗照明作为集团重要的业务版块,既是欧司朗集团的一部分,也是欧司朗品牌的代表者之一。欧司朗的渠道合作客户为何对欧司朗品牌情有独钟呢?这一期,我们走近欧司朗照明忠诚合作渠道商、佛山蓝点灯饰经理罗惠玲。

 

1始终把质量做好

 

据罗惠玲介绍,佛山蓝点灯饰于2004年就开始和欧司朗照明合作,到今天已经一起走过了14个年头。14年里,无论照明行业如何变幻,无论照明技术如何发展,佛山蓝点和欧司朗都矢志不移、并肩战斗。

 

在罗惠玲看来,佛山蓝点作为一家追求品质的渠道商,在最初挑选合作品牌的时候,就将眼光瞄准了具有品质根基的国际照明品牌。欧司朗作为全球数一数二的照明企业,自然是佛山蓝点灯饰重点追求的对象。双方理念的相同,以及对品质的共同追求,让佛山蓝点与欧司朗品牌牵手走过14年。

 

佛山蓝点认为,欧司朗最吸引人的地方就是它始终把质量做到最好,并不因为时代变更而动摇,做照明最重要的是口碑,一旦口碑没了,那这个品牌也就失去了所有。

 

事实上,正因为欧司朗一直坚持做好产品品质,所以蓝点灯饰也一直对欧司朗青睐有加。

 

2不拼价格拼品质

 

既然选择了注重产品品质的欧司朗品牌,那么渠道商就要做好“不拼价格拼质量”的心理准备,并且在实际行动中进行落实,这样才能真正做好欧司朗品牌的产品销售工作。这一点,佛山蓝点灯饰有一些自己的心得体会。

 

据佛山蓝点灯饰罗惠玲介绍,欧司朗作为世界有名的百年照明品牌,其产品质量在业内是有口皆碑,很少出现产品质量问题。即使出现了质量问题,欧司朗的服务态度和解决速度也非???,非常好!这让欧司朗经销商很放心。

 

如何更好地销售欧司朗照明产品?佛山蓝点认为,最重要的是给客户进行专业的讲解,让客户清晰了解到照明产品品质的差异,以及欧司朗照明产品品质的优点。要用对比的方式,给客户讲解欧司朗照明产品品质可靠,性价比高,从而说服客户,给客户最好的选择。

 

3保障渠道商利润

 

作为欧司朗的渠道商,有没有经营压力呢?佛山蓝点灯饰认为,压力是肯定存在的,压力也是动力,欧司朗用心服务渠道商,渠道商也乐意全力推广欧司朗品牌,提升欧司朗品牌影响力。

 

据悉,这一次,欧司朗照明调整渠道,采取运营中心模式,也给渠道商带来了更多信心和动力。

 

佛山蓝点灯饰罗惠玲表示,欧司朗突破传统一个省好几个运营中心的模式,一方面保证了二级分销商进货价格统一,不存在相互打价格战;另一方面保证了运营中心的利润,对于运营中心及下游分销商都是一个非常好的?;?。

 

而且,目前欧司朗一些工程类产品在市场上具有比较优势,且这些产品不能进行网上售卖,这对于运营中心实体店的经营非常有好处,也保障了运营中心和渠道商的利润。

 

4提升品牌影响力

 

作为全球知名的百年照明品牌,欧司朗照明在专业领域口碑良好。不过,哪怕是再香的美酒,如果没有持续的品牌推广,其影响力也会减弱。欧司朗照明重拾塑造品牌的方式,赢得了渠道商的支持。

 

“欧司朗在市场上的知名度如果能进一步提升,那么我们商家在推广欧司朗产品的时候,阻力也会更小?!狈鹕嚼兜愕剖温藁萘崛绱吮硎?。

 

近年来,欧司朗照明一方面面临集团公司战略决策的变化,另一方面面临越来越激烈的照明行业品牌竞争压力,必须作出一番改变。

 

商家认为,欧司朗的价格体系?;さ轿?,产品品质保持到位,商家服务坚持到位,如果品牌影响力进一步提升,则市场肯定大有可为;欧司朗完全可以在增加子品牌或者产品品类丰富方面更进一步,让商家经营拥有更大的施展空间。

 

 

文章来源:大照明 作者:王小锋
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