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坚持价值战!雷士正在悄然发生改变——对话雷士集团总裁张鹏

2019-04-11 15:57 来源: 大照明 分享到:
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内容摘要:今年3月,仅雷士江苏“工厂购”单场就爆出超8000万元业绩,再加上雷士全国各地“工厂购”业绩不断刷新高,雷士全国春季渠道拓展可谓“开局漂亮”! 对此,雷士集团总裁张鹏总结道:“围绕用户的需求打价值战是雷士照明一直坚持的市场理念,在市场不好的情况下,我们更要坚持价值战?!贝嘶霸踅??本期,大照明带你走近雷士集团总裁张鹏,了解雷士今年有何不一样?

 

今年3月,仅雷士江苏“工厂购”单场就爆出超8000万元业绩,再加上雷士全国各地“工厂购”业绩不断刷新高,雷士全国春季渠道拓展可谓“开局漂亮”!

对此,雷士集团总裁张鹏总结道:“围绕用户的需求打价值战是雷士照明一直坚持的市场理念,在市场不好的情况下,我们更要坚持价值战?!贝嘶霸踅??本期,大照明带你走近雷士集团总裁张鹏,了解雷士今年有何不一样?

 

 

大照明:此前,你公开强调“围绕用户的需求打价值战是雷士照明一直坚持的市场理念”,能否为业界解读一下?


张鹏:在市场环境好的时候,大家都靠“价格战”去抢市场份额;但在市场环境不好的时候,用户资源已经在大大缩减,这时再打“价格战”无疑“自寻死路”,所以雷士要用“价值”去赢得用户的信任和口碑。只有这样,雷士的市场份额才会越来越大,雷士的发展空间才会越来越大。


站在企业的角度:首先,维护用户就要控制好产品;其次,控制好产品才能控制好价格;再则,企业才能拥有更多的资源去回馈用户,而这也必将带来更多的用户,这是一个良性的正向循环。


在照明行业,市场不好的时候,厂商都很难受。但是,中高端品牌相对来说会稳定一些,尽管它们也面临着很大的压力。

 

大照明:此次,雷士在全国范围内推广“工厂购”并取得成功。在你看来,成功背后的逻辑是什么?


张鹏:雷士能够在全国建工厂店、推“工厂购”,其实很重要的原因是“雷士拥有强大的渠道资源以及平台整合能力”,所以雷士能够去做,并做好这件事。对于雷士来讲,“工厂购”不是一次性活动,它不是促销活动,它是一种体验,是基于雷士自身的企业综合实力进行延伸发展的新营销模式,其符合雷士工厂店、专卖店未来以体验为主的发展方向。


首先,全国各地的雷士工厂店均拥有较大的展示空间,产品性价比高,购物氛围强,所以场场活动都很火爆;其次,这种消费者的正向反馈也促进了经销商们的主观能动性。江苏雷士工厂购这次破纪录的表现,就是市场反馈最好的说明。

 

大照明:你觉得,对于经销商来说最迫切需要作出的改变是什么?雷士又是如何帮助他们改变的?


张鹏:时代的选择是“行商”而不是“坐商”。现在的市场大环境是“抓客户”,而不是“等客户”,这是最核心的改变。此外,市场环境越不好的时候,雷士的经销商越要稳,信心越要足,大家要齐心协力想办法解决现有问题,也就是要做到“别人没有办法,我有办法;别人没有出路,我有出路;别人不行,我行!”


目前,超95%的雷士经销商都在向“行商”转变,主动性非常强,而雷士总部以及各地运营中心也在全力以赴,通过强大的平台运营为他们解决后顾之忧,比如变“压货”为“出货”,比如“工厂购”模式,等等,以期为用户创造更多价值。事实上,有了用户价值才有企业价值,有了企业价值才有员工价值,有了员工价值才有股东价值。


 
大照明:雷士是如何看待智能趋势的?又是怎样布局的?


张鹏:一直以来,我们都很关注“智能”这一领域,我们也投入了很多研发力量去搭建基础架构,比如雷士跟天猫精灵合作,成为天猫精灵第一大智能灯具供应商等。


在进军智能领域的过程中,雷士第一要把照明主业做好,以此为基础进而做好万物互联的照明场景设置;第二是对接和打通智能生态圈各个链条。万物互联最大的节点就是为其搭建平台系统,所以我们要对接好目前已有的主要平台;第三要做好灯具和相关场景的对应研发,做好用户体验。只有拥有良好的用户体验,未来的市场才会更广阔。


当前,智能家居、智能照明领域还停留在前期的技术积累、场景研究,还没有迎来真正的爆发。个人看来,未来的爆发节点可能就是5G来临的时候。我相信,未来智能家居的入口是“照明”,“照明”将是万物互联中最普遍的场景。智能不是风口,而是必经之路。


当然,还有很重要的一点是“开放”,不管是阿里、京东,现在我们都放开合作,但合作的基础是我们可以带给用户一些不同以往的体验。在我看来,未来阿里不是一家B2B、B2C公司,它会是一家数据整合公司。


未来互联网的核心就是与用户之间的联系,对用户数据的一种判断,我们会围绕它的特殊性以及基础的平台进行合作。雷士将坚持“用户体验价值”的初心,并基于用户数据基础为用户带来分享。

 

大照明:你是如何看待当前部分照企频繁跨界的现象?对于雷士来说呢?


张鹏:在不同的阶段,企业会有不同的战略重心,但对于雷士来说,现在的战略重心仍是照明领域,是研究光的问题,因此当前雷士暂时不考虑跨界。事实上,照明市场规?;故呛艽蟮?,其依然拥有非常广阔的发展空间,比如切入细分领域等。


其它行业的企业跨界照明能不能成功,这个不好说。我的想法是“做好自己的主业再谋求跨界”,因为你的东西不好,你再跨界其它行业,反而影响你的主业发展。

 

文章来源:大照明 作者:程洁静
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