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疯狂圈地!起底欧普五金渠道“这些年”

2019-07-16 16:22 来源: 大照明 分享到:
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内容摘要:作为照明企业进入五金渠道重要的、成功的典范,欧普在五金渠道的谋篇布局一直深受外界关注,它到底是如何切入五金渠道,并在五金渠道成功“分食”市场的?而最近,它在五金渠道又进行了哪些布局?本期关注!

作为照明企业进入五金渠道重要的、成功的典范,欧普在五金渠道的谋篇布局一直深受外界关注,它到底是如何切入五金渠道,并在五金渠道成功“分食”市场的?而最近,它在五金渠道又进行了哪些布局?本期关注!


进击的欧普


今年以来,木林森、公牛、欧普、世林等知名照明电工企业纷纷在五金渠道开展“以旧换新”活动,新一轮“渠道战”一触即发。其中,不得不说,论“以旧换新”,欧普的布局明显更早一些,其在2018年“以旧换新”活动就轰轰烈烈,并一直延续到今年。那么,欧普“以旧换新”活动有何特点?


欧普五金渠道经销商、厦门高铭工贸总经理周忱彬表示,欧普的“以旧换新”换购活动是有策略和阶段性的市场推广行为,选择的产品是欧普相对弱项的产品,涵盖从开关面板到光源产品,使其提高市场占有率的同时,不至于“大伤筋骨”,且只有欧普这类强势品牌才有持续进行的实力。


欧普五金渠道经销商、重庆光电联盟总经理李正勇表示,欧普举办“以旧换新”活动,能够实实在在帮助客户解决一些问题:比如有些产品所属的品牌已经没有售后服务,比如有些产品属于残次品,无法进行二次销售,再比如有些产品规格、型号不一样或保修已过期,均可纳入欧普“以旧换新”活动范围。


▲欧普在五金渠道的谋篇布局一直备受外界关注。


当然,欧普在五金渠道的动作远不止这个,“尖刀”产品策略也是其决胜市场的“法宝”,获得了其五金渠道经销商们的一致称赞。据悉,从最初的小功率球泡、T8灯管、T5灯管到筒灯,再到大功率球泡、排插等产品,在每一个阶段、一个领域,欧普均拿出最具性价比的产品来占有市场,提高品牌知名度。


“近两年,欧普流通渠道产品更加贴近市场,如筒灯、球泡等均是其突入市场的‘尖刀’产品。如果说很多照企在五金渠道‘拼杀’靠的是产品性价比,那么欧普靠的是‘质价比’,在同类产品价格区间内把产品质量做到最好?!崩钫氯缡歉锌?。


此外,近期欧普推出的“保修5年”政策也引起五金渠道市场的一番震动。有行业人士说道:“产品一般都是保修1年或2年,过了这个时间就是过期了,但现在欧普说保修5年,有点脱离行业规则?!?/FONT>


降价的欧普


2018年,被照明行业人士称为“艰难的一年”。这一年,在中美贸易战、房地产市场严控、消费增速减慢等多重压力下,国内LED照明产业增速整体放缓。


对此,欧普采取了较为猛烈的市场攻势:以消费者为核心,全面赋能经销商由“坐商”向“行商”,“卖产品”向“卖方案”的经营模式转型;通过极致性价比的产品组合、持续精准的展示物料投放,实现网点的有效覆盖;成立了电工转换器事业部,统筹规划电工产品(艺术开关、排插、断路器)的品类布局、技术创新、价格管理、质量及成本控制,构建了专业化的产品管理体系,实现企业资源的有效利用;等等。这些举措也对欧普五金渠道的拓展产生了积极影响。不过,外界更为关注欧普的“降价策略”。


在去年12月的机构调研中,针对“降价策略是否会持续?”的疑问,欧普表示,其在2018年对部分标品进行了策略性降价,以此获得更多的市场份额。未来,公司会根据市场的竞争态势调整降价策略。


但从市场反馈来看,当前欧普的市场推广动作相比去年则更为“激进”,特别是在五金渠道。以“以旧换新”活动为例,一位不愿具名的欧普五金渠道商家表示,“以光源产品为例,商家在产品上加15个点,加上企业给10个点,总共约25个点,活动是打3万元提4万元的货,要让出30多个点,也就是说商家本身把票点贴出去,才勉强够,还没算上员工工资和运费之类的,可以说就是‘以量换市场’。当然,开关面板类的产品做换购还是可以的,开关的毛利相对较高,售后问题较少?!痹谒蠢?,企业的让利加上产品本身的利润,并不足以支撑“以旧换新”活动的持续进行,商家是“越做越受伤”。


当然,加大力度的不止“欧普照明”。当前,许多照企纷纷加大了五金渠道的投入,如木林森提出“三年内实现五金流通渠道十万家优质分销商”,如三雄极光提出“新增五金销售终端10000家”,再如雷士、佛山照明、世林、美的、美科等一众照企都在加码投入。


如今,国内五金渠道竞争的激烈程度非同一般,再加上基于终端门店建设以及家庭装修时间,三季度和四季度为旺季。因此,业内人士预测,进入下半年,欧普五金渠道的攻势只会更加猛烈。


值得一提的是,对于近日业内流传的“欧普推出6元筒灯”消息,亦有欧普五金渠道经销商出来辟谣:即便作为“尖刀”产品,欧普筒灯也一直处于市场上同类产品的正常价格区间内,如果真的出现这种情况,很有可能是个别商家推出的促销活动或套餐组合。


据了解,在经销商眼中,欧普渠道按产品分类可分为家居、商照、电工、花灯、户外以及集成吊顶渠道。目前,欧普五金渠道主推光源、以平板灯为主的家居照明、商照、电工及卫浴产品。


可怕的欧普


翻看欧普历年招股书及年报,其渠道网点的扩张,在整个照明行业内也实属迅猛:

 

欧普2014年招股书显示,截至2013年12月31日,欧普零售终端销售网点已经超过37000家,遍布全国;

 

欧普2015年招股书显示,截至2014年12月31日,欧普零售终端销售网点已经超过38000家,遍布全国;

 

欧普2016年年报显示,截止至目前,欧普拥有遍布全球40000多个覆盖至社区的终端销售网点;

 

欧普2018年年报显示,截止至2018年底,流通网点数量超过10万家。

 


▲近几年,欧普五金渠道网点数量快速飙升。

 

欧普取得这一成就,其在五金渠道的扩张贡献颇多。据悉,为了让渠道进一步下沉,更贴近终端,早期,欧普照明发展五金渠道多是选择在区域市场拥有大量五金店网点资源的经销商来做代理。


欧普照明流通渠道广州区域总代理张某曾在接受大照明采访时回忆道:“我刚代理欧普照明那一年,欧普照明总部分派了一些市场人员配合我们在广州市内拓展客户,当时两拨人组成了一个60—70人的团队,打出‘挖地三尺找客户’的口号,在广州的大街小巷开发客户?!苯鼋?年后,其所带领的团队已在广州的越秀、荔湾、天河、海珠、白云等五个区为欧普开发了4000—5000家五金店面。


近几年,随着欧普的不断发展,其渠道体系也在不断发展,进而其五金渠道体系也相应发生变化。据欧普2015年招股书显示,欧普当时与经销商的合作模式是:欧普与经销商签订年度经销协议,向经销商销售欧普品牌产品,经销商以买断方式获得产品后,再通过欧普专卖店零售、批发至商场超市和五金门店等方式对外销售。


到2016年,欧普相关内容的表述发生了变化。当时,欧普在其2016年年报中称,欧普照明拥有强大的营销队伍和渠道网络,通过在各地灯饰城、五金店、商超等网点的战略开发布局,在全国省、直辖市、州及地、市、盟市场已实现较高覆盖,在县、旗及乡镇市场,欧普也实现了一定程度的网络覆盖。该内容也在欧普2018年年报中得到类似体现。


在这种情况下,欧普对其经销商提出了更高的期望:以消费者为核心,欧普全面赋能经销商由“坐商”向“行商”,“卖产品”向“卖方案”的经营模式转型。与之配套的是欧普“产品拓展新规划”,在今年3月的机构调研中,欧普表示,基于消费者家庭硬装装配的需求,欧普已将品类从照明类向非照明类产品拓展,逐步提升集成吊顶、开关、排插、集成家居等品类的占比。


“爆破式”市场营销、“赋能式”渠道转型、“渐进式”品类升级……在竞争日趋“白热化”的当前市场中,招式“可怕”的欧普到底会带领其五金渠道走到哪一个高度?在众多知名照企的“夹击”中,其又将如何应对?我们一起关注!


商家观点


欧普爆品迅速“搅动”五金渠道价格体系

 

欧普五金渠道经销商、厦门高铭工贸总经理周忱彬


五金渠道认的是什么?价格和品牌!欧普每个阶段打造一款爆品,迅速“搅动”整个五金渠道的价格定位,并拉伸了其品牌影响力。尽管目前越来越多知名照企重点发力五金渠道,但这些品牌的可持续性“有待观察”:比如做好五金渠道会不会影响其它渠道的利益,该企业的品牌影响力适不适合持续做这个渠道等,都是需要深入调研和思考的。


与公牛相比,五金渠道欧普有欧普的强项,公牛有公牛的优势,未来同类产品确实会互相干扰,但也只是干扰,没有太大的冲突,两家都是非常优秀的企业,网点众多,品牌深入人心。


未来,这两家企业重叠的产品和领域会越来越多,但走的路肯定会有差异化。它们将在很长一段时间一起成长,一同“鲸吞”占有中小企业份额,而彼此也将是最强的竞争对手。

 

欧普五金渠道产品“质价比”秒杀市场

 

欧普五金渠道经销商、重庆光电联盟总经理李正勇


近两年,欧普流通渠道产品更加贴近市场,如筒灯、球泡等均是其突入市场的“尖刀”产品,其推广力度比较大、竞争力比较强,受到市场的普遍欢迎。同时,欧普总部营销团队的执行力也非常强。如果说很多照企在五金渠道“拼杀”靠的是产品性价比,那么欧普靠的是“质价比”,即在同类产品价格区间内把产品质量做到最好。


未来,传统流通渠道依旧是渠道的“王者”。因此,欧普需要在自身优势领域里做好扎根,稳扎稳打地发展。事实上,照明企业只有做好主业、定位清晰,同时在营销方式上多做创新,方能走得更远。


从市场看来,未来房地产红利将退去,替换市场将成为重要突破点。因此,未来照企更应该专注自己本专业领域,做好准备以期在新的市场环境中突围而出。

 

五金渠道短期内很难实现一两家品牌主导

 

欧普五金渠道经销商、桂林灯秀精品总经理阳桥付


近年来,各大照明灯饰品牌都特别重视五金渠道,主要原因还是五金渠道解决了“最后一公里”的服务问题。在此情况下,五金渠道受电商冲击比较小。而今年,突如其来的各种营销,使得原本平淡安静的五金渠道迸发出了许多“火花”。


在我看来,各个厂家的营销思路都差不多,都想占据这个渠道的话语权,都想实现短期高回报,但这其实与五金渠道的价值取向不太一样。五金渠道是注重服务、注重长线经营的渠道体系,要想抢占五金渠道需要一定的时间沉淀。


特别是从市场终端看,不管厂家如何升级推动,大部分的五金店铺都是小店,它更加注重线下服务。因此,某个品牌要快速通过这个渠道实现高利润回报比较难。尽管目前一些品牌推出的针对五金渠道的产品很有竞争力,也获得了一定的认可。但是,五金渠道相当长时间内,还是无法实现一两家品牌,或者几个厂家主导。


 

文章来源:大照明 作者:修远
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