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厂商喊话:线上与线下融合才是未来!

2019-07-30 14:41 来源: 大照明 分享到:
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内容摘要:随着电商热潮的逐渐冷却,前些年的一些纯电商品牌如奥朵灯饰,现今也开始进攻线下?;蛘诖?,照明圈内也出现了“实体店价值正在回归”的论调。而这,也引发了业界对于线上与线下的更多思考。

企业谈


实力中小企业可兼顾线下线上

 

灯烨照明董事长  黄孝海


在一线品牌不断加大线上投入之时,一些二三线品牌反而公告明确表示“并未授权网上销售”,那是因为二三线的品牌知名度还不够响亮,并且线下经销商很不愿意公司产品在网上销售。网上的价格普遍较低,二三线品牌在网上销售也影响到了线下经销商卖货,这对企业自身发展会造成一定影响。


对于“实体店价值正在回归”的论调,我个人非常认可。灯饰属于建材产品,需要上门安装以及后期维护,而且网上看不到实物。业界之所以会出现这种论调,是因为如今的电商运营实在太高了,很多天猫商家的产品成本价乘以两倍销售都还是处于亏本状态,获客成本非常高。据我了解,很多电商大佬都在转型线下,而且电商普遍是这个月运营这个月就有生意,不运营就没有生意。另外就是服务方面,线上销售没有经销商去做终端服务。


个人觉得,有实力的中小企业可以线下、线上一起做,线下品牌和线上品牌区别开来,这样既不伤害经销商利益,企业又可以拓展电商渠道。目前,我们也已经布局电商(线上)渠道,品牌名与灯烨不一样!5G时代的到来,我们也不知道会发生什么,我们只能努力做好现在!


在照明灯饰行业里,线上线下结合的模式目前比较乱,平台之内只有两家做得比较好。很多公司去现货厂家拿货,然后搞一个终端机,打着线下线上结合的新零售,其实都是噱头而已!真正的线上线下结合需要第三方有实力的平台来做,或者有实力、有知名度的品牌来做。对于实力较弱的中小企业来说,首先还是要做好产品,线下线上结合模式最好先不要去碰。



线上线下同心,其力断金!

 

浙江开尔照明营销事业部总经理  张学亮


首先需要明确的是,无论是线上还是线下,都是营销渠道的一种,并非两种现象,脱离了这个前提,看到的只会是对立面。


照明行业电商渠道通过这些年的发展,最终能排上位的也就是业内有品牌力、有资金实力的企业,因为电商的发展需要持续的、大力的投入,目前电商整体运营成本费用率在35%-50%。很多电商运营平台的规则是你销售得越多,排位越前,这就导致了很多后进企业与二线品牌无法介入电商渠道,投入是必须的,可是效益却很小。


笔者在走访市场过程中,针对这两年双十一销量排前的两个品牌实体店做调查时发现,几乎所有实体店对品牌电商运作都持否定态度,认为线上抢走了线下大量的消费者,“看的人多了,拿着手机对比的人多了,购买的人却少了!”某实体店老板说道。原因在于品牌内部运作体系,电商团队有任务、流量指标,且独立规划、预算、运作,这在顶点设置之初,就造成了与线下销售团队及渠道客户的冲突。


了解以上几点,就不难理解近期网上部分二线品牌为何道出其“并未授权网上销售”,一方面,避免假货产品横行,扰乱产品及质量体系;另一方面,既然线上无法发力,就借力给线下,让线下渠道客户安心销售。在这方面,开尔照明线上线下产品的建议零售价是保持一致的,这就避免了很多冲突,保障了线下客户的利益。


对于线上、线下的组合拳,一定是基于企业的品牌定位及发展战略,在产品线和渠道定位上作区分,线上渠道以中高端产品、定制类,宣传品牌为主线,在引流产品上,一定要与线下作区分;线下渠道则以保证店铺利润、畅销款为主,着重消费者体验、产品展示及品牌宣传等。


当然,线上线下的结合,一定是两个渠道都有一定建树与发展的前提下才可形成合力,否则一条腿走路,必然会摔跤!线上线下同心,其力断金!希望看到更多的企业能促成两个渠道合力运作,而不是继续“互博厮杀”。



“如何打通线上线下”是企业的共同课题

 

小器鬼照明市场总监  喻其涛


不论是一线品牌还是二线品牌都已意识到电商的趋势,以及未来的重要性,只是结合各自企业的现状,做出了不同选择。一线品牌资源完备丰富,出于发展战略需要,需要组建全渠道运营,大力投入线上,抢占线上先机;二线品牌资源相对有限,无法同时兼顾线上线下,为了?;は呦麓蠖嗍窒痰睦?,只能选择暂时放弃电商,集中资源发展线下,确保公司稳健发展。


线上与线下其实是两个不同的渠道,并不是一个单选题,更不应该是对立的,未来一定是相互融合的,“如何打通线上线下”是现今所有企业面对的共同课题。


传统的电商赋予消费者的“好处”更多是价格及便利,以及包括一些系列的“最后一公里售后服务”,但往往很多品牌在传统电商的售后这一块并没有为自己加分,反而是实体店能快速、面对面解决消费者的需求。因而在“更加注重服务,看重产品质量”的未来灯饰市场,单维度的线上销售是难以满足消费者的需求,它将与注重“用户体验”的线下实体店相结合。


在我看来,对于LED照明企业发展而言,一方面要积极拥抱电商,不要违背市场规则,不要抗拒;另一方面需要打造线上线下一盘棋的新零售模式,共同发展,相互促进。而对于小器鬼照明来说,2019年是非常关键的一年,小器鬼照明成立至今刚好18年,对于人来讲,这是成年的标志年龄。


在今年,小器鬼照明重新制定了大品牌的发展战略,全面整合,重新出发,重新定义品牌、重新定义产品、重新定义渠道,为未来的快速发展夯实坚实的基础。而重新定义渠道是小器鬼照明发展战略中极为重要的一环,而电商则是这一环中重要的拼图,因此,我们已做好全面的准备,将于近期全面启动电商项目,旨在打造属于小器鬼照明的电商生态圈,真正建立线上线下相互融合的新零售模式。


我个人觉得线上电商份额会再放大,同时也会加快行业洗牌,淘汰一批跟不上发展的品牌,这同时也是那些积极拥抱电商并不断优化模式的品牌的机会。未来的照明市场一定是线上线下相融合,属于那些能够顺势而为,快速建立了新零售渠道的品牌,我也坚信小器鬼照明品牌在新战略下将快速腾飞。


商家说


品牌必须要有足够的实体店作为支撑 

  

太原晶浦照明总经理  刘文波


从一线品牌不断加大线上投入,部分二三线品牌公告中表示“并未授权网上销售”的现象来看,个人从不同维度有如下的理解和分析:首先从电商环境来讲,电商平台的特性使得强者的聚集效应更强,消费资源往往集中于少数几家置顶的商户手中,从我们平时的网购体验中不难发现。


面对如此诱人的蛋糕,所有品牌很难不动心。那么什么样的品牌最容易从中分得一杯羹呢?在此一线品牌的张力和虹吸效应的优势就体现出来了,一线品牌自身的市场渗透率更高,因而对品牌本有所了解的消费者,很多会选择从实体店转移到官方平台选购。


对此,实体店是什么态度呢?一线品牌对实体渠道有不二的话语权,也就是说企业想做线上官方商城,即便经销商明知会蚕食实体的销售市场,也无法起到实际的反对作用,而二三线品牌自身的渠道话语权尚未到达随心所欲的地步,不得不顾及实体渠道的利益,至少在表态上还不想和实体渠道撕裂。


在当前这种非对称的博弈中,实体店是不是完败呢?也不尽然。这种行为非但不是双赢,也不是融和而是两败!实体渠道目前虽处境尴尬,但绝不代表实体就是鸡肋,作为有灵魂接地气的品牌来说,必须要有足够实体店的支撑。当前的销售形态处于混乱野蛮的状态,充满非文明的躁动。


不光是照明行业,众多领域的企业都存在着短视的、非理性的、野蛮的销售状态,直接将自己放置于与实体渠道对立的位置。从长远来看,品牌企业的官方商城不应该是抢食实体市场的急先锋,而应该是正常市场的维护者。企业的官方商城的意义在于推广、远传和引流,而不是全凭力量说话的野蛮人。实体若死,品牌也将凋零,皮之不存,毛将焉附!


线上线下应实行价格同步

 

贵客照明山东分公司总经理  毛俊伟


当前,在一线品牌不断加大线上投入之时,一些二三线品牌反而公告明确表示“并未授权网上销售”。为什么会出现这样的现象?我觉得这主要还是由市场环境与利益关系决定的。


首先,当下各行业都在推出O2O线上线下模式,那么对于一线品牌而言,整体线下实体店比较成熟与完善,然而线上是一线品牌的短板,这是从“行业品牌”向“大众品牌”提升的一个很好的平台。


其次,二三线品牌实体店的市场空间还有待扩大,同时消费者对品牌的认知度还不够,二三线品牌在产品定价权上还不具备足够的话语权。对于二三线品牌而言,目前尚处于深耕细分市场期,当务之急是在保证终端经销商利益的前提下,不断提升品牌影响力及终端占有率,并完善线下体系。


灯具行业是一个偏冷门的行业,消费者使用周期长,对照明品牌的认知度不够,只是对部分一二线品牌略有所闻,所以纯电商品牌在一线品牌大力推进线上零售的情况下很容易受到冲击。


消费者的消费观念不断在变化,由于目前国内电商假冒伪劣产品占比颇高,所以也在影响消费者的判断。毕竟照明类产品在品质、安装、售后服务等方面,目前线上还做不到很完善。


我觉得对于照明企业来说,首先应当深耕实体终端,同时线上线下价格同步,提质品牌影响力。O2O新零售模式目前是很契合当前市场现状的,要做好这个模式,厂商应当做到以下几点:1、练好内功,完善供应链,抓产品整合,控产品品质;2、把握好线上线下的产品定价,尤其保障好终端网店的利益;3、根据自身情况,确定线上线下良性关系(线上是维系线下影响力的)。


可以“产品差异化”平衡线上与线下

 

厦门高铭工贸总经理  周忱彬


对于是否要发展线上,每家企业都有自己对渠道的理解。一线品牌因为有足够的品牌影响力,在线下的网点和渠道密集的基础上,线上自然大放光彩。而其它不是很知名的品牌,没有太多线下网点和品牌影响力的支撑,网上销量自然也不会太大,与其和线下商家抢客户,不如好好地做好基础。


可以看到,天猫、京东和小米之类的线上平台都在建线下实体店,而照明行业本身的流量以及关注度和这些平台更是没有可比性。个人认为,纯线上品牌难以长久,即使在AI技术成熟的今天,实体店的体验功能还是无法被代替,实体店还是有得做!


对于LED照明企业发展而言,平衡线上与线下可以实行“产品差异化”,推出产品的重心不一样。而于照明行业来而言,线上是线下的一个补充,线上和线下优势互补。线上和线下的产品和服务都不一样,线上发挥推广和宣传功能,线下做好售后服务和客情的维护,假如互相恶性竞争,价格体系一旦破坏,长期如此,品牌影响力将会越来越弱。


少有品牌能做好线上、线下利益分配

 

南宁龙之轩灯饰总经理  王小东


电商平台经历爆发式增长后,面临着管理规范等问题,电商业态内也产生激烈的竞争。综合各方面而言,电商成本增加,就会给企业带来新的经营压力,这时候小厂家可以快速做出应对,而大品牌由于投入大等因素,还需要更多时间来适应。


一些品牌从电商平台撤离,这属于正常现象。从电商平台出现开始,就有线上线下相融合的声音。据观察,到目前为止,很少有品牌能够做好线上、线下利益分配,形成理想的渠道模型。


随着电商平台近几年的发展,实体店也遭受了巨大冲击,而目前还能够生存下来的实体店都是已经经历了市场的双重洗礼,获得了良性成长,实体店的价值体系更新了。目前对于照明厂家来说,坚持做好产品,从新审视渠道分工,让产品更加符合消费者需求,避开恶性的低价策略,经营好产品产业链,才是最重要的。


 

文章来源:大照明 作者:佚名
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