2012 has become the turning point of the LED lighting market, and the commercial sector is becoming the main market for full-scale breakthrough. However, there is still a lack of understanding among LED lighting brand manufacturers and channel providers. In particular, there are many confusions among channel manufacturers regarding LED technology, products, and applications. The pace of LED lighting channel construction has not been as fast as expected.
Market Distribution - The long-running topic of LED lighting has once again triggered industry focus. In June 2012, the "China Lighting Dealers Market Summit" and "LED Lighting Channel Summit" were launched at the Guangzhou International Lighting Fair and the Shenzhen International LED Exhibition in the latter part of the year, with corporate executives, distribution representatives, and industry experts. Consultation experts meet at the summit to interactively discuss the LED lighting market situation, marketing difficulties and solutions. From the speeches of all parties, there are basically the following points of consensus: First, 2012 has become the turning point in the LED lighting market; second, the commercial sector is becoming the leading market for LED lighting breakthroughs; and third, LED lighting brand manufacturers and There is still a lack of understanding among channel providers, and there are many confusions among channel providers regarding LED technology, products, and applications.
Dealers should pay attention to what "previously only production companies are shouting, this year is a dealer in a passive response, and now it is time for dealers to take the initiative to attack." According to Dou Linping, secretary general of the China Illuminating Engineering Association, after the Spring Festival in 2012, the market has changed significantly. The domestic market has become the main target for major LED companies. Although the real estate market is not well-opened, the energy-saving renovation market has all proposed to use LED lights, many street lighting projects. LED lights are used in the project. This situation makes dealers unprepared.
Dou Linping suggested that dealers should pay attention to the direction of policies. The State Council recently subsidized 2.2 billion energy-efficient lighting, an estimated 200 million subsidies for energy-saving lamps will be about 700-800 million yuan, and the remaining 1.4 billion will be subsidized by LED lights. Dealers may wish to search, which are the LED lighting products winning companies, which are LED lighting products short-listed companies, agents of these companies' products. The second is to focus on changes in product performance. Color temperature, color rendering index and other performance indicators have a lot to do with product promotion and price judgment, as well as adaptability to certain situations. The third is to pay attention to the price of LED. In the past two years, the price of chips has dropped rapidly. In 2010, chips accounted for 70%-80% of the cost of LED lighting, and now only account for 30% of its cost. With the increase of mass production, the decline will be faster and faster. Now, better LED bulbs 80 yuan / support, the difference is only about 8 yuan / support, this spread and the 90s of last century, the difference between energy-saving lamps have similarities. The fourth is to formulate a timely distribution strategy. After the first home project, the market segment is the underground parking lot and other engineering markets. The fifth is to strengthen employee training. LED lighting is an electronic product in the future. It is not the same as before. The sixth is to strengthen communication with production companies. During this period, manufacturers and businesses are not simply buying and selling relationships, but close cooperation, so that users can solve some after-sales problems is impossible. LED lighting has been developed for 10 years. In our country, lighting will gradually become the mainstream for the next 3 years. In 3 years, traditional lighting products will become an era of patching.
Let dealers easily start General Manager of Guangdong Boao Division Corporate Design Co., Ltd. Wu Zhengyao believes that LED lighting channel construction is a problem LED companies face, we must jump out of the channel to talk about channel construction. Like other industries, the LED lighting market will have three stages. The first is the replacement period, the second is the popular period, and the third is the innovation period. Now is still in the replacement period, look at a company's product cost performance, LED lights are about twice the price of traditional lighting can break through the market. In the replacement phase, there will be a large-scale LED light source company. Once the price breaks through a certain critical point, it will immediately compete for market share, and then a strong dealer will follow.
Wu Zhenghong believes that LED lighting is very similar to IT and communications. It is not a competition among single companies and is affected by all aspects of the entire industry chain. The characteristics of this competitive landscape are that upstream and downstream participate in cost competition, and secondly, the entire industry chain participates in market promotion. Such as Intel in the IT industry, as long as PC manufacturers use their products, it will support a certain percentage of funds to support PC manufacturers to promote, indicating that Intel is doing its own industrial ecosystem. So, LED lighting industry should also be like this. Chip manufacturers, packaging manufacturers to channel business as a family, so that channel operators have profits, have the advantage to compete. Not long ago, I heard that a dealer had lost more than 200,000 yuan because of a sudden price cut by a brand manufacturer, because of the stock price difference. However, the manufacturer did not compensate for the price difference caused by the price cuts. With such a lot of things, the construction of channel providers will become increasingly difficult.
LED lighting companies, if they are small and medium-sized enterprises, can feel like op lighting, set up offices and logistics centers in foreign countries, so that dealers can easily start. If it is a large-scale enterprise, it can also set up an operation center in the foreign countries like rectangular lighting, Mulinsen, and Shifu Ford to allow dealers to serve. In particular, it is important to treat government projects with a focus on after-sales services. In the replacement phase, this is very important.
Shang Zhao is a main battlefield Foshan Lighting LED Lighting Manager Chen Wenji said that at present, LED lighting and traditional lighting are very different, the original Buddha is taking the provincial agency, the ability to form a multi-channel is relatively strong, LED lighting has not yet formed In the multi-level wholesale structure, in the construction of the channel, Fozhao has now become the preferred prefecture-level city to lay out distribution outlets. However, the current problem is still that although many customers are interested, they do not understand LED lighting and need to strengthen their education and guidance.
Lin Xiaoning, general manager of Shenzhen Xiaoda Optoelectronics Co., Ltd. Brand Marketing Center, believes that LED lighting has developed rapidly and costs have been declining continuously. 5W LED bulbs are close to the price level of circulation channels. Different brands and products should choose different channel areas to make the channels truly effective.
For the difficulties of the channel, Lin Xiaoning summarized as “four major painsâ€: First, the pain of the product, the current product is mixed, the overall quality is not very good, the market acceptance is not high, generally no brand, there is a brand of expensive and low price No service. The second is the pain of the market. There are too many subdivisions and the channels are not good. The third is the pain of the project. Distributors are generally relatively small and it is difficult to do engineering projects. Fourth, the pain of delivery. The factory is produced according to the order. For LED lighting dealers, we must also add "three pains." One is the pain of purchase. Now the problem faced by dealers is that once the goods are purchased, the price drops immediately, but if they are not stocked, there is no product to sell. The second is the pain of orders, order is difficult to receive. The third is technical pain. Electronic products, chip technology, many people do not understand.
What to do next? Lin Xiaoning believes that 5 years ago was an LED low-power product, such as the era of small flashlights, 3 years ago was the era of LED landscape lighting, a year ago was the era of LED street lamps, now is the era of indoor lighting, especially indoor commercial lighting, we It is expected that after one or two years, LED lights will enter the home market on a large scale. According to the number of chain stores in China, according to the application scale of 200,000 orders in a single store, this market will exceed the market capacity of 10 billion, which is the main battlefield for dealers, and government subsidy projects or EMC project requirements are usually higher, and Not suitable for distributors.
Dealers also faced restructuring and acted as agents for Philip, NVC, Sunshine, and Oaks products and were one of the largest lighting distributors north of the Yangtze River - Chairman of Shandong Linyi Lighting Association and Tianma Lighting Co., Ltd. of Linyi City, Shandong Province Chairman Liu Tongguang has obviously felt that LED lighting is unstoppable at present and has already threatened companies operating traditional lighting products. “We are very likely to be eliminated. This is a big pressure on us. My confusion as a distributor is even more serious. During this period of time, I was thinking, firstly, in the era of traditional lighting, it was easy to do a good job, in the era of LED lighting I do not know who is the backing, the second is the quality of risk, in recent years the project case illustrates the problem.The third is the risk of price cuts, We dare not invest in it. This is a pity."
As a distributor, Liu Tongguang suggested to his peers: First, products designed and developed must have their own characteristics, identify their own advantages, and avoid each other; second, product positioning must be able to approach the market (real demand); third, marketing policies should be mutually beneficial. Win-win; Fourth, new products can be considered into new channels.
In this regard, another heavyweight lighting distributor - Chongqing Lighting Industry Association, chairman of Chongqing Light Mart Lighting Co., Ltd. Wang Shunbo believes that LED lighting dealers out of the way, one is to do its own brand, two Is to be a mainstream manufacturer of local service providers. The problem of engineering services cannot be separated from local service providers (distributors). This is an opportunity.
Market Distribution - The long-running topic of LED lighting has once again triggered industry focus. In June 2012, the "China Lighting Dealers Market Summit" and "LED Lighting Channel Summit" were launched at the Guangzhou International Lighting Fair and the Shenzhen International LED Exhibition in the latter part of the year, with corporate executives, distribution representatives, and industry experts. Consultation experts meet at the summit to interactively discuss the LED lighting market situation, marketing difficulties and solutions. From the speeches of all parties, there are basically the following points of consensus: First, 2012 has become the turning point in the LED lighting market; second, the commercial sector is becoming the leading market for LED lighting breakthroughs; and third, LED lighting brand manufacturers and There is still a lack of understanding among channel providers, and there are many confusions among channel providers regarding LED technology, products, and applications.
Dealers should pay attention to what "previously only production companies are shouting, this year is a dealer in a passive response, and now it is time for dealers to take the initiative to attack." According to Dou Linping, secretary general of the China Illuminating Engineering Association, after the Spring Festival in 2012, the market has changed significantly. The domestic market has become the main target for major LED companies. Although the real estate market is not well-opened, the energy-saving renovation market has all proposed to use LED lights, many street lighting projects. LED lights are used in the project. This situation makes dealers unprepared.
Dou Linping suggested that dealers should pay attention to the direction of policies. The State Council recently subsidized 2.2 billion energy-efficient lighting, an estimated 200 million subsidies for energy-saving lamps will be about 700-800 million yuan, and the remaining 1.4 billion will be subsidized by LED lights. Dealers may wish to search, which are the LED lighting products winning companies, which are LED lighting products short-listed companies, agents of these companies' products. The second is to focus on changes in product performance. Color temperature, color rendering index and other performance indicators have a lot to do with product promotion and price judgment, as well as adaptability to certain situations. The third is to pay attention to the price of LED. In the past two years, the price of chips has dropped rapidly. In 2010, chips accounted for 70%-80% of the cost of LED lighting, and now only account for 30% of its cost. With the increase of mass production, the decline will be faster and faster. Now, better LED bulbs 80 yuan / support, the difference is only about 8 yuan / support, this spread and the 90s of last century, the difference between energy-saving lamps have similarities. The fourth is to formulate a timely distribution strategy. After the first home project, the market segment is the underground parking lot and other engineering markets. The fifth is to strengthen employee training. LED lighting is an electronic product in the future. It is not the same as before. The sixth is to strengthen communication with production companies. During this period, manufacturers and businesses are not simply buying and selling relationships, but close cooperation, so that users can solve some after-sales problems is impossible. LED lighting has been developed for 10 years. In our country, lighting will gradually become the mainstream for the next 3 years. In 3 years, traditional lighting products will become an era of patching.
Let dealers easily start General Manager of Guangdong Boao Division Corporate Design Co., Ltd. Wu Zhengyao believes that LED lighting channel construction is a problem LED companies face, we must jump out of the channel to talk about channel construction. Like other industries, the LED lighting market will have three stages. The first is the replacement period, the second is the popular period, and the third is the innovation period. Now is still in the replacement period, look at a company's product cost performance, LED lights are about twice the price of traditional lighting can break through the market. In the replacement phase, there will be a large-scale LED light source company. Once the price breaks through a certain critical point, it will immediately compete for market share, and then a strong dealer will follow.
Wu Zhenghong believes that LED lighting is very similar to IT and communications. It is not a competition among single companies and is affected by all aspects of the entire industry chain. The characteristics of this competitive landscape are that upstream and downstream participate in cost competition, and secondly, the entire industry chain participates in market promotion. Such as Intel in the IT industry, as long as PC manufacturers use their products, it will support a certain percentage of funds to support PC manufacturers to promote, indicating that Intel is doing its own industrial ecosystem. So, LED lighting industry should also be like this. Chip manufacturers, packaging manufacturers to channel business as a family, so that channel operators have profits, have the advantage to compete. Not long ago, I heard that a dealer had lost more than 200,000 yuan because of a sudden price cut by a brand manufacturer, because of the stock price difference. However, the manufacturer did not compensate for the price difference caused by the price cuts. With such a lot of things, the construction of channel providers will become increasingly difficult.
LED lighting companies, if they are small and medium-sized enterprises, can feel like op lighting, set up offices and logistics centers in foreign countries, so that dealers can easily start. If it is a large-scale enterprise, it can also set up an operation center in the foreign countries like rectangular lighting, Mulinsen, and Shifu Ford to allow dealers to serve. In particular, it is important to treat government projects with a focus on after-sales services. In the replacement phase, this is very important.
Shang Zhao is a main battlefield Foshan Lighting LED Lighting Manager Chen Wenji said that at present, LED lighting and traditional lighting are very different, the original Buddha is taking the provincial agency, the ability to form a multi-channel is relatively strong, LED lighting has not yet formed In the multi-level wholesale structure, in the construction of the channel, Fozhao has now become the preferred prefecture-level city to lay out distribution outlets. However, the current problem is still that although many customers are interested, they do not understand LED lighting and need to strengthen their education and guidance.
Lin Xiaoning, general manager of Shenzhen Xiaoda Optoelectronics Co., Ltd. Brand Marketing Center, believes that LED lighting has developed rapidly and costs have been declining continuously. 5W LED bulbs are close to the price level of circulation channels. Different brands and products should choose different channel areas to make the channels truly effective.
For the difficulties of the channel, Lin Xiaoning summarized as “four major painsâ€: First, the pain of the product, the current product is mixed, the overall quality is not very good, the market acceptance is not high, generally no brand, there is a brand of expensive and low price No service. The second is the pain of the market. There are too many subdivisions and the channels are not good. The third is the pain of the project. Distributors are generally relatively small and it is difficult to do engineering projects. Fourth, the pain of delivery. The factory is produced according to the order. For LED lighting dealers, we must also add "three pains." One is the pain of purchase. Now the problem faced by dealers is that once the goods are purchased, the price drops immediately, but if they are not stocked, there is no product to sell. The second is the pain of orders, order is difficult to receive. The third is technical pain. Electronic products, chip technology, many people do not understand.
What to do next? Lin Xiaoning believes that 5 years ago was an LED low-power product, such as the era of small flashlights, 3 years ago was the era of LED landscape lighting, a year ago was the era of LED street lamps, now is the era of indoor lighting, especially indoor commercial lighting, we It is expected that after one or two years, LED lights will enter the home market on a large scale. According to the number of chain stores in China, according to the application scale of 200,000 orders in a single store, this market will exceed the market capacity of 10 billion, which is the main battlefield for dealers, and government subsidy projects or EMC project requirements are usually higher, and Not suitable for distributors.
Dealers also faced restructuring and acted as agents for Philip, NVC, Sunshine, and Oaks products and were one of the largest lighting distributors north of the Yangtze River - Chairman of Shandong Linyi Lighting Association and Tianma Lighting Co., Ltd. of Linyi City, Shandong Province Chairman Liu Tongguang has obviously felt that LED lighting is unstoppable at present and has already threatened companies operating traditional lighting products. “We are very likely to be eliminated. This is a big pressure on us. My confusion as a distributor is even more serious. During this period of time, I was thinking, firstly, in the era of traditional lighting, it was easy to do a good job, in the era of LED lighting I do not know who is the backing, the second is the quality of risk, in recent years the project case illustrates the problem.The third is the risk of price cuts, We dare not invest in it. This is a pity."
As a distributor, Liu Tongguang suggested to his peers: First, products designed and developed must have their own characteristics, identify their own advantages, and avoid each other; second, product positioning must be able to approach the market (real demand); third, marketing policies should be mutually beneficial. Win-win; Fourth, new products can be considered into new channels.
In this regard, another heavyweight lighting distributor - Chongqing Lighting Industry Association, chairman of Chongqing Light Mart Lighting Co., Ltd. Wang Shunbo believes that LED lighting dealers out of the way, one is to do its own brand, two Is to be a mainstream manufacturer of local service providers. The problem of engineering services cannot be separated from local service providers (distributors). This is an opportunity.
Customizable Fever Piece,Fever Piece PE Film,No Burr Fever Piece
SHAOXING HUALI ELECTRONICS CO., LTD. , https://www.cnsxhuali.com