Grab dig LED distribution three risk test of the three

LED is a hurricane in the lighting industry.

April 14th, the Tenth China International Lighting Fair in Beijing, in this exhibition, LED has become a new protagonist. According to the exhibition organizers statistics, exhibitors LED enterprises accounted for 80% of the total number of exhibitors. Foreign giants such as PHILPS and GM have sent representatives to speech, and technology of domestic manufacturers, such as Segotep Au Optronics Co (hereinafter referred to as Segotep) also launched the world's first 360 degree three-dimensional light bulb LED.

The rise of LED in the lighting industry more than two years, the technology revolution will bring opportunities to many investors and dealers in this industry, but the risk can not be overlooked. How to grasp the opportunities brought by the industrial revolution, is testing the wisdom of many small and medium investors in the lighting industry.

Three risks, the three test

The biggest advantage of LED is that the energy saving effect is far beyond the general energy-saving lamps. "With LED lighting, can now do 80% more than the traditional lighting power saving, the future of this data is expected to increase to 90%, while the price of the product will be lower and lower with the increase in production. Niu Pingjuan, associate dean of the school of information and communication, Tianjin University of Technology, senior member of the Chinese Academy of electronics.

Due to the use of electricity, and lighting equipment costs will be greatly reduced. In the laying of street lamps, for example, the cost of the general cable and other ancillary equipment accounted for 40% of the total purchase cost. Ruan Dahai, deputy general manager of Segotep optical calculations: assuming 30 meters a street lamp, the road needs to be 10 km of 667 street lamps. Because the cable is thin, the cost is reduced, the final conversion is equal to laying each street lamp cable cost reduced by 2700 yuan.

Not only that, the life of LED lighting equipment is much longer than the traditional lighting equipment. The general manager of the lighting industry distributors, Beijing Xinyuan Bo Trading Co., Ltd. Liang Haifeng said that the ordinary incandescent lamp life of more than 1 thousand hours, and the LED lamp can theoretically reach more than 50 thousand hours, is 50 times that of the former.

According to this one count, LED as the third generation lighting source, the replacement of the traditional lighting seems logical, but in fact, the uncertainty faced by the dealer investment LED is not less than the opportunities it brings.

Primary risk comes from price. The price of an ordinary incandescent lamp 3 yuan, LED lamp is the second price of thirty times; an energy-saving lamp price of more than $10, LED lamp is six or seven times. Liang Haifeng do lighting business has more than 10 years, in the past two years to join the LED product distribution. One of his troubles is that customers do not understand LED, think the price is high.

The risk also comes from the lack of data for new technologies. Liang Haifeng cited an example, LED lamp is only a theoretical life can reach 50 thousand hours, but can not prove this to the customer. Because the life of foreign manufacturers test lasted more than 10 thousand hours, that is, more than a year, in order to achieve the 50 thousand hours, but also need to wait for several years. The experimental data can provide some data, such as luminous flux, luminous decay index.

Another risk in the distribution of LED products comes from the standard. Beijing Royal digitouch technology development limited company general manager Shen Da has over 10 years of experience in lighting equipment market, he cited an example of 3C certification. As lighting appliances, LED to sell to customers must have 3C certification to ensure product safety, but because of different technical standards, many LED manufacturers did not apply for 3C testing. There is no way, as the dealer Shen only their products, testing the cost of a product is 2000 ~ $5000, the delay time does not say, but also increased the cost of sales.

3C is just a safety standard, and a series of quality standards for lighting electrical equipment dealers need to do their own certification. Niu Pingjuan told the China business reporter, for LED lighting, national standards have not yet introduced, when there is no specific period.

Two strategies for the two markets

If you want to sell LED products, only through the way of marketing proposals. Liang Haifeng concluded. Because the cable, switch and a series of equipment and traditional lighting circuits are different, so the product can not sell LED sell like traditional lighting would only sell a bulb will complete the transaction, the dealer must design their own line and selection of equipment, proposed a package of plans. More importantly, by proposing a package of proposals, to account for customers with a long-term vision of the cost of the account, and the cost savings on supporting equipment also set out to customers in order to obtain the favor of customers.

Shen reached a successful deal this year, installed a LED lighting for the Beijing Foreign Studies University, involving 33 landscape lights and 100 street lights. Although only part of the Beijing Institute of foreign languages lighting system, but the business has led to the first time the LED lighting system into the university. Business can be successful, Shen Da think marketing and presentation marketing is the key. Beijing Foreign Studies University had been using the traditional 250 Watt lamp lighting, learned the same brightness LED lights only 75 WATTS are very interested in, and shenyany made contact. "For such customers, we can not talk about the price, all to the effect of quasi. "From the beginning of December 2008, Shen was free a few LED lights for the school, has been at the beginning of the March 2009 experiment. Three months later, the effect is obvious. Although the price of the LED lamp is twice as expensive as that of the original mercury lamp, the calculation of Shen Da's proposal to the customer can save the cost by saving electricity by 2 to 3 years. At the same time, the life of the LED lamp is at least 10 times that of the traditional mercury lamp, which can save the cost of each year. It is because of the first to do not understand LED lighting customers