[big coffee talk] LED enterprises how to do channel?

Channel is a very important part of a business, the development of the channel is the most difficult thing for the company. What kind of mode and method should be taken in order to better serve the enterprise channel? We might as well listen to the following brothers to talk about their experience.

Hu Can, director of Zhejiang sunshine lighting market

Since 2015, the company implemented a subsidiary of sunshine lighting mode, different business segments will be split, each subsidiary according to their own market conditions, reasonable adjustments and layout. I think about the channel, and who want to build channels, but who do not know how to build the channel, because the channel of each enterprise face in different stages are different, the proposed solutions should also be different. After all, the level of 100 million yuan enterprises and enterprises of the level of 1 billion yuan, whether it is marketing channels or marketing staff, marketing background, dealer system, are not the same.

For the enterprise, we always want the opponent is too strong, the price is too high, the product is too common. In fact, this is a state of mind, so companies have to learn to shield the interference of information, select and focus on the really useful market information. Around these information, combined with the landing Zhu Zong referred to light marketing, micro innovation, to make the appropriate changes to sales performance oriented, good business development.

The general manager of honyar platform innovation operations center Wang Yubing

Honyar is robust and a veteran of the company, in 2015 the overall performance of swangoose electrical lighting section of the growth of more than 50%, we hope that in the lighting industry to catch up from behind". I think the value of an enterprise is divided into several levels, the primary is the achievement of the customer, the intermediate is the achievement of dealers, advanced is the achievement of consumers, the ultimate is the achievement of competitors". But at present, the lighting industry generally fall into the homogenization of products, strategic plate type of the Red Sea trap.

For honyar, our channels can go different way, is the fundamental reason for the full analysis of the advantages of resources, product positioning is the focus of smart lighting". On this basis, we again upgrade in marketing channels, and gradually find the potential marketing channels, the achievements of the Hongyan smart lighting unique channel mode.

Lu Shouyong, deputy general manager of Shanghai lighting technology

I give you two stories: the first story, I spring back to the county home, relatives and friends around the first choice is the Internet to buy lighting products; the second story Shanghai, many small projects, now also directly from the Internet to find the goods, buy goods, and then earn a service fee.

These two stories, the surface is the impact of the electricity supplier to the traditional channels, the essence of the development of lighting in the way of change. If the product is purely to sell the processing and manufacturing industry, and now need to upgrade to sell service products and services. For dealers, manufacturers of harsh conditions, if there is disagreement on "falling out"; small manufacturers and product quality and of two minds, delivery problems. What should I do? My proposal is to select a good dealer manufacturers, the formation of a community of interests, Baotuan development, only the future.

Shanghai deputy general manager Su Hui lighting sub Jaipur

We talk about channels, nothing more than to talk about what to sell, who to sell, how to sell these nine words. If is from the bottom up, is to see who is the consumer, then consumers buy the product is through what channels to the enterprise, and then to find these channels, product positioning estimation oneself; if it is taken from the top down, is to determine their own product positioning, then according to the product positioning to find the dealer, the dealer to sell products to the consumers.

"Channel nine words", we look at the marketing tool. In my opinion, online or offline worth mentioning, but the channel marketing tools". In fact, the electricity supplier's marketing performance ratio is not high, so there is no need to "turn the electricity supplier". Finally, I would like to say one sentence: any dealer is not to profit for the purpose of marketing model is to play rascal! Channel marketing, the need for precipitation and heritage, especially the channel terminal clerk precipitation and heritage, so that the performance of the enterprise channel will be better, the dealer's income will plump up.

Born deputy general manager of intelligent technology Qiu Qiu

Today, in the lighting industry, large enterprises with capital, brand, manufacturing and other advantages, has become bigger and bigger. At the same time, the industry has emerged a number of "special and beautiful" enterprises, they are in the market segments, segments, product segments do very professional, won the favor of the channel. From the development of the industry, both of which will be the future winner"!

In addition to the above two ways, I value the third way, "crossover". I think, first of all to have a "crossover" basis, such as raw Di Lighting, we based on the lighting, intelligent, networking and cross into Home Furnishing, spent 4 years to develop the first property with "Di lamp lights". This is based on the Internet of things across the field of lighting, born Di willing to do pioneering work for the industry to explore a new channel channel, creating a new piece of the sky.

Pan Xiufang, deputy general manager of Guangdong Zhao letter LED

Although Zhao do lighting for many years, but in the field of the channel, or lighting recruits, Zhao letter LED channel development has just started, the results are also beginning to pick up. According to our analysis