How the market warlords traditional enterprises into the LED wave

The current lighting market separatist warlords, fighting four. Regional markets are not in accordance with the municipal division, the basic one or two relatively strong strength of the business, and for their own brand positioning, giants are not necessarily suitable for their own. Small businesses also exist in the regional market, the boss of the company basically is from lighting enterprises or large engineering company, the boss although the financial strength is not very strong, but has a relatively lighting professional knowledge, there are some high-end customers, hope to make a breakthrough in the LED wave and gains.

However, the current market structure is a mess, the customer may not clear the direction in which, how to find a breakthrough in this case, it is very important.

Clear positioning to improve service quality

Traditional engineering companies will be the basic type of their own companies into a sales company, relying on a small number of business people and their own business, the company provides a full range of services from the business base to the delivery of receivables.

And in the moment, I think to be positioned as a service-oriented company. Whether it is sales or service, as the company's boss must be the company's business knife, is in the forefront, the most lethal of a knife. In the sales company, the ability of business personnel and sales is proportional to. At present, it is difficult to find a sales person who has the knowledge of the industry and the ability to operate, because such a person has a stable job, or has started a business. If you recruit new culture, a long time not to say, not necessarily effective. If the location for service companies, personnel structure is not the same, the boss is still standing on the first line of business as a knife, the biggest and most excellent salesman, only need to set up a team to service the greatest salesman.

Shanghai has a KA chain of the company, the company has about 40 people, the salesman is only a boss. Sales in recent years are around 80 million - 100 million, we can not help but ask: what do the rest of the people do? The rest of the service, the company has specialized testing lighting personnel, specializing in the design, there are responsible for merchandising and supply chain communication docking personnel, and even responsible for loading delivery personnel, all division of labor service, quality of service and will go up. The business side, the boss put 80% of the time to face the important things of the 20%, the road naturally wider and wider.

Draw the right customer

A lot of customers, very miscellaneous, how to find their own customers?

You can draw a customer relationship diagram to find the right customer. First, what are the customers in the regional market, the type of customer is what kind of tooling, home improvement or other? Which customers are aware of, which is not recognized, which are related, which is not related? To what extent, the relationship between the need to deepen it, how to deepen, to what extent, there is no way to establish a relationship? Find what relationship to build, can not find a relationship to establish the relationship between how to storm, what is the first move, if not second strokes is what? Combing through the system will naturally come out a system of customer relationships.

Cross border alliance to achieve resource sharing

The object of the alliance is for those doing high-end bathroom, wallpaper custom furniture and other businesses. But this alliance must be someone to act as a go-between, through their favorite activities to make, to screening, to choose. After the establishment of certain feelings to achieve resource sharing. Because the industry is not the same, there will be no competition, but we must pay attention to: resource sharing must not involve the interests of. Only in this way can we help each other, common development, of course, is not the same stage, to do and want to do will be different, at least in the current market such changes, 3 - 5 years this way also allows small, professional lighting engineering company to go further.

Four talent channel extension coexistence marketing model innovation broken homogenization

Now the industry of the LED project can be described as "bamboo shoots after a spring rain (it is said that record" enterprises have more than 7 thousand), crop after crop. However, some experts said that the next step, LED's large-scale collapse of the tide is expected to.

This makes me think of a problem: at this stage of homogenization of the LED market, how to carry out marketing model innovation? Now the lighting industry leader, none of the mode in the marketing pioneering enterprises, such as OPPLE, which started in the kitchen lights, the channel is excellent; intensive and meticulous farming, but also in the NVC channel mode, capital, industry chain integration foresight. Homogenization of LED companies, only in the marketing model, the innovation of the channel model is one of the best way out.

Some experts said that the future there are two types of enterprises is the market competition of the king, is a technology oriented enterprise capital driven, their production is relatively stable product, technology and cost of the product is their core competitiveness. The second category is the application of LED light environment enterprises, their competitive advantage comes from the profound understanding of the light environment and human insight. I think this is broadly right, but timeliness, many LED companies in the short term can not create What is done cannot be undone., product and capital advantage, how to do?

So I think,