LED project tender also has unspoken rules?

Throughout the LED lighting market, municipal lighting engineering, commercial lighting project is still the main form of development. Since last year, the major media competing to break the project bidding in the presence of product price virtual phenomenon, but this is obviously just the tip of the iceberg.

Lighting lighting project is a look fat to the flow of oil, high salary difference". Such a huge profit space, once an open tender procurement, enterprise ready to rush, the effect can be imagined. However, the tender and the implementation of these projects, in the actual operation of the process, in the end how many black box to play the trick, a lot of people are only tacit.

There are some projects tender, very pit father

Guangzhou Yue Zhi lighting signed "Zhang Woren" published micro-blog: "there is a light source unit to buy a group of more than one hundred thousand, the contents of the tender are hard conditions is: to import brand with high price (price 770 thousand); PHILPS, OSRAM, the GE should be standard, PHILPS and OSRAM to give up in the process. Only GE and GE bidding, in order to win the bid for the best project has special offer to vote, the afternoon received a notice that FSL is successful...... This does not pit father?"

This kind of thing is not uncommon. One who declined to disclose the name of the industry pointed out that the tender for the enterprise, less than the results of the project announced the release of the dust settled at the moment, there is no ten to get a firm grasp of the nine, said it would be able to win this project.

The right to purchase engineering products, who has the final say?

Currently, the project channel is the main channel of LED lighting products to promote the market. Compared with the retail and wholesale dealer channels, the project has a large amount of channels and high profits, which is beneficial to the promotion of the enterprise and has a higher influence on the enterprise. LED lighting is currently concentrated in the professional lighting market. The biggest characteristic of the retail market is a mercenary, lighting market in wholesale and retail business, brand loyalty is not high, mostly operating multiple brands, and even some which make money, which sell what to sell, and in the lighting market in the transfer of goods is relatively easy. Therefore, relatively speaking, in order to build the brand, most companies choose to promote engineering channels.

This reporter has learned that in China, a project involving more units or levels, owners, architectural design, engineering, lighting and interior design, and so on. Purchase decision in building materials products, who has absolute authority? Is the owner? Is the architect? Is an engineering company? Or lighting and decoration designers and owners?? so far, no one can give the exact answer, the right relationship is not clear.

When the lighting designer submitted lighting design, the architects say, no, these brands can not use lamps; lighting brands, architects indicated in his scheme models and specifications, the owner said, no, I do not love these lamps, change it, change the B brand. Engineering company also said, no, on the use of the C brand, the price of cheap lamps. In the end, who has the final say?

"There are a lot of hidden rules"

It is because of a project involves more, lighting enterprises should strive to a project, you must face the owners, architects, designers, lighting engineering company as a group, honestly speaking, is to do well the relationship between these layers. In other words, the requirements of the project channels for the strength of corporate connections also higher. A long time ago, there was a media pointed out that the south, 60% of the energy of the Guangdong entrepreneurs in the relationship, the use of life for the real work of the energy of only 30% of the work of the spirit of the 10%. This also reflects the importance of the relationship from the side. According to industry sources: outdoor lighting project belongs to municipal engineering, will use the government has a relationship; it is impossible to do only one, the other can not do, there are a lot of 'hidden rules'. "

In addition to excellent relations, the higher the strength of the enterprise channel engineering requirements, including the requirement of the enterprise, there are "significant project case, have issued by the national inspection agency inspection report, product certification and other necessary qualification". The national standard of accounting audit financial reports usually tender side LED lighting company has the qualification certificate, production and sales license, certificate and certificate management unit, a recent X annual and recent balance sheet, product certification, product inspection report, project performance and service commitment.