[Source: Gaogong LED 's " LED Lighting Channel" magazine February issue reporter / Xiong Huanhuan ]
Repeat customer
　　 “In engineering projects, LED downlights and spotlights are the main force to replace traditional lamps. This is essential for general hotel decoration, clothing store upgrades and other projects. LED downlights and spotlights can create the light effect that customers expect. Style, to meet the needs of the scene experience." A distributor who was involved in the LED industry in 2007 told the "Lighting Channels" reporter, "Now we generally recommend LED tube spotlight products, the effect is not worse than the traditional lamps, and the power saving The advantage is enough to make the customer shine."
Judging from the situation that reporters visited the lighting city, LED fluorescent tubes are still not comparable to LED downlights and spotlights in terms of market expansion. “Unless there is a production workshop with 24-hour lighting requirements, from the perspective of power saving, LED fluorescent tubes are a good choice to replace energy-saving lamps. However, LED products are uneven, and dealers sometimes cannot distinguish between good and bad and longevity. There are problems, and the negative impact is very big.†A dealer in the lighting market of Angel said frankly that there are too many uncertain factors in the recommended use of LED fluorescent tubes in engineering projects, and there are certain risks.
“Which LED products are recommended for customers, we have to consider the multiple factors such as the length of lighting, lighting effects, product quality, etc. Which one is recommended is not recommended, the project orders are large, and the next business is not good. Do.†In the engineering dealer of Shenbanlu Lighting Market, LED engineering projects generally require high quality products. The dealers go to the decoration company and the design institute to pull the project. If the final product quality is wrong, then only It will be a sign that it will be difficult to have a second cooperation.
brand effect
　　 Through the visit, the reporter learned that the newly renovated four-star, five-star hotel, clothing market, and enterprises with strong financial strength are all sources of large orders for purchasing LED lamps, and those who have won these brands, brand LED dealers More powerful.
"We have served the Zhejiang Property Group of the world's top 500 companies. Large-scale enterprises purchase LED lamps will generally compete through bidding, and we are also competing with the first-line brands in the industry. However, there may be several brands for large projects. For example, all the downlights of a certain size in the corridor are the winners of this enterprise, while the other area is the service of other enterprises.†Zhejiang general agent of a certain LED brand in Jiangsu explained to the “Lighting Channels†reporter, “Now LED There is no company in the field that can produce all the specifications and all kinds of products. Therefore, it is inevitable that several brands will be supplied in large-scale engineering projects."
“Large engineering projects are not what ordinary dealers want to do. First, whether your products pass the customs; secondly, whether your after-sales and supporting services can keep up; again, can you provide professional light distribution advice? It is a hard condition." A dealer who opened a store in the Oriental Lighting Market for five years said that large-scale engineering projects value brands and emphasize scientific light distribution guidance. These are all small brand companies or dealers can not meet. “The LED lamps are not only an indicator of product quality, but more importantly, whether they are used to the best of them. The scientific light distribution proposal allows LED lighting to be applied to the most suitable place, so the final effect will be ideal. And many small brands can't provide professional light distribution solutions, and naturally they can't get large projects."
Human order
　　 It is difficult for second- and third-line brands to participate in big-customer competition. Does it mean that their engineering channels will be more difficult to develop? In fact, they also have their own set of relationships, relying on people to get orders.
"Now the LED engineering channel is not easy to do, and it is necessary to have an acquaintance to recommend it." Shen Banlu, a dealer who runs an LED brand in Anhui, told reporters that "if the order of the government unit is not acquainted, the average person can't get it. If the project You have old friends and old customers on the project, so the product supply is relatively easy. The first is to buy your love, then he recognizes your product, then everything is fine."
“Hundreds of thousands of projects are small orders, and no special bidding will be held to select suppliers. If we are familiar with the person responsible for purchasing, after the cooperation is reached, the 5% of the order amount is the referral. Fees, we also hope to cooperate again next time." A distributor of the engineering channel in the West Lake Lighting Market believes that a moderate "do-it" is necessary, and this is also a self-evident rule in the industry, everyone is tacit.
Whether the quality of the products of such projects is guaranteed, most dealers have said that they strictly follow the manufacturer's warranty period, and will mark them clearly when they sign contracts to avoid unnecessary disputes. However, many dealers still show their yearning for agent brand products.
An Qier Lighting Market, a dealer who runs a small brand in the old town, once admitted to the reporter: "If I have enough financial support, I am willing to represent the brand LED products, at least in the project, there is enough confidence. Selling products I am also practical in my heart, reducing my worries."
Repeat customer
　　 “In engineering projects, LED downlights and spotlights are the main force to replace traditional lamps. This is essential for general hotel decoration, clothing store upgrades and other projects. LED downlights and spotlights can create the light effect that customers expect. Style, to meet the needs of the scene experience." A distributor who was involved in the LED industry in 2007 told the "Lighting Channels" reporter, "Now we generally recommend LED tube spotlight products, the effect is not worse than the traditional lamps, and the power saving The advantage is enough to make the customer shine."
Judging from the situation that reporters visited the lighting city, LED fluorescent tubes are still not comparable to LED downlights and spotlights in terms of market expansion. “Unless there is a production workshop with 24-hour lighting requirements, from the perspective of power saving, LED fluorescent tubes are a good choice to replace energy-saving lamps. However, LED products are uneven, and dealers sometimes cannot distinguish between good and bad and longevity. There are problems, and the negative impact is very big.†A dealer in the lighting market of Angel said frankly that there are too many uncertain factors in the recommended use of LED fluorescent tubes in engineering projects, and there are certain risks.
“Which LED products are recommended for customers, we have to consider the multiple factors such as the length of lighting, lighting effects, product quality, etc. Which one is recommended is not recommended, the project orders are large, and the next business is not good. Do.†In the engineering dealer of Shenbanlu Lighting Market, LED engineering projects generally require high quality products. The dealers go to the decoration company and the design institute to pull the project. If the final product quality is wrong, then only It will be a sign that it will be difficult to have a second cooperation.
brand effect
　　 Through the visit, the reporter learned that the newly renovated four-star, five-star hotel, clothing market, and enterprises with strong financial strength are all sources of large orders for purchasing LED lamps, and those who have won these brands, brand LED dealers More powerful.
"We have served the Zhejiang Property Group of the world's top 500 companies. Large-scale enterprises purchase LED lamps will generally compete through bidding, and we are also competing with the first-line brands in the industry. However, there may be several brands for large projects. For example, all the downlights of a certain size in the corridor are the winners of this enterprise, while the other area is the service of other enterprises.†Zhejiang general agent of a certain LED brand in Jiangsu explained to the “Lighting Channels†reporter, “Now LED There is no company in the field that can produce all the specifications and all kinds of products. Therefore, it is inevitable that several brands will be supplied in large-scale engineering projects."
“Large engineering projects are not what ordinary dealers want to do. First, whether your products pass the customs; secondly, whether your after-sales and supporting services can keep up; again, can you provide professional light distribution advice? It is a hard condition." A dealer who opened a store in the Oriental Lighting Market for five years said that large-scale engineering projects value brands and emphasize scientific light distribution guidance. These are all small brand companies or dealers can not meet. “The LED lamps are not only an indicator of product quality, but more importantly, whether they are used to the best of them. The scientific light distribution proposal allows LED lighting to be applied to the most suitable place, so the final effect will be ideal. And many small brands can't provide professional light distribution solutions, and naturally they can't get large projects."
Human order
　　 It is difficult for second- and third-line brands to participate in big-customer competition. Does it mean that their engineering channels will be more difficult to develop? In fact, they also have their own set of relationships, relying on people to get orders.
"Now the LED engineering channel is not easy to do, and it is necessary to have an acquaintance to recommend it." Shen Banlu, a dealer who runs an LED brand in Anhui, told reporters that "if the order of the government unit is not acquainted, the average person can't get it. If the project You have old friends and old customers on the project, so the product supply is relatively easy. The first is to buy your love, then he recognizes your product, then everything is fine."
“Hundreds of thousands of projects are small orders, and no special bidding will be held to select suppliers. If we are familiar with the person responsible for purchasing, after the cooperation is reached, the 5% of the order amount is the referral. Fees, we also hope to cooperate again next time." A distributor of the engineering channel in the West Lake Lighting Market believes that a moderate "do-it" is necessary, and this is also a self-evident rule in the industry, everyone is tacit.
Whether the quality of the products of such projects is guaranteed, most dealers have said that they strictly follow the manufacturer's warranty period, and will mark them clearly when they sign contracts to avoid unnecessary disputes. However, many dealers still show their yearning for agent brand products.
An Qier Lighting Market, a dealer who runs a small brand in the old town, once admitted to the reporter: "If I have enough financial support, I am willing to represent the brand LED products, at least in the project, there is enough confidence. Selling products I am also practical in my heart, reducing my worries."
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