[Source: Gaogong LED 's " LED Lighting Channel" magazine January issue / Xionghuan ring]
The retail market is still slow
In the interview with several major lighting markets in Hangzhou, Gaogong LED "Lighting Market" reporter found that there are fewer scattered consumers who purchase LED products here. Generally, customers who come to buy lamps due to home decoration pay more attention to lanterns, European chandeliers and other products.
The reporter asked the consumers who came to purchase in the lighting city, which said that the current price of LED fluorescent tubes is too high. "An LED T5 fluorescent lamp is more than 100 yuan, too expensive, and the ordinary energy-saving lamps are more than ten yuan. We buy people. Things are still affordable."
“Now some office buildings, hotels and factories are gradually adopting LED lamps. For those who use electricity for 24 hours, the energy-saving effect is obvious after using LED lights; but in terms of household lighting, the daily lighting time is also For four or five hours, the electricity bill saved is not intuitive, and the price of the lamps is so high, naturally it will choose energy-saving lamps." In the view of Ye Guoguang, assistant general manager of Xiangneng Hualei Optoelectronics Co., Ltd., LEDs penetrated into the civilian market. It will take at least three years.
"If the quality of the LED lights that consumers buy is not good, then the replacement will be more troublesome. Take the LED ceiling lamps, if it is broken, the small supermarkets or hardware stores around the residential areas can not buy such products, consumers. Only able to find the dealer's store to do after-sales." Hangzhou Oriental Lighting Market, a lighting owner believes that this will undoubtedly increase the consumer's time and material costs.
"The scattered consumers who buy lamps in the store, unless he takes the initiative to want LED products, otherwise I will not recommend. The quality of good LED products is too expensive; cheap products to buy, it will take a few days to break, and then find We are also struggling to change.†A dealer in the semi-finished lighting market said frankly that energy-saving lamps with moderate prices and reliable quality are still favored by consumers.
"5 people are a factory, 500 people are also a factory. The source companies are so confused. How do we choose?" The dealer said that there are many manufacturers who sell LEDs on the door, but it is not easy to distinguish the products. In his view, there are too many small manufacturers to "get a ticket" mentality, and make money first.
"Some long-term brand companies will focus on quality and brand image, but the price is equally astounding." In this lighting store in Shen Ban Road, the reporter saw that a second-line brand T8 fluorescent tube sold for RMB 189 yuan, and According to the store, the same type of lamp in a domestic famous brand, this price is only the purchase price level, the retail price is more than 200 yuan.
The huge price gap makes ordinary consumers look at LED and sigh, the slow heat of the civilian market seems to keep this energy-saving and environmentally friendly new product on the edge of the main consumer group. Many dealers have said that the current civilian LED market has not yet opened. At present, most of their LED shipping channels rely on engineering projects.
Large amount of engineering channels
Hotel decoration, school or government engineering construction, chain clothing store decoration, etc. are all engineering channels that LED dealers are looking for. Such projects are generally large in order and have the possibility of follow-up cooperation. Therefore, many dealers will hire employees to open up engineering business outside.
“We have launched high, medium and low price products for the home improvement and tooling market to meet the diverse selection needs of customers, and the transaction probability has increased.†According to a distributor of LED products in Hangzhou Angel Lighting Market, some engineering buyers also The first-line and second-line products will be bought together. "If you operate a first-line product with high price and good quality, it is easier to drive relatively cheap second-line products."
The above situation is undoubtedly due to the interests. If the project is strictly regulated, then this "mashup" is more difficult to get away with.
Of course, the engineering channel also has its own rules of the game while running. Many dealers have indicated that the arrears of the project are serious and the long period of the account is a well-known status quo. If you do not have enough strength, then the break of the capital chain will easily make people fall into the "middle." In addition, the project will have a “quality guaranteeâ€, which is generally about 5% of the contract. The original intention is that within one year of the completion of the project, if there is a problem with the luminaire, the dealer will give it a free replacement; if there is no major problem after one year, it will be returned to the dealer. But the actual situation is that the money will eventually be lost, and the dealer will not come back.
"The sales of LED terminals have a lot to do with the companies that choose to cooperate. Choosing to sell a brand with strong quality and reliable quality will save a lot of worries. If there is a problem with the product, we can directly find the manufacturer to solve it; but if the agent is The products of an unnamed small factory may be closed down if the company fails to meet the warranty period. If the product has a problem, it cannot be held accountable.†The dealer said that he would represent a branded product and negotiate the project with different enthusiasm.
Backing up with brand companies is indeed a factor that many dealers value, but why are there so many small manufacturers' LED products flooding the market?
"Agent brand products, manufacturers have strict requirements, generally cash in hand, high requirements for dealers. And agents of some small manufacturers, relatively speaking, dealers have little financial pressure. And, the cost of many inferior products is low, It is also not possible to exclude the possibility of selling a single price at a high price." A dealer from Hangzhou West Lake Lighting Market analyzed.
The retail market is still slow
In the interview with several major lighting markets in Hangzhou, Gaogong LED "Lighting Market" reporter found that there are fewer scattered consumers who purchase LED products here. Generally, customers who come to buy lamps due to home decoration pay more attention to lanterns, European chandeliers and other products.
The reporter asked the consumers who came to purchase in the lighting city, which said that the current price of LED fluorescent tubes is too high. "An LED T5 fluorescent lamp is more than 100 yuan, too expensive, and the ordinary energy-saving lamps are more than ten yuan. We buy people. Things are still affordable."
“Now some office buildings, hotels and factories are gradually adopting LED lamps. For those who use electricity for 24 hours, the energy-saving effect is obvious after using LED lights; but in terms of household lighting, the daily lighting time is also For four or five hours, the electricity bill saved is not intuitive, and the price of the lamps is so high, naturally it will choose energy-saving lamps." In the view of Ye Guoguang, assistant general manager of Xiangneng Hualei Optoelectronics Co., Ltd., LEDs penetrated into the civilian market. It will take at least three years.
"If the quality of the LED lights that consumers buy is not good, then the replacement will be more troublesome. Take the LED ceiling lamps, if it is broken, the small supermarkets or hardware stores around the residential areas can not buy such products, consumers. Only able to find the dealer's store to do after-sales." Hangzhou Oriental Lighting Market, a lighting owner believes that this will undoubtedly increase the consumer's time and material costs.
"The scattered consumers who buy lamps in the store, unless he takes the initiative to want LED products, otherwise I will not recommend. The quality of good LED products is too expensive; cheap products to buy, it will take a few days to break, and then find We are also struggling to change.†A dealer in the semi-finished lighting market said frankly that energy-saving lamps with moderate prices and reliable quality are still favored by consumers.
"5 people are a factory, 500 people are also a factory. The source companies are so confused. How do we choose?" The dealer said that there are many manufacturers who sell LEDs on the door, but it is not easy to distinguish the products. In his view, there are too many small manufacturers to "get a ticket" mentality, and make money first.
"Some long-term brand companies will focus on quality and brand image, but the price is equally astounding." In this lighting store in Shen Ban Road, the reporter saw that a second-line brand T8 fluorescent tube sold for RMB 189 yuan, and According to the store, the same type of lamp in a domestic famous brand, this price is only the purchase price level, the retail price is more than 200 yuan.
The huge price gap makes ordinary consumers look at LED and sigh, the slow heat of the civilian market seems to keep this energy-saving and environmentally friendly new product on the edge of the main consumer group. Many dealers have said that the current civilian LED market has not yet opened. At present, most of their LED shipping channels rely on engineering projects.
Large amount of engineering channels
Hotel decoration, school or government engineering construction, chain clothing store decoration, etc. are all engineering channels that LED dealers are looking for. Such projects are generally large in order and have the possibility of follow-up cooperation. Therefore, many dealers will hire employees to open up engineering business outside.
“We have launched high, medium and low price products for the home improvement and tooling market to meet the diverse selection needs of customers, and the transaction probability has increased.†According to a distributor of LED products in Hangzhou Angel Lighting Market, some engineering buyers also The first-line and second-line products will be bought together. "If you operate a first-line product with high price and good quality, it is easier to drive relatively cheap second-line products."
The above situation is undoubtedly due to the interests. If the project is strictly regulated, then this "mashup" is more difficult to get away with.
Of course, the engineering channel also has its own rules of the game while running. Many dealers have indicated that the arrears of the project are serious and the long period of the account is a well-known status quo. If you do not have enough strength, then the break of the capital chain will easily make people fall into the "middle." In addition, the project will have a “quality guaranteeâ€, which is generally about 5% of the contract. The original intention is that within one year of the completion of the project, if there is a problem with the luminaire, the dealer will give it a free replacement; if there is no major problem after one year, it will be returned to the dealer. But the actual situation is that the money will eventually be lost, and the dealer will not come back.
"The sales of LED terminals have a lot to do with the companies that choose to cooperate. Choosing to sell a brand with strong quality and reliable quality will save a lot of worries. If there is a problem with the product, we can directly find the manufacturer to solve it; but if the agent is The products of an unnamed small factory may be closed down if the company fails to meet the warranty period. If the product has a problem, it cannot be held accountable.†The dealer said that he would represent a branded product and negotiate the project with different enthusiasm.
Backing up with brand companies is indeed a factor that many dealers value, but why are there so many small manufacturers' LED products flooding the market?
"Agent brand products, manufacturers have strict requirements, generally cash in hand, high requirements for dealers. And agents of some small manufacturers, relatively speaking, dealers have little financial pressure. And, the cost of many inferior products is low, It is also not possible to exclude the possibility of selling a single price at a high price." A dealer from Hangzhou West Lake Lighting Market analyzed.
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