对于从事或欲从事磁砖流通服务业的磁砖经销商来说,选对品牌,即是先胜,只有选对了品牌,才能在区域市场大展身手、实现抱负,获利并做大做强;只有选对了品牌,才能具有与早已雄霸区域建陶江湖的高手级经销商一决雌雄的实力;只有选对了品牌,才能拥有一劳永逸、公司自动循环转动,将公司发展成为金牛级经销商的可能性。

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中国瓷砖品质榜
1

想代理陶瓷品牌,三千字长文告诉你如何追求完美

  • 快讯
  • 时间 2018-10-14

微陶网讯  孙子云:先胜而后求战!对于从事或欲从事磁砖流通服务业的磁砖经销商来说,选对品牌,即是先胜,只有选对了品牌,才能在区域市场大展身手、实现抱负,获利并做大做强;只有选对了品牌,才能具有与早已雄霸区域建陶江湖的高手级经销商一决雌雄的实力;只有选对了品牌,才能拥有一劳永逸、公司自动循环转动,将公司发展成为金牛级经销商的可能性。

简单的说,就是在寻找合作品牌之前,要做好定位。第一是自我定位,其次是品牌定位。

一,经销商自我定位

无论是代理低端品牌但想转型代理中高端品牌的经销商,还是从未做过陶瓷的新兴经销商,在选择品牌之前,都必须先进行自我定位。评估自身的资金实力或者融资的能力,店租、库租、门店装修、团队薪资、首发款、运营费用等,哪怕是在县级市场,也是一笔不小的数目。从县级市场到一线城市,按平均水平估算,也要50万至800万这个区间,如果第一年无法盈利,这个数额则需要翻倍。

首先是对自我能力的综合评估,职业经理人和老板不一样,职业经理人可以朝九晚五,但创业者不行,创业者必须朝五晚十五,即是五点钟起床但凌晨三点可能还在熬夜做铺贴方案,或者熬夜应酬客户。

曾经听闻有一些经销商陶二代,满怀激情去接班代理一个品牌,但与厂家两年合作下来,他觉得厂家领导不讲情面,或者纯粹认为厂家不给予政策支持其在区域市场进行广告投放或举办落地推广活动,于是乎与厂家渐行渐远,以至于合作无疾而终。这实际上非常可惜,究竟根源,就是陶二代情商太低,毕竟在没有做出业绩之前,厂家作出保守决策也是情理之中的事情。

其次是评估自身资源获取的能力,也即人脉资源、区域渠道资源、区域社会资源等。代理品牌,在店面建成后,首先要建立团队,如果没有较好的人脉资源,尤其是建材朋友圈,可能建团队的难度都非常大!对于区域渠道资源,则显而易见的重要,如果拥有一定的工程、家装渠道人脉资源,是完全有可能“店未建好,就签大单”,而一切从零开始,则对厂商来说都是一种考验!

二,对理想品牌的定位

找品牌,可能跟找老婆差不多。如果仅是看了厂家“天花乱坠”的宣传,就作出选择,那么很可能一失足就成千古恨,上贼船容易下贼船难。

那么究竟如何选择品牌?我认为可能可以从以下五个方面着眼进行考察并选择。

1.选择团队稳定、沟通高效、务实进取的品牌

这里指的是对厂家企业文化,及其核心管理层文化构成、服务企业的平均工龄等的考察。

企业文化是关键,很多企业都立志于打造百年老店,当然这一点已经比那些专注于不停的改换门庭赚快钱的品牌胜出很多。但是要做百年品牌,肯定就要一定的战略定力,也就是基于一定的企业文化而注入到品牌里的基因,例如要做百年品牌,那么肯定要有稳定的专业的持续成长的恒星型管理层团队,从而赋予品牌正向的基因,专注于对以“创新、品质、责任”为核心的陶瓷工业精神的践行,而不是大肆模仿抄袭或者粗制滥造。例如像罗马利奥磁砖,致力于以创新工艺、原创设计构造品牌核心竞争力,矢志提高产品品质、优化生产效率、降低生产能耗,通过降低单位产品的碳排放和能耗,以践行企业的环境保护责任;其次,基于集团23年来在釉面领域的尖深造诣,专注与打造高品质釉面产品,从光度、色彩、纹理、表面肌理质感等四个维度构筑磁砖产品的品质,并通过专业团队的原创设计,打造高设计感、符合潮流的产品和品牌展厅,为消费者提供有价值的家居空间解决方案。

厂家核心团队文化构成,则决定了代理商在代理品牌后,厂家管理层及业务人员与经销商的沟通方式,或者说能否顺畅的沟通。因为沟通就是沟和通,沟了但达不到通的效果,在陶瓷行业也是比比皆是。厂家管理层自诩文化高人,以高高在上的语境与经销商沟通,或者厂家管理层过于谦卑,总以人情交易等方式去沟通,可能都达不到沟通的效果。

厂家核心管理层一定时间段的相对的稳定性,也是一个重要的考察维度。对于中国民营企业来说,一般十年是一个周期。也就是说,十年做一次调整是有必要的,当然这种调整一般需要两到三年来完成。

2.选择拥有先进的充盈产能支撑的品牌

核心自有产能,是制造业品牌对其消费者的承诺。虽然当前建陶业生产环节的专业分工比较普遍,即OEM模式比较普遍,但原厂原产对于消费者来说,始终是一种尊重。例如,资金允许的情况下,消费者肯定选择购买进口宝马,而不是选择华晨宝马,毕竟汽车4S店也把“德国原厂设计、原厂技术、原厂设备”等作为卖点来向消费者推销。

但仅仅有产能不够,这种产能还必须是先进的、符合趋势的,如果产能很陈旧,在环保利剑高悬的今天,其随时都有被关停的可能,如果经销商选择了与此类品牌同行,则无异于上了贼船。

微信图片_20181014122629.jpg

3.选择目标远大基因正直的品牌

人有个性,品牌有基因。而很大程度上,品牌的基因就是企业实际控制人个性与人生追求的体现。作为经销商,如果不是追求赚快钱,而是 求取长远发展,就应该选择目标远大、基因正直品牌。

何为目标远大、基因正直?专注原创,不抄袭甚至无意抄袭都尽量避免的品牌,可称之为基因正直;专注品质,从优选原材料等源头环节去从根本上改善产品品质的品牌,可称之为基因正直;专注设计,前瞻性探索设计潮流趋势,求取符合趋势及当代消费者审美价值观,主流文化与次文化均全面关注的品牌,可称之为基因正直;品牌宣传,不夸大宣传,不搞莆田式虚假宣传包装,坚持走“创新践行工匠精神、务实探索产品空间使用价值”的品牌,可称之为基因正直。

毕竟,品牌经营要表里如一,品牌文化是企业文化的外化表现。现在有些企业的内部经营管理与品的外部宣传推广大相径庭,例如表洋里土、外强中干等,这些或许可以暂时蒙蔽一下经销商或消费者,但对于品牌的长远发展来说是不可持续的,终究会导致品牌不伦不类、失去自我。毕竟,莆田式宣传,究竟是把经销商、消费者,当成买莆田医生假药的老实农民?还是沉浸在某种氛围里无法自拔?

4.选择产品线长短适中、品类丰富品牌

对于陶瓷品牌来说,如果拥有核心产品并配置一定的产品线,只要运营得当,经销商在区域市场实现2000万的终端销值是比较容易的。但如果要实现5000万的终端销值,就必须要配置合适的品类及一定长度的产品线。例如行业公认的大哥级品牌,其就为工程渠道匹配了超级长的瓷片、抛光、抛釉产品线。例如罗马利奥磁砖,就配置有齐全的石材砖、现代仿古砖产品线,皇家石材(普通大理石磁砖、高清大理石磁砖、超平金刚大理石磁砖)、至尊石材(通体石材砖)、至尊板材(大规格石材砖)以及田园砖、现代仿古砖、瓷片等全品类全规格全色系全配件大产品结构,适宜零售、家装、工程等全渠道销售。

微信图片_20181014122635.jpg

5.选择能输出专卖店原创设计价值品牌

展厅一般分为企业总部展厅、市场终端旗舰店、专卖店、社区体验店、家装公司精品店、O2O新零售体验店等店面形态。门店作为消费者体验品牌的直接窗口,门店的重要性可想而知。

设计,作为一种艺术,是文化的构成部分,其不仅需要一定的美学理论基础,更需要一定的时间积淀。好的设计,如同好的品牌文化价值提炼,其不是一蹴而就的,也不是随便就可以通过抄袭而获得。

在黑白灰现代仿古大行其道的当下,由于产品、色彩、纹理等都趋于同质化,所有品牌都跟风现代,所以对展厅设计的复制模仿也就变得相对容易一些,在简奢、轻奢等现代风潮里,要想脱颖而出,还是必须要:聚焦前差异化,也就是专注于产品品质质感细节;并基于后差异化,最大限度去创造品牌独特价值,例如具有品牌基因特色的配件产品,例如打破产品墙地功能界限、色彩纹理界限、采用大量的原创造型设计、混搭设计,并使用高品质的材质,以营造出品牌展厅的质感与细节感,以高品质的质感、优雅精致的细节、人性化个性化年轻化国际风的设计,去征服消费者。

这种后差异化产品应用及空间设计,必须是基于品牌自身产品色系纹理质感风格、品牌文化与设计理念、终端渠道基础等进行的有粘度的设计创意,而绝非为了设计而设计,或者为了风格而抄袭。因此,系统的品牌设计力,主要包括:有自身品牌特色的设计内涵与风格;体验式、消费定制式的门店平面布局;既可展示产品亮点,又便于更换展示位置的产品选材区;符合家装实际使用情景的样板间及配套配饰;展厅内色系、光度、主砖、三配及装修辅材等整体组合呈现的质感;标准化、陶瓷化的专卖店前台大厅及外立面等。

微信图片_20181014122640.jpg

结语

厂商之间毕竟是一种双向选择,需要考虑的问题可能远远不止上述所及。由于信息的不对等,厂商之间的选择也总是有一定的偶然性。但签署合同只是一个开始,以长远眼光来看,真正关键的,还是品牌基因、企业文化、核心产能、产品精准创新体系,以及专卖店设计的价值转换效率,甚至团队个性、沟通语境等层面的较量。

完美,是一种宗教。追求完美,是一种人生态度,也是一种经营企业的态度。追求完美的人,永远会选择与追求完美的品牌同行。与经典艺术同行,人生会更有价值,事业会更加有意义。

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