消费升级改变了设计生态,越来越多的人愿意为设计付费,但要真正取得消费者的信任,设计师的销售角色必须弱化,承担起真正的消费者家装助手的角色。强有效的供应链整合能力,能够帮助设计回归到健康的生态中去。

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中国瓷砖品质榜
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从方案PK到供应链PK,高端家装市场的风向变了?

  • 快讯
  • 时间 2018-11-21

微陶网讯  消费升级改变了设计生态,越来越多的人愿意为设计付费,但要真正取得消费者的信任,设计师的销售角色必须弱化,承担起真正的消费者家装助手的角色。强有效的供应链整合能力,能够帮助设计回归到健康的生态中去。

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 在互联网家装的冲击下,家装市场的格局开始进一步分化和细分。在大众消费市场,大大小小的整装公司与小施工队并存。在高端家装市场,设计方案营销取代产品营销成为主导,不管是设计师、设计机构还是高端家装公司都被要求做整案交付。

受此影响,高端家装市场的竞争格局正在悄然改变,不同的竞争主体之间看似PK的是方案,但最终决定胜负的往往是背后的供应链。

从产品驱动到设计驱动,设计师或将成高端市场最重要消费入口

伴随着消费升级,以及国人审美意识的提升,越来越多的高端消费者开始意识到:贵≠高端,并愿意为设计师的设计方案买单。与此同时,随着设计方案对消费者购买行为主导性的增强,由高端家装公司、设计机构承载的设计师渠道有望取代高端卖场成为高端家装市场更主要的消费入口。

记者从主营进口建材的代理商那里了解到,目前越是高端的建材品牌,对设计师渠道的依赖程度越高,超过半数的进口高端品牌超过85%的订单都来自设计师。

除了硬装市场,软装市场的设计师入口效应同样明显,深圳国际家居软装博览会相关统计数据显示,五年前该展会的设计师在参展的专业观众中占比不超过3%;步入2018年,这个比重快速上蹿至35%。

从“给回扣”到帮助成交,供应链角色转变背后是一个更健康的市场

在设计师渠道快速崛起的同时,设计师的生态也在悄然转变中。过去的家装市场,设计师少收甚至不收设计费,利用方案从材料商手中拿回扣,既是行业潜规则,也是不少设计师赖以生存的特殊门道。不过,在大众家装市场,以橙家、爱空间为代表的互联网家装颠覆了这一生态。在高端家装市场,这种“潜规则”也开始走向没落,一个更加健康透明的新市场已经成型。

一方面是由于受消费主体转变的影响,消费者更机警,对“回扣”敏感且有了更多防范。另一方面,设计师端口效应凸显,渠道竞争加剧,要求设计师自身不仅要有很强的原创设计能力,而且要有着很强的供应链整合能力,才能确保方案的足够出色和顺利交付,从而在终端竞争中胜出。反观长期用设计方案来吃回扣的设计师,由于长期以来仅把设计方案当做盈利工具,设计方案水平难以得到提升,供应链的价格更是毫无优势,正在慢慢被市场所淘汰。

一个高端家装项目从开始施工到验收涉及的各类主材、辅材、家具、家电多达上百种,这意味着家装公司需要和各种品牌商达成合作,谋求整个材料供应链的形成。供应链的优势越大,方案成交的可能性越大。换言之,设计师对供应链的诉求,已经从追求“回扣”转向“帮助成交”。

硬装与软装均在上演供应链整合,缩减中间环节成主旋律

如何打造更具优势的供应链?记者调查走访了一些高端家装公司和设计师个人后发现,从目前整个市场的情况来看,并非所有家装企业都有机会与品牌方工厂直接合作拿到最低的进货价,大部分企业依旧是通过品牌代理商、分销商等渠道获得产品。如此一来,到消费者手中多数是第4手甚至第5手报价。有了这些中间环节,家装企业在保障质量的前提下,想控制成本就非常困难,而在保障企业利润的前提下,想提高质量也成了无稽之谈。

无论是企业还是设计师个人,没有强势供应链,未来处境将十分被动。对于企业而言,离开好的供应链,意味着无法提供优质的服务,会导致客源减少。与此同时,没有强势的供应链,意味着无法降低成本,盈利不足可能会导致企业资金链断裂。对于设计师个人而言,没有强势的供应链,再好的设计方案,也无法落地。如果长期没有好的落地方案,设计师也会慢慢被市场淘汰。

在此背景之下,供应链企业开始推出针对家装或者设计师的厂家直供产品。另外也有一些与品牌方工厂有合作的经销商或者代理商,开始针对设计师渠道做供应链整合。

纵观头部企业近期发布的整装大家居战略,以及其他高端建材和高端软装企业的近期动态,通过缩减中间环节来实现供应链的优势最大化,将会是未来很长一段时间高端家装供应链转型的主旋律。

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  • 游客26
    有效的整合配上完美的设计方案,我看行。
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