2018年的家装市场,似乎格外寒冷。其实不只是家装,受到房地产市场下行的影响,整个家居行业都面临着洗牌。所谓唇寒齿亡,都是一根绳上的蚂蚱。

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中国瓷砖品质榜
1

品牌家装时代,资本退却是寒冬,巷战里边有春天

  • 快讯
  • 时间 2019-02-19

微陶网讯  2018年的家装市场,似乎格外寒冷。其实不只是家装,受到房地产市场下行的影响,整个家居行业都面临着洗牌。所谓唇寒齿亡,都是一根绳上的蚂蚱。

从宏观经济上,过去相当一段时间,中国经济都以房地产为支撑,无形中也形成了巨大的泡沫,所以国家经济调控的目的,也是要挤掉泡沫,让经济回到正轨。这一过程,势必会有壮士断腕般的惨痛。

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家装行业似乎格外痛。2018年年初,苹果装饰、实创、一号家居网等大型装企先后爆雷,传统家装品牌阔达和亚光亚纷纷关停了最后的店面,互联网家装的明星项目多彩饰家、我爱我家等等也难以为继,直到岁末,平台型公司上海的优居客跑路,土巴兔上市失败,为2018年的家装行业划上了一个悲凉的句号。2018年家装行业的洗牌,是全面而彻底的。

其实端倪早在2017年就有所体现,只不过当时都还处于困兽犹斗的阶段,到了2018年,终于撑不住了。为什么会出现这样的局面?还是要从家装行业以及互联网家装的起源说起。

从宏观上,我习惯把家装行业成为三个时代,分别是传统家装时代,互联网家装时代和品牌家装时代。其中传统家装时代最为漫长,从90年代中期到2014年,大概20年的时间。传统家装最早就是清工辅料游击队,后来逐渐形成品牌化运营,整合更多的工队,同时引入了设计师,形成了传统的半包服务,主材则多以代购的方式。

后来又分化出了两种形态,一种是业之峰的大店模式,其核心理念是,与其设计师带着业主去居然选主材,不如自己建个展厅,让业主在里边选,肉要烂在锅里。另外一种就是以实创为代表的套餐模式,将家装中常用的配置施工和主材加一起打包来卖,用概算的方式估出一个一口价,比如“28000,精装搬回家”。

传统家装因为多是老板从装修队或者设计师干起,白手起家,所以一般都走得比较稳健,而且传统家装半包模式,对于装饰公司自身的运营风险相对较低,再加上90年代-2014年,也算是中国房地产的黄金年代,楼市供给充沛,装饰公司很容易活下来。在20年的传统家装历程中,品牌公司阵营只有鸿利博雅、迪克斯装饰等有限的几家公司出现过跑路的状况。

一切源于资本的介入,打破了原有的平静。最早是家装E站号称被金螳螂10亿人民币入股,在行业内掀起一阵波动,然后2014年7月份,海尔家居推出线上平台有住网,发布百变加产品,算是互联网家装的雏形。同时天猫家装在2014年下半年也开始发力,实创、轻舟幸福亿家、新浪抢工长以及爱空间的前身空间智慧继家装E站后,纷纷入驻,蓄势家装电商,也为互联网家装概念的兴起预热。

最终的引爆源于空间智慧在博洛尼蔡明的幕后操盘下,成功拿到顺风资本的投资,并且摇身一变成了爱空间。但是爱空间很聪明,一开始就以“小米家装”的名义借了雷军的势,形成干爹效应,一波自媒体跟着炒作,引起悬念,然后再辟谣,反反复复,典型的互联网公司操作套路,终于成功把爱空间搞大了。家装行业也因此仿佛是在土坑里长大的媳妇,第一次穿上了洋装,引来主流资本的关注。

爱空间的引爆,迅速引来各方效仿,因为家装行业从来就没有什么真正的技术壁垒,都是你抄我,我抄你。其中厦门的美家帮,路都还走不稳就匆匆搞出来一个777套餐,一波炒作之后竟然挂上了新三板。还有一堆的小动物、小植物们如雨后春笋般都冒了出来,伴随爱空间的脚步,高举互联网家装的大旗,在重度垂直阵营当时真正形成些气候和更广泛影响力的只有悦装网、构家网等有限的一些有明星资本投资概念的公司,平台型公司里冒出来的是齐家网和土巴兔两个独角兽,技术派中则以酷家乐、打扮家为代表。做供应链的则没有玩家胜出。

为什么当时只有这些公司尚且有气候,其实道出了互联网家装的本质,除了技术派另当别论,更广泛概念的互联网家装就是个伪命题。在我看来区别你是传统家装还是互联网家装,就在于你有没有明星资本注资。因为从本质上讲,在当时市场状态下的“互联网家装”都是披了件外衣而已,从本质上与互联网并没有半毛钱关系。

整个破网站,上了天猫、京东,您就互联网家装了?要知道,很多举措传统家装在20年的发展历程中其实早都试错过了,包括产业化工人。都是骗投资人的把戏罢了,欺负资本是小白。

事实上很多资本也的确是小白,在那个唯资本是瞻的时期,资本也都被吹捧到了过高的地位,很多投资经理也都是刚毕业的学生,挂着个资本的背书,到处指点江山,其实狗屁不懂。起码对于家装行业,很少有资本懂的,也于是才给了很多项目以机会。

从结果来看,明星资本的介入会助推被投资项目上升到新的维度,比如爱空间、悦装网在当时都有很多互联网的玩法,这是互联网家装到目前为止,唯一有点互联网影子的地方。而更多的被投企业,拿土豪资本也罢,自己掏钱然后打肿脸充胖子说拿到了融资也罢,本质并没有改变,和传统家装没有任何区别,也自然无法赢得更广范围的影响力。

资本希望通过标准化家装的推进,实现规模化,但以爱空间为代表的模式从根本上就是错的,因为限制了人性,违背了家装个性化的基本属性。所以这种模式可以做精装房配套服务,也可以获得一部分小资客群,但是想在更广范围获取大众客户,一招鲜吃遍天,显然有点一厢情愿。

爱空间算是有资本支撑活下来的,没有资本支撑的,靠这种模式,必然造成流量困局,而恶性竞争态势下,毛利过低,企业运营成本过程,最后发现,相比于传统家装,想节省的成本并没有节省下来,毛利却变低了,亏损成为常态,逐渐形成现金流黑洞,最终资金链断裂,难以为继。

而家装行业区域特征明显,单一品牌的供应链整合无法做到全国范围统一输出,规模化就是问题,最主要家装依旧是以人为主导的行业,各个地方操盘者水平不一,以及总部的管理宽度,都让资本期望的快速扩张成为泡影。

做C端直营太重,做加盟又不可控,于是也有互联网家装项目专心做供应链输出,但是东箭都玩不转的事,谁又能轻易玩得转呢?资本多是急功近利的,眼看靠这个土鳖行业暴富无望,纷纷撤退,再加上有些企业的创始人心术不正,干得都是洗钱的勾当,所以资本也是对这个行业伤透了心。最后只落得一地鸡毛,一片跑路的狼藉。

资本的撤退,加上房地产的调整,终于把互联网家装打回了原形。包括以美得你、天地和、梦想家装饰等为代表的电视直销整装忽悠模式,也都纷纷爆雷。于是在2018年的年末,家装行业正式进入新的时代。

我将这个新时代定义为品牌家装时代,虽然品牌公司一直都有,但占据的市场份额始终有限,大部分市场还是被游击队占据,但在2018年乃至以后,这样的局面将得以全面改观。品牌家装时代是家装行业经过传统家装和互联网家装浪潮之后,迎来的全新市场竞争格局。

在这种竞争格局下,资本不是最主要,实战才是最主要的,品牌才是最主要的。行业经历洗牌后,消费者的信心遭到极大打击,家装行业的主要痛点由增项乱收费这些小问题变成了跑路的大问题。消费者的资金安全严重缺乏保障,一些理性消费者会主动选择更有保障的品牌公司。

另外在一线城市,新房增量降低,更多是靠老房市场,这时候能做得起广告的品牌公司会更有优势,更容易占据用户心智。所以接下来家装行业将进入到品牌集约期,强者恒强。家装行业经过20年发展,洗尽铅华之后,鹤立眼前的依旧是东易日盛、龙发装饰、业之峰这样的实力企业,传统列强只要不是像实创那样步子迈太大扯到蛋,就都相对稳健,而这种一路摸爬滚打下来的成功,也更能体现商业的本质。

2018年,当家装行业一片哀嚎的同时,具备硬实力的企业仍旧风光不减。例如传统列强业之峰在北京已经悄然坐上了综合产值10亿元的交椅,套餐公司里异军突起的梵客家装实现产值翻倍增长突破2亿大关,曾经的京城四小龙之首龙发装饰在全国市场延续自己的辉煌,全国100余家直营分公司,纯工程产值30亿元。东北市场的老大方林装饰每年的净利润都达上亿元,而南方市场霸主家装教父余静赣老爷子身子骨和他旗下的企业依旧硬朗。

品牌家装时代是全面洗牌的时代,大人打架就没小孩子什么事了,大多数失去创新能力的中小型公司会被逐渐淘汰。而确定你能否存活的其实没有什么秘籍,也没有灵丹妙药,都是在实战中适者生存。客户就在网络,在小区,在展会,在这个城市的每个角落,能否获取这些客户,就是考验你企业软硬件的综合实力,就是在一场又一场的巷战中拼争下来的。而当你拥有这些客户的时候,有没有资本助推已经不重要了。

未来的家装行业应该少些浮华,多些实干,少谈些模式,多谈些产值。我发现相当一段时期,媒体和专家都张嘴闭口商业模式,却从来不关心一家公司的真实产值有多少。这就好比是罗振宇的跨年演讲充斥着高大上的词汇,而张小龙的演讲通篇只有用户和体验。所以让纸上谈兵空谈模式的专家都见鬼去吧,路从来不在谁的嘴里,路在脚下。资本退却是寒冬,巷战里边,有春天。

*本文来自微陶网(微信ID:微陶网)。更多精彩资讯请登陆www.waito.net,或关注微陶网公众号。*
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