伴随着线上流量红利时代过去,包括家居家装在内的传统行业纷纷转型新零售,当市场增速整体放缓竞争愈发激烈,拓展多元化销售渠道成为当下选择。无论在政策导向还是市场表现,均提振着精装修全装修的发展信心,处于下游的家居家装企业谋求变革。

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中国瓷砖品质榜
1

家居边界频被打破 看家居全渠道融合现状

  • 快讯
  • 时间 2019-03-04

微陶网讯  伴随着线上流量红利时代过去,包括家居家装在内的传统行业纷纷转型新零售,当市场增速整体放缓竞争愈发激烈,拓展多元化销售渠道成为当下选择。无论在政策导向还是市场表现,均提振着精装修全装修的发展信心,处于下游的家居家装企业谋求变革。

1551662783952291.jpg

与房企装企合作

定制家居三巨头抢占上游先机

行业整合、客流迁移等多种挑战下,定制家居深挖整装、精装市场,开发多个品类的产品生产线,打造智能化工厂以快速响应前端个性定制化需求,拥抱房地产公司和装企,切入整个产业链条的上游,全方位加速渠道外延。

以欧派家居、索菲亚、尚品宅配三大定制家居头部品牌为例,三家品牌战略向大家居方向转移,最明显的体现是:精装、整装对主营收入或收益的影响近年逐渐加大。

欧派家居目前已在近二十个城市,与恒大、万科、世茂、中海、金地等建立合作。截止到2018年9月30日,公司应收工程业务余额上升,应收账款3.31亿,较2018年年初的1.49亿元增加1.82亿,增幅达122.70%。反映到净利润,与经销商管理改革、推进套餐及产品体系改革、供应链精细化管理等一起作用,公司2018年年度实现归属于上市公司股东的净利润增加1.95亿-3.25亿,同比增长15%-25%。

再看索菲亚2018年第三季度报告,主要由于公司与国内知名房地产公司深度合作及大宗业务的快速增长,公司应收账款比2018年年初增加91.55%。索菲亚2018年度业绩预告修正公告显示,公司2018年度归属于上市公司股东的净利润同比增长由10%-30%调整为5%-10%,2018年度归属于上市公司股东的净利润由9.97亿-11.79亿调整为9.52亿–9.97亿。毛利率与预期比较有所下降,其中一个原因便是:工程业务持续增长,由于工程业务的毛利率低于经销商模式,导致了整体的毛利率下降。

对于目前主要采取实体连锁经营模式和O2O营销模式的尚品宅配,受自营整装业务工程结算尾款以及软件销售项目应收款项等增加影响,截至2018年6月30日,应收票据及应收账款由321.84万增至979.773万,增长204.43%。2018年半年报首次披露赋能装修企业的整装业务:收入4669.24万,成本3745.57万,毛利率19.78%。公司自营整装在建工地数为251个,2018年上半年累计客户数达到782户。

除了尚品宅配的整装云项目,欧派家居的整装大家居项目和索菲亚全屋定制等均在同步进行,不仅依靠传统的零售渠道,欧派家居、索菲亚、尚品宅配等定制家居品牌从装企或房企获取客户资源向外发力的同时,向内通过探索全屋定制或整装模式,以构建全产业链条生态闭环。

装饰装修工程或房产等项目,对家居生产制造型企业的总营收的影响逐步提升,头部品牌资源整合优势相对更为明显,但对材料供应商和销售终端等一体化的供应链管理能力尚在起步探索阶段,在渠道多元化并且逐渐融合加深的当下,家居企业仍需不断强化内功。

从家装到精装,从公装到家装

渠道深度融合,边界不断被打破

2002年7月19日,建设部颁布了《商品住宅装修一次到位实施细则》,全国推广建造全装修住宅,逐步取消毛坯房。东易日盛旗下精装公司同年成立,开始精装之路的探索历程;2014年上市以来在资本和实业双轮驱动下,精装与家装、公装等一起构建和扩大着其装修版图。有了资本加持,2017年东易日盛3亿元收购邱德光设计,重点进军顶级豪宅及高端楼盘样板间;投资兴建工厂、布局全国仓储和物流体系,供应链的打通使得F2C和C2B成为可能。而切入装配式精装和长租公寓,将有望实现其精装修的产业化之路。

受精装业务增长所致,2018年第三季度末应收票据及应收账款,较年初增长34.67%;2018年第三季度新签订单金额6382万元,而前两个季度新签订单加起来仅70万元。精装业务增长虽然在第四季度为4827万元,增速有所放缓,但从占比(家装、精工装、公装一起构成公司装修装饰业务)来看,呈上升趋势。与此同时,2017年度与2016年度对总营收的贡献下降,比重由0.50%变为0.35%。

这说明,精装对装企业务的影响更易受到政策影响,同时,精装修如要更好落地实施,装修标准制定和执行、部品与部品的衔接和打通等问题亟待解决;精装目前主要以定制化精装为主,未来随着技术的升级迭代,以及在5G技术和人工智能的加持下,装配式精装或将兴起,产业化和规模化将成为可能。

上游房地产开发商集中度的提升,导致下游装企最显著的变化是:住宅全装修业务向包括金螳螂、广田集团、全筑股份等在内的龙头公司聚集。

以金螳螂为例。金螳螂布局家装业务板块,于2015年8月全资投入成立金螳螂·家,打造以“家”装为核心的一站式家居服务平台。依托于金螳螂在公装领域的品牌和技术背书,以及公装供应链的支持,金螳螂家有着天生的成本优势,这导致其溢价能力较高,并且将大大利于其全国规模化运营,截至2018年12月公司已在全国开设170余家直营门店。

从金螳螂装饰装修业务三大板块(公装住宅设计)看,2018年住宅第四季度以107.36亿元的新签订单金额,占比45.19%,两个数值均比第一季度略高,同比2017年第四季度分别增加23.88亿元和4.45%。这说明,家装行业马太效应越发明显,整个市场向头部品牌集中。互联网家装2015年异军突起,但随着资本热潮过去,很多因资金链断裂无法完成交付导致破产。2018年上半年,金螳螂实现营收109.04亿元、净利润9.89亿元。其中,主营业务装饰营收81.59亿元、互联网家装营收12.74亿元,分别同比增长12.93%、73.98%。订单充沛,家装业务高增长或将为其带来盈利空间。

从传统家装、互联网家装再到整装,挤压成本除了采取工厂统一采购外,订单应足够充沛,而不是靠增项或使用尾货,当然基于信息化和智能化,或自建或与第三方合作,利用大数据赋能实现供应链的高效运营是当前重中之重。

东易日盛,中国家装行业第一股;金螳螂,中国装饰行业首家上市公司。同为装饰装修行业的优质品牌,无论是从家装到精装,还是从公装到家装,渠道融合下边界不断被打破。

新零售模式的持续发酵、精装房政策的不断推进、整装渠道的加速深耕……,家居行业渠道史逐渐演化为:线上线下和上游下游的全覆盖和打通,多维度触达消费终端的全渠道。

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