在家居建材行业,谈“消费升级”的从业者非常多,但谈及“消费降级”的人却很少。夸张点说,作为这一名词的代表,拼多多的上市似乎给了很多行业从业者一种新的希望,但以消费降级为导向的消费观与商业模式值得引进家居建材从业者的效仿吗?这个问题值得关注。

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中国瓷砖品质榜
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消费降级 家居建材“拼多多”式产品并不少见

  • 快讯
  • 时间 2018-08-13

    微陶网讯  在家居建材行业,谈“消费升级”的从业者非常多,但谈及“消费降级”的人却很少。夸张点说,作为这一名词的代表,拼多多的上市似乎给了很多行业从业者一种新的希望,但以消费降级为导向的消费观与商业模式值得引进家居建材从业者的效仿吗?这个问题值得关注。

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    够用就好。

    最近,电商平台拼多多在美上市,引发公众对于拼多多及拼多多的目标消费群体的关注热潮。

    也是因为拼多多,公众对于消费群体有了新的认识,在消费升级的浪潮下,在强调品牌、品质、服务的热潮中,原来还有这样一个消费群体,消费能力不高、不讲品牌、不在乎服务、马马虎虎够用就行。而且,这个群体因为数量庞大,拼多多都号称“3亿人都在用“,整个市场容量巨大。消费升级之外,出现了消费降级的市场。

    对于所谓“消费降级“的这些消费者,其实在家居建材领域也是真实存在的。比如,装修店面用的乳胶漆,客户只要求刷白、不脱粉、不掉粉,至于其他的耐擦洗次数、硬度等指标,消费者并不关心;又比如一些消费者的出租房,在购买水龙头时候,对于龙头的铜等级及含量、阀芯的开关次数、电镀的盐雾测试时间等并不关心,只要够用就好。

    综合多位家居建材经销商对于“消费降级“概念下的产品感受和分析,简象家居发现,在家居建材行业,消费降级下的消费群体或者拼多多式的消费群体,在市场上大量存在,并且也是部分经销商主要经营的群体。

    归纳起来,这样的经销商经营的产品往往具有这些特征:产品的基本功能齐全、品牌完全没有知名度甚至没有品牌、价格较一般的产品低很多、材质、工艺、造型等往往粗糙与落后、卖出去基本没有什么售后服务等。而购买这类产品的消费者往往是:城市中低收入群体、县镇市场业主、包工包料的装修师傅、出租房与商铺等非居住的空间等等。

    与主流的追求大品牌、追求功能与设计、追求材质与品质不同,这样的家居建材市场在每个地方都真实存在,一些城市的传统批发建材市场就是此类。

    这类家居建材商的店面往往布局凌乱、陈列混乱,店面拥挤、形象不佳,但店里的产品种类众多、高中低各个档次都有、价格往往处于行业的最低端、没有所谓的专业导购与服务,也没有高大上的购物环境。对于这些,消费者也不在意,只要价格符合心理预期就好。

    “拼多多”能够从天猫、淘宝、京东等电商红海中杀出一片天地来,就是准确找到了四五线城市及县镇市场的消费需求与痛点。家居建材市场也一样,既有追求高大上产品与服务的别墅和洋房消费者、也有追求品牌与服务的一般业主,更有只在乎价格的消费者。市场的整体需求是多样化、阶梯式的,对于这样的家居建材消费需求,很多的家居建材经销商可能没有意识到,但是已经切实的在经营这部分市场了。

    对于部分经营一线品牌的家居建材商来说,对于“拼多多“式的消费群体并不感兴趣,他们强调的是品牌、产品、与服务;对于经营最低端的家居建材品牌的经销商来说,他们敏锐地抓住了市场分级的消费群体,更多的是如何保证基本的品质。

    而需要改变的是那些经营的产品与品牌属于“高不成低不就”的家居建材经销商,本身品牌知名度不高、但产品价格又不便宜。向上,因为品牌知名度、美誉度等原因不能争取到品质的消费者;向下,因为产品材质、工艺、品牌定位等原因,价格又对中低消费者没有吸引力。这样的家居建材经销商经营起来,压力巨大。

    所以,对于家居建材商来说,在消费升级与消费降级共存的情况下,如何根据自己的实际情况包括渠道、资本、经验、品牌等来尽心取舍,现在是一个关键的临界点了。

*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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