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In recent years, with the gradual implementation of major infrastructure projects such as Changsha Metro, Intercity Railway, and Shanghai-Kunming High-speed Railway, the integrated construction of Changsha, Zhuzhou and Xiangtan urban agglomeration has brought huge development potential to the LED lighting market in Hunan, and the surrounding areas of Changsha City and surrounding areas. High-end real estate, large-scale engineering projects have sprung up like mushrooms, and Changsha is moving toward the first-tier cities.
Due to the serious homogenization of products, blind price competition, LED lighting in the terminal market, all dealers are mixed, reflecting the phenomenon that LED lighting products form a good name, in today's distribution channel market, it seems only low The price is king.
In the case of poor retail performance and difficult development of distribution channels, engineering channels have become the focus of terminal dealers. Many agents are beginning to seek change, exerting strength in engineering channels, setting up professional sales teams, and actively occupying engineering channels. .
However, LED lighting has to successfully enter the engineering channel and become a shopping list for large-scale projects, but it is not an easy task. How to break through the engineering channels has become a confusion for many dealers.
Recently, in order to further explore the difficulties faced by many LED lighting distributors in the engineering channel field, the reporter conducted a field visit and investigation of Changsha market dealers.
Changsha is currently the largest professional lighting store in Nanhu Market. It has gathered nearly 300 lighting and lighting merchants, with many brands and stores. The number of professional engineering lighting companies and agents is also amazing. The daily traffic to and from Nanhu is very large, and it has become a lot of lighting projects. An important place for project purchasers to purchase lighting products.
The competition between the merchants in the Nanhu market is fierce. Many small shops that look unremarkable have strong engineering capabilities and relationship background, and they have a large number of engineering channel customer resources. Mr. Li, a merchant familiar with the Nansha market in Changsha, said this.
A certain merchant in Nanhu Shield Lighting City said that the LED brand I represented is mainly for engineering projects and EMC projects. Since last year, it has been difficult to go through engineering. Many projects have also participated in bidding and negotiation in the early stage, but because of There are many influencing factors in the project, the investment in the early stage is too large, and the risk in the later stage is also large. Many projects do not dare to cooperate rashly.
But even with fierce competition and many uncertainties, engineering channels have become the focus of sales for some dealers this year.
Last year, Haohao Lighting, which I represented, also worked on several large-scale hotel model projects, thanks to the support of the headquarters in this project. At present, several other LED brands that I represent are mainly based on distribution channels, but supporting distributors to compete for engineering projects will be the focus of this year's development. Zou Zhengwang, general manager of Changsha Candlelight Lighting, said.
Analysis reasons Zou Zhengwang said that the main reason is to start from the self, everyone wants to operate the project alone, but to play the project is a routine, this cake is not to eat can eat, I will not deliberately run the project, but there are touch Going to the right project will also follow up.
According to many investigations by reporters, there are a large number of engineering projects in Changsha and other prefecture-level cities in Hunan, such as NVC, Sanxiong Aurora, Op Lighting, and Jiamei Lighting. However, the engineering projects of these brands are often targeted at You can take advantage of large lighting projects or lighting projects of a given brand.