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零售萎缩,淄博陶企发力工程渠道获重大突破

JINNIANLAI,JIANTAOSHICHANGCHIXUDIMI,CHUANTONGYINGXIAOQUDAOYOUSHIBUDUANRUOHUA。YOUQISHIJINNIANYILAI,ZIBODUOSHUTAOQILINGSHOUQUDAOXIAOLIANGSHOUZHAI、JINGXIAOSHANGQUDAOXIAOLIANGRUIJIAN。WEICI,BUFENTAOQIXUNQIUDUOFANGFALI,YIQIUJIANGDIJUGAOBUXIADEKUCUNYALI。

近日,《陶瓷信息》记者在淄博产区走访中获悉,随着“精装房”范围不断扩大,淄博多家陶企的工程销量呈逐年上升趋势,甚至有企业今年实现工程销售翻倍增长。在此形势下,更多的淄博陶企开始重视工程渠道的建设。

QIZHONG,SHIWANGTAOCIJINNIANGONGCHENGXIAOLIANGSHIXIANLEFANBEIZENGZHANG,ERXINBOTAOCIDEGONGCHENGQUDAOYUEXIAOLIANGYEJIBENWEICHIZAI300-400WANPINGMI。

零售萎缩,淄博陶企发力工程渠道获重大突破

已有超5家陶企设立工程部

据《陶瓷信息》记者了解,截至当前,淄博产区至少有5家以上陶企设立了工程销售部,专门对接并服务于工程客户,其中包括山东统一陶瓷科技有限公司、狮王企业、淄博金狮王陶瓷科技有限公司、淄博新博陶瓷科技有限公司等。相比较而言,这几家陶企起步较早,已积累成熟的工程销售运作经验。

ZI2017NIANKAISHI,XINBOTAOCIKAISHIZHESHOUGONGCHENGQUDAODESHICHANGKAIFA,BISHIQUANGONGSIDEGONGCHENGNIANXIAOLIANGZHIYOU100DUOWANPINGMI。ERSHIZHIJINRI,XINBOTAOCIDEGONGCHENGQUDAOYUEXIAOLIANGDADOUBAOCHIZAI300-400WANPINGMIZHIJIAN,ZHANGONGSINIANCHANNENGDE10%YISHANG。

宏图棋牌游戏XINBOTAOCIFUZONGJINGLISONGFENGGAOSU《TAOCIXINXI》JIZHE,“CIQIANQIYEBINGBUZHONGSHIGONGCHENGQUDAO,NEISHITAOCISHICHANGXINGQINGHAIKEYI,QIYEXIANGONGCHENGQUDAOFANSUO、MAFAN。”

零售萎缩,淄博陶企发力工程渠道获重大突破

事实上,在很多企业销售负责人眼中,工程渠道的对接过程“很麻烦”,这也是不少企业以前不愿涉足的原因之一。宏图棋牌游戏而近两年,由于市场萎靡,传统零售以及经销商渠道销量萎缩明显,倒逼不少陶企广开渠道,寻求销售增量。

ZICONGSHELIGONGCHENGBUMENYILAI,SONGFENGHETADETUANDUIJUEXINNULIDATONGGONGCHENGQUDAO,JINGGUOLIANGNIANDECHANGSHIYUNULI,YOUQISHIJINNIAN,XINBOTAOCIDEGONGCHENGXIAOLIANGZENGZHANGFEICHANGMINGXIAN。

宏图棋牌游戏QISHI,BUZHISHIXINBOTAOCI,ZAIDANGQIANXINGSHIXIA,GENGDUODEZIBOTAOQIYEKAISHIGUANZHUGONGCHENGQUDAO,YIXIEYOUTIAOJIANDETAOQIZEZHUNBEIJIADAKAIFALIDU。

ZIBOJINHAOTAOCIYOUXIANGONGSIDONGSHIZHANGGAOXIAZHANGRENWEI,ZIBOTAOQIJIEXIALAIDEGONGCHENGXIAOLIANGHUIYUELAIYUEDUO。WEICI,QIGONGSIYEZAIKAOLVSHELIGONGCHENGXIAOSHOUBU、DIANSHANGYUNYINGBUDENGBUMEN,DUOQUDAOQITOUBINGJIN,TUIDONGCIZHUANXIAOSHOU。

“WEIZHUIQIUCHANPINDEXINGJIABI,GONGCHENGXIANGMUCAIGOUHUIZHIJIEPAODAOCHANGJIALAIDINGHUO。ERQIE,CONGMUQIANXINGYEFAZHANQUSHILAIKAN,WEILAIJINGXIAOSHANGSHULIANGHUIRUIJIAN,BUSHIHEDEJINGXIAOSHANGJIANGHUIBEISHICHANGSUOTAOTAI。ZAICIXINGSHIXIA,RUGUOTAOQIBUZHUDONGKAIFAXINQUDAODEHUA,NEIMEQIJIANGLAIDEJINGZHENGYALIHUIHENDA。ERGONGZHUANG、JIAZHUANGDENGQUDAOJIANGSHIWOGONGSIXINDELIRUNZENGZHANGDIAN。”GAOXIAZHANGRUSHISHUODAO。

零售萎缩,淄博陶企发力工程渠道获重大突破

工程客户多集中于淄博周边地区

ZOUFANGZHONG,DUOJIATAOQIFUZERENGAOSU《TAOCIXINXI》JIZHE,DANGQIANGONGCHENGKEHUDUOLAIZIYUZIBOZHOUBIANJIHENANDIQUDENGQUYU,DUOSHIBENZHEZIBOCHANPINPINZHIWENDING,XINGJIABIGAOERLAI。

SHANDONGTONGYITAOCIKEJIYOUXIANGONGSIZONGJINGLICHENSHIWEIBIAOSHI,CONGZIBOTAOQIMUQIANDEHEZUOGONGDILAIKAN,GONGCHENGFANGDUIPINPAIDEYAOQIUDUBUSHIHENGAO,DANPINPAIDUHAOYIXIEDETAOQIHUIGENGJUYOUSHI,GONGCHENGFANGDUOHUIXUANZEZAIDANGDIZHIMINGDUGAODETAOQIYOUXIANHEZUO,BAOKUOQIYEZIZHI、RONGYUDENGDOUZAIKAOCHAFANWEI。

宏图棋牌游戏“YEZHUDUIZHIMINGDICHANSHANGXINRENDUBIJIAOGAO,SHENSHAOZAIYIJIANSHESUOXUANZEDEPINPAI。YINWEIZAIYEZHUKANLAI,ZHIMINGDICHANSHANGDUICHANPINPINZHIDEYAOQIUFEICHANGYANGE。ZHEIYESHIZIBOTAOQIJIEXIALAIGONGCHENGXIAOLIANGTISHENGKONGJIANJIAODADEYIDAYINSU。”CHENSHIWEIRUSHISHUODAO。

DANGRAN,TAOQIZAIGONGCHENGQUDAOGONGGUANGUOCHENGZHONG,YEHUIYUDAOYIXIEXIANGBUDAODEWENTIJIKUNNAN,ZHEIJIUXUYAOYIDIANDIANDEJILEIJINGYAN,BINGXIANGBANFAJIEJUE。SONGFENGRENWEI,ZAIYUGONGCHENGFANGQIATANGUOCHENGZHONG,BUJINYAOYOUHESHIDEJIAGE,GENGYAOYOUHESHIDERENYUAN。

不得不提的是,工程项目账款是否能按时到账,严重制约陶瓷企业的运营。目前,各陶企回收账期一般在3-6月。为合理规避经营风险,也有部分陶企以现金交易。“从去年开始,我们也做了一些现金销售的客户,价格稍低一些。”一位不愿透露姓名的行业人士表示。

零售萎缩,淄博陶企发力工程渠道获重大突破

倒逼淄博陶企运营、服务能力提升

《TAOCIXINXI》JIZHEZAIZOUFANGZHONGDEZHI,JINGUANGONGCHENGXIAOLIANGZAIZHUBUSHANGSHENG,DANGONGCHENGQUDAOBINGBUSHIHESUOYOUDETAOQI。

宏图棋牌游戏SHIWANGQIYEMINGYUTAOCIZONGJINGLIZHANGWUGUANGRENWEI,DUIYUYIXIEMEIYOUSHEZUGONGCHENGQUDAODETAOQIERYAN,TAMENZAIDUANSHIJIANNEIHENNANJINRUZHEIYIQUDAO,LIRUMIANLINBUJUBEITOUBIAOZIZHI、ZILIAOJIGONGCHENGANLIDENGWENTI。

此外,陈世伟认为,现在的工程甲方、乙方都比以前要理性得多,更看重产品性价比,而且还会全面考量产品配套、产品品质、产品性价比、人脉沟通、服务等项目。

宏图棋牌游戏ERSONGFENGBIAOSHI,GONGCHENGQUDAOHUAFEIDESHIJIANJINGLIYAODUOYUQITAQUDAO。“JISHISHIQIANYUEZHIHOU,HOUQIGENZONGFUWUDEJINGLIYEBUSHAO。”

宏图棋牌游戏“CIQIANYOUYIGEZHAOTOUBIAOXIANGMU,YOUJIJIATAOQIYINGUOCHENGFANSUOERZHONGTUFANGQILE。WOXIANHOUYEPAOLESHIDUOTANG,ZUIZHONGCAILUOSHIQIANDAN,ERQIANDANZHIHOU,JIBENYESHISUIJIAOSUIDAO,DIYISHIJIANBAWENTICHULIWAN。”SONGFENGGAOSU《TAOCIXINXI》JIZHE。

零售萎缩,淄博陶企发力工程渠道获重大突破

另外,企业的资金实力是否雄厚,决定了陶瓷企业能否进入工程渠道的另一关键因素。一般而言,工程渠道的付款周期较长,一般首付是全款的30%。

宏图棋牌游戏LIRU,GENJUHETONGYUEDING,ZAIDIYIPICIZHUANJINCHANGZHIHOUYAOFUQUANKUAN30%DEKUANXIANG,ERZAIDIERCIFUKUANHOUDAOZHANGZHANGKUANBILIYIBANZHANQUANKUAN50%;GONGCHENGJIESHUZHIHOU,JIAFANGXUFUQUANKUANDE70%,ERYANSHOUJIESHUZHIHOU,JIAFANGCAIHUIFU90%DEZHANGKUAN。CIWAIXUYAOLIU5%DEZHANGKUANZUOWEIZHIBAOJIN,YIDINGSHIJIANHOUCAIHUIJIEQINGWEIKUAN。

宏图棋牌游戏“SHIJISHANG,ZAIDAOKUANXIANGDAOZHANG50%HOU,YUXIADEZHANGKUANJIUHENNANANQIDAOZHANG,BIANDEHENTUOTA,DADAZENGJIALETAOQIDEYUNYINGCHENGBEN,JIANGDITAOCILIRUN。”SHANGSHUBUYUANTOULUXINGMINGDEXINGYERENSHIRUSHISHUODAO。


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