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    百色熊經銷商的逆襲之路:1年時間從0增長至幾百萬,他是如何做到的?

    2019年05月12日 瀏覽量: 評論(0) 來源: 中國涂界網 作者: 李思豪
    摘要:日前,《涂界》專訪了Behr百色熊石家莊代理商張占威,他是一名跨界進入涂料行業的傳統經銷商,也是一名涂料經銷行業的新兵。在涂料經銷生意中,他始終把用戶放在心上。有著用戶思維的他,1年多時間從零起步的“小商”一躍成為年銷幾百萬的“大商”。他是如何做的?


    “以客戶的實際需求為出發點,不僅僅是把東西賣出去,同時還要保證產品最終呈現的墻面效果。把問題解決在出現之前,做好施工過程的銜接,一絲不茍服務好每一位顧客直至施工結束。最終形成良好的口碑,形成轉介紹。”這是Behr百色熊石家莊代理商張占威的用戶觀。


    Behr百色熊石家莊代理商張占威

    在張占威看來,隨著消費升級的加快,涂料市場也將發生巨大的變化,經銷商也應積極做出改變。但無論如何變化,消費升級的本質沒變,涂料經銷商就是需要將最好的產品、最好的服務、最好的效果給到消費者。

    日前,《涂界》專訪了Behr百色熊石家莊代理商張占威,他是一名跨界進入涂料行業的傳統經銷商,也是一名涂料經銷行業的新兵。在涂料經銷生意中,他始終把用戶放在心上。有著用戶思維的他,1年多時間從零起步的“小商”一躍成為年銷幾百萬的“大商”。他是如何做的?

    銷售業績逆勢上揚

    廠商合作的基礎,就是要有好的產品。“主要還是看重整個市場需要匹配消費升級后的進口產品,而Behr百色熊正好符合當下的市場需求。”對于為何選擇與百色熊品牌進行合作,張占威給出了這樣的回答。

    張占威補充說,“經過深入接觸以后,我們被Behr百色熊廠家的那種踏實穩健的精神所深深地吸引,這也是我們很快進入狀態的一個主要因素。”

    今年以來,市場環境不是太好,特別是受原料價格不斷上漲影響,給很多經銷商帶來了不小的壓力。但對于張占威而言,卻是另一番景象。“截止到2018年11月份,我們既定的幾百萬銷售目標已經完成超過九成了,到年底肯定會超額完成。”

    不僅銷售額在增長,產品的利潤也很可觀。“今年以來的收益很可觀,有將近50%的毛利潤。”張占威向涂界記者透露。據介紹,經過一年多努力,Behr百色熊在石家莊市場已得到了越來越多消費者的認可。

    力挫群雄,在強手如云的市場中脫穎而出,Behr百色熊在石家莊市場的表現確實頗為搶眼。而在張占威看來,產品質量和環保性能、專業而豐富的色彩以及實實在在的服務是Behr百色熊掘金石家莊市場的主要利器。

    張占威介紹說,Behr百色熊在中國銷售的所產品都是100%原罐原裝美國進口過來的,不僅環保性能高,而且差異化更強,比如針對不同的業主需求,Behr百色熊提供了啞光、平光、蛋殼光和半光四種光澤選擇,“其中蛋殼光類產品更是受到業主用戶的好評,這類產品也是我們賣得最好的一種。”張占威介紹說,“此外,色彩多樣化也是百色熊的一大特點,用色彩點綴空間也能達到意想不到的效果。”

    “在市場大環境不景氣的情況下,我們的銷售業績卻逆勢而上,另外一個原因就是藝術漆、硅藻泥、墻紙目前都還不是墻面裝修的主流產品。”張占威表示,“雖然這三類產品因個性化差異受到消費者喜愛,市場普及率在逐漸提高,但它們在消費者中的影響力和傳統乳膠漆還是沒法相比的。”

    高品質產品備受市場青睞

    張占威介紹說,現在經營重心主要放在零售端,通過客戶的持續轉介紹達成銷售。同時,還有慕名前來的設計師想要通過Behr百色熊專業而豐富的色彩和超強的產品差異化提升設計品位,這方面的銷售量也在不斷地增加。

    為了擴大業務銷售,張占威采取了多種方式,比如通過小區活動,新小區交房現場的推廣,后期的邀約進店體驗等。據介紹,石家莊Behr百色熊店面設置了耐擦洗區、色彩展示墻、氣球實驗等一系列抓人眼球的功能展示。

    “在沒見到產品之前,客戶的顧慮肯定是有的,邀約進店以后讓客戶現場感受我們的氣球實驗、耐擦洗實驗等等一系列的實驗,再通過多樣化的色彩帶給客戶視覺上的沖擊。”張占威表示。

    在業務開展過程中,張占威遇到的最大問題并不是來自市場大環境不好,而是來自客戶的色彩意識。“當前,我們面臨的主要問題還是顧客在挑選顏色的時候比較保守,不敢大膽用色,導致在呈現的時候出不來效果。”張占威表示。

    “隨著消費升級的加速,功能性越強的產品,環保程度越高的產品,現在是越來越受到消費者的青睞。”張占威表示,“產品線單一、功能性差的品牌,必將會在市場洗牌的過程中被淘汰。”

    張占威介紹說,油漆涂料是家庭裝修必選的建材材料,但是消費者在選擇的時候,更多考慮的是產品的環保性和實用性,考慮這類產品是否有可靠的售后服務,這些綜合起來就是產品的品牌含金量。

    “隨著消費升級的加速,消費者越來越關心的不是價格問題,而是產品質量、口碑、性價比及服務。高品質的涂料被越來越多的消費者所接受,這對Behr百色熊是一大利好。”張占威表示,“相信隨著時間的推移,我們石家莊百色熊會成為裝修行業的一張亮麗的名片。”

    靠服務搶占消費者心智

    面對當前競爭激烈的涂料市場,石家莊Behr百色熊將怎樣做到差異化競爭?“我覺得百色熊產品是經得起市場和消費者考驗的。超強耐擦洗功能,防霉抗堿,色彩多樣化……這些特點在我們這個城市其他品牌還停留在口頭的時候,百色熊已經讓廣大消費者真實地感受到了。”張占威表示,“要多呈現,大力推行試刷服務,讓消費者親身體驗產品的差異化。”

    雖然Behr百色熊進入石家莊市場才短短一年多點時間,但銷量卻很快就壯大起來,這其中除了百色熊的綜合優勢明顯外,也得益于張占威樸實的用戶理念。“以客戶的實際需求為出發點,不僅僅是把東西賣出去,同時還要保證產品最終呈現的墻面效果。”張占威表示,“把問題解決在出現之前,做好施工過程的銜接,一絲不茍服務好每一位顧客直至施工結束。最終形成良好的口碑,形成轉介紹。”

    “一個品牌要想在一個城市站得住腳,得到消費者的認可,除了產品自身的品質保證,還要配套相關的服務理念。”張占威介紹說,我們一直以來秉承一次涂刷終生朋友的服務理念,緊盯售后服務,對待每一位業主的房子都像對待自己家的房子一樣,每一次完美的呈現都是對我們本身的一個鼓舞。

    “未來我們會更加細化這一服務理念,把Behr百色熊更好地呈現在每一位顧客的墻面上。”在張占威看來,隨著消費的不斷升級,未來想要贏得顧客的認可,除了有更好的產品外,還要靠服務。

    雖然是跨行業做Behr百色熊,沒有相關行業經驗,但這在張占威看來卻是一種優勢。“這正是我們的優勢所在,不會拘泥于傳統的模式,反而會出奇效。”張占威表示。事實也得到了證明,在短短一年多的時間里,他將業績規模做到了同行前列。

    盡管當前市場大環境不好,給經銷商帶來了壓力,但在張占威看來,未來的涂料市場前景依然被看好。“隨著人們生活水平的提高,以及環保意識的增強,人們開始追求更高層次的消費和生活,勢必會導致涂料消費也開始發生變化,消費升級將會是下一輪涂料市場需求增長的動力。”張占威表示。

    “明年我們希望在繼續保持今年發展勢頭的同時,多開渠道,讓越來越多的顧客認識百色熊,使用百色熊,讓每一位顧客都能感受到Behr百色熊帶來的前所未有的涂料革命。”張占威表示。(涂界)

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