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    百色熊張添智:客戶口碑就是經銷商占領未來市場“利器”

    2019年05月26日 瀏覽量: 評論(0) 來源: 中國涂界網 作者: 李思豪
    摘要:“要想贏得未來的市場,最重要的就是用心去做好每一個客戶的項目,然后再通過客戶的口碑去占領市場。”代理Behr百色熊品牌后,張添智發現,唯有品質和服務才能占領消費者的心智,才能贏得競爭激烈的市場。

    按照發達國家的經驗,人均可支配收入在2000-3000美元,整個社會就會產生一種消費意識的覺醒,整個社會的消費需求也將從溫飽型消費變為享受型消費,從而帶來整個消費升級,并帶動高檔涂料等消費進入快速增長期。

    對于倡導“高端品質、親民價格”的美國Behr百色熊來說,中國處在消費升級大好時期,已為自己占得了市場先機。“開發市場,品質是前提,這是滿足消費者最基本的條件,也是開拓市場的最起碼條件。”Behr百色熊代理商張添智如是說。


    Behr百色熊廈門代理商張添智

    但同時,“要想贏得未來的市場,最重要的就是用心去做好每一個客戶的項目,然后再通過客戶的口碑去占領市場。”代理Behr百色熊品牌后,張添智發現,唯有品質和服務才能占領消費者的心智,才能贏得競爭激烈的市場。

    因跡遇結識因優秀合作

    “這是一個非常有緣分的跡遇。”談起跟Behr百色熊的結緣,張添智在接受涂界記者采訪時這樣說道。他介紹說,2016年底因自己家里要裝修,就去市場尋找建材產品,偶然在“漢斯格雅”跟“美睿櫥柜”專賣店里面了解到,國際建材巨頭馬斯科(Masco)集團旗下除了這兩個知名品牌外,還有一個非常棒的旗艦涂料品牌——Behr百色熊。

    雖然起源于一個跡遇,但真正打動張添智還是百色熊出色的表現。“過去裝修的時候,墻紙和硅藻泥都用過,但品質讓人非常失望。然后在我仔細了解百色熊后就在想,這么好的品牌、好的產品在廈門的市場竟然還是空白,如果能夠把它帶給更多的消費者,那是一件很快樂的事,所以在我們的努力下終于與百色熊結緣。”張添智向涂界記者介紹說。


    BEHR百色熊廈門旗艦店

    Behr百色熊成立于1947年,是美國財富500強企業馬斯科(Masco)集團旗下知名涂料品牌,也是世界十大涂料品牌之一,同時還是美國主流家庭最廣泛使用的家裝涂料品牌之一。

    對于張添智而言,選擇與Behr百色熊合作最關鍵的是其品質卓越,無論是環保性能還是色彩及服務,都處于世界領先地位,甚至在很多方面要優于阿克蘇諾貝爾(多樂士)、PPG、宣偉等其他涂料巨頭。

    Behr百色熊具有無與倫比的產品質量、創新、價值和性能特點,因此享有國際品牌知名度和聲譽。特別是通過技術創新,不斷地刷新百色熊在業內質量、性能和價值方面的領先記錄。

    據了解,Behr百色熊在中國100%原罐原裝從美國進口。目前,百色熊全線產品均獲得了世界上最嚴格的室內空氣質量標準之一的GREENGUARD美國綠色衛士金級認證;旗下產品連續10多年在美國被評價為“最好品質”和“最高價值”。

    此外,在美國享有高信譽度的獨立調查公司J.D. Power發布的“2017年涂料滿意度研究”中,Behr百色熊的卓越品質和優異服務遙遙領先于PPG、宣偉、威士伯等同行業競爭者,多年贏得最高的消費者滿意度指數。

    張添智向涂界記者介紹說,Behr百色熊的綜合優勢非常明顯,不僅產品環保,而且產品線豐富,同時色彩更是豐富和出色,“消費者、施工人員及設計師都普遍反映百色熊的光澤、顏色刷出來以后,整體的效果是非常好的。”

    用客戶口碑占領未來市場

    把脈消費者,才能做好市場。張添智表示,當前涂料市場競爭非常激烈,經銷商的利潤快速下降,導致市場出現非常多的劣質產品。但目前,我國處在消費升級期,這對涂料的品質要求就更高,而劣質涂料就越來越沒有市場空間。

    張添智還補充說,隨著人們對健康環保的訴求越來越高,百分百原裝進口的產品就更容易受到消費者的青睞;特別是80后、90后即將成為消費主流,現代簡約的裝修風格正在盛行,色彩豐富和耐擦洗也會成為他們的首選。

    “消費升級后,消費者不僅要求高端品質,還要講求產品性價比,這對于強調高性價比的Behr百色熊來說,當下確實是一個很好的機遇;對于消費者而言,百色熊也是他們最好的選擇。”張添智表示,“Behr百色熊倡導的就是‘高端品質、親民價格’。”


    BEHR百色熊廈門旗艦店

    好產品好品牌,總會是受到市場青睞。據張添智介紹說,自Behr百色熊去年進入廈門市場以來,深受消費者的喜歡,市場也快速打開。特別是在市場經濟大環境不好的情況下,張添智的經營業務卻逆勢上揚。“2018年我們已順利完成了BEHR百色熊公司制定的銷售指標,以及和家盛總公司制定的銷售目標,這為2019年發展奠定了扎實的基礎。”張添智表示。

    “接下來我們主要還是開發周邊城市的分銷商,擴大我們的銷售半徑,進而來擴大銷售額,讓越來越多的人接觸到這個來自北美的熊。”張添智向涂界記者表示,“但同時,我們也將提升服務體驗,讓消費者享受到更多的額外價值。”

    張添智介紹說,涂料在整個家居裝修比例中占有的面積還是比較大,也越來越受到消費者的重視。“個人認為,要想贏得未來的市場,最重要的就是用心去做好每一個客戶的項目,然后再通過客戶的口碑去占領市場。”

    看好市場未來發展前景

    黨的十九大對中國社會主要矛盾發生歷史性變化做出了全新判斷,強調中國特色社會主義進入新時代,中國社會主要矛盾已經轉化為人民日益增長的美好生活需要和不平衡不充分發展之間的矛盾。

    張添智表示,隨著中國社會發展進步,人民對美好生活的需求日益廣泛深入,人民對物質文化生活提出了更高要求。具體到涂料消費,用更好的產品給消費者帶來更好的、更有品質的生活體驗,也正是這一主要矛盾的體現方式。

    “由于消費的不斷升級,人們對于涂料的關注點逐漸由價格向品質和服務轉換,購買時不再單純追求低價,更加注重品質和服務。”對于為何涂料呈現快速發展趨勢,張添智如此分析認為。


    張添智與團隊探討問題

    面對當前競爭激烈的涂料市場,張添智表示將以差異化來參與市場競爭。“以往的涂料銷售商主要是賣涂料,而我們Behr百色熊提供的是整套涂刷解決方案,給消費者提供全新的家居體驗。”

    張添智介紹說,我們會把整個銷售過程分解為售前、售中、售后,然后聘請新一代的年輕小伙,以先進的機械化施工,標準化的施工流程,嚴格把控品質關,確保每個環節達到五顆星。“對于經銷商而言,未來市場的占領,更多的是靠品質和服務。”

    “相比較發達國家的北美市場,涂料占據了墻面裝修的大部分市場份額,而中國人均涂料消費量還比較低,市場發展潛力還很大;此外,綠色環保、可持續是發展趨勢,Behr百色熊產品在這方面有著巨大的優勢。”張添智看好未來的涂料市場發展前景,并且已經著手網絡渠道布局,大力開展各種渠道的業務。

    “2019我們將繼續擴大在廈門的市場份額,并向周邊市場大力擴張。相信憑借和家盛的優秀團隊,以及Behr百色熊的優異品質,再加上越來越追求健康環保的客戶,我們一定會取得豐盛的碩果。”對于2019年的市場發展,張添智也是信心十足。(涂界)

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