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如何应对LED上市公司价格战?
(2012/8/13 11:40:11)
 现在,不论是出于扩大市场份额,还是出于刺激消费市场等其他原因,价格战已经是商家越来越喜欢用的利器,薄利多销也成为发展路径之一。第一个拿起降价武器的企业往往最容易招致批评,因为同行企业要么跟着一同降价,要么看自己的市场一点点被稀释掉。

 

  那么,对于近期如长方照明、木林森、真明丽、德豪润达等照明品牌发动的价格战战役,业内人士如何看待呢?

 

 记者走访了成都大型的灯饰卖场。在与经销商谈及近期上市公司发动的价格战现象时,有的表示可以理解,但也有部分经销商表示并不看好价格战。

 

  府河灯具城吉祥灯具店陈女士表示,上市公司半年降两次价的现象,她还是第一次看到,上市公司的价格战还是别打的太过火,毕竟他们需要跟股东负责。“其实上市公司搞价格战是冒很大风险的,并不是说有充裕的资金就可以随便降低价格,因为上市公司受股价涨跌、业绩公布,投资方干预等因素的影响。”陈女士表示,价格战就是一种“短兵相接”的形式,处理的不好到时候结果可能是“赔本赚了吆喝”。

  由于每个企业的定位、发展方向及侧重点各不相同,采取的市场策略也不尽相同。在激烈的市场竞争中,也有企业会根据自身发展需要采取价格战策略,这是不可避免的。价格战本身并不是一件坏事,会加速行业洗牌进程,在乱象丛生的LED行业里将混水摸鱼者挤出市场,使行业趋于正规,这是我们大家都希望看到的。但价格战本身是一并双刃剑,运用不好,也可能伤及自身,甚至伤及整个行业形象。所以,我们认为,发动价格战不能以牺牲产品品质和品牌价值为代价。

 

因为每个企业自身定位不同,采取的策略也不尽相同。有些上市企业,就是靠规模效益占去市场。打价格战是为了有效压制竞争对手,甚至将对手挤出市场。价格战并不一定都只是在低端市场开展的,高端市场也有价格战。

 

  上市公司未必就不能做低端产品,因为在目前的中国,低端产品也有着很大的市场空间。现在市场细分很明晰,只要符合消费市场需求就有足够的市场份额,对定位低端产品的上市公司发展也是有利的。

 

影响不仅仅波及未上市公司,对上市公司本身都有影响。目前,LED行业还比较混乱,看好这个行业前景的投资纷纷介入,不管自己是否了解这行的技术。乱战之中,使用价格战这个杀手锏,也不失为一种选择。硝烟散尽之后,仍留在这个行业里的才是真正做实事的。

 

 当然,很多资本实力相对雄厚的企业会选择你降我也降,看谁笑到最后。但我们觉得,参与市场竞争,可以采取很多方式和手段。但最重要的是企业要在自身管理、技术研发、成本控制上做足功夫,特别是市场推广采取差异化策略,塑造独有品牌,就能赢得足够的市场份额。天道酬勤,这世界并不是所有的事情都只认钱不认人。

 

在应对上市公司发动价格战时做出的比较典型的应对之策。主要包括以下三点:

 

  第一,跟随降价。在企业发动价格战之后,为了与之争夺市场额,获得更多销量和利润,采取跟随降价策略。这种策略的最终结果就是:价格降到最低点的时候,以一方被挤压出市场收场,或者两败俱伤。这时候拼的就是企业整体实力,而一些中小企业在竞争中处于明显劣势。

 

  第二,固守原价,不降。虽然别人都在降价,但是如果自己一旦跟风,不但不赚钱还贴钱。这种应对方式有个弊端:保住了利润,缺少了市场份额。等到自己想降价的时候已经错失良机,到最后还是置于死地,企业处于两难境地。

 

  第三,改变定位方式,提升产品附加值。在众人降价如火如荼之时,不采取降价策略,相反注重提升产品的附加值,比如加大产品售后服务力度等,让降价的去销售产品,自己销售产品的品牌价值。

 

  长方照明等企业的价格战是在照明行业上市公司着重快速占领市场、多铺设销售网点的现阶段企业发展策略下的产物。面对上市公司拥有充裕资金情况下的价格战,众多的未上市公司也须调整好心态。

 

  价格战不可避免,行业要发展,终会出现洗牌局面。未上市的企业能做的就是看准市场,不断调整策略,边生存,边发展。而对上市企业来说,必须时刻牢记:价格战,注重了营销策略,但决不能忽略产品质量!

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