In 2006, it was the year in which the Chinese real estate market issued the most policies. Articles of the State and Articles of the State, the implementation of the new housing structure ratio requirements, refine the bidding and auction and the agreement to transfer the scope of state-owned land use rights, establish a land monitoring system, restrict foreign investment access, and levy personal income tax on second-hand housing transactions. The introduction of the company and so on, it can be seen that the state's regulation of real estate is increasing. Affected by the national macro-control policies, the real estate investment rate will drop significantly, and China's real estate development will cool down. This will bring huge impact to the lighting industry, which will directly lead to increased competition pressure on the project. Often a small project can attract more than a dozen. Unit bidding, who ultimately fell, who is able to defeat the success of winning the team, relying not only on product quality, enterprise scale, technical strength, but also has a direct relationship with reputation, after-sales service, engineering cases, personal connections and so on. Forum theme: How do dealers undertake engineering projects? (He Chunyan)
Forum guest: Wang Qijiu, deputy general manager of Hangzhou NVC Lighting Engineering Co., Ltd. (hereinafter referred to as Wang)
Li Yongan, General Manager of Henan Sandi Lighting Appliance Installation Engineering Co., Ltd. (hereinafter referred to as Li)
Zou Rongjian, General Manager of Jiangsu Huifeng Lighting Appliance Co., Ltd. (hereinafter referred to as Zou)
Gao Bin, general manager of Guizhou Lingfeng Lighting (hereinafter referred to as "high")
How much do you know about access to information?
Reporter: Hello everyone! I am very pleased to invite four elites in the field of engineering lighting to participate in our forum. What are the general ways for you to obtain engineering information?
Wang: We can get engineering information in about four ways. The first one is through the design institute. Before the design of each project, the design institute will make a budget for the product, etc. We can know what kind of lighting products will be used in the project in the first time through the design institute, and how much basic information is available. . The second is through the designer. Because the designer knows better about which lighting product is of better quality, he can know the professional knowledge of the light illumination of the product. The third is the engineering case. This is also very important. The information and pictures of the project projects that have been taken over will be collected and displayed. Some engineers will directly come to the door. This is mainly based on the previous word-of-mouth publicity. The fourth is the company's salesman. Our company currently has 36 businesses located in various regions of Zhejiang Province, and they collect engineering information from various regions.
Zou: In addition to the above four ways, we can also exchange information through friends of related peers, such as building materials, carpets, and tiles.
Reporter: So, when the exact project is known, how will the company operate?
Li: We first found the technical personnel of the engineering side to exchange and understand the technical aspects, inquire about the products and quality required by the entire project, and then judge whether it can meet its requirements according to the strength of its own company. If it is within the company's ability, then send someone to follow up.
Zou: First of all, I will analyze the project to see what kind of project it belongs to, such as government projects, large-scale real estate projects, general hotels, supermarket chains, general stores, and so on. According to different engineering projects, different design schemes are made to track the project.
Wang: After the intentional project was confirmed, the company began to cooperate with the engineering firm to select the type, send samples, determine the price, and determine the payment method.
Gao: First, contact the personnel of the engineering side, then send samples, technical exchanges and problem solving, then follow up, talk about the price, find someone with decision-making power to make a decision, and determine the supplier of the project.
How many chips are there in the project negotiation?
Reporter: In the negotiation process of an engineering project, what is the most critical issue?
Wang: During the negotiation process, we will influence the decision of the engineering side through the people around us. For example, through their designers, buyers and other people who can participate in the project's right to speak, they will promote the cost-effectiveness, quality and after-sales service of their products, and invite them to inspect project cases and so on.
Zou: Every step is crucial from the decision to follow up on a project. Because the engineering has too many factors to change, the competitors with a little personal connection can change the result. In the absence of real contract signing, they are in an unstable state. Therefore, it is necessary to require close coordination and cooperation between the management, business, and back-office of the company, so that the tracking of a project is not easy, and the odds are relatively large.
Reporter: When the supplier chooses a supplier, what is the most important thing for the supplier?
Zou: Generally, I look at strength. For example, the lighting part of this project is 10 million yuan. If the business can only accept 100,000 yuan or 1 million yuan, then the engineering company will not choose him. This means that the size of the business, the business must have What conditions can only undertake a project, especially for those projects that the merchant has undertaken, and the engineering company will also conduct on-the-spot investigations. At the same time, there are requirements for the lighting design capabilities of the merchants.
High: The engineering company pays great attention to the quality of the supplier. Can it meet the design requirements and usage requirements of the other party? It is the product. Of course, technology, word of mouth, engineering case, technical strength and credibility are also important.
Wang: I value the scale and engineering case of the supplier and the standard engineering operation process.
Editor's Choice: LED OSRAM's top beam column for centuries cast brilliant Philips lighting products on the lighting designer's training camp NVC lighting domestic lighting of the king's road Apollo lighting: to create a world of innovation in the company's lighting: Sunshine enterprises let the city go all out Riding the "Ao Di" lighting solo dance Beijing
[1] [2] Next page
Accu Battery,Ni-Mh Battery,Rechargeable Battery
Kunteng Co., Ltd. , http://www.spark-e-battery.com