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class="page-wrap-right"> <div class="xypg-right-content">  <div class="xypg-news-detail"> <h1 class="xypg-detail-title">面對新渠道的沖擊，經銷商該如何布局市場？來學學濱孚康的做法</h1> <div class="xypg-detail-info-bar"> <div class="detail-info-time"><i class="icon-font icon-shijian"></i>2021-06-29 14:27:00</div> <div class="detail-info-numbers"><i class="icon-font icon-chakan"></i><script src="http://www.rehabsystems.net/source/include/browse.php?model=news&id=474"></script>次</div> </div> <div class="xypg-detail-con"><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">“凈水后市場以服務為基礎，對經銷商的專業性提出了更高要求，而新的銷售模式的出現，凈水的銷售型業務轉為服務型業務是大勢所趨?！?a href='http://www.rehabsystems.net/news/474.html' target='_blank' class='key_tag'><font><strong>濱孚康</strong></font></a>全國運營總監何彥表示。</p><p class="ql-align-center" style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; text-align: center; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><img src="/data/upload/202106/1624947908453585.png" max-width="600" style="border: 0px; margin: 10px auto 0px; padding: 0px; display: block; max-width: 100%; height: auto;"/><span class="img-desc" style="border: 0px; margin: 14px auto 20px; padding: 0px; display: block; width: 528px; line-height: 20px !important; color: rgb(145, 145, 145) !important;">濱孚康全國運營總監何彥</span></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">比如，精裝修樓盤配套的沖擊，對于很多渠道商來說有著切身體會；</span></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">全案裝修設計師會有固定的合作品牌，對其他凈水品牌具有排他性；</span></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">近些年逐漸走高的線上銷售對終端渠道商帶來的沖擊；</span></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">全國性的賣場渠道直接和凈水品牌總部合作，帶來的價格優勢和綜合服務能力沖擊；</span></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">以及抖音等平臺去中間渠道化的直播帶貨的價格沖擊等銷售渠道，讓凈水市場進入新的競爭模式。</span></p><p class="ql-align-center" style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; text-align: center; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><img src="/data/upload/202106/1624947908132032.jpeg" max-width="600" style="border: 0px; margin: 10px auto 0px; padding: 0px; display: block; max-width: 100%; height: auto;"/></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">面對新渠道的沖擊，何彥認為，傳統的渠道商只有做好服務才能有更好的發展機會。當然，實體渠道商也要看清楚一點：新的銷售渠道雖然在銷售層面有所創新，但在安裝和售后服務方面有待完善，給了傳統經銷商在售后服務方面很大的操作空間。</p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">其一</span>，和舒適家居渠道進行合作，進行專業的指導與培訓，使他們具備自己做安裝售后服務的能力；</p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">其二</span>，和第三方安裝售后公司進行合作，讓其他合作的經銷商沒有售后之憂 ;</p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">其三</span>，和專業做凈水批發的代理商合作，讓他們去做好渠道開發和后期的售后服務。</p><p class="ql-align-center" style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; text-align: center; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><img src="/data/upload/202106/1624947909202641.jpeg" max-width="600" style="border: 0px; margin: 10px auto 0px; padding: 0px; display: block; max-width: 100%; height: auto;"/></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">對于<a href='http://www.rehabsystems.net/news/474.html' target='_blank' class='key_tag'><font><strong>全屋凈水</strong></font></a>產品來說，“三分產品，七分安裝”是對其Z真實的描述。而售后服務在其中所占的比重尤為重要，因為安裝和調試通過培訓能上手操作，過程并不復雜，而售后服務是是非常繁瑣的工作，對于團隊的服務水平以及解決問題的能力要求很高。售后做不好直接影響消費者身邊人對凈水產品的觀感，而如果有好的體驗能夠有效促進 2-3 次銷售。</p><p class="ql-align-center" style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; text-align: center; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><img src="/data/upload/202106/1624947909724888.jpeg" max-width="600" style="border: 0px; margin: 10px auto 0px; padding: 0px; display: block; max-width: 100%; height: auto;"/></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">相對來說，凈水的消費群體以改善型為主，而全屋凈水更是以高端人群為主，他們對產品品質和服務質量比較看重。何彥認為，體驗式消費是凈水銷售的重要環節，尤其是全屋凈水和軟水系統，在切身體驗到使用之后帶來的改善，對凈水產品的銷售有著很好的促進作用。畢竟，客戶沒有軟水和舒適度體驗，很難做到口碑的美譽度和對身邊的親朋好友進行推薦。</p><p class="ql-align-center" style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; text-align: center; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);"><img src="/data/upload/202106/1624947909154980.jpeg" max-width="600" style="border: 0px; margin: 10px auto 0px; padding: 0px; display: block; max-width: 100%; height: auto;"/></p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">談及部分品牌推出無售后凈水產品，何彥認為，這屬于迎合消費者心理的行為，消費者希望使用過程中沒有售后、沒有安裝、沒有服務。而凈水的濾芯就是垃圾袋，要及時的更換才能保證其清潔度，如果臟了之后不更換，不僅達不到凈水的效果，還會造成水質的二次污染。因此，凈水的服務和售后必不可少，不能為了短期的銷售業績而犧牲行業長遠的發展。</p><p style="border: 0px; margin-top: 0.63em; margin-bottom: 1.8em; padding: 0px; counter-reset: list-1 0 list-2 0 list-3 0 list-4 0 list-5 0 list-6 0 list-7 0 list-8 0 list-9 0; color: rgb(25, 25, 25); font-family: "PingFang SC", Arial, 微軟雅黑, 宋體, simsun, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">針對凈水后市場的重要性，何彥表示，濱孚康在具體實施的過程中，<span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">一方面</span>渠道開發要更加慎重，把好渠道商的入口，找到在服務方面有著較強實力的商家合作；<span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">另一方面</span>，自身的專業度與服務能力要跟上，能夠解決商家的培訓和技術指導工作，與商家一起為消費者提供全方位的優質凈水服務體驗。<span style="font-weight: 700; border: 0px; margin: 0px; padding: 0px;">同時</span>，還購買使用售后服務軟件，讓經銷商對于消費者的凈水產品使用情況，能夠有效跟進并進行更好地管理，通過多種方式確保濱孚康在后凈水市場有著健康的發展。</p><p>原文鏈接：</p><p>面對新渠道的沖擊，經銷商該如何布局市場？來學學濱孚康的做法 - 搜狐網</p><p>https://m.sohu.com/a/474447640_120239069?_trans_=010004_pcwzy</p><p><br/></p></div> <div class="xypg-detail-tags"> <div class="tags-title"> <h3>標簽</h3> <div class="baidu-share">  <div class="bshare-custom"> <a title="分享到QQ空間" class="bshare-qzone"></a> <a title="分享到新浪微博" class="bshare-sinaminiblog"></a> <a title="分享到人人網" class="bshare-renren"></a> <a title="分享到騰訊微博" class="bshare-qqmb"></a> <a title="分享到網易微博" 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