Typically, luminaires occupy only a small amount of cost during the implementation of a lighting project. In terms of profit, the lighting supplier can only get a small part, usually less than 10%. Recently, the author heard several LED lighting companies in charge of such a topic: Can you bypass the engineering company, sell the lamps directly to the customer, or take the lighting project to do it yourself?
In fact, there is no shortage of such cases in the industry. As early as 2011, Sanxiong Aurora, a well-known lighting company in China, signed a strategic cooperation agreement with Vanke Group to provide LED lighting and lighting solutions for Vanke Group. This is also the first time that LED lighting companies have cooperated with real estate companies in the form of strategic partnerships for national lighting projects.
"Since 2011, Sanxiong Aurora has maintained good cooperative relations with Vanke Group and Greenland Group." Li Quan, manager of Sanxiong Aurora Brand Management Center, said that the company has also established a special KA department to cultivate real estate channels. In order to achieve a high degree of integration between LED lighting and the real estate industry.
In Li Quan's view, the cooperation between Sanxiong Aurora and Vanke Group can be described as a win-win situation. For Sanxiong Aurora, Vanke Group can use its real estate channel to maintain stable sales. For Vanke Group, Sanxiong·Aurora's perfect lighting solutions and after-sales service can relieve their worries.
However, the common problem that engineering lighting cannot avoid is that the acceptance time is long and it is difficult to pay back. Moreover, some municipal projects also have fixed approval procedures and related procedures, and the payment time is more than one year or more. Therefore, if the enterprise itself is not “richâ€, it is often the case that the account period is delayed. Therefore, although the lighting project has considerable profits, the risks that need to be borne are also large.
“Usually, lighting fixtures account for less than 30% of the cost of the entire project. If the lighting company only provides lamps and does not participate in the implementation of specific projects, as long as the performance and quality of the lamps can be guaranteed, there is no need to worry about the payment.†Jiang Guangjun, deputy general manager of Tongfang Lighting Domestic Center, said that the company and the engineering company are both cash transactions, and the accounts receivable are almost zero.
At the same time, Jiang Guangjun also mentioned that enterprises should participate in lighting projects. In addition to good product quality, they must have strong brand influence, and they must have sufficient funds to cope with long account periods. If you have the above conditions, you will have a lot to enter the field of lighting engineering. On the contrary, it is the best choice to be a pure lighting supplier.
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