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          首頁 > 人物 > 人物新聞 > 美國新干線 聚合產品為美麗產業賦能

          美國新干線 聚合產品為美麗產業賦能

          ——記杭州航安紡織品有限公司 翁興道 總經理

           2018-2-28

                在家紡行業,他帶領的美國新干線似乎是一個“另類”而又有些“傳奇”的存在,原來做進出口貿易的他,卻“優美”轉身為家紡布藝圈經營國外品牌最多,產品覆蓋范圍最廣的家紡公司之一,他游刃有余地代理著十多個歐美高端布藝品牌,在國內外市場的結合上不但走出一條創新之路,更組成了豪華的差異化“品牌方陣”,不但內外貿都兼顧有道,在國內市場更顯得聚合有度,又呈現自我美麗個性,他就是杭州航安紡織品有限公司的總經理翁興道。

          美國新干線聚合產品為美麗產業賦能

          圖為杭州航安紡織品有限公司翁興道總經理

          優雅轉身,貿易轉為“總代理”

                初次見到翁興道,就依稀能感覺到他篤實、敦厚、敏銳、勤奮的個性,接觸幾次后,這種印象就愈加深刻,而事實上,這種個性也正是翁興道總能“俘獲”客戶成為好朋友的根本原因,國外幾個固定客戶幾乎每年都是跟他下訂單,多則幾千萬,少則幾百萬!那么,一直把外貿生意做得風生水起的翁興道又是如何轉身為進口布藝“總代理”呢,他笑言這個轉折點實在有點偶然:“2011年的時候,有一次我剛幫顧客發過去一批貨,客戶就跟我打電話說中國的客戶又進口了這個面料,讓我趕緊幫他處理這批布的進口事宜。布是同樣的布,卻倒騰了兩趟,不說錢了,光時間也是浪費。我當時就覺得這個事情有點別扭,總覺得這個事是可以優化的。后來我就找到美國ZAVISLLC公司的老板商量,能否由我來代理他們的品牌,在中國代工的品牌就在中國就地備貨,而他們旗下其他的布藝品牌則根據中國市場有選擇地“引進”,老外對版權很重視,一聽又能開拓中國市場,又能省去中間環節,馬上一拍即合!就這樣,我們成立了‘美國新干線’,聯合經營中國市場進口布藝品牌。”而翁興道這個轉折

          美國新干線聚合產品為美麗產業賦能

          優質的進口品牌無論色彩、材質、花型都渾然天成

                 可謂是‘生逢其時’,當時恰是進口布在國內市場每年快速遞增的時候。美國新干線原創出挑的設計、超凡精良的品質很快獲得了客戶們的認可,市場也得以迅速發展,而順著這個勢頭,公司也漸漸成為從事家居布藝設計、生產、進出口、銷售和服務于一體的公司。同時由于發展迅猛,公司不但在杭州、還在美國費城、土耳其伊斯坦布爾、加拿大蒙特利爾等都擁有自己的合作公司和倉庫。旗下合作伙伴更是愈來愈有規模:AVANTGARDE(加拿大),GOLDING(美國),TEXTURE/ALLURE(美國),DESIGNERRESOURCE(美國),ZAVIS(美國),RUMORS(美國),DIMORA(印度),VERSACE19.69(意大利),LOTUS(土耳其),MARIOCAVELLI(意大利),PORTOFINO(意大利),SANTOROLONDON(英國),FRYETT’S(英國),而得外貿資源優先的翁興道更是長袖善舞,用“進口布”打出了一手非一般的好牌,讓“美國新干線”享譽業界。

          美國新干線聚合產品為美麗產業賦能

          AZURE給人雅致、清麗、舒適的感覺

          質優價美締造差異化“品牌系”

                走進航安家紡的展廳,你會被琳瑯滿目的布藝吸引住眼球,VERSACE19.69的低奢,TEXTURE的炫目,DESIGNERRESOURCES的精致,DIMORA的工藝,GoldingFabrics的花型……每一塊面料的質感、色彩、肌理總讓你覺得那么地愉悅與舒適,而每一個品牌又各有鮮明的特色,讓你很難做取舍;翁興道笑言“我們會從差異化去優選進口品牌,比妨說是否是市場稀缺品牌,則能夠對市場做到有效補充;或者是引領性的品牌,則能引導市場。同時我們也會根據市場的需要,及時地反饋中國市場的信息,讓有同類資質的公司進行相應的開發.

          美國新干線聚合產品為美麗產業賦能

          英國SANTOROLONDON異域風情濃郁

                以更適應中國市場的發展”;而很特別的是板房里每一本精致的樣本的最后一頁全都標明了價格,這在行業中是不多見的,“我們是透明系”,翁興道開玩笑地說,“我們所有的價格都是公開的,從短期來看,我們可能會少了些利潤,但從長遠來看,這種敞開式的透明反倒讓客戶更容易跟我們建立信任關系”“另外我們的價格也是分兩個體系的,一類是在中國代工的進口布,因為少了中間的環節,可謂是‘國外的設計,國內的價格’,非常的質優價美;另一類則是‘進口布’,在價格上會稍高,則打的是‘差異’牌,我們的定位非常清晰。”為了適應中國市場,也為了更好地服務客戶,2014年,公司開始對中國市場實行面料零剪銷售。目前航安公司共代理12個進口布藝品牌,在國內市場銷售的產品共有100多組產品,5000多個品種,主要產品種類涵蓋印花布、提花布、窗紗、各類平板、真絲和仿真絲以及花邊等。

          誠信立業合作雙贏創“佳境”

                隨著公司業務的發展,美國新干線的版圖也越擴越大,并分別在歐洲、美國和中國注冊,公司擁有自己的網址:www.sohocut.cn。杭州航安紡織品有限公司(美國新干線)在國內國外市場相結合上不但開拓出一條創新之路,合作的模式也是行業首創。公司長期合作的客戶有美國GolidngFabrics,美國GiantiFabrics,美國Silkcraft,俄羅斯DaylightFabrics,加拿大MasterFabrics,瑞士ChiristianFischacher,英國SantoroLondon,英國Fryett’s等等。

          美國新干線聚合產品為美麗產業賦能

          締造差異化“品牌系”

                而翁興道和這些品牌的合作則越來越臻于佳境,不但在中國產品和進口產品上相互有業務往來,優勢互補,并相互持有對方的業務股份。談到跟國外公司的合作秘籍,翁興道認為“我們這種模式實際上就是讓進口布藝品牌在開拓中國市場時有了強有力的貨源和服務保障,是雙方各取所長,優勢互補的完美組合;另外在經營上我始終相信老祖宗留給我們的信條是永恒不變的真理,那就是:不信不立,不誠不行。

          美國新干線聚合產品為美麗產業賦能

                既然是合作,就一定是合作雙贏,多站在對方角度去想問題,急客戶所急,想客戶所想,婚后關系就一定比較甜蜜”翁興道很幽默,他舉例說:原來我們GoldingFabrics的產品系列里只有美式提花面料,后來我們根據中國市場的需要建議他們增加美國非常流行的印花面料、和質優價廉的素色面料系列,讓該公司銷售年增長率達到20%以上,

          美國新干線聚合產品為美麗產業賦能

                同時我們也預測到GoldingFabrics原創的美式布藝會受國內家具廠和設計師的喜愛,事實也證明了這一點;還有美國Silkcraft也是我們公司的合作伙伴,我們成功地把他們印度工廠的真絲產品帶到中國市場并熱銷,而除了我們自身產品供應外,他們還把其他供應商的采購、質量管控、貨運等全部交由我們公司負責,所有的中國產品都通過我們公司出口,真正達到了合作雙贏。

          美國新干線聚合產品為美麗產業賦能

                美國新干線作為很多品牌的獨家代理,在價格的定價上是有話語權的,但翁興道始終認為提供更具有市場競爭力的價格才是利于雙方的策略,“在定價上我們是很謹慎地,并不會因為獨家就價格壟斷,因為價格直接會影響市場銷售,代理了一個品牌,我們就希望能夠真正拓展好她的中國市場,否則代理就會沒有意義”此外,公司也會彌補客戶在產品質量、種類、價格、服務等問題上的各種短板,為客戶控制好中國產品的質量標準,為品牌在中國的拓展‘護航’,和客戶一起成長。

                雖然在翁興道看來,他當初的“轉身”只是來自于想解決那點“別扭”,但隨著“品牌”版圖的越來越大,他也看到了自己能力邊界的擴大和延展,他越來越覺得身上有了一種責任,那就是帶著他的“美國新干線”,為家紡這個‘美麗產業’賦能,讓自己的‘輸出’為國人帶來更優質的生活方式!

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