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          家紡網
          首頁 > 行業 > 資訊 > 管理 > 家紡企業還應尋求差異化經營與銷售

          家紡企業還應尋求差異化經營與銷售

           2014-12-8

            為了解決產品庫存壓力大的問題,一些家紡企業開始運用電商降低庫存壓力,提高盈利空間。業內人士表示,僅僅依靠電商并不能使家紡企業快速發展,未來,家紡企業還應尋求差異化經營與銷售,提供專業化、個性化的產品服務,形成企業獨特的核心競爭力,才能在競爭中掌控商機。

            商家線上清庫存

            記者了解到,目前,家紡成為一個高速推進電商化戰略的傳統行業。從三大家紡上市公司近期披露的財報來看,羅萊電商營收占總營收的15%左右,特別是LOVO品牌在過去5年的復合增長率超過120%,預計未來3年電商銷售超10億元;夢潔家紡去年1——12月電商銷售占比近8%,電商復合增長率超過100%,預計未來3年電商銷售額超6億元;富安娜電商營收占比更是達到15%,增長超過75%。

            富安娜家居用品股份有限公司的相關人員表示,公司電商業務快速發展,成為公司銷售增長的主要動力之一。羅萊家紡則加大了電商渠道的投入與支持力度。一位不愿透露姓名的業內人士表示,未來兩年,包括家紡在內的線下任一知名品牌都有望將電商銷售占比提升至30%——35%的范圍。

            目前,我國家紡企業面臨著產品庫存壓力過大的問題。據了解,家紡是標品,在倉儲囤放、人員管理、物流配送上需要較大投入。與天貓、唯品會、京東等電商合作,可以迅速釋放庫存的壓力,特別是家紡沒有服裝過季貨一說,即便是清庫存,也能保證很好的利潤。羅萊、富安娜、夢潔等家紡企業的內部人士透露,未來,將利用大數據和天貓展開C2B的合作,利用獨立的生產線來操作,一旦運營成熟,將模式復制到其他電商平臺上來。

            避免同質化競爭

            記者了解到,和很多行業一樣,家紡企業現存的問題是同質化嚴重,包括銷售渠道的同質化、產品的同質化、招商同質化、品牌同質化、貨品展示的同質化等。家紡業未來的出路在于提供專業化、個性化的產品服務,企業需要形成自己的核心競爭力,充分體現差異化,加大在產品研發方面的投入,使產品真正為消費者所接受和喜愛。

            比如多進行產品創新,給消費者提供有體驗感的消費模式,為有需求的消費者做個性定制的服務等,都可以更符合消費者的生活需求;引領消費者提高消費意識,家紡品牌多設立線下的體驗區,更好地展示個性化產品,也會給消費者提供不同于線上的更好體驗。

            業內人士表示,中國家紡產品的消費結構和消費模式也在經歷快速的變革,其中一個特點是消費者將更加個性化,他們需要更有特色的產品。因此,家紡制造企業只有充分認識到消費市場的變化,并采取有效措施去適應這些變化和引領市場需求,才能在未來的競爭中掌控商機。

            據了解,一些家紡企業已經開始進行家紡產品的體驗式服務。例如,有公司打破了常規的四件套銷售模式,采取時尚搭配模式,店內每件單品都可以單獨售賣,還可以根據消費者喜歡的不同花色、元素、色調和其他套件里的產品自由搭配,突破了傳統的“四件套”,可以是“六件套”、“八件套”或“組合套”,從而滿足消費者的特殊需求。

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