Jabil Lighting started a new round of market efforts for the second venture. On May 15, although the temperature in early summer continued to rise. With the rising temperature, Jabil Lighting's enthusiastic terminal power, Jabil's "early summer action" first opened in Jiangsu, with more than 30 people composed of "Flying Tigers", "Flying Eagles", "Flying Leopards" Jabil marketing elites such as "Watching the Wolves" are divided into six groups to re-integrate and develop the sales network of various cities and counties in Jiangsu. Complete 100% coverage of the prefecture-level market and 80% coverage of the county-level market. This action lasted for one month.
On the eve of the Jeep marketing elite, our reporter interviewed Lei Honggang, the frontline commander and sales manager of Jabil Lighting.
Early summer action bright sword Jiangsu
Reporter: What is the meaning of the Flying Tigers, Flying Eagles, Flying Leopards and the Wolves?
Manager Lei: Tigers, hawks, leopards, and wolves are strong players in the animal world. They are bloody, quick-moving, survivable, and have a strong will and perseverance. It is no more appropriate to use this metaphor for our elite team. The Flying Tigers, Flying Eagles and Flying Leopards are the main combat units of this early summer operation. The main tasks are to visit customers, screen out intentions and negotiate with customers. The main task of the Wolves is to “blast†and eliminate “minesâ€. ", coordinating and coordinating, making suggestions; and targeting the target customers. The general commander is naturally served by the general manager of Jabil Lighting.
Reporter: The big troops are about to go out. Can you disclose some specific details?
Lei Manager: All sales elites are drawn from the national front line and have many years of rich combat experience. First of all, we will evaluate the characteristics and advantages of each team to conduct a reasonable team formation, to learn from each other's strengths and complement each other. All the team members first made carpet visits in the market, the prefecture-level city team battled and visited separately; the county-level city divided the troops; each person paid a fixed amount of customer visits every day, and contacted the front-line headquarters regularly to find out the problem in time; the team members discussed together at night Analyze the customers and problems encountered during the day, select the key intention customers from them, and prepare for the second round of visits and negotiations; the team leader will play the role of team management and take the lead; the team leader and deputy team leader will serve as the leading soldiers; The frontline headquarters regularly holds various group meetings to analyze the problems encountered and adjust the ideas and policies in a timely manner.
Integration Jabil's survival rule
Reporter: Can you tell us about the situation of Jabil in the Jiangsu market?
Lei Manager: Since entering the Jiangsu market in 2003, Jabil Lighting has achieved remarkable results. In 2006, sales exceeded 6 million yuan, such as Nanjing Olympic Sports Center, Sophia Hotel, Suzhou Industrial Park, Xugong Group Building and other key projects. The image project selected Jabil, and the sales network covers Nanjing, Changzhou, Nantong, Suzhou, Wuxi, Xuzhou, Yangzhou and other prefecture-level cities and most county-level cities.
In 2007, Jabil Lighting's head in Jiangsu set a military order and its sales target strives to complete 15 million. From the sales situation from January to April, the situation is gratifying, and 40% of the annual tasks have been completed, and many engineering projects have been completed. In order to successfully complete the sales target in 2007, Jabil Lighting's products will penetrate directly into the county-level markets more competitively. Jabil Lighting will negotiate with Nanjing Dahua at the end of April to adjust the operation mode of Jabil Lighting Jiangsu. From the original "operation center mode" to the "flat mode", Nanjing Dahua contracted the battle line, concentrated resources and energy on Nanjing's engineering projects; the various cities in southern Jiangsu were directly developed and managed by the company.
Reporter: This action chose Jiangsu as a breakthrough. What do you think is the advantage of Jabil in the Jiangsu market? What are the countermeasures?
Manager Lei: Selecting Jiangsu as the first stop of Jabil's early summer action, on the one hand, taking into account the huge market potential and consumption power of Jiangsu Commercial Photo Market; second, Jabil has a certain reputation in Jiangsu and network based on our third The product range is complete, fashionable and cost-effective; Jabil provides strong production support; Fourth, Mai's resource inclination to the Jiangsu market; plus the sincere cooperation with the authoritative media of China Lighting News, Tianshi, location, people And we are all occupied, this action is determined to win, we never fight unsure.
Reporter: Industry competition is getting more and more fierce. What is the competitive advantage of Jabil Lighting?
Lei Manager: As a fast-growing enterprise, Jabil Lighting has to achieve rapid growth under the condition of limited enterprise resources, and whether its industrial chain can be optimized and integrated is the key factor that determines the strategic goal of Jabil Lighting. . “Assisting dealers and service dealers†is the value chain management principle that Jabil Lighting has always followed. No matter the improvement and improvement of suppliers, the business development and maintenance of middlemen, and the value-added of employees, the company always provides maximum support and realizes Collaboration and win-win, to promote the systematic improvement of the company's competitiveness. As the industry further reshuffles, the future lighting industry will gradually enter a period of benign development, and product diversification, personalization and feature requirements will be more and more, customers will be more picky, quality and appearance requirements will be higher. So how do companies deal with these changes? The reason is very simple. Only when strengthening the cultivation market, tapping the market potential, and increasing product innovation, no matter what kind of needs customers have, they can be satisfied here. For example, the continuous development of new products with market value. To ensure the short-term shipment of the product, as small as an accessory in the first time of the claims service, etc., this is the magic weapon for Jabil's surprise - innovation, service.
Very competitive, the opposite
Reporter: Many first-line brands in the industry have embraced the “operation center†model. Why does Jabil do the opposite and implement “flat operation�
Lei Manager: Each company is at a different stage of development, and its sales model is not the same. There is no one who is better or worse, "the right one is the best." The “Operation Center†model has certain advantages. For example, manufacturers can transfer inventory pressure to the operation center; save the operating costs of the manufacturers; reduce the management difficulty of the manufacturers; further reduce the sales and service focus; and meet the needs of large customers. However, the ills are equally obvious. For example, operators need to invest a lot of money, and they are increasing year by year. The earned “money†is “earned†in the “libraryâ€; the operators are exhausted and the task is like the arms of Sun Wukong. Several times a year; manufacturers' control over channels and terminals is weakening; the contradiction between distributors and operators is further intensified, the rights and interests of distributors are not guaranteed, profits are further shrunk, and enthusiasm is severely hit, small customers It was "peeled" and then "peeled". The “Operation Center†model has been increasingly criticized by industry professionals and has been reduced to the tool of marketing-oriented enterprises to get rid of the principle of honest cooperation.
As a company with strong comprehensive strength, Jabil is not afraid of being a toddler and step by step. We seek truth and be pragmatic, shorten the product distribution channels, and maximize the value of products to benefit end consumers. Strengthen the interaction and cooperation with dealers, and everyone will work together to make the market, so that the company's preferential policies go directly to the sales outlets.
Reporter: So what are the major initiatives of Jabil in 2007?
Manager Lei: 2007 is destined to be an extraordinary year in the history of Jabil lighting, a year of rapid development of Jabil lighting. Jabil Lighting's 120-acre industrial park will be completed and put into use by the end of the year, and its production capacity will exceed 100 million. Jabil's internal hard work and management upgrade will strengthen the cost consciousness, quality awareness, market awareness and service awareness of all employees; In 2007, Pu Lighting will launch a series of new metal halide lamps, ceiling lamps and home downlights to guide the market trend. Jabil Lighting has established 25 offices nationwide to provide strong support and caring services for dealers. The terminal upgraded the image to the third upgrade, serving the terminal with a new look; of course, 2007 is the "channel" year of Jabil Lighting, the channel is king, and the terminal wins. Jabil Lighting will invest more than 300 sales elites in the market. The goal is to eliminate all blind spots in the prefecture-level cities nationwide. The county-level market coverage rate is over 70%. We will use the Jiangsu market as a breakthrough and quickly radiate to the whole country. More commando teams use group operations to determine our model market and consolidate key markets across the country. In addition, Jabil Lighting will increase R&D and investment in lighting design and extend service.
Reporter: In order to complete the goal, what kind of ideas will Jabil Lighting establish?
Lei Manager: In order to realize the grand goal, Jabil Lighting will realize large-scale production, make Jiepu lighting products bigger, more specialized and stronger, and strive to become the leader in the field of lighting; realize the reduction of company cost through production scale , the improvement of efficiency, the extension of the industrial chain. In the future, Jiepu Lighting will adhere to the consistent style of Jiepu Lighting, the trend of hurricane and thunder, create a pioneer in the industry, lead the gentleman's style, and establish integrity. Its business philosophy is to achieve maximum resource efficiency with a pragmatic attitude. Form a strategic goal of “the way of thinking determines the way out, the decision to return, the value determines the future, and the value of innovation achievementsâ€.
Reporter: I sincerely wish Jabil Lighting's "Sword Movement" in Jiangsu a complete success!
Lei Manager: Thank you!
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