分销商如何为自己创造新的契机?-国际电子商情

手机在线人成视频

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分销商如何为自己创造新的契机?

2019NIANKEYISHUOSHI5GYUANNIAN,5GJIANGJIDADITUIDONGWULIANWANG、RENGONGZHINENG、JIQIREN、YOUXILINGYU、WURENJIASHI、YUANCHENGYILIAO、VR/AR、YUNJISUAN、DASHUJUDEFAZHAN。ZHEIXIECHANYEDEXUQIUHENKUAIJIUHUICHUXIAN,WOMENXUYAOGUANZHUZHEIXIEXINDEXUQIU……

手机在线人成视频2019NIAN11YUE7RI,ZAIYOUASPENCORE《DIANZIGONGCHENGZHUANJI》、《GUOJIDIANZISHANGQING》HE《DIANZIJISHUSHEJI》ZHUBANDE“2019QUANQIUSHUANGFENGHUI”SHANG,BEIJINGNANDIANKEJIDETANCHUNJIEZONGJINGLIJIWOMENDAILAILE《FENXIAOSHANGXINQIJI》ZHUTIYANJIANG。

分销行业的现状

手机在线人成视频DAHUISHANGTANCHUNJIEJIWOMENMIAOSHULECONGFENXIAOSHANG、MAOYISHANG、GlobalDAILISHANGDAOBANDAOTIYUANCHANGDEQINGKUANG。

手机在线人成视频ZHONGGUOYOUSHUYIWANJIDEFENXIAOSHANGQIYE,QIZHONGYIBUFENGUIMOBUDA,GUANLIXIANGDUIBUTAIGUIFAN,ERQIEYOUYIBUFENQIYEZHUIZHUDUANQILIYI。“SUOYIZAIZHONGGUODEFENXIAOSHANGXINGYELI,YOUYIBUFENQIYEDESHENGMINGZHOUQIBINGBUZHANG,”TANCHUNJIESHUO。

中国经过近十年的发展,一部分企业走向了规范,甚至有一部分企业跨过了规范,走向了规模化。企业一旦规模化,除了发展自己的核心业务,兼并和收购也成为必然,以丰富自己的产品线并提升自己的技术服务能力和方案服务能力。但Local代理商的整个营收还是远远不及Global代理商。

手机在线人成视频 Global代理商经过几十年的发展,产品覆盖全,资金成本低,人才体系健全,具备技术服务能力和方案设计能力,兼并收购频繁。

手机在线人成视频BANDAOTIYUANCHANG,YOUQISHIYIERXIANPINPAI,HEXINJISHUYOUSHIMINGXIAN,ZIYUANHENJIZHONG,YINGLINENGLIQIANGJING,TANCHUNJIERENWEI,“ZHIYAOQIYEDEGUIMODAOLEYIDINGDETILIANG,YEYIDINGHUITONGGUOJIANBINGHESHOUGOULAITISHENGZIJIDEZONGHECHANPINNENGLIHEJIEJUEKEHUXUQIUDENENGLI。YUANCHANGZHIYINGDAKEHU,HUAYUQUANZHONGYUELAIYUEDA。”

SUIZHEXIAOFEIZHEDUICHANPINANQUANXING、GONGNENGXING、SHUSHIXING、ZHINENGXINGYIJIZIDONGHUA、WAIGUANDENGDEYAOQIUYUELAIYUEGAO,TAMENHUIYAOQIUZHONGDUANZHIZAOQIYE(GONGYINGSHANG)ZAICHANPINDEANQUANXING、GONGYINGLIANDEXIAOLVBAOZHANGYIJIZHANGQIZHICHIDENGFANGMIANJUYOUGENGHAODEZONGHENENGLI。

SUIZHEHULIANWANGJISHUDEDIEDAISHENGJI,ZIXUNDEJIAOHUANGENGKUAI、GENGZHUN,ZHEIYIWEIZHEXINXIGENGJIATOUMING,HUIBAXINGYEDEZHENGGELIRUNTANBO。“WEILAIDEFENXIAOSHANG、DAILISHANGXIANGKEHUTIGONGFUWU,HUOQUDELIRUNYIDINGSHIBAOCHIZAIYIGEHUOLIQUJIAN,ERBUSHIXIANGHENDUONIANQIANNEIYANGYOUYIXIETOUJIDEJIHUI,”TANCHUNJIESHUO,“ZHEIXIENIANLAIWOMENYEGANSHOUDAO,FENXIAOQIYEYAOTISHENGJINGZHENGLI,CHULEBAOZHENGCHANPINHEFUWU,HAIYAOZAIGONGSHANG、SHUIWU、HAIGUANYIJIBAOHULAODONGZHEHEXIAOFEIZHEQUANYIDENGFANGMIANZUNXUNGUOJIAHEXINGYEXIEHUIDEFALVFAGUI,ZHIYOUGENGGUIFAN,QIYEFAZHANSUDUCAIHUIGENGKUAI。” 

新的需求在哪里?

谭春杰提到,缩量市场主要有四类产品:第一类是使用率、利用率、工作效率极低及能耗高的产品;第二类是技术落后即将被淘汰的产品;第三类是实用性不强、品质不达标、用户使用体验不佳的产品;第四类是更换周期长的产品。“如果一个产品要五六年折旧的话,这些产品便没有很大的机会盈利。”谭春杰说。

2019年可以说是5G元年,5G将极大地推动物联网、人工智能、机器人、游戏领域、无人驾驶、远程医疗、VR/AR、云计算、大数据等的发展。这些产业的需求很快就会出现,我们需要关注这些新的需求。例如,物联网所带来的对存储、无限传输和传感器、低能耗产品等的需求不可估量。“新需求就是用户对美好生活的追求,是对更安全、更自动化、更智能化、更舒适等高质量需求带来的新兴市场或增量市场。”

2018年中国半导体需求占全球60%以上的市场,中国半导体产业投资仅占全球的12%,中国国产半导体占全球8%,同时中国半导体进口与出口2018年的逆差达到2000多亿美金。谭春杰说,“从去年开始的中兴、华为事件,到今天还没有结束的中美贸易战,再结合上面的数据,我们看到,无论是本土的代理商还是分销商,都站在新的契机面前。”

F1.png

六点建议抓住新契机

手机在线人成视频TANCHUNJIEJIANGZHONGGUOZHONGDUANZHIZAOQIYEDEGONGYINGSHANGFENWEISILEI:DIYILEISHIYUANCHANG,DIERLEISHILocalDAILISHANG/IDH,DISANLEISHILocalFENXIAOSHANG,DISILEISHIDIANSHANG,DIWULEISHIGlobalDAILISHANG/IDH。

下面的例子显示了终端制造企业供货商的供货比例。示例中假定2018年整个市场需求是6000亿美金,原厂提供直营的比例是35%,Local供应商是15%,Local分销商9%,电商2%,Global/IDH是39%。

F2.png

KAOLVWEILAI,TADESHICHANGXUQIUYIDINGCHAOGUO6000YI,YINWEIYOUXINDEXUQIU,LIRU5GHE5GSHANGYONGDEPUJIHUIDAILAIHENDUOXINXINGXINGYEHECHANYE。

YUANCHANGXIANGZHONGDUANZHIZAOQIYEZHIYING,WEILAIYUANCHANGHAIKENENGDUIDAXINGGONGYINGSHANGZHIJIEJINXINGWEIHU。YI、ERXIANYUANCHANGBUDUANJIANBINGSHOUGOU,BINGCONGJISHUJIAODUYANFAHETIGAOZIJIDEFUWUNENGLI,SUOYIYUANCHANGFUWUBIJIAODADEKEHU,TADEYEJIKENENGJIXUZENGZHANG。

TANCHUNJIERENWEI,“ZAIWEILAIDEZHONGGUOSHICHANG,LocalDAILISHANG/IDHYIDINGNENGDEDAOZENGZHANG,YINWEIZHONGGUOSHICHANGZHANQUANQIUSHICHANGDE60%YISHANG,SHENGCHANZHIZAOZAIZHONGGUO,GlobalDAILISHANGYEZAIZHONGGUO。”

中国的Local分销商可能数以万计,但他们未来在整个市场的占比可能出现下滑,因为没有跟上时代发展的一些分销商会被淘汰,谭春杰说,“两三年或五年以后,本土的Local分销商很可能由10000家缩减到8000家、5000家或者2000家。”

电商是近年兴起的平台,是基于互联网信息传播方式产生的新模式,其市场占比会有一定增长。

因为Local代理商的份额增加了,所以Global代理商的市场可能会有细微下调,谭春杰说。

手机在线人成视频 那么,分销商如何为自己创造新的契机呢?谭春杰提出了六点建议:

1. 定位清晰、愿景明确、宗旨具体;
2. 主动提高企业成本;
3. 主动拥抱信用,引领市场秩序;
4. 协会助力行业规范;
5. 理智竞争;
6. 动态认知并理解行业变化趋势。

手机在线人成视频“ZENYANGRANGWOMENDEJINGZHENGJUYOUJIAZHI?”TANCHUNJIETANDAO,“DUIYULIUTONGLINGYUDEQIYE,YINGZHONGDIANGUANZHURENCAI、FUWUKEHUDENENGLI、XIAOLV、FENGXIANKONGZHIDENG;DUIYUSHENGCHANZHIZAOXINGQIYEHUOZHEJISHUYANFAXINGQIYE,ZEXUYAOSIKAOZIJIDECHANPINRUHEZAIJISHUSHANGLINGXIANYUTONGXING,RUHEGAISHANCHANPINWAIGUANLAIXIYINXIAOFEIZHE,RUHETIGAOCHANPINDESHIYONGTIYAN、FANGBIANXINGHEBIANJIEXING。CONGZHEIXIEWEIDUZHESHOU,JINGZHENGCAIYOUJIAZHI。”

原创
本文为国际电子商情原创文章,未经授权禁止转载。请尊重知识产权,违者本司保留追究责任的权利。
廖均
电子技术设计(EDN China)产业分析师
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