With more and more 80s joining the new home decoration family, the personalized demand has become the first appeal of the decoration. Custom furniture has become a favorite of young people who focus on quality and style. Its important characteristics are its sensitivity to price and design. Recently, when reporters visited the major home stores during the peak season of decoration and promotion, it was found that with the popularity of custom closets, many companies faced various troubles and problems brought by the sales of customized wardrobes while their sales performance rose.
How to play the advantage of channel construction?
Whether the company that started to set up the "customized" project is still looking for a partner, the emotional expression may be more trouble.
The first worry is how to exploit the advantages of channel construction. The salesman of a well-known finished product “customized department†described their helplessness in their work: “Compared to a professional custom enterprise like Shangpin Home, our design is worse than others, the product is worse than others, and the cost is higher than others. It’s the after-sales system of the enterprise, which is completely different from the previous finished products, but many companies are completely unaware of this, and they are working hard on channel pressure, but lack the core factors of the previous foundations. The staff is doing nothing. Indeed, our advantage in the channel is definitely that there are many dealers in hand, but you have to let the dealers make money and make him troublesome, and people will be willing to follow you. Otherwise No doubt, it is kidnapping dealers."
In the interview, the dealer of the leading brand enterprise of Sichuan Enterprise said: "The customer's eyes are sharp. If your business is not good, the best brand is equal to zero. For me, the best brand can't be profitable. I can also give up. Especially in the custom, in the beginning stage, I can also find more products, good service small companies to cooperate, mutual growth and support, I believe more effective."
What do terminal sales want to present completely?
The second worry is how to do terminal sales. Compared with the finished product, the customized project lacks the on-site presentation of the product. Therefore, it is more necessary for the store-related personnel to communicate with the consumer peer-to-peer, the person-to-person service, and the order-sale-sales-sequence tracking.
“Terminal forward†and “diversity alliance†have always been effective means for Sichuan furniture enterprises to sell. But compared to “custom furnitureâ€, the original propaganda is too extensive and not targeted – all furniture stores are concentrated on “low priceâ€, but each property owner may consider more after check-in. They are willing to pay a certain cost for their beauty and comfort.
To this end, the salesmen often feel: "We have done enough, why are you still not in the store?"
Some small and medium-sized furniture products companies want to take shortcuts in this regard, and hope to cooperate with professional custom companies or finished products companies that have already developed customized projects to digest their excess capacity and even expand production. In their beautiful imagination, Customized companies have increased in volume, but the current situation is just the opposite. The orders that custom companies get are still not saturated, especially in the off-season in summer, where a lot of manpower and store cost are consumed every day.
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