As medium and low pressure valves, copper valves are indispensable products for building and home decoration building materials. However, valve brands have not yet formed a gathering of industry giants in China. They are small and scattered, with low technical barriers and serious vicious competition. The existing ones are: The phenomenon of bad money eliminating good money. The main reason for this phenomenon has a lot to do with the marketing model of the valve brand. At present, the marketing models of copper valve brands mainly include the following:
Engineering model (i.e. Emeco model)
Many copper valve brand dealers are customers who used to make iron valves. As a match, choose a copper valve supplement. These dealers are mainly engineering units, mainly providing customers with direct needs such as real estate, water companies, heating units, petroleum, chemical industries, etc. However, the engineering units supplied by one agent are limited, and manufacturers have no choice but to develop more agents themselves. Therefore, in each region, Emeco has several or more agents. The final situation is that dealers do not focus on promoting, but only sell if they can, and customers are not enthusiastic. The disadvantage of this sales model is that manufacturers are eager for quick success and quick success. The brand has high visibility but no purchasing power. Many other brands such as Jaclon are also adopting this sales method;
Direct sales model (Dunan model)
Offices are directly set up, and manufacturers send people to negotiate engineering units. For example, Dun 'an, most water companies use the Dun' an brand. The main reason is that manufacturers directly negotiate with the water company and dealers directly deliver goods. When human resources are abundant, this model is more popular. However, as labor costs continue to increase, this model is gradually declining. Many small and medium-sized manufacturers in Yuhuan also adopt this sales model, but they are a rogue choice when the manufacturers cannot find suitable agents.
Group procurement model (gas valve sales)
Due to the professionalism and particularity of gas valves, general gas companies purchase in groups, while professional gas companies concentrate on purchasing from several manufacturers under closed conditions, forming a monopoly model. However, as national bidding and anti-corruption increase, this model will gradually be replaced by other competitive brands.
distribution model
This sales model adopted by most Yuhuan valve brands is wholesale through agents and distributed to various outlets and channels.
Valve brands basically use these marketing models to promote brands. In terms of form, the methods are simple, single and extensive; brands imitate each other, and price wars are unavoidable. The result is that China valves do not have an aircraft carrier-level brand, and the main reason why brands have not gathered into big brands.
Of course, for valve brands in China, there are still differences and incompatibilities in regional sales, which will be analyzed in the future. Companies also lack the courage to market research and development. The short-sightedness and eagerness for quick success and instant benefit of valve companies are also the bottleneck for the expansion and development of the valve industry.
If valve brands want to change the current situation, what they need is long-term planning of the company. First of all, they need professional training and guidance for dealers, focus on services, emphasize terminals, expand water conservancy, and invest in advertising; changes to the existing sales model are inevitable, and it will also bring a short period of pain in the market. After surviving the pain period, the company will embark on the sunny road of development. Of course, in the Internet + era, whoever makes changes wins consumers and users will win the future.
