Jiangmen LED Industry Survey: What does Jiangmen rely on to attract LED buyers?

　　With the rapid development of Jiangmen's green lighting industry and LED industry and its established position in the industry, Jiangmen has gradually attracted the attention of domestic and foreign buyers. A noteworthy phenomenon is that more and more domestic and foreign buyers choose to cooperate with Jiangmen enterprises only after comparing the green lighting industry and LED industry in the Yangtze River Delta, Zhongshan Guzhen and other places. What does this phenomenon imply? To this end, the reporter managed to interview some of these buyers to explore the original intention of their choosing Jiangmen.

　　Russian buyers: Quality first, price second

　　After an interval of five and a half months, Georgy, a buyer from Moscow, Russia, once again came to Jiangmen at the end of last month to inspect the production situation of his partners and signed a package purchase agreement for green light source products (including LED) with them. Prior to this, Georgy had already inspected 13 green light source enterprises mainly located in the Yangtze River Delta.

　　Georgy speaks fluent Mandarin. Speaking about his final choice of a Jiangmen company as his partner, Georgy said that his own company also does LED sales in Russia, and the cooperation with the Jiangmen company started at last year's Moscow Lighting Exhibition. "After comprehensively comparing product quality, price, and other aspects, only this Jiangmen company met our requirements."

　　Georgy said that although the Jiangmen partner is a very young enterprise, after his two inspections over the past six months, he considers it a very good green lighting source enterprise, and the cooperation between the two sides is currently going smoothly. "Since last year, due to the rapid changes in LED prices, our Russian end customers all hope to purchase products with relatively good price and cost. The specific standard is that after purchasing and using green lighting source products, they can maximize the role of cost savings and recoup the investment in this regard as soon as possible."

　　Georgy said that, as a buyer, we value quality first, and price second. Of course, we also place great importance on product lifespan and the manufacturer's service. "We hope that dealing with manufacturers is a relatively comfortable process that can help us reduce costs."

　　Spanish Buyer: Guzhen's After-sales Service Cannot Compare with Jiangmen

　　Garly, from Spain, has been engaged in the lighting and decoration trade for nearly 20 years. Due to work needs, he often goes to Guzhen in Zhongshan to purchase lighting products, but since last year, Garly has added a new procurement location: Jiangmen, which is separated from Guzhen by a river.

　　"When buying traditional decorative lighting and traditional lighting products, I would definitely source from Guzhen. But for LED lighting products, which have become popular in recent years, I used to source from Guzhen, but now I have gradually shifted my procurement to Jiangmen," said Garly.

　　As a seasoned buyer, Garly has his own analysis of why he made this choice. "Of course, LED suppliers in Guzhen have built a very good image, enjoy a high reputation among international buyers, and the entire market is very active. However, the overall atmosphere of Guzhen's lighting industry focuses relatively more on making quick money. Under the influence of this mindset, the product quality offered by many LED suppliers is absolutely no match for Jiangmen, especially as after-sales service fails to keep up after the goods are shipped out."

　　Garly believes that the future development trend of the lighting industry lies in the widespread application of LED. He is firmly convinced of this and is confident that Jiangmen will enjoy an important position in the LED field in the future.

　　Regarding Garly's assessment, an industrial economics researcher from the preparatory group of the Jiangmen Industrial Design Association proposed that Jiangmen should develop its LED industry in a differentiated way from Guzhen's lighting industry, strengthening itself by targeting the other's weak links. In particular, it must settle down and focus on developing design, R&D, and other areas, forming a model with front-end marketing as the driving force, middle-end manufacturing to grow the link, and back-end design and R&D as the propulsive force. This person suggested that the government's macro-management of the entire LED industry chain should be systematized, with the Municipal Bureau of Economy and Information Technology, the Bureau of Foreign Trade and Economic Cooperation, and the Bureau of Science and Technology working together to power LED. For example, the Municipal Bureau of Economy and Information Technology should consider stepping up efforts in promoting "design innovation" among LED enterprises, the Municipal Bureau of Foreign Trade and Economic Cooperation should consider building a pull force through "marketing innovation" to expand sales channels in the LED industry, and the Municipal Bureau of Science and Technology should consider building a push force in "technological innovation".

　　Domestic Dealers: Jiangmen LED Awareness Still Needs to Be Improved

　　During the Guangzhou International Lighting Exhibition held at the end of May, many green light source companies and LED companies in our city seized the opportunity to hold various forms of promotional activities, inviting powerful domestic distributors to visit Jiangmen for on-site inspection, hoping to gradually open up the domestic market. At an event held by a company, the reporter found that the enterprise had managed to invite dozens of lighting product distributors with annual sales ranging from 40 million to 200 million yuan, more than half of whom were visiting Jiangmen for the first time.

　　"This is my first time in Jiangmen. I had no understanding of Jiangmen before, and I mainly paid more attention to lighting manufacturers in Foshan and Zhongshan." Ms. Han Xinhua, manager of Beijing Century Minghua Lighting Equipment Co., Ltd., mentioned when discussing how Jiangmen's lighting products could enter the Beijing market that competition in Beijing's lighting market is very fierce, and many manufacturers want to enter. "Of course, as long as the quality and price have a good cost-performance ratio, there are still advantages."

　　Like Han Xinhua, Ms. Tian Lingyu, head of a lighting equipment distributor from Baotou City, Inner Mongolia, also came to Jiangmen for the first time.

　　"We have been selling lighting products for more than ten years, and we hope to achieve a win-win situation with manufacturers. First, manufacturers must be honest and enthusiastic, and second, product quality must be excellent and prices reasonable." Tian Lingyu also specifically proposed that if Jiangmen companies want to open up sales channels in the Baotou market and the Inner Mongolia market, in addition to good quality, good prices, and good service, manufacturers must also provide distributors with certain support in publicity and advertising.

　　Undoubtedly, as an emerging green lighting industry region, Jiangmen's road to expanding the domestic market is by no means easy. The person in charge of sales at a green lighting company in our city sighed. It turns out that in order to expand the domestic market, the company had specially dispatched 7 salesmen to several major regions across the country to canvass the market, mainly to visit lighting product distributors with annual sales exceeding 40 million yuan in various places, but unfortunately, after running around for a month or so, the salesmen could not even meet the heads of local distributors at all.

　　In-Depth Report: Why the Lights Gradually Dim from Guzhen to Jiangmen

　　Regarding the distribution of the domestic lighting industry, Hong Yannan, President of the Jiangmen Lighting Electrical Appliance Industry Association, pointed out that China's lighting industry is mainly distributed in the Yangtze River Delta, the Pearl River Delta, and the Min Delta. Broken down further, these include Foshan, Dongguan, Zhongshan, and other places. By comparison, Jiangmen's reputation in the lighting field still needs to be further enhanced.

　　Garly from Spain agreed with this and shared an experience of his own. Last October, after visiting the Guzhen Lighting Fair, Garly entered the urban area of Jiangmen via the Waihai Bridge and noticed a phenomenon: traveling from Guzhen all the way toward the urban area of Jiangmen, the lights gradually grew dimmer. Why, as a well-known LED industry development area in China, would the lights in Jiangmen actually be much dimmer than those in Guzhen? Garly found this quite puzzling.

　　During the just-concluded Guangzhou Lighting Exhibition, many optoelectronics companies from Shenzhen, Dongguan, and other places flocked to the booths of Jiangmen enterprises, hoping to become their suppliers. When a reporter on site asked whether they knew anything about Jiangmen and Jiangmen's LED industry, Ren Xiaobing, Manager of the Domestic Key Accounts Department for Lighting at a certain optoelectronics company in Shenzhen, told the reporter: "Sure, I know it—Jiangmen, just across from Guzhen." #p#分頁標題#e#

　　Guo Xiu, Managing Director of Guangdong Guangbohui Investment Development Co., Ltd., who has long been engaged in research on the lighting industry, believes that "Guzhen is currently strong in decorative lighting, but still relatively weak in finished LED luminaires, and the market positioning of Guzhen is mainly focused on the mid- to low-end market, an area where Jiangmen has a clear comparative advantage."

　　Hong Yannan said that for LED and other manufacturing enterprises, Jiangmen is a late-developing area in the lighting industry, and correspondingly Jiangmen's advantages as a latecomer taking the lead are obvious: first, it can receive strong government support; second, because its previous enterprise base was small, it has attracted many promising enterprises to come. Looking at Guzhen from the other side, although it enjoys high visibility, its reputation is actually not high due to the mix of good and bad. "I believe that as Jiangmen's industrial environment continues to be optimized, more and more Guzhen lighting and luminaire enterprises will come."

　　At the same time, the reporter also learned during the interview that some internationally renowned lighting enterprises are also optimistic about the development prospects of Jiangmen's lighting industry and LED industry, and look forward to cooperating with Jiangmen. However, Hong Yannan specifically pointed out that when Jiangmen lighting enterprises cooperate with world-class lighting enterprises, they must not only think about making quick money, but also need to properly address social responsibility, environmental protection, and other related issues. "That is to say, while providing products with qualified quality at low prices, you must also meet corporate social responsibility requirements."