LED "China Partner"

Recently, since the launch of "China Partners," which was modeled after founders Yu Minhong and Xu Xiaoping of New Oriental, the box office has been climbing all the way, causing many business leaders to resonate hotly. Indeed, during the more than 30 years of the development of private enterprises in China, “partners” have been an interesting “commercial phenomenon” and not a minority, then for the LED industry, who is the “partner” who would like to have similar interests and complement each other? ?

It seems that compared with other eye-catching industries such as the Internet and real estate, the lighting industry appears to be somewhat low-key and quiet, more like being used to “playing with each other,” and the true sense of integration is not exhaustive. The reporter has learned that In the past, two traditional lighting companies in the industry once had the idea of ​​“combining and arranging as one”. After all, they were able to gain a 1+1>2 market competitiveness. However, when it comes to the end, everything is ready, but it has come across A fundamental problem of "who is the boss" eventually deterred.

For the current LED lighting industry pattern, the integration and cooperation between enterprises and enterprises has become an irreversible trend. "LED development is too fast, and it emphasizes speed, professionalism, flexibility and innovation. Only cooperation can make profits. To maximize, especially in 2013, industrial development has entered a truly critical integration period. Enterprises need more adaptability and agility in a changing market. Collaboration between companies requires vertical and horizontal cooperation in the industry chain. Powerful companies are better able to use each other's strengths to co-exist.

"This idea is good, but the key is to be able to break through the mindset," said one entrepreneur. He believes that in the current stage of rapid industrial development, enterprises must change the previous concept of low-level confrontational competition, and must achieve a win-win situation. The idea is to choose excellent partners at various levels in order to optimize the allocation of enterprise resources and improve the competitiveness of enterprises.

First of all, there are obvious synergies between companies with differentiated product positioning and complementary resources, such as a manufacturer that produces outdoor LED lighting products, and another manufacturer that focuses on indoor lighting, and they can work together to promote and market. Channel sharing, or the other party's products into their own brochures, or in the exhibition hall with different counters to display two products to integrate the two sides to save operating costs and quickly open up the market.

In the same area, there are also conditions for cooperation. For example, in Foshan, Osram stated that in the field of lamps, lamps, power supplies and other parts and components, Foshan companies can become their suppliers, and OSRAM is willing to become a Foshan company. The suppliers, and Guoxing Optoelectronics, Snow Wright, Foshan Lighting, and several other local listed lighting companies have also started cooperation with OSRAM.

Some LED companies with keen thinking also expanded their reach into cross-industry integration. A company recently held the "LED Times Commercial Lighting Technology Symposium". The reporter found that more than the enterprises in the lighting industry are participating in the conference. Cross-industry cross-border participation in the refrigeration and construction industry enterprises, and, "We are LED manufacturers and distributors to discuss programs, better customer service," "We provide to customers not only lamps, not just The control system is a personalized LED intelligent commercial lighting system that integrates LED lighting and intelligent control according to customers' special needs after being fully communicated with customers. "Obviously, this has crossed the crossover of the lighting industry. The common development of the “partners” of the industry requires operators to have strong “networking” capabilities and industrial resource extension and integration capabilities.

"In the future, many products may be organically combined with the Internet, we must give full play to and take advantage of the advantages of LED lighting control, use of the Internet of Things and Internet technologies," and others in the industry have expressed such views. Future LED will be extended to broader areas, such as Philips. Wang Jianfeng, Ph.D. and director of the China Research Institute, said that Philips lighting solutions are integrating into smart cities, architecture and households. In terms of smart buildings, lighting will become an intrinsic link with air-conditioning systems, security, curtains, and other systems. Unicom integration becomes a collective platform. If so, the concept of “partners” at this time may have become more than just an agent or distributor and become a builder in another field.

In 2013, international and domestic companies also looked for their own partners. Not long ago, Samsung Electronics and Zhejiang Hehui Lighting signed strategic cooperation agreements on cooperation in the field of LED lighting; Taiwan’s Everlight also broke through Taiwanese companies. The concept of “do not grab customers with customers” began to use the marketing system established in Shanghai to expand the mainland channels; and the leading manufacturer of LED packaging in China, Mulinsen, also entered the Taiwan market with the new brand of Light Sources (MLS). Found his partner.

Looking at the traditional lighting companies, Fozhao also said that “at the right time, mergers and acquisitions may be adopted to accelerate the pace of LED lighting.” Shanghai Shengli Industrial Co., Ltd., which has been acquired by Shanghai Yaming, has achieved total business operations in 2012. Revenue of 286 million yuan; In addition, BDO Runda also intends to take advantage of NVC channels to expand the indoor LED market.

In fact, from a comprehensive point of view, if one side is a big company with obvious advantages in brand and terminal channels, one side is a small and medium-sized enterprise with advantages and characteristics of LED technology. Such a partnership group is even more distinctive and complementary. The effective integration of resources and the "integration" of coordinated operations are a win-win situation for both partners.

A lighting application company with a full-industry-chain model stated: “If we are going to M&A or cooperation, we will consider downstream lighting companies with a scale of 100 to 200 million yuan, and we will first consider those companies whose businesses have complementary advantages.”

Especially in the current stage when the industry is rapidly moving towards maturity, downstream application companies with brand and channel advantages should follow the trend and do a deep integration in the industry chain first, and have excellent partners with LED characteristics. The future will be in the LED era. Will lead the lead plane.