五恒系统市场观察:经销商如何破解“一体化”难题?

Core Viewpoint - The article discusses the challenges faced by dealers in the high-end comfort home sector, particularly in the implementation of the "Wuheng System," which is transitioning from a niche market to a broader consumer base. The success of this system relies heavily on various critical factors, including supply chain integration, system design, on-site installation, and long-term operation and maintenance [1]. Group 1: Common Industry Pain Points - Dealers encounter a dilemma in balancing cost and quality, as the diverse equipment and components involved can lead to high procurement costs if quality is prioritized, while cost control may compromise the final experience [2]. - The complexity of design and system coordination poses challenges, as the Wuheng System requires high collaboration among multiple subsystems, and inadequate design considerations can lead to operational conflicts [2]. - On-site installation demands highly skilled labor, necessitating deep coordination with renovation schedules, where even minor errors can result in significant rework, increasing time and coordination pressures [2]. - Ambiguity in after-sales responsibilities and the burden of long-term maintenance create additional stress for dealers, who often become the final point of customer complaints when issues arise [2]. Group 2: Brand Practices in the Context of Integration - Some brands, like Wolman, are addressing industry pain points by offering integrated solutions and full-process support, which has garnered attention among certain dealer groups [3]. - Wolman integrates research, production, and quality control in the supply chain, providing dealers with complete systems instead of fragmented components, thereby reducing coordination costs and helping achieve a balance between pricing and quality [7]. - To tackle design challenges, Wolman offers integrated design support tools that include templates and algorithms for different housing types, allowing dealers to simulate system performance during the design phase and reducing reliance on individual technical personnel [7]. - Wolman has established a training system for installation and construction management, utilizing online courses and hands-on training to help dealers develop professional installation teams and improve standardization, aiming to minimize on-site errors and rework rates [7]. - The company has created a cloud maintenance platform for remote monitoring and data analysis of delivered projects, enabling early warnings for system anomalies and assisting maintenance personnel in problem identification, thus reducing the frequency and costs of reactive responses from dealers [7]. Group 3: Industry Outlook - As the market matures, the Wuheng System industry is shifting from "equipment sales" to "system delivery + ongoing services," with dealers increasingly valuing brands that can provide comprehensive support across design, installation, and maintenance [14]. - Future competitive brands in this field will need to possess reliable product technology integration capabilities and establish service systems that empower dealers, as those offering only single-point products may leave dealers with high coordination costs and operational risks [14]. - For dealers, leveraging the brand's system support framework to enhance their capabilities in design, project management, and customer service may be a crucial path to overcoming current development bottlenecks and achieving sustainable operations [14].