There is a strong contrast between the good development opportunities of the LED industry in China and the slow pace of channel construction for LED enterprises. At present, there are thousands of manufacturing enterprises specialized in LED lighting lamps, but at the market terminal, there are few businesses specialized in LED products, and most dealers only treat LED products as "supporting role". The degree of improvement in channel construction is closely related to the level of product quality control in manufacturing enterprises.

It is particularly worth mentioning that the instability of product quality and the lack of after-sales service have once caused some enterprises with relatively complete channel construction to fail. The LED street lights of Baoding Century Starlight New Energy Technology Co., Ltd. have multiple engineering examples, and their products have applied for national patents, making them the best choice for industry professionals.

As early as around 2003, some LED lighting companies had already achieved phased results in their channel construction. However, due to unstable product quality and imperfect after-sales service, manufacturers and merchants often encountered friction and eventually broke up in discord. Just like when energy-saving lamps entered the rural market, due to the poor quality and frequent replacement of energy-saving lamps products introduced by ******, it left consumers with a psychological shadow of "energy-saving lamps do not save money" for a long time, which made later energy-saving lamp enterprises suffer a lot when entering the rural market.

Regarding the current situation of channel construction in LED enterprises, Mr. Hess, a senior marketing planner, believes that the root cause of the problem lies in the unclear product positioning of the enterprise. On the one hand, large enterprises pursue large and comprehensive, whether it is outdoor lighting, indoor lighting, whether it is high-power or low-power, as long as it is LED; On the other hand, small businesses are even more 'hungry for food', doing whatever can make money. If the product positioning is not clear, there is no way to start channel construction. After all, different products are applied in different fields, and companies naturally choose different distributors. It is understood that currently, the products of the vast majority of LED enterprises in China are only suitable for outdoor lighting projects and shopping malls. Therefore, channel construction is not so urgent for them.

The high technological content of products is an indirect factor contributing to the slow progress of LED enterprise channel construction. The technical content of lighting products is relatively low, and most salespeople can explain it clearly. However, for LED products, without a certain technical foundation, it is difficult to persuade customers. Last year, the author encountered a vivid case: a salesperson from an LED company in Shenzhen went to a commercial photography company in the horizontal bar to promote LED light source films. During the communication process, the owner and engineers of the company raised a series of technical issues that made this guy sweat on his face. Of course, many dealers in the industry currently do not have as much understanding of LED technology as the owners and engineers of this company, nor do they raise so many professional technical questions. However, as a salesperson, without a deep understanding of their own products, it becomes extremely difficult to successfully promote. Even if you can deceive the dealers, it is only a one-time transaction. According to industry manufacturers, price is a key factor that directly affects the popularity of LED lighting products. Like electrodeless lamps, although the total cost of LED lamps is lower than incandescent and fluorescent lamps, consumers still choose based on purchasing cost and do not pay much attention to high-quality or multifunctional features.