Chen Lin, general manager of Nanjing Tianxiao Energy-Saving Products and Equipment Co., Ltd., is interested in the energy-saving industry in the energy-saving products and the unique economic and social benefits of the unique marketing model of “contract energy managementâ€, but after nearly three years of struggle, "Contract energy management" has few companies to pay attention to, and its energy-saving products are almost always operated in a buyout manner. This tempering made him feel a lot of confusion. Fortunately, he did not shake his confidence in the energy-saving market.
People of insight test the water "contract energy management"
Three energy-saving fluorescent lamps and three ordinary fluorescent lamps are installed on one demonstration box at the same time, and the power is turned on. At the same voltage of 220 volts, the three energy-saving fluorescent lamps display a total of 76 watts of power required, and the three ordinary fluorescent lamps display the total required power. 139 watts, the power difference is nearly doubled. On March 12, in Nanjing Tianxiao Energy Saving Equipment Co., Ltd., the reporter saw the considerable effect of energy-saving products.
"The energy saving rate of this kind of energy-saving lamp can reach about 40%." Chen Lin said that this energy-saving lamp is called integrated electronic energy-saving lamp. Compared with ordinary fluorescent lamp, there is no difference in the shape of the lamp. The secret lies in the use of energy-saving lamps. Watt's energy-saving electronic ballast replaces the 36-watt inductive ballast. Since the voltage required for the lamp is low at startup, the power consumption after use will naturally drop significantly, and the traditional halogen powder tube is replaced with rare earth. The three-color fluorescent tube can increase the light efficiency by more than 25% and the service life is longer.
It is the potential market for energy-saving products. In July 2005, Chen Lin founded “Tianxiaoâ€, which specializes in selling and promoting energy-saving products. The scale of the company has also expanded from a single variety to dozens of varieties, which is called “energy-saving supermarketâ€. . At the same time, in order to become bigger and stronger, "Tianxiao", Chen Lin led his team to try the "contract energy management" marketing model in Nanjing.
Contract energy management is an energy-saving investment method that pays for the full cost of energy-saving projects with energy costs saved. Simply put, energy-saving service companies can provide energy-saving products for any unit, and units that use energy-saving service enterprise products do not need to pay for energy-saving products at first, but in the future, they must divide the energy costs saved with energy-saving service enterprises. This model is called "zero investment" in the industry.
However, this win-win marketing model, which has been widely adopted in many developed countries, has not yet gained widespread recognition in China's energy-saving market. Due to the imperfect market mechanism, the lack of integrity of some customers, and the lack of a social financing guarantee system, I originally wanted to use my hands in the energy-saving market. Chen Lin, who has been in business for more than two years, has only made a "zero investment" for a private enterprise.
“Zero investment†looks beautiful and difficult to do.
At the beginning of the establishment of “Tianxiaoâ€, Chen Linguang recruited salesmen and worked in the province. After a company in Suzhou used the energy-saving lamps provided by “Tianxiaoâ€, it felt that the effect was very good. It is willing to cooperate with “zero investmentâ€. Since the beginning of the expansion of the business, the two parties agreed to save the cost of five or five in three years. In three months, Chen Lin saved the company more than 50,000 yuan. According to the contract, it can recover more than 20,000 yuan.
However, "this money is going to be very difficult." Chen Lin said.
In order to discuss the energy-saving benefits, Chen Lin drove several times in Suzhou for more than half a year. Travel expenses and public relations fees have cost thousands of dollars, and they will continue to owe money. So Chen Lin produced the idea of ​​letting companies using energy-saving products buy out products, and after half a year of operation, the company has already tasted the benefits of energy-saving products, and readily agreed to his requirements.
In order to avoid similar situations, Chen Lin decided to shrink the "front line", the main attack in Nanjing, the current "Tianxiao" has been with Nanjing's water company, Nangang, China Cement Factory, Nanjing Jinhu Tire Co., Ltd., East China Furniture City Nearly 20 well-known companies have cooperated.
"Many companies believe that they have adopted the most advanced equipment and technology, and there is not much room for energy conservation. It is this misunderstanding that restricts the development of the 'zero investment' model." Chen Lin told reporters.
After many companies tried it, they found that the trial products did have good energy-saving effects, but in order to avoid trouble, they were reluctant to try the “zero investment†model and more to adopt a one-time buyout. Among Chen Lin’s more than 20 single businesses, only East China Furniture City has implemented a “zero investment†model for energy-saving lamps, reducing annual electricity bills by up to 280,000 yuan. Other users mostly use energy-saving products locally, and the exception is the buyout method.
Chen Lin said that if you compare large energy consumers to "patients," energy-saving companies are like "doctors." Instead of "patients" to invest a penny, "doctors" prescribe the right medicine, and open a "energy-saving prescription" with remarkable curative effect. Why not "patient"? But for now, many "patients" either don't believe that they are sick at all, or they don't want to share the joy of success with "doctors." In this regard, Chen Lin feels helpless.
Editor: China Lighting Network Leaves
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