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家装设计师提点成业内惯例 高提点最终业主埋单

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发表于 2013-10-11 15:52:12 | 显示全部楼层 |阅读模式
上周五,家住世纪佳园的业主赵女士向本报投诉,她家在装修公司购买的马桶冲水不畅,经常堵塞。装修公司让她找马桶经销商解决问题,经销商告诉她找装修公司解决问题,装修公司和马桶经销商来回推诿,问题迟迟得不到解决。像这种情况是济南市家装建材行业的通病,这与建材行业的销售模式不无关系,卫浴经销商委托家装公司将卫浴产品销售给装修业主,家装公司和设计师共享10%左右的提点,业主因此多支付费用。利润越高的淘汰卫浴产品设计师越尽力推销,因而设计师渠道成了很多高利润卫浴产品销售的主渠道。
本刊记者 朱俊义
★设计师提点成业内惯例
一位资深设计师告诉记者,济南家装行业设计师按照销售主材的总价款提取适当返点,已经成为家装建材行业的通行做法。一般而言,马桶及其他卫浴产品按照销售总额有10%左右的提点;普通地板一般按照销售款总额有5%左右的提点,高端地板按照所销售地板的平方数来提取返利,每平方从30元到100元不等;橱柜及其他厨房用品按照销售总额有5%-10%的提点;瓷砖的提点是家装建材行业最高的,一般在10%-20%之间提点,最高能达到30%的提点。
这位设计师还特别提醒记者,特价产品和总货款低于1000元的产品几乎没有提点,这也是济南家装建材行业的特别之处。
★高提点最终业主埋单
记者到家装公司采访时看到,许多家装公司都会在公司摆放马桶、地板、橱柜、木门等样品供装修业主选择,这种做法在济南十分普遍,尤其是靠家装套餐生存的装修公司,这些样品品牌的经销商给家装公司和设计师的提点相对较低也较为透明。提点不透明的是家装公司设计师的私单和独立设计工作室的装修单。
为了追求高利润,许多品牌的全部产品或某类产品只走设计师渠道进行销售,这类产品往往是面临淘汰的尾货或市场上没有的最新产品,因为只有这两类产品的销售价不公开透明,在市场上没有可比性,因此这两类产品的设计师提点最高,这也正好满足了许多不良设计师的需求。30%左右的提点是很正常的事,有的品牌甚至更高。这些提点都会转嫁到装修业主身上,最终要业主埋单。
★收取设计费成行业出路
在济南家装建材行业,很多设计师面临诸多压力,有时甚至面临两难境地。按照装修业主的房屋面积收取设计费,许多业主不愿意交;不收取设计费,提取主材销售的提点,装修业主又不信任,设计师和装修业主的关系很难维持。

世纪宏达装饰公司的徐总在接受记者采访时表示:“设计师按照设计水平收取设计费是非常正常的事,他们付出了劳动应该得到报酬,收取设计费在全国大多数城市已经执行,我们公司也早已实行,从某种程度上说收取设计费是行业的出路。”设计师按照设计水平收取设计费体现了设计师的价值,也有利于设计师不断提高设计水平,这样设计师也不必为几个点的返利和装修业主难处关系,也有利于家装建材行业的良性发展。

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