Het woord klinkt deftig maar de realiteit is dat zeker niet. Het is significant, om nog maar eens een deftig woord te gebruiken, dat de prijs van een liter verf aardig in de buurt begint te komen van een liter ranja. Hier mag verschillend over gedacht worden maar vriend en vijand zullen beamen dat het weinig chique is geweest van de grote verfjongens om mee te werken aan de vrije val van hun bekende labels. De gevestigde merknamen staan nog steeds als een huis maar de verbruikersprijzen en de marges liggen al enkele jaren in het onderliggende riool.
Getriggerd door internetdiscounters en gefaciliteerd door de voorliggende schakels in de handelskolom is het stunten ongetwijfeld begonnen op de winkelvloer.
Meerdere fabrikanten en importeurs van veel bekende merken hebben zich laten verleiden (ringeloren?) om de prijs van hun hoogstaande producten eeuwigdurend af te breken.
Dit omgekeerde feestje is begonnen met de latex muurverven. Aanvankelijk private labels en later ook alle bekende consumentenmerken. Zij werden snel gevolgd door de lakken.
Alle concepten werden (worden) aangeboden voor de halve adviesprijs dan wel elk tweede blik gratis. Onvermijdelijk kwam de ondergrens in zicht en was verder zinken niet meer mogelijk. De verbruikersprijzen raakten de bodem en de opbrengsten daalden tot onder peil.
Bij wijze van compensatie voor het verdienmodel werd vervolgens het profmerk in stelling gebracht. Niets geleerd hebbend van het recente verleden degradeerde ook hiervan de prijzen. Bij de introductie al. Niet handig.
De vraag dient zich aan (de vraag stellen staat gelijk aan beantwoorden) wat de vakhandel aan moet met labels die leiden tot nul financieel resultaat. In de eigen winkel bieden we een emmer Flexa latex à tien liter aan voor € 39,95. Een vijf liter emmer kost € 52,95 en een grote emmer van een gerenommeerd B-merk kost € 64,95. Evenals bij de grootschalige vakbroeders staat 85 % van het aanbod stil en zit enkel nog handel in de marge-arme 10 liter – emmer van Flexa. Hoe gezond is dit?
Eveneens relevant: hoe leuk is dit? Winkelen moet ook leuk zijn. Onderscheid brengen. Oplossingen bieden. Meerwaarde uitstralen. Kennis overdragen. En alle andere functies van de detailhandel. Het verschil maken met de factor prijs is niet meer mogelijk. Immers hanteren alle verkoopkanalen de aller- allerlaagste prijs.
Voor de andere functies die het winkelen de moeite waard maken zijn verdiensten nodig: voor het aanbieden van meerwaarden kunnen we niet zonder marge. Natuurlijk is tien keer tien cent ook een euro maar persoonlijk zie ik meer heil in een verbreding van het merkenpallet. Hierbij boet het A-merk in aan betekenis. Voor de uitstaling en voor de herkenbaarheid blijft het nog van belang maar beetje bij beetje komen de verdiensten steeds meer vanuit het nog gezonde B-merk.
Beter geformuleerd: beetje bij beetje komen de verdiensten steeds meer vanuit het nog gezonde A-merk met de minder grote naam. Geen coating maar een (b)likje verf.
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