【搜狐焦点家居】对话安德烈（上）
导语
中国门窗市场经历多年发展，已成为世界上门窗企业数量最多、门窗产能和销售市场最大的国家。不少国际门窗品牌在中国做了很多优质的项目，面对中国房地产上下游产业链的影响，他们又是如何在变幻莫测的市场环境中保持行业高标准的？
带着这些问题，搜狐焦点家居记者深入阿鲁克中国上海总部专访了阿鲁克中国董事总经理Andrea De Gaspari先生。
1
品牌布局
Q: 1949年阿鲁克品牌在意大利创立，半个多世纪来品牌经历了哪些历程？如何布局国际市场?
AluK was founded in 1949. What has the brand gone through over the past half century? How do you develop the international market?
现在，集团在欧洲、亚洲和中东各国都设有分公司。除了阿鲁克意大利，还有阿鲁克法国、阿鲁克英国、阿鲁克比利时、阿鲁克荷兰、阿鲁克中东、阿鲁克中国、阿鲁克印度和阿鲁克东南亚。在澳大利亚我们也有一家独家授权的经销商覆盖当地澳洲市场。
The coverage: Now the Group has a strong presence across Europe, Asia and the Middle East. Besides AluK Italy, now we also have AluK France, AluK UK, AluK Belgium, AluK Netherland, AluK MiddleEast, AluK China, AluK India and AluK South East Asia. And also one exclusive distributor in Australia to cover the Australian market.
我们在当地存储并加工制造阿鲁克产品，提供高效的服务。自动分拣系统让我们可以从现有的十大仓储中心快速找到所需的产品。阿鲁克还拥有欧洲最先进的喷涂设备，能够喷涂成千上万种颜色，并可提供双色喷涂服务。
Efficient process and global facilities: Westore and finish our building systems locally, with in-house processes ensuring we provide an efficient and reliable service. Product auto-picking allows us to source and select our systems quickly from any of our ten warehouses, while our painting facilities are some of the most advanced in Europe, offering thousands of colours and dual colour options.
阿鲁克法国全自动化仓库
Automatic Warehouse, AluK France
2
商业模式
Q: 阿鲁克在中国做了很多成功的案例，例如1985年的北京饭店、以及后来的上海汤臣一品、星河湾、亚特兰蒂斯等非常优秀的项目，阿鲁克门窗产品到销售端的模式是什么样的？
There are many successful cases of AluK in China. For example, the Beijing Hotel in 1985, the Tomson Riviera, Star River, Atlantis Sanya and other excellent projects. What’s your business model in the market?
一方面，我们和国内优秀的门窗厂建立合作伙伴关系，共同开发当地市场，提供系统的培训、并就项目给到专业的解决方案及强有力的技术支持。
First is our partnership with fabricators. We cooperate with local partners to develop the market together, by offering them system training, solution and strong local technical support.
2018-2019阿鲁克中国优质合作伙伴
Premium Partner of AluK China for Projects, 2018-2019
另一方面，我们和开发商建立战略合作。阿鲁克在中国的第一个项目可以追溯到1985年，首次将创新的断桥隔热系统成功运用于北京饭店（超过1200多个客房）。这些年来，我们和开发商从了解到信任，逐步建立起了战略合作。数以万计的阿鲁克产品在全国各地履行着使命，用高标准的产品性能呵护着千家万户，提供美观、舒适、安全、节能的工作及生活环境。
Another part is our strategic cooperation with developers. It has been 35 years since our first project launched in China in 1985. By years of local practice in China, we’ve also set up strategic cooperation with some key developers. Millions of AluK products are used all over the country and meet the highest requirements of design, comfort, security and energy efficiency.
3
市场冲击
Q: 欧洲门窗系统公司开发与维护系统需要做大量的设计、研发与认证等，需要不断付出较大的成本持续投入才能保证系统的高性能，只有通过这些配套件上的利润增值才能保证系统公司获得充足的利润去持续开发与维护系统。高性能也就意味着高成本，中国家居市场风云巨变的潮流中，材料成本、用户消费习惯、厂商盈利模式等方面会收到哪些冲击？
“System” involves a lot of investment such as design, R&D and certification, etc. to make sure of the excellent performance. It must require more margin in pricing to keep it sustainable. Higher performance means higher cost. In the dynamic Chinese home deco market, what kind of impact will material cost, customer behavior, or profit model have on you？
是的，每年我们在研发上投入大量资金，提供先进的铝合金门窗幕墙系统以满足开发商、建筑师及业主的需求。所有的产品系列均经过我们自己的第三方认证机构严格测试，按照一系列性能标准进行评估，包括水密、气密、抗风压、耐用性、保温隔热性能及隔音性能。
Yes, we invest heavily in research and development every year, helping us to deliver advanced aluminium building systems to meet the needs of developers, architects, and end-users. All of our aluminium building systems are meticulously tested in our own 3rd party accredited facilities, where they are assessed on a range of performance criteria including water, wind, airtightness, durability, thermal insulation and acoustic insulation.
面对原材料价格和厂商盈利模式带来的冲击，如论市场如何变化，我们都会保持初心，致力于系统的设计和研发，无论是从外观设计、功能的拓展还是性能的突破上，为市场提供高品质的产品。
For the impact of material cost and profit model, no matter how it changes in the dynamic market, we will always focus on the system development in terms of design, functionality, performance. And make sure of the premium quality.
至于用户消费习惯带来的冲击，随着生活水平的提高，现在人们愿意花更多的钱买更好的产品。尤其是高性能的系统门窗，保温隔热节能环保的同时，免受噪音干扰，为自己和家人提供舒适的家居生活环境。对整个市场来说是挑战，但对阿鲁克来未尝不是机遇。
Talking about the impact of customer behavior, nowadays people are willing to pay for great products, especially system windows which canoffer excellent thermal & acoustic performance, for comfort living environment. It might be a challenge for other normal window & doors players, but it’s definitely a potential market for AluK.
未完待续
To be continued.
