毛贺飞：告别低价内卷，用技术落地与施工标准重塑行业价值

Breaking the low-price spiral: Mastu’s Mao Hefei makes the case for on-site service and construction standards

8月26日，玛斯涂控股（浙江）有限公司总经理毛贺飞以压轴身份登台，分享《以技术落地服务，重塑行业价值》。这位从业二十年、自称“初中都没毕业”的技术派掌门人，把玛斯涂的两大核心抓手——“技术落地服务”与“全工序施工标准化”——摊开给了全行业。

On August 26, closing out day two of the 2026 East China Art Coating Summit Forum, Mao Hefei, general manager of Mastu Holdings (Zhejiang), delivered a speech titled “Reshaping Industry Value Through On-Site Technical Service”. A twenty-year coatings veteran who left school before finishing junior high, he laid out his company’s two levers for the whole industry to see: on-site technical service and full-process construction standardisation.

二十年从刮大白到开工厂

“我十六岁出来干涂料，从刷墙、刮大白开始，干到现在自己办生产、抓落地，一步一步都经历过来了。”毛贺飞的开场没有客套。他把自己的底子交代得直白：“刚刚听几位总说初中毕业，我是初中都没毕业的，读了一学期初一。”

“I got into coatings at sixteen, starting with whitewashing walls, and worked my way up to running my own production and delivery operations,” Mao began, skipping the pleasantries. He was equally blunt about his schooling: “Others just said they finished junior high — I never even did. I lasted one term of seventh grade.”

利润压缩、服务缺失、标准空白

在毛贺飞看来，行业当下正被三件事困住：低价内卷让利润层层受压，企业陷入“越做越累、越累越不赚钱”的恶性循环；只卖材料、缺乏配套技术扶持，终端施工全凭师傅个人手感，效果无法稳定；行业没有统一的施工标准与验收体系，交付参差不齐，售后问题最终演变为品牌口碑翻车。

In his reading, the industry is trapped by three things: price wars that squeeze margins and lock companies into a vicious cycle of working harder for less; a materials-only business model without supporting technical guidance, leaving application quality to the feel of individual workers; and the absence of unified construction and acceptance standards, so uneven deliveries turn after-sales problems into brand-damaging fiascos.

玛斯涂的应对是两个抓手。其一是技术落地服务：从前期方案咨询、现场技术指导到后期效果落地，提供全链路一对一支持，“不做表面文章”；其二是建立统一、可复制的施工标准，把基层、底漆、主材施工、罩面验收拆成四大标准化节点，“让每一位工人都能精准执行工艺要求”。

Mastu’s response comes in two levers. The first is on-site technical service — end-to-end, one-on-one support from pre-project consultation to in-person guidance to final results, “no window dressing”. The second is a unified, replicable construction standard that breaks the process into four standardised nodes — substrate, primer, main-coat application and topcoat acceptance — so that “every worker can execute the required technique precisely”.

销售就是技术人员

玛斯涂的体系里有一个特别的设定：“我们没有专业的营销团队，只有专业的技术销售团队，都是我一手带起来的。”毛贺飞说，公司的销售全部技术出身，售前提供免费配色与样板定制，售中下工地实操培训、对重点项目派技术工程师驻场带教，售后7×24小时在线答疑。他特别提到湖州一个七万多方的项目，样板房原本由另一品牌制作，玛斯涂飞赴现场重新打样，最终设计师全部选择了玛斯涂。

The company’s system runs on one distinctive rule: “We have no marketing team — only a technical sales team, and I trained every one of them myself.” All Mastu salespeople come from technical backgrounds: free colour-matching and sample customisation before the sale, on-site practical training during it — with engineers stationed on key projects — and round-the-clock after-sales answers. He cited a project in Huzhou of more than 70,000 square metres: after re-doing a model room originally built by another brand, Mastu flew engineers to the site, reshot the sample, and the designers ultimately chose Mastu across the board.

他说自己“时刻都在服务的路上”，微信朋友圈就是最好的证明。标准化之外，玛斯涂每年按季度开展新工艺、新产品迭代培训，为施工团队配备标准化工具箱，并以常态化工地巡检纠偏不规范施工。材料的功夫同样做在前面：底漆全线采用无机固化底漆，针对批刮类产品推出无光浮感面油，“可以做到无瑕疵的交付”。

He described himself as “always on the road to the next site” — his WeChat feed as proof. Beyond standardisation, Mastu runs quarterly training on new techniques and products, issues standardised toolkits to application teams, and polices irregular workmanship through routine site inspections. The materials are engineered upstream too: an inorganic curing primer across the line, and a matte float-finish topcoat designed for trowel-applied products that “allows flawless delivery”.

从卖产品到招商扶商

毛贺飞把玛斯涂的定位概括为“招商扶商”：“招商容易，帮商扶商确实很艰辛，这条路我们一直在努力。”他现场点名了通过落地服务转介绍而来的客户，并列举东阳一栋别墅的案例——多个原装进口品牌先后打样未成，玛斯涂现场打样后通过。标准化落地的三方价值，他归纳为：终端业主“效果零偏差、售后无忧”，合作经销商“降本增效、利润稳定”，玛斯涂品牌“口碑统一、招商扶商”。

Mao summarised Mastu’s positioning as “attracting and then raising merchants”: “Signing dealers is easy; supporting them is hard — and that is the road we keep walking.” He singled out a client won through referral after seeing Mastu’s delivery, and cited a villa in Dongyang where several imported brands had tried and failed on samples before Mastu’s on-site shot passed. The three-way value of standardisation, in his summary: zero-deviation results and worry-free after-sales for homeowners; lower costs and stable margins for dealer partners; unified reputation and merchant support for the Mastu brand.

“玛斯涂愿与所有伙伴一起，回归行业本质，用专业标准共同推动行业健康发展，实现价值共赢。”分享结束，他把个人微信留在了大屏幕上——在这位自称“时刻在路上”的总经理看来，加微信，就是合作的开始。

“Mastu is willing to join all its partners in returning to the essence of the industry, using professionalism and standards to push the industry toward healthy development and shared value,” he said. As he finished, his personal WeChat QR code appeared on screen — for a general manager who is “always on the road”, a new contact is where the partnership begins.