诺雅那刘铠：高端定制95%以上问题可以预先解决（上）原创

2025年11月18日，在苏州举办的“未来栖居”主题活动上，诺雅那高端定制苏州经销商刘铠发表了关于高端定制的主题分享。 

On November 18, 2025, at the “Future Living” event held in Suzhou, Liu Kai, Suzhou dealer for Nuoyana High-End Customization, delivered a keynote speech on high-end customization.

诺雅那高端定制是国内知名的高端家居品牌，长期深耕木作与全屋定制领域。

Nuoyana High-End Customization is a well-known Chinese brand that has long specialized in millwork and whole-house customization.

刘铠在分享中提出，只要在项目前期让设计师与木作企业真正协同，高端定制中95%以上的问题，其实都可以预先解决。

In his talk, Liu argued that as long as designers and millwork companies truly collaborate early in the project, more than 95% of the issues in high-end customization can actually be solved upfront.

“我做了28年的全屋定制，可以说是苏州最早一批做定制的人，严格意义上讲，就是个老木匠。”刘铠这样介绍自己。

“I’ve been in whole-house customization for 28 years, and I was among the first to do customization in Suzhou—strictly speaking, I’m just an old carpenter,” Liu said when introducing himself.

在当下市场，高端定制往往由室内设计师主导，客户信任设计师，也习惯把全部空间效果托付给设计师。

“The biggest victims are often the clients,” Liu said bluntly.

但他指出，当设计师对定制品牌不够了解，不熟悉产品属性与工艺边界时，问题就会从接单那一刻开始被埋下。

HBecause this is the first time drawing this way and the first time doing this, what the designer has drawn on the blueprint may not necessarily be produced by the factory.

“最大的受害者，往往是客户。”刘铠直言不讳。

"The biggest victims are often the clients,” Liu said bluntly.

因为是第一次这样画、第一次这样做，设计师在图纸上画出来的东西，工厂不一定做得出来。

Because this is the first time drawing this way and the first time doing this, what the designer has drawn on the blueprint may not necessarily be produced by the factory.

没有现成的工艺可以参考，也没有成熟的生产经验，更不可能在工厂里打一个五米高的样板来试错。

There are no ready-made processes to refer to, no accumulated production experience, and it is unrealistic to build a five-meter-high mock-up in the factory just to experiment.

“最后大家都是诚惶诚恐地交付，效果不尽如人意的地方很多，客户为各种错误和试错成本买单。”他说。

“In the end, everyone delivers in a state of anxiety, with many aspects failing to meet expectations, and it is the client who ends up paying for all the mistakes and trial-and-error,” he added.

在这样的模式下，品牌方同样会受到伤害。

In this model, brands are also harmed.

比如一个原本预算在100万元左右的木作项目，如果其中有三五处特别特殊、从未量产过的结构和细节，实际成本往往会大幅上升。

For example, a millwork package originally budgeted at around RMB 1 million can see its actual costs soar once there are several highly special, never-before-produced structures and details.

最终价格可能被迫涨到150万元甚至更高，让客户在“到底是100万还是150万”的不确定中倍感焦虑。

In the end, the final price may be forced up to RMB 1.5 million or more, leaving clients anxious in the face of such uncertainty over whether the project will cost one or one and a half million.

“这种不确定本身，就是对客户的一种伤害。”刘铠说。

This uncertainty in itself is a form of harm to the client,” Liu commented.

针对这些痛点，他给出的思路是：让流程前移，让协同前置。

To address these pain points, Liu proposed a clear idea: move the workflow forward and bring collaboration upfront.

他建议，项目可以按照“概念方案—平面方案—立面方案”的顺序推进。

He suggested that projects should progress in the order of concept design, layout planning, and then elevation design.

在做立面方案的时候，高定木作公司的设计师必须被正式纳入团队，与室内设计师共同完成立面设计。

At the elevation-design stage, designers from the high-end millwork brand must be formally brought into the team to co-design the elevations with the interior designers.

在这个阶段，木作设计师会根据不同高定品牌的产品体系和工艺能力，判断哪些做法是可行的，哪些细节需要优化或调整。

At this stage, the millwork designer evaluates, based on different brands’ product systems and process capabilities, which approaches are feasible and which details require refinement or adjustment.

“这样一来，设计师关心的创意表达、客户关心的性价比，以及大家都关心的交付周期，都可以在前期统一被考虑进去。”他说。

“In this way, the designer’s concern about creative expression, the client’s concern about value-for-money, and everyone’s concern about delivery timelines can all be considered together at the front end,” he said.

在他看来，只要在立面方案阶段让木作公司参与进来，高端定制中95%以上的难题都可以在图纸阶段被化解。

In his view, as long as the millwork company is involved at the elevation-design stage, more than 95% of the so-called difficulties in high-end customization can be resolved on the drawing board.

设计师可以保留自己真正珍视的创意，木作公司可以在可控的成本和工期内，把这些创意又快又稳地落到实处。”刘铠强调。

“The designer can preserve the ideas that truly matter to them, while the millwork company brings those ideas to life quickly and reliably, within controllable costs and timelines,” Liu emphasized.

“最终，我们和客户一起共创的，就不再是一场高风险的赌博，而是一套可以被预先验证、可以放心交付的理想之家。”

In the end, what we co-create with the client is no longer a high-risk gamble, but an ideal home that can be validated in advance and delivered with confidence.”

谈到行业现状，他也提到高定圈里流传的一句“笑话”：“你只要给足钱，做木作的飞机大炮都能帮你干出来。”

Commenting on the current state of the industry, Liu cited a well-known “joke” in the high-end market: “If you pay enough, the millwork guys can even build you planes and cannons.”

在他看来，这种听上去很豪气的话，其实是一种不负责任—因为一旦脱离了工艺与成本的边界，这些“飞机大炮”最终都会变成客户家里的试验品。

In his view, such bold talk is actually irresponsible—once a design steps beyond the boundaries of process and cost, those “planes and cannons” invariably turn into experimental prototypes inside the client’s home.

“高端定制不应该是一场豪赌，而应该是一门可被推演、可被验证、可被复制的系统工程。”刘铠总结道。

High-end customization should not be a game of high-stakes gambling; it should be a systematic practice that can be reasoned through, validated, and replicated,” Liu concluded.

“只要设计端和木作端真正坐在同一张图纸前，从立面开始就并肩作战，高端定制就不会再那么难。”

“As long as designers and millwork brands genuinely sit in front of the same drawings and fight side by side from the elevation stage, high-end customization no longer has to be so difficult.”

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