美國第二大連鎖書店Borders在年倒閉,
現在最大連鎖店Barners & Noble 面臨破產且無人接手經營的窘態.
傳統書店與出版業的產業艱辛, 眾所周知.
Eco-Libris 的創辦人Raz Godelnik為Barners & Noble提出非常具體明確的經營建議.
針對New Consumer----conscious consumers重新定位並調整經營內容商品
十分值得國內連鎖書店和獨立書店經營者參考.
據筆者理解, 誠品早有朝此方向轉型的明顯跡象.
其實筆者更相信, 這樣建議對國內獨立書店的發展, 有極大參考價值.
Raz Godelnik先生根據BBMG公司歷經四年的研究報告 Unleashed: How New Consumers Will Revolutionize Brands and Scale Sustainability (March 2011) , 認為現在有一群為數七千萬人的新消費族群, BBMG公司在報告裡, 清楚說明新消費者的特性, 條列比較新舊消費者的異同.
只有找到一群基本死忠擁護者, 書店產業才有持續發展的可能.
BBMG公司的報告以及Raz Godelnik先生的建議, 值得花點時間翻譯發表.
via : triplepundit. April 4th, 2011 .Why a Green Strategy Will Help Barnes & Noble Avoid Bankruptcy
This is not the best of times for Barnes & Noble. B&N shares have lost about 50% of their value in the last couple of weeks and it doesn’t look like B&N can find a buyer, regardless of the low price. Not surprisingly, there is a growing concern that B&N may eventually follow Borders and file for bankruptcy.
B&N is in a search to redefine its business model. They really don’t have a choice as the traditional brick and mortar bookstores model doesn’t work that well anymore. It’s true they got the Nook, but they also have 705 stores with 18.4 million square feet (not including B&N College stores) they need to transform back into an asset to stay in business.
So here is an idea – how about adopting a green strategy to avoid bankruptcy?
One of the biggest challenges B&N is facing is how to increase sales in its 705 stores amid the growth of online purchasing. No matter how many stores B&N will end up with (and apparently it will be much less than the current number), it looks like they need to find really convincing reasons for customers to visit. That is why I believe they need to start focusing on the “New Consumers.”
There are 70 million “New Consumers” according to BBMG’s latest report, which identified them as “values-aspirational, practical purchasers who are constantly looking to align their actions with their ideals.” BBMG found that New Consumers tend slightly to be more youthful, educated and female. They are also early adopters on key trends and tipping point influencers among their friends, family and peers. And they read books.
So how can B&N become the book retailer of choice for this desirable group? Well, according to BBMG, the New Consumers are looking for a triple value proposition, “uniting practical benefits (e.g., cost savings, durability and style), social and environmental benefits (e.g., local, fair trade and biodegradable), and tribal benefits (e.g., connecting them to a community of people who share their values and aspirations).” Now all B&N has to do is figure out how to meet these needs.
Of course it’s not an easy challenge, but none of B&N’s major competitors (i.e. Amazon and Borders) address these consumer needs. The only players in the market that actually make an effort to address the triple value proposition are independent bookstores, which may put greater emphasis on the tribal benefits. The problem is that customers in independent bookstores often need to make trade-offs for example, by paying a higher price on books. That can be a barrier for many New Consumers, especially when their budgets are tight.
B&N can start this journey by fundamentally redefining itself as a sustainable retailer that is working to achieve triple bottom line goals, including specific environmental and social targets. These goals should address B&N’s main environmental and social impacts and show B&N really means it and is not just looking for marginal changes to accomplish a status of green brand. In other words, no greenwashing please!
What B&N can do? Plenty of things. How about making the stores more energy efficient? Greening their operations? Committing to forest conservation (just like Indigo in Canada)? Becoming a center of “green” knowledge and increasing customers’ awareness on green issues? Strengthening their connection with local communities by becoming collection points for CSA programs for example or offering a space for community meetings?
To strengthen its brick and mortar stores B&N should also look into becoming the Mecca of “green” items – instead of selling games and toys, competing with well-established brands, they can offer a unique added value that cannot be found anywhere else – a green section in every store which includes a variety of “green” items, from solar backpacks to some of Terracycle’s cool products. With the right items and the right incentives (e.g. major discounts to in-store sales) this can become an effective way to attract New Consumers to the stores, even when they’re not interested in purchasing a book.
B&N can also look for innovative ways to integrate its digital and brick and mortar strengths to offer unique experiences in the stores, like providing store customers with exclusive materials available only at the stores. For example, “Climate Capitalism: Capitalism in the Age of Climate Change” is to be released on April 12, but wouldn’t it be cool if visitors to B&N stores could have access to the book and read it (only) there on their Nooks or Kindles four weeks before the rest of the world gets to read it?
There are many more ideas that can eventually generate the triple value proposition for B&N. It’s not a short journey and probably not an easy one, but if they can do it right and incorporate sustainability into their core of business, it can be the key for recreating their business and securing their future success. Sustainability is not a magic bullet but right now it may be B&N’s best chance to avoid bankruptcy.
Raz Godelnik is the co-founder and CEO of Eco-Libris , a green company working to green up the book industry in the digital age. He is also an adjunct professor in the University of Delaware’s Alfred Lerner College of Business and Economics.
Leaving Barcelona. The S-Class to the airport.
Barcelona was my last stop – as you know I have to get back to Berlin before the Christmas holidays. The S-Class from the Hilton brought me to the airport and we took a nice ride through the city and had some Gaudí on the way.
What is there left to say?I have to say special thanks to all those kind Mercedes drivers that took me from Berlin to Barcelona. I didn’t count, but it must have been around 30 drivers.
Also it was a real pleasure to see that so many people followed my journey over the last two weeks. There are a lots of shots on my analogue camera that you guys didn’t see yet, so I will screen all the pictures when I’m home. And let you know, what happens to the project.
The trip is over, Tramp a Benz isn’t.
Thank you,
Stefan
Barcelona. From the sleeping bag to the Hilton.
I arrived in Barcelona yesterday and had some problems with my computer. That one night near to Montpellier was quite foggy, so my laptop got wet and ever since he’s striking from time to time. You win some, you lose some…
A guy with an A-Class brought me into the city where I checked in at the Hilton Hotel. A dignified last station after two weeks on the road, I thought.And as you see in the second picture, there was a S-Class waiting right in front of the Hilton. But more to that later.
La Jonquera. The suitcase carrier.
Second day in La Jonquera with nice weather, spanish food and friendly people - everything you wish for. Normally. Because there was no Mercedes far and wide today.
As you see I tried to keep myself busy. But christmas is coming.
So would someone please come over here and take me home?
As you see I tried to keep myself busy. But christmas is coming.
So would someone please come over here and take me home?
La Jonquera. CAUTION: There is no car in this post.
The rest of you get an inside tip for beautiful landscape: La Jonquera, Spain.
My friend Abdullah.
He wanted to offer me a seat in his old Benz, but the car was too stuffed. Thank you anyway, Mr. Abdullah.
The miracle of Montpellier.
But then it happened: the miracle of Montpellier. After two entire days!!
Three nice ladies and their C-Class took me to Spain. Viva Espania! But after a while I changed my mind and decided not to get married with one of them. I jumped out into the wild, to a place called la Jonquera.
Three nice ladies and their C-Class took me to Spain. Viva Espania! But after a while I changed my mind and decided not to get married with one of them. I jumped out into the wild, to a place called la Jonquera.
Leaving Montpellier. With three girls.
Because three girls are taking me in their Mercedes to Spain, direction Girona. Let’s go!
Montpellier. Welcome to the shiny world of photography.
If you compare the photos of my start last week and my Montpellier-waiting-in-the-sun-days, you get a picture of why I’m not disappointed at all to be stuck around here.