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这家零售商两度濒死,如今终于迎来春天

睿侠并不把亚马逊视为竞争对手,而是当作销售产品的一个渠道。

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几十年来一直在商场拥有固定席位的睿侠公司(RadioShack),又一次被拉离了死亡边缘。

自新冠病毒疫情席卷美国零售业以来,有多家连锁店申请破产保护,投资人亚历克斯·梅尔和泰·洛佩兹收购了一系列品牌,睿侠是其中最知名的一个。他们收购的其他品牌还包括Pier1、Dressbarn和Modell’s。

梅尔和洛佩兹打算让睿侠重拾竞争力,但这次是通过网络,而非街角门店或购物中心。和睿侠的辉煌岁月不同了,现在是亚马逊(Amazon)的天下。

不过最大的问题是:考虑到年轻消费者作为重要目标客户,可能不曾拥有过一台收音机,更是不曾走进一家睿侠商店,此时的睿侠还有多少品牌价值?

“经典和死亡之间只有一线之隔。”营销研究咨询公司Brand Keys Inc.的创始人及总裁罗伯特·帕斯考夫说,“很多时候经典仅仅意味着人们对它有记忆。我不确定仅仅凭借人们的记忆点,能否转化为成功。“

在睿侠的词典里,成功已经是好多年前的事情了。该公司将于2021年迎来百年纪念日,在个人电脑浪潮袭来的20世纪七八十年代,睿侠在科技界似乎风头无两,那时的青少年和发烧友喜欢到睿侠买收音机、随身听以及所有用来修机器甚至是自己组装用的零部件。

然而,在路上的某个地方,睿侠走丢了。它没有抓住80年代中期开始的个人电脑热潮,也几乎没能融入任何可穿戴设备革命,于是愈来愈被边缘化。该公司上一次实现盈利是在2011年。尽管重新设计了店面,并做出了其他一些改变,却仍然未能成功吸引客流,这家总部位于得克萨斯州沃斯堡市的公司于2015年申请破产保护,两年后再次申请破产保护。

梅尔和洛佩兹没有重建睿侠实体店王国的打算。但他们表示,有办法重新盈利,一切都要从品牌开始。

“我们购买的是原材料,可以建立一家大企业。“梅尔说,“品牌意味着信任。这个品牌非常非常强大。我手头有量化数据表明,这个品牌非常强大。”

梅尔说,REV衡量公众对一个品牌的看法的公式与其他专家的评估方式有很大不同,REV的评估方式包括自己进行市场调查,分析公司在特定“生态系统”中的潜在表现。

简而言之,这个计划就是以睿侠品牌为基础,建立一个庞大的在线商城。他们说,对品牌的信任可以吸引消费者访问网站,商品的质量和种类将决定他们是否点击“购买”按钮。

REV自2019年成立以来,一直在找寻其他能够被誉为“家喻户晓”的名字。它把Pier1、Dressbarn和Modell’s变成了线上优先的企业。

已经有其他一些破产的零售品牌在网上开启了第二人生。线上运营的成本低,在实体店关门大吉之后,仍然有顾客对品牌保持忠诚。但通常它们都大大简化了运营内容。几年前破产并关闭了所有门店的美国服饰公司(American Apparel)如今在网上销售帽衫和运动裤。两年前关门的玩具反斗城(Toys R Us)开了几家小店,还建了一个网站。不过,玩具反斗城网站会把想买玩具的人链接到亚马逊。

REV表示,精简后的睿侠将通过自营网站和亚马逊网店销售产品。睿侠的主营产品是电池、手机充电器和耳机。亚马逊在这些品类下都拥有自有品牌,销量很大。

这就是REV面临的挑战。沃尔玛(Walmart)和塔吉特(Target)等大型连锁商店减缓了亚马逊的入侵,但亚马逊是终极破坏者。它颠覆了科技、食品百货、全球物流等各行各业。

如果亚马逊是美国一些大型企业面临的最大威胁,睿侠作为20世纪80年代的老古董,它的前景又将如何?

“亚马逊是死亡之星。”营销策略公司Metaforce的联合创始人艾伦·亚当森说,“亚马逊网站上应有尽有,又方便快捷。你不需要去街头的睿侠商店翻翻拣拣,甚至也不需要去睿侠的网店。”

但梅尔并不把亚马逊视为竞争对手。相反,他说,这是睿侠销售产品的另一个渠道。

“亚马逊就像一个客流量巨大的大型购物中心。“梅尔说,“所以我把亚马逊看成合作伙伴,在其他品牌的运营中我也是这么做的。这是我们另一条分销渠道。”

REV今年从General Wireless Operations Inc.手中收购了睿侠,收购金额未透露。睿侠的前东家保留了少数股份,他们看重的是梅尔和洛佩兹的社交媒体营销专长。

新老板说,他们希望RadioShack.com能够在11月底上线。目前约有400家睿侠门店仍在营业,但他们的运营独立于REV所有的睿侠总公司。(财富中文网)

译者:Agatha

几十年来一直在商场拥有固定席位的睿侠公司(RadioShack),又一次被拉离了死亡边缘。

自新冠病毒疫情席卷美国零售业以来,有多家连锁店申请破产保护,投资人亚历克斯·梅尔和泰·洛佩兹收购了一系列品牌,睿侠是其中最知名的一个。他们收购的其他品牌还包括Pier1、Dressbarn和Modell’s。

梅尔和洛佩兹打算让睿侠重拾竞争力,但这次是通过网络,而非街角门店或购物中心。和睿侠的辉煌岁月不同了,现在是亚马逊(Amazon)的天下。

不过最大的问题是:考虑到年轻消费者作为重要目标客户,可能不曾拥有过一台收音机,更是不曾走进一家睿侠商店,此时的睿侠还有多少品牌价值?

“经典和死亡之间只有一线之隔。”营销研究咨询公司Brand Keys Inc.的创始人及总裁罗伯特·帕斯考夫说,“很多时候经典仅仅意味着人们对它有记忆。我不确定仅仅凭借人们的记忆点,能否转化为成功。“

在睿侠的词典里,成功已经是好多年前的事情了。该公司将于2021年迎来百年纪念日,在个人电脑浪潮袭来的20世纪七八十年代,睿侠在科技界似乎风头无两,那时的青少年和发烧友喜欢到睿侠买收音机、随身听以及所有用来修机器甚至是自己组装用的零部件。

然而,在路上的某个地方,睿侠走丢了。它没有抓住80年代中期开始的个人电脑热潮,也几乎没能融入任何可穿戴设备革命,于是愈来愈被边缘化。该公司上一次实现盈利是在2011年。尽管重新设计了店面,并做出了其他一些改变,却仍然未能成功吸引客流,这家总部位于得克萨斯州沃斯堡市的公司于2015年申请破产保护,两年后再次申请破产保护。

梅尔和洛佩兹没有重建睿侠实体店王国的打算。但他们表示,有办法重新盈利,一切都要从品牌开始。

“我们购买的是原材料,可以建立一家大企业。“梅尔说,“品牌意味着信任。这个品牌非常非常强大。我手头有量化数据表明,这个品牌非常强大。”

梅尔说,REV衡量公众对一个品牌的看法的公式与其他专家的评估方式有很大不同,REV的评估方式包括自己进行市场调查,分析公司在特定“生态系统”中的潜在表现。

简而言之,这个计划就是以睿侠品牌为基础,建立一个庞大的在线商城。他们说,对品牌的信任可以吸引消费者访问网站,商品的质量和种类将决定他们是否点击“购买”按钮。

REV自2019年成立以来,一直在找寻其他能够被誉为“家喻户晓”的名字。它把Pier1、Dressbarn和Modell’s变成了线上优先的企业。

已经有其他一些破产的零售品牌在网上开启了第二人生。线上运营的成本低,在实体店关门大吉之后,仍然有顾客对品牌保持忠诚。但通常它们都大大简化了运营内容。几年前破产并关闭了所有门店的美国服饰公司(American Apparel)如今在网上销售帽衫和运动裤。两年前关门的玩具反斗城(Toys R Us)开了几家小店,还建了一个网站。不过,玩具反斗城网站会把想买玩具的人链接到亚马逊。

REV表示,精简后的睿侠将通过自营网站和亚马逊网店销售产品。睿侠的主营产品是电池、手机充电器和耳机。亚马逊在这些品类下都拥有自有品牌,销量很大。

这就是REV面临的挑战。沃尔玛(Walmart)和塔吉特(Target)等大型连锁商店减缓了亚马逊的入侵,但亚马逊是终极破坏者。它颠覆了科技、食品百货、全球物流等各行各业。

如果亚马逊是美国一些大型企业面临的最大威胁,睿侠作为20世纪80年代的老古董,它的前景又将如何?

“亚马逊是死亡之星。”营销策略公司Metaforce的联合创始人艾伦·亚当森说,“亚马逊网站上应有尽有,又方便快捷。你不需要去街头的睿侠商店翻翻拣拣,甚至也不需要去睿侠的网店。”

但梅尔并不把亚马逊视为竞争对手。相反,他说,这是睿侠销售产品的另一个渠道。

“亚马逊就像一个客流量巨大的大型购物中心。“梅尔说,“所以我把亚马逊看成合作伙伴,在其他品牌的运营中我也是这么做的。这是我们另一条分销渠道。”

REV今年从General Wireless Operations Inc.手中收购了睿侠,收购金额未透露。睿侠的前东家保留了少数股份,他们看重的是梅尔和洛佩兹的社交媒体营销专长。

新老板说,他们希望RadioShack.com能够在11月底上线。目前约有400家睿侠门店仍在营业,但他们的运营独立于REV所有的睿侠总公司。(财富中文网)

译者:Agatha

RadioShack, a fixture at the mall for decades, has been pulled from brink of death, again.

It's the most prized name in the basket of brands that entrepreneur investors Alex Mehr and Tai Lopez have scooped up since the coronavirus pandemic bowled over the U.S. retail sector and sent a number of chains into bankruptcy protection. Those brands so far include Pier1, Dressbarn and Modell’s.

Mehr and Lopez plan to make RadioShack competitive again, this time online, rather than on street corners or in malls. However, unlike RadioShack's glory years, it's Amazon's world now.

The big question is: How much value does the RadioShack brand have when the prized target audience of younger consumers may have never owned a radio, let alone stepped inside a RadioShack store?

“It’s a very thin line between being iconic and being dead,” said Robert Passikoff, founder and president of Brand Keys Inc., a marketing and research consultancy. “Being iconic a lot of the time just means people have a memory of it. I’m not sure that just remembering something is leverageable enough to be able to convert something into success.”

Success is something that's been in RadioShack's rear-view mirror for quite some time. The company, which would celebrate its 100th birthday in 2021, appeared to be on top of the tech world in the pre-personal computer days of the late 1970s and early 1980s, the place kids and hobbyist would go to buy radios, walkie-talkies and all the parts to fix them, or even build them themselves.

Somewhere along the way, “The Shack” got lost. Unable to capitalize on the PC boom that began in the mid-eighties, it also found itself largely on the outside of the portable device revolution of the aughts and drifting toward irrelevancy. It booked its last profit in 2011. After store redesigns and other changes failed to draw customers, the Fort-Worth, Texas, company filed for Chapter 11 bankruptcy protection in 2015 and then again two years later.

Mehr and Lopez have no designs on rebuilding the brick-and-mortar RadioShack empire. But they say there is a path back to profitability, and it all starts with the name.

“We bought the raw material to build a big business," Mehr said. "Brand means trust. And the brand is very, very strong. I have quantifiable data that the brand is very strong.”

Mehr said REV's formula for measuring public opinion of a brand differs significantly from the way other experts value such things, including their own polling and analysis of how the company might work in a specific “ecosystem."

The plan, in short, is to build a vast online marketplace on top of the RadioShack brand. Trust in that name will get consumers to the site, where the quality and variety of merchandise will dictate whether or not shoppers click the “Buy” button, they say.

Since it was founded in 2019, REV has been in the hunt for other names that could once be described as “household.” It's turned Pier1, Dressbarn and Modell's into online-first businesses.

Other bankrupt retailers have found a second life online. The overhead is low and there are people who remain loyal to the brand, even after the store lights go out. But they are typically much reduced affairs. American Apparel, which went bankrupt and closed all its stores a few years ago, now sells hoodies and sweatpants online. Toys R Us, which closed its doors two years ago, opened a couple of small stores and it has a website. However, the Toys R Us site redirects those who want toys to Amazon.com.

REV says that its much leaner RadioShack will sell from its own website and an Amazon storefront. RadioShack was the place to go for batteries, phone chargers and headphones. Those are products that Amazon sells under its own brand name in vast quantities.

And therein lies REV's challenge. Megachains like Walmart and Target have been able to slow Amazon's encroachment, but Amazon is the ultimate disrupter. It has upended industries from tech and grocery, to global shipping.

If Amazon is the biggest threat to some of America's largest corporations, what are the prospects for a relic from the 1980s?

“Amazon is the Death Star,” said Allen Adamson, co-founder of the marketing strategy firm Metaforce. “They have everything and it’s easy and fast. There’s no need to go to your corner RadioShack to find something, or even to RadioShack online.”

Yet Mehr doesn't look at Amazon as a competitor. Rather, he said, it's another channel where RadioShack can sell its products.

“It’s like a big mall with a lot of traffic,” Mehr said. “So I think of Amazon as a partner, and I’ve done that in other brands, too. So this is yet another distribution channel for us.”

REV bought RadioShack from General Wireless Operations Inc. for an undisclosed amount this year. The former owners have retained a minority stake, betting on the social media marketing expertise of Mehr and Lopez.

The new owners say they hope to have RadioShack.com open for business by the end of November. About 400 RadioShack locations remain open, but operate independently from the REV-owned parent company.

财富中文网所刊载内容之知识产权为财富媒体知识产权有限公司及/或相关权利人专属所有或持有。未经许可,禁止进行转载、摘编、复制及建立镜像等任何使用。
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