De eerste twee maanden van 2014 zijn optimistisch begonnen. De economie trekt licht aan, het consumenten vertrouwen is gestegen als mede de inkoopindex. Ook het weer zat mee, in ieder geval voor de buitenactiviteiten. Maar één zwaluw maar nog geen lente of dit wil niet zeggen dat oude tijden weerkeren!
De retail (non food) laat een kleine “plus” zien, maar dit komt vooral door de gestegen internet verkopen. Ondanks het goede weer daalden de verkopen in winkels, maar stegen de internetverkopen van niet-dagelijkse boodschappen weer met dubbele cijfers. De trend van de afgelopen jaren zet gewoon door. (Bron GFK Retail)
Verkopen en omzetsnelheid
Door het goede weer zien we de overtollige voorraden in modezaken. Is de wintercollectie wel verkocht? Wie draait op voor de onverkochte voorraden? Precies de winkels met alle financieringsproblemen, die deze met zich meebrengen.
Eenzelfde ontwikkeling zien we ook in de boekenbranche, de eerste twee maanden was er weer een grote krimp nadat de markt vorig jaar al met ruim 15% gekrompen was. Door het financieringsmodel hebben winkels steeds meer geld in de voorraad zitten. Een afname van de verkoop leidt direct tot extra financieringsbehoefte. Het gevolg hiervan is natuurlijk dat de fysieke boekhandelaren steeds meer de bestsellers gaan verkopen en de boeken met een lage omzetsnelheid via internet gaan aanbieden. Een verarming van het aanbod, dat ten koste gaat van de boekenbeleving. Ook hier is een hertoetsing van het business model en een herstructurering van de markt nodig om boekhandelaren te behouden voor winkelstraten. In dezelfde winkelstraten zijn electronica winkels al verdwenen. CBS concludeerde deze week dat de afname van electronica zaken in gelijk tempo ging als de toename van internetverkopen. Een duidelijk geval van communicerende vaten, dat we ook kunnen waarnemen in de gehele retail. De groei van internetverkopen gaat in gelijke mate ten kosten van de omzet van fysieke winkels.
Herstructurering
Natuurlijk is sprake van een herstructurering, of in Angelsaksisch jargon “disruption”. De signalen van deze herstructurering worden steeds beter zichtbaar.
– Het CBS concludeert een afname van winkeldichtheid van 2%, maar ziet vooral een afname bij kleinere gemeentes (in sterke mate buiten de Randstad).
– Vastned gaf afgelopen vrijdag een toelichting op de jaarcijfers ,waarbij ze aangaf nog sterker te concentreren op premium locaties, de A1 winkelstraten. Kwaliteit boven kwantiteit. Juist winkels op locaties waar de mensen het leuk vinden om te winkelen. Deze strategie werd al enkele jaren geleden ingezet door de vastgoedondernemingen Corio en Redevco.
– Ook de discussie over openingstijden past in deze visie. Winkels moeten open zijn als mensen willen winkelen en winkels kunnen dicht als er toch (bijna) niemand komt. Dus dicht op de bestaande koopavond en bijvoorbeeld voor 12.00 uur ’s morgens, maar open op zaterdagavond en eventueel zondag. De klant dicteert, anders wordt er wel op internet gekocht.
– Ook het service niveau op internet stijgt sterk. Retouren binnen 2 weken (!), levering binnen 1 uur, nieuwe ophaalpunten en internetbestelpunten op andere locaties via smartmirrors of internetzuilen. Ook hebben de meeste webshops tegenwoordig een mobiele website al dan niet met een App. Ook hiermee wordt ingespeeld op het gedrag van klanten.
– Marks&Spencer is weer terug in Nederland, maar de visie is duidelijk, Winkels zijn ondersteunend aan internet. Als internet leidend is, hoeveel winkels zijn dan nog nodig. Twee volgens Marks &Spencer, namelijk in Amsterdam en Den Haag. De Bijenkorf, onderdeel van de Engelse keten Selfridges kwam ook tot dezelfde conclusie. Minder winkels, maar wel op populaire locaties, die ondersteund zijn aan internet (kopers). Een duidelijk visie en strategie, die gebaseerd is op de “customer journey” Een hybride consument koopt even gemakkelijk op internet, via computer, tablet, mobiel als internetzuil. De winkel is vaak de showroom.
– In Amerika kopen al 40% van de non-food kopers tijdens het fysieke winkelen toch op internet (in 30% van de gevallen bij Amazon). In Engeland is dit als 27%.
– Om ook op deze ontwikkeling in te spelen heeft Media Markt haar marketing strategie aangepast. Een sterke focus op internet, internetondersteuning in de winkel en bijvoorbeeld digitale prijskaartjes in de winkel. Geo-fencing, waarbij direct via de mobiele telefoon klanten op de site kunnen kijken of waarbij in de winkel direct met klanten gecommuniceerd kan worden natuurlijk ook, al hoewel dit nog niet geïmplementeerd is bij MM.
De kansen bij verandering
Winkels hebben behoefte aan dezelfde kennis als internetwinkels, de ontwikkeling van data gerelateerde aanpassingen laat dit ook zien. Sensoring systemen (Philips), “location based services” en i-Beakons (Apple) zijn voorbeelden van dergelijke applicaties. “Tracking en tracing” van klanten, gedrag koppelen aan database informatie, direct communiceren en steeds meer faciliteiten bieden aan de winkelende klant zijn nodig om klanten te blijven motiveren om toch maar te kopen in winkels. (kennis, directe communicatie naast emotie en service)
Gelukkig zie ik ook een toenemende belangstelling van gemeentes. Het besef dringt door dat winkels belangrijk zijn voor de leefbaarheid van een plaats en dat winkels geholpen moeten worden. Het doet mij pijn om te constateren dat er nog steeds gemeentes zijn die dit uiterst amateuristisch aanpakken, niet gehinderd door kennis en vaak wordt het spel belangrijker gevonden (uit electorale overwegingen wellicht) dan het resultaat: meer kassa aanslagen. De eerste stap is er echter . Ik ben blij met Veghel , dat als voorbeeld kan dienen hoe het ook kan. De samenwerking tussen gemeente, vastgoed en winkeliers. Een actieve centrummanager en aantoonbare resultaten. Steeds vaker brengen gemeentes een “studiebezoek” aan Veghel. Op 31 maart wordt daarom een grote bijeenkomst georganiseerd, waarbij de aanpak en doelstellingen worden toegelicht. Tijdens deze bijeenkomst wordt de eerste fase van realisatie getoond en opening van zaken gegeven over de vervolgstappen. Ik nodig iedereen uit om op 31 maart naar Veghel te komen en te luisteren naar de wethouder, de centrum manager en Philips voor de fysieke realisatie. Er zijn nog plaatsen vrij.
Conclusie
De signalen van verandering zijn duidelijk zichtbaar. De “customer journey” is het beginpunt van de veranderingen. Niet langer staat aanbod of aanwezigheid centraal, maar klantvoorkeur en -motieven. Verandering in het aanbod, het assortiment, in winkels (vooral shorttail, de artikelen die snel verkopen) en zoeken naar de juiste motivatie om klanten te laten kopen in winkels: winkelgebieden aanpassen door zintuigprikkelingen en integratie van technologie. Internet is volledig geïntegreerd in het klantgedrag, vooral door de smartphone. De impact van internet zal nog sterk toenemen en basis zijn voor verdere veranderingen in het koopgedrag. Internet wordt, is de basis van het koopgedrag en eigenlijk ons leven. Afwachten en niets doen, ontkennen van veranderingen, is wel het laatste wat een ondernemer moet doen. Zoeken naar kansen en mogelijkheden is essentieel voor de toekomst. Aanpassen is meer dan ooit van belang! Dit geldt voor winkeliers, gemeentes, leveranciers en vastgoed. Samenwerken lijkt dus een logisch initiatief.
Prof Dr Cor Molenaar
9 maart 2014
354 reacties
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