経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

デッドスペース活用ってそもそもズレている?

投稿日:

こんにちは。NISHIです。

ビジネスケーススタディとして
もはや定番なこの企業、ご存知です?

http://grass-ex.jp/Lo30/1781

顧客管理とリストのセグメントや
地域密着の商売のあり方とやり方、
などなどの工夫に工夫を重ね、

「町の電器屋さん」という
衰退期も衰退期なビジネスでも
業績をしっかり叩きだしている。

そんな会社なので当然のごとく
ケーススタディとしては
非常に取り扱われやすいのですが、
今日のお話はよく取り上げられる
定番の話題ではありません。

今日の話題は、日経ビジネスに
新しい記事が掲載されていたコレ。

http://grass-ex.jp/Lo30/2781

テーマは
「デッドスペースの活用」
というありがちな話題。

話題としてはよく出ますよね。

「ウチのココのスペース、
 遊ばしておくのはもったいないから
 何とかしたいんだよねー」

という類の話題で、
結果的には

==
・飲食店がランチ営業など、
二毛作を試みてみる

・貸しビル業が
 レンタルスペースや会議室、
 セミナールーム事業を始める

・小さい習い事教室が、
 曜日によって入れ替わる
==

といったような使われ方で落ち着く。

とはいえ、です。
いかがでしょう?

こういったデッドスペースの活用で
うまくいっているケースって、
正直なところあまり浮かびません。

それだけ
「正解がない類の話」
なのでしょうが、
先ほど取り上げた会社でも、
それは例外ではないでしょう。

かなり知恵を振り絞った上で、
デッドスペースの活用が
うまくいくか否かはこれからの話。
その判断は未来に委ねられます。

ただ、デッドスペース活用が
【うまくいきにくい条件】って
もしかしたら【こんな目的】が
ある時ではないでしょうか?

その目的とは、

【直接の売上を上げる】か、
【コストを下げる】か。

これらを【主な目的】とする時。
デッドスペース活用は
うまくいきにくいんじゃないかと。

先ほどの事例に戻ります。


先ほどの事例では、
店舗2階のセミナールームが
デッドスペースになっていた、
とのことでした。

そこを平日は研修ルームで
寄席を開いたりして
活用しているようですが、

この会社、そもそも
【良質の顧客リスト】があるわけです。
前提が違うし目的も異なってくる。

良質な顧客リストがあるということは
集客力があるのはもちろんですが、
そのイベントで売上を上げることを
主たる目的にしなくてもよい。
これが大きいように思います。

「それ」で売上を上げなくてよいから、
「お客さんとの接触頻度」に重点を置ける。
「顧客満足やリピート」に注力できる。

バックエンドである家電製品が
結果的に自然に売りやすくなる。

デッドスペース活用を、
バックエンドではなく
フロントとして使えている。

デッドスペース活用を
売上アップを主目的に置くのではなく、
バックエンドやリピートヘの入口、
フロント商品として位置付ける。

もしかしたらこの活用の違いが
デッドスペース活用の成否をわける
ポイントになるのかもしれません。
まだ、神のみぞ知る、ですが。

ちなみに、
他人の事例って宝の山です。

だって、
「知恵を振り絞って形にしたもの」
なわけですから。

では。

NISHI

-日記

執筆者:


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