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[스타벅스 불패 신화 끝났다? ]
최근 스타벅스의 매출 부진이 프라푸치노 때문이란다. 프라푸치노가 만드는데 시간이 많이 걸리기 때문에 다른 커피 제품들보다 생산성이 떨어졌다는 것이다. 그러면서 스타벅스 매장의 줄이 길어진 배경에 프라푸치노 탓도 있다고 덧붙였다. [스타벅스 매출 부진 프라푸치노 때문]

위와 같이 스타벅스는 매출 부진의 이유를 그들의 신제품이자 여름상품인 프라푸치노를 탓했다. 스타벅스다운 변명으로 밖에 보이지 않는 이유는 요목조목 따지지 않고 직관적으로 생각해봐도 이해가 가지 않기 때문이다. 스타벅스의 매출 감소요인은 경기침체와 매장확장에 상대적 성장 비율 감소와 대체재, 경쟁 제품의 등장 등이 주 요인이라 여겨지는데 이런 판국에서 프라푸치노가 효자면 효자지 불효자로 취급하는 것은 논리적이지 못하기 때문이다.

스타벅스의 성장은 커피문화에 익숙지 못한 그리고 서구 커피문화에 새로움을 느낀 아시아 지역에서의 성장과 맥을 같이하고 있다. 그렇기 때문에 아시아는 스타벅스의 미래가 달려있다고 볼 수도 있지 않을까 한다. 물론 아시아 지역에선 일본, 한국인의 눈높이가 이젠 높아졌다해도 아직 중국과 인도, 동남아 등 아시아 지역은 아직 개척할 곳이 많다.(한국에만 매장수가 약 170개나 되니 인도, 중국..흠..^^;)즉 스타벅스는 그리 쉽게 무너질만한 기업은 아니다. 구축해 놓은 브랜드 가치나 앞서말한 아직 개척할 시장도 크니 말이다. 그리고 여기 스타벅스의 또 하나의 장점이라면 그들의 탄탄한 글로벌 전략을 들 수 있다.

스타벅스의 시장진입 방식은 로컬 파트너와의 조인트 벤처를 설립 후 직영으로 점포를 운영하며 일정 라이센싱을 받는 방식이다. 또한 국가, 지역에 따라 판매당 로열티를 받는 경우도 있다. 이는 스타벅스 본사에서 결정하는 것이며 이와 더불어 커피 관련 재료 및 점포 인테리어, 가구 소품 등도 전적으로 본사에서 직접 관리하고 있다.

반면 새로운 국가에 진입하기 전 엄격하게 시장을 계산 연구한 후 FGI를 거쳐 시장성과 잠재성을 분석, 지역에 맞는 현지화 전략을 추구한다. 예를 들어 커피 메뉴에 있어서는 모든 나라에 스타벅스의 표준화를 적용하고 있으나 페이스트리와 액세서리 등 비 커피 부문은 적극적으로 현지화를 추구하고 있다. 커피의 조달, 가공, 배급 등의 Operation은 표준화하여 정형화된 프로세스를 따르지만 지역별 특색 상품 개발로 국가별 차별화 전략을 추구하고 있다.

이렇듯 스타벅스의 국제화 전략은 브랜드 즉 상품의 품질, 가격, 재료, 커피 메이킹 프로세스는 표준화를 통해 글로벌화 하고, 마케팅, 비 커피 상품 등은 현지화를 적용하고 있는 이른바 다국적 전략(Transnational Strategy)을 추진하고 있다. 브랜드 이미지 구축에는 글로벌 전략(Global Strategy)을, 제품 및 서비스 차별화에는 현지화 전략(Multidomestic Strategy)을 병행 추진하는 것이다.

일례로 인기상품인 그린티 프라푸치노는 일본에서 개발되어 전세계로 역 글로벌화한 케이스로 현지화를 통한 제품 차별화라 볼 수 있고, 한국 인사동의 Stabucks의 영문 브랜드 대신 스타벅스라는 한글 간판 및 내부 인테리어는 지역과 거점에 대한 마케팅 차별화로 현지화 전략 케이스라 할 수 있다.

스타벅스 프라푸치노 얘기하다가 너무 딴 길로 샌 게 아닌가 하며... 그만...(__)



P.S. 트래픽/덧글 해외 스팸 때문에 덧글기능을 막았습니다. 양해해주세요~.
by harris | 2006/08/15 12:39 | 경영전략 | 트랙백(185) | 덧글(7)
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Commented by 銀鳥-_- at 2006/08/15 12:40
포화 될 만큼 된 시장이니 당연한 것인데 뭔 탓을 하는건지 모르겠다니깐요.
Commented by 정호씨 at 2006/08/15 13:20
경쟁자가 많으니 당연히 뭐;;;;
Commented by harris at 2006/08/15 18:42
[銀鳥-_-님] 저것도 마케팅의 일환이죠. 이유아닌 이유를 얘기하면서 프라푸치노를 내세우는...
[정호씨님] 경쟁자의 진입에 대해 스타벅스가 향후 어떻게 대응해나갈지 궁금하네요. 생존의 기로에 섰다고나 할까요.^^;
Commented by 제임스 at 2006/08/16 12:52
어찌 되었거나, 비싼게 잘 팔린다고는 해도...

커피값이 턱없이(?) 비싼건 사실입니다...
Commented by harris at 2006/08/16 18:26
제임스님~ 네~ 그건 "사실"입니다.^^;
Commented by David at 2006/08/16 21:23
전국에 170여개밖에 안된다는 사실에 오히려 놀랐어요.-_- 돌아다니면서 '동네커피숍'이 아닌가 하는 생각을 가끔.. 해요.
Commented by harris at 2006/08/17 16:10
네~ 주위(서울)에 너무 많아서.. 그래서 별다방으로 부르나 봅니다.^^
※ 이 포스트는 더 이상 덧글을 남길 수 없습니다.
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