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別人做的,確實比「鐘錶」業界好
thewatcher 寫著 "
前言:

假日只要有空,總習慣到敦南誠品晃晃。除了固定將看過再看、就那麼幾本憔悴的中英日法文鐘錶雜誌翻一遍以外,在到書籍區翻看自己喜歡的書籍之前,也習慣將架上的當期雜誌,包括電腦、音響、攝影、汽車、科學和財經等稍微快速瀏覽一下。上星期看到家庭劇院雜誌 Home Theater No.85 2004 May/June上由總編輯楊德宜所寫的刊頭語 Editorial,覺得很有道理。若將內文中的「視聽」、「音響」等這些字眼換成「鐘錶」可也相當貼和台灣業界的現況,甚至於似乎還更適用於「鐘錶」業界呢!因此特別將這一段文字節錄出來和大家一起分享。

原文:

別人做的,確實比我們視聽業界好

或者是加班加出了問題了,近幾個月來覺得身體愈來愈吃力,所以開始跟著騎單車的音響界前輩去爬山運動,希望也感受一下激烈動筋骨的好處。一段時間下來,我在單車領域裡看到了很多和「視聽音響」界非常不一樣的狀況,而且在那個規模相對較小的高價市場裡,業者為消費者所做的遠比「音響」產業為多;其中,確實有很多值得我們學習之處。More…


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騎單車的愛好者通常都會呼朋引伴出遊,遇到規模較大的活動,有些經銷商就會派車隨同沿路作服務,調整性能、補胎修復都是基本項目而已,我還見到一家專賣高價位自行車的經銷商,索性設計了一台裝載著二部高級義式咖啡機的小卡車,在休息站免費供應車友們隨意享用。我剛開始覺得很奇怪,這些經銷商幫忙大家調整單車不分廠牌,甚至更換零件也不見得收費,更不會主動向車友們介紹自己的店••難道他們這麼樂意做白工嗎?引領我騎車的前輩解釋說,車店老闆通常以推廣單車運動為優先,讓更多人來參與這項活動才能帶來日後的商機;如果一開始就急著向人家強調品牌的差異,消費者反而會因為聽了太多意見而無所適從。另外,車店老闆也普遍了解,很多人因為興趣而參與單車休閒活動,卻因為調整狀況不佳、騎得吃力而早早放棄,所以盡力協助並提供經驗讓車友們更投入,未來才能為自己的單車店帶來更多的生意。

看到人家和我們「視聽音響」界的做法差異了嗎?客人走進「音響」店裡,很多店家不將重點放在培養一位「音樂」欣賞者或「影片」愛好者,而是先想盡辦法賣出第一套「視聽系統」,日後更不會放棄遊說客人進行未必需要的升級。在這個過程中,器材交得過關客人收貨付錢最重要,系統好用與否以及實際效益如何就管不著了,往往是器材故障或系統設定跑掉了才會出現實質的售後服務內容。騎車上五指山,前輩稱讚我剛開始騎就能一口氣攻頂,其實是因為身邊還有很多車友和熱心的車店老闆幫忙隨時調整,讓運動工具和我的身體達到極佳協調狀態,而我確定大多數騎單車的人也會得到這種協助。回想接觸「音響」的前幾年,除了店家拼命吹捧自己經銷的產品,真正累積的經驗其實大多是花錢買來的,更沒有店家老闆會想鼓勵你培養「音樂」鑑賞能力—音樂聽得太多,就不會把注意力全部放在硬體上,豈不是少賺了很多器材升級的錢?


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就在我開始建構第二步登山單車的時候,身邊的車友皆笑著對我說,真正有騎車在運動的人,絕對不會只有一部單車。這讓我想到,玩賞「腕錶」是如此,愛好攝影也是如此,只要是收藏嗜好、值得花心思研究的對象,愈是投入心力就愈不會捨棄他的設計原意。買不只一部單車是為了騎不同的路況,不是襬在車庫裡等人來圍觀;買很多只名錶是為了坐擁工藝之美,而不是讓你稱讚你真是有錢;買很多部相機是為了拍出不同風格的相片,不是背一堆在身上假冒藝術氣息;買數百萬的音響系統不是用來裝飾客廳,客人上門發現你家裡沒幾張軟體,談到音樂又哼不出聲,三兩下也知道眼前這個玩音響的不過是個銅臭草包。這時候,誰是那個賺了很多錢的沒良心商人?

對於有能力購買高級「視聽音響」的消費者來說,市場上還有太多同樣以他們為目標客層的產品類型,而且很不幸地,其他業者為客人所做的往往比音響店還多。如果你整天臭罵著政府沒把景氣搞好,怒嘆股市衝不上萬點,導致買氣不佳的視聽經銷商,不妨仔細想想其他高單價消費產業日子過得很好的原因。


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後語:

看完這一段陳述,你是否也同意:這一位視聽資訊業者的感言,其實也適用於鐘錶業呢?這麼說吧!不妨先想一想以下的幾個問題:

1. 台灣各地城鎮的街頭上,視聽音響的器材店家的數目多呢?還是鐘錶店多呢?
2. 你所認識的朋友中,玩錶的人和玩音響的人的比例大概是如何呢?
3. 你所熟悉的書店裡,關於視聽音響的雜誌和書籍的陳列和銷售狀況,比鐘錶雜誌書籍來說,哪一個市況較熱絡呢?
4. 台灣本地的網路世界裡,到底是視聽音響的網站,還是鐘錶相關的網站,規模較大、內容較豐富呢?

想好這幾個題目的答案,你是否和我一樣覺得視聽音響業對顧客的教育和培養,做得應該還遠比鐘錶業界好吧!更令人感慨的是:如果一本視聽雜誌的總編輯都還自覺自己的業界應該不分你我、更努力合作培養真正的視聽音樂愛好者的話,那麼我們的鐘錶雜誌業者是否曾為他們的讀者發出過這樣的呼籲?


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說句實在話,時尚手錶的銷售固然和其他消費性商品,如手機等等類似,如何吸引顧客的注意、如何讓顧客走進經銷商的大門,買下自家的手錶是最重要的課題。但對於講究領略神會、認同品牌工藝的高階機械錶來說,單靠在一般報紙、八卦雜誌砸下廣告預算,真能達到讓顧客花下大筆銀子買錶的目的嗎?百達翡麗 Patek Philippe 有一句廣告詞是這麼說的:「You never actually own a Patek Philippe. You merely take care of it for the next generation. 原創典範,高雅不凡,不但常伴身旁,還是傳家風範」。很打動錶迷的一番話,但是,如果錶商和錶店不重視教育和引領一般的民眾進入領略機械工藝之美的殿堂,那麼有錢人有甚麼理由捨勞力士鑽錶,選一只素面 Patek Philippe 來做傳家之寶呢?你可能看過我們關於今年百達翡麗發表的 Gondolo Calendario 的報導,但你可能不知道透過台灣總代理武祥貿易取得的資料部分,看用語就覺得是來直接取自香港或大陸地區翻譯的資料•••


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Patek Philippe Gondolo Calendario


再舉個例子來說吧:你應該同意寶璣 Breguet 和寶鉑 Blancpain 的製錶工藝即使不在 Audemars Piguet 和 Girard-Perregaux 之上,但也應該在伯仲之間。但如果你比較一下他們在台灣的業績、接受度和知名度,你會發現台灣愛彼錶和芝柏錶的成績遠在Swatch 集團的雙 B 之上。造成這樣差異的原因當然很多,但 Swatch 瑞韻達台灣分公司花費大量心力和經費促銷旗下 Tissot、Rado 和 Omega 等品牌的時候,可曾花些精力照顧並教育自己的顧客,讓他們更進一步領略更高階的工藝成就,進而有能力欣賞Breguet 和 Blancpain (我無意貶低歐米茄的工藝,將 Blancpain 和 Breguet 列為集團較高階定位是 Swatch 本身的政策和說法)?


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另一方面,和 Swatch 打對台的 Cartier/Richemont 又如何呢?你可能不知道,台灣第一篇關於 A. Lange & Sohne 手錶的報導,可能是 Watchbus 的 Julia 小姐當年還在自立晚報任職時所寫的一篇報導 (2000-05-28 第十二版)。但直到今日,A. Lange & Sohne 已經登陸台灣年餘,我們想寫一篇 Double Split 的報導,還是無法從台灣 Richemont 取得資訊,而必須遠道去函直接向原廠索取資料,因為 Richemont 台灣歷峰集團裡無人專責 A. Lange & Sohne 的公關事務!


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Photo courtesy of Hans Zbinden


所以,你也同意「別人做的,確實比鐘錶業界好」這句話嗎?如果是的話,下一次到錶店或是有機會和總代理通話時,請一定記得向他們表達「 We deserve more. 我們值得更多」好嗎? "
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Re: 別人做的,確實比「鐘錶」業界好 (分數: 1)
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Re: 別人做的,確實比「鐘錶」業界好 (分數: 1)
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