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Learning from
Starbucks: 10 Lessons for Small Businesses | |
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Starbucks is one of the most successful and admired companies today. It has
grown from a single coffee shop in Seattle 33 years ago to a $4.1 billion
international company. From tasty beverages to proprietary whole bean coffee
blends to strategic relationships, small businesses have so much to learn
from Starbucks.
by Isabel Isidro
Managing Editor
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Starbucks, the specialty coffee retailer, is one of the great 21st century
American success stories. Considered as one of the most successful and
admired companies today, Starbucks has grown from a single store in Seattle
33 years ago to 5,945 outlets in United States and 2,392 more in 28
countries. In fiscal 2003, the company posted revenues of $4.1 billion.
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Cup by cup, Starbucks has changed the way people from different
continents drink coffee. More remarkably, the company successfully
transformed a pedestrian commodity into a high-end accessory. It has created
a “Starbucks lifestyle” that more people continue to embrace in the United
States and abroad.
From tasty beverages to proprietary whole bean coffee blends to strategic
relationships, small businesses have so much to learn from Starbucks. You
may not have the resources that Starbucks has in its arsenal, but there are
a number of things you can emulate from this company and apply to your own
business, albeit on a significantly smaller scale.
More than the taste of its coffee, there are a number of factors that
propelled Starbucks’ latte to the forefront. Below are some of the things
that you can learn from Starbucks – a company that started small, dreamed
big and grew to be a gigantic global corporation:
1. Start with a good business concept.
Starbucks is a tremendous success because it capitalized on a concept
that hadn’t existed before – the coffeehouse as a gathering place. It is not
just a place to get a cup of gourmet coffee, but it has become a center for
socializing and intellectual discussion, particularly among students and
young urban professionals. Starbucks created a unique offering that was
relevant and differentiated. It turned an ordinary and humble product into
an extraordinary experience that customers are willing to embrace.
2. Think big.
Starbucks opened its first store in Seattle's Pike Place Market in 1971.
The company started small, but even early on it always had big ambitions.
The company was made public in 1982, almost a decade after it started. From
its humble beginnings, the company currently holds about 40 percent of the
specialty coffee market, and the anticipated growth in this category will
offer the company considerable opportunities for further growth and
expansion in the future. In fact, it can be said that Starbucks is just at
its early stages to colonize the globe.
Starbucks used the slow-but-sure approach to business growth. It was
certainly not an overnight success. But through perseverance, patience,
management and financial smarts, the company became a formidable global
presence. If Starbucks did it, then surely other small businesses can
replicate its success (who knows, it may be yours),
3. Think outside the box.
Starbucks’ strength lies in its ability to spot opportunities, even if
that means debunking accepted retail trends. Starbucks’ ability to think
outside the box is a common trait that propelled other small businesses to
the big league.
Starbucks has well demonstrated this behavior in their approach to real
estate, which in itself is legendary. Contrary to established tenets of
retailing, the company does not choose a location based solely on
demographics, traffic patterns, location of competitors, and even spacing of
its own stores. Instead, it clusters its stores in chosen areas, making
Starbucks ubiquitous in many city streets. Traditional retailing mindset
warns against locating stores nearby as it can cut sales at existing
outlets.
Starbucks went against the accepted norm and pursued clustering, using
this strategy to increase total revenue and market share. The risk paid off
– its practice of blanketing an area with stores helped achieve market
dominance quickly. The strategy also made it cheaper to deliver supplies and
manage each store. The size of the company has enabled it to absorb any
losses that would result from the cannibalizing of store sales when a new
one opens up nearby.
4. Partner smart.
Starbucks has demonstrated that even a large company needs help to
achieve its goals. In fact, a key reason for Starbucks’ success is its
strategic partnership initiatives. In 1993, the company partnered with
Barnes and Noble bookstore in the United States to make its coffee available
to bookstore customers. Continuing its strategy to gain a foothold in the
bookstore segment, Starbucks formed an alliance with Canadian bookstore
Chapters Inc. in 1995.
Starbucks entered into a partnership with Pepsi-Cola Company in 1996 to
start the business venture called North American Coffee Partnership, which
then sold a bottled version of Starbucks Frappuccino® blended beverage.
During that same year, the company also partnered with Dreyer's Grand Ice
Cream, Inc. and introduced Starbucks® Ice Cream and Starbucks Ice Cream
bars, which quickly became the best selling coffee ice cream in the United
States. In 2001, the company entered into a partnership with Hyatt Hotels
Corp.
To demonstrate and pursue its social commitment objectives, Starbucks has
also partnered with a number of organization such as Conservation
International, the international relief and development organization CARE,
Earvin "Magic" Johnson's Johnson Development Co., JumpStart, among others.
Starbucks was able to achieve its objectives, break new markets, and
increase its bottomline by entering into strategic alliances with the right
companies. For your small business to succeed, you need to realize that you
alone cannot fill the gap in serving the needs of your target market. You
will need the help of another entrepreneur or another company who is willing
to work with you and share financial risks. It may not be Hyatt Hotel or
Pepsi, but your partner may help you enter new markets, and get products and
services to market faster. Strategic partnerships will be your way to
enhance your competitiveness in the marketplace and keep pace with the rapid
changes of technological innovation, just like Starbucks.
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October 5, 2004
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