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'<p style="text-align: center; ">
<img alt="" src="/uploads/allimg/150610/3-150610122541K2.jpg" /></p>
<p>
據媒體報道，6月6日某個人徵信機構在北京、杭州兩地試驗“無人超市”。超市裏沒有營業員，購物、付款全部由顧客自助完成。付不付錢、付多少錢全部由顧客自己決定，就算有人拿了東西就走人也不會受到任何阻攔。</p>
<p>
結果如何呢?</p>
<p>
在北京的一次“無人超市”實驗中，有三名女性拿走昂貴的貨物，沒付錢;還有人往返好幾次，拿走數袋價值不菲的菸酒，只支付了十元錢。</p>
<p>
在杭州，經過一整天的無人運行，便利店在盤點商品後發現，6號當天總共賣出了1.67萬元的商品，收到顧客的自助付款大約是1.37萬元，應收賬款和實際收款相差了3000元，付款率達82%。在收到的付款中，56%是通過支付寶來付款的，44%的是現金付款。</p>
<p>
“無人商店”並非新鮮事物，之前部分地方也曾出現過，但都未能持續經營下去，均因自覺全額付款的人佔比少，導致“無人超市”入不敷出。雖然也有部分地方出現過持續多年的“無人攤”、“無人報亭”等，但其能夠長期存在下去，主要是因爲商品價值小、攤位偏僻、服務對象爲街坊鄰居等，在熟人社會的環境下，違反誠信的成本較大，普通人也犯不着爲了幾塊錢損害到自己的信譽。</p>
<p>
那無人監管就一定會少收錢嗎?當然也有例外。</p>
<p>
在美國，一個叫VallyCity的小鎮上有一個名爲The Vault 的咖啡廳。這家咖啡廳就是基於信任運營的無人咖啡廳，成立於2014年8月。據創始人David and Kimberly Brekke夫婦透露，開業的前七個月收到的款項超出了15%。</p>
<p>
他們是怎麼做到的呢?</p>
<center>
<img alt="" height="2020" src="/uploads/allimg/150610/12254G493-0.jpg" width="437" /></center>
<p>
機制很重要，按體驗付費：有一句話叫“Likeabook,giveadollar.Loveabook,givefive.”按體驗付費，往往會有顧客爲體驗買單。這似乎有點像互聯網思維裏的打賞機制。</p>
<p>
讓顧客形成粘性和歸屬感：很多人把這裏當做是小鎮的客廳，因爲只要在這裏買上一杯咖啡，就可以想呆多久就呆多久，很多老人、家庭婦女和青年男女都將此地作爲聚會場所，沒地去就到這裏來，因爲沒有服務員，就沒有束縛感。</p>
<p>
還有一個吸引人的地方是，這裏每週都會有一些諸如電影放映、音樂欣賞之類的活動，還會有藝術家在此展示一些自己的作品。</p>
<p>
當重複消費的忠實會員越來越多，不付費的狀況就會越來越少。當越來越多當地人說這裏是“小鎮的客廳”的時候，盈利也就不再是難題。</p>
<p>
來源：商業與地產</p>
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