Was bewegt Kunden, in Tankstellenshops einzukaufen

Werbung

 

Ein langjähriger Mitstreiter von mir in der Tankstellenbranche erzählt sehr gerne von seinen Erfahrungen, als er noch selbst im Ruhrgebiet eine Tankstelle betrieb, bevor er als Angestellter in die Zentrale eines großen Mineralölkonzerns wechselte. Großes mitleidiges Schmunzeln erntet er regelmäßig bei Stammtischgesprächen, wenn er sich erinnert, wie ein Vertriebsdirektor in den sechziger Jahren seine Tankstelle besuchte und im Verkaufsraum ein Zigarettenverkaufsregal und ein Feuerzeugverkaufskarton vorfand. ?Wie es ihm denn in den Sinn kommen könne, den Tankkunden mit diesen beiden tankstellenfremden Produkten dermaßen abzulenken,? raunzte der ?hohe Besuch? ihn an. ?Der Tankkunde soll tanken, Öl nachfüllen und Frostschutz überprüfen lassen und das Auto gereinigt bekommen. Das sei das Ziel eines Tankstellenpächters?, so unser ?Vertriebsfachmann? aus den Sechzigern.

 

Man kann aus dem Blickwinkel der heutigen Entwicklung der Tankstelle hin zum gutsortierten ?Einzelhandelsfachgeschäft? nur noch staunen über den Sachverstand, den Vertriebsleute in früheren Jahrzehnten als das ?ultimo ratio? des Marketings verstanden. Die Tankstellenshops dienen längst nicht mehr nur den Reisenden und Vorbeifahrenden als Proviantabgabestelle, sondern fungieren oftmals sogar als Nahbereichsversorger, indem sie mit ihrer Sortimentsvielfalt die ?Tante-Emma-Läden? als Einkaufsmittelpunkt für ganze Wohnbereiche ersetzen. Die Shopumsätze sind erfreulich gut und belaufen sich nicht selten auf mehr als die Hälfte des Gesamtumsatzes, der an der Tankstelle erzielt wird.

 

Was treibt die Kunden so scharenweise in die Tankstellenshops / C-Stores? Die österreichische ?Impuls-Akademie? wollte eine Antwort  und befragte 1.000 Kunden nach den Kriterien für ihre Wahlentscheidung pro Tankstellenshop:  Dabei zeigt sich erneut deutlich, dass nach wie vor die kundenfreundlichen großzügigen Öffnungszeiten das Entscheidungsmerkmal Nummer 1 darstellt (57,2 %). Das zweitwichtigste Kaufargument räumt ein für allemal mit dem Vorurteil der ?Apothekenpreise?, die in Tankstellenshops verlangt werden, auf. Wie anders ist es möglich, dass 51,7 % der Befragten an Tankstellen einkaufen, weil sie vom ?Preis-/Leistungsverhältnis? überzeugt sind. Die Bemühungen der Tankstellenkonzerne, die Freundlichkeit des Personals zu fördern, haben offenbar Früchte getragen, denn 51,5 % kaufen im Tankstellenshop ein, weil das Verkaufspersonal freundlich ist. Rund die Hälfte der Kunden stellen die leichte Erreichbarkeit der Tankstelle als Kaufbeweggrund dar.

 

Wo Licht ist, da ist auch Schatten: Was dient dem Kunden weniger als Antriebsfeder für den Besuch des Tankstellenshops? Breite und Tiefe des Sortiments (28,2 %), Kundenkarten (18,1 %), attraktive Markenprodukte (16,7 %), interessante Eigenmarken (11,9 %).

 

Vielleicht sollten sich die Tankstellenkonzerne ihre Strategien bezüglich der Kundenkarten noch einmal überdenken.

 

Die Untersuchung stellt darüber hinaus fest, dass die Tankstellenshops einiger ?Unterpreisgesellschaften? oder kleinerer ?Tankstellenketten? nicht so im Bewusstsein des Verbrauchers haften, wie die der ?Großen? auf dem Markt.

 

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