Analysis: Microsoft retail stores a risky proposition

IDG News Service - Microsoft Corp.'s decision to open retail stores is a calculated risk that will likely prove a more challenging endeavor than Apple Inc.'s move into retail eight years ago.

Microsoft said quietly last week it would open a chain of retail stores, framing the news in an announcement that it hired former Dreamworks executive David Porter to take on a new role as corporate vice president of a new retail stores division at the company.

The company offered little about its specific plan for the stores or where it would open its first one, saying only that it wanted to "transform the PC and Microsoft buying experience," according to a press statement.

Though Microsoft makes much of its revenue from selling software to businesses, the company has been increasing its portfolio of direct-to-consumer offerings with products like the Xbox 360 and the Zune digital media player.

However, its most popular consumer product, the Windows client OS, is sold mainly through OEMs and not directly off the shelf to consumers. The same is also true for its Windows Mobile OS, which powers smartphones that are sold in either consumer electronics stores or wireless carriers' retail outlets.

This presents a challenge for Microsoft because unlike Apple, it can't fill a store with all of its own products and will have to offer partner products as well, said Matt Rosoff, an analyst at Directions on Microsoft.

Because of the nature of its business, Microsoft can't provide the same kind of streamlined retail experience that Apple does, he said. Furthermore, the company's mission for its stores is complicated because partners may want a say in how their products are presented.

Still, Microsoft could leverage its retail stores to control the hardware specifications for Windows 7, the next major release of its client OS, in a strategy similar to one it took with a retail campaign it designed around Vista, Rosoff said.

To coincide with a multimillion-dollar Windows Vista marketing and advertising campaign last year, Microsoft opened a "store within a store" at partner retail outlets, and required PC makers to meet certain specs for the Windows Vista PCs sold in the store, he said.

"They said if you want it to be a feature in our retail environment, it has to have certain capabilities, boot faster -- it can't be bogged down with junk," Rosoff said.

Once Microsoft has its own retail stores, it might try the same tack with future Windows PCs to maintain a strict level of quality for Windows 7 machines and other Microsoft-based consumer products sold in the stores, he said.

Microsoft's move into retail isn't surprising, as it has dipped a toe into this pond before. Microsoft opened a store featuring Windows-based mobile devices and shrink-wrapped software at the Sony Metreon entertainment and shopping complex in San Francisco in 1999. However, that store closed in 2001, and Sony said this week it is closing its Playstation and Style stores in that same complex, which has struggled financially.

Reprinted with permission from

IDG.net
Story copyright 2009 International Data Group. All rights reserved.