星巴克之外的新选择，6茶想打造中式茶馆的“第三空间”
作者：杨亚飞
关于茶馆“第三空间”的新诠释。
同样以中式茶为基底，茶馆和时下流行的喜茶、奈雪们，完全分处两种截然不同的境地：前者往往被贴上中年、养生、商务的标签，而后者俨然已经成为年轻人的出街必备单品。
即便是社交、商务需要，茶馆也往往并非第一选择，而是以星巴克为代表的“第三空间”。为什么会出现这种情况？根本原因在于茶馆的低标准化、低品牌化。尤其对于年轻消费者来说，过去之所以对茶馆抱有距离感，很大一部分原因是后者产品和服务标准不一。
36氪近期接触的6茶，是关于茶馆“第三空间”的一种新型解决方案：他们主要提供共享茶空间，标准化输出茶及周边产品和服务，主切商业洽谈、小型会议、朋友聚会等多种场景。6茶同时在探索茶饮“零售+体验”场景，进一步将上游产业链资源整合进来。
消费者可以通过6茶共享茶室APP、公众号进行线上预约，直接线下门店体验使用，利用智能管理系统，提供24小时不停歇营业服务。每间茶室定价根据城市、地段有所不同，但整体做到了标准、透明，单个包厢价格在58~108元/小时。
6茶创始人吴翔告诉36氪，6茶早期有过整合存量茶空间的想法，类似滴滴抢单模式，以轻资产方式运作。但运营一段时间发现并不顺利，原因有三： 1）获客容易被茶馆截胡；2）无法管控门店线下体验标准；3）无法产生连带销售，依赖空间抽成，盈利点单一。
在此之后，6茶转向自建共享茶空间，并陆续开放加盟及第三方合作业务。根据合作方式不同，6茶共享茶空间分为三类：1）自营店，100%自主投入；2）加盟店，加盟主缴纳加盟费，6茶进行统一管理；3）合作门店，合作方提供场地，6茶进行装修，双方进行一定比例分成（通常为五五分成），目前合作门店场景主要包括景区、酒店、社区、众创空间等。
不过，6茶目前多为加盟店，自营店与合作建店占比较小。吴翔表示，自营店占15%，加盟店占70%，合作建店为15%。6茶从选址阶段开始输出标准化能力，对门店进行业务指导，同时自研整套物联设备，并针对茶馆周围一公里，提供精准地推获客方案。
在福州、厦门、温州等区域市场，6茶有着成熟运营经验，前述地区店均每月陌客量在300~600人之间，包厢单日使用时长在8~10个小时。推广方面，由于茶饮消费场景较为特殊，6茶目前主要以用户口碑裂变。据吴翔介绍，目前6茶整体用户复购率在30~40%之间。
应用场景方面，茶馆本身强商务属性，与酒店、众创空间等天然匹配，但景区、社区等是否真的有喝茶消费需求？吴翔表示，景区其实是精准客群聚集地，自带流量且租金低，此外景区消费者对价格承受能力较高。接下来6茶也将更侧重合作店，除了前述原因之外，合作店面是由6茶全权把控，抗风险能力突出。
盈利点主要分为三个方面：1、空间租赁；2、茶叶、茶食、茶具连带销售；3、与上游供应链厂商合作，将茶馆打造成体验馆，收取进场费。目前，6茶大类茶叶产品毛利率在20%~30%左右。
6茶不仅仅是共享经济在细分领域应用，也是以茶馆作为突破口，打开中式茶零售增量空间。不过，跟产地类似，茶饮带有很强地域消费属性，各地用户饮茶习惯有所不同。那么，针对区域市场，6茶茶叶、茶食等供应链体系如何进行差异布局？
吴翔表示，6茶全国统一供应大品类品牌商品，同时会根据当地消费习惯，采购地方品牌商品作为补充。6茶同时建立商品上架预审核制度，以保证加盟店自采商品品质及标准。
虽从商务人群切入，聚焦服务弹性办公职场人士，但社交、休闲等消费客群逐渐增多。目前，6茶已跟地方心理协会、相亲网站等建立了长期合作，同时也提供桌游、狼人杀等娱乐体验场景。
门店设计层面，目前6茶主要为二代店，满足绝大部分中产群体茶饮消费体验。最新开发的三代店为设计师主题店，聚焦高端消费人群，同时针对门店配置服务专员，加强服务体验。
此外，6茶门店会针对地方文化特色，进行融合改造。这在新式茶饮领域并不鲜见，如喜茶旗舰店型——LAB店会将成都、西安、北京等地方特色元素，融合到门店设计风格、新品当中。
一线市场新式茶饮、新零售咖啡竞争激烈，6茶则奉行差异化市场竞争策略，主要布局二、三线市场，多落地于中小创业者聚集的商厦写字楼，与新式茶饮、星巴克等商业场景互为补充。2019年下半年，6茶全国扩张提速，月均新增10余家门店，目前在全国22个城市运营74家门店，已签约待开业120家。
创始人吴翔在奥美任职近十年，有丰富经营管理能力，曾管理福建本土最大的线下营销团队，服务多家世界五百强企业。技术总监陈苏克为福建海之辉机电设备有限公司创始人，有10年机电行业从业经验。6茶最新一轮融资发生在2019年6月，彼时完成近千万pre-A轮融资，投资方为肆拾玖坊。6茶接下来计划聚焦二、三线城市，进一步向全国市场扩张。
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