那么對(duì)在線零售業(yè)務(wù)呢,？

????是這樣,，亞馬遜剛剛進(jìn)入這一領(lǐng)域，所以我了解到的情況還不夠多,，但我覺得我們兩家公司的目標(biāo)客戶稍有區(qū)別,，我們?yōu)榭蛻舴?wù)的方式也不一樣。今年是我們開展在線業(yè)務(wù)的第一年,，我們已經(jīng)從最初的七次測(cè)試發(fā)展到了60場(chǎng)在線拍賣會(huì),，今后我們的在線業(yè)務(wù)將完全成形。它和我們的經(jīng)營(yíng)場(chǎng)所以及我們的展示廳之間的關(guān)系更像是服裝公司為促進(jìn)自身在線業(yè)務(wù)的發(fā)展而設(shè)立的店面,。我們的在線業(yè)務(wù)將提供導(dǎo)購服務(wù),，顧客能在這里看到我們的藝術(shù)品——這和亞馬遜有非常大的區(qū)別。

我猜最重要的差異化因素是你們待客之道和留客之道,，而就這一點(diǎn)而言,，誰都可以成為亞馬遜的顧客,，或者說它并不在乎顧客是誰。

????是的,，沒錯(cuò),。瞧，在這一點(diǎn)上我很豁達(dá),。我認(rèn)為真正重要的是當(dāng)新事物出現(xiàn)時(shí)予以接納,，而不是簡(jiǎn)單地說，一邊去,，我絕不會(huì)讓你成為現(xiàn)實(shí),。我清楚地記得美國電影協(xié)會(huì)前主席杰克?瓦倫蒂在國會(huì)試圖禁止個(gè)人制作音像制品，而當(dāng)時(shí)已經(jīng)有人在這樣做了,。這就像那個(gè)關(guān)于鐵路公司的老故事,，他們覺得自己從事的是鐵路生意，而實(shí)際上他們的業(yè)務(wù)是客運(yùn),。如果不是那樣的話,，他們就不會(huì)錯(cuò)失飛機(jī)帶來的機(jī)會(huì)。我們從事的是客戶業(yè)務(wù),，而且我們的工作重點(diǎn)就落在他們的反應(yīng)上,。

????我們剛剛拍賣了一批精美的18世紀(jì)中國瓷器，拍賣過程非常有品位,，非常出彩……這些瓷器的價(jià)位有2萬美元（12.34萬元人民幣）,、8千美元（4.94萬元人民幣）或4.5萬美元（27.77萬元人民幣）——這是一批專門為愛好者準(zhǔn)備的藝術(shù)品。我們?cè)诰W(wǎng)上拍賣了55件瓷器,，成交了50件,，整個(gè)過程都在網(wǎng)上進(jìn)行。50位買家中,，有25人是首次參與我們的拍賣,，他們來自加拿大、中國,、美國和歐洲?，F(xiàn)在我們開始和他們進(jìn)行聯(lián)絡(luò)，有時(shí)候給他們打電話,，但不是要賣什么東西給他們,，只是邀請(qǐng)他們回來，看看我們能為他們拍下的藝術(shù)品提供哪些信息,，看看他們還想了解些什么,。兩天前在我們的拍賣會(huì)上花了2萬美元的顧客可能想知道他拍下的藝術(shù)品背后有什么樣的故事，而我們可以為他提供這些信息,。我不知道亞馬遜能不能做到這一點(diǎn),。（財(cái)富中文網(wǎng)）

????譯者：Charlie

And the online retail game?

????Look, it's early days at Amazon in this space, so I don't really know enough about it, but I imagine we're serving slightly different audiences in different ways. When our online business comes to complete fruition -- this is the first year, and we've gone from seven tests to 60 online auctions -- we're approaching the relationship between our network of buildings and exhibition space more in the same way that apparel companies might have a store to drive their online business. So there will be things being toured, seen -- so it's very different than Amazon.

I imagine that the key differentiator is how you treat your customers, and retaining them, which is something that, well, with Amazon, you could be anybody, or nobody.

????Yes. Yes. Look, philosophically I think it's really important when new things happen to embrace them and do it better rather than say: Go away, this will never happen. I remember vividly Jack Valenti going to Congress to try and stop home recording when it was already happening. It's like that old story about the railroads thinking they're in the railroad business when they were in the people-moving business, otherwise they wouldn't have missed the airplane. We're in the client business, and the mandate has been to focus on how they interact.

????We just did a very tasty, beautiful little sale of some wonderful Chinese porcelain from the 18th century ... The price point is $20,000 or $8,000 or $45,000 -- it's an aficionado's category. We had 55 pieces in the online sale, sold 50, and only marketed online. Twenty-five of the 50 buyers were brand new, from Canada, China, the U.S., and Europe. Now they've just received contact, sometimes phone calls, we're not selling them, just inviting them back in: What information can we provide them about their purchase? What more do they want to know? Someone who just spent $20,000 two days ago might like to know the story behind what he bought, and we can give that to them. I don't know if Amazon can.