For a
nation of disparate social, geographical and demographic groups
Christmas seems to be a remarkably uniform experience - for those
who celebrate it. Huge slap-up lunch, lashings of booze, the yearly
row with your parents, cousins or siblings, then sit down in front
of the telly to work it all off. For those too satiated on dried-out
turkey and too much red wine to do much about it, endless repeats
of Only Fools and Horses or the umpteenth showing of The Great Escape
will be the order of the day. Those looking for something a little
more contemporary - say Terminator III or Pirates Of The Caribbean
- face a trek to the video shop, which will inevitably be closed.
There is, however, an alternative. Get the video shop to come to
you courtesy of a new subscription DVD service that is springing
up across the UK.
Videoisland.com
and Screen-select.co.uk, in operation for only a few months, are
just two of the dozen or so DVD services to have launched this year.
Using a combination of the internet, mail order and subscription,
they aim to provide customers with a regular rotating supply of
DVDs without having to leave their homes. From about £2.99
a week, subscribers can choose three DVDs from a list of about 14,000
titles, split between new releases such as Hulk and Terminator III
and back classics.
Unlike
a normal video shop, which penalises you for late return - what
the trade euphemistically calls extended viewing fees - services
such as Video Island, Screen Select and Movie Match let you keep
the films as long as you keep paying your monthly subscription.
DVDs are returned and replaced by pre-paid envelope. "If you are
one of the 40%-50% of UK households with a DVD then this is by far
the most effective way of enjoying it," says William Reeve, managing
director of Screen Select.
With
two industries, the internet and movies, coming together then the
word hype can't be far around the corner. But with DVD subscription
or "rentailing" as it's know, there is at least a proven model.
Both Video Island and Screen Select say their businesses are modelled
on Netflix, the US DVD subscription retailer which now boasts about
1.4 million subscribers paying up to $39.95 (£23) a month
for a rotating selection of eight DVDs. Launched in 1998, Netflix
recently posted a third quarter profit of more than $6m on revenues
of more than $72m.
Saul
Klein, chief executive of Video Island, says the success of the
Netflix model lies in marrying an effective e-commerce model with
collaborative filtering, the technology used by e-tailers such as
Amazon to recommend alternative titles on a "people who liked/bought
this also bought that" basis. That and the wider choice offered
by online DVD operations. "One of the biggest bugbears with high
street stores is their limited selection of DVD titles," he says.
"Because many multiples have a revenue share deal with the studios
then they're naturally focused on pushing new releases." The revenue
split, he argues, has skewed the rental market so that typically
all that is available in high street stores are the top 20 titles
that Hollywood is pushing. "What's happening with the new model
is that the renter who has been lacking choice and lacking selection
now has the ability to choose from over 14,000 titles, in effect
every title available to rent in the UK."
Given
this greater choice online, renters are turning the high street
model on its head. Instead of an 80/20 split between new and back-catalogue
films, the Netflix model shows that over two thirds of viewers using
subscription services are watching older films, while just under
a third want the latest releases. "What's great about that is that
everybody wins," Klein argues. "The customers get what they want
and the studios, which have enormous back catalogues that they find
very hard to market and to rent because they don't get shelf space
can leverage these new releases to push relevant back-catalogue
films. If you're promoting Hulk you can also promote other Ang Lee
movies that may be as diverse as Ice Storm and Sense and Sensibility."
But
as every unsuccessful e-tailer from Boo through to Webvan has proved,
getting the proposition right is just the beginning. Though anyone
can build a website and start offering DVDs overnight, creating
a sustainable business is an expensive business. While high street
DVD prices are falling, buying the special DVDs that studios stipulate
for the rental market can still cost between £30-£40
a disk. Then there's the free trial that nearly everyone has to
offer to encourage customers to get used to the service.
"The
biggest challenge is communication to consumers who aren't particularly
used to the idea that you can get something in the post quite conveniently.
The problem is that to give people a feel for the service you have
to offer a trial and let them experience the service first-hand.
Putting three disks into somebody's home without seeing any revenue
back is expensive," says Reeve.
Klein
says access to capital is key. But even with Simon Franks, chief
executive of media and entertainment group Redbus, and venture capital
firms Benchmark Capital and Index Ventures among its backers, Video
Island is still pursuing partnerships rather than going it alone.
"If you look at the history of new brands, particularly new internet
brands, the reality is they are very hard and very expensive and
take a hell of a long time to build, especially if you are handling
physical product. We believe the best way to bring a new brand to
the market is in partnership with people who already respect consumer
behaviour," says Klein.
The
first partnerships, he adds, should be announced early next year,
and are likely to include existing retailers, broadband providers
and even mobile phone operators. The increased awareness these alliances
should bring could provide a strategic boost not just for Video
Island but the whole DVD subscription sector.
The
lack of readily available online alternatives should also help.
Both Klein and Reeve say they would prefer to remove the huge costs
associated with physical delivery and provide films digitally over
broadband, but say it's likely to be at least 10 years if not more
before the technology makes it feasible for the average user. Though
online movie services such as Movielink do exist, they are predominantly
available only in the US, and are slow and restricted in the number
of films they offer.
"The
most cost-effective way of delivering high-quality films is by combining
50%-60% internet access - that allows people to browse a catalogue
and manage their list - with a 100% postal delivery. Everybody has
a letterbox and it's a lot cheaper to deliver high-quality films
via the mail with a 92% chance of next-day delivery than it is to
deliver low quality movies to 10-15% of the country through broadband,"
says Klein.
It's
this combination of digital access with physical delivery that will
be crucial to the success of DVD subscription services in the UK.
But with a proven model in Netflix, if companies like Video Island
and Screen Select can get it right then persuading customers to
switch from the high street to the home shouldn't be a Herculean
task. If you're an occasional user, then shelling out up to £200
a year might seem expensive. If on the other hand you're finding
yourself getting in the car twice a week and spending around £3.50
per DVD at your local store, then online subscription looks better
value. With time to sign up before the festive season you've no
excuse for lolling in front of a schedule compiled by someone who'll
no doubt be on a beach in Tobago or Thailand and remember, a DVD
is not just for Christmas.
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