Revitalizing a campus bookstore with a unique tandem contract-managed solution

“Russell Markman is a true expert. You won’t find many people this well versed in this industry. Plus, he is a straight shooter, and a really nice person. He is simply the best person we’ve brought on for this kind of engagement.”

— Anthony Alfano, Villanova University, Associate Vice President of Enterprises 

 

“Russell is extremely well respected in the industry. I was in a breakout session at a conference recently and mentioned his name and others in the group not only knew him but immediately started singing his praises. Our project would not have happened as perfectly as it did without him. I can’t recommend him highly enough.” 

— McKenzie Baldorossi, Villanova University, Director of Strategic Initiatives

The Challenge

Since 2013, the campus bookstore at Villanova University had been managed by a well-known industry vendor. However, the store and its offerings had struggled with relevance and providing an engaging customer experience. The leadership team at the University sought to consider new options to either re-energize the vendor or find a new path towards a campus store as vibrant and vital as Villanova’s culture and rich academic traditions.

The Solution

We were invited to meet with the team at Villanova University to identify options for the future of their campus bookstore. After being briefed on the status of the bookstore and their aspirations for the future, we laid out a potential pathway, identifying each step on the journey. Once this roadmap was adopted, we drafted the RFP and provided guidance to ensure the success of the project and to engage stakeholders from across the university community.

 

We aligned the roadmap with the academic year — planning in September and October, issuing the RFP and initial site visits in November, interviewing finalists in January, making recommendations to the President in February, and contract negotiations in March.

This approach enabled the Villanova team to engage a cross section of  faculty, staff, students, parents and administrators to ensure an inclusive and successful process. We attended key interviews, met with the President and leadership teams, and advised on the final selection of a unique tandem of vendors, one to run the brick-and-mortar store, and the other to operate the eCommerce site. 

We were invited to extend our engagement to collaborate with the University’s legal team to develop contracts, and then to advise on the steps leading up to the re-opening of the VU Shop and eCommerce site in July. 

The Impact

Today, the Villanova bookstore has the school spirit and up-market feeling of an accessible but sophisticated retail experience. With Barnes & Noble College operating the campus store and Fanatics handling the online eCommerce experience, students, families, faculty and staff have a streamlined, engaging experience whether they seek course materials, or VU merch. With traffic and sales trending up, the store has become the retail hub serving the entire campus community.