Posts Tagged ‘Customer Service’

My First Job, or “Stock boys are cool”

Tuesday, February 14th, 2012

As a teenager, I thought I was working for gas money and spending money. Many years later, I learned that every job that I’ve had has contributed to my understanding of people, of business and how different people lead and manage others.

I’ve worked in a variety of organizations, from a small retail store to a national bank and an international accounting firm. The cultures were vastly different and so was their effectiveness at motivating and engaging their employees.

My first job, when I was 14 years old, was working in a small department store called The Met, short for Metropolitan. We sold all types of dry goods including clothing, diapers, kitchen goods, cheap hardware, batteries, and my favourite, chocolate bars. We had to keep those under lock and key in the candy room! For some reason, the manager didn’t trust anyone with the key to the candy room. A valuable lesson learned.

My first boss, Peggy, was a great manager and she taught me a lot about treating everyone with respect, to ask their opinions and to let them think.

Now, as the stock boy, I didn’t have to think too much. But Peggy never told me how to do anything unless I asked. She told me what to do, but never how to do it. She was confident that I could figure it out. And, her confidence in me increased my own confidence, although most teenage boys seem to exceed in confidence, for some reason.

I could sweep a 6,000 square foot store in nine minutes flat. The best parts were the handyman jobs like climbing up to the roof or up on a 16 foot ladder to change the eight foot light bulbs. Did you know that they explode into a million little pieces if you drop them?

I also learned that I didn’t want to work in retail. The worst part was working in a basement inventory room, on my summer vacation, during the hot July weather, pricing school supplies. Didn’t I just get out of school? Apparently, retail works one season ahead of reality.

The best part was bagging. It was easy, you got to meet people, and I wasn’t stuck in that darn basement. I learned that just because I could fit something in the bag, it didn’t mean the bag could withstand the weight. Customers got very unhappy if their bag ripped and they dropped their purchases. The manager got really mad if the product broke and we had to replace it. Cause and effect, consequences, logic: all these were burned into a teenagers brain.

We also had ‘management trainees’ sent from head office to learn from Peggy. This was an interesting experience because the stock boy, and everyone else working in the store, knew more about the store than the trainees. The trainees tried to manage by position of power (their perception of it, at least) instead of by respect. That didn’t work very well. Actually, it caused the occasional mutiny and intentional lack of cooperation. The mutinies were an important part of their training experience.

The trainees learned a few things:

  • leadership doesn’t come from a title
  • the most knowledgeable people are front line people, not the people from head office, or their hopeful delegates
  • never let the 16 year old stock boy drive your car.

As a parent, I’m looking forward to the work experience that my teenage daughters will gain. They’re not. Working in a clothing store just might cure their fashionitis, or, they might spend all their money on clothing purchased with employee discounts. Only time will tell.

Copyright 2012 Phil Symchych. All rights reserved.

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Small Charges from Big Companies – DUDS

Thursday, February 9th, 2012

Welcome to this issue of DUDS – Dumb Unilateral Decisions

Big companies are nickel and diming us and it’s getting ridiculous.

I receive my Rogers cell phone bill in the mail. How old-fashioned and environmentally unfriendly of me, as a paying customer, to demand an invoice?! It seems that my monthly fees for three cell phones and an iPad data plan are not sufficient to warrant Rogers sending me a bill without charge.

Or, perhaps, they are profit challenged and need to scrounge for cash from their (temporary) customers?

$2.00 paper invoice fee

$2.00 paper invoice fee

Next on the DUDS list is Pitney Bowes, with whom I spend more on ink than postage because they have the most profitable (for them) ink cartridges in the world. I just renewed my lease (at a discounted rate because I threatened to not renew — always negotiate) and received a friendly letter advising that I now have two choices because I must insure their (now used) postage machine. That’s funny, no one mentioned this during the renewal process. Oh, it’s probably in the fine print…

The $2.78 insurance 'not insurance' plan

The $2.78 insurance 'not insurance' plan

Pitney Bowes offers a convenient insurance for only $2.78 per month. Actually, it’s ‘not insurance.’ They, or their marketing or legal department, calls it an ‘equipment replacement/damage waiver program.’ If I don’t want to pay them monthly, I can contact my busy insurance broker and ask him to confirm, in writing, that 1. Pitney Bowes et al are named as insured or loss payee, 2. coverage commences upon lease commencement, 3. includes theft (really?), and 4. my lease number. Of course, my insurance broker, who is a good guy and an expert, would not be paid for this service.

I guess the finance people at these big companies are taking the economic challenges to heart. Instead of innovating and providing more value and services to their customers, they are charging us more for what they used to do for free or what we already have in place and are paying for, like insurance.

Big companies seem to be getting more disconnected from their customers every day. Rogers and Pitney Bowes, are you listening? I didn’t think so.

Copyright 2012. Phil Symchych. All rights reserved.

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Speed

Tuesday, January 31st, 2012

What can you do faster in your business to provide even more value for your customers and clients?

In my experience, here are some great standards:

  • Hotel staff at the Ritz Carlton acknowledge every guest with eye contact and by saying ‘good morning/afternoon.’
  • A good retail store (such as Colin O’Brian) acknowledges you by name as soon as you enter.
  • When you phone a business, they answer on the second ring.
  • When you leave someone a voice message, they call you back within a couple of hours. My banker, the one with the red ‘S’ usually calls me back in ten minutes!
  • I placed an order with printingforless.com and they emailed me because they required additional information. I sent it, they acknowledged, implemented and sent back a proof in a matter of hours. Very impressive!
  • When you place an order online, you receive an immediate acknowledgement, just like Amazon does.
  • When you receive your order, you are sent an acknowledgement by the shipping company within minutes of delivery.
  • I emailed my technology gurus, KSP Technology, asking for a password. We received the information in four minutes! I love KSP!

On the other hand, here are some poor service examples that I’ve experienced in the last week:

  • I called a business today, was placed on hold, then the line became live and I listened to background noise. I hung up after one minute.
  • I called the same business back-twice-and no one answered.
  • Standing in line at the grocery store, the clerk is polite once I finally hit the jackpot and can put my stuff on the big belt. It wouldn’t cost anything for the manager to train the clerk (always blame management) to say, ’sorry for the wait, other than than total waste of time, how is your day going?’

Businesses use a combination of human contact and technology to provide fast service and, most importantly, acknowledgement to their customers.

Apparently, customers still like to be treated like human beings.

How are you doing this in your business?

Copyright 2012 Phil Symchych. All rights reserved.

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DUDS: How to fix a cooktop in only 54 days

Thursday, January 26th, 2012

“The stove doesn’t work,” said my wife. “Uh-oh” I’m thinking, “kitchen stuff.” This wasn’t starting well and it wasn’t going to end well.

The largest, main burner on our cook-top stopped working. “We’re supposed to host Christmas dinner and I need all my burners,” exclaimed my wife. She called the warranty company – because the repair man told us to always buy an extended warranty on today’s electronically sensitive appliances – and this commenced a lengthy exchange. She provided the serial number and the warranty company needed to send out the local service representative to take a look. Two weeks later, the service rep showed up, made a diagnosis, and left. Then, nothing.

My wife called the warranty company back. They never received any information from the service rep. My wife called the service rep. He said that he faxed the information and will resend it. We waited, and waited. My wife called the warranty people, to whom she wished a “Merry Christmas” because the season was upon us and we, well, my wife, weren’t cooking anything on the main burner. The warranty company still hadn’t received any information.

We called the service company, again. Eventually, my wife helped everyone figure out that the service company had the wrong fax number and sent our information to fax purgatory. Finally, my wife connected the service company’s information with the warranty company.

This is why consulting is so easy, sometimes. Large companies lack management skills and processes and don’t test their own products and services. Small and medium business managers can run circles around any big company manager who has a single department specialty and is busy protecting his turf, but I digress.

Our local company sent the information for the third time. We appreciated their persistence. My wife was now on a first name basis with the warranty people and had elevated her concern to the supervisor. The repair was finally authorized, then scheduled and, finally, performed.

Total time: November 24 to January 17. Only 54 days to fix a burner.

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Don’t Aim For Yesterday

Friday, January 13th, 2012

SUMMARY: Aim high. Encourage risk taking and support failure. Hold people accountable for results. Provide constant feedback. Banish excuses. Pay for performance.

If you want to achieve success, you have to aim for success. That means that you need a marketing plan and a budget that push your people to achieve more. You won’t replicate last year’s success because the market keeps changing so don’t aim for yesterday. You need to aim higher and then innovate and implement your way to success.

Never tolerate a break-even scenario. There’s no such thing in the entrepreneurial world. If you’re not gaining, you’re losing.

Employees think and act differently from entrepreneurs and owners, as we all know. They are scared to fail. Give them permission to fail! They will learn that failure isn’t fatal and that you will support them. This is how they learn and how they will eventually start hitting home runs for you.

Constantly challenge your people to perform more, better and faster. They’re not motivated by a paycheque (but some can be, see below for more). They need challenges and feedback on their progress in order to raise the bar.

Listen for excuses and then observe your own behaviour. Are you tolerating, or even encouraging, excuses? Your business value, profit and performance are all your responsibility. No excuses!

Once you’ve got them focused on raising performance, as determined by measurable outputs and business results, then align this behaviour with performance based compensation. Don’t give them an annual raise because the price of eggs and milk went up, start adding performance compensation to their base. If they are in sales, most if not all of their compensation should be variable. After all, as a business owner, all of your compensation is ultimately variable, based on your business performance.

You will achieve more success by trying to win instead of trying not to lose.

Copyright 2012. Phil Symchych. All rights reserved.

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Start-ups: are you a sprinter or a marathoner?

Monday, January 9th, 2012

There are two kinds of business start-ups: sprinters and marathoners.

Both have courage. Both want to control their destinies and both want to be successful. However, there are some key differences.

Sprinters

  • Have experience and expertise in their business and industry
  • Have learned the ropes on someone else’s dime
  • Have good relationships with customers or prospects
  • Generate sales and cash flow quickly
  • Develop their operating policies and procedures on the fly, but get them on paper
  • Focus on their core strengths and competencies, in other words, their ’sweet spot’
  • Are comfortable saying “No” to requests or opportunities that don’t fit their sweet spot
  • Have a culture of performance, accountability and success
  • Attract great people and customers because of their positive attitude
  • Are focused on a couple of key strategic goals; especially generating revenues and providing a great customer experience (quality, service, consistency, breadth, convenience)
  • Can generate positive cash flow from zero to 60 days

Marathoners

  • Have diverse experience but don’t have expertise in their new venture
  • Are learning the ropes on their savings, investor’s or banker’s dime
  • Think that their management skills are transferable to any industry or business
  • Have good relationships with referral sources or prospects
  • Generate sales slowly and steadily
  • Are too busy marketing and selling to develop operating policies and procedures
  • Try to keep everyone happy and will do just about anything for cash flow
  • Have a culture of sales and customer focus
  • Try to minimize their wage expense until they can afford to hire great talent
  • Are focused on growth for growth’s sake

I’ve played lots of sports including hockey, tennis, golf (well, some people think golf is a sport, especially golfers), and participated in endurance sports such as triathlons. As soon as I was in a triathlon race, I was figuring out how to conserve my energy so that I could finish the race. My strength in cycling didn’t make-up for my swimming and running.

It’s the same in a start-up. You can’t think about endurance, the long-term or trying to do everything yourself. You have to focus your team on creating short-term success, like a hockey shift or a tennis rally or a hundred yard (meter) dash, in order to grow your business.

The critical success factor in start-up success is speed: attracting customers, generating sales, converting sales to positive cash flow, reinvesting in your business, achieving profitable growth. These are a series of sprints. If it feels like a marathon, something is wrong.

Can you see the finish line or are you climbing yet another hill with no end in sight?

Copyright 2012. Phil Symchych. All rights reserved.

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Highs and Lows of Business Travel

Tuesday, October 25th, 2011

Has this ever happened to you?

During a recent business trip to Florida, I observed and experienced the following:

  • The in-seat TV displayed the show that I wanted to watch during the flight (Monday Night Football) but the advertisement to purchase the full view took up almost half of the screen. I had to pay to remove the advertisement.
  • Every few minutes, a message would flash that my ‘free’ time was over and I could purchase the show. Sales messages like ‘BUY NOW’ and “IT’S NOT TOO LATE’ flashed repeatedly.
It's not too late?

It's not too late?

  • Immediately during take-off, the lady in front of me reclined her seat and it stayed there until we were parked at the arrival gate. I think I know why she wasn’t sitting in first class.
  • The gentleman sitting next to her, in the aisle seat, asked the flight attendant, “may I have the entire can of Coke?” “No!” shouted the flight attendant, “we don’t have enough for everyone.” Before the cart left it’s position, the man got his cup refilled from the other flight attendant.
  • The young male sitting in front of me in the bulk head row had his feet on the wall in front of him. Does he do this at home?
Feet on the bulkhead

Feet on the bulkhead

  • One refreshment shop didn’t want to cash my $50 US bill so I had to buy a bottle of water on my visa card.
  • Another food shop happily took the cash, and got my lunch order, as well.
  • The nice lady at United gate gave me an exit row to myself without charging a penny.
  • A dynamic three year old was traveling with her Dad and they were seated in the exit row across from me. The flight attendant took one look at them and the Dad said, “we have to move, don’t we?” She nodded and he started to pack up, because little kids can’t sit in exit rows. The little girl pipes up, enough for half of the people on the plane to hear, “why are you making us move, lady?” Sally, the United flight attendant, handled the question like a pro, respectfully and honestly.
  • Sally had several conversations with the little girl during the trip. Since we didn’t have any video monitors on this plane, we all enjoyed the entertaining conversations.
  • Going through Customs, the little girl continued her assertive ways, trying to go into the Customs office and engaging everyone in conversation. She managed to put the all the Customs agents in a good mood.

For a great story about my friend Guido’s recent trip and what happens when the video monitors don’t work, check out his blog article.

What are your travel stories?

Copyright 2011 Phil Symchych. All rights reserved.

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Phil’s Profit Point 22 Podcast – What’s Your Dashboard? Part Two

Wednesday, September 21st, 2011

And now also on iTunes

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Phil’s Profit Point 21 Podcast – What’s Your Dashboard? Part One

Wednesday, September 14th, 2011

And now also on iTunes

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Phil’s Profit Point 20 Podcast – Dissecting Your Profits

Wednesday, September 7th, 2011

And now also on iTunes

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