Presentation on theme: "SERVICE RECOVERY At the end of this module the learning outcomes are:"— Presentation transcript:
1 SERVICE RECOVERY At the end of this module the learning outcomes are: • What is the importance of service recovery? • What are the various types of complainers? • What are the expectations of customers? • What are the various types of service recovery strategies?
2 SERVICE RECOVERY SUGGESTED READINGS Services Marketing by Zeithmal and Bitner 2nd. Edition, Chapter 7.
3 SERVICE RECOVERY · No complaints means something is wrong IBMA complaint is a gift.WhyComplaints meanWhere we are going wrongWhere we need to improve· No complaints means something is wrong· Receive more than complaints annually· How to deal with this?
4 SERVICE RECOVERYBest companies have service failures Inspite of best efforts FailuresWhyInvolvement of people What do you do? You have to recover? Service recovery
5 SERVICE RECOVERYService Recovery Refers to the actions by an organization in response to a service failure Why failure · Unavailable when promised · Delivered too late or slowly · Rude employees · Cause huge problems to organisations · Bad word of mouth
6 SERVICE RECOVERY When customers are annoyed you need to fix problems This builds § Customer satisfaction § Customer loyalty § Improves bottomline. Effective service recovery is critical.
7 SERVICE RECOVERY Types of Complainers. 1.Passives 2. Voicers 3. Irates 4. Activists
8 SERVICE RECOVERYPassives - Keep quiet - Do not complain - Do not spread negative word of mouth - Feel if they complaint nothing will happen.
9 SERVICE RECOVERYVoicers - Vociferous - Actively complain - Less likely to spread negative word of mouth - Give company a second chance - By complaining companies improve
10 SERVICE RECOVERYIrates - More vociferous - High negative word of mouth - Speak to friends and relatives - Do not give provider a second chance - Switch to competition.
11 SERVICE RECOVERY Activists Complain everywhere - Friends - Relatives - Third parties Consumers can become ‘’terrorists’’Feel consequences are positive.
12 SERVICE RECOVERY When customers complain What do they expect? Fair treatment 1. Outcome Fairness 2. Procedural Fairness 3. Interaction fairness
13 SERVICE RECOVERY Outcome Fairness - Outcome or compensation - Match their dissatisfaction - What can it be - Monetary compensation - Apology - Future free service - Reduced charges - Replacements - EqualityCompany “pay” for mistakes
14 SERVICE RECOVERY Procedural Fairness Southwest Airlines Delayed flight Technical problemsVacationersArrived ten hours lateSensing delay, airlines acts quicklyArranged lavish dinner at airportAll procedural delays were removed
15 SERVICE RECOVERY. Procedural Fairness Customer expect fairness in terms of - Policies - Rules - Timeliness of the complaint process - Easy access to complaint process - Quick handling
16 SERVICE RECOVERYInteraction Fairness - Customers expect to be treated politely, with care and honesty - Company employees treat customers with fairness Singapore Airlines - Customer baggage misplaced - Employee gives money to customer immediately - Promises to keep him informed about tracking of lost baggage
17 SERVICE RECOVERY Singapore Airlines Inform customer - Every two hours - Progress on baggage - Courteous Customer gets a feeling that SIA is interacting positively and concerned about the baggageCustomer treated with grace, smile and care
18 SERVICE RECOVERY SERVICE RECOVERY STRATEGIES Various strategies are: • Do it right the first time • Welcome and encourage complaints • Act quickly • Treat customers fairly • Learn from recovery experiences • Learn from lost customers • Return to “Doing it Right”
19 SERVICE RECOVERY Do it right the first time - When things go bad - Company bear the cost - How to avoid? - Things do not go bad? - Total quality management-Create a culture of “Zero defects” - Training - Empowerment of employees
20 SERVICE RECOVERY . Welcome and encourage complaints - “Zero defect” Culture - Still failures - Encourage complaints - Complaints should be anticipatedencouragedtracked
21 SERVICE RECOVERY BRITISH AIRWAYS Encourages customers to complaint - Complaint points - Reservation counter - Lounge - inside aircrafts - Recorded and tracked - Use of information technology to analyze complaints - Encouraging and handling complaints positively
22 SERVICE RECOVERYAct quickly Three Steps • Take care of problems on the frontline • Empower employees • Allow customers to solve their own problems
23 SERVICE RECOVERY a Take care of problems on the front line - Customers expect employee to solve complaints - Employee - Training - Empowerment - Speedy handling - Use of phones by employees -
24 SERVICE RECOVERY b Empower Employees - Quick handling of complaints - Effective handling - Proper training - Solve problems of customers - Listening complaints - Taking initiative - Identifying solutions - Taking decisions‘Bending’ rules from time to time to help customers
25 SERVICE RECOVERY Empower employees Ritz-Carlton Hotel - Employees authorized to spend 2000$ on behalf of the customer - Solve complaint - Amount rarely used - Employees have a feeling that it can be used when required
26 SERVICE RECOVERYc. Allow customers to solve their own problems - Some problems can be fixed by customers - Use of technology Federal Express - Encourage customers to track consignments - Use of technology - Most queries are answered
27 SERVICE RECOVERYTreat customers fairly - Fair treatment - Discussed earlier - Don't discriminate Customers are very particular about this?
28 SERVICE RECOVERY Learn from recovery experiences - When customer complain - You have attended - Try to analyze - What went wrong? - Area needing improvement Ensure mistakes are not repeated
29 SERVICE RECOVERY. Learn from lost customers - Lost customers - Find out - Why they left - How were they handled - Conduct - Market research - Indepth interviewsCustomers may give a more frank option to market researchers than to you
30 SERVICE RECOVERY. Return to "Doing it Right" - The first point - Is our service recovery department becoming large or small - Large Danger, why? More customers are dissatisfied - Small Encouraging, why? Complaint handling is improving Important aspect of service recovery