Engr Mian Khurram Mateen Engr Mian Khurram1

The asset of any organization is customer Increase in numbers, buy more, more frequently show a satisfied customer As customer satisfaction is a measure of quality Successful TQM begins by defining quality by customer prospective Customer satisfaction, not increase profit will the primary goal of a organization (Why ?) Customer satisfaction measurement is subjective not objective in nature. So it is hard to measure the feelings, attitudes, opinions and perception.

CUSTOMERS Front-line Staff Functional Department Staff CEO Sr. Mgrs

Customer needs Company Product/Service offer

5 Who is the Customer? External Customer -- External Customer -- those who receive the final products. Occurs normally at the organizational level McDonald's determine the customer to be the child when they launched Happy Meals. The never paid for the meal but the child influence the sale. External customer can be defined in many ways who Use the product and services Purchase the product or services Influence the sale Customer Satisfaction

6 External Customer External Customer : fall in three categories Current customer Prospective customers (Introduction of fast food) Lost customer Internal Customers Internal Customers – Every person in a process is a customer of the previous operation.( applies to design, manufacturing, sales, supplies etc.) [Each worker should see that the quality meets expectations of the next person in the supplier-to-customer chain ] TQM is commitment to customer-focus - internal and external customers. Customer Satisfaction

Inputs from external customers Internal customers Outputs to external customers

Questions asked by people to their internal customers What do you need from me? What do you do with my output? Are there any gaps between what you need and what you get? Good team-work and inter-Departmental harmony is required. Also the leaders role in supervising the internal customer-supplier chain.

TQM is quality management and management of quality – there is no full stop and no break in the chain! Continuous process (quality) improvement is all its about. Why? One important reason is the customer quality level is not static and his expectations keep changing and his demands too! Also plant process dynamics- how to achieve maximum efficiency, optimizing cost and performance in the process operations, minimizing waste etc.

Performance- Fitness for use Availability Reliability Maintainability Features- example -Cars Service Warranty Price Reputation Good experience is communicated to 6- persons Bad experience is communicated to 15-persons

Customer feedback has to be continuously sought and monitored - not one-time only!( Pro-active! Complaints are a reactive method of finding out there is a problem. Customer feedback gives following information 1. Discover customer dissatisfaction 2. Relative priorities of quality can be obtained from the customer 3. Performance comparison with competitors can be known 4. Customers needs can be identified 5. Areas for improvement can be noted.

1. Comment cards enclosed with warranty card when product is purchased. (Hotels) 2. Customer survey and questionnaire- uses scale from 1-5 or education – remember 6- point to conduct it 1.Client and customer are not the same 2.Surveys raise customer expectation 3.Be specific in questions 4.You have only one chance 5.More time spend on survey development lesser time spend on analysis and results 6.Before the data collection you know how to process it

3. Customer visits- Example-Harrpic cleaner 4. Customer focus groups- Ex- Pharmaceutical 5. Toll-free phones- Ex- banks 6. , Internet newsgroups,discussion forums 7. Employee feedback 8. Mass customization.

Customer complaints. Every company should have a procedure for using complaints. Accept complaints Feedback complaint information to all people in organization Analyze complaints by doing the detective work Eliminate the root of cause. More inspection may not corrective action. Report result of all investigation and solution to everyone.

(i )Organization 1. Identify each market segment 2. Write down the requirements 3. Communicate the requirements 4. Organize processes 5. Organize physical spaces

(ii) Customer Care 1. Meet the customers expectations 2. Get the customers point of view 3. Deliver what is promised 4. Make the customer feel valued 5. Respond to all complaints 6. Over-respond to the customer 7. Provide a clean and comfortable customer reception area.

(iii) Communication 1. Optimize the trade-off between time and personal attention 2. Minimize the number of contact points 3. Provide pleasant, knowledgeable and enthusiastic employees 4. Write documents in customer-friendly language.

(iv) Front-line people 1. Hire people who like people 2. Challenge them to develop better methods 3. Give them the authority to solve problems 4. Serve them as internal customers 5. Be sure they are adequately trained 6. Recognize and reward performance

(v)Leadership 1. Lead by example 2. Listen to the front-line people 3. Strive for continuous process improvement

Keep promises to customers Return customer calls promptly Allot staff to handle customer problems Treat customers with courtesy, respect and professionalism always Evaluate customer satisfaction regularly Search for customer-related improvements continuously Deliver Products/Service promptly and efficiently Give every customer complete and personal attention.