1. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 1 Chapter 3 Developing Service Concepts: Core and Supplementary Elements

2. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 2 Learning Objectives – Chapter 3  In depth understanding of service products  Determine the value of flowcharting service usage  Explore the use of supplementary services and how they add customer value  The use of branding in services  An approach for new service design

3. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 3 Planning and Creating Services

4. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 4 Planning and Creating Services  A service product comprises all elements of service performance, both tangible and intangible, that create value for customers  The service concept is represented by:  A core product  Accompanied by supplementary services – facilitate and enhance use of the core product and add value and differentiation

5. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 5 Core Products and Supplementary Services  In mature industries, core products often become commodities  Supplementary services help to differentiate core products and create competitive advantage by:  Facilitating use of core product (a service or a good)  Enhancing the value and appeal of the core product

6. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 6 Designing a Service Concept  Core Product  Central component that supplies the principal, problem-solving benefits customers seek  Supplementary Services  Augment the core product, facilitating its use and enhancing its value and appeal  Delivery Processes  Used to deliver both the core product and each of the supplementary services

7. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 7 Core and Supplementary Services at Luxury Hotel (Offering Much More than Cheap Motel!) Reservation Valet Parking Reception Baggage Service Cocktail Bar Restaurant Entertainment/ Sports/ Exercise Internet Wake-up Call Room Service Business Centre Cashier A Bed for the Night in an Elegant Private Room with a Bathroom

8. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 8 Flowcharting Service Delivery Helps to Clarify Product Elements  Helps management visualize the customer’s total service experience  Useful for distinguishing between core product itself and service elements that supplement core  Restaurants: Food and beverage (core)  Reservations (supplementary services)  Nature of customer involvement with service organizations varies by type of service:  People processing  Possession processing  Mental Stimulus processing  Information processing

9. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 9 Simple Flowchart for Delivery of a People-Processing Service (Fig 3.4) Park Car Check In Spend Night in Room Breakfast Check Out Breakfast Prepared Maid Makes up Room People Processing – Stay at Motel

10. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 10 The Flower of Service (Fig 3.6) Core Information Consultation Order Taking Hospitality Payment Billing Exceptions Safekeeping Facilitating elements Enhancing elements KEY:

11. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 11 How to Determine What Supplementary Services Should Be Offered  Not every core product is surrounded by all eight supplementary elements  Nature of product helps to determine:  Which supplementary services must be offered  Which might usefully be added to enhance value and ease of use  People-processing and high-contact services have more supplementary services  Market positioning strategy determines which supplementary services should be included  Firms with different levels of service often add extra supplementary services for each upgrade in service level

12. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 12 The Flower of Service: Facilitating Services—Information Core Customers often require information about how to obtain and use a product or service. Examples of elements:  Directions to service site  Schedule/service hours  Prices  Conditions of sale  Usage instructions

13. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 13 The Flower of Service: Facilitating Services—Order Taking Core Customers need to know what is available and may want to secure commitment to delivery. The process should be fast and smooth. Examples of elements:  Applications  Order entry  Reservations and check-in

14. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 14 The Flower of Service: Facilitating Services—Billing Core “ How much do I owe you? ” Bills should be clear, Accurate, and intelligible. Examples of elements:  Periodic statements of account activity  Machine display of amount due

15. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 15 The Flower of Service: Facilitating Services—Payment Core Customers may pay faster and more cheerfully if you make transactions simple and convenient for them. Examples of elements:  Self service payment  Direct to payee or intermediary  Automatic deduction

16. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 16 Core The Flower of Service: Enhancing Services—Consultation Value can be added to goods and services by offering advice and consultation tailored to each customer ’ s needs and situation. Examples of elements:  Customized advice  Personal counseling  Management consulting

17. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 17 The Flower of Service: Enhancing Services—Hospitality Customers who invest time and effort in visiting a business and using its services deserve to be treated as welcome guests— after all, marketing invited them! Examples of elements:  Greeting  Waiting facilities and amenities  Food and beverages  Toilets and washrooms  Security Core

18. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 18 Core The Flower of Service: Enhancing Services—Safekeeping Customers prefer not to worry about looking after the personal possessions that they bring with them to a service site. Examples of elements:  Looking after possessions customers bring with them  Caring for goods purchased (or rented) by customers

19. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 19 Core The Flower of Service: Enhancing Services—Exceptions Customers appreciate some flexibility when they make special requests and expect responsiveness when things don ’ t go according to plan. Examples of elements:  Special requests in advance  Complaints or compliments  Problem solving  Restitution

20. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 20 Managerial Implications  To develop product policy and pricing strategy, managers need to determine:  Which supplementary services should be offered as a standard package or as fee based options  Firms that compete on a low-cost, no-frills basis needs fewer supplementary elements than those marketing expensive, high-value-added services  Each flower petal must receive consistent care and concern to remain fresh and appealing

21. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 21 Planning and Branding Service Products

22. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 22 Branding Alternatives  Purpose of branding is to establish a mental picture of the service and clarify the value proposition  Service marketers need to be their brand champions  Branding alternatives are:  Branded House – brand name to multiple offerings in unrelated fields e.g. Virgin Group  Sub Brands – master brand is primary frame of reference but product has a distinctive name e.g. Singapore Airlines Raffles Class  Endorsed Brands – Product brand dominates the corporate name  e.g. hotels  House of Brands – corporation with a number of products, each promoted under its own brand name e.g. Proctor & Gamble

23. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 23 Developing New Services

24. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 24 A Hierarchy of New Service Categories (1) Range from major innovations to simple style changes: 1.Major service innovations  New core products for previously undefined markets 2.Major process innovations  Using new processes to deliver existing products with added benefits 3.Product-line extensions  Additions to current product lines 4.Process-line extensions  Alternative delivery procedures

25. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 25 A Hierarchy of New Service Categories (2) 5.Supplementary service innovations  Addition of new or improved facilitating or enhancing elements 6.Service improvements  Modest changes in the performance of current products 7.Style changes  Visible changes in service design or scripts

26. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 26 Reengineering Service Processes  Reengineering involves analyzing and redesigning processes to achieve faster and better performance  Running tasks in parallel instead of sequence can reduce/eliminate dead time  Examination of processes can lead to creation of alternative delivery methods that constitute new service concepts  Add/eliminate supplementary services  Resequence delivery of service elements  Offer self-service options

27. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 27 Services as Substitutes for Goods Ownership and Task Performance (Fig 3.12)

28. Copyright © 2008 Pearson Education Canada Services Marketing, Canadian Edition Chapter 3- 28 Summary – Chapter 3  The service concept consists of the core product, the supplementary services and the delivery processes  Flowcharting differentiates the core and supplementary services providing a total view of the customer’s experience  The 8 petals of the Flower of Service shows how supplementary services can enhance and facilitate  Branding provides a mental picture of the value proposition  There are 7 different categories of new service design ranging from major innovations to style changes