Over $2B was spent on advertising in New Zealand in
2010
Source: http://www.asa.co.nz/industry_turnover/media_turnover_with_explanatory_notes_2010%20final%20.pdf
Consumers decrease time with traditional touchpoints…
TV
•US online adults spend equal amounts of time – 13 hours a week –watching TV and being online 3
Other media
•The percent of US online adults reading print newspaper has fallen from 81% in 2007 to 73% in 2010 3
Stores / branches
•More than 1 in 4 UK adults claim that online product reviews have a major influence on their purchasing decisions 1
•Only 16% of Americans prefer to deal with a customer-service problem in person 2
1 TGI, June 2011 2 What’s wrong with customer service?’, Consumer Reports, July 2011 3 Forrester Research, 2010
… and increase engagement with newer emerging ones:
Mobile
•New Zealand’s mobile penetration is estimated to be 120% 6
•Within five years the number of users accessing the Web from mobile devices will surpass the number who access it from PCs 7
•Global shipments of smartphones and tablets surpassed shipments of desktop PCs and notebooks in Q4, 2010 8
6 http://www.nbr.co.nz/opinion/what-2degrees-should-announce-tomorrow 7 http://www.wired.com/magazine/2010/08/ff_webrip/all/1 8 http://www.slideshare.net/kleinerperkins/kpcb-top-10-mobile-trends-feb-2011
The Web
•Online retail expenditure now accounts for 5.1% of all retail sales in New Zealand 4
•My Dad is the only one left in New Zealand who is not online
Social networks
•96% of Kiwi Internet users visited a Social Media site in May 2011 5
•34% of Kiwi shoppers follow an online shopping site on Facebook 4
4 Digital Media Research 2011, PwC and Frost & Sullivan 5 comScore State of The Internet with a Focus on New Zealand, July 2011
Customer-facing staff
Websites
Communications
Physical environments
Payment systems
Packaging
Multiple organisations, channels and interactions, across time
Pop quizWhat percentage of people cross at least two channels when making a purchase?
a) 15%
b) 30%
c) 50%
d) 70%
Source: Profiling The Multichannel ConsumerHow Retailers Can Enable Multichannel Consumer BehaviorForrester Report July 29, 2009, By Patti Freeman Evans
70%
Consumers who gave channel or channel transition a 4 or 5 on a scale from 1 (not satisfied) to 5 (very satisfied):
Bought in a store
Researched a product online and bought it in a store
Bought online
Researched a product in the store and bought it online
82%
61%
61%
56%
Source: http://www.retailtouchpoints.com/cross-channel-strategies/201-forrester-shoppers-show-cross-channel-eagerness-but-satisfaction-levels-slump-.html
Consumers who gave channel or channel transition a 4 or 5 on a scale from 1 (not satisfied) to 5 (very satisfied):
Bought in a store
Researched a product online and bought it in a store
Bought online
Researched a product in the store and bought it online
82%
61%
61%
56%
Most people use more than one channel, And are less satisfied as a result
Source: http://www.retailtouchpoints.com/cross-channel-strategies/201-forrester-shoppers-show-cross-channel-eagerness-but-satisfaction-levels-slump-.html
Customer-facing staff
Websites
Communications
Physical environments
Payment systems
Packaging
More channels
= more failure points
= more likely to have a bad experience
64% of respondents had left a store because of poor service
in the last 12 months.
67% had hung up on customer service without
having their issue addressed.
Source: What’s wrong with customer service?, Consumer Reports, July 2011
80%
8%
Companies that believethey provide a superior
proposition
Companies whosecustomers agree
Source: http://www.bain.com/bainweb/PDFs/cms/Public/BB_Closing_delivery_gap.pdf
Many organisations have a blind spot when it comes to their customer experience
The bad news
� Our attention is fracturing across channels, and many of us use more than one channel to make a purchase
� Those who use more than one channel are less satisfied, and less tolerant towards poor service
� And companies can’t see the blind spots in their customer experience
Design is not just what it looks like and feels like. Design is how it works.
- Steve Jobs
Source: http://experiencematters.wordpress.com/2011/08/25/customer-experience-lessons-from-steve-jobs/
Design isn’t just about making things beautiful; it’s also about making things work beautifully.
- Roger Martin
How do you “do” design?
The uk design council looked at 11 world-leading companies and found their design processes mapped to 4 stages…
1. Who your users are
2. Their goals
3. Their characteristics
4. Their context of use
5. Existing usage
More than 60% of participants testing a new kitchen appliance indicated that they were “likely” or “very likely” to buy it in the next 3
months.
8 months later, only 12% had.
Focus group participants will tell you they don’t like all the sex and violence on tv. Yet what do we watch? Sex and violence.
Observation is the key to the Discovery phase
� You have to go beyond what people say and watch what they do
Sorry! This is where we’d normally show you all the sexy stuff we did with the Air New Zealand Skycouch.
Unfortunately we can’t put the photos online, so drop us a line if you’d like us to run you through
them in person.
Advertising is the price you pay for having an unremarkable product or service.
- Jeff Bezos
Source: http://blog.seattlepi.com/amazon/2009/05/28/amazons-jeff-bezos-on-kindle-advertising-and-being-green/
Consumers spend between 7 –22% more with companies that they believe provide excellent customer service.
Source: American Express Global Customer Service Barometer, May 2011
World-class organisations don’t compete on service, products, technology or
features.
They compete on experience.
We love to design cross-channel
customer experiences. Talk to us today
Sign up to our newsletter at www.optimalusability.com!
Image credits
Slide 1: http://www.kewlwallpapers.com/bulkupload/73/Animals/Bear%20Boxing.jpg
Slide 4: http://www.imgbase.info/images/safe-wallpapers/photography/beach/18223_beach_tropical_palm_beach.jpg
Slide 21: http://www.flickr.com/photos/jesse757/3094868007/sizes/l/in/photostream
Slide 30: http://www.dnzproperty.com/images/objectImages/highres_images/PMC-Noel-Leeming.jpg
Slide 42: http://www.pollsb.com/photos/o/30630-key.jpg
Slide 43: http://themoodbooster.net/wp-content/uploads/2011/10/Steve_Jobs_portrait_by_tumb.jpg
Slide 44: http://www.phorecast.com/wp-content/images/dean_roger_martin.jpg
Slide 50: http://www.msresearchinc.com/images/Focus%20Group.jpg
Slide 52: http://errornotfound.files.wordpress.com/2011/06/true-blood-true-blood-7167238-1280-1024.jpg
Slide 76: http://www.viruscomix.com/creativevitaerc.jpg
Slide 77: http://www.alistapart.com/d/demystifying-design/demystifying-design.jpg
Slide 91: http://img.scoop.co.nz/stories/images/1103/richardsimmons.jpg
Slide 100: http://theasiacareertimes.com/wp-content/uploads/2011/07/bezos.jpg
Slide 101: http://en.wikipedia.org/wiki/File:Line_at_Apple_Store_in_NYC.jpg
Slide 102: http://theoatmeal.com/comics/customer_service
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