Mapping the Shopper Satisfaction Journey
Today’s shoppers demand a seamless experience with retailers they trust. Sometimes however, a seamless experience is hard to achieve across multiple sales channels. This was the problem recently facing a leading retailer that built its business on a 100% Satisfaction Guarantee. Implementing that Guarantee across retail stores, outlets, catalog, phone and online ordering proved to be a major challenge. They turned to Mad*Pow’s Strategy and Service Design team to create a set of customer journey maps to identify friction points in the Return/Exchange process. Our research provided a roadmap to help the retailer increase back office staff efficiency and customer satisfaction.
- Customer point of view
- Deliverable: Smaply Customer Journey Maps in a format the client can edit and evolve
100% Satisfaction (Not) Guaranteed
Reliable return and exchange is an important cost of doing business that must be controlled. Inconsistently applied policies across sales channels meant the company was falling short of its 100% Satisfaction Guarantee. To help boost customer satisfaction ratings, Mad*Pow conducted a research-based situation analysis and created a series of five Customer Journey Maps. These maps identified friction points for both customers and staff in the retailer’s Return/Exchange process and provided a roadmap for increasing back office efficiency and improving customer satisfaction.
Research First: The Shopper’s P.O.V.
After an internal communications effort to help staff interpret the Return/Exchange policies uniformly, the company realized it still wasn’t living up to its Guarantee. Mad*Pow knew it was critical to look at the problem from the shopper’s point of view. We started by reviewing the retailer’s existing service blueprint, interviewing stakeholders and conducting “secret shopper” experiments. This research uncovered numerous friction points in the Return/Exchange process. Most were caused by back office incompatibilities between the retail system used in stores and an alternate system used by reps on the phone and online.
An Inside Look: Customer Journey Maps
Working with Smaply, a cloud-based service design tool, Mad*Pow created a series of Customer Journey Maps to capture customer and staff experiences during the Return/Exchange process. The maps:
- Identified common customer information goals.
- Showed types of return/exchange.
- Described how the return/exchange was conducted.
- Included details on checkout processes, exchanges, returns and shipping.
- Isolated the various friction points that occur when customers cross channels or service staff turn to improvised solutions to bridge gaps in their support systems.
Mad*Pow wrapped up the project with a 20-person workshop to expose the retailer’s key staff to the results of the research, including the friction points to address. After the workshop, the final Customer Journey Maps were revised and delivered to the client as editable Smaply service design projects the retailer can use to direct changes in its policies.
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