顧客滿意 / Customer Satisfaction

1. 顧客滿意 / Customer Satisfaction

2. Outline – Customer Satisfaction • What Is Customer Satisfaction ? • Why Needs Customer Satisfaction ? • What Are Key Components Of Customer Satisfaction ? • How To Understand Your Customer Satisfaction ? • What Are Factors That Block Customer Satisfaction ? • How To Improve Customer Satisfaction with Product / Quality ? • What Are Key Drivers To Make You Success On Customer Satisfaction ? • Q&A

3. What Is Customer Satisfaction ? The formation process is dynamic : Customer measures and rates his/her Satisfaction as a result of comparison process. Prior to the purchase and consumption of a product/service, a customer establishes various expectations concerning the “Performance” of the product/service. In general,EXPECTIONSare the customer’s predictions of the nature and level of satisfaction that they willRECEIVEwhen product/service is consumed. Therefore, customer expectations play the role of defining the standard against which subsequent “Performance” is judged. 1.

4. 2. • There are a variety of factors influence customer expectations, and hence, ultimate satisfaction level. • They include such things as : • Customer prior experience • Communication with sales people • Advertising • Price • Influence of friends • Customer’s own personality characteristics • As a result, customer EXPECTATIONS serve to provide the foundation for attitude formation and also the adjustment of subsequent / expectation perceptions.

5. 3. During the OWNERSHIP experience, the customer compares perceived “Performance” to the previously formed EXPECTATIONS. If the “Performance” meets or exceeds EXPECTATIONS, the customer is satisfied, but if “performance” falls short of EXPECTATIONS, the customer is dissatisfied. As the customer continues through the OWNERSHIP experience, he/she tends to modify or revise his/her expectations. As a result, customer satisfaction levels evolve.

6. Why Needs Customer Satisfaction ? • It was proven strong correlation between “Completely Satisfied” customers and owner loyalty : a customer will recommend his/her friends to purchase the product/service he/she experienced. • Harvard Business School study findings : • Firms with higher level of customer loyalty (not market share) enjoy higher profitability in a given industry . Profit will increase by 25% ~ 85% from 5% increase in customer loyalty. • Firms become more profitable overtime due to loyal customers.

7. Profit Increase from 5% Increase in Customer Loyalty Profit Increase Source : F. Reichheld and E. Sasser (1990), “Zero Defections : Quality comes to Life” Harvard Business Review, Sep.-Oct. Issue.

8. Customer Profit Patterns Over Time Profit Per Customer (US$) Source : F. Reichheld and E. Sasser (1990), “Zero Defections : Quality comes to Life” Harvard Business Review, Sep.-Oct. Issue.

9. Loyal Customer vs. Sales Cycle – Ford Research • Cost of acquiring new customers is 5 times the cost to retain existing ones. • Frequent of Customer Contact Point. • Sales : one time for new car buyer. • Service : eight times for car service. • Factors that affect a customer re-purchase to your product 80% comes from high satisfaction of service experiences.

10. Profitable Growth Through Customer Loyalty

11. Product Component Consumer Headset 76% Get Brand Right Build It Right Design It Right Design It Right Image Brand Reliability Value “Share of Wallet” Build It Right New Vehicle Appeal Owner Loyalty/ Conquest Enduring Profitable Growth Overall Ownership Satisfaction Sell It Right Buy Decision ? ? $Sales$ Ownership Experience Enthusiast SHAREHOLDER VALUE External Influences Brand Loyalty Fix It Right “Share of Mind” Treat Me Right 24% Compe- titive Actions Press Sales & Service Customer Satisfaction Components Percents show contribution to overall customer satisfaction. Source: M&S Service Analysis

12. Customer Satisfaction Scorecard

13. Customer Feedback System

14. FLH’s Marketing Research for Customer Satisfaction Product & Quality : GQRS / JD Power IQS & APEAL / ICCD Sales : CVP / JD Power SSI Service : CVP / JD Power CSI / CRC & DCRC survey Distribution : Dealer Attitude Survey (Company to Dealer Standard)

15. 3 2 1 What are factors that block Customer Satisfaction.A Framework for Customer Satisfaction and Enthusiasm Product Components Emotional Rational Basic Quality Excitement Quality Performance Quality Brand Image (Halo Effect) Appearance minimum degradation with time/service Failure mode avoidance Consumer driven Functional targets

18. How to Improve Customer Satisfaction with Product / Quality • Kano model • Establish Key Milestones for New Program Launch – Ford case • Develop Reliability Process – Ford case • Integrate Reliability Process with Program Launch Key Milestones – Ford case • Tracking Process – Quality / Reliability Metrics • Q / RDAM – Quality, Reliability, Discipline Assessment Metrics

19. Customer Satisfaction – Brand, Product, and the Engineer – Graphic of Key Messages Brand/PALS Kano –Prioritize and Plan Consumer Headset Targets Cascade Customer Satisfaction Reliability Demonstration Kano – Execution Progress Scorecard With vehicle June5handout.ppt Originator GSTORK

20. What Are Key Drivers to Make You Success on Customer Satisfaction ? • Business transformation is required to shift to … • Think about the fact of existing competition environment under -- • Product or Service offering may be completely commoditized • Margins may be vanishing • Does your company deliver unique value, at a profit, to target customers? • Can competition get a foothold?

21. From Product–Centric to Customer–Centric

22. From Product-Centric to Customer-Centric: A Paradigm Shift

23. How to Build up a Customer-Centric Business Structure ?

24. Q & A

25. Thank You !