Customer Experience

In Foviance’s second annual multichannel customer experience report, the research gives a ‘state-of-the-nation’ perspective on the extent to which organisations are committed to delivering an integrated experience in a world where the customer journey is becoming increasingly complex, due to evolving technology and the proliferation of devices.

Only 26% of respondents say their companies have a well-developed strategy in place for improving customer experience, just a slight increase of 4% from last year. The research has also found that ‘complexity of customer experience’ is now seen as the greatest barrier to improving multichannel customer experience, overtaking ‘organisational structure’ since 2010.

To download the whitepaper a valid e-mail address is required, however Foviance will not contact you unless you specifically request it.

Welcome to the consumer survey section of our second Annual Multichannel Customer Experience Report.  

This report looks at how a total of nearly 5,000 consumers (spread across five separate surveys) regard their experience with companies in the retail, travel, online banking, mobile phone and gaming (gambling) sectors.
Our consumer research shows that the relative importance of different attributes varies by sector, as does the frequency of overall interaction and use of different channels (including online and offline).

• Customers are increasingly moving online, however, the face to face experience is still important, the call centre and brochure being relegated to less important ways of buying
• Mobile experiences are weak – even if you’re a mobile phone company!

To download the whitepaper a valid e-mail address is required, however Foviance will not contact you unless you specifically request it.

London, UK, 4 November, 2011
Business executives back multichannel customer experience but fail to ‘walk the walk’.

Boardroom executives typically understand the importance of multichannel customer experience, but are failing to invest in the processes and frameworks to make this happen, according to research published today.

The Second Annual Multichannel Customer Experience Report, published by Foviance in association with Econsultancy, is based on a survey of more than 650 companies and agencies carried out earlier this year.

The research gives a state-of-the-nation perspective on the extent to which organisations are committed to delivering an integrated experience in a world where the customer journey is becoming increasingly complex due to evolving technology and the proliferation of devices.

The study, which looks at what the most successful multichannel companies are doing differently, has found that ‘mature’ companies have overcome technical challenges and are using a much wider range of data sources than other companies to understand the customer experience.

A commitment to customer experience from the top of the organisation is regarded as a key requirement by just under half of companies (46%) surveyed, higher than for all other organisational attributes deemed to be important. More than half of responding companies rate themselves either as ‘excellent’ (21%) or ‘good’ (37%) in terms of internal buy-in at the top of their organisations.

But only 26% of respondents say their companies have a well-developed strategy in place for improving customer experience, just a slight increase on 22% last year.

The research has also found that ‘complexity of customer experience’ is now seen as the greatest barrier to improving multichannel customer experience, overtaking ‘organisational structure’ since 2010.

Richard Sedley, Commercial Director at Foviance, said: “Companies that have benefited most from improving their multichannel customer experience are those that have recognised the importance of combining quantitative and qualitative customer insights. If your company isn’t already capturing ‘voice of customer’ via onsite surveying and social listening and integrating it with data from web analytics and search there has never been a better time to start.”

As part of this year’s research, responding organisations were asked to rate themselves across five key areas which are crucial for delivering a joined-up and compelling multichannel customer experience. These are systems & processes, leadership & culture, alignment with brand, customer touch points and use of insight.

‘Mature companies’ are those which scored highly across the five key pillars of the Foviance Multichannel Customer Experience Maturity Model.

In addition to this survey, Foviance carried out five consumer surveys about customer experience, covering retail, travel, online banking, mobile phone providers and gaming / gambling. It highlights that 69% of the 4,000 consumers surveyed have dealt with a company online and 73% of people would be likely to recommend a retail brand based on good customer experience.

Econsultancy Research Director Linus Gregoriadis said: “The understanding about the importance of customer experience is there, but many business leaders are talking the talk without walking the walk. Evidence of ownership of customer experience among company executives has not necessarily translated into clearly-defined strategies, frameworks and processes for making it happen.”

The research found that mature companies are more likely to have overcome technology and data-related issues. ‘Immature’ companies, because they are still worried about technology and systems, are losing sight of the importance of customer service and empowered staff.

Other findings from the 2011 Multichannel Customer Experience Report:

• Just over a quarter (28%) of companies say there is ownership of customer experience at board or ‘c- level’, but without full commitment across leadership teams. Almost a fifth of companies (18%) say there is ‘c-level ownership of the total customer experience’.
• The gap between mature companies and others is typically more pronounced for integration of digital channels, such website, email and internet advertising, into the overall customer experience.
• The gap is less obvious for offline touch points (for example retail outlets, direct marketing and events), with the notable exception of telephone support and sales where mature companies are way ahead of the curve.
• The research also shows how mature and ‘immature’ companies have a different perception of the attributes required for delivering a positive customer experience. Mature companies are far more likely than the least mature organisations to regard motivated and empowered staff and efficient customer service as being among the most important attributes.
• In contrast, immature companies are more focused on visibility of customer behaviour across channels and the need for a single or joined-up customer database.

Download the reports:

2nd Annual Multichannel Customer Experience Report

Multichannel Customer Experience Report Consumer Survey Results

For further information: Contact Richard Sedley: Tel:+44 (0)8450 546 500, e-mail: info@foviance.com,
web: www.foviance.com

About Foviance

Foviance is a leading multichannel customer experience consultancy that helps some of the world’s best known global brands to deliver better customer experiences that drive improvements in customer satisfaction for increased customer loyalty and better financial performance.

About Econsultancy

Econsultancy is a global independent community-based publisher, focused on best practice digital marketing and e-commerce, and used by over 240,000 internet professionals every month.

Our hub has 105,000+ members worldwide from clients, agencies and suppliers alike with over 90% member retention rate. We help our members build their internal capabilities via a combination of research reports and how-to guides, training and development, consultancy, face-to-face conferences, forums and professional networking.
Call us to find out more on +44 (0)20 7269 1450 (London) or +1 212 699 3626 (New York)

Whilst trying to find a coat online last week, it occurred to me how online fashion retail is still not very customer centric, despite the huge rise in online clothes shopping over the past few years.

I often don’t have a clear picture in my mind of what I want, just generally two specific things; what type of item (skirt/top/dress…) and what I need the item for (work/daytime/evening…) I do know what styles I like (classic/glamorous/urban…) and possibly thanks to Gok Wan, my shape (hourglass/apple/athletic…)

However, when I arrive on most fashion websites I feel overwhelmed by the choice and generally find myself trawling through endless pages of unsuitable items, and then giving up. Part of the reason for this, is that the filters provided do not help me narrow down the items using criteria that I actually have in mind. This is because, more often than not, the filters are based on the direct properties of the item (colour, brand, size) as opposed to the personal categories that users search by (purpose, style, shape.)

Adapting the filters like this could help users to find suitable items more easily, and, once reading about the items, I think that there is also scope for additional product information to help inform the buying decision. This could be things such as:

• Different ways to wear the item
• How the item looks on different sizes/shapes
• What others who previously bought the item think of it.

One website that takes a novel approach to shoe retail is stylistpick. Users are asked a series of questions about their fashion preferences before they are presented with a selection of shoes each month that the website thinks will suit them. I actually found that this narrowed the choice too much as there is no way to see all products, or re-do the style quiz if you need something for a different type of occasion. Although it’s not perfect it’s great to see new approaches being used.

The lack of customer centricity generally seen, surprises me given the size of the market, physical diversity of  people shopping and disposable incomes that many people have these days. Whilst I know that people’s clothes selection is very personal, I’m sure that there are others out there who wouldn’t mind a few more recommendations to help find the right thing. So, come on fashion websites, help me spend my money!

This advertisement using augmented reality by Volkswagen looks really cool. The only problem is you need to know about it and which ads it works with, or you’re waving your iPad about and looking a wally and nothing happens. It looks like the bus stop ones have a clue, but it might be harder with the billboard ones.

For this to reach the mainstream it needs to be so embedded in devices that you don’t need an app. I see two routes for this, either you need eyewear that augments the world automatically or (the less high tech approach) your phone buzzes or vibrates or in some way notifies you when near to an AR enabled location.

It’s getting there, the movement handling (so you don’t need to have a rock-steady hold on the device) suggest that the technology is just about ready.

If you are trying to view this video in Internet Explorer (IE)  and it is not showing, just click on this link: http://youtu.be/KRA0SZhKNyo

John Lewis have recently made wifi available throughout out their high-street stores. According to reports, the primary reason for this is to enable customers to compare the price of products before choosing to buy them. This is a very bold move from John Lewis, sticking by their longstanding price promise to be ‘never knowingly undersold’.

I’d be very interested to monitor the usage of this wifi. I wonder if customers will be more likely to whip out their mobile devices to check prices as they shop in store? Or, will this move of enabling wifi increase trust in the brand in providing great value products, so that customers don’t feel the need to actually check up on the prices offered? Is it instead going to be used by John Lewis customers to simply check Facebook or read their online copy of the newspaper in the John Lewis café?

Either way, it’s a great move to ensure that customers can make immediate decisions in store and complete purchases there and then, rather than having to do online research separate from their offline experience. The important thing for John Lewis to ensure in rolling this out, is that customers’ mobile online experience is fully aligned to their in store experience, to provide a fully joined up multi channel experience. Done well, this could transform shopping experiences and is a great step in the direction of ensuring that the digitally evolving needs of customers are met throughout the traditional shopping journey.

As a regular commuter, I’ve started to notice a few QR codes appearing on adverts inside the tube carriages and even on a poster in a tube corridor. The other day, I spied a large half-page M&S advert in the Metro that sported a conspicuous QR code. It was probably a special edition (13th October), since today’s paper did not contain anywhere near as many QR codes.

However, in this particular paper, inside the first page was a “Metro on the move in four easy steps” box with a QR code and a very brief explanation of what they are and how to use them. Within the paper I counted no less than 11 adverts with QR codes.

I decided to carry out a brief review of the QR codes using an iPhone 4 on a 3G connection in the same location within the hour. The results of my findings are below:

Non- mobile friendly web pages:

• Metro’s own QR code took a considerable amount of time to load because of the non-mobile friendly web pages.
• Wowcher advert on saving on paintballing: It was slow to load to the relevant voucher and went straight to the main non-mobile friendly website.
• Simplify digital advert on price comparisons was slow to load and after a lengthy amount of time passes, I’m still waiting.
• Lloyds Pharmacy advert on men’s “problems” (let’s leave it at that): Leads to a non-mobile friendly website. Although a funny advert with three naked men pictured holding hats in front of them.
• Flu Camp advert to recruit people for clinical trials: Another non-mobile friendly web, a pity as the actual advert and code were very creative.

QR codes leading to different advertised pages:

• M&S Dine in offers in store (dinner for 2, £10); although the advert stated the offer ran to the 18th of October the code simply led to a web page to sign up for text alerts
• M&S Women’s full page coat advert: M&S lead users to the site’s women homepage, although mobile enabled, it would be much easier if the QR code diverted users directly to the coat.
• AirFrance (general advert): Again, goes straight to their mobile home page, I would have benefited more if it had linked straight to the advert on display.
• Motors.co.uk advert about researching second hand cars: Lands straight to the iTunes download page. (Except the title of the scanned code is not relevant – it is simply the iTunes url)

QR codes working well:

John Lewis/Sony Bravia TV: A QR code that takes you straight to the mobile enabled buy now page. In my basket with a click!

Heathrow general advert/download free app: It goes to a video page (showcasing the advert) but you can skip it to get the app download page. This takes you straight to the iTunes download page.

The final verdict is, if advertisers expect to go mainstream with QR codes, they really need to improve the experience for users.

Emotional Engagement Measurement™ (EEM™ ) is a ground breaking research approach that provides insights into the unconscious motivations of consumers when they are engaged in learning about, purchasing or using products and services. It’s taken three years of studying electroencephalography (EEG), adding traditional face-to-face and questionnaire research and honing our studies on eyetracking to develop our new service.

It’s an exciting development for businesses and brands; there’s a need to understand how customers feel towards products and services and even though Foviance has traditionally used research techniques to reveal conscious reactions, we are now able to unlock unconscious reactions with analysis of hidden reactions and impressions from customers using Emotional Engagement Measurement™.  This technique can boost revenues for our clients because they will understand on a greater level customers’ unconscious behaviours; it’s not just a case of knowing that experiences need to be optimised, but how to create better customer experiences and heighten engagement.

The importance that emotions play in a decision making process really cannot be ignored. By combining developed research techniques we can provide measurements in several key areas including; excitement, engagement, boredom and irritation (which provides a full picture of unconscious responses and reactions). It’s exciting for us to be able to provide the physical response to experiences, an area that was previously missing.

We have already witnessed great results for clear stimuli such as imagery, layouts, colours, email campaigns and more, which reveals entirely new levels of customer understanding.

To find out more about EEM™ and Emotional Engagement, please refer to our dedicated website