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Research by SMG
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Executive Summary
The UK High Street is experiencing a period of flux with the proliferation of e-commerce, store closures and a double-dip recession. Retailers, restaurateurs, industry bodies and the Government alike are urgently searching for answers. Service Management Group (SMG), a customer insight agency, has analysed feedback from 108,048 genuine UK retail and restaurant customers during 2011 to measure how customer satisfaction impacts sales and brand loyalty. This data has been used to create the SMG Customer Satisfaction Index, gauging how well UK retailers are faring across the country. The SMG Customer Satisfaction Index measures the customer experience; the impact of friendliness of staff; availability of assistance and problem resolution and then calculates responses into an overall value. The SMG Customer Satisfaction Index in the UK has a score of 6.1 out of a possible 10. Key findings from the data include:
The value of a smile good customer service increases spend by 39 per cent per sale. Customers who are greeted and receive assistance spend considerably more than those who are not greeted and do not receive assistance. This equates to 45.38 billion in missed sales last year alone due to poor customer service in the UK. Customer service drops throughout the day, and this is having a direct impact on sales. Effective problem resolution builds brand loyalty, increasing likelihood to recommend and return. Customer satisfaction mirrors the Personal Happiness Index*, with customers aged between 25 and 49 the least satisfied with their customer experience. Men in the UK are more likely to complain than women about their customer experience. The worst places in the UK for customer service are Worcestershire, Dorset, Berkshire, while the best places are Herefordshire, Northumberland, and East Yorkshire.
*For more detail on the Personal Happienss Index by The Economist visiit: www.economist.com
Figure 1
Value of a smile
No Yes
The graph above highlights the impact staff interaction can have on average customer spend. Customers who receive assistance, on average, spend up to 39 per cent more than those who are not helped by staff. To demonstrate the true value of staff engagement, SMG has calculated the floating pound, and calculated that British retailers are missing out on as much as 45.38 billion each year in sales due to poor customer service (see appendix). This equates to the amount of discretional spend that is available for retailers. These additional consumer spending opportunities will be capitalised on by retailers who have engaged staff, providing high levels of customer service. This is a concerning issue for retailers that are not making the necessary investment in staff training.
Average Spend
The chart above highlights the positive impact that staff engagement can have on sales. Staff need to spend more time assisting customers as, in turn, they are more likely to spend more in-store. While there are clear opportunities for staff to improve sales through an engaging customer experience, Saturday and Thursday present the biggest opportunity.
Dover
Southhampton Plymouth
*The above heatmap takes into account the customer experience from specific store locations rather than customers postcodes.
The regional map highlights that the highest customer satisfaction levels are found at the geographical extremes of the country, including Cornwall, North East Scotland, Northern Ireland, West Wales and East Yorkshire. Ranked against the national average, the best- and worst-performing counties are:
Northumberland
SMG Customer Satisfaction Index: + 6.0
Dorset
SMG Customer Satisfaction Index: - 12.2
East Yorkshire
SMG Customer Satisfaction Index: + 5.4
Berkshire
SMG Customer Satisfaction Index: - 11.9
The North-South divide is clearly reflected in overall customer satisfaction. Customers outside Greater London and the south of England can expect more engaged and friendlier staff, which will have a direct impact on overall customer satisfaction.
The SMG Customer Satisfaction Index shows the ranking difference between each region, drawn from the feedback of 108,048 customers, against the national average of 6.1.
Speed at the till can be detrimental to a customers experience, with slow service leading to frustration and the risk of leaving the store without purchasing. As portrayed in the graph, there is vast difference in the view of a speedy checkout between the regions. As a general rule, consumers outside of Greater London are more highly satisfied with their experiences.
Gold Service
The Olympics will see the UK take to the global stage, and it is an opportunity for Britain to create its very own legacy built on innovation, rich culture and quality experiences. There are three million people working in the retail and leisure sector, and VisitBritains visitor forecast reveals the UK should attract 30.7 million visitors in 2012, fuelled by this summers events such as the Jubilee, Wimbledon, and of course the Olympics. It is now more important for stores to invest in training staff to appropriately engage with customers and solve any problems that may arise. However, the spotlight will be on London, with a wide variety of flagship stores, to deliver exceptional customer service to tourists and create brand ambassadors. In turn, this will create absolute loyalty, fostering a brand experience that customers will recommend and want to relive when they are home, especially as many UK brands now have stores overseas. Recommendations from trusted sources is one of the key drivers for new customers.
Figure 5
Customer experience against time of day % of Consumers Highly Satisfied % of Consumers Highly Satisfied
Overall satisfaction levels mirror the trend for friendliness, availability and shop cleanliness. There is an after-work customer urge to splurge with the average spend at its highest of the day. This is not being capitalised on, with staff friendliness, availability and cleanliness on the decline at this vital time when customers want to spend more. The debate around longer opening hours is constantly on the agenda. However, while this may support the consumer spend trend, retailers will need to address the drop in customer experience to avoid creating a decline in customer loyalty.
Figure 6
Customer experience across the week
Similarly, at the weekend, Saturday holds the biggest opportunity for the retail and restaurant industry, as it is a period when the majority of customers will be shopping. However, customers are generally less satisfied on the weekend, especially when it comes to speed at the till. Due to the influx in customers at this time, there are likely to be longer queues causing customers to have a poorer customer experience. The data shows that staff are offering lower levels of service and not maximising the potential increase in spend. Overall, this is creating more problems for retailers, as without staff being at the top of their game at the weekend, it is likely that the number of complaints will increase, damaging loyalty and creating dissatisfied customers. It is absolutely natural, of course, that from time to time the customer experience is not consistent. But the research highlights that this is not a one-off and all aspects of the customer experience are declining throughout the day.
This graph highlights how customers who are highly satisfied with the resolution of their problem rate the overall experience higher and become more loyal to the brand. Problem resolution can clearly build brand loyalty and increase the likelihood that customers will not only return but also recommend.
Service Management Group, Inc. and/or Service Management Group Ltd. 7
Below is a genuine customer response from a large pet supplier, which is a prime example of how dealing with customer problems appropriately can have a lasting impact on satisfaction, likelihood to recommend and sales. I came in with a faulty pump for my fish tank. The staff sorted out the problem with the pump and it was not necessary for me to purchase a new one (however I did purchase other items for my dog and bird table!). I found the staff extremely helpful, knowledgeable and enthusiastic about their work!
Retailers need to be aware of the varying customer demographic expectations. While the younger and older generation may have a reputation for being less satisfied, in reality, customers under 18 are much more likely to say that they had exceptional service during a shopping experience. It is down to store managers to re-educate their staff on these misperceptions and the importance of addressing each age group with the appropriate level of engagement. This is especially true when you realise that the 55+ age group has the highest disposable income.
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Figure 8
Female Male % of Consumers Experiencing a Problem / Highly Satisfied with Resolution Service Management Group, Inc. and/or Service Management Group Ltd.
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Methodology
Continuous customer insight programmes are used regularly by a range of retail and leisure outlets across the UK. Data is collected when a customer completes an online feedback form to respond to questions relating to the entire customer journey. SMG is able to conduct deep analysis into the data captured and can provide detailed summaries on the variables that impact the customer experience, positively and negatively, across regions, specific aisles, time frames, basket size and transaction levels. The ability to capture genuine feedback from real customers in real time enables organisations to gain a better understanding of their customers and create tangible action plans to address their needs while meeting their business objectives. SMG (Service Management Group) is the leading international customer experience research firm. Driving business results by partnering with brands to improve customer loyalty and employee engagement, SMG provides actionable insights and recommendations both the front-line and senior executive levels. SMG has developed a proprietary suite of research services combining world-class technology with unmatched industry expertise. Each year, the firm evaluates over 70 million customer experiences in 64 countries and 29 languages for more than 200 brands.
Appendix
Calculation of floating pound In 2011, the UK retail sales totalled 303 billion and, given the SMG customer satisfaction level in the UK is 6.1 (61.6%), we can assume that: - 186.65 billion in sales were from highly satisfied customers - 116.35 billion in sales were from not highly satisfied customers In the SMG research, it has been identified that the value of a smile and quality customer service will increase sales by 39 per cent. Therefore, if the all customer in the UK received quality customer service, the value of these sales would be increased to 161.73 billon. This means overall retail sales in 2011 could have been as high as 348.38 billion. If UK customer service was outstanding, the retail industry could experience a 15 per cent growth in total retail sales in real terms, 45.38 billion.
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