Customer Segmentation Needn’t Create Poor Customer Service

A popular way to segment customers is by revenue or profit generated, with “A-list” customers receiving more perks and personal service than “lower” categories. There are right and wrong ways to do this.

Doing it right means cultivating customers so they all feel appreciated, by developing or improving products to meet each customer segments’ needs. Result: pleased customers and higher profit.

Doing it wrong creates risk of sub-standard service for “unimportant” customers, making them feel unappreciated and resentful. Result: missed profit opportunities and disgruntled customers.

Brand Image

When deciding how to service each customer segment, remember that every point of contact with a customer reflects on the brand, regardless of customer “importance.” Over time, this has an impact on brand image and company reputation.

With the Internet so prevalent today, each individual has more power to voice his/her opinion than in times past, which directly impacts brand image and goodwill associated with the name. Each mistreated customer has the means to tell the world of her/his experience on Web sites that allow reviews (such as bizrate.com and Amazon.com) and online discussion forums.

An Example of Bad Service From the Customer Viewpoint

The way each of my credit card issuers treats me is a prime example. I always pay my bill in full (often early) and belong to the “cash back” rebate programs, so I imagine I’m in a similar customer segment for each and would expect to be treated similarly by these three competitors.

Not the case. Two of the companies make me feel like a valued customer. The third made me feel so unappreciated I closed the account. How the three companies handle “suspicious” activity on my account demonstrates the varying degrees of service:

– Discover card has a fraud specialist (or customer service representative) call me in person to ask that I review recent transactions with her/him.

– Citibank’s computer calls me with an alert, asking that I call a number or go online to verify transactions through a computerized process.

– Advanta locks the account and sends a letter informing me they have done so. In my experience, the letter arrived a week after the incident and I was not notified by telephone (I called them when the “offending” vendor notified me of the decline). I asked customer service to allow future charges from that vendor, but they could not do so. Presumably, this meant an account freeze each time my authorized vendor attempted to process a legitimate charge.

All three of my card companies require that I take some sort of action to verify suspicious charges, which is to be expected. The approach, however, leaves a very different impression. Citibank and Discover both apologize for the inconvenience of transaction verifications and — while I have to go through an extra step with Citibank — both fall within my subjective definition of quality customer service. Advanta, however, does not apologize for the hardships of declined transactions and a frozen account.

To be fair, I do not know that my negative experience would have been handled differently if I were in a more profitably customer segment. It could have been result of badly trained customer service representatives, or perhaps this is standard procedure on all accounts.

Tips for Segmenting Customers Without Sacrificing Service

Customer segmentation is a good thing. It helps you recognize how customers are different and it should draw your attention to needs of different segments, prompting you to better meet those needs. Some ideas on successful segmentation:

– Segment by need rather than profit or revenue. A low-profit customer today could be high-profit tomorrow if you offer products and services that fill her/his needs.

– Look for ways some customer segments can effectively be more “self-service,” which cuts costs for the company while meeting customer service needs.

– Build in ways to create exceptions in automated customer service processes, so as not to alienate those with special situations (in my example, by allowing a way to preauthorize account activity).

– If offering promotions, rewards, or other incentives to some segments but not others, “spell it out” for customer service representatives and structure your Web site and promotional mailings accordingly. By taking steps to assure customers receive consistent information across all channels of communication, you avoid customers being exposed to offers for which they do not qualify.

Myreviewsnow Looks At Opening A Business

About Rocket Lawyer:
People thinking of opening a business may consider Rocket Lawyer for access to attorneys and documents for establishing any type of business structure available. The company offers numerous legal plans and packages for devising legal documentation for incorporation services, business contracts, confidentiality agreements, consulting agreements, patents, non-compete agreements and independent contractor agreements.

The Importance of Securing Appropriate Legal Documents
Before opening a business, business owners must establish the legal requirements to operate as a business in their state. Most business owners do not desire to assume personal liability for a business, and if the business is sued, most business owners do not want to lose personal assets. In this instance, the business owner would want to establish a LLC, C corporation or S corporation. This will absolve business owners of most personal liability associated with opening a business.

Sole proprietorships and partnerships do not protect the business owner from personal liability. If the business is sued, personal assets may be seized. Business owners should make every attempt to protect their personal assets to avoid losing everything that they have worked for.

Legal documents are required by most states prior to opening a new business. Some applications require a statement of intent for the company or the company’s bylaws or operating agreements. Without the legal documents, the Secretary of State will not recognize the business as a legal entity, an Employer Identification Number cannot be obtained and the business owner will not reap any benefits of filing taxes as a corporation. Fines may be associated with operating a business in this manner as well.

Business owners that simply need only the documents for the S corporation, C corporation or LLC may download them for free on the Rocket Lawyer website. Tips may also be provided in terms of the best methods to follow when filing the documents with the Secretary of State in the primary state of operation.

Establishing a business structure will help the business owner decide how they will be taxed when the time comes. Business owners that need flexibility in terms of how they are taxed and have fewer administrative tasks may consider an LLC. The documentation process is easier and the taxes are generally lower. The S corporation offers less flexibility and more administrative tasks, but the business owner can offer stock options.

Costs and Incentives
Currently, Rocket Lawyer offers three different pricing structures for its clients. The Pro Legal plan is the most appropriate for owners opening a new business. The plan includes access to the business and personal documents necessary for opening a new business. The documents may be created and reviewed by an approved Rocket Lawyer local attorney.

The attorneys will also provide any additional help to the business owner for free. The service will also provide access to the following: legal health tools, free document e-Signature service and edit, share and print services. These documents may be accessed instantaneously at any time.

If the business owner signs up for annual service, the monthly charge will be $24.99. If the service is only retained on a month-to-month basis, the business owner will pay $39.95. Business owners may try the service for free to determine if the business is worth their while.

The trial period will last for a week. During that time, business owners will have access to all of the documents and some of the legal services as well. Any documents downloaded and saved during the trial period may be retained by the business owner.

The plans are affordable and the documents are easy to download. The Rocket Lawyer website helps to adequately prepare businesses to operate in accordance with federal and state regulations when opening a business.

Online Flowers — Local Florists Web Business Blooming

Despite better-known big name flower marketers, some local florists are thriving online, and customers are flocking to their Web sites for convenience, value, and quality.

The Internet has changed the face of business. In the United States alone, more than two-thirds of the population uses the Web regularly, and online revenues are growing nearly three times faster than traditional sales. The flower business is no exception. Flowers are already one of the most popular online shopping categories, and roughly 90% of florists in the U.S. and Canada have some type of Web site.

“Today, an e-commerce Web site is a necessity to do business in the flower industry.” says Barry Pond, President of Jackman’s The Floral Pros in Ontario. “Online ordering is the fastest growing channel compared to phone or in-store options and appeals to a younger demographic; in other words, our future clients.” According to Walter Knoll III of Walter Knoll Florist in greater St. Louis. “Our Web site is the glue that keeps us close to our customers, guides what products are being produced, and disseminates information to our employees.”

The move to the Web is one that fits the new generation. Revolutionary sites like eBay and Amazon have changed the way we buy and sell. With flowers, it’s a big net gain for the consumer. Flower lovers can still visit a local flower shop or order flowers by phone, but the Internet offers 24/7 convenience and a host of other services. It’s not surprising that a few large floral companies have emerged. What may be surprising to some is that a handful of more established traditional florists have kept pace, carving out a niche with online customers seeking more personalized service and direct local delivery.

“The Web was a natural outgrowth of our core business,” says Baxter Phillip of Phillip’s Flowers & Gifts, a third-generation florist with ten flower shops in the Chicago area. “We began sending floral orders electronically to fellow florists in the late Seventies. Then, we began receiving orders in electronic format from large commercial customers in the ’80s. We launched our first complete online flower shop in 1995 and haven’t looked back since.”

Walter Knoll Florist opened its first online store in the mid-1980s. Its Web site at www.wkf.com features local specials, wedding flowers, flower care tips, delivery tracking, employment information, and more. “It’s a full-fledged branch store,” explained Knoll, “where customers can find almost anything they need to know about our products and services.”

How do these more traditional local florists compete online? According to Pond, who oversees www.jackmanflowers.com, “We offer customers the best of both worlds — professionally trained florists able to serve their local needs combined with a network of skilled florists elsewhere for convenient nationwide and worldwide delivery.” “Customers love being able to see the flowers they’re sending,” explains Phillip, “the convenience of ordering online anytime day or night, and our same-day and next-day local and nationwide delivery.” Knoll adds, “We’re much more nimble than most national companies, and build our business on personal relationships instead of just marketing dollars.”

At www.viviano.com, operated by Viviano Flower Shop, headquartered in Saint Clair Shores, MI, customers especially like the wedding flowers portfolio, which includes a budget estimator, as well as the ease of being able to order online. Other online resources include sympathy flowers, event decorations, and a detailed flower library. According to Paul Viviano, CEO, “Real florists are proud of their work and go out of their way to make senders and recipients happy; this pride and diligence is hard to find in a company that merely takes the order and sends it on to the florist.” “Another benefit of local online florists,” says Viviano, ” is that you can avoid the middleman and deal directly with the shop that is designing and delivering your gift.”

“Customers have told us they like ordering with a local florist they already know and trust,” notes Phillip. “They’ve seen our work and know we stand behind it. For deliveries in our own metro area, they know we provide more direct, cost effective service. Plus, we provide the same guaranteed nationwide delivery service as bigger companies. Many have told us about trying the big name merchants only to come back to us. Our Web site may not be as flashy, but we think our personal service and floral experience make all the difference.”

Other services at www.phillips-flowers.com include a Free Reminder Service, a pictorial Glossary of Flowers, and a way to send Free Virtual Flowers and eCard by email to anyone on the Internet. “You simply select a flower picture or e-greeting,” says Phillip, “add your personal message, and we take care of the rest.” Phillip’s delivers tens of thousands each month at no cost for people all over the world. “We also offer flower design and decorating tips, meanings of flowers, and lots of other helpful information,” adds Phillip, “and our customers appreciate the fact that we keep all of their information private.”

Local florist Web sites may never be quite as fancy or heavily advertised as those of the big name brands, but most use the same sophisticated encryption technology to protect customer information, and savvy Internet shoppers know they’ll often get better value and more personalized service by dealing directly with trusted local merchants.

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