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SUMMARY:
In this episode of the GLS Podcast, Horst Schulze, CEO of Capella Hotel Group and former COO of The Ritz-Carlton, shares insights from his long career in customer service. At its very core, the best customer service is delivered when a business genuinely cares about its people. To build a culture that values great service, leaders must hire, orient and sustain the value of service on an ongoing basis.
KEY TAKEAWAYS:
- Horst Schulze realized the importance of customer service when, as a young hotel worker, he observed the excellence of the maître d’.
- Customer loyalty is built on trust. Trust is built by giving customers what they want.
- Customers want three things:
- Defect-free products
- Timeliness
- Caring – Caring is the most important. If there is caring, they will forgive a problem with the other two.
- For many businesses, service is the most important product.
- Horst Schulze’s process to ensure great customer service at the Capella Hotels:
- Hiring: We don’t hire people in our organization, we select people.
- Orientation: We orient people to our mission, why they are important to achieving the mission and to set “top box” expectations.
- Training: We train people on our processes and their specific functions.
- Sustaining: 24-point canon. We repeat one point every day to reinforce our values.
- Service is caring from the heart.
REFLECTION QUESTIONS:
- Think about your organization. On a scale of 1 to 10, how important is the level of quality customer service to your success
1=Quality Service is not important at all
10 = Quality Service is the most important thing to us - What do you do to gain insight into the quality of your customer service? Check all that apply.
- Surveys
- Interviews
- Focus Groups
- Social Media Monitoring
- Measuring Analytics
- Other: ______________
- We don’t really measure customer satisfaction.
- We measure but in a sporadic, non-systematic way.
- How confident are you that your method(s) of measuring customer satisfaction is giving you the data you need to make improvements?
- Reflecting on Horst Schulze’s message, what is the most important thing you could do this week to increase the quality of customer service across your organization?
RESOURCES MENTIONED:
GLS GrowthTrack: People-Process-Product
The Global Leadership Summit International
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