Macy’s, like most retailers, has frequent sales to generate store traffic and boost sales. Here is an account of what happens in- store based on customers’ experiences.
The good: If something is purchased just a few days prior to an upcoming sale, Macy’s will offer the customer the sale price for the items purchased before the sale – that’s good!
The bad: The administrative process for sales assistants to record these pre-sale purchases at the sale price delays the customer 10-15 minutes for the procedure to be carried out. If there is a line of people having this done (which is common due to the shortage of staff on the floor) then a customer can be waiting 30-40 minutes. The pre-sale purchased products are put away for the customer to return to collect on sale day – that’s bad!
The ugly: The customer must return to the store during the “sale” period to collect the goods purchased pre-sale. Again, a line of people waiting for the sales assistant to go out back, locate the goods, bring them back to the counter and process the transaction – that’s ugly!
Why is it like this? The alternative can be such a better experience – either online or in stores that have streamlined processes and found added value to make it a much better experience for customers.
At Macy’s it seems that none of the executives or store managers have actually “walked in the shoes of their frustrated customers”. If they had they would be asking the questions:
What do we have to change to simplify this process for staff and shorten the wait for customers, knowing we are always short of staff on the floor?
How can we improve the customer’s experience while they are waiting in line?
What innovations can we introduce that will enhance the customer’s buying experience?
This is so basic, yet to even ask these questions requires a complete mindset and cultural change starting with senior leadership and through all levels of the organization. If Macy’s and similar stores can’t do this they will accelerate the shift to online buying and hasten their own demise.
You can read more on what it takes to become a customer centric organisation in our award winning book, The Customer Culture Imperative.
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