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Monday, February 19, 2007

Learn From JetBlue's Mistakes

I found a nice illustration of Keith's super-empowered angry customer idea in the whole JetBlue debacle. After sitting in an airplane that was frozen to the runway at JFK on Valentine's Day for 11 hours, angry customer Genevieve started the blog JetBlue Hostage.

She writes:


Obviously I had a bad experience on with Jetblue, compounded by the many elements like my desire to go home, see my family and have a romantic first Valentine’s Day with Charlie. I started this blog because I needed to do SOMETHING.

That's the key to the super empowered angry customer, as I see it: it's a customer that feels powerless in their relationship with a large and faceless company. Blogging and connecting with others who were wronged by the company is a way to take back some control. In her profile, she says:

I'm looking for other hostages of Jet Blue. I don't feel that a round trip ticket is enough compensation for people who were held hostage for 11 hours. I don't believe that 11 hour hostages should be treated the same as 3 hour hostages. I don't believe they apologized enough. I believe in the power of the people and power in numbers.

What can a company like JetBlue do? It started with a weather problem -- cold weather led to planes freezing to the tarmac. But the airline had control of what happened next. Instead of finding a way to get passengers off the planes after hours had passed, the planes sat there. JetBlue had no deal with other airlines, limited gate space, and a profound inability or unwillingness to take any corrective action.

A week later, more than 1,000 flights have been canceled, turning an egregious mishandling of a weather situation into a cascading flight scheduling nightmare. CEO David Neeleman told the New York Times today:


"We had so many people in the company who wanted to help who weren't trained to help," he said. "We had an emergency control center full of people who didn't know what to do. I had flight attendants sitting in hotel rooms for three days who couldn't get a hold of us. I had pilots e-mailing me saying, 'I'm available, what do I do?'"

The lesson here is about more than disaster preparedness and public relations. It's about not sacrificing quality for cheap service. It's about avoiding a systemic incompetence that will reveal itself only when ordinary operating conditions are interrupted by extraordinary circumstances.

JetBlue's problem, if we believe its CEO, wasn't bad or indifferent employees. Apparently there were plenty of workers who had the willingness to do something; what they lacked was the ability. There were communications gaps. Two thousand Salt Lake City-area call center agents, some home-based, were overwhelmed and under-scheduled. Lean airport staffing saved the airline money, but left it paralyzed last week.

You can always apologize for a simple mistake or a problem that was caused by a single employee's error in judgment. But what if it's systemic? Your customers will lose confidence, and it will only be hastened and intensified by super-empowered angry customers like Genevieve.

So what can you do? In December, our Joe Fleischer spoke to Schwab Institutional Trading and Operations' (SITO) about how they and their clients weathered Hurricane Katrina. Read about it -- there are some good ideas there.

Last August we ran an article by Tim Montgomery, principal of the Service Level Group, called "Help Your Front Line Provide New Returns," which discusses ways a call center can make sure its agents have the power and freedom to suggest innovation and take appropriate action when the need arises.

To go back to the airline example, imagine if an empowered JetBlue employee found a way to get some buses out to the runways to get passengers back to the terminal. Rumor has it the Port Authority was willing to help, and had buses available, but was never asked.

It applies to the call center, too. Montgomery writes:


Unfortunately, in many cases, the contact center isn't given the ability to invest the necessary people time it takes to realize a measurable return. Yes, to get the full impact of a focused front-line solution initiative, agents will not only have to be given time off the phone, it must be done in a way that shows the company values their input in the same manner as their handling of a customer.

Sure it's expensive. But how much do you think JetBlue will have to pay to get the trust it squandered back? And how much more will it cost to reach the stellar reputation it enjoyed before Valentine's Day?

Posted by Harry Sheff on Monday, February 19, 2007 at 2:14 PM

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