Retailers Step Up Customer Service As Sales Still Tumble-Study
February 17 2009 - 9:00AM
Dow Jones News
Markdowns weren't the only thing retailers stepped up during the
holiday season - they were also improving customer service.
Department stores, discounters and specialty retailers were more
attentive to shoppers that showed up for what turned out to be the
worst holiday spending season on record, a new survey found.
Nordstrom Inc. (JWN) and Kohl's Corp. (KSS) ranked highest in
the department store group while Costco Wholesale Corp. (COST) and
Barnes & Noble Inc. (BKS) did best among specialty retailers,
based largely on the service and products they offered.
Wal-Mart Stores Inc. (WMT) showed the biggest improvement among
discounters, based primarily on the low prices the retailer
offered.
The showings are part of the University of Michigan's annual
American Customer Satisfaction Index, in which about 15,000
consumers were polled during the fourth quarter.
Department and discount stores saw their index score rise 1.4%
to 74, recapturing their 2006 level after a one point drop in
2007.
Specialty retailers' score rose 1.3% to 76, their highest level
since the University of Michigan began tracking the group in
2001.
While it is questionable if better customer satisfaction
tempered the industry's precipitous sales decline, attentive
employees did engender goodwill that could compel customers to
return and spend more when conditions do improve, said David
VanAmburg, managing director of the University of Michigan's index.
"For all of these companies the goal is to play defense, hang on to
what you have and make sure customers are satisfied."
Customer satisfaction is something that can be somewhat
controlled in an environment that is still rife with uncertainty,
and some retailers say they are very attuned to serving shoppers
well.
Myron Ullman, chief executive of J.C. Penney Co. (JCP), said the
retailer is focused on training and confidence-building, with the
engagement between employer and staff "key to delivering customer
service."
Ullman spoke last week during a conference call J.C. Penney held
to discuss its January same-store sales, which fell 16.4%.
While the drop was among the biggest by the 35 retailers Thomson
Reuters tracks, J.C. Penney has avoided the kinds of large layoffs
that are peppering the retail industry.
The job cuts are largely at retailers' corporate offices, but
can still hamper their ability to retain, or even improve, customer
satisfaction scores because of low morale at stores as employees
worry about their own jobs, VanAmburg said. "Layoffs are coming
much more deeply now."
Still, the effort is worth it, VanAmburg said. "You are talking
about quality of experience and that is important in good times and
in bad."
-By Karen Talley, Dow Jones Newswires; 201-938-5106;
karen.talley@dowjones.com