Jon Michaeli’s Blog


Giving thanks for superior customer service

Poor customer service is one of my biggest pet peeves, and lord knows, we encounter it virtually every day. Here’s my most memorable recent example, largely because of the sheer silliness of the situation. I visited Sel de la Terre Boulangerie, an upscale bakery serving gourmet breads, pastries, sandwiches and coffee.

  • My offense: I ordered a medium coffee in a large cup so that it doesn’t spill in my car.
  • The response: With a straight face, the cashier rang up a large because “we need to charge you for the extra milk you will be using.”

Brilliant – annoy a customer over a measly…get this…10 cents. Once I realized she was serious (which took an awkward 10 seconds or so), I dropped the extra dime on the counter and walked away, never to return. (There are at least 5 other places within close proximity serving as good or better coffee.)

Now for a positive spin. Because of this experience and countless others like it, we have come to expect such treatment, which is why it’s even more noteworthy when someone representing a company or brand surprises and delights you. And since the Thanksgiving season is all about showing gratitude and giving thanks, I want to call attention to someone, who on multiple occasions, has gone way above and beyond in providing me with superior service. His name is Kyle Cunningham, manager of the AT&T Mobility store at the Natick Collection in Natick, MA. For all of the legitimate criticism of AT&T’s shoddy 3G network and customer unfriendly policies, this guy makes up for all of it, and then some.

A bit of background. My BlackBerry Bold is near death. Despite OS upgrades, the device is super sluggish, has memory leak issues, and is powered by two almost completely drained batteries. Time for a new phone.

  • The problem: I am not eligible for an iPhone 3Gs for another 5 months, and the “powers that be” will make no exceptions to this policy. Sound familiar?
  • The solution: The best offer AT&T could make is $399 for the 12GB version, and only if I extend my contract for another 2 years. That is $200 more than the price I’d pay if I were eligible.

Sheer stupidity. I can cancel my account for $175 ($24 less), walk over to Verizon – whose network is far more reliable – port over my mobile number, and get a brand spanking new Motorola Droid for $200 with a 2-yr commitment. In other words, AT&T is telling a customer who has always paid on time, has 2 accounts (my wife is also a subscriber), and spends well more than the monthly average, that it will give him $24 to take a hike and go its biggest competitor. I guess AT&T doesn’t use CRM, segment its customer base, or care about retention or loyalty. Or if it does, it doesn’t know how to apply these tools and disciplines to real world situations. Maybe instead of spending time, money and resources on suing Verizon for false advertising, AT&T should focus its efforts on serving its customers.

Now that I got the marketing jargon in, back to the story. Despite it all, I am still with AT&T, because quite simply, Kyle provides the absolute best customer service on the planet. Having worked for mobile app company, WorldMate, I called on Kyle countless times over the past two years. In this particular case, Kyle not only did everything in his power short of risking his job, but he also offered to lend me his virtually brand new Bold until I am upgrade eligible. How often do you experience that caliber of service? I am 36 years old, and so far, just once in my lifetime. With nonsense business practices that create negative switching costs, AT&T puts an unfair burden on Kyle to keep subscriber attrition in check. I’m sure upper management doesn’t realize how lucky they are to have him.

In the spirit of the holiday, please express your appreciation to those who’ve served you well in the past year. If we let these folks know and share our stories with others (it’s as easy as a tweet or brief mention in conversation), just maybe kick-ass service will start to become a trend.

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4 Responses to 'Giving thanks for superior customer service'

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  1. Sharon Cunningham said,

    Kyle is my son, and I couldn’t be a prouder Mom! Thank YOU for sharing this story.

  2. Amir said,

    How does the story end? Do you still have your Bold?

    Here is what I did when I had a Bold and wanted an iPhone wasn’t eligible for the $200 upgrade price for a 16gb 3GS. While AT&T/Apple are very strict with what they can and can’t do with iPhones they seem to be a lot more lenient with the other phones they carry. I was able to convince them to send me a brand new Bold free or charge as an exchange. As soon I received the bold, I placed it on craigslist and within 12 hours had $300 cash in my hands. I then went to the Apple store and bought my 16GB 3GS for $399. So in essance — I only paid 99 for a new iphone (+2 year contract).

    I realize the objective of your post was to applaud customer service but if you really are serious about getting rid of your BB and getting an iPhone — try this 🙂

    • Jon Michaeli said,

      Amir – Thank you for your comment. Great idea! AT&T was definitely more flexible with other phones, but I didn’t think they would do an exchange for free. I do still have the Bold, but I’ll be upgrading soon…

      • Amir said,

        Goodluck!


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