the total customer experienc e. welcome!welcome! reality of the of the situation. what is tce?what...
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THE TOTAL CUSTOMER EXPERIENC
E
Training Contents• Welcome!• Reality of the Situation.• What is TCE?• Benefits of the TCE.– Application to the Store.
• Role-play & Interactive Conversations.• Review & Next Steps.• Feedback Session.
Reality of the Situation• Most customers are satisfied with
their purchases.– Do they have the complete solution?• Protection Plans, Services, etc.• Accessories / Supplemental Items.
• Enormous Opportunity for Growth.– Simple steps to success.– No radical changes.
• Application of TRUST & EPIC.
Training Goals• Show awareness of opportunities for
growth.– Everyone benefits!• Customers, Associates, & Shareholders.
• Be proficient and knowledgeable in ways to better help our customers.
• Application of on-going TRUST training and strategic shift from Care+.
Why Are We Doing This?• Customer Feedback.– Incomplete solution.– Unhappy shopping experience.
• Associate Feedback.– Unaware of the benefits of doing this.– Not sure how to help the customer outside of
normal practices.• Key Focus Point.– An easy & successful way to sustain
Blue Crew Bucks quarter after quarter.
What is TCE?• A practice to provide customers an
opportunity to purchase more than just the ‘box.’
• A skill that can be easily obtained without learning a new system.
• Benefits everyone involved.• One of the core goals of TRUST.– (Understand Needs / Solve Together)
Explanation of the TCE in Action
• Scenario #1 - Computer Sale– Customer looking for a basic laptop for
their needs.–Want to keep in touch with friends &
family.–May do word processing, spreadsheets,
etc. in the future.– Has 2 computers at home already.– Has kids in the home (ages 4 & 7).– Travels frequently.
Question• What are some of the additional
benefits that a customer can receive from Best Buy that would suit the needs stated?
Sample Solution• Laptop Computer Sale: $500.00– Laptop Bag / Carrying Case: $49.99– Geek Squad ADH Coverage: $229.99– Microsoft Office Home/Student: $129.99– Ask An Agent / Antivirus – 1 yr.: $39.98– Headset for Conversations: $39.99
• Other Items of Interest:– Blank Media (CD/DVD)– Thumb Drives– Mobile Broadband Cards
Explanation of the TCE in Action
• Scenario #2 - Appliances– Customer looking to remodel their
pantry and needs a new washer & drier.– They have several people in the home
and use them very frequently.– Thinking about replacing other small
electrics as well.
Question• What are some of the additional
benefits that a customer can receive from Best Buy that would suit the needs stated?
Sample Solution• Washer / Dryer Combo: $700.00– Geek Squad Black Tie Protection: $200.00– Necessary hook-ups (if applicable): $60.00– Extra Set of Towels: $40.00– Laundry Detergent: $30.00
• Other Items of Interest:– New Coffee Maker, Blender, Slow Cooker.– Other Small Electrics.– Setup & Delivery Services.
Explanation of the TCE in Action
• Scenario #3 – Home Theater– Customer is an avid hockey fan.–Wants to create a Home Entertainment
System in their finished basement.– Loves watching movies.– Busy schedule – no time to set it up.– Low on cash but wants it really bad!–What would you do?
Question• What are some of the additional
benefits that a customer can receive from Best Buy that would suit the needs stated?
Sample Solution• 50” Big Screen TV: $1299.99
– Geek Squad Black Tie Protection: $299.00– Necessary Cables / Power Surge: $200.00– Sony Bravia 1000W System: $299.99– Installation & Setup Included in Example.– Best Buy Credit Card Application / BB MasterCard
Consideration to help with Payments.
• Other Items of Interest:– DVD’s of his favorite movies.– Blu-Ray Player / TIVO Receiver.
Summary of Scenarios• Complete Solutions Are Better!– Customer get everything they need.• Power of Word-of-Mouth Advertising.
– Builds TRUST with you & Best Buy.– Generates additional revenues…• More hours for associates.• Blue Crew Bucks!• The right thing to do.
Impact of TCE ModelScenario Base Product Additional
ItemsComputer
Sale$500.00 $498.98
Appliance Sale
$700.00 $330.00
Home Theater
$1299.99 $799.98
Totals $2499.99 $1628.96
What the TCE Model IS NOT
• Not a way to push unnecessary services, products, or items onto our customers.–Defeats the purpose of TRUST &
EPIC.• Results in lost revenues, unhappy
customers, etc.
Skill Development / Next Steps
• Observations by Supervisors & Management.– Help close gaps and offer feedback to
help you become a better associate.– One-on-One feedback.
• Review training in 4 weeks.– Review of skills, wins, & challenges.– Certification in TCE.
Questions / Feedback?
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