Dumping rules by the light, er, dark of the moon
Maybe it was the new moon on the 29th, but at the same time I was writing about Nordstrom’s one-rule employee handbook, Sophie Brookover was eloquently expressing her frustration with all the rules and red tape that libraries inflict on their customers. (see: Pop Goes the Library: Red Tape = Patron Kryptonite)
In Robert Spector’s book “Lessons from the Nordstrom Way” he devotes a whole chapter to “dumping the rules”. Spector suggests, rightly so methinks, that every rule — EVERY rule — is a barrier between the library and the customer. If you feel resistance to this idea and start thinking about all of the reasons you need the rules, I ask you to ponder: Do the rules make things easier/better for your customer?
It amazes me that Nordstrom is still one of the few stores out there to have a true no-questions-asked return policy. Most stores think that a return policy that liberal is a recipe for customer abuse. And you know what, some customers DO abuse it. But Nordstrom’s philosophy is to focus their attention and energy on giving great service to their great customers–the ones who never abuse the policy and greatly appreciate being able to return something 3 months later without getting a dirty look. What Nordstrom gets in return (seriously, no pun intended) is an extremely loyal and vocal customer base. Do they lose a little money when they take returns on items that other retailers wouldn’t even give store credit for? Sure, they lose a little. But they gain so much more. Do they “reward bad behavior” when they take a return on a leather jacket with the elbows worn away? Nordstrom (wisely) doesn’t look at it that way.
So are your rules designed to prevent the worst customers from taking advantage? Does someone on your staff suggest that dumping a rule is equivalent to “rewarding bad behavior?” Have you considered the price you are paying by punishing the majority of your good customers to deal with a few of the bad?
Suffice to say, I empathize with Sophie B’s frustration, and agree that we need to seriously evaluate the rules in our rule books and question the value of every one of them – from the customer’s perspective.
Entry filed under: Uncategorized. Tags: Peter.