#zappos | How Zappos revolutionized online sales

Delivering Happiness: How Zappos revolutionized online sales


Key Ideas for Best-selling Business Tony Shay


The history of the American company Zappos is an example of quick and impressive commercial success. Zappos is an online shoe store that has become famous and entered the textbooks for business schools as an example of the right, high-quality and successful corporate culture. Zappos CEO Tony Shay described the company's experience in building long-term customer relationships in the book Delivering Happiness, and the publication instantly became a bestseller in the business literature segment.

Dossier

#SmartReading is a new project by Mikhail Ivanov and his partners, co-founder of one of the leading Russian business literature publishers Mann, Ivanov and Ferber. SmartReading releases the so-called Sammari - texts that summarize the key ideas of best-selling non-fiction genres. Thus, people who for some reason cannot quickly read the full versions of books can get acquainted with their main ideas and theses. SmartReading uses a subscription business model in its work.

Zappos - a company with a corporate culture

Zappos is a well-known American company that sells shoes online. In just a few years, Zappos was able to become the leader of its market, and the company's corporate culture, a philosophy followed by all employees, from the CEO to the technical support specialist, played a decisive role in this.

In the process of growth, the company regularly faced difficulties: it lacked investments for active development, partners and suppliers failed with the quality of goods and services. Sometimes these difficulties threatened the company with complete ruin. All that Zappos could oppose to them was the friendship of employees, their faith in a common goal, their willingness to help each other. At a time when the company did not have the means to pay bills, many refused their salaries - this helped Zappos survive and paid off handsomely.

All this is a corporate culture.

Zappos - a company obsessed with customer service


Zappos represents a new type of company. This online store does not try to sell as many pairs of shoes to customers as possible. Zappos builds a long-term relationship. First, friendship, and then money, and never vice versa.

In order to make friends with customers, Zappos introduced a lot of “chips” that were literally laughed at at other online stores.

- In the USA, the company provides free round-trip shipping. The buyer can change shoes for free if they did not like or did not fit. Moreover, the purchase can be returned within 365 days. The company has a 24-hour and free call center.
- The company's warehouse operates around the clock. This gives one extra day in shoe delivery speed.
- There are no template phrases for call center operators in the company. The longest conversation with the buyer lasted six hours.
- If there are no shoes of the required type or size in the warehouse, the operator should direct the buyer to the competitors website.

From the point of view of ordinary business, all this is lost profit. From the point of view of Zappos, these are symbols of customer friendliness. And customers opt for Zappos.

Another “trick” of the company is an extremely pleasant customer support service. The telephone answering staff will be happy to answer any customer question, even a very complex or strange one.

Once, after the sales conference in Santa Monica, we were all tipsy and tried to order pizza, but everywhere the food delivery was already over - it was almost one in the morning. Someone jokingly offered to order pizza at Zappos, and one girl from our company accepted the call by dialing the Zappos number and explaining to the operator girl that she was staying at the hotel and was dying of the desire to eat pepperoni pizza. Two minutes later, we had five nearby places that were still open, and where you could find pizza at that time.

On the desktop of each employee there is a pack of postcards, and a special program on the computer from time to time gives randomly selected customer addresses. A Zappos employee writes on a postcard several questions about the quality of the service, a wish for a good shoe wear or just a friendly message, and then sends it to the address. You can imagine the pleasure of a client who suddenly finds in a mailbox a postcard from a shoe store written by a living person!

     Here are ten ways to get good customer service:


1. Make customer service a priority for the entire company.
2. Let the exclamation "wow!" will enter the daily lexcon of employees.
3. Help those who serve customers and trust them.
4. Understand that there is nothing wrong with firing an employee who offends your customers.
5. Do not force operators to sell more.
6. Create a free customer support number.
7. View each call as an investment in brand building.
8. Cases of excellent service should be noted at the company level.
9. Hire those who are passionate about customer service.
10. Provide excellent service to everyone: customers, employees and suppliers.

When hiring, all employees undergo four-month training. Before it begins, everyone is encouraged to receive two thousand dollars in cash if he now stops training and leaves. Less than one percent agrees to this


Zappos - it's openness, corporate culture and "chips"

The company is open to the whole world - employees maintain public blogs, the head of Zappos Tony Shay writes on Twitter every day, and everyone can get an excursion to the office, just sign up in advance. All tourists are met on a special bus.

Each of the excursions is unique because you never know who will be in the office and what else the employees came up with over the weekend to surprise the excursion. If you visited us today, you would see popcorn and coffee makers in the lobby disguised as robots. Walking through the premises of various departments, you might stumble upon fruit-bearing bushes (“do you want a berry?”), Find a home-made bowling alley that programmers fashioned, meet employees dressed in pirate costumes or sing in karaoke, notice a rest room, a zoo with pets animals or get to a buffet. You could have attended the parade because one of the departments decided it was time for this day to celebrate Oktoberfest. Or try on a crown and take a picture for memory, and your photo will be next to the pictures of Siren Williams and Gladys Knight. Or you could be with us during the annual Bald Day, when volunteers agree to be shaved by their colleagues.

The company’s office is literally full of “chips” that cannot be found in a regular office.
All employees of the company use one entrance to the building - this allows you to make communication between employees closer.
When entering the Zappos internal system, employees need to enter not only a username and password - they are shown a randomly selected photo of one of the employees, and the user is prompted to select the correct last name from the list. After that, you can see the resume and biography of the person. Thus, company employees are more aware of each other.
When hiring, all employees undergo four-month training. Before it begins, everyone is encouraged to receive two thousand dollars in cash if he now stops training and leaves. Less than one percent agrees to this.
Every employee, from manager and programmer to head of department, undergoes compulsory practice in a call center.

Each employee can equip his workplace as he wants - the company will even allocate the funds necessary for this. Some employees have bunk beds and can literally live in the office.
In addition, Zappos took an unprecedented step - it created a special system with which each of its hundreds of partners can track all financial and logistics operations. All suppliers of the company at any time know how many pairs of their shoes have been sold, and how many are still in stock. At a time when $Zappos competitors are investing hundreds of millions of dollars in advertising for shoe suppliers, hiding all the information from them, Zappos opened her data and found a lineup of potential partners - completely free. Openness and honesty always win.

Zappos is a company with key values.


Getting to work at @Zappos is not easy, even though the salaries in the company do not exceed the industry average. Just everyone wants to be part of the team, they want to plunge into the corporate spirit of Zappos, share key values.

     Ten Key Zappos Values


Call a “wow” feeling with our service.
Accept and encourage change.
Create a fun and unusual atmosphere.
Love adventures, think creatively and unconventionally.
Greet growth and learning.
Build an open and honest relationship through the exchange of information.
Create a positive team spirit and family atmosphere.
Do more with less.
Be passionate and determined.
Be humble.
***

The corporate culture of #Zappos was not invented immediately and did not come from outside - it was created by the employees themselves. This is not the first year that Zappos has been proving to the whole world that only a company with a strong corporate culture will succeed, which means that every employee will succeed.

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