A beautiful piece on customer service, especially the role of customer communication when it comes to handling adversity and sustaining trust that underpins the relationship with the customer. Virgin Galactic’s multiple delays in its long anticipated retail space travel can be quite frustrating for customers who have signed up a long time ago, some as long as 15yrs. This article is about how Virgin has retained the interests and enthusiasm of its customers not just in the face of these delays but also adverse events such as that of a fatal crash of test flight.
“….While waiting for their trip, some since 2004, Virgin ticket holders have been busied with treats on earth: from a custom-created solar eclipse festival in Idaho and test-flight viewings in California’s Mojave Desert to spaceship-shaped cufflinks at Christmas and group excursions to Branson’s private island in the Caribbean, where they can play tennis with the famous entrepreneur and swap design ideas for the spaceflight around a campfire.
“It’s more than just a trip to space, it’s a huge, ongoing event,” said Icelandic ticket holder Gislason, who has a Virgin Galactic logo tattooed on his arm and bought his ticket to space in 2010. “I’ve already got what I paid for, so I’m just in for a bonus,” he added.
The biggest test of this carefully built customer community came in 2014, when a test flight crash killed the co-pilot and seriously injured the pilot.
“I remember very well waking up very early on Saturday morning after the Friday accident and wondering what would happen to this customer base,” Attenborough said.
The company reached out to customers by email on the day of the crash, both before and after the co-pilot’s death was known. There was a blog post from Branson on that day, and later, a video message. A subsequent email from the astronaut relations team said that they planned to call every customer individually.
In the end, Attenborough said only a “handful” of customers asked for refunds.”
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If you want to read our other published material, please visit https://marcellus.in/blog/
Note: the above material is neither investment research, nor financial advice. Marcellus does not seek payment for or business from this publication in any shape or form. Marcellus Investment Managers is regulated by the Securities and Exchange Board of India as a provider of Portfolio Management Services. Marcellus Investment Managers is also regulated in the United States as an Investment Advisor.
Copyright © 2022 Marcellus Investment Managers Pvt Ltd, All rights reserved.
