Guest Post: Ritz-Carlton Customer Service Secrets

The Ritz-Carlton Hotel Company is known worldwide for it’s “legendary service.” So much so, Apple uses the luxury hospitality brand as a model for its owner customer support traditions. Part of their success can be credited to one simple mantra – “Radar On – Antenna Up.” This means seeking out the customers unanticipated and unvoiced needs. This could be as simple as replacing an empty tube of toothpaste while a guest is out on business, or handing Roarie the stuffed Ritz-Carlton lion to an crying toddler.

These practices have not only increased word of mouth and brand loyalty. Ritz-Carlton also boasts among the best employee retention rates around. To create raving fans, they start with inciting brand enthusiasm from their team.

Recently, I sat down with Ritz-Carlton Vice President Diana Oreck to see if she could share any more secrets to the company’s customer service super sauce. She heads up the company’s executive training program, The Ritz-Carlton Leadership Center. Here is what she had to say:

The answers in this article have been modified from the original transcript of Diana Oreck’s interview with Software Advice.

Q: One of the Ritz-Carlton Gold Standards is “anticipate unexpressed needs.” Why is this important to customer service success and how do you train employees to recognize and act on unexpressed needs?

A: It’s very important because legendary service is about surprise and delight. It’s not robotic, it’s not scripted. And the way we teach it is through a class called “radar on, antenna up.” Golden nugget: You cannot give legendary service if you’re on autopilot. We have a daily lineup everyday in every [Ritz-Carlton] hotel around the world where we provide scenarios and discuss the best approach in the class. For example, we might go to a room and see you have one drop of toothpaste left in your toothpaste tube, so we are going to replace that tube of toothpaste without you asking and that’s a nice surprise when you return from business.

Q: What metrics or qualitative data does Ritz-Carlton use to measure customer service training success (How do you know it’s working)? How do you collect this data? 

A: Oh yes, we poll our guests once a month. The Gallup organization sends out a survey to 38 percent of guests that stayed the month before. It’s done randomly with the hope we will get 8-10 percent return. We live and die by that guest engagement number. This is the sum of responses to about 30 questions, including How likely is that guest to recommend Ritz Carlton? Were they delighted and satisfied with their stay? If there was a problem, did we take care of their problem? We know that if that guest engagement number goes up, we know that our training programs have been successful.

Q: Retention is a big issue for a lot of customer service teams. Is the same true for Ritz-Carlton? What does the company do to retain talent?

A: We’ve got a vast list. Rewards and recognition is huge. Ranging from our first class card, which is the most popular form of recognition at Ritz Carlton. It’s just a card that we give it to one another as a thanks. It can be peer to peer, peer to manager, employee to president, president to employee. And then we have things like birthdays, where we give gift certificates. Employees can become ‘five-star’ of the quarter. We don’t do employee of the month, because we find it’s much for meaningful if it’s the quarter. We are also one of the only hotel companies that still provide meals for their staff.

Q: What are the biggest mistakes companies make when training customer service staff?

A: They’re not being specific enough. They’ll say things like “Give great service.” Well that’s nice, but people need a road map. Never assume anything, make sure you have your service standards written down and allow people to observe you in action. Don’t assume that their mother or father, or previous employer taught them what really great service looks like. Have a written service strategy.

Q: What other successful customer service strategies have companies adopted by studying Ritz-Carlton?

A: It’s all about empowerment. The thing that our guests are most wowed about is that every single employee has $2,000 a day per guest to delight, or make it right. But we never use the money because that money is just symbolic. We are saying to our employees – we trust you. We select the best talent. Just help the guest. We do a lot of training around empowerment. So I would say this – you need to empower employees. You also need to make sure that you are inspiring employees to bring their passion to work everyday and to volunteer their best. And you do that by reinforcing their purpose, not their function.

About Diana Oreck: 

Diana leads The Ritz-Carlton Leadership Center – a corporate university created to provide opportunities to leadership and learning professionals wanting to benchmark human resources, leadership, quality and training practices. The program has twice won the Malcolm Baldrige National Quality Award in 1992 and 1999. Diana has more than 30 years experience in hospitality and customer service expertise.

About Ashley Furness:

Ashley is a CRM Market Analyst for Software Advice, where she writes about customer service, marketing and sales strategy. She has spent the last six years reporting and writing business news and strategy features. Her work has appeared in myriad publications including Inc., Upstart Business Journal, the Austin Business Journal and the North Bay Business Journal. Before joining Software Advice in 2012, she worked in sales management and advertising. She is a University of Texas graduate with a bachelor’s degree in journalism.

One Response to “Guest Post: Ritz-Carlton Customer Service Secrets”

  1. Shep Hyken said:

    Dec 02, 12 at 8:49 pm

    Great insights from a legend in customer service, the Ritz-Carlton. This is like a sneak peek behind the curtain.


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