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Customer loyalty and satisfaction are key succes factors in customer markets. This presentation features outsourced Customer Care solutions Bosch Communication Center offers to achieve improved loyalty and satisfaction while controling costs.
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Introductie Bosch Communication Center
Klantcontactoplossingen voor klantloyaliteit, kwaliteit en telemarketing
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Bosch Communication Center
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InhoudAlgemene ontwikkeling in de consumenten markt
Klantcontact en oplossingen Bosch
Focus: klantloyaliteit en customer life cycle management
Naar strategische partnerships
Telesales en telemarketing
Kwaliteit en competence management
Bosch Communication Center in vogelvlucht
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Bosch Communication Center
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Algemene ontwikkelingen B2CRichting commodisering van producten
Focus op core competenties, operational excellence en partnerships
Richting cross- en upsell
Klant steeds meer “In Charge”
Focus op pull marketing en co-creation
Gevolgen voor competitieve positionering:
Branding en Service worden steeds meer de onderscheidende factoren in de markt!
Bosch Communication Center
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Aandachtsgebieden en Service oplossingenBosch Communication Center
Aandachtsgebieden
•Klantloyaliteit
Service oplossingen Bosch
•Integraal customer life cycle management
•Service kwaliteit
•Integraal ketenbeheer
•Kwaliteitsmanagement & competence management
•Strategische partnerships
Confidential | ST-CC/CMC Martin Viermann | april 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
•Aquisitie nieuwe klanten•Telesales/ / leadkwalificatiepipeline management
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Klantloyaliteit in de Customer Life CycleConsistente brandbeleving in product, marketing en service:
“Tone of voice”Transparantie – heldere verwachtingenExcellente klantenservice
Overtreffen van klantverwachtingen:Multi channelling – keuzemogelijkhedenFirst contact resolution – één loketProactiviteitHet betrekken van de klant
Bosch Communication Center
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Integreren van Customer Life Cycle activiteiten [l]
Inside –out thinkingNeuzen in verschillende richtingenKlant heeft niet één loket
Resulteert in:Conflicterende communicatie tussen functionele echelons Onnodig herhaalverkeerGebrek aan overzichtGebrek aan proactiviteit
Sales
Retentie
Technical helpdesk
Klantenservice
Klant
Bosch Communication Center
Disfunctionerende functionele structuren
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Integreren van CLC activiteiten [ll]Direct koppelen van activiteitenIntegreren systemen and methodesSegmenteren van klantgroepenTransparantie over de service
Telemarketing
Retentie
Technical helpdesk
Klantsegment
Klantenservice
Klant
Klantsegment
Klantsegment
Klantsegment
Customer care solution
Customer care solution
Customer care solution
Customer care solution
Bosch Communication Center
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Een voorbeeld van integrale serviceCustomer Life Cycle Management voor een ISP
ISP heeft complete klantprocesmanagement bij Bosch uitbesteedVerantwoordelijk voor kwantitatieve en kwalitatieve ontwikkeling van het klantenbestand
Bosch Communication Center
- proactief tackelen technische issues- cross sell toegevoegde waarde- verrijking database- verhoging klanttevredenheid
Welcome Call
- upgrading accounts- cross selling- management informatie
Telemarketing:Bestaande klanten
Technische support & klantenservice
- multi channel integrale support- koppeling met welcome & retention- opbouwen klanthistorie- meten van customer satisfaction
Inbound / proactieveretentie
- proactieve EOC aanpak- koppeling technische helpdesk- behoud van cancelations
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Een voorbeeld van integrale service [II]Proactiveren van klantcontact om herhaalverkeer te voorkomen:
Welcome:Proactief benaderen nieuwe klanten:Feel good en technische problemen oplossenCross en up sell momenten creërenDatabase verrijken
Retentie: Proactieve benadering klant EOCMogelijke technische issues direct oplossenKlant behouden en cross and up sell kansen benutten
Resultaten: Voorkomen van herhaal verkeer op technische helpdeskPositieve klantervaring en verhoging klanttevredenheidDirecte verhoging van klantwaardeStructurele kostenverlaging
Bosch Communication Center
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Bosch Communication Center
Kwaliteit binnen Bosch Communication Center
State-of-the-ArtTechnologyRedundancy and emergency strategies
Employees Processes
Technology
ContinuousImprovementProcess
ISO 9001:2000
Definition of all processesDocumentation of all processesContinuous evaluation of Quality standards, KPI (Key Performance Indicators)Quality meetings, ISO-Certification
Customized selection processesInitial and regular ongoing trainingCoaching & Quality MonitoringSpecification of objectivesPerformance-related compensation systemCompetence management
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
11 ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Competentie Management – ons model
on-boardingcommunicationcontents
introduction & Training job profile
recruitment agency
recruitment
on the jobcalibrationtrainings
coaching &refreshments
interviewassessment
selection
AHTqualitycustomer satisfactionillnessattendanceconversion
performancemeasurement
outplacement
monthly2-monthlyannual
assessment &feedback
Bosch Communication Center
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Bosch Communication Center
ST-CC/SAL Nm Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Resultaatgerichtheid:Focus op conversieKwalitatieve sales met oog op klantloyaliteit en klantwaardeCoaching, motivatie en identificatieCompetitieve sales-driven pricingPrestatiebeloning en incentives personeel
Knowledge transfer:Quality meetingsStructureel managen van bottom up informatie
Direct peilen van klantbeleving en terugkoppelingConcurrentieanalyse
Uitgebreide rapportage: Geen interesses & BezwarenDatabase verrijking
Telesales aanpak
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Bosch Communication Center
ST-CC/SAL Nm Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Door leadkwalificatie in samenwerking met Sizo Solutions 20% meer conversie:
DoelgroepanalyseProfilering prospectsSelectie van juiste doelgroepadressen (op basis van de marktdekkende bedrijvendatabase Sizo)
Pipeline management:Inzet scripting tool om terugbelafspraken te managenActieve opvolging van gegenereerde leadsCross sell mogelijkheden ontdekken en opvolgen
B2B Leadkwalificatie en pipeline management
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Naar strategische partnerships [l]Strategische partnership is een belangrijke bouwsteen om kwaliteit te borgen en klantloyaliteit te creëren
Ontwikkeling nieuwe rolverdeling en verantwoordelijkheden
Van end of pipeline naar integrale klantcontactoplossingVan handling calls naar totale “customer ownership”Operationeel naar strategischVan reactief naar proactiefVan afschuiven risico naar risicodeling
Bosch Communication Center
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Naar strategische partnerships [II]
Bosch Communication Center
Visie, Klantcontactstrategie & SLA
Performance CLC
Kwaliteitsmanagement
Kennismanagement
Operationeel management
ICT
Pilots
Programma management
Kwaliteitsverbetering enopleidingprojecten
Nieuwe service concepten
ICT systeemimplementatie
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Naar strategische partnerships [III]
Bosch Communication Center
Agents Agents
Teamleider Teamleider
HR
ICT
Senior planner
Trafficer
Hot seats
Performance analyst
Training & quality
Administratie
Service delivery man.
Manager Operations
Operations manager
Directeur klantenservice
Manager klantenservice
Partnermanager
Algemeen directeur
Training & Quality
Agents
Teamleiderteamleiders
3de lijns agents
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Bosch Communication Center
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Bosch Communication Center –Partner in KlantcontactPortfolio van facilitaire klantcontactoplossingen en business support processen:
ConsultingProject-managementTraining
System implementationSystem operation
DatabasemanagementKnowledgemanagement
FulfillmentAdministration
Multi channel – Telephone, Email, Internet, Fax, Mail
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Bosch Communication Center
Onze services
CommunicationServices
► Innovatieve services voor het uitbesteden van klantcontact
► Security en 24/7services voor Alarmmeldingen, monitoringen beveiliging van personen en gebouwen en terreinen
MonitoringServices
► Betrouwbare service foradministratieve taken en business process out-sourcing, Marketing & Sales
Business Support Services
► Geïntegreerde service voor beveiligde elektronische communicatie
TrustcenterServices
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Bosch Communication Center
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Onze services: Actief Customer Life Cycle Management
• Cirque du Soleil• Pro Idee
Inbound sales en order acceptance
• Online Breedband• Ohra
Retentie
• Nefit• British Petrol• E.on Benelux
Telemarketing:
• Lukoil• Online Breedband
Klantenservice
• Blaupunkt (genomineerd voor de Contact Center Awards 2008)
• Online Breedband
Technische helpdesk
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Enkele van onze klanten…
Bosch Communication Center
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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Bosch CC- een business unit binnen de Bosch Groep
Robert Bosch GmbHThe Bosch Group
Industrial Technology Consumer Goods and Building Technology
Automotive Technology
Bosch Security Systems
Bosch Communication Center
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Bosch Communication Center
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Bosch Communication Center
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Feiten en CijfersSinds 1985 monitoring en In-house Call Center ervaringSinds 1993 outsourcing voor externe opdrachtgeversSinds 1998 start van Trustcenter servicesSinds 2000 internationalisatie (12 locaties)
Bosch Communication Center één van de leidende dienstverleners op het gebied van professionele klantcontact en business support processen:
Meer dan 2.750 medewerkersDienstverlening in alle belangrijke Europese talenState-of-the-art technologie Hoogste data- en informatiebeveiligingsmaatregelenISO-9001:2000 gecertificeerd kwaliteitssysteem
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Bosch Communication Center
Feiten en cijfers
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Development turnover (m EUR)
24 26 3240
5165
77
0
20
40
60
80
100
2001 2002 2003 2004 2005 2006 2007
Number of employees
444650
8981.252
1.9302.340
2.777
0
500
1.000
1.500
2.000
2.500
3.000
2001 2002 2003 2004 2005 2006 2007
Number of workstations
438 490 670
1.1841.626
2.1032.311
0
500
1.000
1.500
2.000
2.500
2001 2002 2003 2004 2005 2006 2007
Number of calls handled (m #)
7 914
1925
30 32
0
10
20
30
40
2001 2002 2003 2004 2005 2006 2007
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Bosch CC internationaal partner in klantcontact
Bosch Communication Center
Buenos Aires(Argentina)
MadridVigo
(Spain)
Bangalore Coimbatore
(India)
Timisoara(Romania)
Paris & Forbach(France)
Liverpool(United Kingdom)
Frankfurt/Main(Germany)
Nijmegen(Netherlands)
Magdeburg(Germany)
Berlin(Germany)
Confidential | ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
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De waarde die Bosch CC toevoegt
Een betrouwbare partner door openheid en consistentie
Een partner die door een kwalitatieve klantenservice een positieve klantervaring realiseert
Een partner die verder gaat dan alleen het beantwoorden van calls en emails
Een partner die inspireert door het aanbieden van serviceoplossingen
Een partner met een solide financiële backbone
Een partner met een ijzersterke brand
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Wilt u meer weten? Neem dan contact op met:
Michel van PijkerenTel: +31 24 3511 203Mob: +31 6 53294041Em: [email protected]
ST-CC/SAL Michel van Pijkeren | Maart 2009 | © Robert Bosch GmbH 2008. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in the event of applications for industrial property rights.
Bosch Communication Center