C_Future_Lab

In 2013, Stora Enso approached us at Opticom International Research with one particularly interesting project: their VOICE customer loyalty research programme; and when the Renewable Packaging Division decided to entrust us with interacting on a daily-basis with their customers it became the start of a long-term partnership. This project has been growing over the years and is now running over 80 countries worldwide.

John McKechie – Vice President, Customer & Sales Support at Stora Enso – gives us his views on these first years of cooperation.

jmck photo 20100924
John McKechie
VP, Customer & Sales Support
Stora Enso
Stora Enso decided to implement a customer experience project to obtain measurable and actionable feedback from their customers in order to better understand the areas of improvement; but also where they are doing well. As Opticom International Research worked with Stora Enso over many years conducting varied surveys and research projects on our behalf: it was a logical partnership for the VOICE program.

When asked about what the project means to Stora Enso and which part is the most valuable, John answers, “VOICE is increasingly important to the company. We need to have a consistent way to measure our customers’ experience, which also gives us impartial and detailed feedback. VOICE does not give us all the answers, but it does clearly indicate to us where we need to take improvement actions. The trend analysis also shows how we are viewed by our customers in comparison to our competition.”

More than just providing feedback and data, the programme can lead to making specific business decisions. John explains, “Many of the decisions we make might be relatively minor, specifically taken to address an issue raised by a customer e.g. changing the production order on a machine to reduce lead times. However, larger systemic issues are highlighted and this has led, for example, to significant reviews being made of our supply chain to address low scoring when it comes to delivery reliability, delivery consistency and delivery times.” And these decisions are leading to the improvement of Stora Enso’s processes and services.

John brings forward the advantages of working with a third party: “Opticom are experts in the research field and, although you are clearly communicated to our customers as being our partner in this process, you are still perceived as being independent. This allows us to get impartial, honest and detailed feedback from our customers which we would not be able to do if we conducted the interviews internally.”

Today communication is the cornerstone of any businesses and we – at Opticom – are eager to understand how our clients communicate about researches and their results. John shares that he himself communicates about the VOICE programme internally. He adds, “Within our Divisions there is regular communication of VOICE results and VOICE is on the agenda of Management Team meetings down through the organisation structure. VOICE is also a regular feature of the CEO’s monthly All Employee Call. Occasional articles will also appear in internal publications.”

John concludes his testimonial by highlighting that “the project ensures that we get regular, impartial feedback and meaningful detailed verbatim. As the interviews are conducted externally, there is a stronger belief in the accuracy of the scores and the honesty of the comments from our customers.”

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