United Arlines: Failed Email Delayed at the Gate?

This email from United Airlines merits a Fail for Timing. It presented entertainment options for a flight on Sunday, April 24, departing at 6:00 am, but was sent on Sunday, April 24, at 4:01 pm, near the completion of my trip.

Email sent 4/24/16 @ 4:01 pm

I have flown United enough to believe this is not their standard procedure. I typically receive an email about inflight entertainment options 24 to 36 hours before my flight. I’m not sure why United delayed this one for so long, but it would have been better for the airline to not have sent it at all than to send it so late.

Lesson: Be sure your time-sensitive email is sent on a timely basis.

Flight UA 548 departed @ 6:00 am;
UA 2942 arrived @ 4:40 pm

United Airlines apologizes, misses facts and the point

Consumerist.com describes how a customer received a letter from United Airlines that didn't quite fill in the blanks. 

Lesson: Even if you have a systemic production process, you need to proof your work and have the right quality assurance steps in place.

Chase: Double the Mail, Double the Fail

Two, two packages in one

I recently received not one but two solicitations for the Chase United MileagePlusExplorer card. The pieces were addressed exactly the same to me. The lack of removing duplicate names is a classic Fail for List.

Is this a side effect of the Continental / United merger?

The inside flap of the self-mailer shows my mileage balance -- a prudent and creative method of demonstrating the potential of the credit card by showing how many miles I can get for acquiring the credit card. However, in this case, the difference between the two mailers also suggests why I received two of them. One reflects my miles balance on my legacy Continental OnePass account while the other reflects my balance on a legacy United MileagePlus account. 

The man holding the credit card on the mailer I received appears to be African-American while the man holding the credit card on the landing page, billboards, and TV ads look like a young Jeff Goldblum. Why the difference? Did Chase attempt to appeal to a presumed heritage based on the fact that my last name is Davis? If so, that would be a Fail for List & Creative because I don’t fit the racial profile.

Chase Bank appeals to an incorrect racial profile -- twice.

Lessons: 

1. Dedupe your solicitation mailing list by name and address. 
2. Carefully consider when and how to use race-based visuals.

Chase Credit Cards lays an egg with this Fail

Banks are the biggest partners with frequent flyer programs.  Since the introduction of the Citi American Airlines AAdvantage credit card more than 20 years ago, consumers have learned how to accrue enough miles for a free trip just by saying "Charge it."  It is expected today that every frequent flier program is associated with a miles-earning credit card.

Outer envelope

Although United and Continental Airlines recently merged, the airlines and their frequent flier programs continue to operate as separate entities.  This means that someone who enjoys the benefit of avoiding the checked baggage fee with their Chase Continental Debit Card would have to pay up if they flew a United flight into Denver.  (In fact, the benefit may not be available soon anyway.  Although the Chase site does not mention it, product information on the Continental Airlines site notes "*The fee waiver for checked bags in conjunction with the Continental Airlines Debit MasterCard will not be valid for travel on or after April 1." and there is a Tweet suggesting the product is no longer offered.)

In the meantime, Elite-level frequent fliers don't know if their perks on Continental or United will be maintained once the programs merge.

Confusing letter

Which brings me to the interesting challenge for Chase Bank, the issuer of Visa and MasterCards for both the United and Continental loyalty programs.  Today, they offer different sets of benefits on their United credit cards compared to their Continental credit cards.  That might lead a consumer to wonder which set of loyalty program credit card benefits will remain when the integration of their rewards program is complete within a year.  So why would someone sign up for a card with a $395 annual fee expecting certain benefits only to learn that they were merely short-term benefits?

The letter here is defensive and incomplete in its attempt to address these concerns.  It adequately communicates some of the product's benefits, but fails to suggest that these benefits will be available in the long term.  The opening of the letter assures the reader that "in most ways" the OnePass program will continue as it is today; however it does not affirm that the Presidential Plus program will continue as it is offered today.  That means that this letter could get a Fail for Offer if neither Chase nor Continental/United are aware of future benefits or if they are aware of their intentions to change them by 2012.  Even though it is a credit card solicitation, the letter suggests it is an update on the progress of the merger.  It references "OnePass offers that you will be receiving this year," suggesting that this offer is not the most compelling.  Should the recipient take this offer or wait for a better one?

Insert front cover

The letter also merits a Fail for Creative for several reasons:

• The tone of the letter is defensive.
• It is not easy for a reader to scan the contents or message.
• The offer touted on the envelope is buried.  It turns out that the complementary Presidents Club membership is available by being a Cardmember during the year that the annual fee is waived.  However, discovering that important fact requires reading the body copy in the fourth paragraph then doing the math. 
• The body of the letter does not open with specific consumer benefits.  The fact that United/Continental is excited about the merger has no value to a consumer.  In fact, it can suggest negative value, because the letter does not address the company's motivation for excitement.
• The tone is too formal and dry for a consumer communication.  For example, there is a heavy use of passive verbs such as "...you will be receiving this year" when a dynamic communicator would write "...you will receive this year".  Perhaps Chase attempted to use a business to business communications style because most frequent travelers are business people.  However Chase/United/Continental forgot that business travelers are also consumers.  They read memos at work, not at home.
• There is a typo in the 2nd paragraph.  The letter states that the programs "...will hen merge into a single program in 2012."  Hens lay eggs.  I believe they meant "...will then merge..."  Of course, a more dynamic letter would read "...and then will merge..." or even "...and then merge into a single program in 2012."

Lessons:

1. Your customer communications should be clear, concise, and simple.  
2. Communicate your key benefits simply and reinforce them.  
3. Avoid passive verbs.  
4. Use an independent proofreader to catch typos.

Remember to recall your collateral

Here is an example of a Fail from Safeway for Creative and Timing.  A chronology:

• 4/16/10: Safeway reopens its store in Waterfront Station, Washington DC. Many senior executives show up for the store opening.
• 4/18/10: I visit the Safeway and apply for their Safeway Club Card.  The brochure mentions benefits such as reduced prices on items and the ability to earn United Airlines frequent flyer miles.
• 6/18/10: I receive the letter below dated June 11 and postmarked June 14.

It took Safeway two months to get around to informing me that I would not earn United Airlines miles for my purchases because the program was discontinued in February.  This means that despite the high level of publicity for the new store opening, Safeway did not bother to update their club enrollment brochures - even though the program had ended six weeks before I applied for their club card. 

The letter does not express any remorse or regret that a program was offered to me that had already expired.  (Are they suggesting that it's my fault I included my United Airlines frequent flyer number?)  Furthermore, the letter closes by stating that Safeway will process my application.  This means that after two months, the company had yet to take action.

The letter copy itself could be improved:

• Cut the passive verbs, i.e. open with "We received ." rather than "We have received ."
• Don't mention "information included" if there was no information included. The only thing in the envelope was the letter.
• Personalize the experience.  Have a real person in customer service sign the letter, even if only a first name.

It's not just brochures that can become out of date -- direct mail and e-mail offers can also expire.   I recently received a packing slip that included a coupon for my next purchase that expired four months before the package shipped. 
  
Learnings: Do not use out of date brochures or other collateral.  If you make a mistake, apologize for it.  The tone of a customer service letter should be active and personal.  If you mention something is included with a letter, include it.

UPDATE 9/21/10
My Subway Club Card still has not been processed.  For the past two months, whenever I shopped at the store I would use their generic card rather than input my phone number.  I called their customer service department and was told that they their processing is backlogged.  Did my application not get processed because they sent me this letter?