Posts about Customer focus

Pixar Movie Management Magic

image of Walle - PixarImage of Wall-e, from the Pixar film of the same name.

Pixar’s secrets on display in ‘Up’

“I think it comes down to two basic things: one is that we’re run by artists. … John Lasseter is a film director, as opposed to being from a business school or whatever. He has that side of him as well, but he’s always approaching these things as the same way we are.

“Second, we have some pretty great people that they’ve managed to collect here. This is our 10th film, and every film has just gotten better and better, whether that be in animation or special effects or lighting. And it just all comes together to make for some really fantastic stuff.”

“One of the things that I really love about [Pixar] is that no matter what you do, if you’re a production assistant or a producer or a marketing executive or running the kitchen, everyone here thinks like filmmakers,”

Like, I didn’t work on ‘WALL-E,’ but I feel like it’s mine, you know? And I want that to look great and be great. And then I want that bar to be higher and for us to be challenged.”

Pixar has done a great job of creating the right climate for the business they are in. They make movies and have been very consistently successful. Many of those strategies are useful concepts for everyone. Create a climate that promotes pride in work. Create a climate where everyone sees how they contribute to the end product. Hire people you trust and let them do their jobs. Seek continual improvement. Respect people. Customer Focus. Innovation (for example: Pixar Is Inventing New Math).

By the way, Steve Jobs, Apple co-founder, paid $5 million for Pixar and sold his share for $3,700 million of Disney stock (he is the largest shareholder of Disney – approximately 7%). Pixar Movies include: Toy Story, Monsters Inc. and The Incredibles.

Related: Tilting at Ludicrous CEO Pay 2008 Better and DifferentInnovation Examples

In-N-Out Burger’s Six Secrets for Success

image of In-N-Out Burger book cover

In-N-Out Burger’s six secrets for out-and-out success

Listen to Your Customers — One of the company’s mottos is “Our customer is everything.” Applying that belief led to the company policy of preparing burgers just the way customers asked for them. Some of the customer favorites became popular and were eventually adopted as the restaurant chain’s “secret menu.” By listening to their customers, In-N-Out created menu choices other stores couldn’t duplicate.

Treat Employees Well — The Snyders always held their employees in high esteem, paying them higher wages than competitors and calling them associates to make them feel more connected to the franchise.

“They believed in sharing their success with their employees,” says Perman, noting that In-N-Out associates make $10 an hour working part-time and starting store managers make $100,000, plus bonuses tied to store performance. The company benefits package is also generous. Such treatment engenders loyalty from workers.

“They have the lowest turnover rate in the fast food industry, which is notorious for turnover,” says Perman. “They say that the average manager’s tenure is 14 years, but they have managers who have been there 30 or 40 years.”

Keep Things Simple and Consistent

The fundamental idea of respecting people is something most executives seem to have no interest in. Treating employees as the critical partners in organizational success is just something that doesn’t leap out at you based on the actions of most managers, unfortunately. And that poor management damages the performance of the organization.

Read more about In-N-Out Burger management practices in Stacy Perman’s new book In-N-Out Burger: A Behind-the-Counter Look at the Fast-Food Chain That Breaks All the Rules.

Related: Respect for Workers at In-N-Out Burger (Nov 2006)Building a Great WorkforceAnother Year of CEO’s Taking Hugely Excessive PayRespect for People, Understanding PsychologyPeople are Our Most Important Asset

Revealed Preference

Revealed Preference: the preference consumers display by their action, in contrast to what they may say they prefer. While surveys may be useful people often say they will do one thing and actually when given the choice to do so, don’t.

Normally what matters is not what people say they want but what they actually will choose. For that reason revealed preference is a better measure than stated preference. Stated preference is often used as a proxy for actual preference (which may be fine) but it is important to understand that it is just a proxy for actual preference.

See more explanations from the Curious Cat Management Dictionary.

Related: Packaging ImprovementAll Models Are Wrong But Some Are UsefulDangers of Forgetting the Proxy Nature of DataConfirmation BiasBe Careful What You Measure

Joel Spolsky Webcast on Creating Social Web Resources

Joel Spolsky webcast on creating Stack Overflow (with the goal of providing answers to professional programmers) using ideas from anthropology. Once again he provides great information. This is particularly interesting for software development but also just a good presentation for understanding the importance of customer focus and systems thinking.

What they focused on and did:

  • Voting – Reddit… (see our management Reddit)
  • Tags – lets you see what you want and to block tags you don’t want to see.
  • Editing – letting users edit the questions and responses. For a technical question and answer system this is very useful (based on my experience).
  • Badges – people like to earn “credit” (psychology)
  • Karma – “people are willing to do for free what people are not willing to do for small amounts of money” (psychology)
  • Pre-search – provide quick view of previously answered questions
  • Google is UI – Assumption: “the front page is Google search” – build based on the idea people will search via Google
  • Performance – 16 million pages a month with 2 web servers. They are using the Microsoft stack, not open source.
  • Critical mass – they focused on getting a large user base on day one of the beta site

Related: posts related to Joel SpolskyDell, Reddit and Customer FocusInformation Technology and ManagementWhat Motivates Programmers?

Building a Great Workforce

How P&G Finds and Keeps a Prized Workforce by Roger O. Crockett

“We actually recruit for values,” says Chief Operating Officer Robert McDonald. “If you are not inspired to improve lives, this isn’t the company you want to work for.”

The P&G strategy starts on college campuses. The Cincinnati company dispatches line managers rather than human resource staffers to do much of its recruiting.

For the few who get hired, their work life becomes a career-long development process. At every level, P&G has a different “college” to train individuals, and every department has its own “university.” The general manager’s college, which McDonald leads, holds a week-long school term once a year when there are a handful of newly promoted managers. Further training—there are nearly 50 courses—helps managers with technical writing or financial analysis.

Career education takes place outside the classroom, too. P&G pushes every general manager to log at least one foreign assignment of three to five years. Even high-ranking employees visit the homes of consumers to watch how they cook, clean, and generally live, in a practice dubbed “live it, work it.” Managers also visit retail stores, occasionally even scanning and bagging items at checkout lanes, to learn more about customers.

Going to visit the gemba, the actual place is incredibly important, and far too often ignored by managers today.

The emphasis on life long learning (in practice, not just words) is also very wise. In my experience far to little emphasis is placed on continual improvement of what many companies will say is their most important asset: their people. If you don’t invest in education of your staff that is going to harm your long term success. The investment P&G makes shows a respect for people.

Related: Jeff Bezos Spends a Week Working in Amazon’s Kentucky Distribution CenterWorkplace Management by Taiichi OhnoRespect for People, Understanding PsychologyOhno Circle
Continue reading

Customer Friendly Terms of Use Language

The Aviary web site provides a very nice example of customer focus. They provide the legalese version of the terms of use and then explain what this actually mean in is simple terms. Good job. Legalese example

2. SITE CONTENT. The Site and its contents are intended solely for the use of Aviary Users and may only be used in accordance with the terms of this Agreement. All materials displayed or performed on the Site, other than content developed or posted by User (“User Content”) including, but not limited to text, graphics, logos, tools, photographs, images, illustrations, audio and video, and animations (“Content”) are the property of Aviary and/or third parties and are protected by United States and international copyright laws. As between you and Aviary, however, you own and retain sole and exclusive right, title and interest in and to all of your User Content (subject only to the limited license therein granted to Aviary under this Section 2). The Services may enable Users to develop derivative works based on other Users’ Content. In the event you use the Services to develop a derivative work of another User’s Content with that User’s permission, as between you and the User who developed the original work, you own and retain sole and exclusive right, title and interest in and to your derivative work, and the User who developed the original work retains the sole and exclusive right, title and interest in and to the original work. In the event you permit other Users to use the Services to develop derivative works based on your User Content, as between you and the User who developed the derivative work, you own and retain sole and exclusive right, title and interest in and to your original work, and the User who developed the derivative work retains the sole and exclusive right, title and interest in and to the derivative work. All trademarks, service marks, and trade names which appear on the Site (other than those appearing in any User Content) are proprietary to Aviary and/or third parties. You shall abide by all copyright notices, information, and restrictions contained in any Content accessed through the Services.

Readable example

  • We own our website.
  • You own your content.
  • If you allow another user to make a derivative, you still own your work.
  • Please don’t disregard our copyright notices. :)
  • Some content may be licensed under Creative Commons.
  • You can download anything on the site for personal, non-commercial use only. Other uses are not OK (unless you purchased the work from the creator).
  • Just because we let you use our applications doesn’t give you any property ownership in the applications. You are just granted a license to use it.
  • Aviary is allowed to display within Aviary, any work you make available to everyone to view.
  • Additionally, we can allow the work to be used by a third party in a way which promotes Aviary (for example, using the work alongside a newspaper article about Aviary).
  • The content you contribute may not infringe on the property rights of others.

Related: Making Life Difficult for CustomersGobbledygookComplicating SimplicityUser Happiness with Search Engines

What Managers can Learn From Open Source Project Management

What managers can learn from Open Source by Murray Cumming

Motivation: People work on open source projects because they enjoy it. These happy developers are productive developers. Managers of open source projects must ensure that the developers feel valued and fulfilled. They must minimise the tedious aspects of the work to ensure that development remains interesting. Otherwise, projects fail.

Although money can provide some incentive it does not provide as much. Managers who say that money is the greatest motivator are justifying their own poor performance. Managers of proprietary software, just like managers of open source software, must ensure that their developers are motivated properly. It is not enough to think that they should feel motivated.

Open source projects have the benefit of direct feedback from users. Systems such as bugzilla and open mailing lists make it easy for customers to express their needs. That is the necessary first step to satisfying those needs. See the Structural Solutions section.

For instance, proprietary application server projects such as BEA and WebSphere seem deaf to the frustrations of their customers, but the open source JBoss project is happy to hear about those problems and avoid them in its own product.

Standards/Consensus: Open Source projects must conform to, and reuse, accepted, up-to-date standards. Proprietary projects, without the benefit of high visibility or feedback are free to make inferior decisions.

Don’t miss this great essay by Paul Graham: What Business Can Learn from Open Source. And you know what else? I don’t think open source projects use the annual performance review.

Related: Open Source: The Scientific Model Applied to ProgrammingDangers of Extrinsic MotivationWhat Motivates Programmers?Open Source Management Terms

Newspaper Innovation In Kansas

The newspaper industry is facing challenging times. One success story is the Lawrence Journal-World in Lawrence, Kansas. I first heard about their efforts years ago:

Watchful Eyes on Kansas Media Innovations, NPR, 2005

Many media companies hoped that convergence — combining television, print and online resources — would help them survive. Instead, many companies have lost money on online journalism. In Lawrence, Kan., Dolph Simons’ Journal-World newspaper has taken ambitious news-gathering approaches to local issues.

The Newspaper of the Future, by Timothy O’Brien, New York Times

Lawrencians buying tickets for University of Kansas football games can visit the same site, LJWorld.com, and find photographs offering sightlines from each of Memorial Stadium’s 50,000 seats. Law aficionados can find transcripts of locally significant court cases posted on the site and participate in live, online chats debating the pros or cons of some cases – sometimes with experts who are involved in the proceedings.

A related Web site, lawrence.com, is aimed at college readers. It allows visitors to download tunes from the Wakarusa Music Festival, find spirited reviews of local bars and restaurants and plunge into a vast trove of blogs

The steward of this online smorgasbord is Dolph C. Simons Jr., a politically conservative, 75-year-old who corresponds via a vintage Royal typewriter and red grease pencil while eschewing e-mail and personal computers. “I don’t think of us as being in the newspaper business,” said Mr. Simons, the editor and publisher of The Journal-World and the chairman of the World Company, the newspaper’s parent. “Information is our business and we’re trying to provide information, in one form or another, however the consumer wants it and wherever the consumer wants it, in the most complete and useful way possible.”

The company has continued on an path of customer focus and innovation. There work shows what can be done by understanding what need you fulfill for customers.

They understand what they offer customers (and it isn’t just paper). They understand the technology related to their business (not the technology of their past methods of working but the technology possibilities related to serving their customers). They understand the realities of the marketplace. And they have divined a strategy based on this knowledge (they have innovated). And finally, the Lawrence Journal-World has maintained a constancy of purpose.

Related: Zipcar InnovationInnovation StrategyInformation Technology and Business Process Support Continue reading

Lame Move by Google

Google does great things and makes good decisions most often. However a recent move on their part has ended very lamely. As part of what their 10th anniversary celebration they provided a search of the 2001 index (the oldest index they could find to search now). This was extremely cool.

Now if you go to find it so you can try it out you will be disappointed. Search for it on Google you will find a link to Google Search 2001 which gives you a page that says: “The page – www.google.com/search2001.html – does not exist.” Is it amazingly lame that Google took the search down, has it has the first result on searches, and has no explanation on that page of what it was about.

It would be cool for them to leave it up (it was interesting). And I would think they could make a great deal of money showing ads (I can’t remember if they did show ads). But not leaving a page at that address (which was linked to over 95,000 times) explaining what the page did and that it is now offline is very lame. Breaking 95,000 links is bad enough for some pointy haired boss that believes the internet is made up of tubes but for a well run internet company to do that is pitiful.

This move shows Google in a similar light as Gap when managers shut down the Gap’s web site for days (in 2005). Google failed when exiting the video business (DRM issues), then realized their mistake and recovered. The fix for this would take all of 1 hour. Someone just has to put up a page discussing what the page was for and that the search has been discontinued.

But really they should explore if it is better to just make it live – maybe it doesn’t but I would certainly want to look into that option. If not, I would put up some interesting results from the experiment (though if the choice is just a 1 hour solution or nothing then just put up a page in 1 hour) and link to commentary about the search and interesting things people found. This would be an interesting task for an intern, or someone else, and could provide an interesting and popular page. but most importantly at least not breaking 95,000 links (plus all those who go to the page from search results pages) is the minimum Google should do.

Related: web pages should live foreverSearch Share Data Checking the ACSIWays for Google to Improve Continue reading

Don’t Do What Your Users Say

In, Don’t do what your users say, Hanford Lemoore, provides a nice illustration of why customer focus is important but must be done with care.

in UI design it’s important to understand that what a user says and what a user is telling you can be two different things.

I got a good variety of comments back. Constructive thoughts. But I noticed an interesting trend: The most common thing suggested was “Add an undo to the game.” It seems almost everyone who tested the game had asked for an undo option.

I wanted to find the root cause of the “undo” request. I had some friends of mine host a playtest party at their house

During the party I got a lot of great feedback. Just watching someone play my game and see them learn from their mistakes was an incredible experience. But mainly I was watching closely to see if and why anyone was going to request an undo feature. What I saw was surprising.

After the user test is was clear to me that the root cause for undo requests was that the controls were too sensitive for the average player. There were a few other things that were revealed too. People really loved solving the puzzles in the game — the first time. But if they had to restart, they really did not enjoy redoing the puzzles they had already solved. This was another cause of wanting an undo in the game.

This is a great example of looking for the root cause and going to the gemba. You must focus on customers but you must bring thought into how you react. Just doing what they say is likely a bad idea. Ignoring them is also bad. But listening and learning and then adjusting is good.

Related: Pleasing CustomersConfusing Customer FocusWhat Could we do Better?Good Customer Service ExampleFind the Root Cause

Google Knows it is a 2.0 World

You can accomplish a great deal by just talking to people. Google Public Relations:

I did not really expect it, but the next day I got a call from Jeffrey Korn at Google California. He explained that he was the one responsible for building the Google Bookmarks and Google Web History tools. The problem with my extension was something I hadn’t imagined: a scaling problem. Hehe, Google had scaling problems :-) .

The gBrain extension creates a lot of bookmarks. Several thousands a month. And the Google bookmarks system was never made with this amount in mind. What made things worse (and I didn’t knew that), the bookmarks are connected to the normal web search. Whenever you use the web search, it checks it against your Google bookmarks. You can easily imagine what problems can come up when you have a several 10 or even 100 thousands of bookmarks…

Jeffery also made a few suggestions how the extension could be changed to make use of their Web history service instead of the bookmarks system. This would avoid the scaling problems. I may consider it some day.

But why am I telling this? Because I’m amazed how Google handled this. Instead of just blocking my extension at their side, or sending me a cease and desist letter they contacted me and asked.

Good for Google. I do find it a bit funny they had a lawyer contact the guy but still Google’s reaction was much better than most companies would be. Companies like Google, Amazon, Lego, New York Times are taking advantage of technology to leverage community efforts to improve the value of their service to customers. This is an important innovation management needs to acknowledge and manage. Or you can be like the poorly managed journal publishers or music industry that are destroying their organizations futures.

Related: Funding Google Gadget DevelopmentInnovative Marketing Podcast (Lego)Innovation at Google

Pleasing Customers

Why is 37signals so arrogant? by Don Norman

The Brash Boys at 37signals Will Tell You: Keep it Simple, Stupid. Brash is an understatement. I was quoted in the article because of my article arguing that simplicity is highly overrated: the tasks that we do require tools that match the requirements, and these add complexity.

Yes, they are arrogant — and proud of it: “Arrogant is usually something you hurl at somebody as an insult,” Hansson said. “But when I actually looked it up — having an aggravated sense of one’s own importance or abilities’ — I thought, sure.” Park concludes his article by saying “Call it arrogance or idealism, but they would rather fail than adapt. ‘I’m not designing software for other people, ‘Hansson says. ‘I’m designing it for me.’ ” “I’m not designing … for other people.” I think that simple phrase speaks volumes. Thank goodness most companies recognize that this attitude is deadly.

I don’t agree. Not compromising leads to solutions that are unlikely to be all things to all people. But with an intelligent and knowledgeable leader will lead to excellent solutions for those that share desires. Now I don’t think this is the best strategy, especially for growth. But it can be an excellent strategy for startup, innovators and those seeking 1,000 fans.
Continue reading

Toyota’s Commitment

From Toyota’s blog, Living Up to Our Commitment

We’ve received reports that on a small number of model-year 1995 to 2000 Tacomas, excessive corrosion of the frame has caused perforation of the metal. The reason for this, it appears, is that the frames of some of the 813,000 vehicles built during this time-frame may not have adequate corrosion protection.

Because of our oft-stated commitment to standing behind our products, we’re extending the rust-perforation warranty covering these trucks for a period of 15 years from each vehicle’s original date of purchase, with no mileage limitation, for corrosion damage that results in perforation of the vehicle’s frame material. Owners of these Tacomas need not be the original owners. Even if you bought your Tacoma second- or third-hand, it’s covered by this extended warranty.

Once again Toyota shows what it means to go beyond the traditional way of thinking (where often MBA bean-counters and lawyers decide what should be done) instead of someone interested in having the company actually live up to a higher mission. From a previous post on their blog:

The Toyota Way is a management philosophy involving 14 principles that is the essence of the DNA of our organization and really all those who make up the company. In its basic form, the Toyota Way boils down to two fundamental practices: Respect for People and Continuous Improvement.

Related: Toyota IT OverviewDeming CompaniesReacting to Product ProblemsToyota Management Develops the New CamryCorporate BloggingDell Innovation

Customers Get Dissed and Tell

There are those rare companies where interacting with them is not a dreaded experience: Trader Joe’s, Southwest Airlines, Ritz Carlton, Crutchfield, Cannon, Groovix. There are not many. And even just providing something that just works is seen as a treat. The all too common dis-service, combined with the internet, leads to Consumer Vigilantes:

a growing disconnect between the experience companies promise and customers’ perceptions of what they actually get.

A swell of corporate distrust – exacerbated by high executive pay, accounting lapses, and the offshoring of jobs – has people feeling more at odds with companies than ever before.

Years of dialing the call center for a technician yielded at least eight missed appointments by Comcast, he says, but a post on ComcastMustDie brought a phone call the next morning and, later, a lead technician who showed up on time. Now, Salup says: “Anytime I have a problem, I also post it on the blog.”

Pretty lousy systems thinking (or really failures to think systemically). Pay executives obscenely and cut service until customers literally can’t stand you so much they don’t just want to avoid you they want you out of business.

And then instead of fixing the system, just burn the toast (follow the link for an explanation). Then wait from those that get the burnt toast to tell everyone that you sold them burnt toast. Then, after they do that, go scrape it for them. This is not what Dr. Deming meant when he encouraged companies to eliminate the need to inspect for quality. Of course you know that (you are reading this blog after all). Maybe the business schools decided to cut down Deming’s ideas to just eliminating inspection and a couple other sound bites. And then tell the MBA’s not to bother reading all the rest of that… we have to get on to the cost reduction strategies that will make sure you move into the c-level and get the real money.

Most customers, of course, don’t have the time or energy to go that far in their service insurgencies. They want an apology, a human being who answers the phone, or simply some bottled water after a few hours sitting on the airport tarmac

But some companies just push people so far they have to let people know about how poorly they have been treated. Some past posts highlight the frustrating experiences bloggers, including me, share about how badly we have been treated: Ritz Carlton (good) and Home Depot (bad)Incredibly Bad Customer Service from Discover CardMore Bad Customer Service ExamplesPoor Service, an Industry Standard? (HP)Comcast HD DVR Is Simply, Terribly Awful

Consumerist, is a great site, doing what it can to counter some of the horrible service.

Losing Consumers’ Trust

Last week their was a recall of 143 million pounds of beef in the USA. Lets take a short systemic view at what is going on. The public has an interest in a safe food supply which is difficult to enforce through caveat emptor (buyer beware). So this is a natural situation for government regulation (to protect the public interest) – plus it relates to public health which is another natural for government regulation.

The USDA regulates the industry and puts in place rules as new threats emerge. So a few years ago they instituted rules that if an animal can’t walk after the USDA pre-death inspection they be re-inspected “largely as a precaution against bovine spongiform encephalopathy, or mad cow disease .” It seems hard to argue with that plan. If the pressures to maximize profits (assuring every cow is processed) exceed the desire to take precautions to ensure the safety of customers the risk of losing the trust of consumers is great.

There have been several instances, that have been made public, which call into question how effective the system is at preventing self interest from endangering the food supply. That then calls into question the safety of all meat that is part of that system. Many in the industry seem not to realize that they will be judged by the failures of any in the industry. And in my view, it is in their interests to have strong protections industry-wide.

The export market for meat is large. For political reasons some countries aim to protect local farmers and ranchers (the USA is a huge subsidizer of farmers and ranchersSugar Industry Quotas). And when the system continually shows that bad practices are allowed to continue it makes it a very easy decision to not allow the import of meat. Why would a country want to import food from a system that fails to follow food safety standards (especially if politically that is what they want to do – this provides them a pretty darn good reason to do what they want).
Continue reading

Innovation Thinking with Christensen

In my opinion Clayton Christensen offers truly insightful ideas on innovation and management. He presents the rare management advice that is not only good but also new – an incredibly rare combination. The current issue of Business Week includes an interview with him: Clayton Christensen’s Innovation Brain:

Yes. The problem is when you say “listen to your customers,” your customers are only going to lead you in a direction that they want to go in. Generally, that will never lead you to disruptive growth. You’ve got to find that new set of customers, and listen to them and follow them. That’s the trick. Once you have customers, they hold you captive to their needs.

It’s hard for me to see what will disrupt Google. I think they’ve got a pretty good run ahead of them.

While some of Christensen’s ideas are new he also builds on existing ideas. The idea on customer focus being a potential trap was discussed by Deming a great deal. Interesting point on Google, I must agree, though it makes me nervous to think that way: it is easier to mess up success than to fix a mess. I will be interested to read his ideas on the health care system.

Related: Six Keys to Building New Markets by Unleashing Disruptive InnovationManagement Improvement Leadersarticles by ChristensenThe Innovators SolutionWhat Job Does Your Product Do?
Continue reading

What Could we do Better?

At the Hunter Conference, years ago, a speaker (I forget who) talked about how to get useful feedback. He discussed how asking “how is everything” normally will get the response: “fine” (which is often that is exactly what the staff wants so they can move on without wasting any time). However, if you really want to improve that doesn’t help.

He explained how he worked with Disney to improve their restaurants. Using the “how is everything” question had not alerted the restaurant to any issues. So he visited the tables with the manager and asked – “What one thing could we do to improve?” Over 50% of the people said the rolls were stale: clear information that is actionable. And in fact they were able to adjust the system to remove that problem. A small thing, in this case, but a clear example of a good method to help target improvement.

To encourage useful feedback, specifically give the customer permission to mention something that could be improved. What one thing could we do better?

This post was sparked by Seth’s post: This must be hard. I think he was on the right track, but I think the results could be even better using a question like: what one thing could we do better?

Related: Usability FailuresCEO Flight Attendantcustomer focus blog posts

Price Discrimination in the Internet Age

Re: Boing Boing post – Why HP’s region coding excuse is bogus

There is a simple method for large multi-national companies to use to protect against currency fluctuation. They can use foreign exchange futures to do so. Companies do this all the time (some also chose not to for their own business reasons). “Foreign Exchange is the largest of the global financial markets. Daily trading volume in the currency markets is estimated to be 1.1 US trillion dollars.” – Smith Barney Citigroup. Some companies choose to speculate on the direction they believe exchange rates will go (either directly, or by not hedging when they believe rates will move in their favor and hedging when they predict doing so will benefit them).

In fact the United States government gives beneficial tax treatment (60% of profits are classified as long term capital gains, regardless of the holding period, thus reducing the taxes owed) to profits from “futures” trading. The reasoning is that creating a market for companies to hedge their risks is so important we must provide tax benefits to create a market for this activity. Some may think that the special tax advantages are more likely due to large payments from lobbyists to those who write the tax code than the merits of such tax law. In fact I may be one of them. Farmers often use futures contracts (on, for example, wheat or corn) in much the same way that companies can use future currency contracts to hedge their risks. That point is mentioned by the lobbyists, I would imagine.

The argument that you need to cripple products by geographic area to cope with currency fluctuations is false. It might be that a company wants to practice Price Discrimination (definition from US Federal Trade Commission or from the Digital Economist) to charge more where they can get more and less where they can get less. In the view of such a company, the internet, and other factors, have made it increasingly easy for people to buy in the low cost region and resell the items in the region where the company wants to charge higher prices. If you want to keep practicing price descrimination as a company you have to erect barriers to the free trade of your products by your customers.

Reimporting drugs is another clear example where companies try to use price discrimination – to charge US consumers more than Canadian consumers. Drug companies have successfully created legal road blocks to those trying to get around the geographic price discrimination. However, since lately those responsible for enforcing those laws have not been very eager to do so you can imagine the drug companies would like a drug that only worked in the country it was purchased. Another example of price discrimination are the regional versions of Windows.

I happen to believe companies should have the right to practice price discrimination. And in fact they should have the right to make products that have replacement parts that have been crippled to work only in products sold in specific countries. I would rather deal with companies that were trying to provide me more value not less. So I would be reluctant to buy from companies that practice such anti-consumer behavior. And luckily the internet and blogs are making it very difficult for companies to hind such practices. My guess is once attention is focused on such practices some companies will take advantage of such behavior by pledging “to do no evil.” And those companies will gain customers. The process will be quite a bit more confusing in the real world but that is how things will play out in the long run.

Hedging Currency Fluctuations:

Taguchi Loss Function

Topic: Management
Written in response to this post on the DEN. The reponses on this topic show the strength of the DEN.

1) thoughtful responses that should help the person posting the original message
2) thoughtful responses that are of interest to many of us
3) the chance to explore concepts in some greater depth than we may otherwise

Relating to the 3rd item in my list I would like to explore part of Myron’s response. “Loss functions are highly personal. To ascribe a loss function to society requires plenty of hutzpah!” I think, the Taguchi Loss Function is meant to show the loss to society as a whole. My understanding, is that the Taguchi Loss Function is meant to show the overall quantifiable loss to society.

I must say that while viewing the overall loss to society is worthwhile, I think it is often more useful to see (or think of) the losses to each of the various parties. I believe this for the following 2 reasons.

First, to ascribe the loss to society, as Myron notes, requires plenty of chutzpah and I think is often going to lead to attempts to quantify impacts that are difficult to quantify. My understanding is that the Taguchi Loss Function limits the losses to quantifiable losses. If the losses are actually quantified then it should be a simple matter to include whatever losses you choose to get a picture of the factors you wish to focus on, which is good.

However, in practice, I have seen the concept of the Taguchi Loss Function used quite a bit. I have never actually seen any losses quantified and totaled and shown on a graph. I think focusing specifically on who suffers a loss and what that loss could be, can help. I think actually quantifying the losses to society can be daunting. So, while I see the value in framing the concept that way I think to actually get the losses quantified you are best served by starting with those closest to the process and then adding additional loses to those results.

Second, if you attempt to use the concept to help you manage (as a guide in decision making) the impacts to society are a factor, but, I think the loss to your company, the customer and perhaps the end user are most important. A negative impact to society at large is not going to have the same impact to a decision maker as the same negative impact to the customer. The decision maker will likely be willing to invest more to reduce the loss to a customer than to society at large (and that seems logical and sensible to me).

I believe the Taguchi Loss Function is a great conceptual model. I also think it is important to understand that the shape of a loss function in any situation depends on that specific situation. A parabola does a good job of illustrating the concept that loss is normally not binary and often increases somewhat slowly very close to the optimal result and more dramatically as the deviance from the optimal result increases. The loss is often not equal on either side of the optimal result in which case a parabola would not be the best model.

The import factor when making a decision, in a specific case, is to look at the losses that actually exist for that case. And, in my opinion, knowing where the loss is felt matters – so only viewing the overall loss to society is not sufficient. However, this concept is not part of the Taguchi Loss Function, but rather, is my opinion of how the concept can be applied most effectively. And while the concept of the Taguchi Loss function does a great job of showing why specification limits are not sufficient to good management, it is true that is some situations the loss can be pretty much binary, good (no loss) or bad (100% loss) with little, or no, “grey area.”

John Hunter

  • Recent Trackbacks

  • Comments