I’ve been thinking about the Amazon Effect lesson from my customer discovery research of e-commerce from last week. There are a lot of tenets to the Amazon Effect including the rise of expectations of delivery, access to goods, etc. but the one I thought about most was.
The Amazon Effect has affected some of the longest-standing fundamentals of web. That is, time on site used to be a valuable metric. Amazon has proven that a winning strategy can be the opposite — get in, find what you want, check out and get out. Fast. Come back again.
The idea sticks out because it flies in the face of expectations and a metric that website owners typically watch for – “the higher the time on page, the better”. Amazon, however, is about getting folks in and out. This is the experience Amazon wants to build as it then drives consumers to come back.
As I let this idea marinate, one thing becomes clear – Amazon knows its “wow moment”. They’re not just focused on shortening the path to check out. They’re focused on shortening the path to the “aha!” and “wow” moment. That’s the experience. That’s about getting customers getting exactly what they want, when they want, how they want, and where they want (at home, largely).
Southwest Airlines is another company who challenged a long-standing industry paradigm. In this case, it was the airline industry’s paradigm of filling a plane. Southwest can tout its success with 45 straight years of profitability. Most airlines believed profitability and revenue necessitated every seat on a plane be sold and filled. It’s one of the reasons they oversell flights.
Southwest, on the other hand, realized their bottleneck and path to revenue was the plane. As long as a plane sits on the tarmac, the more underutilized the plane is. Thus, it’s not making money.
Southwest built their business on turn-around time – how fast they could turn a flight around, even if it meant the plane was not full. They flourished with the “10-minute turnaround” as other airlines were turning planes at 60 minutes – the time from entering a gate, loading passengers and cargo, and leaving the gate.
For Southwest, the wow moment is arriving at the destination realizing their fees were far less than rivals (in addition to above-and-beyond customer service).
Longstanding business practices don’t always make sense. Consumer habits and expectations continually change. Stay focused on the customer, and realize there are more ways to achieve success, especially, when ushering the market into a new era.