Close to the bones : Dans chaque numéro, l’expérience client d’une entreprise passée au crible, tout près de l’os
Quand une entreprise française lance un service innovant en matière d’expérience client, qui plus est validé par les investisseurs et le marché, la rédaction de The Seamless Experience Fanzine ne peut être que curieuse. Fondée en 2013 par Etienne Morin et Antoine Régis, deux anciens élèves d’HEC, ChicTypes propose un service de personal shopping original : le client appelle un styliste qui sélectionne avec lui une série de tenues, qui lui sont envoyées dans une malle par coursier, et qu’il a sept jours pour essayer – si rien ne lui plaît, il ne doit rien. Le modèle a rapporté 2 millions d’euros de chiffre d’affaires en 2014, et séduit une série d’investisseurs dont 360 Capital Partners (Le Slip français, YellowKorner, Leetchi.com, Withings), qui ont participé à une levée de fonds de 4 millions d’euros début septembre.
La rédaction de Seamless Experience Fanzine, sans révéler qu’il s’agissait d’un test dans l’optique de la rédaction d’un article, mais sans cacher l’identité réelle du journaliste, a essayé chictypes.com pour savoir si la promesse était réalisée.

Margaux Ringot – Styliste
La promesse :
« Votre styliste personnelle sélectionne des vêtements des meilleures marques pour vous – livraison et retour : facile et gratuit, 7 jours pour essayer, sans engagement d’achat ».
L’inscription :
Elle est nécessaire avant toute commande, sur le site chictypes.com. L’inscription est se fait en cinq minutes, les questions sont basiques, certains styles sont montrés, on doit faire savoir si on aime ou pas – on peut aussi dire que rien ne plaît, ce qui est un plus. Au final, une liste de marques est présentée comme répondant le mieux aux choix – c’est en fait la même, quelles que soient les réponses données. à l’issue de laquelle un rendez-vous téléphonique est pris avec le « styliste »… qui n’est plus le même que celui présenté au début de la procédure. Le rendez-vous téléphonique est confirmé par e-mail, avec inscription dans le calendrier personnel. Il n’est pas obligatoire de renseigner ses coordonnées personnelles à cet instant.
La demande :
Réalisée par téléphone le 16 septembre, auprès du styliste qui a respecté l’heure du rendez-vous à la minute près.
Le styliste use du vouvoiement mais préfère utiliser le prénom du client plutôt que donner du « Monsieur X», ce qui est un intermédiaire appréciable. La conversation commence par un rappel du concept et du fonctionnement, ce qui est très utile. Le client veut choisir une paire de chaussures, il finira par accepter de se faire livrer quatre tenues complètes (pantalon+chemise) + un imper « pour essayer », dans l’esprit d’un style « entre deux » : intersaison, ni trop habillé, ni trop négligé. Le styliste essaye d’évaluer le style du client à travers quelques question simples (« qu’est ce que vous portez actuellement ? », « Quelles marques aimez-vous ? », « Ya-t-il des couleurs que vous n’aimez pas ? » « Connaissez-vous les Chinos ? »). Avant de prendre rendez-vous pour la livraison de la malle… il faut communiquées les coordonnées de sa carte bleue, pour qu’un montant de 100 euros soit bloqué en pré-autorisation, comme garantie pendant le prêt des vêtements – on comprend sans problème, mais ce n’est pas indiqué sur le site. Le styliste propose de saisir lui-même les numéros – on n’est donc pas dans un environnement PCI-DSS. Le rendez-vous est pris avec un livreur entre 12h et 14 le surlendemain, à domicile. La formule de congé est étudiée : « J’ai été ravi de parler avec vous ». La conversation a duré 25 minutes.
La livraison :
Le livreur est au bas de l’immeuble trente minutes avant l’heure convenue, il passe un coup de fil, s’excuse d’être en avance, mais « il était dans le quartier ». Il monte l’escaler (4 étages) pour livrer la malle. Propre, poli.
La malle :
Un très bel emballage, une lettre personnalisée du styliste, un feuille avec une grille récapitulant les articles, leur prix, et qu’il faut cocher au terme de l’essai pour signaler ce qui est conservé.
Les vêtements sont propres, visiblement neufs avec toutes les étiquettes, soigneusement pliés et regroupés en quatre tenues (haut+bas) enrubannées. Les prix sont semblables à ceux qu’on peut trouver dans un grand magasin parisien.
La qualité des articles est variable, souvent excellente, parfois moyenne – de même que les tailles, certains pantalons affichant les mêmes mesures taillant très grand, d’autres beaucoup trop petit. On avait dit au styliste qu’on n’aimait pas le marron : pourtant plusieurs articles sont de cette couleur. On avait dit qu’on était plutôt costaud, on reçoit des jeans et chemises « slim ». Bref, dans la malle, il y a à boire et à manger. Avec un budget suffisant, on aurait sans doute conservé trois articles sur douze – mais pas les chaussures, qui étaient l’objet de la prise de contact. Le client décide de renvoyer l’ensemble des articles. Un compte-rendu détaillé, équivalant à la fiche livrée avec la malle, est renseigné et renvoyé via l’espace client du site chictypes.com.
Le retour de la malle :
Cinq jours plus tard, le mercredi 23 à 18h50. Le livreur est encore une fois en avance, d’une dizaine de minutes, mais attend sans problème que le client soit de retour chez lui. Il fait signer un papier, il prend la malle et il donne congé – « C’est tout ? » « Oui, c’est bon ». Aucun examen de la malle n’est réalisé, alors que les vêtements non retournés sont normalement débités par chictypes.com juste après examen de la malle par leurs soins.
… et les problèmes commencent :
Deux jours plus tard, le client reçoit deux e-mails. Le premier accuse réception de la malle, annonce son « examen » prochain, et l’envoi, le cas échéant, d’une facture. Neuf heures plus tard, à 21h04, un autre e-mail annonce…. un échec de paiement, pour un montant de 293 euros. Aucune facture n’a été reçue. Impossible de comprendre à quoi correspond ce montant puisque… la liste du contenu de la malle n’est pas disponible dans l’espace client.
Le client envoie un e-mail pour contester ce prélèvement. Le service client est fermé jusqu’au lundi. Le client conteste le prélèvement par un message sur le compte Twitter de l’entreprise. Pour faire bonne mesure, il ajoute un message à un client de chictypes qui se déclarait heureux d’avoir reçu sa malle, lui disant de se méfier… le samedi matin, le compte twitter de chictypes répond et admet qu’il y a eu « un souci ». Le community manager propose un coup de fil, puis un échange sur Twitter, puis d’envoyer en e-mail pour échanger sur le problème – pas très multicanal. En définitive, une heure plus tard, le client reçoit un coup de fil d’Antoine Régis, confondateur de Chictypes.com, depuis son mobile (numéro non masqué) qui admet qu’il y a eu une erreur, s’excuse, confirme que le prélèvement n’a pas été effectué, et que le service client reviendra vers le client lundi.
Le lundi matin, une agente laisse un message sur le répondeur du client pour confirmer qu’une « anomalie » avait été repérée, et que le paiement (qui n’a pas été prélevé) va être remboursé « dès aujourd’hui ». Deux heures plus tard, le client reçoit trois e-mails : un questionnaire de satisfaction, la facture avec enfin le récapitulatif de la « commande » erronée, et un message… confirmant que « Le paiement pour votre commande a été accepté ».
Dans l’après-midi, la même conseillère qui avait appelé pour laisser un message le matin rappelle, renouvelle ses excuses, confirme qu’aucun prélèvement n’a été effectué, que les e-mails qui ont suivi sont sans objet. Sans détailler les raisons qui ont occasionné cette erreur, elle évoque des « soucis avec le prestataire logistique, en l’occurrence Colis Zen », dont chictypes.com « chercherait à changer ». Elle essaie de conclure… en proposant un nouvel envoi de malle, avec une réduction. Au moment où nous écrivons ces lignes, aucun prélèvement n’avait été effectué suite à cette commande sur le compte du client.
ON A AIME
L’extrême politesse, le professionnalisme (tant en tant que personal shopper qu’en matière de relation client) de l’ensemble des interlocuteurs de chictypes, qui n’ont jamais cherché à se défausser ou à mettre en question les récriminations du client (qui s’est lui aussi efforcé de rester extrêmement courtois).
La réactivité, en plein week-end, du Community Manager et du cofondateur.
Le professionnalisme, la politesse des livreurs – pour ce qu’on a pu en juger.
La simplicité du concept.
Les vêtements proposés (pas tous, mais bon, le client est difficile).
ON N’A PAS AIME
L’erreur de facturation – sans facture – qui n’aurait jamais dû être.
Le cafouillage du community manager dans la multicanalité, même s’il voulait bien faire (« on vous appelle », « non parlons en sur Twitter », non en fait, « on vous enverra un e-mail »)
Plus généralement, les failles très inquiétantes de traçabilité des commandes.
Des erreurs sont possibles, évidemment, mais quand on laisse ses coordonnées de CB sur un site, on signe un chèque en blanc, la valeur du contenu de la malle pouvant atteindre les nombres à quatre chiffres.
Et en cas de problème, il n’y a quasiment aucun élément pour réaliser un examen contradictoire.
Pendant tout le litige, il n’a jamais été possible d’accéder à la facture réclamée. Elle serait pourtant utile dans l’espace client, ne serait-ce que dans une perspective commerciale pour permettre au client de savoir ce qu’il a acheté avant de faire une nouvelle commande.
Le livreur n’a jamais contrôlé le contenu de la malle. Même s’il l’avait fait, il peut se passer n’importe quoi entre le moment où il la réceptionne, et le moment où chictypes la reçoit – la responsabilité incombera au client.
Le client n’a jamais reçu de réponse écrite, par courriel, à sa protestation envoyée par courriel.
LE VERDICT
Lorsque des fées comme Pierre-Kosciusko Morizet et Pierre Kring (via leur fonds d’investissement), cofondateurs de PriceMinister, ou Pascal Cagni, Directeur des opérations d’Apple en Europe pendant 12 ans, se penchent sur le berceau d’une entreprise, lorsque cette entreprise met en avant une promesse d’achat « simple sans effort », elle met la barre haut en termes d’expérience client. Et tant mieux, car c’est là que ça se passe. Selon notre équipe de testeurs fous, la réactivité est là, mais il y a encore du travail à faire sur les fondamentaux – un travail que l’entreprise semble décidée à engager. Antoine Régis et Etienne Morin veulent intégrer la Normale Sup’ de l’expérience client – ils sont encore en classe préparatoire.
NOS CONSEILS
Proposant un service réellement innovant, chictypes a globalement un besoin de structurer l’expérience client, ce qui revient à :
Se convertir à un environnement PCI-DSS
Enrichir l’espace client du site internet, avec un récapitulatif complet des commandes, de toutes les étapes, de tous les échanges
Mettre en place un mécanisme d’examen contradictoire des malles avec les livreurs
Adopter une véritable stratégie multicanale, pour que l’ensemble du service client ait une visibilité sur l’ensemble des échanges
Des outils pour aboutir à une connaissance client complète
LA REPONSE DES COFONDATEURS
(le 13/10/2015)
Merci pour cet article à venir et pour votre intérêt pour ChicTypes, intérêt que nous ressentons sincère, professionnel et challenging. Vos feedbacks sont super importants pour nous.
Nous avons bien compris le ressenti sur les couacs de la partie transaction par exemple :
– cela a eu pour effet de nous amener à simplifier et clarifier les mails transactionnels (réduits à 2 : le premier une fois le retour traité précisant ce qui a été conservé et ce qui a été retourné, le 2e avec un objet explicitant bien qu’il incorpore la facture, dés la malle facturée)
– sur l’interface client nous allons modifier la navigation et mettre plus en exergue la partie permettant de vérifier et commenter les pièces en cours d’essayages, ainsi que de retoruver l’historique des malles précédentes
Par ailleurs, nous sommes en train de déployer l’approche UX de manière méthodique au sein de la société (le livre de Sylvie Daumal sous la main 😉 ) :
– questionnaires de satisfaction revu https://fr.surveymonkey.com/r/G5CYGKN
– un autre enquête dédiée à tous nos clients sera lancée d’ici 2 semaines pour évaluer par point de contact, l’importance prêtée par nos clients et l’évaluation du point de contact à date. Les résultats de cette enquête vont nous permettre de prioriser nos évolutions par point de contact
– établissement des personas
– nous allons par ailleurs lancer les focus groups quali d’ici 2 à 3 semaines
– idem nous cherchons une techno pour remonter les suggestions utilisateurs de manière canalisée mais laissant la place à la spontanéité : si vous avez des recos nous sommes preneurs
L’arrivée de notre CRM Manager d’ici le 22 octobre va nous permettre d’enclencher la 2nde sur tous ces sujets ayant trait à la connaissance et l’écoute de nos clients.
Nous sommes déterminés à devenir une référence en termes d’expérience client et comptons sur vos conseils et vos encouragements pour nous permettre de passer les étapes clés sur ce chemin permanent vers l’excellence.
(le 26/11/2015)
Notre responsable CRM et experience client est arrivé il y a 3 semaines et nous avons également lancé une collaboration avec une agence experte en UX design (UX republic).
Quant au transport, nous sommes en discussion avec un prestataire qui pourrait révolutionner la livraison. pr nos clients en opérant de l’enlèvement a la demande sur 30 min. A confirmer.
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