The Power of a Poor Experience
In my latest BusinessWeek.com column I focus on the need for and power of authenticity in branding. I began the column with the story of Citi, which has been about as inauthentic a brand as there could be over the past couple of years. New CEO Vikram Pandit is claiming to have turned things around, and I hope he has. We’ll see.
Unfortunately, it’s much easier to find examples of brands that are falling down on the authenticity job than those which consistently succeed. That’s why a recent experience I had with Southwest Airlines was so intriguing to me.
A few weeks ago a group of MWC staffers and I were at the Southwest ticket counter checking our bags, and we ran into a particularly nasty agent. She seemed angry at us for simply being there, and scolded us as she rushed us for no apparent reason. There were no long lines, we weren’t late for our flight—we simply offended her by showing up. Or maybe she was just having a bad day.
As we joked about it on the way through security, I noticed how I was interpreting the event differently than I would have if she had worked for, say, American or Delta. In that case it would have been easy to count the bad experience as one more example of how legacy airlines don’t give a rip about their customers. I know I’m overstating it a bit, but I have come to expect poor treatment from those brands (hey, at least they’re consistent).
In this case, however, I not only gave Southwest a pass, I actually felt sorry for the brand. One of their own was behaving in a way that hurt it, and I didn’t want that to happen. Southwest has been so consistently authentic over the years that the space the brand occupies in my brain simply rejected this one example of rude behavior.
Southwest, like every brand, isn’t perfect. But it is authentic. And that authenticity has built up such equity over time that one bad experience did no damage—in fact, it may have in an odd way enhanced the brand by making me consider why I reacted the way I did. If it happens again soon I may start to reconsider, but for me this experience served as an exception that proved the rule. Kudos to Southwest.



Black swan, or outlier? I think it will be increasingly hard for SWA to keep its brand authentic as more and more of its customer’s experiences are impacted by events and people outside their control (FAA, TSA etc).
Good post, Steve – made me think about *my* favorite brands and how diligent (or not) they are at protecting them.
- Les
Comment by Les McKeown — Friday, July 23, 2010 @ 8:39 AM
You’re right about the challenge SWA faces, Les. But I have hope…
Would love to hear more about the brands you believe are authentic, and why.
Comment by Steve McKee — Friday, July 23, 2010 @ 10:06 AM
As a customer, I so want the authentics out there to continue. It’s been disappointing to watch Target’s decline. Will they return or who will replace them?
Verizon is a company I see as authentic. I have found their customer service to be consistent and very helpful, and we’re totally happy with their service. We feel very loyal to them as a result.
I also have found Apple to be authentic. I bought my first MacBook Pro in October. I’m thrilled with the quality, and I love the service I get on the phone and in the store. They’re extremely helpful. I’m so impressed with them, I now work at the Apple Store
Comment by Sue Sullivan — Monday, July 26, 2010 @ 8:57 AM