A half hour plus with two subscription pros at the Boston Globe today brought home what a niggling, nettling surprise awaits new owner John Henry.
He’s a rich guy, principal owner of the Red Sox, builder of a grotesque, gauche, turreted mansion in Brookline, and bargain hunter. He’ll plunk down $70 million in cash for the paper, it’s online goodies and such. In 1993, the New York Times paid $1.1 billion for the package.
He says he wants to keep newspapers vibrant in Boston. Here’s hoping he cleans house on customer service and subscriber interfaces. That’s something a rich guy’s minions should be able to do.
Simple made hard
I’ve been a technical communicator for decades, helped design user interfaces, and done usability testing for software, PDF files, websites and help systems. The Globe‘s subscription interfaces — human as well as digital — flunk.
A recap of recent interactions includes:
- We were out of state for a couple of weeks and apparently I missed a previous bill.
- Right before we left, I got a bill a couple of days after the home delivery stopped.
- We got a bill right before we left. While it wasn’t at all easy to find the subscription options and current prices on the twisted website, I did notice that there was a senior rate. I had just entered that group and thought, “Swell, I’ll re-up at a lower rate.”
- Not so fast. After going all over the site, I saw that this required copying a birth certificate or license and mailing it with a stamp.
- When we returned, a subscription minion called to say they had gotten my senior paperwork, but would hold it until it cleared the check I told them I’d sent at the same time for delivery through 7/21.
- We headed off for a week at the Cape with friends. The jolly sub lady said we’d talk again when I returned about starting again at the lower rate. I asked if I could return to paying annually as I had before. She said sure and there’d be a discount for doing so. She noted that while the NY Times continued to suck money from a credit card, her paper had stopped doing so because a card had expired, but they didn’t contact me for the new expiration date. Huh? Doesn’t everyone from ISPs to papers do that when there’s an expiry issue? Apparently not this one boner paper.
- While we were gone, delivery restarted regardless of what jolly sub lady said.
- In the mail pile when we returned was a Globe bill. It was for a full month in advance, at the regular, not senior, price, plus and inexplicable $29.64 for service “from 08/05/2013 to 8/04/2013″ which makes my head hurt to wonder how even an accounting program could generate that.
- So today, I called. Sigh.
- The first rep had a (not her fault of course) heavy subcontinent accent and was fairly unintelligible. More important, she couldn’t answer my queries or fix the problems. Those would include, why did delivery restart when I had an agreement with subscriptions to wait until I returned; what the devil was $29.64 for an irrational billing period when we got no papers, retroactively or forward; if I’d been approved for the discounted rate, why was the bill for the standard; if I pay for a whole year, do I get a discount on top of my discount.
- Instead, she tried to shut me up with a 12-week, new-subscriber rate. Nah.
- Eventually, she switched me to another hold queue, this time for a subscriber advocate.
- At this higher level, Walter was at first overwhelmed by the complexity of what his company had wrought. To his credit he persevered and nibbled away at each problem until he squashed them…all but my mentions of the utter lameness of the subscription site, both for potential subscribers and existing ones.
- The short of it is that 1) he took off the absurd $29.64. 2) dropped the regular sub to the senior (not all that much of a discount, at $10.99 a week from $13.99 a week), 3) found there is no compounding of discounts, that it’s either senior, educational, or annual payment, 4) calculated a few ways to find that paying monthly by senior is cheaper than anything else, even annual, and 5) explained that when the Globe stops a sub on its end, it automatically restarts delivery immediately on payment and at the former rate, regardless of any commitment from even the sub folk.
Do you really want readers?
I’ll watch to see whether Henry wants subscribers. If so, he should sit on the site and try sub folk by phone. Bonk.
After my tedious but still relatively pleasant time with Walter, I checked the Globe site sub area again. Yep. It’s terrible.
Being fairly anal retentive as most tech communicators are, I also went to the NY Times, Boston Herald and Worcester Telegram versions. Each is a little sneaky. The Globe obfuscates to the point of fraud; it shows the least and demands the most to get even to the point of knowing what the cost and options are.
All of them follow the pattern of asking for your Zip Code to see whether they deliver in your area and to present an offer. That’s reasonable, but the marketing scams that accompany the following pages are sneaky and the worst among them for the Globe.
One might think that regs, particularly in a commonwealth with a strong attorney general, would mean pricing for a contract purchase would have to obvious, clear and understandable. Instead, the deal is, in this paper’s case, not to state on the signup page or in the FAQ, what the weekly, monthly or yearly rates are, nor any options, nor any discount programs, nor what the regular rates are after the teaser offer.
Instead, the Globe site presents three radio buttons, one each for:
- 7-day delivery for only $6.99/week for the first 12 weeks
- Thursday through Sunday for only $4.00/week for the first 12 weeks
- Sunday delivery for only $1.99/week for the first 12 weeks
You can’t proceed until you fill in your vitals and commit to one of those three, and either asked to be billed or entered credit card info for immediate payment. Up in the right corner is a discreet button reading, INTRO OFFER 50% OFF. You can extrapolate that after your 12 weeks, the price doubles, but absolutely nowhere does it say that. Nor does it read whether that doubled price is ongoing or subject to change.
I’m sure all this is totally illegal.
The other papers’ sites are better. They tend to offer discounts for delivery for specified times, but they are clear about what the ongoing cost will be.
Taking Henry at his word, that he wants the paper to survive and flourish as a newspaper, let’s assume he wants readers and subscribers. If so, his folk have a plain usability challenge or rather set of challenges. Specifically:
- Put subscriptions prominently on all the site pages
- Create both a FAQ and sub overview that lists the sub options and prices
- ID potential customer issues and train sub support on them
- Sweeten discounts and other incentives to get and retain long-term, recurring subscribers
- Enable communicate across all areas that make subscription commitments and billing
None of those is hard. I’ve managed all those areas. Yet, the first and most important aspects are, first a commitment to customers, and second having employees who can think like customers. The second requires greater intelligence and sensitivity than most executives have. They can learn.