Cellular South is the #1 independent mobile provider in the United States. HUGE was retained by Cellular South as its digital agency of record to develop and implement a digital strategy to significantly drive growth and take on AT&T, its #1 competitor.
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Building on past success
By any standard, JetBlue.com is one of the most successful travel sites on the internet, generating $1.2 Billion annually—over 80% of all the airline’s tickets sales. In this context, careful research, planning and analysis is crucial. The smallest of changes could have a massive—positive or negative—impact on the overall company revenue.
A comprehensive planning process
HUGE began the redesign with a detailed research and planning engagement. The purpose was to develop a thorough understanding of where JetBlue.com needs to be in the next 18 months and a precise implementation plan outlining all the steps required to make that vision a reality.
This included activities such as:
Stakeholder Interviews: We met with key members of marketing, IT, operations, revenue management and customer service, as well as members of the executive leadership team to fully understand JetBlue’s business and how the web can make an impact. We then synthesized this input into a single set of imperatives and business drivers.
User Research: We engaged in a user test of the current JetBlue.com site and interviewed members of Jet Blue’s target demographic. We also took a look at Jet Blue’s market research in order to arrive
Customer Service Assessment: Customer service is one of JetBlue’s biggest cost centers, and an area in which immediate cost savings can be realized. We visited JetBlue’s customer service facilities in Salt Lake City and performed a detailed evaluation the various types of phone calls and emails they receive and their relative frequency. We found that several usability problems, along with a set of frequently asked questions, accounted for a significant percentage of phone and email volume. Addressing these would have a measurable impact on the bottom line.
Technology Appraisal: JetBlue.com interfaces with a myriad of technologies and systems, including e-commerce, flight management, customer management, loyalty programs, analytics, content management, and data feeds from third-party providers. Such systems don’t just impact the web site, but the operations of the entire airline. A key part of the engagement was understanding these issues and working within their constraints.
Developing a vision & creating a road map
We next began to translate this information into a realistic vision for the future, engaging in a series of brainstorming sessions and strategy workshops with JetBlue personnel to help define the vision, establish metrics for success, and develop a framework for revenue growth and cost savings.
The end-result? A clear definition of the future of JetBlue.com: how it should function, the strategic goals behind the site, how it will drive customer acquisition, and organizational imperatives. The vision also included an idea of how JetBlue’s online and offline marketing efforts could be enhanced and integrated into the overall plan. This road map defined three phases: Phase 1 would end with a public “launch” of the new site, and Phases 2 and 3 would be additions to JetBlue.com after the initial launch.
Building in quick wins along the way
We also recognized that the JetBlue needed to evolve to meet business needs before a formal launch. The site wasn’t just going to take a break. As a result, three intermediate projects were developed and launched:
- Launch of JetBlue Getaways, JetBlue’s vacation package offering
- Redesign of TrueBlue, JetBlue’s frequent flier program, timed to the release of the JetBlue American Express card
- Design of a microsite and home page revisions to support JetBlue’s new television advertising campaign
The newly designed flight booker helps JetBlue.com book 80% of all JetBlue tickets
The takeoff
The new JetBlue.com launched in October 2006 to significant public accolades. The site was awarded “Honorable Merit” by ID Magazine in its annual interactive design awards—one of five websites to be so recognized. More importantly, the website resulted in significant wins across all metrics: an increase in revenue, site traffic and most notably, 45% decline in customer service phone calls.
Other collaborations with JetBlue
The JetBlue Intranet
In our role as JetBlue’s interactive partner, we were subsequently assigned to design and assist in the development of JetBlue’s intranet, the corporate portal used by JetBlue’s 10,000 employees. HUGE engineered the intranet to help foster a sense of teamwork and camaraderie among JetBlue personnel, while allowing company-wide messages to be easily communicated. We also fulfilled JetBlue’s goals of making it simple for employees to collaborate and access mission-critical applications.
The JetBlue Route Map
HUGE’s next worked with JetBlue on an all-new route map, with expanded destinations and on-screen display options including mileage, average flight time, TrueBlue points accumulation and direct links, which allow the user to book an itinerary or sign up for the TrueBlue reward s program directly from the page. It’s a faster, cleaner interface that no longer requires customers to search through drop-down menus. The controls can be zoomed in and out, which happens automatically for shorter routes. There are also more display options: in addition to non-stops and connectors, the new Jet Blue route map also shows specific pathways between any two cities the user selects.
The future
HUGE is now working with JetBlue on designing the next major release of JetBlue.com, which features significant new revenue-generating initiatives.
