Improving Market-Share By Educating The Dealer Network
How Outsell has been used by companies to train their dealers and distributors
The year- 2016
A leading sanitary-ware company with over 70 product lines and 2000 SKUs
DEALERS AND DISTRIBUTORS OF SANITARY-WARE PRODUCTS GENERALLY STOCK MULTIPLE BRANDS OF PRODUCTS IN THEIR SHOWROOMS.
Our client decided to try Outsell for educating their dealer-distributor network. 10 Sales Managers of the company in a particular region got together and created training content using Outsell, and a training Calendar.
They visited 22 of their biggest dealers and distributors in that region, and conducted classroom training using the web-version of Outsell. This was followed by on-the-spot assessments to measure effectiveness of the program. Dealers and distributors who had queries were attended to and follow-up sessions scheduled.
The response from the dealers and distributors was very positive. This created a buzz within the market, and there were requests for similar knowledge sessions for in-store Sales Managers in other parts of the country. There were requests for such sessions from plumbers, Architects and building contractors which all helped to improve engagement with the brand at all touch points.
Outsell enabled Gurinder’s team-mates as well as dealers and distributors to share feedback on the products directly from consumers, which was then shared with the category head and product teams at the HO.