- Manufacturer of test and measurement tools for the HVAC and other industries.
- Achieving quicker and less costly product launches with live webcasts.
- Reaching an unlimited audience of manufacturer reps throughout the country with a clear and compelling message.
- Extending their presence with the BlueVolt LMS.
Customer Profile: Relying on Representatives for Sales
Founded in 1967, UEi Test and Measurement Instruments offers quality and innovative products for the HVAC, electrical, and automotive industries. Their products are sold through distributors who are introduced to UEi products by manufacturing representatives.
Challenge: Get the Message Out Loud and Clear
In the past, the hard-working marketing team traveled around the United States and gave PowerPoint presentations to their 60 to 100 manufacturing representatives in person.
“With just three or four people, you can imagine that was a daunting task every time we would launch a new product,” said Sean Tierney, UEi Marketing Manager.
Beyond escaping the obvious travel expenses, they wanted all of their representatives to get the same message
Solution: Webcasts Instead of Airlines
To standardize their message and perform product launches more rapidly, UEi creates webcasts presenting their new products to all of their representatives over the Internet.
“I think there was a lot of apprehension from some of our reps that this new technology was going to be harder, too difficult. For the most part, everybody was happy with it.”
UEi presents video, PowerPoint presentations, and answers questions in real time from their representatives during a webcast. If someone cannot attend the live conference, they can view a recording of the presentation. UEi can track attendance and keep in touch with representatives.
“It gives us some ammunition to prod them along to learn about the product.”
Result: Extending the Training Model to the End User
“In one of our surveys we asked if everybody thought this was a good platform moving forward,” said Tierney, “We had a 100% positive response saying yes, this is the way to do it. That is when we decided to not only do the webcasts but also do the university.”
A BlueVolt LMS university gives UEi end users the ability to learn how to use all UEi products.
“This is a place for them to go to where they can see visual applications, through video or PowerPoint, demonstrating the benefits of the product.”
“Webcasts are a really good, consistent way to get a message out about a product launch.”