“Absolutely the perfect way to learn about a new product!”
Better product, better training program
Market leaders like Broan-NuTone don’t just stay ahead of the game, they are of the game. So in 2010, when building ventilation codes became more stringent, they responded by developing The ULTRA, a revolutionary new fan that meant cleaner air and better circulation. With the product launching in less than four months, Broan-Nutone did not have the luxury of time to allow for travel around to all their distributors to launch the new product. They turned to BlueVolt, their learning management system provider, to create and deliver a training program that would not only demonstrate the technical specifications of the product but also generate engagement and excitement.
Success required fresh ideas, and BlueVolt responded by creating interactive, informative webcasts that encouraged audience participation and ensured knowledge acquisition and retention.
Collaborating closely with Broan-NuTone, BlueVolt developed and deployed a series of live webcasts that showed the product and allowed participants to ask questions in real time. Broan-NuTone augmented this effort by producing four videos that were delivered alongside the webcast, demonstrating installation and sharing testimonials.
Efficient, effective training
Instead of traveling the country conducting demos and lunch-n-learns, Broan-NuTone’s ULTRA training program was delivered through 12 webcasts over nine days, effectively reaching more than 1,800 people. This allowed Broan-NuTone to train their distributor and sales network faster and more efficiently than ever before. BlueVolt’s LMS uses a built-in testing system to verify knowledge, so Broan knew that its sales channel received and understood their message.
When The ULTRA hit the market, customers were eager to buy and contractors were ready to sell and install the new units. For the first time in history, Broan-NuTone commanded a sold-out position shortly after the launch due to unexpected demand for their product. Builders and contractors were using The Ultra in spec homes for new and retrofit construction within two weeks of the rollout, much faster than ever before.
Higher profit margins
Training the sales channel prior to the launch of this new product meant their audience understood both the benefits and the applications of the fan, and were able to engage with customers immediately, resulting in faster and more profitable sales results.
Since the launch of The ULTRA training program, the recorded webcasts have been viewed more than 1,000 times, increasing the value and relevance of the content.
In early October, both BlueVolt and Broan-NuTone were awarded the Brandon Hall 2013 Bronze Award for Excellence in Sales and Marketing in honor of The ULTRA training program. The award, considered one of the most prestigious awards program in the learning and development industry, honors businesses that have successfully developed and deployed programs, strategies, modalities, processes, systems and tools that help businesses achieve measurable results.
Launching a new product requires critical timing. It means ensuring that when the product hits the market, the consumers are ready to purchase; a company needs to have the employee and/or distributor workforce to meet the demand.
At BlueVolt, we’re all about helping our customers improve their businesses through more knowledgeable people. And, thanks to the success of customers like Broan-NuTone, we know that an online training program is an exceptional method to quickly and efficiently deliver consistent information across the entire extended enterprise.
Case in Point is a regular contribution featuring a client success story that showcases the business results of using a learning management system.