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HOW REVOLUTIONIZED THEIR
KARINE WATNE SR MGR, MARKETING COMMS & PROJECTS ADAM LUCKEROTH SVP, SALES
SALES CHANNELS KARINE WATNE ADAM LUCKEROTH SR MGR, MARKETING COMMS - - PowerPoint PPT Presentation
SALES CHANNELS KARINE WATNE ADAM LUCKEROTH SR MGR, MARKETING COMMS - - PowerPoint PPT Presentation
HOW REVOLUTIONIZED THEIR SALES CHANNELS KARINE WATNE ADAM LUCKEROTH SR MGR, MARKETING COMMS SVP, SALES & PROJECTS BY THE NUMBERS 100+ 16 Different Brands Years in Business 5,500 125 Countries Products $2.6B 2018 Revenue 3 big
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100+ 16 5,500
Years in Business Different Brands Products
125
Countries
BY THE NUMBERS
$2.6B
2018 Revenue
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?
3 big issues were holding us back
?
Too hard for Sales to find the right content Too many systems to learn and navigate New product info not delivered in time
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ü Relevant Information ü Immediate Delivery ü Easy-to-Use Interface
We needed a solution that could offer:
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The Toro Advantage App
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360 360 360 360
5, 5,991 991 content assets
Today: On-Demand Engagement
28% 28% Toro Sales 72% 72% Distributor Sales
Channel Usage
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764 764
Int’l Users
Sales Channel User Distribution
EMEA Dist. 40% APAC Dist. 19% DE Dealer 18% UK Dealer 15% Other 8% Toro HQ 7% Toro Remote 21% Channel 72% EMEA Toro 46% AUS Toro 40% APAC Toro 12% LatAm 2%
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Sales Channel Usage Trends
246,826 5,316 10,508
media views emails sent follow-up content views
+2 +20% +2 +20% +4 +41%
Since November 2018
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160 Respondents
The Toro Advantage App helps me get my job done effectively
79% 71% 62% 50% 33% 19% 19%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Explain Toro Products
- r Services More
Effectively Find Materials that were difficult to find before Feel Prepared Knowing I have all Material in
- ne Place
Demonstrate Competitive Advantages of Toro Equipment Be More Efficient in My Sales Follow-up Close Deals Grow the Sale with Accessories and/or Parts
Proof Points: Sales Survey Results
YES: 89.6% NO: 10.4%
/
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Proof Points: Sales Quotes
“It shows the strength of Toro & the positive mindset towards new technology” “I feel more confident while discussing with the customer” “It is very useful for training new employees ” “Everything always available without Internet connection” “You have everything with you at customers, you can change direction on the sales if necessary” “Easy and fast” “Saves me time daily”
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Expand Deployment
- Email Follow-up & Downloads
- German, Australian dealers
- Sustainable Content Update Processes
- Improved Search; Syncing Agenda
Next on Our Roadmap
Content & Adoption
- All Marketing / Sales Content in All Languages
- User Adoption
- Reduce MarCom Print Costs
F18 F19 F20 F21
Learning & Customization
- Kiosks
- Microlearning & Notifications
- Customized Marketing
Deepen Sales Impact
- New content creation
- Social Selling
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Bite-Sized Video Training to Enable Reps
> User ADO ADOPT PTIO ION > Channel RE REACH > Cost RE REDUCTION + ENGAGEMENT + LEARNING + SHARING
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Microlearning Pilot
Watch Product Content Take Product Quiz Record Sales Pitch
1 2 3 NEW PRODUCT LAUNCH
COMPLETE 15 QUESTIONS (10 Points Each) SELFIE VIDEO
+50
Points
+150
Points
+300
Points
- 1. Product Walk Around: +100
- 2. Customer Testimonial: +100
- 3. Competitive Knowledge: +100
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Learn more at Booth #220
www.gomodus.com