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