DOREL Juvenile boosts its sales by engaging retailers in its distribution network
A need to engage an indirect distribution network
World leader in childcare products, Dorel Juvenile's objective was to increase sales over its distribution network by: 1) Engaging an indirect salesforce spread over 21 countries, 2) Strengthening the product knowledge of its distributors' sellers, and 3) Improving their mastery of new sales techniques.
They have implemented SPARTED's mobile learning
DOREL Juvenile focuses the training of sales assistants accross its distribution network around 2 major thematics: knowledge of its brands' products and commercial soft skills. Thanks to the possibilities offered by the platform, Dorel was able, in addition to the campaigns, to share with its sellers more than 300 training PDF files around products.
Thanks to massive communication efforts within the retail chains, DOREL has gradually deployed the solution successfully in nearly 17 countries and in 8 different languages. Regular Breaking News and personalized gifts helped boost the engagement of nearly 1,450 learners.
By coupling the Analytics and the analysis of the detailed reports available on the platform to surveys launched among sellers, DOREL Juvenile was able to measure the real impact of its mobile learning training: on knowledge but also on the performance of sellers.
The results they achieved
of salespeople surveyed said the solution has helped them sell more or better
Net Promoter Score (NPS) measured directly from the application
of salespeople surveyed claimed it has help them sell at least 4 additional products in 3 months
What they throught about it
“I find it easy to use and understand, and the campaigns and daily reminders have not only got my competitive side out but I also feel more motivated to sell. It's really handy being able to access the information as and when I need it as I might not have all the information in my initial product training notes. Since I've been using the app, I feel much more confident in my product knowledge for Dorel Juvenile products.”
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