Volvo Construction Equipment is a major international company developing, manufacturing and marketing equipment for construction and related industries. Its products are leaders in many world markets and include a comprehensive range of wheel loaders, hydraulic excavators, articulated haulers, motor graders and compact equipment.
Volvo Construction Equipment is part of the Volvo Group, world-leading manufacturer of trucks, buses, construction equipment, marine and industrial engines, and aerospace systems and components. For more information about Volve CE see www.volvoce.com
Business Challenge
Volvo CE had found that it was becoming increasingly difficult to get the right people to attend training in central locations due to time and cost constraints. An important driver was to consolidate product training into one system, providing a uniform learning solution. Volvo CE selected TopClass as their global e-Learning solution, to provide sales, service and product training to their worldwide dealer network.
The Solution
Volvo CE chose TopClass as their preferred e-Learning solution following a successful pilot during which over 10,000 training courses were delivered to 1,000 students around the world. The solution, called QuickTrack, targeted new sales training and the objective was to quickly get new hires comfortable with selling by using 30 hours of on-line training.
Results
The initial results from the programme are very impressive; showing dealers who received training on TopClass as well as a hands-on session increased their market share by over 30%. In addition, the response to TopClass was exceedingly positive from the dealer network, with learners giving the solution 89% for ease of understanding and 91% for relevancy to their job. Over 60% of students gave TopClass 100% for relevancy.
In the US, all new sales people and approximately 70% of the total retail sales staff are currently taking the training, which lasts on average six months. In addition to the dealer network, the new system is also being rolled out internally within Volvo CE to over 400 sales and marketing staff for regular sales and marketing product training. Using TopClass, Volvo CE, was able to reduce introductory training time from a three-day instructor led training course to a three-hour online course for each of their seven product lines.
The Future
Using TopClass, Volvo CE is in the process of developing localised versions of the QuickTrack training in German, Spanish, Portuguese, Chinese, and French. In addition, they are developing ProTrack, a series of training modules targeted for existing sales people, including a short introduction course to the product range and advanced training (including technical details, negotiating skills and sales training).
Quote
“The relevancy and ease of understanding scores have really impressed us – 100% relevancy from 60% of the learners is something I had never seen before. But the most important statistic is the 30% increase in market share for the dealers who received the web-based and hands-on training. By providing the dealers with relevant, easy to understand training, we have increased their knowledge of our product range and freed up their time to spend more time selling – making a material impact on their market share.”
George Lilly VP Marketing Volvo CE
1-877-WBT-7700
