WBT drives Volvo deal

2 Jul 2003

Dublin-based internet-based training company WBT Systems has announced that Volvo Construction Equipment (CE) is to use WBT’s TopClass product to provide sales, service and product training to its worldwide dealer network.

The Swedish motor giant selected TopClass following a pilot during which over 10,000 training courses were delivered to 1,000 personnel around the world.

The initial results from the programme show that dealers who received training on TopClass as well as hands-on tuition increased their market share by over 30pc. In the US, all new sales people and approximately 70pc of the total retail sales staff are currently taking the training, which lasts about 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, the company was able to reduce introductory training time from a three-day instructor-led training course to a three-hour online course for each of its seven product lines.

Commenting on the implementation, Declan Kelly, CEO, WBT Systems, noted that return on investment was a key objective. “Our bottom-up implementation approach, which was part of Volvo CE’s pilot, is based on a phased investment plan that initially focuses on key hot spots where we can deliver substantial value and implement a solution quickly for maximum impact within the organisation.” Using TopClass, Volvo CE is in the process of developing localised versions of the training in German, Spanish, Portuguese, Chinese, and French. The firm is also developing a series of training modules targeted at existing sales people, including a short introduction course to the product range and advanced training (including technical details, negotiating skills and sales training).

By Brian Skelly