TD ISpring Online

Aquario is the international company which since 2001 supplies the household pumping equipment to the Russian market.

The head of department of training of Aquario Alexey Halaim told how in the companies by means of iSpring started distance learning and turned the staff of sales department into experts in the pumping equipment.

Start distance learning "prompted" crisis

In 2014 we decided to expand sales department, despite crisis and even thanks to it. Beginners were taken quickly. However they badly knew a product. And if the seller does not understand goods, do not wait for big checks. Time of "dashing" sales on the incoming traffic ended.

At first beginners studied the range of the equipment according to the technical directory and passports of the equipment. However information in them was separate, unstructured and incomplete.

As a result, some sellers poorly represented, than the vortex pump differs from monoblock, did not understand construction of models, did not know what there is a price of.

Besides, we paid attention to "lack of technical knowledge" of sellers at partners.

There was a task: develop the training program on the range of the pumping equipment Aquario to train managers and dealers from regions according to the uniform standard.

It was more whole three:

increase loyalty and motivation of employees; make beginners experts in the pumping equipment; overcome lack of technical knowledge in regions — to train partners in the products Aquario. Refused a full-fledged internal format at once — expensively. Decided to use "anti-recessionary mix": internal trainings and eLearning in a proportion 40/60.

SDO in the company configured in a day

Implementation of eLearning was begun with the choice of the system of distance learning (SDL). On it half a year left. In total we studied 13 systems, popular in the market, tested five. Stopped on one — iSpring Online.

What attracted iSpring Online with:

Cloud system. To begin work in SDO, only Internet access is necessary. Hammered the login and the password — and here you already in an educational office, you load rates and you appoint them to the employees. Intuitive interface. For support and management of SDO technical specialists are not necessary, everything is simple and clear. It is important criterion as I manage a system — the business coach and never the programmer. 21 detailed reports. iSpring collects results of tests, progress on each electronic training in one point. I always am aware as employees study. Partners can log into the system too and check progress of the branch. Flexible payment system. You pay upon for the number of the pupils registered in SDO. We took "packet" on 150 people. In need of it it is possible to increase. Such flexible price policy in crisis was especially attractive. Start and the iSpring Online setup took day. No project on implementation of SDO was required — I just subscribed on the website, created the account and began to load materials.

With iSpring we made 10 step-by-step training programs

The next stage after purchase of SDO — to create the knowledge base. At first books and corporate instructions got to iSpring Online, then — rates.

For creation of rates we selected iSpring Suite. The tool is built in PowerPoint, so any presentation can be pumped over to the level of a professional electronic training!

iSpring Suite is the good choice for those who only master eLearning. With such tool even the beginning developer of electronic rates in a week will be able already to release content, interesting and useful to users. I needed exactly so much time. At full capacity eLearning began to work in the company in a month: in March we paid iSpring Online, and in April already trained and tested employees. Now in SDO Aquario 10 of training programs. In everyone — the detailed overview of a separate type of pumps: a purpose, functions, difference from competitors.

In addition to rates the program includes PDF materials, video reviews of models of the pumping equipment, tests.

Half a year ago we began to release dialogue exercise machines also.

Dialogue exercise machines help to fulfill skills of communication without risk to break the transaction or to lose the client. At the heart of each dialog — a specific business case from real practice. The employee needs to solve a problem in real time: it is correct to present a product or to calm the dissatisfied buyer.

In the final the user receives a detailed feedback which helps to sort introduced errors and to avoid them further.

If the scenario is registered, I can impose dialog in iSpring Suite in two days.

With eLearning the service level and a customer loyalty grew twice

We train the sellers and wholesale clients — 150 people a month. On start — an internal training. We train managers at the central office of the company, to partners we leave to the region. I personally tell about a product, I teach skills of sales, work with objections. After training goes to online.

Staff of Aquario sales department should pass ten those in three months: houses or at work, from the computer or the mobile phone — it is unimportant. In the final the final test, lowest passing score at it 90% is taken.

Excellent students get an award — it affects motivation stronger than any gamification, and to poor students we appoint a repeating an examination.

Thanks to distance learning in two years we turned sellers and partners of the company into experts in the pumping equipment. Vortex, centrifugal, monoblock — by each type of pumps at any time our managers are capable to give a lecture and to help to decide on the choice. As a result, the service level and a customer loyalty grew twice — buyers began to trust Aquario more. Besides, the base of partners increased. Dealers see that we seriously treat a product, are ready to provide support and training, and it as a result works for a brand.

In plans at us to develop the separate training program for the staff of the service centers and to clear the new bar in eLearning.