Case Study: New Product Rollout

Client

Lexmark International, Inc., Lexington, KY.

Situation

The client conducted one to two new/revised product rollouts per year for its sales and marketing personnel. Typically each session was two days long. Ongoing evaluations detected a need to enhance the sessions to make them more effective and motivational.

Engagement

TrainSmart began by reviewing materials from previous rollout sessions which were primarily a series of PowerPoint presentations. In addition to reviewing training materials, TrainSmart attended a rollout session observing sessions and interviewing participants during breaks and lunch. Based upon this information, TrainSmart designed a highly interactive two-day program that involved product hands-on demonstrations, walk-arounds and product sales role plays. The client retained the new design based on positive participant feedback.