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cecillewhite · 5 years

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Podcast 25: Extended Channel Training – With Doug Gastich of BlueVolt

WELCOME TO EPISODE 25 OF THE TALENTED LEARNING SHOW!

To learn more about this podcast series or to see the full collection of episodes visit The Talented Learning Show main page.

EPISODE 25 – TOPIC SUMMARY AND GUEST:

If you’re familiar with our organization, you know that extended enterprise learning is at the heart of everything we do.

That’s why I’m especially excited to explore today’s topic with Doug Gastich. Doug is President of BlueVolt, a true pioneer in channel training innovation, and a unique example of extended enterprise learning in action.

This interview offers useful insights for every results-oriented learning professional, even if your organization doesn’t sell through channel partners.

KEY TAKEAWAYS:

Channel sales professionals have very unique learning needs that standalone employee learning systems aren’t designed to fulfill.

Incentives can be a highly effective way to engage voluntary learners in educational programs. But typical gamification techniques, alone, may not be sufficient.

Some organizations invest in channel training as a necessary cost of doing business. Yet metrics prove that channel training has a significant impact on sales performance.

Q&A HIGHLIGHTS:

How would you describe BlueVolt’s unique spot in the extended enterprise learning market?

It’s funny. If we were to use the term “extended enterprise” with our customers, people would probably look at us like we have three heads.

But our mission is to help businesses build culture, grow sales and gain brand loyalty. And we do that by educating their extended sales and distribution network. So the idea of extended enterprise education hits home for us. That’s what we’re all about.

What’s unique about your channel training solution that helps companies achieve this?

BlueVolt is a little different from other LMS solutions because it comes with a built-in course-sharing network to reach learners both inside and outside the walls of our customers’ organizations – wherever they need to be. And it’s also designed from the ground up to deliver elearning content from wherever it may be located.

How did you come to specialize in learning for the skilled trades industry?

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We now serve a variety of industries, but initially, our focus was channel training for the skilled trades. You could also call it manufacturing and distribution.

Think of it as organizations that make products for industrial, retail or commercial building or maintenance. It also includes companies that sell, use or apply those kinds of products.

So what led you down the channel training path?

Well, 30 years ago before digital learning was a realistic option, electrical distributors often educated branch managers and sales associates by shipping binders filled with learning materials all over the country.

Yikes…

Then about 17 years ago, one of the nation’s premier electrical distributors decided there had to be a better way, and that’s when BlueVolt was born. We digitized that whole process and created an LMS to support it. Back then, LMSs were just getting started. Some of the early players were around and software-as-a-service was not even a thing yet.

Yep. I remember those days…

But we decided from the beginning that BlueVolt would be a software-as-a-service (SaaS) online learning platform. This was a challenge because it needed to fit into the manufacturing and distribution world, which is built on relationships. It’s all about that human touch. So whatever we did had to be simple and easy. It had to augment what existed – not necessarily replace it.

So you developed your channel partner network, which is a broad ecosystem, rather than a company-by-company deployment. Is that right?

That’s right. And that’s very intentional. BlueVolt is built from the ground-up as a multi-tenant SaaS application. So if needed, we can create all the virtual walls you may need to protect your learners and content from outside eyes. But our core philosophy is the opposite.

On the one hand, manufacturers need to control communication. For example, you don’t want people on the East Coast to receive information about a particular heater if they never use that product. But generally speaking, if you’re a manufacturer, you want to share information broadly and consistently.

That’s exactly what our ecosystem is designed to do. It’s meant to be a comprehensive library of product materials. But we don’t work with everyone in the world – yet.

So how do you fill the content gaps?

If needed, we’ll facilitate relationships. For example, after looking at our channel training catalog, a new customer may say, “We work with 15 companies in your library, so include that content in our LMS. Plus, we carry these four lines from ABC Company, and we want their content, too.” They might be able to snag the additional content directly, or we can help make the connection.

Next, they may say, “Here are 20 other companies we want to work with.” In that case, they can use the same tools we do to connect with those sources and pull content directly into their system.

Interesting…

So in short, our platform includes a toolset that makes it possible to share and syndicate product content. We use those tools every day to expand and update our library, which is always available and ready to go. And many of our customers use those very same admin tools to expand their own course library from their particular suppliers and other sources all over the world.

Cool. So tell me, what makes effective channel training programs work?

Well, first here’s a little trick, John. Tell me, who was your favorite teacher?

Easy. Mrs. Martin, my 2nd-grade teacher.

Okay, now what’s the name of the person who sold you your last a car?

No idea.

Exactly! We work mostly with salespeople and marketers, right? There’s nothing bad about them. But when you can actually teach someone something, you’re going to find a special place in that person’s brain that’s far different from the latest sell sheet or other marketing materials. You’re going to develop a loyal connection that you just can’t get any other way.

They may not be able to remember the name of a company’s product manager, like you can remember Mrs. Martin. But they’re definitely going to remember that the product manager taught them how to serve their customers better and add value on-the-spot in what can sometimes be a tense or nerve-wracking situation.

That’s what we mean by building culture, mind share and brand loyalty.

Excellent. So, could you walk me through an example?

Sure. Many people are familiar with industrial supply. Think of tools, fasteners – the hardware products you find at a retailer like Lowe’s or Home Depot.

It also includes highly specialized products like fasteners that tie big bolts into cement. The same few companies make a wide variety of those products.

Got it.

Now, let’s say one of these companies produces the world’s longest-lasting drill bit. There will always be something about a product that is special and deserves to be understood by end customers and everyone in the supply chain.

But here’s the challenge. Very few of these manufacturers sell directly. Some do, but most sell through representatives. That could include distributors, retailers, or whole companies with branches that sell to end customers. And these intermediaries represent multiple product lines.

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So selling the world’s best drill bit is like a game of telephone. It starts with the manufacturer’s product manager, who knows this drill bit can make a customer’s line employees 10x more efficient because they won’t change bits as often, they’ll get a cleaner cut and they won’t require rework. This drill bit really is awesome.

Right…

The product manager gets it, and he trains the channel salesperson in his company. But that’s just the start. You’ve also got a counter person and an inside sales rep at a distributor, who will sell 5000 of these drill bits to a contractor that’s building one of the area’s next great skyscrapers.

How do you make sure that the buyer on the project site knows why your drill bit will save him $10,000 over the next 8 months? That’s the challenge we’re solving through channel training.

I see.

The idea is that you can take that knowledge and share it in chunks, over time. That may look and smell like marketing. But it goes deeper.

If you can teach customers at the point of sale why your product is better for them, you can move mountains. Not only will you make the original sale, but those customers will also remain loyal to you because you’ve taught them something really useful.

Should we assume that the person who sells 5000 drill bits to the ultimate buyer is also selling many lines of many products to many different buyers?

Yeah. They may represent 10-20 manufacturers, with 40 or more products from any one of those companies. So they may need to know about hundreds or thousands of products. Maybe even tens of thousands. It’s insane.

Wow. So how do you win their mind share?

It can be tough. Focus helps. For example, our product includes a tool called Training Tracks. It’s a very basic way to create education playlists.

We encourage people to use this tool when curating channel training content. For example, let’s say the rainy season is approaching. You can develop a storyline that focuses on using flashing in a particular type of application to waterproof a house.

In other words, you can design a learning experience that makes product differentiation relevant to a specific customer need. It’s marketing 101 stuff. But this approach brings it home with channel training that gains mind share. It helps you hook into someone’s brain.

Makes sense.

Of course, you also need to consider all the basics of learning and development, too. Right? You have to keep it simple. You have to create some sort of novel interaction.

A story is extremely helpful. You can provide incentives to take the training. That goes a long way to get learners interested.

No doubt. So let’s talk about incentives. You have a very special approach…

Yeah, we call it $BlueBucks. It’s a points program that’s simple but effective. And learners love it.

You earn dollar-for-dollar $BlueBucks rewards for completing learning activities. For example, you receive 1-5 points for completing a course. Rewards usually are funded by the manufacturer or supplier that produces the course, or by your employer.

It’s better when $BlueBucks are reserved for important content. But the idea is that, over time, when a learner completes 4-6 of these special courses, they’ll have enough $BlueBucks for a gift card to a local restaurant.

I’ve seen gamification in learning environments, but nothing quite like this.

We’ve actually added some more traditional gamification tools – leaderboards and contests. But this program is still the most effective at building learner participation.

It’s interesting because we never thought of it as gamification. But it does make product training much more like a fun challenge.

Seems like a smart strategy for channel training.

It’s been a really effective way for us to get folks interested. It took off like wildfire and never really stopped. In fact, it’s so effective, we’ve actually expanded it. So now you can redeem points for manufacturers’ swag – hats and products – in addition to gift cards.

So to summarize, gamification on its own is fine. But when it leads to something meaningful, that’s so much better – especially for voluntary learners.

Right. Especially when people are busy at work, they struggle to find time for optional product education.

Think about it. You’re a manufacturer and you rely upon people at another company to sell your stuff. They’re not on your payroll. You can’t tell them what to do. So how do you get that channel partner’s employees charged-up and interested?

Well, step one is to put something useful in front of them. But a very effective step two is incentives that get them involved. Make it fun.

So, how do channel training programs convince management that this works?

That’s a really good question. Of course, our platform has everything you need to measure interest, enrollments and completions. But the real data isn’t in our system. The real data is in product purchasing and customer success. It’s in employee attrition and happiness.

Actually, I just had the ROI conversation with a customer that is all-in on this training. I asked him about the value they’re getting and how they measure it. And he said, “What do you mean?”

Because for them, channel training is a given. It’s an article of faith that they must offer this education.

Interesting…

So then I asked, “If we could give you the perfect ROI study linking levels of training with revenue per branch, what would you do with that?”

He said, “I wouldn’t even look at it. We know we need to do this. We’re heads down, and I’m not going to take time worrying about exactly where it went.”

Really?

Now that’s one end of the metrics spectrum. On the other end, a lot of our distributors are concerned about employee retention. So, they’re trying to determine if there’s a correlation with training involvement. And they’re finding that the more time people spend in a learning program, the less likely they are to leave.

You can also determine that without employees actually leaving a distributor. They’ll run a 90-day employee training report to see how much onboarding new employees have completed. And they can see red flags right away.

No doubt.

We’ve actually stumbled upon some pretty hard numbers here that reveal a lot. One of our partners is a purchasing cooperative. In other words, they connect buyers and sellers in our world. They run a university through BlueVolt and they’ve looked at buying and selling activity.

They split their user base into five groups, based on how many courses they completed per-person. And the top three groups are consistently growing purchasing volume in their group by over 60%.

Meanwhile, in the bottom two groups, there was a sharp fall-off in purchasing. A few were between 1-9% growth, year over year, while most had almost zero growth.

Wow…

So channel training really works. And you can measure it. Granted, measurement takes a lot of work. But when you do, you’ll see that by developing a habit of training – it doesn’t even take a lot – you can raise the sales bar across your organization…

…FOR MORE QUESTIONS AND COMPLETE ANSWERS, LISTEN TO THE FULL PODCAST NOW!

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The Power of Partner Education

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What does it take to gain mindshare among busy channel reps? How can you transform them into sales stars who will champion your brand?

Join John Leh, CEO and Lead Analyst at Talented Learning, at this virtual roundtable with channel education experts:

Gary Brashear, VP of Marketing, Sales and Customer Success at BlueVolt

Laura Pierce, Director of Marketing Communications at Shurtape Technologies

You’ll find out what makes real-world partner programs work. Including:

Strategies that position your brand as an industry expert

How to link partner education with increased sales and brand affinity

Informational tools and content that partners value most

Unique ways to engage reps and keep them involved

How to establish key metrics, measure progress and analyze results

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woodsrobertlove · 7 years

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Flange Bolt market share, supply and consumption 2018 research report forecast to 2023

Flange Bolt Market

Outlook of the Flange Bolt Market: An in depth Flange Bolt market research report has been released by Garner Insights to provide accurate information about the Flange Bolt market Inspection Sales Segment. The Report scrutinizes an accurate analysis of the various segments of the Industry by providing meaningful insights. The Report also presents error-free and structured information to all the executives and leaders regarding the upcoming market movement. It also uses a number of monographs, pie-charts and other diagrams to present useful data which can give clear insights about the much trending market phenomena. All these are available for major countries -such as APAC, EMEA and United States. A flange bolt differs from the common bolt in that it has a wider surface area under the head to provide for an even distribution of clamping pressure. This wider surface acts like a washer, eliminating the need to combine one with this kind of bolt. Flange bolts are available in numerous sizes, strengths, and configurations. Like most other types of fasteners on the market, metric flange bolts are available for any applications that require them. The study covers significant data which makes the research document a handy resource for managers, analysts, industry experts and other key people get ready-to-access and self-analysed study along with graphs and tables to help understand market trends, drivers and market challenges. Flange Bolt Market examination report offers the demonstrative scrutinize of the business by learning vacillated factors like Flange Bolt showcase improvement, use volume, sales market analysis, promote examples and Flange Bolt business esteem structures all through the guess entirety from 2018 to 2023. This market survey report provides the newest industry data and industry future trends, allowing you to identify the products and end users driving revenue growth and profitability. Get 15 minutes of free Consultation When you request a Sample Report! Download a sample copy @ http://garnerinsights.com/Global-and-Europe-Flange-Bolt-Market-Status-and-Future-Forecast-2013-2023#request-sample Scope of the report: Flange Bolt market competition by top manufacturers/players, with Flange Bolt sales volume, Price (USD/Unit), revenue (Million USD) and market share for each manufacturer/player; the top players including

Acument Global Technologies, Big Bolt Nut, Canco?Fastener, Dokka Fasteners, IGC Fastners, Infasco, LISI Group, MW Industries, Nucor Fastener, Oglaend?System, Penn?Engineering, Portland Bolt, Shanghai Tianbao Fastener Manufacturing, TR Fastenings, Vikrant Fasteners, XINXING FASTENERS

Main types and Applications of products On the basis of product, this report displays the production, revenue, price, market share and growth rate of each type, primarily split into,

Partial Thread Flange Bolt, Full Thread Flange Bolt

On the basis on the end users/applications, this report focuses on the status and outlook for major applications/end users, sales volume, market share and growth rate for each application, including

Water Conservancy, Electricity, Chemical Industry, Industrial (aerospace, shipbuilding, etc.), Others

Geographically, this report is segmented into several key Regions, with production, consumption, revenue (million USD), and market share and growth rate of Flange Bolt. Check Discount @ http://garnerinsights.com/Global-and-Europe-Flange-Bolt-Market-Status-and-Future-Forecast-2013-2023#discount Table of Contents: Chapter 1, to describe Definition, Specifications and Classification of Flange Bolt, Applications of Flange Bolt, Market Segment by Regions; Chapter 2, to analyze the Manufacturing Cost Structure, Raw Material and Suppliers, Manufacturing Process, Industry Chain Structure; Chapter 3, to display the Technical Data and Manufacturing Plants Analysis of Flange Bolt, Capacity and Commercial Production Date, Manufacturing Plants Distribution, R&D Status and Technology Source, Raw Materials Sources Analysis; Chapter 4, to show the Overall Market Analysis, Capacity Analysis (Company Segment), Sales Analysis (Company Segment), Sales Price Analysis (Company Segment); Chapter 5 and 6, to show the Regional Market Analysis, Flange Bolt Segment Market Analysis (by Type); Chapter 7 and 8, to analyze the Flange Bolt Segment Market Analysis (by Application) Major Manufacturers Analysis of Flange Bolt; Chapter 9, Market Trend Analysis, Regional Market Trend, Market Trend by Product Type [Infrared sensor technology, Capacitive sensor technology & Automotive remote transmitter technology], Market Trend by Application [High-end cars & Luxury cars]; Chapter 10, Regional Marketing Type Analysis, International Trade Type Analysis, Supply Chain Analysis; Chapter 11, to analyze the Consumers Analysis of Flange Bolt; Chapter 12, 13, 14 and 15, to describe Flange Bolt sales channel, distributors, traders, dealers, Research Findings and Conclusion, appendix and data source, disclaimer. Browse Detailed TOC, Tables, Figures, Charts and Companies Mentioned in Flange Bolt Market Research Report The report answers several questions about the Flange Bolt market. These questions include: What will be the market size of Flange Bolt market in 2023? What will be the Flange Bolt growth rate in 2023? Which key factors drive the Flange Bolt market? Who are the key market players for Flange Bolt? Which strategies are used by top players in the Flange Bolt market? What are the key market trends in Flange Bolt? Which trends and challenges will influence the growth or Flange Bolt market? Which barriers do the Flange Bolt markets face? What are the market opportunities for vendors and what are the threats faced by them? What are the most important outcomes of the five forces analysis of the Flange Bolt market? Have a Market Research query? Drop us a message and we will get right back.

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marketrf39-blr-blog · 7 years

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Aerospace Fasteners Market Outlook 2018 Growth, Trends and Forecasts 2021 | MRFR

Market Highlights:

Aerospace fasteners have evolved over the years with the continuously transforming aerospace industry. They are widely used in commercial and military aircraft, their parts and components, ballistic missiles and rockets, and aftermarket service. The aerospace industry makes use of a wide range of fasteners such as bolts, nuts, screws, rivets, pins, and hi-locks.

Both civilian aircraft programs, comprising of Boeing 787, Bombardier's new C-Series airliners, and Airbus A350, and military programs, comprising of aircraft such as Lockheed's new F-35 Lightning II fighter jet, are favoring titanium aerospace parts. This preference is due to the lightweight property of these parts and their compatibility with carbon fiber reinforced composite structures, which drives their demand in the market.

Titanium hardware weighs 40% lesser than non-titanium hardware. It is also corrosion resistant, has high strength-to-weight ratio, and retains properties at high temperature. Titanium parts can have tensile strengths as high as 160 ksi and shear strengths of 95 ksi. Titanium fasteners are similar to the aluminum, steel, or superalloy fasteners in strength and structure, however, these systems are lightweight and are temperature resistant. The aerospace industry makes use of a wide range of fasteners such as adhesive fasteners, blind rivets and blind bolts, bolts and screws, brackets, build-to-print components, cable tie and tie wraps, cap plugs, clamps, clips, pins, latches, locknuts and nuts, metric standard parts, fasteners and fastening systems (for composite applications), filters, fittings, gang channels, hinges, hoses, inserts and studs, solid rivets, spacers and bushings, specials, thread roll, blade locks, and collars.

Aircraft parts manufacturers are ramping up their production to meet the demand for titanium fasteners. In 2014, B/E Aerospace signed an agreement worth $950 million with United Technologies to provide aerospace fasteners, consumables, hardware, and logistical services. In October 2015, Alcoa got a contract worth $1 billion from Airbus for the supply of titanium fasteners. In 2011, Carpenter Technology invested $5 million to expand its capacity to produce aerospace fasteners. These fasteners will be used in the airframes of the Boeing Dreamliner 787.

Request a Sample Report @ https://www.marketresearchfuture.com/sample_request/1138

Major Key Players

The leading market players in the global aerospace fasteners market primarily include 3V Fasteners, Alcoa, B&B Specialties, KLX, LISI Aerospace, STANLEY Engineered Fastening, NAFCO, Stanley Aerospace Fastening, and Acument Global Technologies.

Aerospace fastener Market manufacturers are increasingly focusing on emerging regions like Mexico, Brazil, India, and North Africa because of their high demand for commercial aircraft. This offers opportunities for third-party companies to partner with original equipment manufacturers (OEMs) and opens a number maintenance, repair, and overhaul (MRO) service

Industry/ Innovation/ Related News:

2015:- Alcoa signed a multi-year contract worth $2.5 billion with Boeing, under which they would supply multi-material fastening systems for each of their airlines, including the 777X and 787 Dreamliner.

2015:- Alcoa signed a contract worth $1.1 billion to supply titanium fasteners for Lockheed Martin’s F-35 Joint Strike Fighter program. Under the contract, Alcoa would provide the titanium fasteners for the three variants of F-35 fighter aircraft, during 2016-2024

2014:- B/E Aerospace signed an eight-year contract worth $950 million with United technologies, to provide aerospace fasteners, consumables, hardware, and logistic services to the business units of UTC Aerospace (such as Pratt & Whitney, Sikorsky Aircraft, Goodrich, and Hamilton Sundstrand)

Browse Full Report @ https://www.marketresearchfuture.com/reports/aerospace-fasteners-market

Aerospace Fasteners Market – Regional Analysis

The Americas is home to few of the world's most renowned commercial aircraft and business jet manufacturers, i.e., Boeing, Bombardier, Gulfstream, and Embraer. Companies such as Boeing often engage in R&D projects with the manufacturers of aerospace fasteners. The US, in particular, is making substantial investments in producing advanced fastening systems, which will be integrated across modern fighter jets and MEA such as Boeing 787.

North America extensively invests in the aerospace titanium fasteners, and thus generates a very high demand for these fastening systems. Although, Brazil and Canada make some investments in the development of these fastening systems, yet the market is primarily dominated by the US.

Europe, on the other hand, has been at the forefront of commercial aviation innovations, particularly with the recent nanotechnology-based innovations depicting the lightweight and energy-efficiency characteristics for metal-based components, which presents a number of opportunities for local manufacturers and stakeholders of aerospace fasteners. It develops advanced aerospace fasteners by unifying metallurgy with aeronautical excellence.

Concurrently, the market in the APAC region is expected to witness a steady growth during the forecast period owing to the increasing new aircraft numbers and growing passenger traffic. As a result of a significant economic growth during 2011-2016, APAC will witness several new airline companies coming into service and major aircraft manufacturers such as Airbus and Boeing setting up manufacturing facilities. Moreover, the region’s two major economies, India and China, have initiated the planning and development of the fifth and sixth generation fighter aircraft programs, such as the Tejas, Chengdu J-20, and the Shenyang J-31. Such initiatives would call for the increased development and procurement of titanium fasteners for both commercial and military aerospace.

About Market Research Future:

At Market Research Future (MRFR), we enable our customers to unravel the complexity of various industries through our Cooked Research Report (CRR), Half-Cooked Research Reports (HCRR), Raw Research Reports (3R), Continuous-Feed Research (CFR), and Market Research & Consulting Services.

MRFR team have supreme objective to provide the optimum quality market research and intelligence services to our clients. Our market research studies by products, services, technologies, applications, end users, and market players for global, regional, and country level market segments, enable our clients to see more, know more, and do more, which help to answer all their most important questions.

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#Aerospace Fasteners Market

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