Client Example – HRV
HRV was utilising a multitude of sales and marketing collateral in sales calls with potential clients. These included brag books with outdated poor resolution documents that are hard to read even when certain aspects are pointed out. The sales process switches between printed A4 sheets, brochure’s, and a brag books – the process was then further complicated adding further confusion and time to the call by the multitude of business forms required to complete a sale and finance if applicable. The process was very much a an old school approach and this was very obvious to prospects resulting in overselling and not taking the prospect on a ‘journey’ with a flow to match from one source, the tablet presentation.
Animations, videos of products, video testimonials were a massive plus for HRV as this was not achievable with paper based resources.
The immediate and ongoing dollar and time savings on paper based resources was also another major plus for HRV.
HRV Experience before Using PressoPRO
Summarize three points of frustration you faced before you started to use PressoPRO. How has PressoPRO specifically addressed those problems?
HRV has a diverse sales team geographically and in its sales ability. PressoPRO allows us to get consistency in our message to market but with the flexibility for sales people of different skills to use the tool in a way that suits their requirements.
What tactics did you try before you started using PressoPRO? What were the results?
HRV has an extensive knowledge base on the benefits of its products, these we share with our sales people who in-turn use these to present to prospects. Our paper based approach was effective, but with wear and tear, these became over-used, photocopied and ended up in poor condition. PressoPRO allows us to have a consistent message and presented in a quality fashion adding to the professionalism of the sales team.Jeff Hart
HRV Experience Using PressoPRO
What was the big a-ha moment when you decided you needed to try the PressoPRO?
HRV has just completed a full upgrade of our website. Created alongside the website was an extensive library of video material and testimonials which supported the benefits of our system. We needed the ability to support our sales people in field with a consistent message and to focus sales on the benefits our system brings New Zealanders. PressoPRO provided us this opportunity, we get consistency between our sales channels, and the public are presented with a clear message supporting our sales strategy.Jeff Hart
What are the top features you love about PressoPRO? Why do you love them?
The consistency of our pitch has always been difficult to control with a fragmented sales force. How do we ensure that each new sales person is discussing the correct information with the customer? How do we ensure they are covering all important issues in the home? PressoPro removes the majority of this concern. We know the sales person is going into the conversation with a full presentation that covers all important product and company information.
The application developed by PressoPRO is extremely easy to use. The information is able to be delivered in a clear and concise manner to the prospect. Along with the added benefit of incorporating video’s which can be vital in a sales presentation if there is a communication barrier.
PressoPRO have been at hand at all times through administering the product with our sales force. They have been incredibly supportive and on hand at all times to help with questions and support through pilot and launch. This has been invaluable for us.Emma Fraser-Smith
HRV Results with PressoPRO
What specific problems has PressoPRO addressed that other businesses in the residential market sector of your business size might be able to relate to?
We can keep our sales force up to date with the latest media releases and offers in an instant.
We can push out our latest above the line marketing activity directly into the field quickly and effectively so our messages to market are consistent.
Did you experience any direct “big win” business results for your company because of PressoPRO?
While we are still in roll-out we are starting to get some fantastic short stories to share with our people, this is aiding take-up in the field and helps impulse our sales people.Jeff Hart
Why HRV Would Recommend PressoPRO
What is the single biggest reason you would recommend PressoPRO?
The consistency of our sales message would be the biggest reason HRV would recommend PressoPRO. Not only is PressoPRO valued as a priceless tool to the new salesperson, it’s also valued as a training/coaching tool, and an additional lever for the seasoned sales person in our company. We have found that sales people that have been with us for several years are enjoying the new tool and finding different ways in which to pitch our benefits.Emma Fraser-Smith