Learning Launch

Challenge

To prepare comparative trainings of the cars produced by the automaker that I work with the  cars of other competing automakers with no money for it.

We are going through a time of crisis with the market in low sales. To reduce the impact of the  crisis, it is essential that the brand's sales teams are well prepared and trained in relation to  our products in the face of increasingly fierce competition.

In the recent past, as sales grew, we had money to buy competing vehicles for evaluation and  training preparation.

This year there are no funds to buy competing vehicles. The board of directors of the company  proposed the following information collection model:

- My company employees will go to competitors' resellers as if they are potential buyers, and  will evaluate the products during the false purchase process, especially the perception during  the test drive.

- After the visits to the competitors, the employees will complete a form to be created with  topic to be evaluated in the products.

- Answers will be compiled and a final report will be generated and distributed through the  existing online training portal.

The challenge is that we have never done this process of information acquisition, so we do not  know if the criteria proposed for evaluation are all valid, we do not know if the people who are  evaluating have these criteria clearly when filling out the form applying a fair degree For each  item With exemption, and lastly, the amount of information generated can reach a very large  volume, since each car produced by us today has in the market between 5 to 7 direct  competitors, in addition to the collection time not yet validated and only estimated , Do not  make sure a deadline for the entire process of collecting, processing and disclosing the  information obtained.

Application

To minimize errors and make an assessment of the process as a whole, and certainly to apply  improvements, we will carry out the Learning Launch.

Instead of our evaluators visiting all competing brands and filling out the proposed forms for  each car, we will visit only one competing brand.

With the completed forms, we have a meeting with everyone to understand how each used  the evaluation criteria in their answers. If we have a discrepant note, we check if the criterion  adopted was actually recommended for this item, otherwise we do a new training for the  evaluator and we allow the change of grade if he has that understanding.

Finally, we compile and generate the final report for distribution to suppliers.

All of this was done very fast because there is only one form to be completed per participant  and the compilation has also become easier because there is very little data to be computed.

Insight and Approach

With the comparison in just one car, the team was able to see opportunities for improvements  in the forms, we also managed to level the quality of the expected expectations in each form  question, generating a more linear response pattern.

The time required to carry out this information gathering process was understood by the  company team and management, facilitating the planning of future actions in this process.

An easy-to-understand final report template was also created by the sales teams.

And finally, the model has been validated by the company's management, which will generate  a lot of information for the sales teams at an extremely low cost.


Learning Launch Challenge To prepare comparative trainings of the cars produced by the automaker that I work with the cars of other competing automakers with no money for it . We are going through a time of crisis with the market in low sales . To reduce the impact of the crisis , it is essential that the brand 's sales teams are well prepared and trained in relation to our products in the face of increasingly fierce competition . In the recent past , as sales grew , we had money to buy competing vehicles for evaluation and training preparation . This year there are no funds to buy competing vehicles . The board of directors of the company proposed the following information collection model : - My company employees will go to competitors ' resellers as if they are potential buyers , and will evaluate the products during the false purchase process , especially the perception during the test drive . - After the visits to the competitors , the employees will complete a form to be created with topic to be evaluated in the products . - Answers will be compiled and a final report will be generated and distributed through the existing online training portal . The challenge is that we have never done this process of information acquisition , so we do not know if the criteria proposed for evaluation are all valid , we do not know if the people who are evaluating have these criteria clearly when filling out the form applying a fair degree For each item With exemption , and lastly , the amount of information generated can reach a very large volume , since each car produced by us today has in the market between 5 to 7 direct competitors , in addition to the collection time not yet validated and only estimated , Do not make sure a deadline for the entire process of collecting , processing and disclosing the information obtained . Application To minimize errors and make an assessment of the process as a whole , and certainly to apply improvements , we will carry out the Learning Launch . Instead of our evaluators visiting all competing brands and filling out the proposed forms for each car , we will visit only one competing brand . With the completed forms , we have a meeting with everyone to understand how each used the evaluation criteria in their answers . If we have a discrepant note , we check if the criterion adopted was actually recommended for this item , otherwise we do a new training for the evaluator and we allow the change of grade if he has that understanding . Finally , we compile and generate the final report for distribution to suppliers . All of this was done very fast because there is only one form to be completed per participant and the compilation has also become easier because there is very little data to be computed . Insight and Approach With the comparison in just one car , the team was able to see opportunities for improvements in the forms , we also managed to level the quality of the expected expectations in each form question , generating a more linear response pattern . The time required to carry out this information gathering process was understood by the company team and management , facilitating the planning of future actions in this process . An easy - to - understand final report template was also created by the sales teams . And finally , the model has been validated by the company 's management , which will generate a lot of information for the sales teams at an extremely low cost .