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Hand held presentation for sales reps on the move.
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Challenge.
ADT Security Services needed to bring a consistent message to prospective home security customers, regardless
of the experience of the sales representative. As well, they were looking for a high-tech presentation
that supported their brand.
Action.
Since residential sales representatives cannot guarantee an Internet connection at the time of
the sale, it made sense to give them a disc-based solution. However, not all the 1,500 representatives
had laptops – nor were they scheduled for purchase. Murray suggested a hand-held DVD player and
DVD presentation. We leveraged the cumulative video resources of the company taken from product
demos and advertising to tell the ADT home security story in a way that had never been done before.
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Results.
Murray helped ADT to better define their solutions-based sales approach, which combines both
product and service offerings. The DVD players are a minimal financial investment, and the technology
is simple to use. As an added benefit, the cables can be plugged right into a TV set in the home if
front-facing jacks are available. Initial rollout of the ADT Residential Sales DVD went to the ADT
Authorized Dealer network: 290 independent security solution providers nationwide. With that
success, ADT revised the DVD for their own residential sales people and for their high-end Custom
Home reps. With thousands of DVDs now in circulation, ADT reps are reporting higher conversions
from in-home presentations. 
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© 2008 Murray. All rights Reserved |
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