1 energy star ® qualified appliances sales force self-training program jonathan grondin –...
TRANSCRIPT
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ENERGY STAR® Qualified Appliances
Sales Force Self-Training ProgramJonathan Grondin – Marketing AdvisorDirection Efficacité énergétique, Hydro-Québec
ENERGY STAR Participants Meeting 2008June 5, 2008
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The ENERGY WISE Signature
• A signature and a philosophy
• In 2007, 85% of Quebecers recognized the ENERGY WISE signature
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ENERGY STAR® Household Appliances
• Launched in April 2006
• Objective: Encourage Quebecers to purchase ENERGY STAR qualified appliances
• Targeted appliances
• 2006–2010 objective: 41.2 GWh
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Retail Partners
• 34 partners
• 300 sales outlets
• 80% of the Québec market
• Carefully selected
• Partnership agreement:
– Free promotional material
– Use of the ENERGY WISEsignature
– Special joint projects
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Self-Training Program
• Background
• Focus group
• “Vendeurs étoiles!”self-training kit (forsalespersons sellingENERGY STAR products)
– Folder
– Letter
– Contest ad
– CD-ROM
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“Vendeurs étoiles!” Self-Training Program
• Online or on CD-ROM (http:hydroquebec.com/vendeursetoiles, in French only)
• Three modules:
– The ENERGY STAR Household Appliance Component of the ENERGY WISE Program
– Advantages of ENERGY STAR and EnerGuide
– ENERGY STAR household appliance sales materials
• Maximum length: 45 minutes
• Modular design
• Updated online
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Dissemination of Self-Training Course
• February 2008
• Total of 281 retail partners:
– 249 met in stores
– 32 contacted by mail following a telephone call
• 480 sales reps met
• 1,300 CD-ROMs distributed
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“Vendeurs étoiles!” Contest
• February 1 to April 30, 2008
• Online registration
• Validation by means of a questionnaire
• Prizes: one laptop and ten GPS systems
• Favorable response from 32 of the 34 retailers
• 200 sales reps entered the contest
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Comments from Sales Representatives
“Bravo! This is a great initiative!” – Denise
“The program is very interesting and instructive. Thank you.” – Georges
“Excellent interactive training course that helped me learn a lot about energy efficiency.” – Patrick
“As a trainer for Corbeil, I find this course extremely helpful and hope a lot of representatives participate. Thank you.” – Jacques
“Highly motivating!” – Rock
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Self-Training Course Results
• Positive assessment
• High rate of participation
• Positive comments from participants
• Course strong points:
– Flexibility
– Online updates