Dms Training Franchise - PowerPoint

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Dms Training Franchise - PowerPoint Powered By Docstoc
					Harry Wittenberg, MA, CPT
   Number 1 in biotech
   11 brands across three major areas of focus
   1200 sales reps across the nation
   5 business units, 10 training groups
   Mixed platforms: Mac and Windows
   One centralized LMS (validated)
   Varied media across the business units
       Flash-based content development
       Online assessments
       Podcasts
       Video-based
       Text-based
       Web-conferencing
   1200 sales reps – 11 brands
   6-8 weeks of new hire training
     4-6 weeks distance learning
     2 weeks classroom based
   New launch = 250 new hires
   No one place to deliver training online
   3 new launches
   One website
   No standard for content delivery
   No ability to assess distance learning before
    arriving for classroom based training
   No centralized tracking of completions
   One stop shop for learning
   Teach me where you can find me
   Keep me informed and current
   Give me feedback
   Connect me to the experts
   Grow organically to meet the needs of the
    business
   Consider all modalities and modes of delivery
   Pilot first, then grow
   Easy to administer and distribute
    administrative responsibilities
   Governance model and great project
    management
   Keep metrics
                   Training outlines (LMS)

                                                                       iPod Podcasting




                  Articulate Presenter

                                                 Group Interactivity

                                                                       Online Journal Club
Learning Portal
                   Assessments




                                         WebEx

                                                                        Video On Demand

Orientation        Foundation                         Core               Advanced
                   Training outlines (LMS)

                                                                       iPod Podcasting




                  Articulate Presenter

                                                 Group Interactivity

                                                                       Online Journal Club
Learning Portal
                   Assessments




                                         WebEx

                                                                        Video On Demand

Orientation        Foundation                         Core               Advanced
                   Training outlines (LMS)

                                                                       iPod Podcasting




                  Articulate Presenter

                                                 Group Interactivity

                                                                       Online Journal Club
Learning Portal
                   Assessments




                                         WebEx

                                                                        Video On Demand

Orientation        Foundation                         Core               Advanced
        Articulate Presenter
PowerPoint with Audio that outputs to a web presentation
   Support for sales and clinical training (including
    external partners)
   Support new hire on-boarding communications
    and training
   Support for technology deployments to the field
   Virtual Preceptorships
   Compliance training
   Sales Methodology & Skills
   New program rollouts
                   Training outlines (LMS)

                                                                       iPod Podcasting




                  Articulate Presenter

                                                 Group Interactivity

                                                                       Online Journal Club
Learning Portal
                   Assessments




                                         WebEx

                                                                        Video On Demand

Orientation        Foundation                         Core               Advanced
Group Interactivities




                     ARS
           Audience Response System
        (Powerpoint Plug-In for Polling)
              Training outlines

                                                                   iPod Podcasting




              Articulate Presenter

                                             Group Interactivity

                                                                      Journal Club
CTD Center
               Assessments




                                     WebEx

                                                                    Video On Demand

Orientation    Foundation                         Core               Advanced
                   Training outlines (LMS)

                                                                       iPod Podcasting




                  Articulate Presenter

                                                 Group Interactivity

                                                                       Online Journal Club
Learning Portal
                   Assessments




                                         WebEx

                                                                        Video On Demand

Orientation        Foundation                         Core               Advanced
Video-On-Demand
   Monthly journal articles posted
   Experts publish a synopsis of the journal
    article
   Reps download and read the article
   Reps post questions to the expert
   Experts provide a response in a “safe haven”
    environment
   Legal requested the Journal Club be the only
    way to share this information
                   Training                     Performance              Business Impact
                   (Level 1&2)                  (Level 3)                (Level 4&5)




Training & Development                              Field              Sales & Operations
                                                    RMs
 • Class attendance (LMS)                           DMs
 • Class evaluations (scanner)
                                                    FBTs
 • Assessment results (QM)
 • VC attendance and evaluations (reports)   • Field contact reports
 • Compliance training (LMS)                 • Perf. Evals
 • eModules (QM)
Podcasting
   New launch – new ideas
   Request from franchise to use iPods
   About 250 Reps
   No means of podcast delivery
   No sense of costs and support
   No sense iPod security
   iPod training requirement
   Cost: ~$500 per rep
   Equipment:
       80 GB Video iPod
       iPod protector case
       Audio Car Kit
       AV Connection Kit
       External speakers for DMs (optional)
   Technical Support:
     Introduction Letter with Virtual Class Schedule & Field Service
        Desk phone number
       Guide: Installing iPod + iTunes& Setting Up Your iPod
       Guide: Downloading Podcasts to iTunes& your iPod
       iPod brochures: Set Up, Using iTunes, Display Through Dock
       Field Service Desk call-in support
   Mostly Educational Only
   Some for promotional use
   All content must clear Legal
   Most have disclaimers
   Types include:
     Mechanism Of Action (animations)
     Adaptive Selling Methodology videos
     Virtual Classroom audio recordings
     National Sales Meeting Award videos
     Town Hall Meetings
     Procedures
     Dosing
     Patient education (public podcasts)
     Key Opinion Leader presentations
     Marketing videos
Advantages

   Advantages of podcasts
       Very cost-effective way to deliver information and training
       No cost in developing audio podcasts/repurposing video content
       Field can listen to them at their convenience vs. scheduled time
       There are medical-related podcasting sites that are free to the public
       Training, Sales/Marketing updates, and communication with Clinicians

   Advantages of iPod deployment
     Provides competitive advantage
     Easy and convenient way of getting new information
     Allows playback of podcasts on the go (in car, on plane)
     Field can receive timely new information overnight and listen to content
      as they travel to first appointment the next day
     New & Innovative way to provide training that meets rep needs
   Number of respondents: 120 reps across 5 brands (+25% response rate)
       87% Reps, 6% Division Managers, 2% Regional Managers
   Overall response to effectiveness as a learning tool: 88% positive
     other 12% haven’t used it yet but plan to or choose not to use the
       technology at all
     64% responded that it is a beneficial tool to use directly with clients
   Where they use it:
     Car: 22%
     Down time (airport, waiting rooms, lunchtime): 50%
     Leisure time: 18%
   Learning Center podcasting site:
       77% visited the site
       71% downloaded up to 4 files
       23% downloaded 5 or more
       90% successful using the site, but 60% said it was somewhat confusing but they
        figured it out
   What they want:
     More educational content
     Content they can present to their customers
     Training on how to set up and use the iPods to present to customers
     Training available for those who missed the initial virtual classrooms
   “Access is easy – flexibility for customers is great”
   “Helpful when I have downtime”
   “I love it for personal education on our products like
    women in heart disease and the stroke education
    and to listen to Town Hall meetings. Please we need
    more podcasts for education on our disease states”
   “It helps to hear podcasts in the car on the way to
    customers to learn more …”
   “Can carry with you and listen to information and
    not be at the computer or tied to the office”
 “It is a great alternative to standard online or binder-
  based training. I find podcasts to be very efficient as
  well due to their portability”
 “I am pretty busy most of the time and this is a tool
  that lets me multi-task”
 “Excellent to augment the written word”
 “I used it to show the MOA video and it has gone
  over great. Not only are customers impressed with
  the technology, it is a great way to deliver the
  message, great graphics and leads to excellent
  selling conversations.”
• “In the future, when any significant new technology is
  introduced, it’s critical that everything comes locked and loaded
  rather than us having to sift through and figure everything out.”
• “I prefer to use my computer for learning.”
• “I haven’t had anything to download pertaining to learning in
  my field.”
• “Time constraints have prevented me from downloading the
  tracks and learning how to use it.”
• “Not a gadget person. My learning happens when I read, not
  listen and watch information.”
• “I find the iPod difficult to use.”
• “There hasn’t been enough to download to become proficient in
  the technology.”
• “We have enough learning with the webcast.”
• “I would like to hear other specialists experience.”
   Training
       Timely training post FDA approval
       Audio/Video Sales Scenarios
       Cross-franchise training
       New selling messages introduced
       Selling skills/ objection handling

   Selling
       Innovative way to access & share info with customers
       Sales & Marketing resources formatting to iPod
       Deliver specialized info to nurses and pharmacists
       iPod plugs into TV easily for customer presentation

   Marketing
     Patient education videos
     Trimester messaging
     Speaker presentations
   Deployment
     Give reps a choice for the accessories they want to use
     Make sure that every rep who receives an iPod gets training
     Precede the deployment with effective communications on the purpose of the
      iPod, expectations of content and frequency, and choices
     Create additional documentation on how to use the AV kit and car kit
     More communications when new content is uploaded to the site, including
      short descriptions

   Training
       Ensure every rep who gets an iPod gets trained
       Include training on the AV kit and the car kit
       Include training on how to use the iPod with customers
       Provide regularly scheduled VCs for reps who did not attend the initial sessions

   Content
       Plan for a regular stream of content from the beginning, not just one bolus
       Emphasize new content, not just repurposed material
       Consider content for two audiences, reps and their clients
   Wrap the podcast around a personality.
   Don't be afraid to inject the people into the
    podcast so to speak. The idea around
    podcasting is it is much more like a radio talk
    show, and that is often times and usually
    about personality. So we believe that
    podcasting can benefit from being that kind
    of format, and being warm and engaging
    around people.
   The longest a podcast should run and be
    effective is 15 to 30 minutes.
   Long enough to be truly informative, but not so
    long that it falls outside of the snapshot of time
    that a listener might have for experiencing audio
    content in general.
   Look to other examples in the offline world for
    what you would be willing to listen to, news
    program cycles are often down towards the
    lower end of that range, and you might be
    willing to listen to a radio talk show for 30
    minutes or so.
   Stay informational as opposed to
    promotional. If someone is going to devote
    significantly undivided attention to the
    podcast, it's important that it actually gives
    them some informational benefit.
   Format the podcast much like you would think
    of formatting a radio show. You could consider
    using a fixed format for the podcast.
     Open up with coverage of new products as if you were
      a product marketer.
     Do an in-depth customer profile, perhaps even a live
      interview in that case.
     Wrap up with letters to the editor or emails to the
      editor as a show format. That allows the audience to
      establish a sense for what the program format would
      be, what's upcoming, not unlike a radio show.
   Make it interactive.
     Bring your audience back to the next podcast.
     Create a dialog over successive podcasts.
     Create an invitation for listeners to come on back
     to next week's or next month's podcast, if you will.
    The ideal is to do regularly recurring podcasts, so the
     audience can in fact tune in on a scheduled basis,
     and follow up on that dialog you are trying to
     establish with the listenership.
   Grow your infrastructure organically – tie it
    directly to the business
   Take a risk, but pilot first – let word of mouth
    be your best marketing tool
   Teach them where you can find them –
    podcasting and mobile access
   Select your technologies based on what you
    plan to teach through them
          Contact information:

Email: wittenb1@comcast.net
Phone: 510-206-4355
IM: harrylearn
Social networking: Facebook and Linked In

				
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Description: Dms Training Franchise document sample