Mammoth mattresses are stocked in key Bensons for Beds stores nationwide. However our client, Mammoth, was concerned that store staff were not aware of the benefits of Mammoth Mattresses. Particularly the benefits of Mammoth over traditional memory foam mattresses.
Mammoth produced an information pack which fully explained the features and benefits of the mattresses. The pack was to be presented to staff members in each store by CFM staff acting as Mammoth brand ambassadors.
All visits needed to be booked in advance to ensure at least 2 sales staff or management were present during the presentation. Busy sales hours had to be avoided so any sales opportunities by the staff were affected as little as possible.
Field teams had to accept that they may have to wait in stores until suitable members of staff were available. They also needed to be aware that their presentation may be interrupted should a customer require attention from the sales staff.
Execution
CFM Brand Ambassadors booked their own appointments liaising with the store manager (with our guidance). The Brand Ambassadors were supplied with a sample square of the foam mattress along with company history and the presentation. They familiarised themselves with the product to ensure they were confident when presenting to store staff.
Sales staff were asked to complete a short questionnaire after each presentation to make sure the information had been successfully understood. Presentation packs were left in each store to enable staff to refer to the information when needed or possible.
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results
Staff in 50 Bensons for Beds around the UK were successfully trained on the features and benefits of Mammoth mattresses.
Results were recorded through the CFM reporting app, to which the client had real time access. Data included quick questionnaires of staff that helped ensure knowledge was absorbed.
All store staff were appreciative of the clear presentation and most commented that they would now be able to promote the Mammoth mattress.
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