Mobile Sales Training Lab

Communication Toolset - Experience, Media, & Industrial Design - Technology 

Background

The various networks and infrastructures that connect the Internet, television, telephone, emergency, and governmental systems depend on both copper and fiber cables for connectivity. At the end of each cable is a connector.

Often unnoticed until their failure prompts attention, connectors are among the most important components of the entire cable and telecom systems. Network professionals undergo thorough training to understand both technical installation and complicated problem-diagnosing procedures.

While our client’s connector products are vastly superior to any others on the market, they are also more expensive. A solution was needed to unequivocally differentiate their products from the competition and to prove significant long-term cost savings.

Objectives

• To convey the importance of proper craftsmanship and insulation relating to network connector products through cause and effect analysis.
• To quantify long-term operational costs and savings of proper installation and higher quality products.
• To create opportunities to better understand the problems that effect professionals in the field, and to develop methods of improvement with regards to these issues.

Solution

The Mobile Training Experience and Laboratory is a hands-on learning tool that incorporates a working lab, a full collection of enterprise budgeting tools, and complete recreation of a real-world field site. Comprised of an actual living room with working HDTV, VOIP phone system, and Internet enabled PC, each of the two labs is housed within a 53-foot tractor-trailer. One is deployed in the US and the other in Europe.

Their purpose is to raise awareness of the line-related issues that plague customer operational budgets. These rolling laboratories utilize common, accurate scenarios to show how signal problems arise based on conditions such as water infiltration, oxidation, and radio frequency interference. Understanding and addressing these issues creates efficiency, often increasing the life-span of the connectors from six months to fifteen years and reducing operating costs due to unnecessary service calls.

On-site kiosk systems allow purchasers to create hypothetical orders and problem scenarios that consistently demonstrate the cost savings of making a purchase from the highest quality vendor.