Nexans Chili - Halifax Consulting – EN

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Challenges The switch to halogen-free cables and strict application of safety standards opened up a window of opportunity in the Latin American market due to the lack of players offering such solutions. Nexans aimed to take advantage of the situation and quickly ramp up market penetration and take-up for its Freetox-Flex series, which boasts standard-beating fire-safety performance. Market access was largely indirect, requiring the use of distributors, which made it necessary to train the secondary sales force in Freetox-Flex cables quickly and efficiently, ensuring solid awareness of products and benefits.

+34%

increase in product
sales in six months

-23%

reduction in training costs compared
with conventional approaches

+37%

more people trained
compared with conventional network training programmes

The Halifax Consulting Solution

We launched a pilot initiative with the main electrical equipment distributor in Chile, including 14 offices and 152 salespeople in six months. A mobile learning solution was used to roll out three waves of questions (awareness of electrical standards, understanding of electrical initiatives, and the scope for dealers to advise their customers on project design and deal with challenging resistance to Freetox-Flex sales). This last wave put them in a position to kindle the interest of recalcitrant customers and overcome objections to Freetox-Flex.

Keys to success

Choice of technology: the best solution available to reinforce knowledge remotely.
Working hand in hand with Nexans experts to craft effective pitches.
Nexans and retailer management teams involved in communication and follow-up.

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