Business Screen Magazine (1965-1966)

now THEY USE VIDEOTAPES IN TRAINING SALES , .New silk's pluii is ri-corcli-d dii \ iilc-otapc as il is i>rc.\iiiltil by Eduuid I'nlop. pnsidiut of Pacific Sorlhuc.tt Life Insurance Company {at hlackhoanl) . Supervisor Tony Attanasio mans the camera and sales director Bill Neilson is operating the Ampex recorder as plan is videotaped to show new agents. Tape Replays Improve Agent's Teclinicjue N'ideotapeis Help Train Ajsenis for Pacific INorlhwesI Life ON rHT Spot videotaped sales received by our agents and is in presentations made by the constant use. We have had to coni ccMiipany's agents for immediate pile a time schedule to allocate playback and review by the men periods when individual agents can and their supervisors are helping use the machine." build an already fast-growing re In addition to the videotape re gional life insurance company's business in the Pacific Northwest. Thafs the name of the firm: Pacific Northwest Life Insurance Company. This Portland, Oregon, organization has increased its volume to more than SI 2 million corder. Pacific Northwest Life's video training system includes an Ampex closed-circuit television camera and a monitor for immediate viewing of the presentations. Here's how the firm used the system during a recont special meet since it began selling in October, ing of its agents: iy6.S. The company operates in Record Talks for Future Shows Oregon and Washington and has about 60 agents. "Saves L<»ts of Executive Time" Presentations by Henry Schlink. home office supervisor and by Mitchell Walker, Oregon manager "Our portable Ampex videotape ol the Retail Credit Company, recorder is a significant training were recorded for future viewing tool," says company president Edward S. Fulop. "It is particularly valuable in helping our agents get a better line on their selling techniques. It also saves a lot of executive time that would otherwise be spent working with agents." He notes that the "videotape recorder has been enthusiastically Sales chief Neilson (at rinht) iiitli supervisor Timy Attatuisio (M lliiij record m u ■,il, •, film, r.nilii \(,iili.,,.i l.i(i-'s pnsiilenl Edward I'ulop [ol rifiht ) discusses closed-circuit system with supervivor Henry Schlink. of home office. by new agents and by those who missed the meeting. A presentation of a new selling plan by Fulop was also taped. In addition, the agents saw a videotaped presentation of a new company program, which had been "acted out" several days earlier by a supervisor and general agent. They had been able to re hearse and polish their pr^ tion until it was just the wa. wanted it. The video training equipmc set up in a special room at home office which has beet aside lor training. But the por recording equipment will ab taken to agency offices for t ing and recruitment purposes. Allied N'an Lines' director of marketing Jack E. George [standiiii:, at i tor), conducts one of coniiHiny's coasi-to-coast .sales .seminars at which i agents .saw videotaped panel presentations featuring successful sale[ Allied Van's Tapes "Move" Men in Fie F«)rniulas of Seven Successful IVIcn Shown at Sales Seniii Tnnovators in the moving in-* dustry. Allied Van Lines, Inc., of Broadview. Illinois, is pioneering another "first" in using videotape recordings for the training of its agents in new sales techniques being applied in that business. Allied's director of marketing. Jack E. George, notes that the videotaped sales presentations involve panel discussions in which seven company agents at widelyscattered locations reveal the successful selling formulas they use to build \olume in various key markets. Provide Guidance for .Agents "We have found this new vehicle to be most helpful." he says, "in our efforts at the national level ii> provide assistance and guidance for our netwtirk of approximately 1.200 agents in the servicing of consumers' household goods shipments and in the transportation of such specialized items as electronic data computers, exhibits and displays for corporations. ' N'ideotaped material was used in sales seminars held coast-tocoast for Allied agents. Material was entirely prepared by members of the company's staff. "Reactions of our agents." con tinued George, "were mosti orablc, with many commi about the fresh and livelvi proach. Wc also feel that we: able to get across many jl that will help our agents i highly-competitive moving i try and to provide better shi services for customers. Share Experience of Best > "Additionally, with this i ment, wc had the advanta having the seven agents lit 'appear' at our seminars as ) ists. Under normal circumst; they would not have been al be on hand for all our mc because of heavy local agcncv mitmcnts." Additional tapes are scho for production, covering othe training material and .Allie pects that regional field rep tatives will present these to in their own local areas. E ally the ci>mpany expects t its videotape recorder for in tional programs on other p ol operations. * * * EniKiRs Non ; More repor| videotape applications wil pear in subsequent fall BUSINESS SCREEN