Working Together: Our Approach to Product Training

Prior to WHX Dubai last month, our Product Development Manager Maria Lea & Senior International Sales Executive Rob Drain hosted a comprehensive training session with five distributors in the GCC.

The session focused on collaboration between distributors; allowing for insights on our products to be shared between companies.

In this piece, Maria and Rob have given their thoughts on the value of the session to our plans in the Middle East, in addition to insight into our approach to product training.

How was the training session?

Maria: "it was great to have so many engaged people in a room together who have varying levels of knowledge.? The networking and sharing of ideas was brilliant and really made it worth it for me.?

I think it made me realise how important 'in person' training is.

I don’t think you get the level of engagement via Teams as you get face to face.

What was the value in fostering collaboration?

Rob: Having the peer group together allowed for opportunity sharing with one distributor explaining a novel approach to selling our product into ENT departments.? This sharing is fostered by the feeling of team developed in this face to face sessions.

Maria: This is the first time we’ve conducted training in this manner, and it was a huge success.

We were enthused with the way our partners networked and shared best practice.

It was apparent that training previously was ad hoc, incorrect and not important.?I am finding that distributors that have been around for a while are reluctant to want training but when they do engage then they realise we have a greater portfolio than first thought.?However, we can learn from them also.?We find out so much about what products are needed, how they sell and how we can help them better and improve for everyone what we do.

How does this training support our wider strategy in the GCC?

Rob: the GCC is a major growth market within our Middle East plans.?We believe that our partners should have the best skills available to position our products where the user receives greatest benefit.

The identification of excellent partners and the success of this training shows our commitment to the region; offering the best training and marketing support coupled with our quality products.?

Our customers will soon see the benefits of reduced OR set up time, reduced surgical site infections and reduced sterilisation cost that our products offer.

We are planning on expanding these benefits to the wider Middle East and are actively searching for new distributors throughout the region that we can partner with.

How was the training received?

Following the training session, we received a number of positive testimonials from attendees.

The training was a much required session as there were areas wherein we needed more information about the product and its USPs. It was an informative and knowledge driven session. Moreover, we had shared our views and ideas of how to get into the market and approach end users for prospective business conversions.?

Diamond Mountains International, Oman.

It was very interesting and informative. Rob and Maria are exceptionally knowledgeable, especially with OR insights and product positioning. We are looking forward to more training to revise and share these experiences.

Medex, Saudi Arabia.

Do you want to take advantage of our comprehensive support to distributors? We're currently looking for new partners in Latin America and the Middle East. Interested? Comment below or email [email protected] and we will be in touch.