Training Video Case Study - Mayo Healthcare

Tanya Brycker

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[transcript]

What was your reason for choosing video?

Tanja: "Our sales team required a training video, which lived on in perpetuity after we’d actually delivered didactic training to them. So, the purpose of the video was purely to outline what the piece of equipment was and provide a demonstration for them to follow when they were taking the product into customers. The mode that we thought was best going to carry the message continuously without correction every time their sales teams needed it, was video. They could just put it in and watch it."

What were the benefits of producing a training video?

Tanja: "Historically, it would have been myself on the road with the sales reps and it would not have been as easy to transfer my knowledge base to them in a single sitting, which is how we were training previously. The cost of having me on the road is not just my time in terms of money. It’s my time in terms of what I’m not doing in the office. So for us to be able to develop a DVD which gives that information, enables us to better train and raise the confidence levels of our sales team, has brought enormous efficiency. At the same time we’ve developed some competencies that the sales team must complete before they can go out and sell this type of equipment and the DVD was incremental in us being able to complete those competencies with the sales team."

What were your expectations?

Tanja: "Actually, I thought it was going to be quite complex having never had anything to do with film previously but it proved not to be the case. There were a couple of companies that really stood out. Ridge Films was at the top of that list. When we called each of the individual companies to do further investigations, it was very easy to make a decision on the basis of purely “over the phone” technique. After having met with Ridge Films and the confidence we had in the technical expertise of the operators was certainly there and so we were happy to move forward."

How did your ideas change?

Tanja: "Oh my goodness… As soon as we got into it, it was quite apparent that our requirement was far more technical than what we had initially thought and when Ridge Films understood exactly what we required, immediate changes were made to the brief and we did a number of different types of filming in order to be able to capture the detail in and around the equipment itself, as well as in the didactic information that we were trying to portray for the sales team."

How was proofing the video?

Tanja: "Relative to proofing, the majority of the work had been done by the time we saw the first preliminary draft, I guess, and then it was just simply a matter of us critiquing the content to see whether or not we had omitted any vital information and needed that added in or whether or not we’d seriously made any bloopers that needed to be edited out, which was very simple. I think we only did one edit and it was a completed DVD. The way, in which Ridge Films put the different segments together, it probably provided us with greater clarity of what exactly we were wanting and thank goodness Ridge Films really had the foresight to kind of understand that because, the end result was better than what we probably would have put together in the beginning.

If I did the process again, I would have a much clearer understanding of how to explain what it was we wanted but I think that intrinsic understanding of exactly what we wanted to portray was fantastic, really."

Was this video a good investment for Mayo Healthcare?

Tanja: "The equipment that we presented on the video is not going to change. It was at the start of its lifecycle in the market. Therefore, we fully anticipate that the investment we made in that DVD or training series will live on in perpetuity for at least the next six years. It provides a great training tool but more than that, it provided a sense of identity for our sales team in and around our corporate brand and in and around our training mechanisms. Certainly, we wouldn’t hesitate to do it again and I have a number of other divisions that are looking to do the same thing now that they’ve seen the success of this DVD."

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