Project Background

Smart card electronic door lock is an intelligent lock that uses radio frequency identification technology or biometric technology to realize door lock opening and management. It has the characteristics of high security, strong convenience, and good management. It is widely used in hotels, apartments, and office buildings., Schools and other places. According to statistics,2020The scale of China's smart door lock market reached270Billion yuan, year-on-year growth25.6%, is expected2023The end of the year will be a breakthrough500Billions of dollars.

Shangpu Consulting Group Co., Ltd. (referred to as "Shangpu Consulting") is a well-known independent third-party research and investment and financing consulting agency in China, dedicated to providing professional solutions for corporate strategic decision-making. Shangpu Consulting has rich research experience and customer resources in the smart card electronic door lock industry, and has provided market research, investment consulting,IPOListing consulting and other services.

Customer pain points

A smart door lock company (hereinafter referred to as "customer") is one of the leading smart door lock manufacturers in China. It is mainly engaged in the research and development, production and sales of smart card electronic door locks. Its products cover multiple market segments such as hotels, apartments, and office buildings. Customer in2020Realized revenue in10Billion yuan, year-on-year growth30%It occupies the domestic market.5%share.

The main pain points faced by customers are the following:

-Market competition is becoming increasingly fierce, homogenization is serious, product differentiation is difficult to reflect, and brand influence is insufficient;

-The rapid update of industry technology, product innovation ability is not strong, lack of core competitiveness and sustainable development;

-The scale of the sales team is expanding too fast, the quality of personnel is uneven, the sales skills and business knowledge are lacking, and the service level is not high;

-The market demand is diversified, and the personalized needs of customers are increasing. It is difficult for the sales team to meet the customized needs of customers and provide professional solutions.

Project Purpose

In order to help customers solve the above pain points and enhance their market competitiveness and brand influence, Shangpu Consulting has been entrusted by customers to carry out an enterprise training program for customer sales teams. The main objectives of the project are as follows:

-Improve the sales team's overall understanding and in-depth understanding of the smart card electronic door lock industry, and master key information such as industry development trends, market scale, competitive landscape, and customer needs;

-Cultivate the product innovation consciousness and ability of the sales team, understand the product characteristics and advantages of customers, learn product innovation methods and cases, and improve product differentiation and added value;

-Develop the professional sales skills and service level of the sales team, learn sales processes and skills, improve communication skills and persuasion, and improve customer satisfaction and loyalty;

-Cultivate the sales team's ability of personalized demand analysis and solution design, learn demand research and analysis methods, and improve the quality and efficiency of customized solutions.

Research object

The research object of the project mainly includes the following two categories:

-Customer Sales Team: Total200People, divided10regional sales teams, each consisting1Regional Manager and19sales staff. The research content includes the basic situation of the sales team, training needs, training expectations, training difficulties, etc;

-Smart card electronic door lock industry experts: Total10People, including heads of industry associations, industry media editors, analysts of industry research institutions, and executives of leading companies in the industry. The research content includes the current situation of industry development, industry development trend, industry competition pattern, industry customer demand, etc.

Project Content

The main contents of the project include the following aspects:

-Training course design: according to the research results and the purpose of the project, a set of training course system for customer sales team is designed, including four modules: smart card electronic door lock industry knowledge, product innovation methods and cases, professional sales skills and service level, personalized demand analysis and solution design. Each module contains a number of topics, each topic contains a number of class hours, each class hour contains a number of knowledge points and exercises;

-Training resource development: according to the training curriculum system, a series of training resources have been developed, including training materials, training courseware, training manuals, training videos, training cases, etc;

-Training of teachers: According to the training resources, a group of professional training teachers have been trained, including internal industry experts and external cooperative lecturers of Shangpu Consulting, and they have been taught the training content and training methods;

-Implementation of training activities: According to the training program, a series of training activities have been implemented, including online training and offline training. Online training is mainly conducted through the online learning platform of intelligent door lock industry independently developed by Shangpu Consulting, providing functions such as recording and broadcasting videos, online testing, online answering questions, etc. Offline training is mainly conducted through a combination of centralized teaching and on-site practice, providing face-to-face teaching, group discussion, role playing, etc;

-Evaluation of training effect: According to the training objectives, the training effect is evaluated, and a four-level evaluation model is used to quantitatively and qualitatively evaluate the reaction, learning, behavior and result of the trainees respectively.

Project Value

The project brings the following aspects of value to the customer:

-Improve the overall quality and ability of the sales team, and enhance the cohesion and combat effectiveness of the sales team;

-Improve the customer's product innovation ability, launched a number of new products with differentiation and added value, to meet the market demand and customer expectations;

-Enhance the customer's brand influence, improve the customer's visibility and reputation in the smart card electronic door lock industry, and increase the customer's market share and profit margin;

-Improve customer satisfaction and loyalty, establish a long-term and stable cooperative relationship, and expand new cooperation opportunities and channels.