Challenge
This pharmaceutical giant wanted to educate all of its North American sales associates and managers on the new blue-chip industry sales standard called “The Pharma Code.”

Solution
The Gregg Ward Group teamed up with Bristol-Myers Squibb’s legal and training divisions to develop a powerful and effective live training program called “All of Us” featuring professional actors portraying sales associates and managers of a fictional pharmaceutical company. The program was delivered over 30 times throughout North America and then videotaped in the company’s New Jersey studios for distribution globally.

Results
Follow up surveys and assessments determined that overall understanding and compliance with The Pharma Code by BMS sales associates and managers was among the highest in the industry.

Challenge
The leadership of this world class brand wanted to increase sales in new and emerging markets – women and people of color – of motorcycles and branded gear. To do this, they needed to educate franchise owners and their staff on those markets and how to sell into them.

Solution
Develop and deliver a 3.5 hour training seminar – featuring live, professional theater, and Guided Interactive Facilitation – multiple times in breakout sessions at the company’s annual global dealership conference at the Gaylord Hotel in Texas.

Results
Harley-Davidson leadership was so impressed with the programs and its audiences’ reactions that it re-engaged the Gregg Ward Group to fly to headquarters in Milwaukee, WI to videotape the program in its dealership mockup and edit it into an interactive video training program. H-D then brought the GWG back the following year to perform the program live in a massive plenary session to over 3,000 participants and then personally hand each participant a DVD of the program. Over the ensuing years, H-D recorded a measureable increase in sales to riders in those new and emerging markets.