Case Study

MARS: The perfect store

The Challenge

The Perfect Store strategy helps Associates adopt a scientific approach to selling, whether pitching displays or advising stores on where to place products to maximize sales. However, training Associates in a physical store is time consuming and expensive. It also requires experienced Associates to take time out of their day to help onboard new Associates or guide reskilling. E-learning isn’t practical in this environment either. Digital training modules or training videos don’t provide the experiential, hands-on learning that can help sales associates make the right layout or merchandising decisions.

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Industry

CPG

Headquarters

Virginia, USA

Website

“One of the things we recognized was the need for experiential learning to support our remote sales teams. We wanted them to not only apply the skills they’d learned, but be able to play around in a virtual environment to understand the impact of their decisions. The feedback has been overwhelmingly positive.”

Mark Christianson, Delivery Senior Lead, Digital Workplace at Mars.

What we did

Mars was looking for an interactive training solution. Immerse worked with Mars to create a virtual replica of the store environment where Associates could be measured and assessed on how well they followed Mars’ best practice guidelines for store merchandising. The solution had to scale, too, so that it could bring consistency to training for Mars’ Associates around the world.

What this means

  • Self-guided learning program: VR modules guide representatives through the ‘Perfect Store’ principles, without need for an instructor
  • Adapted to the learner’s needs: the virtual environment can be tailored to suit the trainee’s specific area of sales, maximising training output
  • Training scaled globally
  • Remarkable increase in employee engagement and positive feedback

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