JBL University

JBL UNIVERSITY GRADUATES 60 SALES REPRESENTATIVES

ANAHEIM, CA - JANUARY 18, 2001 - The Sales and Marketing staff of JBL Professional became Professors for three days, teaching and testing 60 Sales Representatives from around the US on November 6-8, 2000. A combination of lectures, hands-on lab sessions and a unique final exam kept the pace lively and facilitated learning and utilization of the new information.

"In October, we welcomed several new sales rep firms to the JBL family. With multiple vertical markets and hundreds of products, their success in the field is greatly dependent upon the support we can give them from the factory," stated Mark Gander, Vice President Strategic Development, and (for three days) the Dean of JBL University. "Training in the form of presentations, sales materials and hands-on experience is the most important initial education."

For six weeks prior to the event, JBL Pro sales and marketing management brainstormed approaches and content. With a determination to minimize long lectures and maximize individual training and hands-on experiences, a University format was adopted. Pre-study materials were sent out two weeks prior to the event.

" It was our goal to keep the sessions informative, but still have an element of fun," explained Gander. "The hands-on ‘laboratory’ segment took half of the three days and allowed smaller groups to work with tour sound, contracting installation, recording, commercial and MI related products. Each lab allowed quality time with the market directors and an interesting exchange of ideas."

The sixty participants were divided into five "fraternities" of twelve people each. After listening to lectures and working through the labs, each fraternity was assigned one of the five vertical markets to present to the class as a whole. Several of these "final exams" took the form of a typical (if somewhat exaggerated) sales presentations. In keeping with the fraternities theme, the motto for JBL University is the Greek "Lud Lauta Longa", which roughly translates into "Plays Louder Longer."

"The sales reps did a wonderful job of using product advantages, strong JBL name recognition, competitive product knowledge and the use of JBL programs such as the Custom Shop, Harman Professional Projects Group to make compelling sales pitches," stated Gander. "I think the reps felt this was three days very well spent, as we shared a lot of ideas and had the opportunity to get to know each other. We’re very proud of all of our ‘Graduates’ as they go out into the field."