The ROI of SWAT

Content

The article reports that Anthony Codianni, director of training and dealer development at Toshiba America Business Solutions Inc. developed Special Weekly Acquisition Training (SWAT) program. As Toshiba acquired dealerships selling competing office hardware, software and services, salespeople needed to get up-to-speed on the company's products and culture. With the SWAT program, salespeople from once-competing dealerships are trained in 60 days and by six months after acquisition, they're selling 80 percent Toshiba products.

The article reports that Anthony Codianni, director of training and dealer development at Toshiba America Business Solutions Inc. developed Special Weekly Acquisition Training (SWAT) program. As Toshiba acquired dealerships selling competing office hardware, software and services, salespeople needed to get up-to-speed on the company's products and culture. With the SWAT program, salespeople from once-competing dealerships are trained in 60 days and by six months after acquisition, they're selling 80 percent Toshiba products.