January 31, 2018
Yale Responds to Evolving Industry Landscape with Sales Training Program
GREENVILLE, N.C. (January 31, 2018) – The past decade has seen a radical shift in the role of the B2B salesperson. With approximately 60 percent of customers now beginning their buying process online, digital access to product information means control lies in the hands of the customer. This transformation means customers now look to salespeople to deliver value as a consultative solutions provider. The Academy by Yale is a multi-phased training program designed to better position sales professionals as experts in distribution and fulfillment markets.
“Just as technology has affected the nature of our industry, it also affects how customers get information and what they expect from the sales process,” says Evelyn Velasquez-Cuevas, Manager of Product Sales and Training, Yale Materials Handling Corporation. “We’re in the age of a self-educating customer who is more informed than ever and wants deeper insights – not just basic equipment information. The Academy by Yale offers a tremendous opportunity to build a consultative corps of salespeople ready to deliver valuable, application-driven insights rooted in the challenges customers face.”
The Academy by Yale draws on a variety of industry associations, academic programs and other expert sources to provide a comprehensive, well-rounded view of distribution and fulfillment environments, including racking and storage, batteries, warehousing, order picking and more. This input enables recommendations beyond the equipment, to workflows, service and solutions to help improve overall operational performance.
The first graduating class completed the program in December 2017, with additional classes expected to come in 2018. The program allows students to apply classroom teachings in a supervised manner and blends in-person instruction with remote training events, ultimately building toward a final capstone project.
About Yale Lift Truck Technologies
Yale Lift Truck Technologies leverages over a century of material handling experience and substantial investment in innovation to bring the most advanced technology-driven lift truck solutions to market. The company offers a full line of award-winning lift trucks, including reach trucks, order pickers, turret trucks, pallet jacks and trucks, pallet stackers, tow tractors and counterbalanced forklifts, as well as powerful operator assist solutions, proven robotics and a wide range of power sources to help customers adapt to today’s demanding supply chain. Yale and its independent dealer network support these solutions with comprehensive after-sales service, parts, financing and training.
Hyster-Yale Materials Handling, Inc. is a wholly owned subsidiary of Hyster-Yale, Inc. (NYSE:HY). Hyster-Yale, Inc. and its subsidiaries, headquartered in Cleveland, Ohio and operates globally.
Company Contact:
Jennifer Timblin
Yale Lift Truck Technologies
252-412-4322
jennifer.timblin@hyster-yale.com
Media Contact:
Dan Gauss
Koroberi
336-409-5391
dan@koroberi.com
