A Show of Their Own
Elan also used the conference sessions to promote its own business method to its dealers, a concept called 3GB. Standing for "Good, Better, Best and Beyond" Fowler described the concepts as "a simple method to get more systems designed and sold." "It reduces number of SKUs and gives salespeople guidance in selling 'systems'," she said. "It allows more salespeople to sell bigger systems with confidence." This program, free to Elan dealers (and just about anyone else) is implemented in Microsoft Excel and is available from the company.
So was the conference a success? If attendance is the best indicator, then the answer is probably yes, but Fowler was equally encouraged by positive feedback regarding the event once it was completed. They had asked for feed back using the Internet, creating a special Web link for TRIO attendees on the TRIO Page on the dealer Web site. They also received a number of responses through Elan's regional reps and other company personnel. Fowler said that "the gist of the feedback was extremely positive."