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01 December 2005
Elettroingross bets on training
Elettroingross Sales Director Maurizio Testa, Sonepar Italia
Elettroingross is innovating by setting up the Accademia Elettroingross, which trains young sales apprentices.
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Sonepar: Maurizio Testa, you joined Sonepar Italia in March 2005. What are your priorities?
Maurizio Testa: My job as sales director mainly involves managing a sales team, defining our offer on the market and managing the company’s image. Two actions seem like priorities to me: - Seeking new solutions to help boost customer satisfaction and expand our market, - Finding a way to bring young graduates into the company in the best possible conditions.
Sonepar: That seems ambitious. What solutions have you found?
M.T.: In June 2005, Elettroingross organised a major customer event that enabled me to reposition the company by making the shift from product distributor to partners with our customer contractors. This new positioning has helped bring us into contact with many supply chain players (software publishers, local educational institutions, banks and local officials).
Sonepar: What initiatives have those contacts led to?
M.T.: We established many contacts at the human resources forum. After those discussions, Elettroingross noticed that the classic career plan of our associates (warehouse, sales in shops, internal sales service, etc.) was unsuitable for people working at a central warehouse. Elettroingross also realised that vocational schools are seeking job opportunities for their students, but that the job market’s needs do not always match training funded by local governments. So, we concluded an agreement that lets 10 to 15 young vocational school graduates a year work for the company. Meanwhile, they take 300 hours of sales and computer training as well as technical classes taught by our suppliers and associates on themes such as “Lighting and Clean Energy” and “Systems for Building the Future”. That gave rise to Accademia Elettroingross, which will start up in 2006. A promising initiative.
To be continued…
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