TurningPoint^® Case Study

MMT Solutions, Inc.

BACKGROUND

Michael Hetelson is the owner and president of MMT Solutions, Inc., a training and marketing firm with offices in Newtown, PA and Parsippany, NJ. Founded in 1995, MMT Solutions uses technology-driven tactics to provide strategic marketing, employee training, and end-user education to its clients.

MMT has always been heavily involved in new technology - knowing it was one of the best ways to give its clients a competitive edge in educating their employees and engaging their customers. The need to create an interactive, effective presentation environment prompted MMT’s early involvement in the emerging field of audience response systems.

THE CHALLENGE

Hetelson understood the importance of providing his clients with the latest technology to better educate and market to their target audiences. During the mid-90s, MMT’s presentation offerings integrated videos and interactivity. Hetelson knew, however, that MMT needed more than just film clips to get and keep the attention of his clients' restless customers.

MMT's client base is largely pharmaceutical companies, an industry that requires intensive training for representatives, competes intensely for physician access, and often struggles to differentiate its products for other professional health care providers, caregivers, and consumers. It was up to Hetelson’s company to create engaging presentations that would truly distinguish his clients' products and service offerings while driving market share. To better connect with the audience and facilitate participation, MMT turned to audience response systems.

While the initial use of audience response systems proved successful, Hetelson was soon looking for a company that could provide advanced hardware and software options that emphasized mobility, scalability, and ease of use. In 2003, he discovered Turning Technologies' TurningPoint response system that employed lightweight, credit-card size ResponseCard^® keypads and immediately began promoting the solution to his clients.

"The first audience response systems were bulky and awkward. TurningPoint allowed flexibility for various environments and provided a plug-and-play functionality that didn't require the help of three technicians. Not only was it effective in large group settings, but our small meetings also benefited from its use," Hetelson commented.

THE SOLUTION

MMT first deployed 800 TurningPoint response system kits to a Fortune 100 pharmaceutical company's sales force. With this initial implementation, MMT’s clients experienced the versatility of TurningPoint which, as Hetelson commented, "allows creative use of the technology in a variety of settings, whether a dinner meeting for twenty employees or a workshop for three hundred attendees."

"Engagement was a key factor for us," says Hetelson. "When we started using TurningPoint, we noticed that customers were more involved in the presentations and would actually look forward to their sales reps coming back. Furthermore, the data collected from presentations has provided useful market research information and valuable metrics."

In 2005, with the help of Turning Technologies, MMT began offering a turnkey solution: innovative response technology in conjunction with creative sales content. Newer clients immediately saw the benefits thanks to pre-structured content modules, which allow for quicker turnaround time on unique presentations. The portability of TurningPoint has also allowed MMT to expand from traditional meeting settings to working with smaller groups previously shut out of the audience response approach. Since a TurningPoint response system is easily transported, each and every MMT client now has access to effective, interactive presentations in any setting.

CONCLUSION

Due to the positive results for their client base, including more effective employee training, greater customer engagement, modified customer behavior, and faster delivery time on presentations, MMT recently partnered with Turning Technologies in order to focus on client value. MMT now uses TurningPoint exclusively to deliver their unique marketing approach and bring their clients cutting-edge technology solutions.

"The quality of the hardware and software is always excellent, especially as their products keep improving over the years," said Hetelson. "The ongoing innovation and development is also very impressive. Everything from the sales experience to the technical support is first-class. We are very excited to be partnering and growing with Turning Technologies."

For more information about purchasing or renting Turning Technologies' audience response systems for your organization, contact us at 866-746-3015.