{"id":67112,"date":"2025-11-14T10:40:01","date_gmt":"2025-11-14T18:40:01","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=67112"},"modified":"2025-11-14T11:24:54","modified_gmt":"2025-11-14T19:24:54","slug":"classroom-settings-dealers-chart-their-most-effective-instruction-methods","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/feature-articles\/2025\/11\/classroom-settings-dealers-chart-their-most-effective-instruction-methods\/","title":{"rendered":"Classroom Settings: Dealers Chart their Most Effective Instruction Methods"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

As we\u2019ve seen not only in our industry but in general, individuals respond differently to educational styles. Some people love the hands-on, interactive experience that comes with in-person tutorials. Others find self-guided methods allow them to choose a time when there are no distractions. For others, a blend of both can be complementary when it comes to learning and retention.<\/p>\n\n\n\n

This week\u2019s State of the Industry report on training\u2014for sales and tech service, both internal or client-focused\u2014taps into our dealer panel\u2019s line of thinking and experiences with which methods proved more fruitful. The more effective the instruction, the less likely the need to circle back and retrain because information comprehension didn\u2019t take hold.<\/p>\n\n\n\n

\"\"
Chris Kanehl, DEX Imaging<\/figcaption><\/figure><\/div>\n\n\n\n

A larger dealer like DEX Imaging\u2014and few companies are as big as the Tampa, Florida-based firm\u2014benefits from scale in the form of training centers located across the country. That paves the way to replicating real-world service conditions and emphasizing corporate processes, notes Chris Kanehl, service training director.<\/p>\n\n\n\n

 When it comes to the dealer\u2019s accounts, Kanehl prefers the unobtrusive instruction. \u201cSelf-paced YouTube videos and handouts work best as they provide convenience and adoption support without disrupting daily operations.\u201d<\/p>\n\n\n\n

Virtual Virtruosos<\/strong><\/p>\n\n\n\n

\"\"
Kendall Steinhoff, Rhyme<\/figcaption><\/figure><\/div>\n\n\n\n

At Rhyme of Portage, Wisconsin, virtual training is an optimal fit for the account team\u2019s selling skills, and it\u2019s also good for small-group breakout sessions. Kendall Steinhoff, director of sales and marketing, notes the company strives for a combination of both methods. When it comes to product knowledge, either for sales or service, in-person, hands-on instruction is the most effective route.<\/p>\n\n\n\n

 \u201cOur team wants to physically repeat what the training provides to be confident in client-facing environments,\u201d she said. \u201cSome vendors also have strong online training portals for self-paced certifications, such as Sharp and PaperCut.\u201d<\/p>\n\n\n\n

\"\"
Vince Miceli, Pulse Technology<\/figcaption><\/figure><\/div>\n\n\n\n

Pulse Technology doesn\u2019t adhere to a one-size-fits-all mentality when it comes to educating team members. Vince Miceli, vice president of technology for the Schaumburg, Illinois, dealership, sees the benefits of self-paced instruction.<\/p>\n\n\n\n

\u201cEmployees can learn and absorb what they need to know at their own speed and on their own timetable,\u201d he said. \u201cSome need more hand-holding where others do not.\u201d<\/p>\n\n\n\n

In terms of post-installation learning for IT clients, Pulse Technology\u2019s vCIO arranges third-party providers to show clients all the specifics of how their solutions work.<\/p>\n\n\n\n

\"\"
Blake Bossler, Fraser<\/figcaption><\/figure><\/div>\n\n\n\n

Fraser Advanced Information Systems employs a mix of training formats on the service side, including live, virtual, self-based and certification-based programs. Blake Bossler, vice president of service, notes in-person sessions are particularly effective valuable for hands-on technical training, while virtual vendor-led courses add convenience and flexibility.<\/p>\n\n\n\n

\u201cFor customers, we provide live onsite training supported by a post-sales trainer who has also created instructional videos for ongoing reference,\u201d Bossler said. \u201cThis combination ensures both employees and clients receive practical, accessible and effective training.\u201d<\/p>\n\n\n\n

\"\"
Michael Macri, Fraser<\/figcaption><\/figure><\/div>\n\n\n\n

Michael Macri, vice president of sales for Fraser, believes live training is most impactful for teams, as it allows for instant feedback and skill correction. Its other advantage is convenience and collaboration across multiple locations.<\/p>\n\n\n\n

\u201cNon-live virtual formats provide flexibility but are less effective due to delayed feedback,\u201d he said. \u201cBy tailoring the format to the need, we ensure training is both practical and impactful.\u201d<\/p>\n\n\n\n

Stay Focused<\/strong><\/p>\n\n\n\n

\"\"
Deb Dellaposta, DBB<\/figcaption><\/figure><\/div>\n\n\n\n

Some dealers, such as Doing Better Business of Altoona, Pennsylvania, feel live instruction is optimal on the sales side. Company President Deb Dellaposta believes virtual sessions can be saddled with too many distractions.<\/p>\n\n\n\n

\u201c<\/strong>Having both the sales professional and the subject matter experts present for appointments and training is proving to be invaluable,\u201d she noted. \u201cThey are learning from each other. We recently started having \u2018success stories\u2019 as part of our bi-monthly trainings.\u201d<\/p>\n\n\n\n

\"\"
Tom Hemmelgarn, Prosource<\/figcaption><\/figure><\/div>\n\n\n\n

Live, interactive training sessions\u2014both virtual and in-person\u2014are most impactful for Prosource of Blue Ash, Ohio. Tom Hemmelgarn, senior vice president of sales, notes that although the dealer uses online, self-paced modules for certain onboarding and ongoing courses, live formats are prioritized to maximize interaction and engagement with associates.<\/p>\n\n\n\n

\u201cOur organization has the tools to deliver training in a variety of formats and styles, allowing us to adapt to the needs of the audience, geographical proximity and specific business requirements,\u201d he added. \u201cFor over 15 years, we have also maintained our status as a manufacturer-certified onsite trainer for our service technicians, ensuring we are always building and refining our skills.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

As we\u2019ve seen not only in our industry but in general, individuals respond differently to educational styles. Some people love the hands-on, interactive experience that comes with in-person tutorials. Others find self-guided methods allow them to choose a time when there are no distractions. For others, a blend of both can be complementary when it comes to learning and retention. This week\u2019s State of the Industry report on training\u2014for sales and tech service, both internal or client-focused\u2014taps into our dealer panel\u2019s line of thinking and experiences with which methods proved more fruitful. The more effective the instruction, the less likely the need to circle back and retrain because information comprehension didn\u2019t take hold. A larger dealer like DEX Imaging\u2014and few companies are as big as the Tampa, Florida-based firm\u2014benefits from scale in the form of training centers located across the country. That paves the way to replicating real-world service conditions and emphasizing corporate processes, notes Chris Kanehl, service training director.  When it comes to the dealer\u2019s accounts, Kanehl prefers the unobtrusive instruction. \u201cSelf-paced YouTube videos and handouts work best as they provide convenience and adoption support without disrupting daily operations.\u201d Virtual Virtruosos At Rhyme of Portage, Wisconsin, virtual training is an optimal fit for the account team\u2019s selling skills, and it\u2019s also good for small-group breakout sessions. Kendall Steinhoff, director of sales and marketing, notes the company strives for a combination of both methods. When it comes to product knowledge, either for sales or service, in-person, hands-on instruction is the most effective route.  \u201cOur team wants to physically repeat what the training provides to be confident in client-facing environments,\u201d she said. \u201cSome vendors also have strong online training portals for self-paced certifications, such as Sharp and PaperCut.\u201d Pulse Technology doesn\u2019t adhere to a one-size-fits-all mentality when it comes to educating team members. Vince Miceli, vice president of technology for the Schaumburg, Illinois, dealership, sees the benefits of self-paced instruction. \u201cEmployees can learn and absorb what they need to know at their own speed and on their own timetable,\u201d he said. \u201cSome need more hand-holding where others do not.\u201d In terms of post-installation learning for IT clients, Pulse Technology\u2019s vCIO arranges third-party providers to show clients all the specifics of how their solutions work. Fraser Advanced Information Systems employs a mix of training formats on the service side, including live, virtual, self-based and certification-based programs. Blake Bossler, vice president of service, notes in-person sessions are particularly effective valuable for hands-on technical training, while virtual vendor-led courses add convenience and flexibility. \u201cFor customers, we provide live onsite training supported by a post-sales trainer who has also created instructional videos for ongoing reference,\u201d Bossler said. \u201cThis combination ensures both employees and clients receive practical, accessible and effective training.\u201d Michael Macri, vice president of sales for Fraser, believes live training is most impactful for teams, as it allows for instant feedback and skill correction. Its other advantage is convenience and collaboration across multiple locations. \u201cNon-live virtual formats provide flexibility but are less effective due to delayed feedback,\u201d he said. \u201cBy tailoring the format to the need, we ensure training is both practical and impactful.\u201d Stay Focused Some dealers, such as Doing Better Business of Altoona, Pennsylvania, feel live instruction is optimal on the sales side. Company President Deb Dellaposta believes virtual sessions can be saddled with too many distractions. \u201cHaving both the sales professional and the subject matter experts present for appointments and training is proving to be invaluable,\u201d she noted. \u201cThey are learning from each other. We recently started having \u2018success stories\u2019 as part of our bi-monthly trainings.\u201d Live, interactive training sessions\u2014both virtual and in-person\u2014are most impactful for Prosource of Blue Ash, Ohio. Tom Hemmelgarn, senior vice president of sales, notes that although the dealer uses online, self-paced modules for certain onboarding and ongoing courses, live formats are prioritized to maximize interaction and engagement with associates. \u201cOur organization has the tools to deliver training in a variety of formats and styles, allowing us to adapt to the needs of the audience, geographical proximity and specific business requirements,\u201d he added. \u201cFor over 15 years, we have also maintained our status as a manufacturer-certified onsite trainer for our service technicians, ensuring we are always building and refining our skills.\u201d<\/p>\n","protected":false},"author":166,"featured_media":67127,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1650,82,87,1638,4632],"tags":[1740,2897,2738,2265,3521,1989],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67112"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=67112"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67112\/revisions"}],"predecessor-version":[{"id":67114,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67112\/revisions\/67114"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/67127"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=67112"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=67112"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=67112"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}