Novatek helps manufacturers prepare for product launches by ensuring that all user audiences have the appropriate and accurate knowledge needed to use, service, or sell the equipment or device. In their quest to learn the best practices for success, manufacturers both small and large frequently ask similar questions.
Today's blog revisits budgeting, but with a focus on training activities. In other words, what does it cost to teach medical professionals how to use your device properly so results are accurate and mistakes are avoided?
Based on 25 years' experience, here are Novatek's most frequently asked questions about medical device product launch training.
FAQs for Product Launch Training
1. How much should we budget for training our customers?
The cost of training varies based on the methods, amount of content, and frequency. The cost to produce a one-hour eLearning course is going to differ from the cost to fly all customers to your facility for a three-day live instructor-led training course. We recommend completing a thorough needs assessment and audience analysis to determine the right method but you can anticipate the volume and frequency by asking some questions about your audience.
- How many customers will need training?
- Where are the customers located?
- How much knowledge of the field and device do the customers have?
- What expectations will customers have of the course or training?
- What hardware and software will the customers have?
- Are your customers computer savvy?
- What Internet bandwidth will customers have?
- What resources will the learners have at their disposal?
Determining what works best for your audience is the key to any successful training program, so you don't want to short-change this process. For help determine what works best for your audience, read The Secret to Determining the Best Medical Training Solution.
However, all companies must consider budget, schedule, and resources. The amount to budget for customer training turns out to be a unique result of your audience's needs, budget, timeline, and available resources.
To assist with your budget planning, we recommend utlizing industry benchmarks for cost and development times for various training methods.
2. Our training budget is not big enough to provide our customers with the ideal training. How can we get the most out of it?
Depending on the various training solutions implemented and volume and frequency of your training, you may find training costs add up quickly. Here are some ways you can make your training dollars go further:
- Host a Customer Training Day or Week — Instead of training each customer one at a time, consider scheduling in advance and hosting a live training day or week at your facility and invite all customers to come to you. This will reduce the travel costs and time required to visit and train each customer individually.
- Utilize eLearning — Online or electronic training can be less expensive than live instructor-led training and they are utilized over and over without the need for additional labor cost.
- Conduct a Train-the-Trainer Course — Instead of training all customers, consider training a small contingent who is then responsible for training others. The smaller contingent may be dealers or just one customer representative who would then train the remaining staff.
- Re-use training materials — Once produced, training materials such as videos and tutorials have a long shelf life and may be used repeatedly.
3. How can I justify the investment and show ROI?
Just like most business investments, training also must have an intended goal and a way of measuring if it achieved the goal. Each training program may have a different goal, but the benefits should outweight the cost of implementing the training. In other words, the ROI is above 100% in the following equation:
A majority of customer training benefits result in cost reductions, such as:
- Reduction in Technical Support/Help Desk calls and the reduction of labor (cost) required to staff Technical Support
- Reduction in field service visits to repair broken equipment and the reduction in travel time (cost), airfare (cost), rental car (cost), hotel (cost), and meals (cost) for field service visits
- Reduction of customer calls to sales reps to answer questions (cost) and the resulting increased sales productivity
Stay tuned for more FAQs asked during other stages of the product life cycle.