How Hubbell Power Systems engages with customers on a new level with FlippingBook Salespal

Hubbell Incorporated is an international company whose history began more than a century ago. It houses over 70 well-known and respected brands, and has offices in four countries with 16,000 employees in total.

Hubbell strives to provide its customers with high-quality and dependable products and it welcomes innovations that help it to remain a market leader in the manufacture of electrical, lighting and power products.

Challenge

Most of the communications with customers at Hubbell Power Systems (HPS), one of the groups of Hubbell Incorporated, are aided by its product catalogs. As of today, the catalogs are the most reliable and up-to-date source of product information, vitally important for HPS salespeople.

Before deploying Salespal, the company could only provide its teams with the catalogs in two formats: print and PDF. With print, the sales reps would have to carry about 100 catalogs with a total weight of more than 500 pounds, if they needed to have all the information on hand. And using PDFs is equally inconvenient. If they are downloaded onto a mobile device, they would eat up all the space, and downloading them from the web, while sitting with a customer, isn’t always an option.

Looking for solution

HPS was looking for a way to equip its sales team with an online library that would be always there for a salesperson to use. Specifically, it was looking for a mobile app that would run on all devices (Android and iOS) and would be easy to adopt for its teams.

HPS’s main goal was to get this app to its sales team as fast as possible, but apart from that it also had two other key requirements:

  • A white-label option and its own branding
  • A self-service capability, so that they could change and update the catalogs in the app on their own and without any coding involved.

FlippingBook met those demands.

“We could not have created this app from scratch on our own and be cost- and time-effective, so we turned to FlippingBook,” said Matt Alsup, Digital Marketing Manager at Hubbell Power Systems.

We’ve developed other custom and white-label apps, but Salespal and the services provided have been far exemplary to other development services we’ve used. We were blown away by the turnaround time.

Solution

Salespal, customized and called HPS Library, contains product catalogs that sales reps can access anytime, anywhere. They can download the catalogs to their mobile device and use them offline, or via an Internet connection.

The app supports text searches, so it is now very easy for customers to get a specific piece of information on a product in the catalog within seconds.

The app allows our sales team to engage with customers at a new level. Our industry and customers are still tied to catalogs, and with Salespal, they can carry over 100 of our catalogs at the same time. This would have been impossible before.

“We promote our app through advertising, both internal and external, and hope that it will help us to raise brand awareness among our potential customers, as well as being a useful tool for our sales team,” said Alsup.

Results

Adoption of Salespal has led to several changes for Hubbell Power Systems. Firstly, it has helped reduce print cost, as more and more people within and outside the company are using the digital catalogs in the app instead of the print versions. Keeping the catalogs up-to-date is much easier as well, as they can be updated any time.

There is yet another, unexpected, but very pleasant positive effect the app has had: “The custom-branded app has helped us in several ways. In particular, FlippingBook Salespal has allowed our sales team to respond faster to customers and there has been a greater adoption of the app as an everyday tool. This can be seen in the increasing overall app download rates and the increasing number of views of catalogs in the 3–4 months since its release (over 35,000 views),” explained Alsup.

However, the main reason why Salespal is so important for Hubbell is that it has greatly improved the way salespeople access product information and communicate with customers. Mr. Alsup concludes: “Before they didn’t have a clear picture of the correct and complete product information from our catalogs anywhere – not on our website and nowhere mobile – except if they carried around those PDFs or print catalogs.”

As our catalogs remain the single source of product information, it is important that they have access to the catalogs at all times. We’re finding that they can operate much faster and find information much more quickly than they ever could before.

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