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Innovative Fonterra return on investment project

Innovative Fonterra return on investment project wins international award

A return on Investment (ROI) project delivered by Fonterra’s Sales Excellence Team and guided by Bloom Training and Recruitment’s Director, Beryl Oldham, has won a prestigious international award from the ROI Institute.

The Fonterra project was recognised for its approach to ROI measurement and evaluation and earned Fonterra and Oldham this year’s award for the “Most Innovative Approach to ROI”.

“ROI is a performance measure used to evaluate the effectiveness of an investment,” says Ms Oldham.

“The Phillips ROI Methodology is a scalable and systematic approach to programme evaluation, which generates both qualitative and quantitative data and provides techniques to isolate the effects of the programme from other influences – resulting in credible metrics and ROI reports accepted by financial executives and stakeholders.”

The award-winning project involved global dairy company Fonterra’s Sales Excellence Team conducting an ROI evaluation pilot study of its 20:20 SALES training programme.

The USA-based ROI Institute announces five excellence awards annually. The awards honour individuals for their outstanding work in measurement and evaluation and recognise exemplary work practices in research, design and implementation of ROI.

“Fonterra developed its Regional Sales Coaching programme to address the challenges of a geographically-diverse sales force by selecting and certifying sales leaders as in-region trainers and coaches,” says Llori Valenzuela. “This programme enables Fonterra to execute one consistent selling approach to customers, while allowing for the flexibility to cater to regional needs and the ability to manage costs and logistics.

“Being able to quantify the Return on Investment from this programme allowed us to accurately demonstrate its value to shareholders. This is crucial in the globally competitive environment in which we operate.”

“Working alongside the dedicated Fonterra team was a real pleasure,” says Beryl. “Our focus at Bloom Training and Recruitment is building in-house capability and this project was a fantastic example of that.”


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