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Toshiba America-Codianni

Company: Toshiba America Business Solutions, Irvine, CA
Company Description: Toshiba America Business Solutions, Inc. (TABS) is Toshiba Corporation’s sales, marketing, service support and toner manufacturing company for copiers, facsimiles, multi- function printing products, and network controllers in the U.S., Central and South America. TABS is an independent operating company of Toshiba Corporation, the 6th largest electronics/electrical equipment company in the world.
Nomination Category: Individual Awards Categories
Nomination Sub Category: Best Sales Trainer

Nomination Title: Anthony V. Codianni, Director of Training and Dealer Development

   1. Tell the story about what this nominee achieved in 2004 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

It was a challenge inherent in the fast-moving technology industry that led Tony
Codianni, Director of Training and Dealer Development for Toshiba America
Business Solutions, Inc. (TABS), to create our most innovative training program:
S.W.A.T.  Special Weekly Acquisition Training.

TABS follows a strategy of aggressive acquisition, purchasing dealers and
remaking them as TABS-exclusive outlets in key markets. As part of the process,
we typically brought sales representatives to our satellite offices for classroom
training.

But when we began acquiring dealers that sold competitors’ products exclusively,
we realized an average dealer could spend upwards of $150,000 to train reps on
our product line-up. Not a way to make a good first impression, which was crucial
to avoid a potential mass exodus of quality salespeople.

Codianni met the challenge with the development and system-wide rollout of
S.W.A.T.—a revolutionary new six-week training program that requires only four
days out of the field and costs new dealers NOTHING to implement.

Here’s how he did it:

- For content, Codianni used an existing TABS sales training program,
called “Digital Dimensions.”

- For delivery, he took advantage of TABS’ unique position in the industry, that of
technology leader. The majority of training would be completed online, so he
created the S.W.A.T. “Training-in-a-Box”:
- 20 Toshiba laptop computers
- A wireless network
- LCD projector
- Customized Participant and Manager Materials

- To launch the training program, Codianni and the S.W.A.T. team travel to newly
acquired dealerships for a Kick-Off Meeting to welcome them into the Toshiba
family, introduce S.W.A.T and set the training in motion.

At the conclusion, new sales representatives possess a solid understanding of
hardware, software, connectivity and advanced color imaging.

S.W.A.T.’s blended approach – self-study, classroom and live e-Learning –
enables participants to immediately practice on the sales floor what they’ve
learned, for better knowledge retention.

S.W.A.T.’s mobility eliminates the cost and lost sales of travel; the majority of
learning can be completed anywhere with an Internet connection.

S.W.A.T.’s efficiency means that learning is complete in just six weeks.

S.W.A.T.’s cost-effectiveness allows us to offer it FREE to new dealers.

And best of all, newly acquired dealers love S.W.A.T. and it has shown
demonstrated improvements from the previous training program: 

Improvements on Rates of Sales Conversion to TABS Brand Products After
Implementation of S.W.A.T. Training Method:

TABS Brand Sales at 3 months post acquisition – 25% (up 20%)
TABS Brand Sales at 6 months post acquisition – 80% (up 55%)
TABS Brand Sales at 9 months post acquisition – 100% (up 50%)

Improvements to Post-Acquisition Salesperson Retention Rates with
Implementation of S.W.A.T. Training Method:

Salesperson Retention at 3 months post acquisition – 94% (up 11%)
Salesperson Retention at 6 months post acquisition – 92% (up 20%)
Salesperson Retention at 9 months post acquisition – 92% (up 32%)

This enlightened process, the brainchild of Tony Codianni, allows us to train more
than four times the number of people as compared to our old method, and is the
reason we already consider Tony “The Best Sales Trainer.”

   2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: List each link on a separate line, begin each link with http://, and enclose each link in square brackets; for example, [http://www.website.com]:

   3. Provide a brief (up to 100 words) biography about this nominee:

Anthony V. Codianni was born in Brooklyn, New York, earning education degrees
from Brooklyn College and Indiana University.  Mr. Codianni spent eight years as
an educator and high school principal in New York City, and 10 years as a
professor of Education several universities.

As Director of Training and Dealer Development for Toshiba America Business
Solutions since 1984, Mr. Codianni has received the 1990 Toshiba Overseas
Management Training Award, BTA’s Best Training Award six times over, and his
training programs and materials have won countless industry awards including the
2004 American Society for Training & Development’s (ASTD) 2004 BEST Award.