Companies get results with Interactive Multimedia

Business Wire, August 7, 1995

CHARLOTTE, N.C.--(BUSINESS WIRE)--Aug. 7, 1995--Ten years ago, as a software sales representative, Bill Whitley struggled to present complex $250,000 computer systems to community banks.

He used the traditional means of presenting -- slides, flip charts, and the like, with little success until he created his own interactive multimedia presentation on a laptop computer. The interactivity allowed him to customize his presentation to each audience and invited their participation. His struggle ended and he started closing 80% of his sales calls.

Today, companies like IBM, AT&T, Kobe Steel, Turner Broadcasting, McDevitt Street Bovis, Motorola, Dynatech, and Ford Motor Co. are using the Charlotte, N.C.-based Whitley Group's interactive multimedia to get results.

Interactive multimedia -- a combination of stereo sound, animation, text, graphics, photographs, and full motion video, generated by a computer -- capitivates viewers because they can direct the presentation by selecting what they want to see as if the presentation was created especially for them. A presenter can build unlimited "paths" into the presentation, and show whichever one best appeals to a given audience.

The Whitley Group, started in 1989, has developed 130 projects to help many top companies. Their projects include sales presentations to reduce selling cycles, tradeshow theaters which attract and inform people, CEO support presentations which foster more effective communication to analysts and shareholders, and kiosks that make unattended sales.

The common denominator for all of their clients is to communicate more effectively to get results.

Sponsorship Jumps 110% for Turner's Goodwill Games

Turner Broadcasting increased sponsorship of its 1994 Goodwill Games 110% with an interactive 3D sales presentation. The presentation showed prospects how their signs in stadiums and other sites would appear to television audiences around the world.

"You can fly into a building (via computer) and show a sponsor what their signage will be, what it looks like, its size. A complete tour by computer. It's really fascinating," says Turner's Craig Apatov.

McDevitt Street Bovis Lands Multimillion Contract

McDevitt Street Bovis, one of the largest construction companies in the United States, used a 3-D interactive multimedia presentation to win a $35 million bid. The multimedia presentation helped convince administrators at Lynchburg General Hospital in Lynchburg, Va., to choose McDevitt for the hospital's renovations.

The project was complex because the winning contractor had to convince hospital management that the renovation would not disturb daily hospital operations. The presentation allowed McDevitt to take administrators on a step-by-step tour of the entire construction process.

"Our industry is extremely competitive, and distinguishing our firm is very important in winning contracts," says McDevitt Vice President Jeffrey Thompson. "The presentation was truly instrumental in our success."

Dynatech Sees 260% Increase In Trade Show Leads

Dynatech Corp., a world leader in developing equipment and services that support voice, video, and data communications, used an interactive multimedia presentation to generate leads at the National Association of Broadcasters (NAB) Tradeshow. The strategy worked even better than expected. Leads increased by 260 percent over last year's show.

"Our people firmly believe this show's success was, in part, a direct result of the presentation," says Dynatech Vice President William Robertson. "The presentation's quality and professionalism have earned high marks from some of the toughest critics."

Ford Motor Co. Sees Breakthrough At Trade Show, Gathers Critical Data On Its Audience

Ford Motor Co. needed to inform 3,000 dealers at the National Auto Dealer Association Show about 19 services available from Ford. They did it with an interactive "live theater" multimedia presentation that changed with every audience.

At each presentation, viewers were surveyed to determine the five services they most wanted to learn about. Following a colorful two-minute overview with fanfare, the presentation continued with an automated selection of the top five services chosen by the audience.

The presentation proved just as valuable after the show. Based on audience tallies, Whitley tabulated all 19 Ford services in order of viewers' interests. Ford will use the information to prioritize and fine-tune its services to match customers' interests and needs.

Ford Exhibit Manager Barb Teasdale says the presentation "got a lot of attention and traffic. It was very entertaining but delivered a serious and cohesive corporate message. We felt it was the best of both worlds."

Interactive multimedia isn't cost-effective for every business. Yet as it becomes better known, more companies are exploring how to take advantage of its power -- and earn a significant return on their investment.

Want to know more? Call The Whitley Group at 800/609-6010 or 704/547-0505.

CONTACT: Andrea Cooper Communications, Charlotte