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| Worthington University
The University presentation is not simply re-hashed manufacturers trainings. The presentation is completely original and includes content assembled over the past several years. Several hundred slides are shown over the four day period. The complete presentation is distributed to the class for notes and reference. Presentation content includes marketing research, standards, licensing guidelines, technical guidelines, installation practices, programming, marketing, sales and troubleshooting. Because University is not manufacturer supported our instructors are able to express opinions far more freely than traditional training courses. Product selection and installation practices come from industry experience, our own home installations, and our time spent in the field with dealers. Included with University is a 50+ page proposal for attendees customers. The proposals are distributed on CD Rom and are in Microsoft Office formats. Each days systems are described in detail to aid the sales process. Just as if the the class were the homeowner we present every pre-wire option we teach in an ala-cart proposal. The features and benefits of each option are fully outlined both educating the customer and presenting customers with their options. Each package contains a base line system to eliminate confusion and give the customer an easy decision process. Customers are given the option to add additional features to their pre-wire selections. This approach allows for a more assembly line approach to installations while retaining options for up sell opportunities. In addition, outlining options ensures the customer was given the option for enhancing their system. This ensures each customer receives the same sales process. There are many classes which teach elements of system integration. Some are manufacturers training and have a strong product focus. Others are very technical and focus on specifications. Others are geared towards sales yet never explain how what is being sold is installed or how it works. University has taken years to develop because it is the culmination of all of these types of classes. The final exercise was started in several Worthington Distribution sponsored Home Automation Classes. In this exercise we create a fictional family, identify their needs, determine the installation phases and adjust our proposals. This routine has been created to confirm the previous days training and help dealers answer very critical questions about needs selling. Reaction to this exercise has been overwhelmingly popular, and we have expanded it to include all of the systems covered in University. The products, curriculum and proposals come from the team of Tom Morgan and Richard Scholl. Both are industry veterans who have been conducting industry trainings for CES, tecHOME, HANA, ISC, VDV, CEDIA, and HAI for the past 7 years. Richard comes from a strong technical and business background successfully creating Pocono Security and Worthington Distribution. At the time of sale Pocono Security was the Largest Security Installation and Armed Patrol company in northeast Pennsylvania. Rich shares his knowledge on how to run a business, write proposals, and target customers. Tom brings 10 years of manufacturing experience and integration knowledge. Tom delivers product knowledge with the ability to convey the key features of products, how they are installed, and most importantly, how they go together. Together, Tom and Rich have written a comprehensive course which does not rely on canned manufacturers trainings. University is not funded by sales or manufacturers sponsorships so the instructors can focus on answers and solutions. Class Cost:
$499 for the first attendee
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