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 Worthington's
premier training class is University. University consists of 4 days
of hands-on training focusing on the complete residential Solution.
Cost is $499 for the complete 4 day course (day 4 runs until 3:00).
Do you wish to bring additional employees? Up to 2 additional employees
can attend at a discounted $199 rate per person. Registration fees
are fully refundable up to 2 weeks before class.
Classes are broken into 8 groups of 3. Each group is responsible
for the security, HVAC, telephone, lighting, wiring, and lighting
for their room. As the class continues each table (group) installs
products which are seamlessly integrated. We encourage groups
traveling together to separate allowing each attendee an opportunity
to share their knowledge and balancing the hands-on experience
within each group. In the front of the class is our equipment
room.
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
+ $199 per additional employee from your company
Click here to sign up!
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University
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