TrainingPartnerApplication Package

GENERAL

1.877.356.3226

redcross.ca

December 2012

TRAINING PARTNER APPLICATION PACKAGE—GENERAL

What Is a Red Cross Training Partner?Red Cross Training Partners may be large or small businesses, community or municipal organizations,corporations, or other organizations that have an agreement with the Red Cross to conduct training with RedCross certified Instructors. Red Cross Training Partners are approved after an application process, and mustagree to offer Red Cross courses according to National Program Standards, which are established by theRed Cross for the delivery of its courses.

Features and Benefits of Being a Red Cross Training Partner

Training Partner Application Package—General 1

FEATURES BENEFITS

• The Red Cross has been a leader in first aid • Brand awareness is well established for Redand swimming and water safety training in Cross training. You are able to leverage thisCanada for more than 60 years. awareness to increase your business profile.

• Red Cross First Aid courses meet Canadian • You are able to provide your customers withCentre for Occupational Health and Safety training that meets their need for legislative(CCOHS) regulations and are approved by compliance.Human Resources and Skills DevelopmentCanada (HRSDC), as well as all provincial/territorial worker safety and insurance boards(with the exception of Quebec).

• Reliable customer service from the Red Cross • Your needs are addressed in a timely andand friendly, efficient provision of materials and efficient manner, and materials are deliveredsupplies. right to your door, saving you time and money.

• Professional, high-quality research and • You can be confident that you are providing theprogram development. latest and best training possible, and assured

that your clients are getting the best value fortheir training dollar.

• Effective marketing tools for program visibility • You can market yourself with professionaland promotion. materials without the expense of creating them

yourself or hiring a third party.

• Dedicated program representatives available for • Personalized, one-on-one support and anconsultation and business development support. effective resource to answer questions and

help build your business.

• Full spectrum of courses available to suit many • You can provide a whole range of community-ages and interests. and industry-based programs or target a

specific niche, giving you flexibility.

• Access to Course Manager, an online • Submit course rosters and register courseregistration tool. participants electronically.

• Create repeat business by accessing adatabase reporting system.

Donʼt just take our word for it—hereʼs what some of our current Training Partners have to say:

“Moving to the Red Cross from another first aid training organization was one of the best business decisions Ihave ever made. Customers recognize the Red Cross brand as a professional, trustworthy and qualityservice provider which makes it easier for me as a Red Cross Training Partner to sell my first aid trainingservices. My business has grown tenfold since I switched organizations. Moreover, ordering product from theRed Cross Contact Centre is easy and efficient.”Ontario Training Partner

Training Partner Application Package—General 2

FEATURES BENEFITS

• Through Course Manager, third parties can post • Promote your courses directly to the publicupcoming course dates on the Red Cross on redcross.ca, a highly visible website.national website.

• Discounts for certain bulk purchases of training • Save money on training costs.material (where available).

STEP 1: REVIEW THE BUSINESS CONSIDERATIONSCHECKLIST AND CREATE A DELIVERY PLANReviewing our Business Considerations Checklist is the starting point todetermine whether to become a Red Cross Training Partner. Starting anybusiness has associated costs. In addition to looking at the businessconsiderations, you need to have a training delivery plan. We addresssome questions you should consider and provide an analysis of thefinancial commitments associated with starting a business.

Check online for information and resources to assist you atredcross.ca/partner.

STEP 2: COMPLETE THE APPLICATION ANDCOVER LETTERComplete and return the following to the Red Cross:

� Application form� Cover letter, which outlines

� your training delivery plan, including elements of the BusinessConsiderations Checklist;

� additional information about your experience with the RedCross or other first aid programs; and

� business references (if appropriate).� Non-refundable application fee of $ 150

STEP 3: SIGN THE AGREEMENTAfter you receive approval notification, you will be required to sign anagreement with the Red Cross. Please review the agreement carefully.You will also be required to provide the following:

� Certificate of insurance� Registration of business name where applicable� Payment of all required fees

Note: Annual Training Partner FeesRed Cross Training Partners may pay an annual fee. This fee providesaccess to online tools and resources, supports our marketing of yourcourses through our website, and provides you with ongoing support fromthe Red Cross.

Steps to Become a Red Cross Training Partner 3

STEPS TO BECOME A RED CROSS TRAINING PARTNER

Clickhere

Prospective TrainingPartner Tools andInformation

STEP 4: SET UP THE ACCOUNTWhen the Red Cross has received and signed your agreement, you willreceive the following:

� Customer Number� Account number and password for Shop Red Cross online

ordering� Red Cross Training Partner ID and password for online tools� Red Cross Training Partner Resource Guide� Access to Training Partner logo for marketing purposes

Only when you receive a letter confirming your Red Cross TrainingPartner account and have either received the required Instructor trainingor hired an Instructor can you start marketing your business andadvertising your courses.

Still have questions? 1.877.356.3226

Steps to Become a Red Cross Training Partner 4

Red Cross Training Partners are responsible for all operational andadministrative aspects of their business.

Review and complete the following Business Considerations Checklist asa first step to becoming a Training Partner. This list provides an overviewof the administrative, financial, and legal responsibilities you need to fulfillin order to establish your business and complete your application tobecome a Training Partner.

The Red Cross recommends that you seek counsel from accounting andlegal professionals. Review the following checklist for items that mayimpact your business:

� Insurance and liability� Business name/records (e.g., registration of business name

and URL)� Business licence� Land use and zoning� Accounting and tax (e.g., GST/HST)� Human resources (e.g., list of Instructors and their qualifications)� Equipment and facility (e.g., rent or purchase)� Customer service (e.g., methods of payment, registration)� Marketing and advertising

INSURANCE AND LIABILITY

� Look into liability insurance. The Red Cross does not provideliability insurance to Training Partners, and home insurance is notadequate to meet business requirements. Discuss your optionswith your insurance agent. If using a rented or borrowed facility,check if the owners provide liability insurance coverage.

� Obtain proof of commercial general liability insurance. Red CrossTraining Partners are required to carry commercial generalliability insurance. This insurance will protect you against claimsfor� a personal injury that occurs during your course,� errors and omissions,� damage to the teaching facility that occurs during your

course, and� property damage or loss related to your business as a Red

Cross Training Partner.� You are required to maintain your insurance for the length of your

agreement with the Red Cross, and you must renew yourinsurance annually.

Please note: Red Cross conducts a random annual audit on TrainingPartners to verify insurance is maintained.

Business Considerations Checklist 5

BUSINESS CONSIDERATIONS CHECKLIST

Clickhere

Insurance Providerinformation

redcross.ca/partner

The Red Cross will not sign a Training Partner agreement with youwithout a certificate of insurance.

BUSINESS NAME/RECORDS

� Register your business with the provincial/territorial Registrar ofCompanies if you are going to operate under a business name(not a personal name) as a sole proprietorship or as a partnershipor limited company. A registration package is available throughprovincial/territorial small business offices as well as onlinethrough the Government of Canada.

� Note: Register your name before obtaining a business licence.� If you are operating a business and have self-employment

income, set up records and an accounting system. Contact yourlocal Canada Revenue Agency branch for more information onthe records you need for tax purposes.

BUSINESS LICENCE

� Review municipal requirements (chamber of commerce or cityhall) for business licences.

� Contact the municipal or town office in the community in whichthe business will operate. Small-business development centres insome urban areas, and on the Web, can provide help.

LAND USE AND ZONING

� Check with municipal authorities to ensure that you areconforming to the zoning and building regulations for the areawhere you are running your business.

ACCOUNTING AND TAX

� Federal and provincial/territorial taxation laws may affect youroperations. Contact the Canada Revenue Agency and yourprovincial/territorial taxation branch for information.

� First aid courses may be exempt from GST when classified as alife skills course.

HUMAN RESOURCES

� Hire only certified Red Cross Instructors. Proof of currentcertification should be provided by the Instructor or may beverified with the Red Cross Contact Centre.

Business Considerations Checklist 6

Clickhere

Canada BusinessWebsite

Clickhere

Canada RevenueAgency Website

Clickhere

Canadian Red CrossProgram Standardsredcross.ca/partner

� Screen staff, check references, and ask for a criminal recordcheck (as appropriate).

� Ensure that you comply with all employee obligations, includingprovincial/territorial worker safety and insurance board coverage,occupational health and safety regulations, unemploymentpremiums, and Canada Pension Plan and personal income taxdeductions in compliance with federal and provincial/territorial laws.

The Red Cross recommends you seek counsel from accounting and legalprofessionals regarding human resources.

EQUIPMENT AND FACILITY

� Red Cross National Program Standards outline the equipmentthat is required and recommended for all courses.

� You will need to determine whether you will purchase or rentequipment.

� The facility you use may restrict the size (capacity) and type oftraining you can offer. Please check the Red Cross NationalProgram Standards for size requirements and with provincial/territorial worker safety and insurance boards to ensure thatyou fully comply with appropriate legislation.

CUSTOMER SERVICE

� You will need to determine which methods of payment you willaccept (e.g., credit card or cheque).

� With online registration systems, you will need to investigatepayment certificates to ensure payment can be made online in asecure manner.

� You also need to put in place a system to accept calls with voicemail, using a business rather than a personal message. Discussfeatures that will allow you to do this with your telephone or cableprovider.

MARKETING AND ADVERTISING

� To market your training business, you need to consider whatmeans you will use to generate leads for your business, forexample, print, email, or trade shows.

Business Considerations Checklist 7

Clickhere

Canadian Red CrossProgram Standardsredcross.ca/partner

� If you are creating a website, you will need to register a domainname.

� Red Cross Training Partners who use our Course Managersystem will have their upcoming training courses automaticallylisted on Find-a-Course on our website. More than 700 peopleper day use the Red Cross website to find courses in their area.More information is provided in our Red Cross Training PartnerResource Guide.

For more information regarding insurance, equipment, or coursesupplies, please check with Red Cross.

Business Considerations Checklist 8

Below is a list of considerations for you to review as you develop yourdelivery plan. A delivery plan should cover the specifics of what you willoffer to whom.

Training Market� Who you plan to train (the specific groups you will target)� What course(s) your group(s) require(s)� How many employees in each business require training (check

redcross.ca/firstaidlegislation for information)� Who your competition in the training market will be

Course Offering� Which courses you will offer—this may depend on the First Aid

Instructors you have or your own personal training level� How you will schedule courses (e.g., how many courses, which

days of the week, time of day, etc.)� What equipment and materials you will need for the specific

courses—all required and recommended equipment andmaterials are listed in the National Program Standards

Customer Service/Delivery� How you will handle payments, billing, refunds� How customers will contact your business via website,

telephone, etc.� Where you will provide training – rented or owned space

Follow-up� Entry of rosters in Canadian Red Cross Course Manager (i.e.

data entry)

In addition to creating a delivery plan, developing a small-business plancan also help you start or build your training business. Business plantemplates are available on the websites listed below:

� bplan.com� office.microsoft.com� canadabusiness.ca/eng/guide/2089

Delivery Plan Outline 9

DELIVERY PLAN OUTLINE

Clickhere

Business PlanWebsite

Clickhere

Microsoft OfficeWebsite

Clickhere

Canada BusinessWebsite

Clickhere

Canadian Red CrossProgram Standardsredcross.ca/partner

SAMPLE SCENARIOJohn Smith wants to be a Red Cross Training Partner and plans to opena business offering Standard First Aid courses to the general public.Since he will be doing the instructing himself, he doesnʼt have to worryabout hiring an Instructor. John has decided to purchase the equipmentoutright, so that it will always be available when he needs it, but he willrent the space needed for course delivery from a local community centre.The following is an estimate of the start-up costs John will incur.

Approximate Basic Start-up Costs* When RentingTraining Space(based on 18 participants per Standard First Aid & CPR A/AED course)

First Aid EquipmentMannequins (adult, 1 per participant) $2,200.00

(price based on the Prestan mannequin)AED trainers (1 for every 3 participants) $2,100.00Classroom EquipmentFlip-chart stand $80.00Mats, blankets, or kneeling pads $100.00First aid supplies (bandages/splints/ $250.00

epinephrine auto-injector trainer)Pocket masks $270.00LCD projector for Red Cross media presentation $1,400.00Laptop with DVD $1,000.00Sample Red Cross first aid kit $45.00InsuranceAnnual commercial general liability insurance $700.00Other Fee(s)Annual Red Cross Training Partner fee $100.00Total $8,245.00

* Notes1. Start-up costs do not include the cost of business equipment (e.g., computer, fax,

telephone), marketing, or business cards.2. These costs are estimates only and are subject to change without notice. Any

applicable taxes are not included.

Financial Analysis 10

FINANCIAL ANALYSIS(costs of operations and projected profits)

In our example, John has been approved as a Red Cross TrainingPartner, has received his Red Cross Training Partner accountinformation, and is now ready to offer his first course. He has set datesand registered 18 participants for his first Standard First Aid course. Thefollowing are costs John will incur to deliver that first course.

Standard First Aid Course Variable Costs

Costs per course participantStandard First Aid course materials $25.00Lungs (adult) $0.32Face shield $1.00Non-latex gloves $0.05Cleaning supplies to disinfect mannequins $0.10Subtotal $26.47Multiplied by 18 participants $476.46Room Rental $200.00Shipping of course materials $14.29Grand Total $690.75

Once John has delivered his course, he evaluates his revenue versus hisexpenses. The following outlines his potential revenue per Standard FirstAid course, given his variable expenses.

Potential Revenue(based on one Standard First Aid course, 14–16 hours in length)

Participants per course 18 (average)Revenue per participant $135.00 (average)Gross revenue $2,430.00Variable expenses* $690.75Net revenue $1,739.25

* Does not include start-up costs such as marketing, overhead, labour, and taxes

Using the data outlined above, within 5 courses, John will have coveredhis original start-up costs.

For more information, contact the Red Cross at 1.877.356.3226.

Financial Analysis 11