Webinar Instructions – This control box will be in the top right hand corner of your computer screen – Click the orange arrow to expand the control

• Webinar Instructions–This control box will be in

the top right hand corner of your computer screen–Click the orange arrow to

expand the control box

Navigating GoToWebinarInstructor Webinar

• Webinar Instructions–Once expanded, you can

use this panel to:•Raise your hand if you

have a question•View the presentation

in full screen mode•Ask questions to staff

by typing in the chat area•Adjust audio settings

Navigating GoToWebinarInstructor Webinar

• Kim Mader–Instructor Administration

Manager• Charlie Carr–Founder of PEC Safety

• Billy Lambertson–Business Development

Manager

Meet the PresentersInstructor Webinar

• Each Instructor able to participate in the live webinar will receive one Activity Credit

• You must stay active/live for the entirety of the webinar

• PEC Safety will upload a certificate of completion in your Instructor Portal under Activity Credits, Meetings and Conferences category

• You will have access to download and save this certificate within 5 business days of completing this webinar

Activity CreditInstructor Webinar

• PEC Safety History–Who We Are

• PEC Safety Delivers–How PEC Safety is Helping

You• Sales Tactics–How to Speak to Your

Customer’s Needs–Product Features vs Product

Benefits–Drawing a Connection

Between Product Features and Benefits –Overcoming Objections

• Marketing Tools–Client Targets–Client Engagement–Utilizing Available

Tools to Keep Your Clients Engaged

• Referral Representative Program Preview–Coming Soon!

Agenda Overview

PEC Safety is a SAFETY company!

Instructor Webinar

PEC Safety is a great team with apassion for customer service.

Instructor Webinar

We have a passion for safety and customer service is and will remain at our core.

Instructor Webinar

We have a laser focuson standardization.

Focus on standardization reveals opportunitiesand shows us what we should and should not do.

Both are equally important!

We have the broadest and deepest interconnected safety network in our industry!

Instructor Webinar

Interconnected Safety NetworkInstructor Webinar

Networks are some of the most powerful forces in business.

Instructor Webinar

• PEC Safety’s Business Development Team–Mandeville, Louisiana–Houston, Texas–San Antonio, Texas–North Dakota–Utah

• PEC Safety is expanding the number of regional representatives nationwide

PEC Safety Delivers

• We work with and target participating clients (operators and large contractors) to require PEC training programs• During contractor

information meetings we explain the features and benefits of our training programs and how they can contact you to receive appropriate training

PEC Safety Delivers

• PEC Safety sends out monthly Core Refresher reminder emails to PEC Instructors

• PEC Safety participates in:– Conference– Meetings– Seminars

• Through the entirety of the year we attend these events to make valuable connections

• Entering into new industries such as:– Construction– Pipeline

PEC Safety Delivers

• PEC Safety provides many tools to help our Instructor Network better sell and market our training programs:–Redesigned

Instructor Portal–Redesigned

Instructor Map–Availability of

Marketing Materials in the Instructor Portal

PEC Safety Delivers

How to Speak to Your Customer’s Needs

Sales Tactics

• Create a list of features and benefits of your products:– You provide a standardized

safety orientation or training program recognized throughout the industry

– Contractor badging system students gain when they take a PEC Safety course

– Track Training via PEC Safety’s Advanced Training Tracker and PEC Card.com where all PEC training is automatically entered and 3rd party training/certificates can manually be entered

Connect the Dots for the CustomerHow to Speak to Your Customer’s Needs

• Different benefits are important to different customers

• What training would work for their company?

• How much time does the company have available to send employees through training programs?

• How many employees need training?

• Do they need to meet a participating client’s needs/requirements?

Learn Your Customer DemographicHow to Speak to Your Customer’s Needs

Product Features vs Product Benefits

Sales Tactics

FAB – Feature | Advantage | BenefitFeature

A feature is a surface statement aboutthe product, such as what it contains

AdvantageAn advantage draws the connection between a feature

and a benefit with the phrase “which means”

BenefitBenefits show the end result of what a product

can actually accomplish for the end user

What is a Feature and Benefit?Product Features vs Product Benefits

Drawing a Connection Between Features and Benefits Examples

Sales Tactics

Standardized Safety Orientationis Recognized Nationwide

“which means”Orientation Will Meet Multiple

Participating Client Requirements

”Which Means” ExamplesDrawing a Connection Between Features and Benefits

3-days of Core Compliance TrainingDoes Not Have to be Taken Consecutively

“which means”

You Have the Ability to Train AroundYour Employees’ Schedules


Core Compliance Training ProgramCovers 25 OSHA CFR’s in 3-days

“which means”Your Employees Will Receive Most Training

Requirements in the Shortest Amount of Time


Core Compliance’s Training CourseContent is Regularly Updated

“which means”Your Employees are Receiving

Updated Information and Training


Core Compliance Offers a Yearly Refresher

“which means”

Your Employees Will Remain in Compliance and Will Gain Additional Knowledge on New Industry

Standards and Regulations


Overcoming Objections

Sales Tactics

• Do not discount what the client has to say• Acknowledge the

client’s objections• Then provide

appropriate response and/or feedback• Request feedback

regarding the responses you are giving your client

Client Objections and Instructor ResponsesOvercoming Objections

Client ObjectionCore Compliance takes too much time.

Acknowledge Their ObjectionI understand your contractor’s time is valuable,but Core Compliance is a 3-day training course

that does not have to be consecutive.

Final Instructor ResponseIt can be broken up over 90 days which willallow you to work around your employees

schedules and site specific work obligations.


Client ObjectionWe have our own in-house orientation.

Acknowledge Their ObjectionHaving your own orientation in place,

shows you are a safety focused company.

Final Instructor ResponseHowever, Basic Orientation is accredited by both SafeLandUSA/SafeGulf providing your employees

with an industry recognized best practiceawareness orientation in just a 1-day class.


Client ObjectionYou cannot receive that much training in just three days.

Acknowledge Their ObjectionI appreciate your concern but,

Final Instructor ResponseCore Compliance was developed to remove redundancy of

training and appropriately covers 80% of training requirements for contractor management networks.

This allows ease of compliance for contractors and saves time and the need to take additional training programs.


Client ObjectionWe are already utilizing an alternative H2S training program.

Acknowledge Their ObjectionIt is great that you are currently trainingyour employees in the hazards of H2S.

Final Instructor ResponseOne unique thing about the PEC H2S training program is that

all training is done by our authorized PEC Instructors,training is tracked, and is automatically entered

into our databases. Training can be verifiedthrough AdvTT and PECCard.com.


Client ObjectionCore Compliance is too expensive.

Acknowledge Their ObjectionOn the surface I can certainly understand

why you may have a bit of sticker shock whenit comes to the cost of Core Compliance.

Final Instructor ResponseWe have done the research and know that if you were

to try and achieve the same level of training Core Compliance offers, it will take your employees

double the time and cost you more money.


Client Targets

Marketing Tools

Train the Trainer Courses• 90% of our Instructors

with 3rd Party Training Providers have not signed up for or attended the H2S Train the Trainer• 61% of our Instructors

with 3rd Party Training Providers have not finished the Train the Trainer exam for Basic Intro to Pipeline

Who Should You be Targeting?Client Targets

Target existing clients by:• Offering them new PEC

safety training courses –Basic Intro to Pipeline–H2S End User

• Train the Trainer–Discounted H2S Train

the Trainer offer ends December 31, 2015

Target existing clients by:• Letting them know what new

PEC training courses are coming down the pipeline

• Coming Soon!–New Basic Orientation–New Core Compliance–Construction–Basic Orientation Refresher

• Remind your existing clients to keep their employees’ training up to date by taking their yearly refresher training

Who Should You be Targeting?Client Targets

Client Engagement

Marketing Tools

• Send out news/updates in regards to safety training courses

• Send out information on what is going on in the industry, specifically what could be effecting their regions with possible training they could utilize in regards to this information

• Send out weekly/monthly safety tips to keep an ongoing connection with clients

How to Keep Existing Clients Engaged?Client Engagement

Utilizing Available Tools toKeep Your Clients Engaged

Marketing Tools

Please note some of these marketing tools are free of charge while others are not.

• Access copies of all training materials you are authorized to teach–Each time a training

material is updated the new copy will be available for download–Download copies of your

Instructor certificates–Download PEC Safety,

SafeLandUSA, and SafeGulf logos to utilize on your website and materials

• Download marketing handouts to utilize when selling a client on PEC training• Visit the news feed for

information regarding PEC training • Important FAQs and

contact information is also located in your Instructor Portal

PEC Instructor PortalUtilizing Available Tools to Keep Your Clients Engaged

• Email Marketing Services–Constant Contact–MailChimp

• Email tools where you can send out mass emails to your clients keeping them engaged with upcoming training programs that you are able to provide, refresher notification emails to students, etc.

Constant Contact and MailChimpUtilizing Available Tools to Keep Your Clients Engaged

www.constantcontact.comwww.mailchimp.com

• Consulting Services–Free business services–Consulting provided

online or face to face–Educational webinars or

videos are available –Sales/marketing tools

available –Funded by the Small

Business Administration

SCOREUtilizing Available Tools to Keep Your Clients Engaged

www.score.org

• Tracking Tool–Task management–Document sharing–Time tracking–Can be integrated into

a social interface for maximum efficiencyof communicationsand work

Bitrix24Utilizing Available Tools to Keep Your Clients Engaged

www.bitrix24.com

• Gmail Account/Calendar– Set up a free Gmail

account to send out emails and utilize your google calendar to personally set up your training schedule and set up notifications of when your students will need refresher courses

• Google Maps–Make sure your facility is

listed on Google Maps so it is easy for your students to locate you

Google Calendar – Google MapsUtilizing Available Tools to Keep Your Clients Engaged

www.gmail.com

• Create or update your company website• Utilize social media–LinkedIn–Facebook–Twitter, etc.

• Generate a proper phone message/ answering system (voicemail)• Visit OSHAcademy for

additional HSE training: www.oshatrain.org

Other Useful ToolsUtilizing Available Tools to Keep Your Clients Engaged

www.linkedin.comwww.facebook.com

www.twitter.com

Referral Representative Program

If you are interested in participating in PEC Safety’sReferral Representative program please visit:

www.pecsafety.com/referrals

Documents

Webinar Instructions – This control box will be in the top right hand corner of your computer screen – Click the orange arrow to expand the control