Industry Sales Education

ICPI-NCMA COMMERCIAL SALES COURSE


ICPI and NCMA present an education program to prepare sales representatives serving the commercial market. Content includes an overview of competitive systems and provides the technical advantages of permeable interlocking concrete pavement systems, segmental retaining walls and articulating concrete block. Related software, product specifications, plan review, and bidding procedures are also covered.


November 9-11, 2016 at the Home2 Suites by Hilton Irving/DFW Airport North - Dallas, TX.

Registration now open: click here.

A participant chooses to attend the full 3-day program or one of the 2-day programs, depending on the content of the training desired.

Day 1

Day 2

Day 3

ICP and PICP Content

(ICPI)

Content Common to Both Associations

SRW and ACB Content

(NCMA)

1:00 pm – 5:30 pm

8:00 am – 5:30 pm  

8:00 am – 12:00 pm

  • Competitive Systems Overview
  • Technical Tools & Skills
  • Drawing Review and Take-off Competence
  • Design & Construction Phases, Tools & Processes
  • Resources and Presentation Fundamentals
  • Competitive Systems Overview
  • Technical Tools & Skills

 

Registration fees for ICPI and NCMA members:

  • Full program (Days 1, 2, and 3) – $900
  • ICP, PICP and Common Content (Day 1 and Day 2) – $650
  • SRW and ACB and Common Content (Day 2 and Day 3) – $650

Registration fees for nonmembers:

  • Full program (Days 1, 2, and 3) – $1,800
  • ICP, PICP and Common Content (Day 1 and Day 2) – $1,300
  • SRW and ACB and Common Content (Day 2 and Day 3) – $1,300

Day 1 – Interlocking Concrete Pavement and Permeable Interlocking Concrete Pavement Systems – Presented by ICPI

ICPI Module 1 – Competitive Systems Overview and Positioning

A.    ICP Pavement Assemblies & Materials

B.    Asphalt/Concrete/Clay and Concrete Pavers

C.    Permeable/grid pavements overview & positioning to other permeable systems

D.    ASTM Specs Update/comparison to competing pavement material specs

E.     Competitive Advantage & Positioning Exercise (if time allows)

ICPI Module 2 – Technical Tools for Technical Commercial Education & Sales

A.    ASCE Structural Design Program

B.    Life-cycle Cost Analysis Concept

C.    Pavement management & ASTM E2840

D.    PICP Design Pro


Day 2 – Common Content (all participants attend this day) – Presented by ICPI and NCMA with Guest Speaker

Common Module 1 – Drawing Review and Take-off Competence for Paving and Wall Systems

A.    Drawing basics: organization, types, elements, where to look on them for products and opportunities

B.    Drawing types and application

C.    Design review for compliance to industry guidelines - supporting projects w/ company and industry detail drawings and specifications

D.    What project drawings don’t tell you - Down-selling and up-selling opportunities

E.     Estimating rules of thumb and doing take offs for contractor pricing

Common Module 2 – Design & Construction Phases, Tools and Processes

A.    Commercial Design & Construction

B.    Project team members and roles

C.    Design Phases

D.    Construction Documents

E.     Project Manual

F.     Conditions of the Contract

G.    Division 01-General Requirements

H.    Procurement Process

I.      Specification Sales

J.     Technical Resources

Common Module 3 – Resources and Presentation Fundamentals

A.    Industry resources

B.    Selling to design professionals: needs and solution-based support

C.    Continuing education presentations to design professionals

D.    Tools of the trade

E.     AIA/ASLA/GBCI/PDH presentations and CE Requirements

F.     Presentation marketing, preparation and follow-up

G.    Lead and presentation opportunities


DAY 3 – Segmental Retaining Walls and Articulating Concrete Block – Presented by NCMA

NCMA Module 1 – Competitive Systems Overview (Related to Articulating Concrete Block)

A.    Primer on all systems

B.   ACB manufacturing primer

C.   Competitive advantages of ACBs

D.   How to position ACBs in the market

NCMA Module 2 – ACB Design Spreadsheet Software Demo

NCMA Module 3 – Competitive Systems Overview (Related to Segmental Retaining Walls)

A.    Primer on all systems

B.    SRW manufacturing primer

C.    Competitive advantages of SRWs

D.    How to position SRWs in the market

NCMA Module 4 – SRWall 4.0 Software Demo

 


 

HOTEL RESERVATIONS


The course will be held at the Home2 Suites by Hilton DFW Airport North.  The room rate is $134/night. Register here.

 

Cancellation Policy:

Registrants who provide written notice of cancellation at least seven days in advance of the course start date shall receive a refund less a $75 administrative fee. No refunds will be made for not attending or if notice of cancellation is received seven (7) days or less of the course start date. In cases where participants cannot attend due to inclement weather, the Executive  Director may waive the seven (7) day notice requirement at his/her discretion. Substitutions shall be permitted from the same company at any time prior to the course start date without penalty. Credit balances must be used within a one-year period for future courses.

ICPI or NCMA are not responsible for expenses incurred due to cancellation of a course.

 


SALES WEBINARS


ICPI regularly presents webinars for industry field sales personnel, covering a variety of subjects. These webinars keep field sales personnel up to date on the industry and the resources ICPI has available to them.

Register for webinars via the Calendar of Events.


PRESENTATIONS FOR DESIGN PROFESSIONALS


ICPI has presentations available for the design community and is a registered continuing education provider for AIA, ASLA, and GBCI.  You can review the descriptions of these presentations on the Design Professional Education page, and they are available for purchase from the Online Store.  Provider training is required.  Contact ICPI for more information.