ICPI Regional Commercial Paver Sales Course

ICPI Regional Commercial Paver Sales Course

(West Coast)

The ICPI Regional Commercial Paver Sales Course is over! Here are some comments from participants of the Oakland, CA regional course:

A good comprehensive view of th industry with excellent recommendations for sales (Gary Stowe - Stowe Contracting)

There is always something to learn from attending these types of functions. Great info presented by knowledgeable industry leaders. It's also great when you get the chance to interact with others in the industry where you can share success stories in overcoming spec, contract, or constructability issues. (Juan Tejeda - ORCO Products)

I think the course content was beneficial for both contractors and architectural sales reps in the audience. I especially appreciated the discussion on permeable paver software design overview and the plan-reading exercise. (Fred Davis - Mutual Materials)

The course both taught me things that I had not known previously and refreshed me on topics where I already possessed the knowledge. It will help me in my job. I would recommend the course to people who have not taken it previously, as well as to those who may have taken it a few years ago. (George Stauffer - Hardscape Product Manager, Basalite Concrete Products )

The Commercial Paver Sales Course was two great days of learning not only how to sell pavers and the entire system, but also gaining an understanding of how the systems work. I now feel like I can better market pavers and permeable pavers to architects, contractors, and engineers with a greater knowledge of what I am selling. (Caley Burgess - Olsen Pavingstone, Inc.)


See you at the next ICPI Regional Commercial Paver Sales Course!


Information from recently held Sales Course

We're coming your way! In the effort to bring more concrete paver-related educational programs to the West Coast region, the Interlocking Concrete Pavement Institute (ICPI) will hold a 2-day Regional Commercial Paver Sales Course in Northern California.

Date: March 30-31, 2017

Time: 8:00am-5:00pm

Registration fee: $650 for members and $1,300 for nonmembers

Location: Holiday Inn Hotel & Suites Oakland – Airport - 77 Hegenberger Road, Oakland, CA 94621

Please call 510-638-7777 and mention “ICP” when booking to get the room block rate.


Register Now!

Course Outline


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)

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

Module 3 – Drawing Review and Take-off Competence for Paving

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

Module 4 – 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

Module 5 – 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



The course will be held at the Holiday Inn Hotel & Suites Oakland – Airport.  The room rate is $135++ per night for a single occupancy and $145++ per night for a double occupancy. Please call 510-638-7777 and mention “ICP” when booking to get the room block rate.


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 is not responsible for expenses incurred due to cancellation of a course.




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.


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.