EDUCATION

Basic Block and Hardscape Sales Course

New to the industry? This course is for you.

The NCMA Basic Block and Hardscape Sales Course is designed for sales personnel in the industry less that three years and focuses on sales training and technical information to make you a resource for your customers. Some family-owned companies have had three generations attend this long-running course. Take this opportunity to expand your knowledge and skills in the concrete masonry and hardscape industry.

 

The program will focus on relationships and negotiating skills, targeting customers and marketing strategies as well as system attributes. Industry experts will share vital information about trends in the manufactured concrete masonry and hardscape market and how to effectively educate and influence key professional contacts.

Course Competencies

• Customer relations
• Sales skills
Basic negotiation process
• Communicate masonry attributes to key accounts
• Product and system characteristics
• Successful marketing techniques using new resources
• Interactive discussions for real life sales and jobsite scenarios

For more information contact Clare Ramminger.

NEXT CLASS - OCTOBER 2-3, 2019 - DENVER, CO

Syllabus

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Day 1     Wednesday, October 2nd      8:00 am – 5:30 pm   

8:00 am:
Welcome and Introductions
Objective: Build your network of peers and colleagues. Develop lasting relationships within the industry.

8:15 am – 9:00 am:
Codes and Standards as They Relate to Sales
Nicholas Lang, PE, NCMA, Vice President of Business Development
Objective: Building codes and ASTM standards help to define the markets for materials. Understanding these are key to being a resource to customers.

9:00 am – 12:00 pm:
Marketing Concrete Masonry as a System
Nicholas Lang, PE, NCMA, Vice President of Business Development
Objective: Technical information for selling the attributes of concrete masonry units and systems. Review of the components of the system, attributes, and considerations including: basic properties of materials, competitive advantages, fire safety, sound abatement, grouting, crack control, energy efficiency, moisture penetration resistance, basic structural design, jobsite challenges, and more.

1:00 pm – 5:30 pm:
Basic Selling and Communication Skills
Ed Fioroni, Vice President Sales, Keystone Hardscapes/Pavestone
Objective: Review and discuss basic selling, communication and relationship building skills in an effort to increase customer service and build effective relationships with your customers.

6:30 pm:
Dinner/Networking Event (Location TBD)  
Objective: Build your network of peers and colleagues. Develop lasting relationships within the industry.

 

Day 2        Thursday, October 3rd      8:30 am –3:00 pm

8:30 am – 9:30 am:
Marketing Manufactured Stone Veneer
Nicholas Lang, PE, NCMA, Vice President of Business Development
Objective:  Technical information for selling the attributes of manufactured stone veneer.  Includes material requirements, system components, installation checkpoints, and more.

9:30 am – 10:00 am:
NCMA Software Demo – Direct Design Software
Nicholas Lang, PE, NCMA, Vice President of Business Development
Objective: This new software package does complete masonry building design in a matter of minutes. Learn how sales personnel can use this software to convert jobs and assist designers.

10:00 am – 12:00 pm:
Marketing Hardscape Products –  Segmental Retaining Walls
Chris Ebbesen, Account Manager – Anchor Wall Systems an Oldcastle Architectural CRH Co
Objective: Technical information for selling the attributes of Segmental Retaining Walls. Review of the components of the system and terminology   Topics include: geogrid, connectors, soil, base materials, design, construction, and more.

1:00 pm – 1:15 pm:
NCMA Software Demo – SRWall Software
Nicholas Lang, PE, NCMA, Vice President of Business Development
Objective: This software package designs segmental retaining walls quickly and efficiently. Learn how the software works and how it can help customers with basic and complicated wall designs.

1:15 pm – 2:45 pm:
Resource Toolkit – Interactive Session – Bring laptop or tablet.
Nicholas Lang, PE, NCMA, Vice President of Business Development
Objective: NCMA has a wide variety of resources available that will help with issues and problems encountered on a daily basis. This session will review a variety of common questions received by NCMA technical staff and review resolutions. Bring a computer, tablet, or smart phone and search for the answer yourself. This is an additional opportunity to get your questions answered as well.

2:45 pm – 3:00 pm:
Closing and Adjourn

Details

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Course Location:

Aloft Denver Airport Hotel  – Meeting Room Tactic 2 (First Floor off Lobby)
16470 E. 40th Circle
Aurora, CO  80011
Phone:  (303) 371-9500

Tuition:

Tuition is $595 for NCMA Members, $1,095 for non members
Tuition fee covers reference and handout materials, coffee breaks, lunches and networking event. Transportation, lodging, other meals and hotel charges are the responsibility of each registrant.

Discount available to 3 or more registrants from the same company (Discount available to NCMA members only)

Cancellation Policy:  Students cancelling less than 3 weeks prior to the course will be refunded 50% of the tuition only.

Prerequisite:

In an effort to insure the same basic level of knowledge all participants will be assigned several perquisite online courses to finish prior to attending the class.  NCMA will issue a coupon code for participants to complete modules on Level 1 of NCMA EDU online free.

Please bring laptop or tablet to class with you for interactive activity sessions.

Travel Information:

Fly into Denver International Airport (DIA)

Hotel Shuttle Service

Upon arrival at Denver airport in the baggage claim area you should see signed indicating you are on the east side or west side of the airport. .

  • If you are on the East side exit through Door # 505.
  • If you are on the West side of the airport exit through door # 512.
  • Proceed to Island #3 – you will see a sign for hotel shuttles.
  • The hotel shuttle has logos for the Aloft Hotel, Residence Inn, Marriott and Hilton Garden Inn on the vehicle.
  • Shuttle runs every 30 minutes on the hour and the half-hour.
  • The hotel phone number is (303) 371-9500

Hotel

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Course Location: 
Aloft Denver Airport Hotel
16470 E. 40th Circle
Aurora, CO  80011
Phone:  (303) 371-9500

$134 / night

Link to book hotel rooms has not been posted yet.  Check back July 2019

Registration

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Click here to register now.

For the multi-registration discount, please contact Mahsheed Ferdowsyan at 571-224-0938.