EDUCATION

Commercial Sales Course – SRW and ACB

Are you moving into commercial sales of segmental retaining walls (SRWs) and articulating concrete block (ACBs)? If you are, this class is for you.

NCMA offers this educational program that helps prepare sales professionals who specialize in selling ACBs and SRWs to the commercial market.

The content of this unique and exclusive educational path includes an overview of competitive systems, technical background specific to segmental retaining walls and articulating concrete blocks. Discovering and utilizing software, product specifications, plan review, and bidding procedures are also covered.

It is open to both members and non-members of NCMA.

Course Competencies

– Drawing Review and Take-off Competence
– Design & Construction Phases, Tools and Processes
– Understanding competing systems
– SRW and ACB software demonstration
– Resources and Presentation Fundamentals
– Advanced communications and selling skills
– Supporting architects in all phases of design cycle

For more information contact Gabriela Mariscal.

NEXT CLASS – Held virtual every Thursday September 30-November 18, 2021

Details

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NOTE: No class on Thursday October 21, 2021.

Tuition:

Tuition is $595 for NCMA Members, $1,190 for nonmembers

Tuition fee covers reference and handout materials.

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

Course Schedule

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This course consists of a series of online sessions with live subject matter experts. Opportunities will also be provided for networking and group collaboration. Sessions will be held using the schedule below via Zoom.

– September 30, 2021 – 3:00 – 5:00 ET
– October 7, 2021 – 3:00 – 5:00 ET
– October 14, 2021 – 3:00 – 5:00 ET
– No class October 21, 2021
– October 28, 2021 – 3:00 – 5:00 ET
– November 4, 2021 – 3:00 – 5:00 ET
– November 11, 2021 – 3:00 – 5:00 ET
– November 18, 2021 – 3:00 – 5:00 ET

Syllabus

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September 30, 2021 – 3:00 – 5:00 ET

Welcome & Introductions – Gabriela Mariscal, Director of Market Segments

Module 1 -Competitive Systems Overview (related to Articulating Concrete Block) – Gabriela Mariscal, Director of Market Segments
– Primer on ACB Systems
– ACB manufacturing primer
– Competitive advantages of ACBs
– How to position ACBs in the market

 

October 7, 2021 – 3:00 – 5:00 ET

Module 2 – ACB Design Spreadsheet Software Demonstration – Gabriela Mariscal, Director of Market Segments

Module 3 -Competitive Systems Overview (related to Segmental Retaining Walls) – Gabriela Mariscal, Director of Market Segments

– Primer on SRW Systems
– SRW manufacturing primer
– Competitive advantages of SRWs
– How to position SRWs in the market

 

October 14, 2021 – 3:00 – 5:00 ET

Module 4 – SRWall 4.0 Software DemonstrationGabriela Mariscal, Director of Market Segments

Module 5 – Geosynthetic Reinforced Soil-Integrated Bridge System (GRS-IBS) – Gabriela Mariscal, Director of Market Segments

 

October 28, 2021 – 3:00 – 5:00 ET

Module 6 – Drawing Review and Take-off Competence for SRW and ACB Systems – Gabriela Mariscal, Director of Market Segments

– Drawing basics: organization, types, elements, where to look on them for products and opportunities
– Drawing types and application
– Design review for compliance to industry guidelines – supporting projects with company and industry detail drawings and specifications
– What project drawings don’t tell you – Down-selling and up-selling opportunities

Module 7 – Design & Construction Phases, Tools and Processes – Gabriela Mariscal, Director of Market Segments

– Commercial Design & Construction
– Project team members and roles
– Design Phases & LEED v4
– Construction Documents
– Project Manual
– Conditions of the Contract
– Division 01-General Requirements
– Procurement Process
– Specification Sales
– Technical Resources

Module 8 – Advanced Selling Skills – Introduction to DISCGary Ross, President, Allies in Leadership

 

November 4, 2021 – 3:00 – 5:00 ET

Module 9 – Resources and Presentation Fundamentals – Gabriela Mariscal, Director of Market Segments

– Industry resources
– Selling to design professionals: needs and solution-based support
– Continuing education presentations to design professionals
– Tools of the trade
– AIA/ASLA/PDH presentations and CE Requirements
– Presentation marketing, preparation and follow-up
– Lead and presentation opportunities

 

November 11, 2021 – 3:00 – 5:00 ET

Module 10 – Advanced Selling Skills – DISC Sales Impact Report Assessment ReviewGary Ross, President, Allies in Leadership

 

November 18, 2021 – 3:00 – 5:00 ET

Module 11 – Testing 201 – SRW units and pavers – Nick Lang, PE, NCMA Vice President of Business Development

Dismissal

Registration

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CLICK HERE TO REGISTER

For any questions, please email Mahsheed Ferdowsyan or call 571-224-0938.