2015 training & certification nts course catalog · 2015-01-21 · burglar alarm, access...

2015 TRAINING & CERTIFICATIONNTS Course Catalog

CELEBRATING

OF TRAINING

30year�

1985

2015

The Essential Tool forBuilding Your Business

There is no better way to build and strengthen your business than leveraging the benefits of association membership. As the largest and most established national trade association representing the electronic

life safety and security industry, we are structured to assist our members and the industry with quality training and certification, insurance solutions, business development, networking opportunities, and

management resources. ESA’s business is all about building yours!

Do you have the necessary tools for success?

®

Contact our Member Service Center to find out [email protected] | (888) 447-1689 x6801

ESA National Training School6333 N State Highway 161, Ste. 350, Irving, TX 75038Phone: (888) 447-1689 x6831www.ESAweb.org/[email protected]

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ADI...................... 14 Linear................... 24Altronix................ 16 Membership.......... 2Axis..................... 20 Napco.................. 26ESX..................... 32 SAARG................. 22Honeywell............. 8 Telguard............... 12Interlogix.............. 4 TRI-ED................. 10

CONTENTS

Celebrating 30 Years! ........................................... 5-6

2015 Announcements / New Offerings ........... 7

Certification & Training Paths ............................ 8-9

Technical Courses Certified Alarm Technician Level I ........................... 11

Advanced Intrusion Systems ..................................... 13

Electronic Access Control .......................................... 15

Video System Technologies ........................................ 17

Troubleshooting, Service and Maintenance ............. 19

Residential Fire Alarm ................................................ 20

Texas Residential Fire Alarm ..................................... 21

Fire Alarm Installation Methods ............................... 23

Professional Fire Alarm Design ................................. 25

International Building Code ...................................... 27

Life Safety Code .......................................................... 29

Non-Technical CoursesSecurity Sales Essentials ........................................... 30

Understanding Electronic Security Systems ........... 31

Pricing Incentives .................................................. 33

Maintaining Certifications ............................... 34-35

2015 Training & Certification

CELEBRATING

OF TRAINING

30year�

1985

2015

ESA is celebrating the 30th anniversary of the National

Training School!

We would like to thank the countless volunteers and member companies who have contributed to the last

thirty years of electronic security training. Thank you for your support, knowledge, and commitment to making NTS the definitive choice for training in the industry!

®

In March of 1985 the National Burglar & Fire Alarm Association (now known as ESA) held its first training course. This year we are celebrating 30 years of training and thanking all those that contributed to making ESA’s National Training School all that it is today. Below are some milestones that stood out in the past 30 years:

1985

1990

1992

1993

1996

2000

2005

2010

2013

2014

First Level I training class held in Illinois for 55 students

In March of this year over 100 students crowded into a Level I class held in Memphis, Tennessee in response to upcoming licensing requirements.

NTS announces updates to Level I – slides now in color!

The NBFAA Board of Directors approves the creation of a toll free number for NTS

NTS releases several new classes including courses in Advanced Burglar Alarm, Access Control, Life Safety Code, Sales, and Central Station Monitoring.

NTS teaches 263 students in the newly available online courses

Over 3,500 students are trained in nearly 500 courses

Professional Fire Alarm Design course is released

NTS launches computer based testing for immediate results to students

Level II training courses are introduced

Demanding applications demand InterlogixWith an extensive portfolio of advanced video, intrusion and access control offerings, Interlogix™ represents a long-standing commitment to protect people, property and assets. As the single-source provider for comprehensive security solutions, Interlogix continues to develop innovative products that keep homes and businesses connected, protected and a whole lot more.

© 2014 United Technologies Corporation. All rights reserved.

Learn more at interlogix.com

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What’s New in 2015

• Level One has undergone a major revision including new content and structure.

• Fundamentals to Networking - This four hour foundational networking course will teach core components of networking including: definition of common terms, network topology, basics of network security, overview of server systems, and fundamentals of addressing. This class is perfect for those wanting to learn more about networking basics and the foundation of how equipment gets connected and communicates. Available late January 2015

• Residential Networking Essentials - This four hour online course provides a good foundation for those technicians installing equipment that communicates through an IP based structure. The scope of this course is directed towards equipment that is used in residential systems. Available March 2015

• The Connected Home is Here – This great new four hour online class will provide students with a definition of home technologies, show them how to identify typical home technology subsystems, explain the home technology installation process and identify the different stakeholders, and describe each of the technology subsystems in a connected home and the benefits they each provide. Available late January 2015

• Home Theatre Demystified – This new four hour online course delivers a thorough understanding of the many aspects of home theater projects. Online instruction clearly explains the technology principles of signals including analog and digital, aspect ratios, video formats, video reproduction, audio formats, audio reproduction, and power conditioning. Students learn basic concepts including source components, processing equipment, video displays and speakers. Available late January 2015

• Ethics in the Life Safety Industry – This two hour online course provides learners an overview of the ESA Code of Ethics, describes rules for customer service and how to relieve the customer’s common anxieties and concerns, explains the 3 stages of where opportunities exist to build a relationship with your customer in both a residential and commercial application, describes tactics that you can use when dealing with difficult customers, and explains the difference between contractual terms like maintenance, service and inspection. Available March 2015

• Job Safety – This course is offered online and once the two hour course is completed students will be able to describe the employer’s and employees’ responsibility as it applies to workplace safety, define the most common causes of on-the-job accidents, explain best practices when using common equipment and tools, and explain how to react to instances of electric shock, heat stroke, exhaustion, and other medical emergencies. Available March 2015

• Florida BASA/FASA Course - This 14 hour FASA BASA course will provide you with the knowledge you need to perform entry-level responsibilities within the many facets of the electronic life safety and security industry. This course is required for Florida Licensure. ECLB Provider #: ECLB Provider #0000856. Available Now and Instructor Led!

Register today - visit www.ESAweb.org/NTS or call ESA/NTS at 888-447-1689 x6831 7

UPDATED!

NEW COURSES!

NTS Certifications & Training Paths

The National Training School (NTS) offers a variety of certifications to students who, through prescribed courses of study, meet the criteria for that particular certification.

Certified Alarm Technician (CAT) Level ITo earn Certified Alarm Technician Level I status, students must successfully complete the Certified Alarm Technician course and pass the proctored examination.

Certified Fire Alarm Technician (CFAT) Level II FireTo earn Certified Fire Alarm Technician status, students must hold a CAT I or higher certification, have 24 months field experience, successfully complete the Fire Alarm Installation Methods course, and either the Life Safety Code course, or the International Building Code course, and pass each course’s proctored examination.

Certified Alarm Technician (CAT) Level IITo earn Certified Alarm Technical Level II status, a student must hold a CAT I or higher certification, have 24 months field experience, have successfully complete the Advanced Intrusion Systems course and the Fire Alarm Installation Methods course and pass each course’s proctored examination.

Certified Fire Alarm Designer (CFAD) Level III FireTo earn Certified Fire Alarm Designer status, a student must hold a CFAT certification or higher, have 36 months field experience, successfully complete the Professional Fire Alarm Design course and pass the proctored examination.

Certified Service Technician (CST)To earn Certified Service Technician status, a student must hold a CAT I or higher certification, have 24 months field experience, and successfully complete three courses of study: Advanced Intrusion Systems course, Fire Alarm Installation Methods course, and Troubleshooting, Service and Maintenance course; and pass each course’s proctored examination.

Certified Systems Integrator (CSI)To earn Certified Systems Integrator status, a student must hold a CAT I or higher certification, have 36 months field experience, and successfully complete three courses of study: Fire Alarm Installation Methods course, Electronic Access Control course and Video Systems Technologies course; and pass each course’s proctored examination.

Certified Security Salesperson (CSS)To earn Certified Security Salesperson status, students must successfully complete the Understanding Electronic Security Systems course and the Security Sales Essentials course and pass each course’s proctored examination. Those holding a current Certified Alarm Technician Level I certification may earn Certified Security Salesperson status by successfully completing the Security Sales Essentials Training course and passing the proctored examination.

Certified Residential Fire Alarm Inspector (CRFAI)To earn Certified Residential Fire Alarm Inspector status, students must successfully complete the Residential Fire Alarm course and pass the proctored examination.

Certifications are granted for a period of one year.

Certifications are maintained by obtaining 12 continuing education units (CEUs) each year through attendance at NTS accredited, industry-related education activities.

8 Register today - visit www.ESAweb.org/NTS or call ESA/NTS at 888-447-1689 x6831

CAT I Certification

CAT I Certification

Fire Alarm Installation Methods & Proctored Exam

Advanced Intrusion Systems & Proctored Exam

Advanced Intrusion Systems & Proctored Exam

Security Sales Essentials & Proctored Exam

Electronic Access Control & Proctored Exam

Video System Technologies & Proctored Exam



Troubleshooting Service and Maintenance & Proctored Exam

Life Safety Code & Proctored Exam

Understanding Electronic Security Systems & Proctored Exam

International Building Code & Proctored Exam

CAT I Certification

Certified Alarm Technician

(CAT) Level I

Certified Fire Alarm Technician

(CFAT) Level II Fire

Certified Service

Technician (CST)

24 months

fieldexperience

24 months

fieldexperience

24 monthsfield

experience

36 months

fieldexperience

36 months

fieldexperience

Certified Systems

Integrator (CSI)

Certified Security Salesperson

(CSS)

Certified Alarm Technician

(CAT) Level II

or

or

Certified Alarm Technician Level 1 & Proctored Exam

Professional Fire Alarm Design & Proctored Exam

Certified Fire Alarm Designer (CFAD) Level III Fire

Residential Fire Alarm & Proctored Exam

Certified Residential

Fire Alarm Inspector (CRFAI)

CFAT Certification

CAT I Certification

CAT I Certification


Access ServiceVideoIntrusion SalesFire

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Extensivelyupdatedin 2015!24

CEUs

SUBJECT AREAS

• Industry introduction

• Standards

• Alarm management

• Electricity

• Power supplies

• Control panels

• Perimeter sensors

• Interior sensors

• Alarm systems

• Fire systems

• Notification devices

• Communications

• Wiring methods

• Tools & Equipment

• Troubleshooting

• Closed Circuit Video

• Access Control

• Related Systems

• Client relations

• Job safety

Who Should Attend?Technicians, service personnel, installation personnel, sales staff and business owners

Certified Alarm Technician Level I (CAT Level 1)Classroom and Online

This foundational course provides students with an understanding of the industry and their role within it and provides the essential knowledge and skills for all forms of electronic security: intrusion detection, fire detection, video surveillance and access control.

Level I trained professionals perform higher quality work more efficiently leading to greater productivity and higher profits for employers.

Certified Alarm Technician Level I will provide individuals with the knowledge and skills to:

1. Plan for and initiate a successful installation while being able to tailor it for commercial or residential applications

2. Act responsibly and safely while on the job

3. Communicate effectively with customers and others in the industry

4. Understand the importance of codes and standards and how to locate and apply them

5. Define basic installation procedures and compare the underlying technology behind the various security system tools and equipment

6. A building block for more advanced and specialized training that can lead to enhanced profits and increased compensation for the student/credential holder

A course so essential dozens of states, local licensing authorities and regulators insist on it as a prerequisite for performing security integration work.

11

INTRUSION

VIDEO

ACCESS

Register today - visit www.ESAweb.org/NTS or call ESA/NTS at 888-447-1689 x6831

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IP VIDEO

CCTV

HARDWARE

INTRUSION

AUDIO &HOME

AUTOMATION

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FIRE

ACCESS

Connectivity. Security. Solutions.

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16CEUs

SUBJECT AREAS

• Practical application of electronics

• Practical application of controls

• System power

• Input and output

• Networking and Communication

• Advanced systems and devices

• Testing and commissioning

• Project management

• Residential and commercial sensor application

This 14-hour course, followed by an exam, is an advanced look at the design and installation of intrusion systems. Students learn how to select and install proper equipment in a variety of intrusion system applications.

The course provides basic electronics instruction and how it pertains to system design, component selection and troubleshooting, as well as information on system testing, commissioning and project management.

Advanced Intrusion Systems will provide individuals with the knowledge and skills to:

1. Select and apply sensors, control panels and communication devices to provide effective intrusion detection

2. Take technical knowledge and skills in intrusion detection to the next level, qualifying students for valuable advanced credentials

Take your intrusion system knowledge and skills to the next level and improve your efficiency and effectiveness

Advanced Intrusion Systems (AIS) Classroom and Online

Who Should Attend?Technical staff (installation, service, and maintenance), sales personnel, business owners, law enforcement, fire service, code officials, anyone seeking an advanced understanding of intrusion systems

13

INTRUSION

SERVICE


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16CEUs

SUBJECT AREAS

• Overview

• Basic locksmithing

• Locks and barriers

• Entry and exit devices

• Powering components

• Controllers and processors

• Wiring methods

• Building codes

• System design

• Common errors and solutions

This 14-hour course, followed by an exam provides the training needed to successfully design and install an electronic access control system. It teaches the theory and practical application of locks, door hardware and electronic access control systems. The course culminates in a system design exercise based on a customer’s specifications and building plan.

Electronic Access Control will provide individuals with the knowledge and skills to:

1. Understand the concepts behind electronic access control systems including equipment and techniques

2. Create a hands-on access control system design based on customer specifications and a building plan

Master theory, design and practical application of electronic access control systems

Electronic Access Control (EAC) Classroom and Online

Who Should Attend?Technical staff, sales personnel and business owners

15

ACCESS


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intrusion • fire • video surveillance • access • power • audio/video • networking • telephony • central vac • tools & hardware • wire & cable

16CEUs

SUBJECT AREAS

• Imaging hardware

• Transmission media

• Power

• Auxiliary equipment

• Video processing

• Monitors

• Recording

• System design

• Commissioning

• Troubleshooting

This 14-hour course, followed by an exam gives students the knowledge to successfully design and install a basic closed circuit television (CCTV) system.

It focuses on traditional methods and equipment including analog cameras, coaxial cabling and VCRs as well as offering insight into technologies including digital cameras, Network Video Recorders (NVRs), fiber optic cable and Power over Ethernet (PoE).

Video System Technologies will will provide individuals with the knowledge and skills to:

1. Designing and installing a basic video surveillance system

2. Learning about the functions and applications of all major equipment types

3. Students will complete two extensive practical exercises culminating in an actual system design per a customer’s specification and building plans

Build solid technical knowledge in this fast growing security technology category

Video System Technologies (VST) Classroom and Online

Who Should Attend?Technical staff, sales personnel and business owners

17

VIDEO


REMOTEREPORTING & CONTROLMONITORINGREPORTING & CONTROLREPORTING & CONTROLREPORTING & CONTROL

Network Communication ModuleLINQ2

- Management interface monitors and controls(2) eFlow series power supply/chargers

- Email and/or SNMP trap message notifications forDC output voltage, output current, AC status,

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- Local or remote control of power output(s) and(2) integral network controlled form “C” relays

Facilitates quick and accuratediagnostics via LAN/WAN

to reduce or even eliminatecostly service calls

REPORTING & CONTROLMONITORINGREPORTING & CONTROLREPORTING & CONTROLREPORTING & CONTROL

Network Communication ModuleLINQ2

- Management interface monitors and controlsseries power supply/chargers

Facilitates quick and accurateFacilitates quick and accuratediagnostics via LAN/WANdiagnostics via LAN/WAN

to reduce or even eliminatecostly service calls

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16CEUs

SUBJECT AREAS

• Preparation

• Test equipment

• Basic circuit troubleshooting

• Panels and power supplies

• Intrusion and fire alarm devices

• Communication and notification

• CCTV

• Electronic access control

• Maintenance and inspections

This 14-hour course, followed by an exam focuses on the maintenance aspects of today’s electronic security systems. It offers dealers and integrators an additional revenue stream and the potential for significant profits through these additional services.

The course serves individuals seeking to expand their knowledge on servicing, repairing and maintaining intrusion, fire, video surveillance and access control systems. It also covers the fundamentals of troubleshooting as well as specific troubleshooting procedures for today’s systems.

The course includes reference material from NFPA 70, NFPA 72, and NFPA 730 /731 covering the proper test and inspection procedures of these systems.

Troubleshooting, Service and Maintenance will provide individuals with the knowledge and skills to:

1. Increasing the efficiency and effectiveness of service professionals by teaching essential concepts and methods

2. Open up new revenue streams for dealers and integrators

3. Make existing service and maintenance operations more productive and profitable

Master how to troubleshoot, service and repair intrusion, fire, video and access control systems

Troubleshooting, Service and Maintenance (TSM) Classroom and Online

Who Should Attend?Technicians, service personnel, installation personnel, sales staff, code officials and business owners

19

SERVICE


8CEUs

SUBJECT AREAS

• Codes and standards

• Control panels

• Power requirements

• Notification appliances

• Initiating devices

• Communication methods

• Wiring

• Testing and cleaning

• Documentation

• Client relations

This 7-hour course, followed by an exam provides technical and sales staff with experience designing, selling, installing and maintaining residential fire alarm systems.

Residential Fire Alarm will provide individuals with the knowledge and skills to:

1. Design, install, and maintain residential fire alarm systems that comply with NFPA 72, NFPA 101, NFPA 70, and International Residential Code (IRC)

2. Allow individuals and companies to expand their business services to include residential fire alarm systems

3. Offer current and prospective customers the code-required system test and inspection services included in today’s fire alarm codes

Be proficient in the design and installation of residential fire alarm systems

Residential Fire Alarm (RFA) Classroom and Online

Who Should Attend?Technical staff, sales personnel, business owners, fire service and code officials

20

FIRE


Be compliant and proficient in the design and installation of residential fire alarm systems

8CEUs

SUBJECT AREAS


• Texas Insurance Code 6002

• 2013 NFPA 72

• 2014 NEC

• Installation

• Initiating Devices

• Communication methods and monitoring

• Wiring

• Maintenance and testing

• Documentation

This 7-hour course, followed by a one-hour closed book exam, was specifically designed for individuals seeking to obtain the Texas Residential Fire Alarm Technician license.

Texas Residential Fire Alarm will provide individuals with the knowledge and skills to:

1. Have the code knowledge and practical technical skills needed to install and maintain residential fire alarm systems

2. Expand their business services to include residential fire alarm systems

3. Offer current and prospective customers the code-required system test and inspection services included in today’s fire alarm codes

Texas Residential Fire Alarm (TX-RFA) Classroom



Success in business goes hand in hand with knowledge. Axis Communications’ Academy empowers you to deliver smarter security solutions.

Axis Communications’ Academy – Empowering knowledge.Visit www.axis.com/academy

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Success in business goes hand in hand with knowledge. Axis Communications’ Academy empowers you to deliver smarter security solutions.

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Learn. Succeed.

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16CEUs

SUBJECT AREAS

• Fire alarm system introduction


• Fire system fundamentals

• Initiating device operation

• Initiating device spacing and location

• Emergency control functions

• Notification appliances and circuits

• Communication and reporting

• Testing & inspecting

• Household systems

• Documentation

• Wiring

• CO detection

• Emerging technologies

This 14-hour course, followed by an exam provides broad training in proper installation and service requirements for commercial and household fire alarm systems based on NFPA and ICC codes.

NFPA requires fire inspection and testing personnel to be knowledgeable and trained, and service personnel be qualified and experienced. Students will learn the information needed for professionals to become familiar with fire alarm system requirements necessary to gain certification and prove competence.

Fire Alarm Installation will provide individuals with the knowledge and skills to:

1. Install and maintain fire alarm systems that comply with NFPA 72 and NFPA 70

2. Properly service and maintain fire alarm systems

Gain critical knowledge to install, service, and maintain code-compliant fire alarm systems

Fire Alarm Installation Methods (FAIM) Classroom and Online

Who Should Attend?Individuals seeking fire certification, technical staff, sales personnel, business owners, fire service and code officials

23

FIRE


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16CEUs

SUBJECT AREAS

• Determine protection criteria

• Identify statutory requirements by occupancy type

• Additional system design requirements

• Owner’s protection goals

• Other hazards

• Defining project scope

• System types and features

• Emergency control function interfaces

• Choosing initiating devices

• Choosing supervisory components

• Choosing notification appliances

• Fire system programming

• Submittal package preparation

• Other important documentation

• Plan preparation project

This 14-hour course, followed by an exam provides specific training on developing an installation plan based on field conditions and project requirements.

Whether preparing plans for a factory’s monitored suppression system with seemingly minimal requirements or designing a voice evacuation system for a movie theater complex, plans should be developed by persons experienced in the proper design, application, installation and testing of commercial fire alarm systems.

The course focuses on providing a more advanced level of knowledge gleaned from national codes regarding proper detector selection, required coverage for specific building occupancies, as well as documentation and plan submittal requirements.

Prerequisite: Those wishing to attend this course must have taken the Fire Alarm Installation Methods course. The Life Safety Code course is also strongly recommended.

Professional Fire Alarm Design will provide individuals with the knowledge and skills to:

1. Design a system affording the best life safety for a building’s occupants based on codes and standards

2. Prepare plan submittal documents required by regulatory groups

Master the design and installation plan of code compliant fire systems based on field conditions and project requirements

Professional Fire Alarm Design (PFAD) Classroom

Who Should Attend?Fire alarm system designers, fire alarm project managers, fire alarm plan reviewers, fire alarm company owners, senior fire alarm technicians, commercial fire alarm salespersons, architects and engineers

25

FIRE


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8CEUs

SUBJECT AREAS

• Fire alarm systems

• Egress control

• Assembly occupancies

• Educational occupancies

• Daycare occupancies

• Residential occupancies

• Institutional occupancies

• Other occupancies

• Life Safety Code/International Building Code comparisons

This 7-hour course, followed by an exam is based on the International Building Code (IBC) and the International Fire Code (IFC). Students learn the practical application of IBC, focusing on the fire alarm and access control requirements for the most common occupancy classes that will be encountered on a daily basis and offering insights on common errors and areas of confusion.

Special attention is paid to the similarities and differences between the IBC and NFPA 101 Life Safety Code. International Building Code will provide individuals with the knowledge and skills to:

1. Design, install and maintain fire alarm and electronic access control systems that comply with both IBC and IFC

2. Identify niche business opportunities based on the most common occupancy classes, creating new revenue-generating services and opportunities

3. Understand the similarities and differences between the IBC, IFC and NFPA 101 Life Safety Code making it easier to understand what requirements apply based on the adopted code in your local jurisdictions

Be proficient in installation requirements for various occupancy classes

International Building Code (IBC) Classroom and Online


27

FIRE


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Free Trainings Save $100's per Employee.Napco Classes Available Near You & OnlineEarn NTS-Accredited CEUs

Free New-Technology, 101's & Advanced Certification Classes: Whether you need to train on new technologies, RMR-building services, com-munications, or generally brush up on Basic Alarm or IP 101's, Napco o�ers them Free, in local classes, weekly webinars or recorded sessions, available 24/7.

Register today and see our full calendar of NTS- and CEU-accredited trainings on trending topics, like Connected Home, Commercial Systems and Wireless Fire, Communication Alternatives. Earn up to 8 ceus per class, held at your local distributor or right on your o�ce computer. Just use the links below or email [email protected]

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Free New-Technology, 101's & Advanced Certification Classes: Whether you need to train on new technologies, RMR-building services, com-munications, or generally brush up on Basic Alarm or IP 101's, Napco o�ers them Free, in local classes, weekly webinars or recorded sessions, available 24/7.

Register today and see our full calendar of NTS- and CEU-accredited trainings on trending topics, like Connected Home, Commercial Systems and Wireless Fire, Communication Alternatives. Earn up to 8 ceus per class, held at your local distributor or right on your o�ce computer. Just use the links below or email [email protected]

8CEUs

SUBJECT AREAS

• Fire alarm systems

• Egress control

• Assembly occupancies

• Educational occupancies

• Daycare occupancies

• Residential occupancies

• Institutional occupancies

• Other occupancies

• Life Safety Code/International Building Code comparisons

This 7-hour course, followed by an exam teaches students the practical application of the NFPA 101 Life Safety Code. Instruction focuses on the fire alarm and access control requirements for most common occupancy classes that students will encounter on a daily basis, offering insights on common errors and areas of confusion.

Special attention is paid to the similarities and differences between the International Building Code (IBC) and NFPA 101 Life Safety Code.

Life Safety Code will provide individuals with the knowledge and skills to:

1. Design, install and maintain fire alarm and electronic access control systems that comply with NFPA 101 Life Safety Code

2. Identifying niche business opportunities based on the most common occupancy classes, creating new revenue-generating services and opportunities

3. Understanding the similarities and differences between the IBC, IFC and NFPA 101 Life Safety Code making it easier to understand what requirements apply based on the adopted code in your local jurisdictions

Gain critical knowledge of common occupancy class code requirements

Life Safety Code (LSC) Classroom and Online


29

FIRE


8 or 16

CEUs

SUBJECT AREAS

• Overview of the security sales cycle

• Prospecting

• Problem identification

• Solution – presentation

• Closing – the transaction stage

• Handling objections

• Strategies for selling in the digital age

• How to cross sell

• Consultative selling

• Customer advocacy

• Managing customer relationships

This 7 or 14-hour course, followed by an exam is a comprehensive, modular program covering the complete sales cycle.

Day 1 will explore core sales subjects within residential sales. Day 2 will focus on commercial sales in each of the industry segments: intrusion, access control, fire and video.

Security Sales Essentials will provide individuals with the knowledge and skills to:

1. Know the complete sales cycle

2. Offer new or veteran sales personnel with the insights necessary to convert sales prospects into customers

3. Know the similarities and differences in the sales process for residential and commercial sales, including insights into the unique issues relevant to fire alarm, access control and video surveillance systems

4. Have the tools and tips necessary to perform at a highly successful sales level

Gain useful knowledge to effectively and ethically sell electronic security systems

Security Sales Essentials (SSE) Classroom

Who Should Attend?Sales personnel, customer service personnel, technical staff and business owners

30

SALES


8CEUs

SUBJECT AREAS

• Fire alarm system devices

• Security devices

• Control panels

• Communications

• Managing alarms

• Needs assessment

This 7-hour course, followed by an exam teaches the basic elements of the electronic life safety and security industry including sensors, control panels and communications with an emphasis on the need for an adequate site survey.

It stresses the importance of false alarm prevention while exploring the interaction between electronic life safety and security professionals, law enforcement and fire prevention officials.

Understanding Electronic Security Systems will provide individuals with the knowledge and skills to:

1. Know the basics of the electronic life safety and security industry

2. Be aware of the importance of false alarm prevention

Gain an understanding of the electronic life safety and security industry

Understanding Electronic Security Systems (UESS) Classroom and Online

Who Should Attend?Non-technical staff, business owners, law enforcement, fire service, code officials and anyone seeking an overview of the electronic life safety and security industry

31

SALES

INTRUSION


Pricing Incentives

ESA offers many ways to save on training!

Private ClassesCompanies who wish to have an NTS course delivered solely for their employees can request a private class. These offerings are tailor-made to fit your dates, times and locations. Not only do we bring the NTS-certified instructor to you, but we bring the savings, too!

A snapshot of potential savings includes:• Train 16 students and pay $365 per

student vs. $395 – a savings of more than $480 for the Level I course

• Train 31 students and pay $345 per student vs. $395 – a savings of more than $1,550 for the Level I course

• Train 51 students and pay $325 per student vs. $395 – a savings of more than $3,570 for the Level I course

To learn more about NTS private classes, please contact your local ESA Chartered Chapter Association (CCA) or ESA/NTS. Note: Savings listed above are reflective of ESA/NTS prices and may vary from the CCA.

Online Training – Power User DiscountsESA’s most popular courses are available online for self-paced, on-demand learning. ESA member companies that plan to use online training in volume can take advantage of substantial discounts on ESA’s already affordable rates. If you plan to train five or more employees using online courses, your savings have already begun!


Maintaining Certifications

All ESA/NTS certifications are valid for a period of 12 months following the completion of a course. Maintaining ESA/NTS certifications requires certification holders to earn 12 continuing education units (CEUs) each year.

Continuing EducationIt is the responsibility of each certification holder to maintain records documenting qualified CEUs, report their credits on the ESA/NTS Certification Renewal Form, and submit the form and the applicable processing fee to ESA/NTS on an annual basis. CEUs must be taken within the 12-month period from renewal date to expiration date and cannot carry over to subsequent years.

Qualifying ActivitiesPrograms or topics covering the electronic life safety and security industry are eligible for ESA/NTS CEUs. The following activities may qualify: Please see the ESA/NTS Policies, Procedures & Administrative Guidelines at www.ESAweb.org/NTS for more details.

• ESA/NTS Courses• Accredited ESA/NTS Continuing Education Courses

• Go to www.ESAweb.org/NTS for a list of approved courses• College/University/Trade School courses • Active Committee/Task Force Service • Teaching NTS Courses• ESA/NTS Course and Program Development • ESA/NTS Non-accredited Continuing Education Courses – capped at 4 CEUs

This may include the following items that are industry related:• Training Sessions, Educational Workshops, or Seminars • Industry Related Conferences or Board Meetings (State or National Level) • Published Articles or Books

The following are NOT accepted for CEUs:• Online courses not accredited by ESA/NTS

Lapsed Certifications Those who do not maintain their certification lose the privilege of using the designation. A certification is considered lapsed once the expiration date has passed. Lapsed certifications may be renewed as follows:

1. If certification has lapsed for less than 36 months, individuals will be required to submit 12 CEUs (or 12 classroom hours) and pay the renewal fee for each 12-month period of delinquency.

2. If certification has lapsed for a period of more than 36 months, the certification may not be renewed until the primary course and exam leading to certification are retaken.


Those wishing to attain another ESA/NTS certification must have their current certification in good standing.

Understanding Licensing and Continuing EducationESA/NTS courses and certifications are referenced in numerous state and municipal licensing programs. Not all states handle acquiring and renewing licenses the same way – some states accept online training, some do not; some states accept ESA/NTS CEUs, some do not.

Students are urged to contact their regulatory agency prior to enrolling in any program to ensure that the course, CEU or certification is acceptable to a particular licensing group.

Why Earn an ESA/NTS Certification?Certifications provide noticeable acknowledgment of your core skills and knowledge. It provides validity of your abilities to others, including your customers, supervisors, peers, and potential employers. Not all certifications are equal. To distinguish yourself from your competitors you need a certification that encourages professional growth and is recognized by the industry as the standard. ESA’s National Training School certifications require applicants to meet stringent training and work experience. They are earned and continuously maintained; therefore, extremely valued.

Why Earn and Maintain an NTS certification?• Achieve recognized status as an expert in your field• Attain a competitive edge on your competition or within

your company• Show your customers that you commit to

professional excellence• Pledge to continuously develop your skills

and knowledge• Reach professional and personal

achievement• Earning your CEUs for your certification

will most likely help you keep your professional license

• Keeping your certification active will prevent you from having to retake foundational courses and focus on learning new skills and concepts.


ESXJune 24-26, 2015Baltimore, MD

YSP WestApril 15, 2015Las Vegas, NV

YSPWest Day on Capitol Hill

May 4-5, 2015Washington, D.C.

april 28-29, 2014DAY ON CAPITOL HILL

Leadership Summit February 8-11, 2015Phoenix, AZ AIREF

AIREF Golf ClassicApril 14, 2015Las Vegas, NV

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2015 training & certification nts course catalog · 2015-01-21 · burglar alarm, access...

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