Distributor Training

Sales

Selling Capital Safety Training

There are now two clear ways to Partner with Capital Safety on Fall Protection Training to Increase revenues and product sales.

Revenue Opportunities

• Become a training partner and deliver Capital Safety training

– Provide training directly to your customers

• Sell Existing Capital Safety led training

– Help enroll your customers into our training courses

Become a Training Partner

Capital Safety is excited to announce our newest training initiative that will allow our valuable distributor partners to participate in our training program by selling Capital Safety branded training to your key customers.

Available Course Offering

Each training partner would be able to promote, sell and conduct training on the following Capital Safety training courses.

Course Name Course Length List Price

(per Student)

Authorized Person 4 hours $230.00

Equipment Inspector 4 Hours $230.00

Competent Person Refresher 8 Hours $445.00

Program Details

• Capital Safety will provide trainer presentation material for each course updated for the latest regulations

• The distributor will pay an activation fee to Capital Safety for each student trained.

– The activation fee is $45 per student for AP and EI.

– The fee for the CP Refresher would be $65 list price.

• The activation fee provides each student with a copy of the instruction manual, a certificate of completion and a course wallet card. It also helps to defray the added cost of record retention and administration.

• The training partner must register a student roster for each class taught in order to receive the training materials for the student.

• Capital Safety will keep records for all training conducted by the distributor trainer.

• Exclusions

– Due to a previous distributor training agreement the state of Florida is excluded from this program

Program Details

Program Details

• Training Kits

– There are two training kits available to use in training. • Authorized Person Kit #

1170004

– List price $3,950

• Equipment Inspector Kit # 1170005

– List Price $540

• Distributor discount is 50%

• Available only to distributors participating in program.

» One kit per authorized trainer

Pricing

• All training partners would set the price they would charge for the training but it is recommended that everyone stay at or near to the suggested retail price in order to maximize revenue potential and show the appropriate level of value for the training

Gross Margin Potential Example

At full list price the training partner can make the following gross margin on a class of ten for equipment Inspector

10 students @ $230 = $2,330 total revenue potential

Assume 30% discount off $65 list

Activation fees @ $45.50 x 10 = $455

Gross Margin for class = $1,875

Trainer Requirements

All training partners would need to successfully complete the Capital Safety Competent Person Trainer course to be qualified to conduct the training.

– List price for the training is $2,725 for the 4.5 day class.

– The trainers could take the course during any of our open enrollment sessions conducted monthly in one of our three US training facilities located in Red Wing Minnesota, Houston Texas and Orange County California.

– All training partners will be required to be recertified on the following schedule • Within the first 12 months at a CS training facility. Enrollment is free, but

travel expenses are covered by training partner

• Every two years thereafter at a cost of 50% of the list price for Competent Person Trainer and travel expenses are covered by the training partner

Insurance Requirements

Each organization must have commercial general liability insurance, in an amount not less than One Million Dollars ($1,000,000) per occurrence and Two Million Dollars ($2,000,000) in the aggregate.

This is likely something your company already has in place. We will need a certificate of insurance showing that this coverage is in place and applies to fall protection trainers.

Next Steps

• If you are interested in participating as a training partner in this program please contact:

– Jerry Falk, Director of Training & Tech Support, via email at jfalk@capitalsafety.com

Capital Safety Led Training

• Training is a product. All training courses whether open enrollment or onsite at the customer’s facility have a part number and a list price.

• Distributors can make 25% on the sale of the training product at full list price.

• Distributors can earn this commission on – individuals going through open enrollment

training or

– on an entire course booked for customers either at a CS training facility or at the customer’s location.

How You Can Sell Training • Refer an end-user to Capital Safety to work with us on

a proposal – Its always easiest to email or call the training team to

help.

• Recommend or physically enroll a student in one of our open enrollment sessions

• Work directly with CS training to submit a proposal to a customer for end-user training

• Host an open enrollment training session at a local facility in your area. – Good examples are fire department training centers or

union halls. Minimum climbing structures would be identified

Revenue Potential Examples

• Sending a student through an open enrollment Competent Person Class

– Student fee = $1,170

– Distributor Commission - $292.50

• Setting up an onsite class for tower rescue.

– Potential class revenue = $10,000 • Note – Class revenue is dependent upon final negotiated price

with end-user.

– Distributor Commission = $2,500