Document jgOO0nvKO52jgzMv4Veb7yR1R

FILE NAME: Asbestos Cement Pipe and Sheet (ACPS) DATE: 1983 June 6 DOC#: ACPS105 DOCUMENT DESCRIPTION: J-M Memo RE Sales Rep Training Program f J-M Manufacturing Company, Inc. >-> WILLIAM VAN YOUNG, WAUTACA yO''-'" ' f<"<" E. H, PRONSKE, DENISON Internal Correspondence L.iw JUNE 6, 1993 RECEIVED JUN 0 8 1983 Cop.nc SEE DISTRIBUTION BELOW l V -t1 Sutimoi SALES. REPRESENTATIVES. TRAINING PROGRAM .FOR WILLIAM VAN YOUNG J J-M MANUFACTURING CO., INCi ------ --- ~ CENTRAL DISTRICT . 1 ATTACHED IS THE ABOVE WHICH IS TAILORED TOR YOUR QUICK DEVELOPMENT AS I A PROFESSIONAL SALES REPRESENTATIVE OF THE CENTRAL DISTRICT. IT IS TO BE COMPLETED BY SEPTEMBER 30, 1983. PLEASE NOTE THE FOLLOWING 1) C. R, TRUITT IS DESIGNATED AS YOUR IMMEDIATE TRAINER. 1I 2) INCLUDED XN THE PROGRAM ARE BASICS OF J-M AND COMPETITOR PRODUCT KNOWLEDGE WHICH MUST BE LEARNED FOR PRESENTATION TO ME BY 1 SEPTEMBER 30, 1983. THE TIME THAT YOU HAVE TO COMPLETE YOUR TRAINING IS SHORT BUT COMMENSURATE WITH YOUR BACKGROUND, EXPERIENCE, EDUCATION - AND YOUR OBVIOUS DESIRE TO SUCCEED. UPON COMPLETION, YOU DEFINITELY WILL HAVE THE ABILITY TO WORK EFFECTIVELY WITH DISTRIBUTOR PERSONNEL AND DEVELOP NEW MARKETS POR J-M PRODUCTS. 3) YOU MUST BECOME TOTALLY FAMILIAR WITH ALL OP THE PRODUCTS THAT WE MANUFACTURE AND AGAINST WHOMWE COMPETE. SPECIAL EMPHASIS, HOWEVER, IS TO BE GIVEN TO "PERMA-LOC" . BY COPY OF THIS PROGRAM TO JOHN MILLER AND C. R. TRUITT, I REQUEST THAT VAN BE GIVEN EVERY OPPORTUNITY TO ATTNED "PERMA-LOC" BID LETTINGS} ALSO WITNESS "PERMA-LOC" PROJECTS UNDER CONSTRUCTION. A) YOU ARE SCHEDULED FOR ONE WEEK'S TRAINING WITH THE DENISON CUSTOMER SERVICE CENTER COMPLETION BY JUNE 10, 1983. 5) YOU ARE SCHEDULED FOR ONE WEEK'S FIELD TRAINING WITH JOHN MILLER COMPLETION BY JULY 1ST (SEE ATTACHED - PART I, SECTION II). DURING THE WEEK, JOHN MILLER WILL ALSO FAMILIARIZE YOU WITH THE DISTRICT'S CLAIM HANDLING PROCEDURES. 6) YOU ARE TO BE SCHEDULED IN MID-JULY. FOR ONE WEEK'S FAMILIARIZATION WITH INDUSTRIAL INTERNATIONAL, INC. CHARLIE TRUITT WILL COORDINATE THIS ASSIGNMENT WITH INDUSTRIAL INTERNATIONAL. J-MM_Hill 001669 2 EXHIBIT I R 6 iC h AT , \ ;v `y`\, V '`".4 , r . \ , - ,>r '!0 > 3 ffe'g './>< iC'i M. K4-1 w MW mi WILLIAM VAN YOUNG - 2~ JUNK 6, 1983 7) THE DALI,AS/FT, WORTH ARKA IS-A MAJOR GROWTH AREA, IT HAS HUNDRKOS OF SMALL COMMUNITIES THAT HAVE F-XPAUSION 'LANS THAT WILL INVOLVE LARGE DIAMETER SEWER TRUNK LINKSs "PERMA-LOC". WITH THE GUIDANCE OF CHARLIE TRUITT, YOU ARE TO BEGIN CALLING ON THE ADMINISTRATIVE (DIRECTOR OF, PUBLIC WORKS, ETC.) AND ENGINEERING PERSONNEL OF THESE COMMUNITIES, AT THIS POINT IN TIME, INTRODUCING YOURSELF AND LEAVING LITERATURE ON "PERMA-LOC" WILL SUFFICE. LATER IN-DEPTH CALLS WILL BE HADE AS YOU PROGRESS. 8) YOU ARE BEING PROVIDED WITH A 1982 "SWEETS LIST" OF CIVIL ENGINEERS IN TEXAS, PLEASE BEGIN CALLING Oft THEM, 9) COMMENCING THE FIRST WEEK OF AUGUST YOU WILL BE REQUESTED TO ANALYZE YOUR CALLS OF THE "MOST IMPORTANT CALL OF THE WEEK" SHEETS. THIS WILL HELP YOU TO SYSTOIATICALLY DEVELOP SALES STRATEGIES - ANTICIPATE OBJECTIONS, ETC. YOU ARE REQUESTED TO SUBMIT THESE, SHEETS ONCE A WEEK TO ME UNTIL COMPLETION OF THE TRAINING PROCRAM, I WILL COMMENT AND RETURN TO YOU. PLEASE SNED ONE COPY TO CHARLIE TRUITT. ' TJHE REST OF THE PROGRAM IS SELF EXPLANATORY. HOWEVER, SHOULD YOU HAVE QUESTIONS, FEEL FREE TO ASK. ALWAYS FEEL FREE TO ASK WIEN YOU DON'T KNOW. OPENNESS IS ALWAYS ENCOURAGED, WELCOME TO THE CENTRAL DISTRICT. I LOOK FORWARD TO WORKING WITH YOU. H, FRQNSKE CC: R. K, C31I, STOCKTON A, A. VERPLOECH, STOCKTON J. R, ANKLAM, STOCKTON M. P. KROSNOSKY, MILWAUKEE W. G, BURNETT, DENISON J. J. MILLER, SAN ANTONIO C. R. TRUITT, DALLAS IWMJJilLOQJfiin, i1 P | 4 .',! t tj ' i ti .1) (',. t u a i . U1STRICT SALES TRAINING P R O G N I FOR WILLIAM VAN YOUNO COMPLETION TARGET DATE? SEPTEMBER 30, 1983 PART I - ORIENTATION I, ADMINISTRATION A, ARRANGE FOR PHYSICAL EXAMINATION, IT IS POLICY OF THE CENTRAL DISTRICT TO HAVE A COMPLETE PHYSICAL ONCE A YEAR. (COORDINATE WITH D, GATLIN)- B, ARRANGE APPOINTMENT WITH EMPLOYEE RELATIONS MANAGER FOR DISCUSSION OF BENEFITS. (COORDINATE WITH R. ARANT) 1. BASIC LIFE INSURANCE 2. SUPPLEMENTAL GROUP LIFE INSURANCE 3. VOLUNTARY ACCIDENT INSURANCE * 4. BUSINESS TRAVEL ACCIDENT INSURANCE 5. LONG TERM DISABILITY 6. DENTAL INSURANCE ,7. LOSS OF TIME WEEKLY INDEMINTY 8, HEALTH SERVICE PROGRAM (BLUE CROSS/BLUE SHIELD) 9. MAJOR MEDICAL 10. RETIREMENT POLICY 11. VACATION POLICY IZ, SOCIAL SECURITY PROGRAM 13. HOLIDAYS 14, SICK LEAVE C, LEASED CAR (COORDINATE WITH D. GATLIN) I. DISCUSS PROGRAM. EXPLAIN: , CHARGE FOR PERSONAL USE PERSONAL AND BUSINESS USE INSURANCE AND ACCIDENT COSTS ( ) ( `) ( ) ( ) ( ) ( ) ( ) < ) ( > ( ) ( ) ( ) ( > ( ) ( > ( ) ( ) ( ) S : : J-MM HHL001671 iiim rrm iiW ' r - ' ^iViV'yrrViVf/v!-t>-rrtr^'ftT'^V'->V`ifir?-ifiir^fr'iY,Vf'Viyrn t i rjrr>rf^^W!rr>irTrYJrT<it^'fi,iiivi-^ rii'ii;ffi TiV-i7iJ n^Vi tiii-renre-fi^^)i<!>ri,ri^*ffi^ 0.' -2" ^ 0. LEASED CAR (CONTINUED) 2. REVIEW! MONTHLY VEHICLE EXPENSE FORM CURRENT FLEET BULLETIN FILE < SAFETY COMPANY CAR MANUAL ACCIDENT REPORTS AND REPAIRS D, TRAVEL EXPENSES (COORDINATE WITH D, GATLIN) . ( ) { ) ( )' ( ) ' ( ) 1, POLICY ' * ' < ) 2, RECEIPTS i ( ) 3, WEEKLY REPORTS ( ) E, FURNISH SALES REPRESENTATIVE WITH (COORDINATE WITH D, GATLIN) 1. BRIEF CASE ( ) 2. BUSINESS CARDS 3. PERSONNEL LIST U, COPY OF J-M SALES POLICY ( ) ( ) ( ) 5. PRICE BOOK 6, ORDER FORMS (GREENBACKS) ( ) ( ) F, PREPARE BULLETINS OF INTRODUCTION TO BE SENT TOl ( ) PHQ DISTRICT MANAGEMENT CREDIT DEPARTMENT ALL SALES REPRESENTATIVES CUSTOMER SERVICE CENTER PLANT AND STAFF MANAGEMENT MAIL ROOM I C. ADD NAME TO PERSONNEL LIST D & E BULLETINS MAIL BOX I, EXPLAIN COMPENSATION PIAN ANDBLUE BOOKRULES (E.PRONSKE) ( > ( ) ( > ( ) J. REVIEW MERCHANDISING PIAN ANDQUOTE FORM (E,PRONSKE) ( ) J-MM Hill 001672 tiS&tU'.i, ~3- ' n . i n s t a l l a t i o n p r o c e d u r e s a n d p r a c t i c e s (c o o r d i n a t e w i t h J. MILLER) THE FOLLOW! NC ITBIS ARE TO BE THOROUGHLY COVERED DURING THIS PHASE OF THE TRAINING PROGRAM. . A. READ AND STUDY INSTALLATION GUIDES: "TRANSITE" A/C PRESSURE PIPE, PRESSURE RATED PVC, FVC SEWER,'."BLUE BRUTE", AND "PERMASTKAN" B. TRAVEL WITH FIELD SERVICE REPRESENTATIVE AND OBSERVE THE FOLLOWING: 1. UNLOADING AND STRINGING PIPE: "TRANSITE" A/C PRESSURE PIPE, PVC SEWER, PVC PRESSURE HATED, "BLUE BRUTE", "PEUMASTRAN" AND "PERHA-LOC" 2. TYPES OF TRBNCH AND EQUIPMENT: (A. LEVEL TRENCH ~ WHEEL DIGGER (B, UNEVEN TRENCH - BACKHOE ' 3. METHODS OP ASSEMBLY (A. WOOD BLOCK AND BAR (B. LEVER PULLER <C,, FRICTION JACKS (D. STABBING (NOT RECOMMENDED BY J-M) A. INSTA7AATION OF VALVES AND FITTINGS 5. CAST IKON FITTINGS FOR "TRANSITE" PIPE (A, SIZE AND SHAPE (B. ABLE TO FIGURE SIZE OF THRUST BLOCK 6. 'BACKFILLING PROCEDURES: . (A. HAND SHADE - USE OF TAMPING BARS (B. TRACTOR OR OTHER EQUIPMENT (C. JET OR FLOOD TRENCH 7. TESTING LINES 8. USE OF HAND TOOLS (J, MILLER TO ADVISE TOOLS NO LONGER PERMITTED BY OSHA AND INCLUDE NEW TOOLS) (A. MODEL A PIPE CUTTER (PILOT) (B, MODEL 5 PIPE CUTTER (PILOT) < ) ( ) ( ) ( ) C ) ( ) < ) ( ) C ) ( ) ( ) { ) ( ) ( ) ( ) < ) ( ) I J-MM_Hi!l_0G1673 l ,, ' -ft- 8. USE" OF HAND TOOLS (CONTINUED) (C. UTILITY TAPERING T O O L '(PILOT) .J. a (D. MASTER MACHINING TOOL (PILOT) (E. MODEL B-1Z FIELD LATHS (F. MODEL C~TO FIELD LATHE (G. PIPE PULLER ' ( ) ^ ( > ( ) t ( > * ( ) (H, COUPLING PUSHER , < ) (I, SKILL OR GASOLINE DRIVEN CIRCULAR SAW ( ) (J, WORK BENCH AND CHAIN BINDER i (K. DIAMETER TAPE . ( ) ( ) (L. TAPPING TOOLS ( ) 9 , -FAKE TIE-INS - USING MOA, INCLUDE INSTRUCTION OF TUPP-LINX MOA AND COUPLINGS, , ( ) 10, INVESTIGATE COMPLAINTS AND MAKE OUT Q i S REPORTS < ) U , OBSERVE INSTALLATION OF COMPETITOR'S PIPE. ( ) (A, CAST IRON (SEWER AND WATER) ( ) (R. CLAY ( > (C. PKLTENSIONED PIPE ( ) (D. CORRUGATED METAL PIPE ( ) (E, GALVANIZED STEEL ( >. (F. COATED AND LINED STEEL ( ) (C, CONCRETE ( ) (H. COMPETITIVE PVC WATER AND SEWER(TRUSS, C-T, ETC.) ( ) 12, PIPE REPAIR METHODS (A, MOA REPAIR ( ) (8, SLEEVE REPAIR, (USE OP APAC ORSMITH-BLAIR TYPE CLAMP) ( ) MAM Hill 001674 ;ir ~5- I '<' PART II FORMAL PRESENTATIONS TO RE GIVEN TO TRAINER AND DISTRICT MAKABER I. BE ABLE TO DIAGRAM ALE ELEMENTS OF A SEWER COLLECTION AND A WATER DISTRIBUTION SYSTEM II. BENEFIT FEATURE ANALYSIS VS COMPETITION FOR TOE FOLLOWING J-M PRODUCTSj A. "PERMA-LOC" (INCLUDE BRIEF DISCUSSION OF H2S FORMATION) B. ASBESTOS-CEMENT CLASS PRESSURE PIPE C.' PVC SEWER PIPE (COMPARE AS ABOVE) AND SEWER PIPE FITTINGS D/ PVC CLASS PRESSURE PIPE (COMPARE ALL COMPETITIVE* PLASTIC PIPE MATERIALS) E. "PERMASTRAN" F. 2:1 PVC (COMPARE AS ABOVE) DUE DATE JUNE 10, 1983 JULY 10. 1983 JULY 10. 1981 JULY 10. 1983 AUGUST 10, 1983 AUGUST 10, 1983 DATE ACCEPTED * ^COMPETITIVE PRODUCTS WILL BE THOSE NORMALLY ENCOUNTERED IN THE TERRITORY. (THESE PRESENTATIONS ARE THE "MEAT" OF THE TRAINING PROGRAM. MAKE EACH PRESENTATION BETWEEN ONE-HALF TO ONE HOUR. THE USE OF SLIDES AND OVERHEADS IS ENCOURAGED.) U ttL U il nftiUiai " 6- FART III TO BE REVIEWED TO TIE SATISFACTION OF THE FIELD TRAINER ''DATE COMPLETED X. SALKS ADMINISTRATION A. ADMINISTRATION OF TIME 1. DAILY SCHEDULE (TO BE REVIEWED BY TRAINER) PREPARE EARLY IN WEEK FOR THAT PARTICULAR WEEK, 2. "MOST IMPORTANT CALL OF THE WEEK" REVIEW ONCE A WEEK SEND IN TO DISTRICT MANAGER AND TRAINER. DO NOT BEGIN SENDING IN.REPORTS UNTIL THE FIRST WEEK OF AUGUST. JOB PROSPECT FOKti (INFORMAL, TO BE DEVELOPED AS JOBS COME UP.) A. ANNUAL PLAN (ASSIST IN THE DEVELOPMENT OF THE TERRITORY PLAN) ___ ,, ____ - ___ J___ B. ADMINISTRATION OF OFFICE AND CAR 1. IN HOME J FILING SYSTEM TO INCLUDE OPEN ORDERS, EXPENSE ACCOUNTS, ETC, LITERATURE STORAGE PIPE MATERIALS STORAGE 2. IN CAR ' ___ FILING SYSTEM (CORRESPONDENCE) LITERATURE STORAGE DEMONSTRATION AIDS (SAMPLES, MOVIES, BRIEFCASE ETC',) C, ADMINISTRATION OF CUSTOMER RECORDS 1, ORDER FILES _ ___ 2. ADDRESS BOOK (START DEVELOPING ADDRESS BOOK RIGHT AWAY) ___ D, ORDER PROCESSING (INCLUDE PRICING, SCHEDULING, MANUFACTURING, SHIPPING, BILLING, Q i. S REPORTS) ___ Hill 00.1676. J-MM_Hlll_001677