ACPA Pipe Training Program

Background:
To advance and complement the American Concrete Pipe Association’s strategic plan and branding strategy, the ACPA has developed a pipe training program to equip member and associate personnel in promoting concrete pipe. The ACPA branding strategy emphasizes the need to focus on the attributes of concrete pipe and delivering the message to our marketplace in a positive, consistent manner. By completing this training, members will become knowledgeable in both RCP technology and effective selling techniques. Successful participants will be equipped with the tools and information needed to provide a consistent message to customers, specifiers, and rule makers. They will have become one voice for their employer and the concrete pipe industry. Knowledge is power. Graduates will emerge as a trusted and knowledgeable resource.

This training focuses on two areas of competence - Technical Training and Sales/Marketing Training. Both areas include modules with multiple courses in each. Each module must be passed in order to go to the next module.

We are certain you will find this training valuable in supporting your efforts to promote concrete pipe to decision makers. We want to continually improve and expand the ACPA Training Program and we welcome your comments and suggestions.

ACPA members who are involved in the sales and marketing of concrete pipe within your organization.

in-depth RCP technical knowledge
overall knowledge of the competition
ability to create your own PowerPoint presentations
develop your own reference kit for use with customers
develop your sales skills
enhance your presentation skills
learn how to develop and execute your own sales plan

Why do I need a mentor?
Your mentor can be your manager, but does not have to be. The mentor’s responsibility is to 1) help you with questions you may have with the training material content and 2) administer the open book test when you have completed all courses and assignments in the Module.

Each module builds upon the previous module, will increase in difficulty, and deals with different areas of expertise. Your mentor may not be the same person for each module. If you have difficulty in finding a mentor, the Regional Engineer in your area will help assign one to you. Should you need further assistance, please contact the Regional Engineer in your area.

Technical Training Series	Module I Basic RCP	Module II Competitive Product Analysis	Module III Pipe Structural Design	Module IV RCP Design Tools & Resources	Module V RCP Master
	About ACPA	Installation specifics	Concrete Pipe Design: indirect design and fill height tables	PipePac	H2S Design Issues
	Historical Overview/ Materials and Manufacturer	Inspection Requirements	HDPE pipe design	3EB	Jacking pipe design
	Installations – types and methods	National standards and specifications including design requirements	CMP pipe design	CAPE	Joint design
	Structural components	Cost Analysis	PVC pipe design	LCA	Direct design
	Durability and Design Life	Research: durability, failure modes, hydraulics	Joint design	Post installation	PIPECAR
	Product Standards and Testing	Rigid vs. Flexible: Prepare and present your own PowerPoint	RCP Design: Prepare and present your own PowerPoint	Insignificance of cracking	BOXCAR
	Basic Hydraulics	TEST	TEST	Special Design Applications	TEST
	RCP Attributes: Prepare and present your own PowerPoint			LEED, Environmental and Sustainability
	TEST			PipePac: Prepare and present your own PowerPoint
				TEST
Sales and Marketing Series	Module I Sales and Marketing – the Basics	Module II Presentation Skills
	ACPA - The importance of branding and having a plan	Antitrust Law
	Sales and Marketing – the difference and why we do them	Microsoft Outlook as a sales and marketing tool
	A Sales Model - Planning	Presenting to a group
	A Sales Model - Prospecting	Persuasive presentations
	A Sales Model – Building relationships	How to organize and present an effective seminar
	A Sales Model – closing the sale	How to find, contact and gain access to prospects
	Developing your own sales identity and plan	Rule makers – why, what, and how
	Microsoft PowerPoint as a sales and marketing tool	Developing a toolkit and reference resource for rule makers
	TEST	TEST

How long will it take to complete the training?
Since the majority of this training is self-paced, the training will vary depending on each individual.

How do I get started?
Once you are registered and approved, the ACPA will send you the course information. You must take Module I of the Technical Series first, before proceeding to the next module. Upon successful completion of the module, you will be eligible to register for the next one. Each module has been developed in order of difficulty and builds on a base of understanding, so you must pass one module before going to the next one. Many Modules also include a PowerPoint exercise and this requirement will need to be completed before you can receive a certificate of completion and move to the next module. Once you have completed Module I and Module II of the Technical Series, you can take Module I and Module II of the Sales and Marketing Series.

A list of required reading material is provided for each course in the course outline. Many of these materials are available for download from the ACPA website at no cost, while some of these materials must be purchased through the ACPA and other readily available sources. You will need to get all the required reading materials for the course before you can begin.

Testing
A test will be provided at the end of each course. A passing grade is 90%. You are required to pass the test for all courses in that module before moving to the next module.

On you have completed a course and you are ready to take a test, you must send an email to lholle@concrete-pipe.org. You will be sent instructions on what to do to take the test. You will need to set up a time with your mentor or manager (proctor) to take the test at your convenience. All tests will be open book and will be administered by your proctor, once you both have agreed that you are prepared to take the test and have designated a test time. The test will be sent to your proctor in advance of your test date. The proctor will mail the completed test back to the ACPA.

Notification of Results
You will receive confirmation of your results. You will receive a certificate upon completion of each module. If you do not receive a confirmation within 2 weeks, please contact the ACPA at info@concrete-pipe.org with “Sales Training Results” in the subject line.

What Should I do if I Don’t Pass?
If you do not pass the test, you can take it again. If you are taking the test for the 2nd time, you must receive approval from the ACPA regional engineer in your area. Multiple tests will be developed for each level, so each member may get a different test from the previous person taking the same module.

Privacy Policy
All test results will be kept in confidence. Your employer will only be notified that you have registered for the training and that you have completed a module after meeting all requirements for that module and passing the test.