USPS UniversityUSPS University
Train-the-Trainerand
Train-the-Trainerand
Seminar OverviewSeminar Overview
USPS UniversityUSPS University
What’s Unique about Seminars?What’s Unique about Seminars?
Self-contained One-shot at audience
Beginning, middle, & end in 2 hours
Must adapt style Attuned to audience Interactive Upbeat Time conscious Answer their needs
Self-contained One-shot at audience
Beginning, middle, & end in 2 hours
Must adapt style Attuned to audience Interactive Upbeat Time conscious Answer their needs
USPS UniversityUSPS University
Advantages to SeminarsAdvantages to Seminars
Quality, proven material Complete and tested Interesting topics
Easy to deliver Fun experience Proven to impress potential members Great recruiting tools Great member involvement tools Teasers for further study
Quality, proven material Complete and tested Interesting topics
Easy to deliver Fun experience Proven to impress potential members Great recruiting tools Great member involvement tools Teasers for further study
USPS UniversityUSPS University
Seminar StructureSeminar Structure
Designed for 1- ½ hours of presentation Allows time for interaction
Structured into topics Transitions between topics
Quality companion take-away guide Quick guides with many Books with others
Designed for 1- ½ hours of presentation Allows time for interaction
Structured into topics Transitions between topics
Quality companion take-away guide Quick guides with many Books with others
USPS UniversityUSPS University
Selling SeminarsSelling Seminars
Virtually no competition Boaters can not get elsewhere
Pricing Do not give them away
Perceived value is as you price it
Deliver the entire package Seminar without takeaways has reduced
value We rely upon ‘goodwill’ created by
experience
Virtually no competition Boaters can not get elsewhere
Pricing Do not give them away
Perceived value is as you price it
Deliver the entire package Seminar without takeaways has reduced
value We rely upon ‘goodwill’ created by
experience
USPS UniversityUSPS University
Marketing StrategyMarketing Strategy
Consider… Pre-schedule seminars
Regular schedule, e.g., monthly Same location(s) or rotate
Advertise heavily Get people accustomed to availability
Consider… Pre-schedule seminars
Regular schedule, e.g., monthly Same location(s) or rotate
Advertise heavily Get people accustomed to availability
USPS UniversityUSPS University
Preparing for the SeminarPreparing for the Seminar
Advertising, promotional plan Partnering
Try to tap local marine dealers Source attendees Support seminar Provide space or funding
The team Proctors to work with attendees
Material Seminar kits and recruiting material
Advertising, promotional plan Partnering
Try to tap local marine dealers Source attendees Support seminar Provide space or funding
The team Proctors to work with attendees
Material Seminar kits and recruiting material
USPS UniversityUSPS University
Before the SeminarBefore the Seminar
Localized PowerPoint loop Showcase “fun” activities of
squadron Run as people are arriving
Welcome newcomers at door Pre-discovery of interests, needs
Sign-in attendees Issue materials Collect information for certificates
Localized PowerPoint loop Showcase “fun” activities of
squadron Run as people are arriving
Welcome newcomers at door Pre-discovery of interests, needs
Sign-in attendees Issue materials Collect information for certificates
USPS UniversityUSPS University
Preparation of InstructorPreparation of Instructor
Read the Instructor Notes Annotate
Read the companion guide or book Also read up on related material
Search on internet Other books
Make notes
Customize the PowerPoint Adapt to expected audience, localize
Practice delivery
Read the Instructor Notes Annotate
Read the companion guide or book Also read up on related material
Search on internet Other books
Make notes
Customize the PowerPoint Adapt to expected audience, localize
Practice delivery
USPS UniversityUSPS University
Delivery ApproachDelivery Approach
Discovery How many are non-members? What’s their boating experience? What are they looking for?
Intro to USPS Brief overview: USPS & Squadron “If you like what you see, take more”
Adapt as needed…
Discovery How many are non-members? What’s their boating experience? What are they looking for?
Intro to USPS Brief overview: USPS & Squadron “If you like what you see, take more”
Adapt as needed…
USPS UniversityUSPS University
AudienceAudience
Experience level Do they have one already?
Or, are they looking to be informed buyers
Are they looking to learn how to use it? What applications are they looking for?
The seminars are adaptable to a wide range of audiences
Experience level Do they have one already?
Or, are they looking to be informed buyers
Are they looking to learn how to use it? What applications are they looking for?
The seminars are adaptable to a wide range of audiences
USPS UniversityUSPS University
DeliveryDelivery
Focus on what the audience wants Application of what you are providing Avoid extraneous details Avoid trying to impress with your depth
of knowledge (focus on how they can use the material)
Customize, personalize with experiences Just keep short, relevant to application Let them share experiences
Focus on what the audience wants Application of what you are providing Avoid extraneous details Avoid trying to impress with your depth
of knowledge (focus on how they can use the material)
Customize, personalize with experiences Just keep short, relevant to application Let them share experiences
USPS UniversityUSPS University
During the SeminarDuring the Seminar
Welcome questions and comments Attendees like the sense of sharing
experiences, participating You are the team leader, not the
teacher
Control the flow Keep it moving, look for “nodders”
Pause at each change of topic Review what we just covered Check audience for questions before
moving on
Welcome questions and comments Attendees like the sense of sharing
experiences, participating You are the team leader, not the
teacher
Control the flow Keep it moving, look for “nodders”
Pause at each change of topic Review what we just covered Check audience for questions before
moving on
USPS UniversityUSPS University
Experienced AudienceExperienced Audience
Experienced audiences want information Want background to support experience Open to new ideas that expand
knowledge
Use the seminar as a forum Let the audience participate
Share their experiences and observations Use that to raise questions They will like what they heard, since they
said it!
Experienced audiences want information Want background to support experience Open to new ideas that expand
knowledge
Use the seminar as a forum Let the audience participate
Share their experiences and observations Use that to raise questions They will like what they heard, since they
said it!
USPS UniversityUSPS University
“Newbies”“Newbies”
Stick closer to script This is what they get to take home
Avoid too much detail Don’t expand beyond surface topics Recommend courses and seminars to fill in
Don’t lose them Try to bring them along Spend more time reviewing points Help them prepare to acquire, use what
covered
Stick closer to script This is what they get to take home
Avoid too much detail Don’t expand beyond surface topics Recommend courses and seminars to fill in
Don’t lose them Try to bring them along Spend more time reviewing points Help them prepare to acquire, use what
covered
USPS UniversityUSPS University
Mixed AudienceMixed Audience
Focus on each subgroup Make sure cover the basics Defer detailed discussions to after Set up newbies with proctors
afterward Consider splitting the group if you
can
Focus on each subgroup Make sure cover the basics Defer detailed discussions to after Set up newbies with proctors
afterward Consider splitting the group if you
can
USPS UniversityUSPS University
Following the SeminarFollowing the Seminar
Follow-up with attendees Invite them to a squadron event
Submit information to HQ Workbook
Recap with team What worked, what didn’t Adapt for future Send recommendations to
committee
Follow-up with attendees Invite them to a squadron event
Submit information to HQ Workbook
Recap with team What worked, what didn’t Adapt for future Send recommendations to
committee
USPS UniversityUSPS University
Current SeminarsCurrent Seminars
GPS VHF/DSC Charts Weather Anchoring Sail Trim Boat Handling Marine Radar
GPS VHF/DSC Charts Weather Anchoring Sail Trim Boat Handling Marine Radar
top seller, basic DSC simulator, Rescue 21 basic good intro to weather broad audiences, solid
info solid sail info basic to intermediate middle to advanced
top seller, basic DSC simulator, Rescue 21 basic good intro to weather broad audiences, solid
info solid sail info basic to intermediate middle to advanced
USPS UniversityUSPS University
Current SeminarsCurrent Seminars
Paddle Smart® Trailering Hurricanes Knots Advanced PB
Handling Rules of Road Predicted Log Anchoring
Paddle Smart® Trailering Hurricanes Knots Advanced PB
Handling Rules of Road Predicted Log Anchoring
basic, high risk boating basic to intermediate, book good info, short, low-cost basic to intermediate,
hands-on intermediate to advanced,
solid background to visualize intermediate to advanced guide, no seminar essential, complete info
basic, high risk boating basic to intermediate, book good info, short, low-cost basic to intermediate,
hands-on intermediate to advanced,
solid background to visualize intermediate to advanced guide, no seminar essential, complete info
USPS UniversityUSPS University
In the WorksIn the Works
Marine Compass
Partner in Command
Heavy Wx Sailing
Emergencies Diesel Engine Maint Series Mech Sys Series Chartplotting
Marine Compass
Partner in Command
Heavy Wx Sailing
Emergencies Diesel Engine Maint Series Mech Sys Series Chartplotting
Nearly ready, basic to advanced
Nearly ready, basic for spouse and crew
Heavy seas To be completed To be completed To be completed To be completed To be completed
Nearly ready, basic to advanced
Nearly ready, basic for spouse and crew
Heavy seas To be completed To be completed To be completed To be completed To be completed
USPS UniversityUSPS University
Now, What Seminars?Now, What Seminars?
What would you like to hear? What would you like to hear?