For internal use only. Do not distribute.

Emerson Educational ServicesEmerson Educational ServicesCapabilities OverviewCapabilities OverviewSales Presentation

Latin America

Feb. 5, 2015

Preventative• Certified Repair• Field Services• Critical Spares• Quick Ship• 24/7 Support line• Calibration Services

Emerson Process ManagementEmerson Process ManagementLifecycle Services’ PortfolioLifecycle Services’ PortfolioEmerson Process ManagementEmerson Process ManagementLifecycle Services’ PortfolioLifecycle Services’ Portfolio

Reliability Reliability ServicesServices

Performance Performance ServicesServices

Maintenance Maintenance ServicesServices

Predictive• Assets Upgrades• Assets Replacements• Parts Management• Start Up & Commissioning• Basic BU’s Turnarounds• Long Term Service Agreements • Guardian Maintenance Contracts• Diagnostics Technologies & Contracts

Resources, Expertise, Technologies, Tools, Work Practices

Optimization• Performance Process Audits, Site Surveys• Asset Managers & Resident Engineers• Brownfield Engineering Services• Educational Services• Integrated Turnarounds & Long Term Service Agreements• Reliability & Optimization Industry Solutions • Remote Monitoring• Consulting & Problem Solving

Helping Customers keep their plants running Safely, Reliably

and Efficiently thru their Lifecycle

Helping Customers keep their plants running Safely, Reliably

and Efficiently thru their Lifecycle

Factors Impacting the Human CapitalFactors Impacting the Human CapitalFactors Impacting the Human CapitalFactors Impacting the Human Capital– Challenges Facing the Industry

Turnover Motivation Career Path

Americas Workforce EnvironmentAmericas Workforce EnvironmentAmericas Workforce EnvironmentAmericas Workforce Environment

McKinsey Global Institute, The world at work: Jobs, pay, and skills for 3.5 billion people. 2012.Source: Manpower Consulting - Argentina

Constraints around Americas Workforce Constraints around Americas Workforce Constraints around Americas Workforce Constraints around Americas Workforce

Source: Manpower Consulting - Argentina

Unskilled Personnel Create Financial Unskilled Personnel Create Financial Stress in CompaniesStress in CompaniesUnskilled Personnel Create Financial Unskilled Personnel Create Financial Stress in CompaniesStress in Companies

Source: Manpower Consulting - Argentina

How are Companies Responding to How are Companies Responding to Balance the Uneven WorkforceBalance the Uneven WorkforceHow are Companies Responding to How are Companies Responding to Balance the Uneven WorkforceBalance the Uneven Workforce

Source: Manpower Consulting - Argentina

Why is Educational Services Why is Educational Services Important for You?Important for You?Why is Educational Services Why is Educational Services Important for You?Important for You?

Additional to a Revenue Opportunity, Educational Services is critical to:•Create Awareness•Maintain/Position Emerson as the Experts in Automation•MRO/Product Pull effect•Give you access to high level management in your site

Factors at Play

Positioning

Advisor

Reputation

Technology+ Services

Educational ServicesMaintenanceDiagnostic

Referrals + Repurchase

Sizing the Opportunity for Emerson Educational ServicesSizing the Opportunity for Emerson Educational ServicesSizing the Opportunity for Emerson Educational ServicesSizing the Opportunity for Emerson Educational Services

Supplier Provided Automation Services Global Market Research Study Source

• LA OEM’s Growth: 10.4% CAGR

• LA Emerson Planned Growth: 27.5% CAGRSource

Our customers are training their employees mostly using other Automation Educational Services Providers and other local Service Providers.•Current Market Share •Growth Opportunity

Those who train you and also

those you see as The Experts

Emerson Educational ServicesEmerson Educational ServicesEmerson Educational ServicesEmerson Educational ServicesMission

Provide customers a sustainable, competitive edge by delivering training solutions to help them maximize their investment with Emerson products / systems and PlantWeb technologies

Companies

Enabling success to promote sustainability and operational excellence.

Employees

Enabling success to promote career advancement, specialization and preparation for leadership roles

IACET Accredited Training ProviderIACET Accredited Training ProviderIACET Accredited Training ProviderIACET Accredited Training Provider Emerson Process Management

Educational Services is an IACET authorized training provider.

– The International Association of Continuing Education and Training (IACET) is the premier standards-setting organization for continuing education and training.  Our strategic mission is to promote IACET standards as a benchmark for quality program delivery. IACET Authorized Providers are an elite group of educators dedicated to quality in continuing education and training.  Consumers trust the IACET CEU because they know that the Authorized Providers’ processes must follow the ANSI/IACET Standard for Continuing Education and Training and have been thoroughly assessed by a third party. 

U.S. & CanadaLocations 18Instructors 154

Latin AmericaLocations 8Instructors 20

Europe Locations 25 Instructors 119

Middle East & Africa Locations 6Instructors 36

Asia-Pacific Locations 16Instructors 105

SummaryLocations 73Instructors 434

Emerson Global Educational Services Emerson Global Educational Services

Emerson Educational ServicesEmerson Educational ServicesTraining OptionsTraining OptionsEmerson Educational ServicesEmerson Educational ServicesTraining OptionsTraining Options

● Product Training

Asset Optimization

Fisher Control Valves & Instruments

Daniel

DeltaV™ /PROVOX™ /RS3™

Syncade™ Smart Operations Management Suite

Liquid & Process Analytical

Machinery Health™ Management

Measurement

Micro Motion

Ovation® / WDPF®

Regulators

Remote Automation Solutions

Roxar

PlantWeb®

Process Training

Plant Safety

Process Control & Loop Tuning

Refining Process Training

Operator / Maint Training Solutions• Complete Training Solutions

• Services to fit your needs and meet your objectives•Design

• Development• Testing

• Training• ‘As-built’ Courseware

• Scenarios• Scoring• Reports

• Architecture Options

On-Site / Traditional Classroom• Instructor led

• On-site or factory locations• Locations worldwide

• Local Language support• Hands-on

• Engineering• Maintenance

• Operations

V-Learning• Instructor Led

• No travel required

eLearning Training• Hands on, ‘learn-by-doing’

• Self paced training• Available via the internet

• Progress monitored with LMS

Emerson Educational Services Emerson Educational Services Training Delivery Platform OptionsTraining Delivery Platform OptionsEmerson Educational Services Emerson Educational Services Training Delivery Platform OptionsTraining Delivery Platform Options

Consulting Services

Value

Specialization

Emerson Educational Services Emerson Educational Services Traditional Classroom & On-Site Traditional Classroom & On-Site TrainingTraining

Emerson Educational ServicesEmerson Educational ServiceseLearningeLearning

Hands-on, learn-by-doing including workshops Available via the internet Train on your schedule, no travel required

Emerson Educational Services Emerson Educational Services Virtual Classroom TrainingVirtual Classroom TrainingEmerson Educational Services Emerson Educational Services Virtual Classroom TrainingVirtual Classroom Training

FEATURESVIRTUAL

CLASSROOM

Instructor Led

Individual Work Station

Professional Curriculum

Home @ Night

Att end from Anywhere

Customize Content

No Travel Hassles

Best Cost Option

Greatest Course Content Flexibility

https://emersonprocess.adobeconnect.com/_a13754005/p11116600/

Plant Personnel: Asset or Liability?Plant Personnel: Asset or Liability?Plant Personnel: Asset or Liability?Plant Personnel: Asset or Liability?

Training Determines the Difference:

1st - Training Assessments the Human Centered Design (HCD) approach

2nd – Training Assessments result in Targeted Training

3rd – Targeted Training is more effective and reduces cost

Proven Case Studies

Total Hours of Study for

all Job Roles

Post AssessmentPre Assessment

Training Days

Post Assessment

Pre Assessment

Training Assessments – Targeted Training Assessments – Targeted Training Assessments – Targeted Training Assessments – Targeted

<<< Lifecycle Services Consulting Process >>>

Develop Agreement

Design & Plan

Explore

• Initial customer contact

• Phone and/or face-to-face meeting

• Identify training requirements

• Identify key stakeholders to move forward

• Submit training assessment proposal

• Training Assessment kick off meeting

• Define business objectives

• Define KPIs• Define job roles• Identify SMEs• Identify test questions

• Conduct pre assessments

• Conduct skills gap analysis

• Define training deliverables

• Identify resource requirements

• Define training development timeline

• Submit proposal for training program development

• Develop OTS• Develop MTS• Finalize post assessments

• Develop instructor led training

• Develop on-line training

• Conduct train-the-trainer sessions

• Deploy blended training solutions

• Evaluate and refresh curriculum

Agree to training assessment

Agree to training program

development

Implement

Training On Demand. Competency Training On Demand. Competency development programdevelopment programTraining On Demand. Competency Training On Demand. Competency development programdevelopment program

Industrial AreaIndustrial Area

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Tra

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Work AreasWork Areas

Certification Levels

Certification Levels

Delivery Methods

Emerson Educational Services Emerson Educational Services Targeted Training ExampleTargeted Training ExampleEmerson Educational Services Emerson Educational Services Targeted Training ExampleTargeted Training Example Challenge

– Need to maximize Kuwait Oil Company (KOC) capability

– Expedite 8 graduate engineers productivity

– Provide broad technical knowledge of automation Program Scope

– Definition of business objectives

– Pre-Examination

– Design/Delivery of 19 week training program

– 8 Emerson Training Business Units

– PSS/AO/MHM, Daniel, Fisher, Rosemount Analytical, Micro Motion, RAS and Roxar

– Post Examination Result

– Delivered multi-business unit targeted training program for 8 graduate engineers

– Post examination results revealed notable increased level with knowledge of automation

– Company looking to repeat program at other sites

Educational Service ContractEducational Service ContractEducational Service ContractEducational Service Contract Camilla Elias (July/14)

Scope– Provision of educational services providing enrollment for the participation of

employees of Petrobras on trainings provided by Emerson. Included all trainings of the Educational Service Catalog - Brazil.

– Duration: 1095 Days

Bu´s Included

– PGS;

– FLOW ;

Approx. $200K

– RAS;

– FCS;

Project Value

GP 40%

– RAI;

– RMD

Your Customers can Rely on Emerson Educational Your Customers can Rely on Emerson Educational Services for Their Team’s Training Needs!Services for Their Team’s Training Needs!Your Customers can Rely on Emerson Educational Your Customers can Rely on Emerson Educational Services for Their Team’s Training Needs!Services for Their Team’s Training Needs!

Targeted, flexible training designed to satisfy the organizations needs

Numerous topic and learning platform combinations available

Training delivered by experts– Certified instructors have application expertise and field experience

Proven student satisfaction ratings Courses and instructors assessed after each course

Help your customer maximize the return on their most important investment – their employees.

How to Start the ConversationHow to Start the ConversationHow to Start the ConversationHow to Start the Conversation Becoming knowledgeable / conversant on a topic

Being prepared to engage with a customer on a solution-oriented sale

Finding answers / support (application experts, tools, etc.)

Completing post-call sales tasks:

– Lead time inquiries

– Sending information to customers

– Delivery status

Understanding your Customer BaseUnderstanding your Customer BaseUnderstanding your Customer BaseUnderstanding your Customer Base

Product/ServicesProduct/Services

DeliveryDelivery

Customized TrainingCustomized Training

Cycle/RotationCycle/Rotation

Our Customers in LA are Our Best ReferenceOur Customers in LA are Our Best ReferenceOur Customers in LA are Our Best ReferenceOur Customers in LA are Our Best Reference

What Questions to Ask?What Questions to Ask?What Questions to Ask?What Questions to Ask?Understanding your Customer’s Organization What is the number to employees involved in the

automation process relative to the size of the company? Need to understand what is the target.

When was the last time they trained with us?

Have they trainer with any competitor?

Are you talking to the right person? Who makes the decision when it comes to training? Is it centralized or by departments/sites? – Obtain the name and leverage your contacts to secure an appointment with the decision maker

Do they have expansion plans?

When securing the meeting with HR or Senior Management What type of concerns they have related to quality

of work/training the employees?

Do they experience high rotation rates?

What interest them? Product training, application training?

Do they get a fiscal benefit for money invested in training?

Do they have a training program directed to new employees?

Are they more interested in training onsite or are they willing so send people to our main training centers?

Are they interested in eLearning or virtual Learning?

How much do they typically spend in training?

When is the budget assigned?

How is training managed within your customer’s organization?

Is there opportunity to offer them some English language training – mostly eLearning?

Anticipating Pushback Anticipating Pushback Anticipating Pushback Anticipating Pushback

We don’t have budget for training

I have seen your catalog and you don’t’ have what I need

Need training but cannot travel

High Rotation – Not worth to invest in training

We train our people – We don’t need to hire anyone

• At Emerson we offer a variety of options than can accommodate your budget (online training typically costs less)

• We can sign a master agreement, which will grant you a discount. Bottom line: The more you invest the higher the discount

• Let us understand what your needs are and we will work with you

• Through our consulting program we can work with you to address your specific needs• We can work with your HR department to assess the current knowledge of your employees in relation

to the task they perform • We will offer training directly related to closing those gaps at the level needed; which translates in

efficiency for your operation and budget allocated only to the areas of need.

• Onsite training – Our instructors can deliver the class at the plant or where the customer needs• Virtual Training – Real time delivery of classes material direct to the desktop (Delta V Simulator)• Virtual Training – Real time delivery of classes material direct to the desktop (Delta V Simulator)• eLearning – Course material online, available 24/7• Blended Learning – Real time delivery of eLearning courses with the added benefit of having a facilitator

• What if you train your employees and they leave… but what if you don’t train them and they stay?• Lack of training causes mistakes, low productivity, possible plant shutdown, lost of revenue for the

business and possible lost of lives

• Emerson Process Management is the leading company in process automation• Our trainers and technicians have a vast experience in many industries, applications and products• Employees tend to feel more motivated if they feel the company is investing in them and in return

they show more loyalty

Sales Support CollateralSales Support CollateralSales Support CollateralSales Support Collateral

• Presentation Emerson Educational Services (ENG, SPA, PTG) – Sales Portal

• Brochure Emerson Educational Services (ENG, SPA, PTG) – Sales Portal

• Educational Services Point Solution Brief (aid to drive the conversation) – Sales Portal

• Course Advisor – PC and Smart Phone App (ENG)

• Emerson Educational Services Website – Latin America Landing Page (changes coming in March)

http://www2.emersonprocess.com/en-US/brands/edservices/globaltrainingcenters/Pages/contacts.aspx

http://emersonprocesscourseadvisor.com/

Call to Action!Call to Action!Call to Action!Call to Action! Identify Pain Owner: who is concerned about People Development,

Motivation and Retention. Usually upper management.

Identify budget Manager(s): who makes decisions relative to people development and training

Secure meetings Pain Owner and Decision Maker and talk about Human Development challenges, career development and training needs and to explain Emerson Educational Services Capabilities

Arrange a consulting meeting to bring a proposal related to their needs

Veronica and your local Educational Service Leader will support you in the pursuit, develop the proposal and will help in closing the deal

Lets target at least one meeting in Q2

For internal use only. Do not distribute.