Hazmat Awareness for Salespeople: Value Added Opportunities in a New Sales Ecosystem
Thursday, October 8, 2020 | 2:00pm EST
A more knowledgeable salesperson is a more effective salesperson. This is likely becoming more pertinent when face-to-face contact with your customers is at an all-time low. The ability to meet customer inquiries during a sales call can improve
turn-around time and add value to your customer conversations.
Customer requests for “HAZMAT” items can be a significant source of sales for you. Through customer retention, full-line service needs, single-sourcing strategies, and increased margin for this service; meeting these customer needs can be a significant
revenue source and increased opportunities to expand business in your customers. Any need you can meet is one less question left for a competitor.
Given the structure of the Hazardous Materials Regulations [HMR] we must be careful to speak in a manner that is precise and consistent with your role in the regulatory system and your company’s policies. Because the salesperson is the first contact
with the Hazmat customer, the identification of a regulated item and the awareness of the best sales strategy to meet customer needs begins with you. There is subject matter expertise behind you in your company, but your ability to gather relevant
information and manage communication is crucial.
This webinar will increase your understanding of the structure of the HMR so you can take advantage of these sales opportunities while controlling regulatory and business risks for your company.
Using regulatory expertise to build value for customers
Sales strategies that utilize this understanding to help serve appropriate customer needs, without taking on regulatory liability
Initiating HAZMAT projects in a way that most efficiently utilizes existing internal regulatory resources to complete projects
The structure of the HMR that affects project requirements
How to avoid fines, customer complaints, and spoiled product due to compliance mistakes
AICC Member: $250
AICC Non-Member: $500
*This webinar is included in the All Access Pass
Lonnie Jaycox, CPP, CDGP
Lonnie Jaycox CPP, CDGP is an independent packaging engineer, consultant, and trainer in the implementation of compliance and packaging programs for regulated materials including hazardous materials (dangerous goods).
He has over 25 years' experience designing, testing, manufacturing, selecting, and implementing packaging programs for the transportation of Hazardous Materials. Lonnie is active in industry and related organizations,
including: ASTM, IoPP, AHMP, IHMM, and AICC.
Registrants who cancel more than three weeks prior
to the program date are entitled to a full refund of the registration
fee; three weeks or less, but more than one week, a cancellation penalty
of 50% of the registration fee will be assessed; less than one week and
no shows, no refund. AICC does NOT offer refunds for those who cancel
within three weeks of the program date and wish to reschedule their
participation to another program or to the same program on a later date.
However, substitutions are allowed and strongly encouraged and can be
made from the same company for the same course date. If AICC
cancels any program, a full refund will be provided. AICC may cancel
programs if attendance does not meet required levels.