Emerson Educational Services
Capabilities Overview
Sales Presentation
Latin America
Feb. 5, 2015
For internal use only. Do not distribute.
Emerson Process Management
Lifecycle Services’ Portfolio
Helping Customers keep their
plants running Safely, Reliably
and Efficiently thru their
Lifecycle
Reliability
Services
Maintenance
Services
Preventative
• Certified Repair
• Field Services
• Critical Spares
• Quick Ship
• 24/7 Support line
• Calibration Services
Performance
Services
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
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
Factors Impacting the Human Capital
– Challenges Facing the Industry
Turnover
Motivation
Career Path
Americas Workforce Environment
Source: Manpower Consulting - Argentina
McKinsey Global Institute, The world at work: Jobs, pay, and skills for 3.5 billion people. 2012.
Constraints around Americas Workforce
Source: Manpower Consulting - Argentina
Unskilled Personnel Create Financial
Stress in Companies
Source: Manpower Consulting - Argentina
How are Companies Responding to
Balance the Uneven Workforce
Source: Manpower Consulting - Argentina
Why is Educational Services
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
Referrals +
Repurchase
Technology
+ Services
Positioning
Reputation
Advisor
Educational Services
Maintenance
Diagnostic
Sizing the Opportunity for Emerson Educational Services
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
Source
Source
•
LA OEM’s Growth: 10.4% CAGR
•
LA Emerson Planned Growth: 27.5% CAGR
Supplier Provided Automation Services Global Market Research Study
Emerson Educational Services
Mission
Provide customers a sustainable, competitive edge by delivering training solutions to
help them maximize their investment with Emerson products / systems and PlantWeb
technologies
Employees
Enabling success
to promote career
advancement,
specialization and
preparation for
leadership roles
Companies
Performance
improvement
and cost
reduction
Growing
skills and
diverse
cultures to
drive results
Learning
Partner
providing
solutions not
just products
Comply with
government
regulations
Manage
change, new
technology
Maximize
“Plant
Automation”
benefits
Enabling success
to promote
sustainability and
operational
excellence.
IACET 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.
Emerson Global Educational Services
Europe
Locations 25
Instructors 119
Asia-Pacific
Locations 16
Instructors 105
U.S. & Canada
Locations 18
Instructors 154
Middle East & Africa
Locations 6
Instructors 36
Latin America
Locations 8
Instructors 20
Summary
Locations 73
Instructors 434
Emerson Educational Services
Training Options
●
Product Training

Process Training
 Asset Optimization
 Plant Safety
 Fisher Control Valves & Instruments
 Process Control & Loop Tuning
 Daniel
 Refining Process Training
 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®
Emerson Educational Services
Training Delivery Platform Options
Value
Operator / Maint Training Solutions
• Complete Training Solutions
• Services to fit your needs and meet your objectives
•Design
• Development
• Testing
• Training
• ‘As-built’ Courseware
• Scenarios
• Instructor led
• Scoring
• On-site or factory locations
• Reports
• Locations worldwide
• Architecture Options
• Local Language support
• Hands-on
• Engineering
V-Learning
• Maintenance
• Instructor Led
• Operations
• No travel required
On-Site / Traditional Classroom
eLearning Training
Hands on, ‘learn-by-doing’
•
Self paced training
• Available via the internet
•
•
Consulting Services
Progress monitored with LMS
Specialization
Traditional Classroom
Emerson Educational Services
Traditional Classroom & On-Site Training
• Traditional Classroom
• In House
(open/closed)
• In Company
(Customer’s plant)
• Certified and
specialized Instructors
• Hands On
• Workshops
• Local language
support
Emerson Educational Services
eLearning
Hands-on, learn-by-doing including
workshops
 Available via the internet
 Train on your schedule, no travel
required

Emerson Educational Services
Virtual Classroom Training
FEATURES
VIRTUAL
CLASSROOM
Instructor Led
Individual Work Station
Professional Curriculum
Home @ Night
Attend 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?
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
Training
Days
Pre Assessment
Post Assessment
Pre
Assessment
Post
Assessment
Training Assessments – Targeted
Explore
• Initial customer
contact
• Phone and/or
face-to-face
meeting
• Identify training
requirements
• Identify key
stakeholders to
move forward
• Submit training
assessment
proposal
Agree to training
assessment
Design
& Plan
• 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
Develop
Agreement
• Define training
deliverables
• Identify resource
requirements
• Define training
development
timeline
• Submit proposal
for training
program
development
Implement
• Develop OTS
• Develop MTS
• Finalize post
assessments
• Develop instructor
led training
• Develop on-line
training
• Conduct train-thetrainer sessions
• Deploy blended
training solutions
• Evaluate and
refresh curriculum
Agree to training
program
development
<<< Lifecycle Services Consulting Process >>>
Training On Demand. Competency
development program
Industrial Area
Automation and
Process Control
Control
Systems
Flow
Solutions
Final Control
Elements
Measure and
Analyze
Work Areas
Engineering
Maintenance
Optimization
and Reliability
Certification
Levels
Virtual
Class
e-Learnig
Traditional
Classroom
Delivery Methods
Operational
Process
Emerson Educational Services
Targeted 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 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;
– RAS;
– RAI;
– FLOW ;
– FCS;
– RMD
Project Value
Approx. $200K
GP 40%
Your Customers can Rely on Emerson Educational
Services for Their Team’s Training Needs!
Help your customer maximize the return on their most
important investment – their employees.

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
How to Start the Conversation

Becoming knowledgeable / conversant on a topic

Being prepared to engage with a customer on a solutionoriented 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 Base
Cycle/Rotation
Installed Base
Product/Services
Training History
Customer
Knowledge
Expansion/Growing
Plans
Customized Training
Training Needs
Delivery
Our Customers in LA are Our Best Reference
What Questions to Ask?
Understanding your Customer’s
Organization
When securing the meeting with HR or
Senior Management

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.

What type of concerns they have related to quality
of work/training the employees?

Do they experience high rotation rates?

When was the last time they trained with us?

What interest them? Product training, application
training?

Have they trainer with any competitor?

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?


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?
Anticipating Pushback
We don’t have budget for training
• 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
I have seen your catalog and you
don’t’ have what I need
• 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.
Need training but cannot travel
• 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
High Rotation – Not worth to
invest in training
• 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
We train our people – We don’t
need to hire anyone
• 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 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!

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.