Careers in Motion Sales Program 1
HYDRADYNE SALES ASSOCIATE DEVELOPMENT TRAINING PROGRAM 1. Introduction 2. Objectives a. What we expect of associates b. What associates can expect from Hydradyne 3. Training Resources 4. Assignment Progression 5. Training Detail 6. Career Counseling 2
Sales Development Training Program 1. Introduction Hydradyne operates in nine states with over 30 locations. We are an established industry leader in motion control and the largest distributor for several of our vendors. We attribute our success to the dedication of our people, a strong management team and owners that support our business. We were among the first in the motion control industry to make a strong commitment to quality by becoming certified to the ISO 9001 International Quality Standard in the late 90's. We are proud of this achievement, with all of our employees dedicated to providing our customers with a quality product that is manufactured, repaired and distributed in an environment of quality procedures and processes that are not compromised. Additionally, we have made a commitment to being an environmentally conscious company and are in the process of having all of our locations certified to the International Environmental Standard, ISO 14001. Becoming certified to these standards requires a large undertaking of time by our management and our employees, as well as a substantial financial commitment by our company. However, as a leader, we know that these commitments to quality and the environment is what our customers expect of Hydradyne, and it is our job to deliver what our customers want. Our 2 year program is located at our Corporate office, in Fort Worth, Texas, and is aimed towards highly motivated and ambitious recent graduates; the ideal candidates will have a background in Sales, Industrial Distribution, Marketing, Engineering, or Business Operations. Our paid Associate Development Program allows you to be a part of a culture that rewards collaboration, technical excellence and innovation. Our Associates in the program will be exposed to a broad range of business activities including but not limited to: strategy development, product knowledge, online marketing/e-commerce, customer service, building sales relationships and vendor relationships, purchasing, selling and scheduling. You will learn from a very experienced sales, management and operations team; learn about competition through the heat of battle, channel marketing, purchasing and inventory management. Our goal is to place you into a role at the end of the program at one of our locations throughout the Southeast or Southwestern United States. The following is our outline to track associates training for the position associates may be functioning in and review with management. David Parks Lon Jennings Greg Allen President Operations, Vice President E-Commerce Manager 3
2. Goals and Objectives What we expect of our training associates: 1. To carry out assignments in a timely fashion and work all tasks to the best of your ability. 2. To understand that the processes are set out in a progression to best understand and learn the motion control business to be successful in the Sales role for which associates may be functioning. 3. To recognize that there is no job beneath your abilities. We all work together to get the job done. 4. To respect those individuals assigning associates work or teaching associates a process or procedure. 5. To give feedback to team leaders. 6. To ask questions when something is unclear. 7. To always work safely and follow our written policies and procedures. 8. To successfully complete tests before moving on to the next phase of t h e career development program. What associates can expect from Hydradyne: 1. To provide associates with the training materials needed for associates to learn the various tasks and jobs assigned to be successful in the Sales role for which associates are functioning. 2. To provide associates with competent employees as instructors for different phases of associates training. 3. To treat associates with the same respect given to all of our employees. 4. To give associates an honest assessment of associates progress. 5. To provide associates with the tools associates need to learn the jobs assigned. 6. To have management available to discuss associates progress and listen to any concerns. 7. To hold Career Counseling sessions throughout the development period. 4
3. Training Program The following is a partial list of training resources available which associates are to review and learn at the appropriate times. Whenever there is "down time" in your training, these resources are to be utilized. Employee Handbook o To be read and kept as a resource as it answers many questions about your employment at Hydradyne. Quality/Environmental Management System Manual o The manual is to be read and understood as to our operations and practices. SOP's: are developed for specific areas within the company and need to be read and understood as associates are given assignments in these areas. Examples include: Shipping & Receiving; Pump Shop; Inside Sales; etc. Work Instructions: Specific procedures involving tasks that are to be preformed within an area. Examples include: How to test a pump; How to receive a shipment, etc. ISO Orientation Video- within first 45 days of employment (Quality and Environment) Safety Orientation- within first 45 days of employment Shipping/Packaging training and power point presentations Parker PTAC (Fluid Connector Training and Certification) online Customer Service Inventory management P21 training (on-line and web sessions) Vendor product training (on-line, CD s and web sessions) Parker Basic Industrial Hydraulic and Pneumatic Technology On-the-Job-Training 5
4. Assignment Progression While there may be times that your assignment progression is changed or modified due to business conditions, the following is the projected progression that should take place in your training for the Sales role for which associates are training for. No specific amount of time has been allocated for each assignment as movement to the next area will be based on how quickly associates learn the specific task and/or pass a required test before moving on to the next training area. I. Company and Branch Familiarization II. III. IV. ISO/Safety Warehousing/Logistics Shipping & Receiving V. Fabrication, Cylinder and Pump Shop VI. VII. VIII. IX. Customer Service E-Commerce Purchasing Objectives Credit Approval Process X. Sales & Administration XI. Operations Management 6
5. Training Detail This is an overview of the jobs and tasks to be preformed and learned. It is not intended to be all inclusive as branches have varied tasks to perform and opportunities for different types of processes. I. Company and Branch familiarization a. Complete new hire paperwork b. Read Employee Handbook c. Become familiar with Quality/Environmental Management System II. III. IV. ISO/Safety a. ISO procedures and processes b. Learn about ISO coordination to maintain ISO certification Warehousing/Logistics a. Exposure to various activities of warehousing including repacks, order pulling, UPS manifests, bulk truck unloading and blending. b. Gain basic understanding of time required to prepare shipments and who our major carriers are. c. Product labeling and bar coding capabilities d. Replenish & source lead times e. Enter information into P21 f. Assist with work as able Shipping & Receiving a. Safety training b. Review SOP s c. On-the-job training i. Familiarization with inventory ii. Identify part numbers iii. Ability to read assembly drawings iv. Understand hose assembly process v. Handling of material damaged in shipment vi. Understand shelf life and how it applies to all products vii. Understand when a product is ready for shipment viii. Understand and manage non-conforming shelf ix. Assist with work as able V. Fabrication & Shop Overview a. Review all SOP s for Fabrication and Shop areas b. All training for basic and cylinder hydraulics c. Vendor videos & training 7
d. Understand flow and preparation of paperwork e. Learn proper use of equipment f. Tear down pumps and motors g. Diagnose problems, identify needed parts h. Observe i. Welding ii. Reading drawings iii. Assembly iv. Test procedures i. Observe How to Build i. Valves ii. Motors iii. Gear pumps iv. Piston pumps VI. Customer Service a. Understand the sales order process including checking material availability, scheduling delivery with the warehouse, freight consolidation and customer invoicing. b. Learn how pricing is verified c. Interface between suppliers and customers d. Assist in managing inventory levels e. How to deal with customer problems and provide timely resolution to both product and website issues. f. Email etiquette VII. E-Commerce a. Understanding of non-traditional competitors b. Target of new potential markets and customers c. Site analytics d. Customer satisfaction e. Tech support via chat VIII. Purchasing Objectives a. Learn who suppliers are, products they supply, contacts, locations, minimum quantities and lead times. b. Understand the cost matrix and how it is updated c. Exposure to alternative products d. Gain knowledge of Hydradyne process e. Learn what information is required in order to purchase products and get quotes. IX. Credit Approval Process a. Understand key factors involved in extending credit to new and existing customers and what indicators are key for field sales to understand 8
X. Sales & Administration a. Review all SOP s b. Gain knowledge of Parker and Hydradyne vendor product offerings, competitive materials, and preferred materials for particular industry applications c. Work with associates' Team Leader for exposure to these additional trainings: i. Inventory control ii. Market Segmentation iii. Time management with focus on new business development iv. Work in Parker Store (if available) v. Generate leads vi. Learn to up sell vii. Add ons viii. Learn to quote ix. Become proficient in P21 x. Business model and sales strategies xi. Growth initiatives (organic and cross-leads) xii. Observe on-site procedures XI. Operations Management a. Purchasing b. Sales Management c. Fabrication Management d. Inventory Control e. Parker Store Manager f. Accounting/Auditing 9
6. Career Counseling Career counseling can occur at any time during associates development but most likely will first occur after associates Inside Sales Training. By that time associates will have had a good feel for our business. Associates can request this meeting at anytime during your development process. 10
7. How To Apply Qualified candidates should send their cover letter outlining interest in our program, your resume, salary requirements, graduation dates and relocation timeframe to kclark@hydradynellc.com 11