Academy for Partners AKADEMIE
Training Programme 2009
Technology for a better environment
Table of Contents
2
Introduction
3
The Komptech academy
4
Organisation and contacts
5
The training programme
6
“The Komptech Philosophy“ basic module
7
Sales modules
8
“Basic“ sales module
9
“Advanced“ sales module
10
“Update“ sales module
11
“Special“ sales module
12
Service modules
13
“Basic“ service module
14
“Advanced“ service module
15
“Expert“ service module
16
Dear partners and colleagues! ”Reality and information are the same“ writes the famous Austrian quantum physicist Anton Zeilinger. It is indeed true that our subjective reality of information entering our humanistic “instrument for viewing the world” via the sense organs is construed and represented mentally in our consciousness. This means nothing more that the picture we create of the outside world is generated primarily by information. As a consequence, our actions are largely dependent on it and determine our life in the sense of success or lack of success, or “works“ or “does not work“. The same applies to a company which, in line with corporate objectives, seeks to offer its customers optimal benefit through its services and, in turn, achieves success itself. In this context, a company is nothing more than a human information network which is networked with its outside world, or better, contemporaries (customers, suppliers, consultants, markets, society – i.e. all manner of interaction partners). Information therefore plays a central role. In the Komptech academy, we are aiming to address this issue by attempting to provide you with relevant information and, even more still, to generate new information in an interaction process on your feedback and to convert it into service innovation. The content of this Komptech academy program is directed mainly at our sales partners, employees in Sales and Customer Service, at “opinion leaders“ amongst our customers and, lastly, at our own employees working in this area. The emphasis of the information we hope to convey is placed on the following: • The Komptech company philosophy (fundamental content of the mission statement) • Product information (information on the customer benefit of our products and services) • Service training • Future issues (“Future Management“) I am confident that, in the Komptech Academy project, we have initiated a future-orientated program which will represent a decisive tool in the quick and purposeful communication of key information. It will enable us to make the entire network (you as our partner, customers and ourselves) more efficient in terms of higher levels of customer benefit. Yours, Josef Heissenberger
3
The Komptech Academy “The aim is long-term and mutually successful partnerships.“ This is part of the Komptech mission statement and hence part of the fundamental company philosophy. Well-informed partners satisfy the demands of Komptech in the marketplace. This is why Komptech insists on highly qualitative products as well as the best trained customers, partners and employees. The Komptech academy should contribute to the achieving of these goals.
The pillars of the Komptech academy
Academy for employees
The best trained employees represent the greatest capital within Komptech. They form the foundations upon which the longterm objectives of Komptech can be achieved. The employee academy identifies the weaknesses of every employee and provides support.
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Academy for partners
Future Management
With its comprehensive training program, Komptech is contributing to ensuring partners and employees are kept fully up-todate. Only wellinformed partners and employees guarantee Komptech sustainable success in the marketplace.
Komptech is continually addressing the issue of potential future developments and is attempting to assert influence in terms of sustainable development. Komptech uses academy days and waste management/ biomass conferences as platforms to keep its partners, customers and employees informed.
Organisation and contacts Organisation and contacts The foundation of any organisation is comprised of the people who work there. We would like to provide you here with a brief overview of your Komptech Academy contacts. We would be grateful to receive any of your suggestions/feedback. We are also available to assist you in the planning of tailored training.
Komptech GmbH Joachim Hirtenfellner With overall responsibility for the Komptech academy [t] +43 3126 505 - 550 j.hirtenfellner@komptech.com
Komptech GmbH Andreas Kunter With training responsibility for the Sales modules [t] +43 3126 505 - 530 a.kunter@komptech.com
Komptech GmbH Manfred Harb With training responsibility for the Service modules [t] +43 3126 505 - 502 m.harb@komptech.com
Komptech GmbH Tanja Kerschbaum Organisation, training documents [t] +43 3126 505 - 553 t.kerschbaum@komptech.com
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Training programme Komptech is looking to use this training program to keep all of its partners fully up-to-date. The “Komptech Philosophy“ base module provides all of our partners with a fundamental understanding of the company philosophy. Building on this, we train our partners in the “Sales“ and “Service“ base modules, with a possibility of more in-depth training on top of these. The coming years will see additional and extended training content in these areas, incorporating as a matter of urgency any partner requirements and feedback. We will also be glad to arrange with you any tailored training requirements. From 2009 there is a cost contribution, which contains accommodation and travel costs (from airport/railway station Graz or in Germany from the nearest railway station), as well as all training documents and catering during the training program.
Training programme Sales Modules
Service Modules
The Komptech Philosophy
Part of the sales and service module Basic
Sales module
Service module
Basic
Basic
Sales module
Service module
Advanced
comprising of three parts
Sales module
Service module
Update
Expert
Sales module
Special 6
Advanced
comprising of two parts
The Komptech Philosophy “The Komptech Philosophy“ basic module Trainer: Duration:
Managing Director approx. ½ day
Contents: - Company mission statement - The “Komptech“ brand - The basics of Corporate Identity and Corporate Design - Marketing at Komptech Target group: - All Sales and Service partners Objectives: - Conveying of the fundamental company philosophy - Conveying of fundamental factors influencing the marketplace Format: - integrated into the Sales and Service basic modules - 4 dates per year - In German and English (2 dates each) - max. 12 persons - Location: Frohnleiten
7
Sales training plan Komptech Academy Sales As part of the Komptech Academy, a training plan, entitled “Products and Competences“, has been devised for Sales which equips all Sales employees working at our Sales partners, and our in-house employees, with up-to-date, highly qualitative information on Komptech products.
The training programme has four layered levels: ”Basic“ product training module Basic training on all products and competences ”Advanced“ product training module Focus on waste treatment and processing of biomass ”Update“ product training module Yearly update on all products and competences ”Special“ product training module Special, event-driven training on specific focuses
Information systems used: • Powerpoint presentation • “Member Area“ on the website (product information, operating costs calculator, price lists, etc.) • Brochures: Service programme, overview, and detailed brochures • Multi-media documents • Operating instructions, service documents, etc. • Excursions with plant tours and machine demonstrations
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Sales Modul
BASIC
“Basic” sales module Trainer: Duration:
Marketing/Product managers of all competence centres in charge 3 days, excursion on 1 day
Contents: - Komptech ideology - “that’s the way the company Komptech works” - Fundamentals of all products - Fields of competence at Komptech
Target group: - Every new sales partner as well as sales employees - Foundation for subsequent trainings
Objectives: - Knowledge of the organisation, sequences, and contact persons at Komptech - Basic knowledge of entire Komptech product range and competition - Correct use of all tools and documents to support the sales process
Format: - English (2 dates each year), German on request - max. 10 persons - spring date / autumn date - Location: Frohnleiten
Costs Market value of the event:
Euro 1500
Your costs:
Euro 300
9
Sales Modul
ADVANCED
“Advanced” sales module Trainer: Duration:
Marketing/Product managers of all competence centres in charge 2 days (maybe 3 with excursion)
Contents: - Part 1: waste treatment - Part 2: processing of biomass
Target group: - Sales partners and sales employees with request on update in these areas
Objectives: - Demonstration of the competence in detail (initial situation, legal situation, trends) - Process engineering with case study - engaged engineering in detail (USP´s with competition analysis, operational costs etc.) - Exchange of experiences - Excursions
Format: - English (2 dates each year), German on request - max. 15 persons - spring date / fall date - Location: Frohnleiten (or CC)
Costs
10
Market value of the event:
Euro 1000 (Euro 1500)
Your costs:
Euro 200 (Euro 200)
Sales Modul
UPDATE
“Update” sales module Trainer: Duration:
Product managers of competence centres in charge 2 days including demonstration of all new products
Contents: - Yearly update with changes to existing products as well as information on new developments - Up-to-date information on strategy alignment and research activities - Summary of the “Academy Days” content
Target group: - Managing Director and sales employees of sales partners - Komptech in-house sales employees
Objectives: - Communication of all product-specific changes and innovations - Update event for sales partners and sales employees
Format: - Part of the yearly ”Komptech partners´ day“ - In German and English - Largest possible attendance - Dates: Yearly partners´ day - Location: Frohnleiten or elsewhere
Costs Cost free
11
Sales Modul
SPECIAL
“Special� sales module Trainer: Duration:
Product managers of competence centres in charge 1 day
Target group: - Managing Director and sales employees of sales partners - Komptech in-house sales employees
Objectives: - Specialist training on specific defined focuses
Format: - Dates on agreement - In German and English - max. 10 persons - Location: Frohnleiten
Costs
12
Market value of the event:
Euro 500
Your costs:
Euro 100
“Service” training plan Komptech Academy Service New machine concepts, continual development of the existing machine range and our permanent commitment to customer benefit necessitate (especially in service management) the documentation and, in an organised process, communication of information. We understand communication of knowledge to be bilateral at all times. This means that Komptech attempts to impart information and knowledge within a professional environment on the functionality, possibilities and servicing of our machines. In return, a high level of knowledge and experience is of course shared within the group and with Komptech. Our aim with the Komptech Academy trainings is the stimulation and use of this high level of knowledge potential. We have decided to train certified service experts so as to allow as many service technicians to access this knowledge internationally. Equipped with Komptech documentation, these service experts can then hold trainings within their own companies in their respective language tailored to countryspecific requirements. Building upon the training program, one service expert is kept continually up-to-date on technical machine developments and innovations in service support and is invited to take part in the program of continuous exchange of experiences.
A modular training program is offered for Service: • “Service Basic“ module • “Service Advanced” module • “Service Expert” module The training program can of course be tailored to the respective requirements of a partner/customer.
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Service Modul
BASIC
“Basic“ service module Trainer: Duration:
Group Service Manager, trainers of all competence centres 3 days
Contents: - Komptech philosophy - The service technician as a representative of Komptech - Contact for service, replacement spare part sales, technical queries - Information sources such as service CD, installation instructions, etc. - Handling of complaints and associated exchange of experiences - Introduction to hydraulics - Introduction to electronics - Application and technical configuration of machines - Servicing interval: Theory and practise Target group: - New service technicians/new service partners - Foundation for subsequent trainings Objectives: - Communication of Komptech philosophy with focus on customer alignment and service - Best possible support of service partners by knowing contacts and information sources - Communication of the fundamentals of hydraulics and electronics - Overview of the machine product range and its application - Technically-based commissioning and servicing of machines - Simple faultfinding under instruction from Komptech Format: - 2 dates per year - In German and English (1 date each) - max. 8 persons - Location: Frohnleiten - Hands-on machine training Costs
14
Market value of the event:
Euro 1500
Your costs:
Euro 300
Service Modul
ADVANCED
“Advanced“ service module Trainer: Duration: Location:
Trainers of all competence centres 3 days per competence centre (part) Part 1: Shredding & composting technology (Fronleiten/A) Part 2: Drum screen & wind sifter technology (Oelde/D) Part 3: Star screen & separation technology (Angersbach/D)
Contents: - In-depth training on all products - Information of technical modifications - Machine specific hydraulics - Machine specific electronics - Relationship management in the service process - Theoretical and practical faultfinding - Exchange of experiences
Target group: - Service technicians with experience of Komptech machines - Service Expert training
Objectives: - In-depth training on machines - Communication of machine changes - Certification of service partner with test - Autonomous faultfinding on machines
Format: - 2 dates per year per competence centre (part) - In German and English (1 date each) - max. 8 persons - Location: the respective competence centre - Hands-on machine training Costs Market value of the event:
Euro 1500
Your costs:
Euro 300 15
Service Modul
EXPERT
“Expert“ service module Duration: Location:
3 days according to requirements / theme
Contents: We would like to discuss several themes to improve our service organization and machine technique with certificated Service experts. For that purpose there will be arrangements to important themes. In the course of these arrangements we will also inform about news and technical changes on the several machines.
Target group: - Certified Komptech Service experts Objectives: - Continuous exchange of experiences - Inform about technical changes - Improvement of the service organization
Costs
16
Market value of the event:
Euro 1500
Your costs:
Euro 300