BMF Training Solutions
BMF training SOLUTIONS
> Training support from the specialists > Easy-to-use reference guide for Branch Managers, Supervisors and HR departments > Tailor made In-Company Training options to suit your company
Prospectus
> Industry recognised qualification through manageable self-study course with BMF Diploma in Merchanting
Regional | In Company | Distance Learning | Online | Modular
CONTACT BMF Regional Manager East Midlands, North East and Yorkshire: John Stephenson Tel: 01522 750977. Mob: 07887 678420. Email: john.stephenson@bmf.org.uk BMF Regional Manager Scotland and Northern Ireland: Graham Bolton Tel: 07863 559755. Email: graham.bolton@bmf.org.uk BMF Regional Manager South West and South Wales: Richard Jones Tel: 07980 075863. Email: richard.jones@bmf.org.uk BMF Regional Manager London, Anglia and South East: Alex Clifford Tel: 07703 837710. Email: alex.clifford@bmf.org.uk BMF Regional Manager West Midlands, North West and North Wales: Matt Haines Tel: 07702 569001. Email: matt.haines@bmf.org.uk BMF Training and Development Manager Head Office: James Spillane Tel 02476 854989. Email: james.spillane@bmf.org.uk
www.bmf.org.uk BMF Head Office 1180 Elliott Court, Coventry Business Park Herald Avenue, Coventry CV5 6UB Tel: 02476 854980 Fax: 02476 010390 Email: info@bmf.org.uk
In partnership with
Training support from the Merchant Industry Specialists
Increasing Sales on the Telephone
MOL Product Knowledge
BMF Campus
In-branch Mentoring
Merchant Familiarisation Senior Manager
Merchant Manager
Trainee Merchant Manager
Merchant Specialist
Trainee Merchant
Merchant Management & Leadership BMF LEAD Leadership Development Programme BMF Masters Degree in Merchanting BMF Postgraduate Diploma in Merchanting BMF Foundation Degree in Merchanting Managing Performance Branch Managers Forum
Reducing Stock Loss & Shrinkage BMF Diploma in Merchanting
Developing Leadership Skills for Supervisors
People Management
Finance for Non Finance Managers Excellence in Business Writing
Social Media Workshop Transport Training Forklift & HIAB Crane Digital Transformation of Builders Merchants
Managing & Controlling Stock
Maximising Margin
How to use:
This roadmap is a multi-lateral visualisation of training, meaning that it can be done in various pathways. There is not a prescribed path of progression. There are no rules for the order or number of training courses to be undertaken but rather a general recommended path signified by the pink line which becomes less strict as you start to specialise throughout your career.
Introduction
Effective Time Management
Vehicle Compliance
Merchant Operations
BMF Training Roadmap Merchant Sales
Advanced Sales Training for Sales Executives
Merchant Skills
Advanced Sales Training for Sales Executives
Social Media Workshop
Maximising Margin
Sales Training for Sales Representatives
Sales Negotiation Techniques
Increasing Sales on the Telephone
Digital Transformation of Builders Merchants
BMF Campus Bathroom Design with Sales & Customer Care Kitchen Design with Sales & Customer Care MOL Product Knowledge Warehouse & Yard Layout Safety (IOSH Certified) Principles of Merchandising Warehouse & Yard Layout Sales Negotiation Techniques Sales Training for Sales Representatives Measuring Building Quantities
and topical subjects. Courses can be run regionally or
Maximising Margin
Start by looking for current role level on the left hand side, whether you are an ‘Apprentice Merchant’ at the very beginning or some way through your career as a ‘Merchant Specialist’. Next, look to see which sector of merchanting is most relevant to you, along the top. For example if you are involved with sales, cross-reference this with your level and the box that is created will list all training courses that may be of use to you.
www.bmf.org.uk
Merchant Apprenticeship Training
Tailored programmes to suit company needs covering relevant
Customer Service Apprenticeship
FLEXIBLE LOCATIONS
Team Leading Apprenticeship
regulation and commercial development.
Warehouse & Storage Apprenticeship
through distance learning workbooks.
Customer Service Learning Programme
leaders offering easy access to suit you available online or
Customer Service Learning Programme
BMF Training options: product knowledge,
Business Administration Apprenticeship
A flexible way to learn and enhance skills with
Management Apprenticeship
For a full list of all our products visit:
As you progress through your career, you will be homing in on a different box which will show you the next group of courses that may be suitable for your progression.There are some course progression routes, for example ‘Finance for Non Finance Managers’ which allows you to progess to ‘BMF Diploma in Merchanting’.
High quality product training modules devised by industry
Apprentice Merchant
courses to progress your career.
Merchant Supplies - Timber Apprenticeship
From induction to senior management we have up-to-date
These courses are shown with
PRODUCT KNOWLEDGE
Builders Merchants Federation 1180 Elliott Court, Coventry Business Park Herald Avenue, Coventry CV5 6UB
NEW COURSES
www.bmf.org.uk
in-house, or at a BMF Regional Centre of Excellence.
Customer Care Learning Programme Health & Safety Learning Programme (IOSH Certified)
any time, any place, anywhere
Health & Safety Learning Programme (IOSH Certified)
Merchant and Supplier Training
Introduction
Your BMF Training Solutions Prospectus contains BMF’s longstanding and newly added and updated training courses portfolio, and is intended as an easy-to-use reference guide. BMF training courses are designed for both builders merchants and suppliers. They are taught by tutors expert in their subjects and can lead to nationally recognised qualifications. For simplicity the different categories of BMF Training Solutions are divided into eight sections:
MANAGEMENT DEVELOPMENT LEADERSHIP SALES INDUCTION & OPERATIONS APPRENTICESHIPS PRODUCT KNOWLEDGE TRANSPORT SPECIALIST
We can offer Distance Learning modules, and courses held at regional venues, or ‘In-Company’ – where we come to you. BMF In-Company Training Solutions also offers the flexibility of bespoke training. Bespoke courses give the member/customer the opportunity to represent the culture of the company concerned, and to include and give priority to agreed topics. Again, we can run this either at your premises or at a venue of your choice. This brochure contains a summary of all these schemes, with a template application form to request more information about a course. For any queries please call the BMF Training team on 02476 854980 or email: training@bmf.org.uk
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
1
Index
MANAGEMENT DEVELOPMENT The BMF Diploma in Merchanting BMF Foundation Degree in Merchanting BMF Postgraduate/Masters in Leadership and Strategy
5 7 9
LEADERSHIP Developing Leadership Skills for Supervisors 12 People Management Skills 13 Effective Time Management 14 Excellence in Business Writing 15 Driving Performance 16 Presentation Skills 17 ‘From Hello to Goodbye’ 18 LEAD 19 Staff Engagement and Retention 20 The Yard Foreman’s Toolkit 21 Talent Development Programme 22 Managing for Success 24 SALES Increasing Sales on the Telephone Maximising Margin Essential Sales Skills Sales Negotiation Techniques Sales Training for Sales Representatives Digital Transformation of the Builders Merchant Sector Social Media Workshop Search Engine Optimisation (SEO) Margin Development Programme
27 28 29 30 31 32 33 34 35
INDUCTION & OPERATIONS Induction to Customer Service in Builders Merchants Principles of Merchandising Managing and Controlling Stock Finance for Non Finance Managers Reducing Stock Loss and Shrinkage Warehouse and Yard Layout Warehouse and Yard Safety (IOSH Accredited) Rack Safety Awareness Training Quicker, Better Meetings Excellence in Customer Service Measuring Building Quantities Measuring Building Quantities – Plumbing & Heating
2
Book online at www.bmf.org.uk
37 38 39 40 41 42 43 44 45 46 47 48
Index
APPRENTICESHIPS Merchant Apprentice Training 50 Apprenticeship Training Agency (ATA) 52 Trade Supplier Standard 53 Warehouse Operative Standard 54 Customer Service 55 Team Leading 56 Warehousing and Storage 57 Business Administration 58 Management 59 PRODUCT KNOWLEDGE BMF Campus MOL (Manchester Open Learning)
61 62
TRANSPORT Driver CPC Training Transport Training for Non Transport Managers Vehicle Compliance Vehicle Productivity Digital Tachographs & Drivers’ Hours Vehicle Movement and Industrial Plant Equipment Training
65 66 67 68 69 70
SPECIALIST Kitchen Design with Sales and Customer Care Bathroom Design with Sales and Customer Care
72 73
RECORD AND APPLICATION FORM General Course Expression of Interest BMF Diploma in Merchanting Application Form Company Training Record
74 75 76
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
3
BMF training SOLUTIONS
Management Development CONTENTS
44
5
BMF Diploma in Merchanting
7
BMF Foundation Degree in Merchanting
9
BMF Postgraduate/Masters in Leadership and Strategy
Book online at www.bmf.org.uk
Management Development
The BMF Diploma in Merchanting Who would benefit?
Course overview
Managers and Trainee Managers in Builders Merchants, Distributors, Manufacturers and Suppliers who are looking for a thorough grounding in management skills to equip them for further progression.
The BMF Diploma in Merchanting is a management development programme which can lead on to a merchant specific Foundation Degree. It offers managers and trainee managers advanced leadership development training that is specifically tailored to the needs of the builders’ and timber merchant sector.
Course type Self-study modules and workshops
The programme of learning is designed to be studied on a part time basis. The content of the learning focuses on the skills, knowledge and attitudes needed to carry out the role of ‘front-line’ manager effectively within a merchant’s branch or office. High priority is given to ensuring that skills taught can have a direct benefit to the learner’s company.
Learning format
The BMF Diploma is designed to change the way managers think by.....
9 Module workshops & assessments
• Enhancing their ability to think both operationally and strategically (i.e. short-term and long-term)
Course duration
• Developing their ability to recognise good practice and how it can be applied to other people and situations - to the benefit of staff development and business procedures and performance
2-2.5 years
Further development opportunities • Foundation Degree in Merchanting
What do you get? Certificates of Completion Credits for further university course development
• Building their awareness of a 360 degree business perspective; to appreciate how good (or poor) working practices in one area will not only affect those directly involved but also other staff, customers and other stakeholders alike • Giving an understanding and recognition of how good management and leadership principles effect the overall performance of the business • Developing their ability to research, audit and investigate areas of performance for which they are responsible, to interpret their findings and plan and organise a response and to monitor the results of what they have put in place • Improving their ability to communicate and present information to staff, customers and other stakeholders and to do this to empower and motivate others to believe in or follow a particular course of action or idea • Enhancing their ability to use the key skills that are necessary for anyone in a leadership or management position to have. Skills such as speaking, listening, questioning, writing, self motivation, self organisation, reasoning and empathy.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
5
Management Development
The BMF Diploma in Merchanting continued... Course content
Objectives
The course covers the four key skills areas of Managing People, Managing Yourself, Managing Operations and Managing Resources. These are dealt with in nine individual Modules as follows:
• To equip the learner with the necessary skills, attitudes and knowledge to enable him/her to carry out a ‘front-line’ managerial role effectively within the building material & distribution sector
Managing People Module 1 Team Development Leadership Managing Change Managing the Sales Process Module 2 Manpower Planning and Recruitment Induction Training Training and Developing Individuals
• To enable the learner to apply such knowledge, skills and attitudes to real situations within the workplace • To enable the learner to develop and practise those skills needed to undertake the Diploma’s work-based programme of study successfully • To assess learners in a structured, systematic and consistent manner based on clear learning outcomes and assessment criteria, and regular and constructive feedback • To encourage and motivate the learner to enjoy the very positive experience of learning new skills.
Managing Yourself Module 3 Module 4
Self Motivation Time Management Stress Management Decision Making Negotiation Skills Communicating 1 to 1 Communicating with Groups Written Communication
Managing Operations Module 5 Module 6
Branch Management Conditions of Employment Health & Safety Branch Security Marketing the Branch Customer Service Quality Management Conditions of Trading
Managing Resources Module 7 Managing Stock Module 8 Managing Finance Module 9 Managing Information Managing Energy and Environmental Issues Managing Transport and Distribution Vehicles and the Law Module 0
IT Skills (optional)
www.bmf.org.uk 02476 854980 info@bmf.org.uk 6
Methods of learning • Self study notes covering the main knowledge, skills and attitudes content of the programme • A Workshop for each module that is designed to: – reinforce key areas of the knowledge, skills and attitudes content of the programme; – practise the process or transferable skills required to undertake the programme successfully; – support the learner in the successful completion of the assessments. • Written and non-written assessments designed to measure the learner’s understanding of the programme’s learning outcomes based on defined assessment criteria • Each module should normally be completed in two months with the full programme progressing over an 18 month period These elements are integral to the whole programme and are consistent throughout the nine modules.
National recognition All Diploma Assessments are marked against clear criteria laid out in the Diploma in Merchanting marking scheme. This means that learners gaining the Diploma will have a quality assured management and leadership qualification.
Book online at www.bmf.org.uk
Management Development BMF Foundation Degree in Merchanting Awarded by Birmingham City University
Course type
Course overview
Self-study modules and workshops
An opportunity for Managers in builders merchants and suppliers to progress to a university qualification.
Learning format
Birmingham City University will award the Foundation Degree in Integrated Professional Development (Merchanting).
Combination of workshop and self-study (with online)
Course duration 1 year
Further development opportunities Postgraduate Diploma / Masters
Fees N.B. We apply for BMTT funding annually to help partially subsidise the cost for merchant members.
Who would benefit? Students who have successfully achieved the BMF Diploma in Merchanting. This course is designed to offer Managers and Trainee Managers advanced leadership development, specifically tailored to the needs of the merchanting sector and of the learner’s own company.
What is a Foundation Degree? A Foundation Degree is the equivalent to the first two years of an Honours Degree and consists of academic study integrated with relevant work-based learning undertaken with your employer. A Foundation Degree can then lead on to an Honours Degree. Birmingham City University will award the certificate of Integrated Professional Development (Merchanting) to BMF Foundation Degree graduates.
What does the BMF Foundation Degree course contain? The BMF Diploma in Merchanting syllabus is the core of the BMF/BCU Foundation Degree. The syllabus is arranged around four key areas, Managing People, Managing Yourself, Managing Operations and Managing Resources. Successful completion of the Diploma counts towards the BMF/BCU Foundation Degree through a credit recognition agreement between BMF and Birmingham City University. The final part of the Foundation Degree curriculum will be in the form of a university work-based learning project where the learner will have the opportunity to reflect on what they have already learnt and how it could be implemented into their company.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
7
Management Development BMF Foundation Degree in Merchanting continued... Course type
Who is eligible to take the course?
Self-study modules and workshops
The Foundation Degree is open to employees of UK builders merchants companies who have completed the BMF Diploma in Merchanting course, successfully passing all of the nine modules.
Course duration 1 year
Further development opportunities • BMF Post Graduate Diploma • BMF Masters Degree
The BMF Foundation Degree was developed with the assistance of the Builders Merchants Training Trust and will provide a subsidy each year.
How difficult is it? Learners who have successfully completed the BMF Diploma will have demonstrated their ability to study at the necessary higher education level.
How long does it take? Having completed the BMF Diploma in Merchanting the Foundation Degree timetable envisages a further eight months to complete the course project.
“During the course of the BMF Postgraduate Diploma In Merchant Leadership & Strategy I have gained in depth business acumen through evaluating myself and improving business performance. It has enabled critical analysis within my own business whilst helping Merchants better understand their suppliers business. Throughout my studies I have received Respect and Recognition from customers, colleagues and the merchant Industry whilst also Increasing my awareness and appreciation for colleagues and their roles. With the enhanced knowledge learnt I am able to competently demonstrate and justify recommending change and improvements within my own company to positively benefit our bottom line and customer partnerships.” Samantha Hanks, National Key Account & Specification Manager, Cembrit UK
www.bmf.org.uk 02476 854980 info@bmf.org.uk 8
Book online at www.bmf.org.uk
Management Development
BMF Postgraduate/Masters in Leadership and Strategy Course type
Course overview
Self-study modules and workshops
If you are an experienced manager in either a Merchant or Supplier Member of the BMF, the new Postgraduate Diploma in Merchant Leadership & Strategy will be of interest to you.
Learning format Workshop and self-study
Further development opportunities • BMF Masters Degree
Fees N.B. We apply for BMTT funding annually to help partially subsidise the cost for merchant members.
The BMF is working with Birmingham City University who will run the course and award their Postgraduate Diploma in Merchant Leadership and Strategy to successful graduates. The course offers an advanced personal development qualification to senior managers who have a minimum of 5 years working experience in multi-site companies - but not necessarily with any degree level academic qualification. Credit is given to experience. There is a formal pre-selection procedure which requires a written submission and interview. Birmingham City University has wide experience of running similar courses for other industries and more particularly, for Jewson. The format is five modules including a final project, with a mixture of distance and workshop learning over a 12 month programme. The Postgraduate Diploma is separate and distinct from the BMF Diploma and Foundation Degree in Merchanting.
Objectives • The course is part-time over 12 months with 14 workshop days and self-study • Entry is either with a degree or by demonstrated management experience (minimum two years in a branch management role in merchanting/manufacturing sectors) • The entry process is by interview and assessed case study submission • The main location is Birmingham City University, City North Campus, B42 2SU.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
9
Management Development
BMF Postgraduate/Masters in Leadership and Strategy continued Entry requirements
Course content
The traditional requirement for entry onto postgraduate programmes is the holding of an undergraduate degree. Importantly the Postgraduate Diploma in Merchant Leadership and Strategy is also able to recognise your work experience.
Module 1: Strategy and Branding This module gives an understanding of the application of customer segments within multi-site companies to drive like-for-like sales. It will include a critical analysis of how company strategy should be aligned to local requirements with the use of portfolio analysis including matrices and issues as a basis for prioritising action.
Appropriate work experience is a minimum of five year’s in a merchant, distributor or manufacturing operation with two years in a managerial position. You will be working currently for a BMF member company. Evidence of your experience will include a brief description of the job roles and responsibilities that you have fulfilled in the past along with a list of relevant training programmes and events. In addition, a written assignment of approximately 1,500 words is required in response to a briefing with relevance to the building distribution sector. This is then assessed and forms the basis of an interview with a Birmingham City University academic to ensure that your depth of thinking and engagement is fully reviewed. An outline will be provided for guidance.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 10
Module 2: Leading Service and Change This module incorporates an understanding of how to lead change to optimise quality and service within the complexities of a multi-site company. This includes mental toughness, transformational leadership, effective change implementation and service leadership coaching. Module 3: Finance and Business Models This module incorporates the uses of financial operating data to gain insight into appropriate managerial actions that improve performance; including portfolio efficiency, revenue per customer hour and sales per square metre. Module 4: Operational Improvement and Innovation This module will incorporate a critical understanding of operational process design and changes to reduce costs, whilst optimising sales and service. It includes end-to-end operational process mapping, operational innovation and P&L impact assessment. Module 5: In-Company Project The module will result in the production of a 5,000 word ‘critical report’ containing costed and timed recommendations that address a current company issue. The projects will be sponsored and approved by senior management of the learner’s company.
The MSc stage The Postgraduate Diploma award is an interim step that can lead to a Masters Degree. Achieving the Masters qualification requires a further year of part-time study, resulting in the writing of a 15,000 word thesis. The thesis is a report on the findings of original research into a contemporary issue in the merchanting industry, including a comprehensive literature survey of the current body of knowledge. The face-to-face aspects of this programme cover research methods and progress is driven by the individual candidate supported by an academic supervisor.
Book online at www.bmf.org.uk
BMF training SOLUTIONS
Leadership CONTENTS
12
Developing Leadership Skills for Supervisors
18
‘From Hello to Goodbye’
13
People Management Skills
19
LEAD
14
Effective Time Management
20
Staff Engagement and Retention
15
Excellence in Business Writing
21
The Yard Foreman’s Toolkit
16
Driving Performance
22
Talent Development Programme
17
Presentations Skills
24
Managing for Success
Book online at www.bmf.org.uk
1111
Leadership
Developing Leadership Skills for Supervisors Course type
Course overview
Regional or in-company
This course is designed to introduce an individual into the world of supervision. It shows how to effectively gain results through the development and leadership of others, and how to make a positive transition into a significantly more responsible role within the business.
Learning format Classroom based
Course duration 3 days
Further development opportunities
Who would benefit? Newly promoted or soon to be promoted Supervisors who have a responsibility for staff. This could include: Yard Supervisor, Trade Counter Supervisor, Showroom Supervisor, Office Supervisor, Department Managers, Transport Supervisors and Trainee Managers or Supervisors.
• Driving Performance
Objectives
• Introduction to Management
• Understanding personal leadership style
• Diploma in Merchanting
• Explore different styles of leading others • Task management
What do you get? Certificate of Attendance
• Effective delegation • Communication awareness and strategic motivation • Building stronger teams • Discipline techniques.
Course content DDThe role of the Supervisor DDGetting tasks done DDLeading change DDMotivation of others DDTime management DD“SMART” objective setting DDLeadership styles DDBuilding the team DDImproving communication DDMaking decisions
www.bmf.org.uk 02476 854980 info@bmf.org.uk 12
DDPositive and critical feedback.
Book online at www.bmf.org.uk
Leadership
People Management Skills Course type
Course overview
Regional or in-company
This course focuses on the importance of the effective management of people within any business. It will equip Managers with the skills to professionally lead individuals or teams, whilst maintaining productivity and meeting company objectives.
Learning format Classroom based
Course duration 2 days
Further development opportunities • Introduction to Management • Driving Performance • Diploma in Merchanting
Who would benefit? Team Leaders, Supervisors and Managers that have a direct responsibility for managing people. This could include: Yard Foreman, Trade Counter Supervisor, Office Manager, Transport Manager, Showroom Manager, Assistant Manager and Manager.
Objectives • Develop and motivate individuals to realise their potential and enable them to contribute fully to the business • Develop and maintain the team so that it becomes a more effective work unit • Manage staff performance and discipline
What do you get? Certificate of Attendance
• Develop and improve verbal and non-verbal management communications.
Course content DDBuilding and leading teams DD Motivating staff DD Dealing with conflict DD Assertive communication DD Questioning, listening and feedback skills DD Delegation DD Managing discipline DD Recruitment and induction DD Setting objectives and targets DD Leading change DD Training staff and staff appraisal.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
13
Leadership
Effective Time Management Course type
Course overview
Regional or in-company
Time management skills are essential to your success. They enable you to become more effective by identifying and completing the activities that give you (and the business) the greatest return.
Learning format Classroom based
Course duration
The purpose of this course is to investigate the rationale underpinning time management principles, and to explore a number of practical techniques that will allow you to get more done with less effort.
1 day
Who would benefit?
Further development opportunities
Managers, Assistant Managers, Stock Control Managers,
• Diploma in Merchanting
Yard Supervisor/Foreman, Counter Supervisor, Showroom Manager/Supervisor and Transport Managers.
What do you get?
Objectives
Certificate of Attendance
• Identify a personal time management philosophy that will help you transform your working life • Handle interruptions, avoid procrastination, and prioritise your work more effectively
“This training has made their [the delegates] lives easier and has given them more of a work /life balance.” John Chamberlain, Operations Director Alloway Timber
• Complete key tasks on-time, through proper planning and delegation.
Course content DDThe importance of successful time management DD The nature of time and the key principles of time management DD Common time wasters (and what to do about them) DD Using a daily time log to record progress (and distractions) DD How to be both efficient and effective (including analysis of your key tasks and responsibilities) DD Achieving a satisfactory work-life balance DD Taking control of paperwork, the phone, and e-mail DD The do’s and don’ts of delegation (who’s got the Monkey?) DD Using Next Action Steps to progress larger tasks (or projects) DD Handling interruptions and procrastination
www.bmf.org.uk 02476 854980 info@bmf.org.uk 14
DDPrioritising work effectively (and the limitations of some methods) DDDeveloping your own personal time management ‘system’ that works for you.
Book online at www.bmf.org.uk
Leadership
Excellence in Business Writing Course type
Course overview
Regional or in-company
This course is designed to show how best to construct a full range of business correspondence. It will ensure total understanding of the way written communication should be produced and the pitfalls that arise from sub-standard correspondence.
Learning format Classroom based
Course duration 1 day
Who would benefit? Managers, Assistant Managers, Office Managers/Supervisors, anyone responsible for producing business related correspondence.
Further development opportunities
Objectives
• Presentation Skills
• Correct use of punctuation and grammar
• Aware of elements and structure • Proven effective techniques
What do you get? Certificate of Attendance
• The reader’s perception • The difference in writing styles and when to use them.
Course content DDConsidering your audience: what to consider and why it’s so important DDOverview of different writing styles (and when to use them) DD Review of different genre (e.g. e-mail, memos and letters) and how to approach them DD Aspects of good style DD Use of active and passive verbs and subject-verb agreement DD Sentence structure and effective paragraph writing DD Focusing on clarity and consistency (including tips for avoiding ambiguity) DD Dealing with spelling – some notorious words, word endings and homophones DD Editing and proof reading techniques DD Correct use of punctuation (including parentheses, apostrophe and quotation marks) DD Writing effective press releases
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DD Promotional writing, copywriting and writing for the digital media.
Book online at www.bmf.org.uk
15
Leadership
Driving Performance Course type
Course overview
Regional or in-company
This one day course provides you with the tools (including practical take away documents) to navigate a performance management process effectively whilst dealing with challenging issues such as sickness and disability.
Learning format Classroom based
Course duration 1 day
Further development opportunities • Diploma in Merchanting
What do you get? Certificate of Attendance
Who would benefit? Managers, Assistant Managers and Supervisors. Anyone with staff development as part of their responsibility.
Objectives • Practical take away documents including a performance management flowchart, capability policy and sickness absence policy (including the new Fit for Work scheme) • Confidence to tackle poor performance and avoid common pitfalls • Understanding how long you need to wait before you can dismiss • Identifying whether you need to follow a disciplinary or capability process • Reducing sickness absence rates: new tools for employers • Opportunity to “learn do and review” by progressing case studies in a safe environment.
Course content DD The causes of underperformance DD Performance management policies and implementation DD Setting clear objectives and avoiding festering failures DD Applying a capability (or disciplinary) procedure effectively DD Managing sickness absence effectively DD Dealing with disability.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 16
Book online at www.bmf.org.uk
Leadership
Presentation Skills Course type
Course overview
Regional or in-company
These days, the ability to present well has never been more important. Whether it’s presenting to colleagues, giving an important speech at conference or a product demo to customers, your ability to influence and express yourself clearly is a make-or-break skill.
Learning format Classroom based
Who would benefit? Course duration 1 day
Further development opportunities • Diploma in Merchanting • Excellence in Business Writing
What do you get? All delegates receive all of the slides, workbooks and other supporting material. Post-course support, via email and telephone can also be provided if required.
This workshop is suitable for those new to presenting and those who would like to brush-up on their skills. No prior knowledge is required. Suitable for those in supervisory and management positions from junior to mid-level seniority who have to: • Deliver Key Note Speeches • Make Presentations at conferences and events • Present at Boardroom level • Persuade and influence colleagues internally • Give sales presentations • Deliver information to clients.
Objectives Attend this workshop and you will: • Be more confident about presenting • Improve your delivery • Be able to deal with tricky questions • Build better relationships with people • Be more influential and persuasive • Enjoy presenting more.
Course Content DDAccepting the challenge DDPlanning and organising for both small and large groups DDBrainstorming for great ideas DDDoing your research and gathering content DDStructuring your presentation and picking a focus
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DDCreating your presentation
DDHow best to practice your presentation DDDeveloping your personal style DDEngaging with audiences and building rapport DDDealing with stress, anxiety and nerves DDImproving through evaluations DDBecoming a better presenter.
DDDesigning powerful visual aids DDWriting effective handouts
Book online at www.bmf.org.uk
17
Leadership
‘From Hello to Goodbye’ Programme type
Programme overview
In-company
Following initial discussion to confirm required outcomes, our industryspecific consultant will visit branches of your choice to determine the level of service that is being provided to your customers. This will often include identifying lost sales opportunities, and may involve looking at other areas of branch performance as requested.
Learning format Classroom and branch based
Programme duration Tailored to requirements to include initial branch visits followed by de-brief
Further development opportunities • Essential Sales Skills • Excellence in Customer Service • Bespoke Training Programme
“The tutor’s experience of our sector made him credible in their eyes and by mucking in with them for the day he was able to get a lot of valuable information from their perspective. He also gave us the benefit of a fresh pair of eyes on the customer’s experience from the moment they see our signage from the road.” Jane Wilkes, HR Manager - Challenge Fencing
A structured report will be issued and discussed with all stakeholders during a de-briefing highlighting areas in which improvements can be made, along with suggestions as to how these may be implemented. If required, we can assist with rolling out the improvements and agreed changes across the whole company culture, and this may lead to the delivery of a bespoke training package as a result.
Who would benefit? Any business that would like an honest and unbiased view of how well they are dealing with customers from an industry specialist.
Objectives This initiative is designed to help improve the customer experience in branches and therefore increase profits.
Programme content Designed with your specific needs in mind, this will often include elements of the following: DDFirst impressions and addressing your target market DDCustomer flow including signage DDCustomer engagement, including greeting and how they were served DDYard and shop layout and positioning of stock to increase profits DDMaximising the return from displays DDEffective communication to enable better customer service DDMissed sales opportunities DDHow complaints are handled
www.bmf.org.uk 02476 854980 info@bmf.org.uk 18
DDFeedback from your customers.
Book online at www.bmf.org.uk
Leadership
LEAD Course type
Course overview
Regional or in-company
The BMF have partnered with leadership and strategy development specialists, QuoLux, who work with you, the leader, to acquire the skills and confidence you need to become the best you can be, guiding you and enabling you to guide others.
Who would benefit? Owner/ managers, MDs and senior managers of small and medium sized enterprises.
Learning format Learning occurs through a range of formats including an Overnight Experiential, Masterclasses, Coaching, Action Learning Sets, Shadowing and Reflection days. Further support is also available online.
Course duration 10 months
What do you get? Delegates can have their learning on LEAD accredited and receive a Postgraduate Certificate in Personal and Professional Practice from a British University which can form the basis for a Diploma and Master’s Degree.
QuoLux know how hard life can be when you’re in charge of a business. It takes a special type of person to take on so much responsibility and develop the range of skills needed to make a company successful – a task that at times may seem impossible. Why should leaders struggle alone when they can gain from each other’s experience and knowledge? Our aim is to provide business leaders like you with the support you need to develop your skills.
Reasons to join LEAD What makes people like you come on LEAD? What delegates all had in common is that they wanted to be better LEADERS and grow their businesses. Here are the most common reasons why people come on LEAD. To be a better leader • How do I become a more effective leader? • Step back, see the bigger picture and enhance your leadership skills. 75% of leadership is learnt. To help grow my business • I am unsure on how to grow my business • I am experiencing difficulties in taking it to the next level • Find the time and space to take a strategic perspective, identify the opportunities and challenges that face your company and create practical solutions for growth. To learn new approaches & techniques • What approaches and techniques do I need to develop me and my business? • Exposure to tools, tips and techniques on how to increase the success of your business and how to positively affect interactions with your employees. To meet like-minded business people and share experiences • My business is different so how can anyone understand what I face? • Your problems can seem unique. Experience tells us otherwise.
www.bmf.org.uk 02476 854980 info@bmf.org.uk
Overcome any personal shortfalls and weak spots • How do I identify and prioritise my personal development needs? • Even the best leaders can develop themselves and their business.
Book online at www.bmf.org.uk
19
Leadership
Staff Engagement and Retention Course type
Course overview
Regional or in-company
The costs associated with having a high turnover of staff are considerable. This is both in financial terms, and in time and effort when having to replace and train new people after key members of staff have left the business. This is a common problem across the industry and this course has been specifically designed to help meet this challenge.
Learning format Classroom based
Course duration 2 days
What do you get? Certificate of Attendance
Further development opportunities • Driving Performance
Delegates will be asked to complete a Clarity 4D Personal Profile by completing an online questionnaire before attending the course. These Personal Profiles will then be used on the day to provide valuable insights when ensuring that team members are equipped and supported in the correct role within the business.
Who would benefit? This course deals with staff engagement on an individual, team and company level and therefore it is suitable for Company Directors, Senior Management and Branch Managers. It would also be suitable for the HR Professional who is considering ‘rolling out’ a Staff Engagement Programme across the business.
Course content DDWhat motivates people at work and the common factors which cause satisfaction and dissatisfaction DDMeasuring staff engagement utilising various methods of calculating, monitoring and tracking DDBuilding successful teams and providing advancement opportunities DDHow staff are both communicated with and motivated by management, and creating advancement opportunities DDMentoring and Role Modelling to ensure that talent is recognised and developed DDInterview skills and Appraisals and how to get the most from these formal processes DDDelegates are encouraged to consider what steps could be taken to improve levels of Staff Engagement, and therefore improve retention within their organisation and according to their individual needs.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 20
Book online at www.bmf.org.uk
Leadership
The Yard Foreman’s Toolkit Course type
Course overview
Regional or in-company
The Yard Foreman can be overlooked for formal training, but will often be one of the team members that would benefit most from external support. This individual will usually have been promoted because they were a hard worker, but this particular attribute alone is not enough to succeed when managing others.
Learning format Classroom based
2 days
The course is designed with the target audience in mind, who may well not be used to the classroom environment. Emphasis is placed less upon theory, and more upon relevant and practical examples of how to get the best from your team.
What do you get?
Who would benefit?
Certificate of Attendance
Yard Foremen, Yard Supervisors and Managers of external departments
Course duration
Objectives To provide delegates with practical assistance and support with the three main challenges facing them: The effective management of the yard area, the management of others and providing good customer service.
Course content DDThe role, and the difference between managing and leading teams DDLeadership Styles and how you are perceived by others DDTime Management – why some people seem to get more done than others and dealing with people who waste your time. DDSetting SMART objectives and realistic goals to ensure success DDUnderstanding how to motivate and interact with different types of people DDPerformance Management and the step-by-step approach, including when to seek input and advice from Branch Management DDWhat can and can’t be delegated and the difference between delegation and abdication DDProviding good customer service whilst managing yard operations.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
21
Leadership
Talent Development Programme
If you are looking to develop, motivate, inspire or evaluate your team then we can deliver the results. For team building that truly connects with what your people do in the workplace then working with the BMF and PGS Team is the perfect fit. We focus on delivering tools, techniques and results which are totally transferable back into the working environment. If you need to improve communication, productivity or creativity we can provide solutions through our trusted and proven specialism in leadership development using action learning and personal coaching.
Team Building Team building and teamwork are vital components for every successful business and we concentrate on making all of our programmes and the outputs truly transferable back into the workplace. We provide a wide range of team building programmes, leadership evaluation, assessment programmes and action learning packages each ranging from 2 hours to a lifetime!
The Benefits • Improved motivation • Improved communication • Heightened productivity
Leadership A lot of businesses and organisations concentrate their people development on product and technical knowledge and then in turn promote the people who are best at this into team leaders or management positions. We believe that each individual progressing into a leadership role should be given the best possible chance of success and that means a tailor made programme for personal development. We design talent pool evaluation, junior and senior team leader succession programmes for businesses of all shapes and sizes. Our focus is on helping leaders to be truly authentic and to build upon their personal strengths, ensuring that they maintain their own personal brand of integrity and thus the respect of their people. We deliver a comprehensive range of leadership modules that cover all aspects of being an effective leader. Just give us a call to find out more about how we can help you and your people to be the best that you can be.
• Speedier response to customer needs • Increases flexibility of structure • Enhanced product / service quality • More focused customer care • Engages empowerment • Reduced costs • Increased creativity / problem solving • Personal and team development • Engages shared responsibilities • Greater self-awareness - self directed • Better understanding of team colleagues.
Coaching Coaching has become one of the leading tools that successful people use to live extraordinary lives. Through regular coaching sessions, our clients identify what is most important to them and align their thoughts, words, and actions, accordingly. As your coach, we work with you to identify what you want, personally and professionally. We support you in achieving a business, and in some cases personal life, that you really want and will love.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 22
Book online at www.bmf.org.uk
Leadership
Talent Development Programme continued As Your Coach we will: Encourage you to set goals that you truly want. Ask you to do more than you may have done on your own. Help you to focus better in order to produce results more quickly. Provide you with the tools, support and structure to accomplish more. How is Coaching Different from Therapy or Consulting? Coaching is not therapy, which generally goes into depth about various issues, usually dealing with the past, nor is it consulting which generally results in giving the client answers. Coaching is more actionoriented and focuses primarily on the present and future. As your coach we enable you to determine your own “answers” through the work done in our coaching partnership.
What professional athlete hasn’t used a coach to win? Andy Murray is one of the best players in the World and has achieved the number 1 ranking, Olympic Gold with numerous Grand Slam victories and yet he understands the value that comes from having someone work directly with him, someone to point out things he can’t see, someone to keep encouraging and challenging him to achieve his greatest potential. That’s who we are for you. Coaching is like having a personal trainer for your business life!
Who Works with a Coach? Entrepreneurs, business owners, professionals, and people embarking on personal development or career transition are some of the people who typically work with a coach. Regardless of their professional endeavour or place in life, all of our clients have one thing in common: they are all successful, resourceful, and intelligent individuals who want to get even more out of their lives.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
23
Leadership
Managing for Success
Course type
Course overview
Regional or in-company
A three day regional management course or a choice of selecting the content to personalise an in-company course of between two and five days.
Learning format Classroom based
Maximum number of delegates 12
Course duration 3 days
What do you get? Certificate of Attendance
This course has been designed to be engaging and highly interactive. Emphasis is placed upon challenging perceptions whilst providing insights as to how to manage people more effectively. Practical skills and techniques are also examined with a view to increasing delegate’s confidence, particularly when dealing with difficult conversations. In turn this should lead to a change in behaviours upon return to the workplace and subsequent improvements in management style.
Key Results Develop and improve: • Personal effectiveness skills and attitudes • People management skills • Key skills in the major operations of branch and sales management
Further development opportunities
• Understanding of business finance and information management.
• People Management Skills
Content
• LEAD
The role of the manager
• BMF Diploma in Merchanting
An opportunity to discuss personal circumstances and boundaries of authority. Includes defining the role of the manager.
Who would benefit?
Leadership Styles and understanding others
• Newly promoted or soon to be managers • Branch managers • Assistant managers • Department managers • Trading managers
Theory ‘X’ and theory ‘Y’ and the resulting mindsets. An introduction to Character Type Recognition also provides an understanding of the four main character types, and their corresponding strengths and weaknesses. Motivation of others and building teams Leading on from the previous session, this includes assessing your team’s needs, and how to build strong teams by having the correct people in the right jobs. Includes modifying behaviour according to the type of person you are communicating with. Managing change
www.bmf.org.uk 02476 854980 info@bmf.org.uk 24
Leading change positively and the importance of doing so with courage and conviction.
Book online at www.bmf.org.uk
Leadership Managing for Success continued Course type
Performance management
Regional or in-company
The step by step approach to managing performance which includes the following:
Learning format Classroom based
- Improving communication Giving positive and critical feedback and exploring assertive, aggressive and passive styles of communication.
Maximum number of delegates
- Objective Setting Applying the SMART principle to ensure you get the best from your staff.
12
Course duration 3 days
What do you get? Certificate of Attendance
Further development opportunities • People Management Skills • LEAD • BMF Diploma in Merchanting
Who would benefit? • Newly promoted or soon to be managers • Branch managers • Assistant managers • Department managers • Trading managers
- Effective delegation What can and can’t be delegated and the difference between delegation and abdication. Delegates will be encouraged to discuss real scenarios and how it affects them. - Difficult conversations Why they should not be avoided and how to structure them to ensure the best outcome. Includes how to decide which leadership style is appropriate. This is often commented on by delegates as being one of the most productive and worthwhile parts of the course. - Appraisals The importance of conducting regular appraisals, common mistakes to avoid and how to make the a positive experience for all. - Recruiting staff Selecting candidates and planning and preparing for interviews. Using exploratory, specific and competency based questions to structure the interview process. - Time Management Why some seem to get more done than others, prioritising tasks and dealing with people who waste your time. - Managing customer expectations Looking at the delegate’s customer base, (some Head Office staff may be present), what motivates them and the best way to communicate with them to ensure co-operation.
What next? www.bmf.org.uk 02476 854980 info@bmf.org.uk
Delegates are encouraged to share what they have learned, and to commit to what they will do differently in the future using a Personal Development Planner.
Book online at www.bmf.org.uk
25
BMF training SOLUTIONS
Sales CONTENTS
2626
27
Increasing Sales on the Telephone
32
Digital Transformation of the Builders Merchant Sector
28
Maximising Margin
33
Social Media Workshop
29
Essential Sales Skills
34
Search Engine Optimisation (SEO)
30
Sales Negotiation Techniques
35
Margin Development Programme
31
Sales Training for Sales Representatives
Book online at www.bmf.org.uk
Sales
Increasing Sales on the Telephone Course type
Course overview
Regional or in-company
This course is designed to show delegates the best way to increase sales using telephone contact. It will allow delegates to identify telephone sales opportunities and how to turn them into profit.
Learning format Classroom based
Course duration
Who would benefit?
1 day
Any member of staff new to selling over the telephone, experienced staff looking for new ideas to increase their effectiveness.
Further development opportunities
Objectives
• Sales Training for Sales Representatives • Maximising Margin
• Maximising the advantages of using the phone • Being a seller not just an order taker • Using effective verbal communication skills
What do you get?
• E fficiently identifying customer needs and promoting quality features as benefits
Certificate of Attendance
• M aking an action plan to demonstrate what needs to be done differently.
Course content DDClosing the sale DD Techniques for generating a positive customer perception on the telephone DD Turning telephone enquiries into sales DD Questioning, listening and challenging skills DD Building rapport over the phone DD Demonstrating good company and product knowledge DD Understanding features and selling benefits DD Identifying customer needs to cross sell, upsell and increase an order DD Following up quotes
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DD Dealing with different types of customer.
Book online at www.bmf.org.uk
27
Sales
Maximising Margin Course type
Course overview
Regional or in-company
It is all too easy to discount to ensure you ‘Get the Business’, but would you get it anyway? How many of your staff are unaware of the implications of discounting the sale? Margin erosion is a key problem affecting the bottom line and with the pressures of the customer expecting discounts should be a key focus for the business.
Learning format Classroom based
Course duration
Who would benefit?
1 day
All staff that have face to face or telephone contact with customers. This could include: Counter Supervisor, Counter Staff, Sales Office Manager, Sales Office Staff and Managers and External Sales People wishing to tighten margin management.
Further development opportunities • Sales Negotiation Techniques
Objectives
• A dvanced Sales Training for Sales Executives
Maximise margin by:
What do you get?
• Understanding the costs and benefits of discounting
Certificate of Attendance
• Understanding the key elements that affect profit
• Understanding what your prices represent • Using good communication skills to identify customer needs • Using effective sales skills and being a seller, not just an order taker • M aking an action plan to demonstrate what needs to be done differently.
Course content DDUnderstanding margin, mark-up, gross profit and net profit DDKnowing when and where to discount DDUnderstanding price and quality DDUsing the services that the company provides to help make the sale DD Building rapport DD Questioning, listening and other verbal communication skills DD Body language and other non-verbal communication skills
www.bmf.org.uk 02476 854980 info@bmf.org.uk 28
DD Securing add-on sales DD Dealing with objections DD Demonstrating a good company and product knowledge.
Book online at www.bmf.org.uk
Sales
Essential Sales Skills Course type
Course overview
Regional or in-company
This engaging and interactive workshop explores the fundamental skills for internal sales staff that are essential in the modern marketplace.
Learning format Classroom based
Course duration 2 days
Further development opportunities • Sales Training for Representatives
What do you get? Certificate of Attendance
Elements of ‘Increasing Sales on the Telephone’ and ‘Maximising Margin’, both BMF courses in their own right, are included in this highly popular course.
Who would benefit? Any member of an internal sales team.
Objectives To help staff understand and deal with different types of customer, whilst being aware of their own character type and negotiation style. Increase confidence when negotiating and when handling difficult situations. Provide practical assistance in how to become a sales person and not just an order taker.
Course content DDWhat customers really want from their merchant of choice DD‘Pushing and Pulling’ – Reasons to say ‘No’ when asked for discount DDWhat your prices represent according to market reputation DDThe importance of the difference between ‘mark up’ and ‘margin’ DD‘The Perception of Value’ and why this is subjective DDCharacter Type Recognition and how to deal with different types of customer DDHandling objections and asking for the order DDFollowing up quotes DDVerbal and non-verbal communication skills DDDealing with complaints.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
29
Sales
Sales Negotiation Techniques Course type
Course overview
Regional or in-company
This course will develop the skills and knowledge needed to be an effective sales negotiator. It will help delegates develop a win-win situation with different types of customers in different situations.
Learning format Classroom based
Who would benefit?
Course duration
Sales Office Staff, Counter Staff, Sales Representatives, Telesales Staff.
1 day
Further development opportunities • Maximising Margin
Objectives • Successfully negotiate by identifying your objectives, desired outcomes and best and worst case scenarios • Successfully negotiate through high quality communication skills • S uccessfully negotiate by identifying and achieving a win-win situation with the customer
What do you get? Certificate of Attendance
• S uccessfully negotiate by fully understanding the process and steps of negotiation • S uccessfully negotiate by confidently dealing with tough negotiators and difficult situations • S uccessfully negotiate by making an action plan to demonstrate what needs to be done differently.
Course content DDRecognising the buying motive DD Verbal communication skills: questioning, listening, challenging DD Non-verbal communication skills: body language, relative position, mirroring DD Objective setting DD Creating a win-win situation DD The steps of negotiation: context, climate, exploring, bidding, problem-solving and clinching the deal DD Dealing with objections DD ‘Pushing’ and ‘Pulling’ DD Difficult negotiations.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 30
Book online at www.bmf.org.uk
Sales Sales Training for Sales Representatives Course type
Course overview
Regional or in-company
This in depth sales course will enhance the expertise used by existing sales representatives and provide new concepts and techniques to make the most of their sales visits. This will explore the requirements needed to ensure successful sales pitches and show how to engage your customer in your product lines and services.
Learning format Classroom based
Course duration
Who would benefit?
3 & 4 day format
Newly appointed or existing Representatives, Staff with remote face-to-face contact with buyers.
Further development opportunities
Objectives
• Maximising Margin
What do you get? Certificate of Attendance
• Understanding of ‘Marketing Concepts’ • Ability to qualify the sale • Maximising the bottom line • Finding and retaining customers • Time management skills • Pre-planning techniques to improve performance • Effective territory management • Developing business relationships.
Course content DDThe market concept DD Time management DD Role of the outside representative DD Market research DD Pre-sales preparation DD The sales interview DD Dealing with difficult situations DD Economics of a sales force DD Attributes of the professional sales person DD Sourcing customers DD Payment nudger
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DD Getting appointments DD Using sales aids DD The need for selling and maximising profits.
Book online at www.bmf.org.uk
31
Sales
Digital Transformation of the Builders Merchant Sector Course type
Objectives
Regional or in-company
• Creating multi-channel sales, fulfilment and customer service in the merchant sector
Learning format
• What are your competitors doing digitally?
Classroom based
- Digital success cases within a B2B market - Why companies have failed when they didn’t see digital as a priority
Course duration
New Ways of Working
1 day
• How can digital transform the Supply Chain & Operations? - Establishing continuous innovation
Further development opportunities
- Transforming operational processes - Empowering and enabling an agile workforce
• Social Media
Transforming People and Culture
• Search Engine Optimisation (SEO)
• Why it is important to establish a digital mind-set - Creating the mix of digital and traditional operational culture Driving Digital Transformation
What do you get? Certificate of Attendance
Course overview This one day course will look at and help you understand how best to digitally market your organisation to your customers.
• What is leadership’s role in driving and sponsoring digital transformation? - Setting priorities and key organisational messages - How to START….
Course content DDWhat is digital disruption and how is it impacting the economy? DDThe Complexity of the Merchant Market DDDigital success cases within a B2B market
Who would benefit? Marketing Mangers, IT Managers, Branch Managers, Business Owners & Directors.
DDCreating a Customer-Focused Strategy DDSuccess factors within B2B Digital DDDeveloping a Digital Strategy DDDriving Change DDHow to Start the Process… DDThe Leadership Challenge (Driving Digital Transformation).
www.bmf.org.uk 02476 854980 info@bmf.org.uk 32
Book online at www.bmf.org.uk
Sales
Social Media Workshop Course type
Course overview
Regional or in-company
In this up-to-date workshop, you will learn how social media is changing the relationship between businesses and their customers. You will be given an overview of how to plan and implement an effective Social Media Strategy for your organisation.
Learning format Classroom based
Course duration 1 day
Who would benefit? Marketing Mangers, IT Managers, Branch Managers, Business Owners & Directors.
Further development opportunities
Objectives
• Search Engine Optimisation (SEO)
• Discovering what people want
• Digital Transformation of the Builders Merchant
• Tools and techniques to produce professional material
What do you get? Certificate of Attendance
Creating Engaging Content • Quick ways to create content
Social Selling • Generating leads on Social Media • How to approach prospects • Social Media advertising best practice Measurement and Tracking • Discover what people are saying about you online • Analysis and measurement tools • Making an Action Plan.
Course content Social Media Landscape DDWhere we are now DDLatest Trends and developments DDYour Social Media Objectives and KPIs Growing Your Audience DDAudience profiling DDTechniques to learn about customer needs.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
33
Sales
Search Engine Optimisation (SEO) Course type
Course overview
Regional or in-company
Having a website that can be found via search engines like Google can be hugely beneficial, but simply having a website presence isn’t enough. This one day interactive workshop provides attendees with clear guidance on how and what their website needs to be doing online to generate enquiries and business. Whether you are looking to generate enquiries or sell online via e-commerce this workshop is hugely valuable to attend.
Course duration 1 day
Further development opportunities •
Social Media Workshop
•
Digital Transformation of the Builders Merchant
What do you get? Certificate of Attendance
Who would benefit? This workshop has been designed for merchants and suppliers who want to learn more about the online world. Whether they have an existing website and want it to be generating more business or they are about to start the process of having a website built to attract new business this workshop caters well for both. We would recommend business owners, marketing managers and directors to attend.
Course content This one day interactive workshop will help you understand Search Engine Optimisation and getting listed higher up on search engines like Google. After attending this workshop attendees will have a clear understanding of: DDSearch Engine Optimisation and the process behind it DDCreating solid foundations - a blue print template in ensuring your website can be found DDHow to find out what people are typing in to search engines DDOptimisation - How Google decides which websites to place in its results - How to optimise a website page to appear high up in the Google results - How to ensure your website optimisation is targeted to local markets (if relevant) DDActions that you need to carry out to help your website to be found online
www.bmf.org.uk 02476 854980 info@bmf.org.uk 34
DDMeasuring the results – tools, tricks and tips to know how to measure the time and effort you invest in to your website optimisation.
Book online at www.bmf.org.uk
Sales
Margin Development Programme Programme type
Programme overview
In-company
The BMF offer a popular stand-alone ‘Maximising Margin’ training course which may well result in an improvement of margin upon return to the workplace. However, to ensure that changes in behaviour are ‘driven home’ and applied, a change of culture within the branches and the business as a whole is often required.
Learning format Classroom based reinforced at branch level by management
Programme duration 1 day course with additional tactical support as required
Further development opportunities
Proven margin improvement has been witnessed when a training programme is delivered that includes all sales staff, including Branch Managers and Senior Management. This programme is tailored to suit the members’ individual needs and may involve a number of phases. This would involve examining current practices and delivering training for the staff, whilst providing practical advice regarding any potential staff incentives. Further support can be provided to ensure that the majority of staff fully embrace the ideology and concept of the programme.
•
Essential Sales Skills
Who would benefit?
•
Sales Training for Representatives
Any member of an internal sales team, Branch Managers and Senior Management.
What do you get? Certificate of Attendance
Objectives To challenge habitual discounting and an individuals view of the term ‘expensive’. To prove that discounting prices is often completely avoidable, and that the cost price of an item bears little or no relation to the selling price. Provide staff with the confidence and skills to ‘stand firm’ and deliver appropriate resistance when under margin pressure, and therefore to stop encouraging the customer to ask for discounts.
Programme content DDWhat customers really want from their merchant of choice DDWhat your prices represent according to market reputation DDThe importance of the difference between ‘mark up’ and ‘margin’ DD‘The Perception of Value’ and why this is subjective DDExamining parts of the pricing structure within the business DD‘Pushing and Pulling’ – Reasons to say ‘No’ when asked for discount DDHow to stop encouraging customers to ask for a discount
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DDThe customers negotiating position and your negotiation style DDCharacter Type Recognition and how to deal with different types of customer DDVerbal and non-verbal communication skills.
Book online at www.bmf.org.uk
35
BMF training SOLUTIONS
Induction & Operations CONTENTS
3636
37
Induction to Customer Service in Builders Merchants
43
Warehouse and Yard Safety (IOSH) Accredited
38
Principles of Merchandising
44
Rack Safety Awareness Training
39
Managing and Controlling Stock
45
Quicker, Better Meetings
40
Finance for Non Finance Managers
46
Excellence in Customer Service
41
Reducing Stock Loss and Shrinkage
47
Measuring Building Quantities
42
Warehouse and Yard Layout
48
Measuring Building Quantities - Plumbing & Heating
Book online at www.bmf.org.uk
Induction & Operations
Induction to Customer Service in Builders Merchants Course type
Course overview
Distance learning books
This is a Distance Learning Programme that includes a Course book and a Task book in which learners record their answers to the set questions. The benefit of this type of learning is that it can be done at a pace and at times to suit the learner. It will explain and help understand what exactly customer care is especially as seen through the eyes of customers themselves. It will also demonstrate the importance of good, clear and honest communication between customers and those people representing the business. Finally it establishes the key skills of delivering effective customer care for the benefit of the customers and the business itself.
Learning format Distance learning books
Course duration 20 hours
Further development opportunities • Excellence in Customer Service
What do you get? Certificate of Attendance
Who would benefit? The programme is designed to be of benefit to anyone with direct contact with customers, face to face or over the telephone be they yard, counter or sales office staff.
Objectives • Understand customer perceptions • Identify the components of excellent customer service • Develop service level standards
DESIGNED TO BE PART OF AN INDUCTION TRAINING PROCESS. WORKBOOKS COME WITH A MARKING SCHEME FOR MANAGERS.
• Understand profit and margins • Show the effects of discount • Demonstrate how to increase the value of an order.
Course book content There are three chapters and each chapter has three sections. Each chapter is set out in the same way. There is a separate Task book in which you will be able to answer questions based on the contents of the Course book. 1. Customer Care DDThe Customer DDWhat the Customer Thinks DDCaring for the Customer 2. Communication and Customer Care DDGood Communication DDSeeking Customer Feedback DDCommunication Skills
www.bmf.org.uk 02476 854980 info@bmf.org.uk
3. Delivering Quality in Customer Care DDMeeting Customer Needs DDDealing with Unhappy Customers DDPolicies, Procedures and Standards.
Book online at www.bmf.org.uk
37
Induction & Operations
Principles of Merchandising Course type
Course overview
Regional or in-company
This course will provide the retailing skill of making product displays attractive to customers. It will create the visual desire to increase your customers’ interest, thus increasing awareness and, inevitably, sales.
Learning format Classroom based
Who would benefit?
Course duration
Trade Counter Supervisor, Trade Counter Assistants, Office Staff, Assistant Manager and any member of staff with a display responsibility.
1 day
Further development opportunities • Customer Service in Builders Merchants • Sales Negotiation Techniques
What do you get? Certificate of Attendance
Objectives • Understand the benefits of a properly laid out showroom • Develop customer profiles • Merchandising methods • Manage effective promotions • Make suggestions for improving layout • Accurately identify customer needs • U nderstanding individual buying motives and how this affects product requirement and benefits selling • Effectively demonstrate products • Demonstrate the best methods for closing a sale.
Course content DDIndividual objectives DDThe objectives of merchandising DD Promotional periods DD Positioning stock DD Finding customer needs DD Effective layout DD Principles of effective merchandising DD Managing promotions DD Security and stores layout DD Asking questions and listening.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 38
Book online at www.bmf.org.uk
Induction & Operations
Managing and Controlling Stock Course type
Course overview
Regional or in-company
Classroom based
Managing stock levels is the key to any merchant/supply business. This 2-day course will show how to maintain the required stock level, therefore leading to accurate stock takes, ensuring you are complying with the HSE and having a positive influence on overall customer service.
Course duration
Who would benefit?
1 day
Assistant Managers, Branch Managers, Stock Control Managers, Yard Supervisor/Foreman and Managers with an interest in Stock Management.
Learning format
Further development opportunities • Reducing Stock Loss & Shrinkage • Warehouse & Yard Layout
What do you get? Certificate of Attendance
Objectives • Understand how stock can affect the profitability and service levels in an organisation • D efine the roles and responsibilities of a Stock Manager/Stock Controller • U nderstand the principles of forecasting, planning and controlling stock • Demonstrate effective objective setting in stock control management • C arry out effective communications regarding stock issues with suppliers, sales staff and customers • Demonstrate appropriate stock control management techniques.
Course content DD The importance of effective stock management and role of the Stock Manager/Controller DD Setting objectives and targets in stock control management DD Understanding stockturn and its effect on profitability DD Forecasting and planning stock DD Managing demand and supply DD Safety stocks and setting stock levels DD Managing the risks and costs of holding stock
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DD Simultaneously meeting customer needs and minimising stockholding.
Book online at www.bmf.org.uk
39
Induction & Operations
Finance for Non Finance Managers Course type
Course overview
Regional or in-company
This course is designed to give a basic but informative overview of the finance side of a business, specifically for those not directly involved in the day-to-day function of financial management. This course is a must for anyone with the need to fully understand financial reports.
Learning format Classroom based
Who would benefit? Course duration 1 day
Further development opportunities • Diploma in Merchanting
What do you get? Certificate of Attendance
Proprietors and managers that want to gain a better understanding of financial issues and implications of their day-to-day decisions.
Objectives • Improved understanding of financial principles and terminology • Be able to interpret management accounts • Understand the importance of key performance indicators (KPIs) • Understand how to agree and maintain budgets • Develop an overview of business finance concepts • Identify critical areas that affect working capital and profitability.
Course content DDImportance of flow and finance in business DDIllustrate the basic concepts of finance by demonstrating the setting up of a simple business, e.g. a used car dealership DDLook at and understand the main financial statements:
- P&L
- Balance Sheet
- Cash Flow
DDHave a look at sample financial statements (ideally from BMF world) DDCard exercise – position the items in correct statements DDUnderstand the importance of profitability and margins DDLook at a typical business cycle and explain basic financial terminology DDExplore the concept of working capital DDExplain why cash in a business is so important DDBudgeting
www.bmf.org.uk 02476 854980 info@bmf.org.uk 40
- What is budgeting?
- Why businesses budget?
Key Performance Indicators for a typical BMF business.
Book online at www.bmf.org.uk
Induction & Operations
Reducing Stock Loss and Shrinkage Course type
Course overview
Regional or in-company
This effective course will show how to maintain a high level of security, keeping loss and shrinkage to a minimum. It will cover precautions and everyday measures to ensure safety and security. This will suggest solutions for each individual problem area.
Learning format Classroom based
Course duration 1 day
Who would benefit? Anyone responsible for the safety and security within a premises, Stock Managers/Supervisors, Security Staff.
Further development opportunities
Objectives
• Maximising Margin
• Assess areas at risk
• Managing & Controlling Stock
• Proactive/reactive management
• Awareness of general security within a branch
• Cost-effective ways of improving security
What do you get? Certificate of Attendance
• Look at systems and procedures • Threat of terrorist attack – staff vetting, perimeter and vehicle security.
Course content DDDealing with customer/staff theft DDUnderstanding and applying the law DDLoss prevention DDVetting DDRight of search DDStaff purchases DDInvestigation by management/specialists.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
41
Induction & Operations
Warehouse and Yard Layout Course type
Course overview
Regional or in-company
Classroom based
This practical programme will give the knowledge and understanding needed to develop a warehouse layout that will operate safely, efficiently and economically, so as to add contribution to the overall profitability of the organisation. Each area covered in the workshop will conclude with plans of action to help with implementation on the job.
Course duration
Who would benefit?
1 day
Managers, Assistant Managers and Yard Supervisors.
Further development opportunities
Objectives
• Principles of Merchandising
• Understand how to plan to make the best use of space available
• ‘From Hello to Goodbye’
• Be able to build in appropriate fixtures and fittings
Learning format
• By the end of the workshop the delegates will;
• Identify the most efficient operating practice • Develop a safe working environment • Be able to maintain security • Demonstrate how to minimise damage.
Course content DDEfficient space planning and utilisation DDFixtures and fittings DDBest practice for warehousing DD Building in safety DD Routine maintenance and checks DD Stock and order levels DD Stock rotation and sequencing DD Goods in and out DD Security DD Leakage and shrinkage DD Damage prevention DD Order picking
www.bmf.org.uk 02476 854980 info@bmf.org.uk 42
DD Action plans.
Book online at www.bmf.org.uk
Induction & Operations
Warehouse and Yard Safety (IOSH Accredited) Course type
Course overview
Regional or in-company
The course is deliberately designed to be interactive and engaging with lots of opportunity for participation through games and practical exercises designed to leave merchant staff with the right skills to hit the ground running!
Learning format Classroom based
Course duration
Who would benefit? Managers, Assistant Managers and Yard Supervisors.
1 day
Further development opportunities • Health & Safety MOL Workbook
Objectives • Reassurance that you are delegating yard management to staff suitably trained in the safety measures required in a busy yard • Peace of mind that you are delegating responsibility in line with corporate manslaughter duties • Improve your yard safety for staff and customers
What do you get? IOSH Certificate
• Reduce your accident rate • Impress your health and safety inspector • Impress your insurance company • Practical workbook to take away as a merchant-specific safety reference guide.
Course content DDSafety law and application in a merchant setting DDResponsibilities and your role in monitoring safety DDRisk assessment DDIdentification of merchant specific hazards, including workplace transport, racking, mill machinery, work at height, noise and more DDPractical control measures to reduce risk.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
43
Induction & Operations
Rack Safety Awareness Training Course type
Course overview
Regional or in-company
Rack damage could result in a collapse if allowed to accumulate. The risk of collapse can be minimised by regular damage inspection and reporting followed by prompt repair.
Course duration 1 day
Internal weekly/monthly damage assessments can be carried out by suitably trained employees working to a formal inspection programme.
What do you get?
Delivered by a SEMA approved instructor, these seminars are designed to empower your staff to carry out in-house checks.
Certificate of Attendance Hard copy racking guide Identity card of course completion
Who would benefit? Warehouse/Yard Managers, Health & Safety Managers, Warehouse Supervisors, FLT drivers etc.
Course content DDDamage assessment DDDamage causes and effects DDDamage reduction/prevention DDResponsibilities - corporate & individual DDLegal responsibilities DDFork truck/Racking interface etc.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 44
Book online at www.bmf.org.uk
Induction & Operations
Quicker, Better Meetings Course type
Course overview
In-company
‘More meetings!’ Many people see meetings as a waste of time: No clear agenda or objectives, people who dominate, no real actions decided, overrunning time…..sound familiar?
Learning format Classroom based
Course duration 1 day
Further development opportunities • Driving Performance
What do you get? Certificate of Attendance
This training course is designed to help a chairperson organise the meeting well, and lead it with confidence so that the best outcomes can be achieved in the shortest time.
Who would benefit? Anyone who has to lead a meeting.
Objectives By the end of this one day training session, participants will have learnt techniques to manage a meeting effectively, and should be able to take the lead in this situation with self-confidence and authority.
Course content DDBeing clear on the reasons for holding the meeting in the first instance DDHow to set and agree ‘Terms of Reference’ DDUnderstand how to encourage a common purpose in the meeting membership DDKnow how to work successfully with the minute taker for the meeting DDPlanning and structuring the meeting to ensure it stays on time DDAn opportunity for delegates to ‘chair’ certain discussion topics should they wish to do so. This allows people to put in to practice what they have learnt and provides invaluable experience. It also allows opportunities for all to feedback to, and learn from each other.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
45
Induction & Operations
Excellence in Customer Service Course type
Course overview
Regional or in-company
This course is designed to provide delegates with a view from the perspective of the customer. Various ways of improving levels of customer service are examined, and delegates are provided with an opportunity to express views as to how both they and the company they work for can improve.
Learning format Classroom based
Course duration 1 day
Who would benefit?
Further development opportunities
Any member of the team who has regular direct contact with customers. This includes Branch Management, Counter Sales, Internal Sales, Yard Operatives and Drivers. Course content will be tailored to suit the target audience.
• Sales Training for Representatives • Increasing Sales on the Telephone • Maximising Margin
What do you get? Certificate of Attendance
“This was a crucial course at a crucial time for the development of the business. The whole team was left inspired, myself included, and everyone without exception enjoyed and benefited from the training. We had to change the culture and mind-set to become pro-active. I will not hesitate to contact BMF when we need more assistance”
Objectives Engage staff in the process of improving service levels throughout the business. To understand the customer and themselves better, and to consider the impact they have upon the business in their role.
Course content DDWhat defines good and bad customer service and how delegates like to be treated DD‘How good are we?’ – Examining current levels of service DD‘What’s holding us back?’ – Barriers to improving the customer experience DDUnderstanding and dealing with different types of customer DDThe differences between Trade and Retail customers and how they need to be approached DDIndividual Negotiation Styles and how this affects the customer DDVerbal and non-verbal communication skills DDDealing with complaints and difficult situations.
Paul N Rogers, Managing Director - Norman Piette (Guernsey)
www.bmf.org.uk 02476 854980 info@bmf.org.uk 46
Book online at www.bmf.org.uk
Induction & Operations
Measuring Building Quantities Course type
Course overview
Regional or in-company
This practical and specialist course introduces delegates to the skill of ‘taking off’ of materials from standard drawings. It is highly practical and will enhance basic skills as well as improve competencies of delegates.
Learning format Practical classroom based
Who would benefit?
Course duration
Anyone with the requirement to ‘take off’ materials from standard drawings or wanting to refresh their knowledge.
1 day
Further development opportunities • Plumbing & Heating specific Measuring Quantities
What do you get? Certificate of Attendance
Objectives • Demonstrate knowledge of drawings • How to follow the rational construction process • How to ‘take off’ materials from basic drawings.
Course content DD General introduction DD Approximate estimates including liner meterage DD Volumes DD Sub structure DD Spoil DD Brickwork and blockwork DD Sand and cement DD Frames DD Felt and tiles DD Board materials and finishings DD Scales and projections DD Square areas DD Items DD Groundwork/excavation DD Concrete works DD Drainage superstructure DD Insulation
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DD Roof timbers DD Above ground drainage.
Book online at www.bmf.org.uk
47
Induction & Operations
Measuring Building Quantities – Plumbing & Heating Course type
Course overview
Regional or in-company
Hands-on training that combines both product knowledge and specialist sales training to help merchant staff to develop an underpinning knowledge that will really help to boost sales.
Learning format Classroom based
Course duration 1 day
Further development opportunities • Measuring Building Quantities
What do you get? Certificate of Attendance Potential for BTEC certification
The focus is on learning through experience; delegates spend 60% of their time undertaking plumbing tasks and sales exercises. This highly practical approach is designed to give them direct experience of using all the products required for particular jobs, making it easier for them to put a complete package together for their customers.
Who would benefit? Anyone with the requirement to ‘take off’ materials from standard drawings or wanting to refresh their knowledge in the Plumbing and Heating range.
Course content DDThe courses are ideally run for a particular merchant at their premises, which means they will focus on the product ranges stocked by that company. DDThe merchant can either book an individual workshop or combine several to provide a progressional learning programme with BTEC certification. DDAll the workshops follow typical customer jobs. The delegates work together in teams to compare and determine the main products required by the customer, to identify the potential add-on sales, and to learn how to install the products themselves. There are separate plumbing and heating workshops for: • Copper and plastic tube and fittings • Heating systems • Waste and soil pipe and fittings • Bathroom products and showers • Tiles and tiling accessories • Rainwater goods and drainage.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 48
Each workshop covers: • The product range delegates are selling • How and where their customers use these products • Design and installation • Types, grades, finishes and sizes offered • Gaining add on sales. The workshop finishes with a test so that delegates can assess their new knowledge, sales and service skills.
Book online at www.bmf.org.uk
BMF training SOLUTIONS
Apprenticeships CONTENTS
50
Merchant Apprentice Training
57
Warehouse and Storage
53
Trade Supplier Standard
58
Business Administration
54
Warehouse Operative Standard
59
Management
55
Customer Service
56
Team Leading
Book online at www.bmf.org.uk
4949
Apprenticeships
Merchant Apprentice Training Apprenticeships overview – BMF Apprenticeships Plus The BMF Apprenticeships Plus Service is recognised as a most effective and cost efficient way to train members of your workforce, management team and even directors. This initiative is a tried and tested way to recruit new staff, re-train or upskill existing staff and retain valued members of your team through tailored work-based training programmes. BMF Apprenticeships lead to nationally recognised qualifications. Merchants can utilise the BMF Apprenticeship Scheme to access funding for at least 90% of the cost of the training in England, with further availability of funding in Scotland and Wales and Northern Ireland. The minimum duration of an entry level BMF Apprenticeship is 12 months, depending on the job role and the qualification. Some of the favoured qualifications for merchants include: • Trade Supplier (written and tailored by BMF Members and others to mirror precisely the merchant role) • Customer Service • Team Leading • Warehousing and Storage • Business Administration • Management.
Whilst the BMF Apprenticeship initiative provides funded and co-funded qualifications from entry level 2 through higher levels, foundation degrees, full degrees and even post graduate and masters levels the majority uptake is through the two entry level apprenticeship grades:
Intermediate Level Apprenticeships Apprentices work towards an entry level 2 qualification (equivalent to 5 GCSE’s at A-C) which involves tailored learning with BMF appointed experienced and industry competent training providers across every area of the UK. Achievement in England is measured through final exam style assessments, again delivered by specialist BMF approved assessors. Achievement in Scotland, Wales and Northern Ireland follows more of a continuous assessment format. New entrants or existing employees will often commence or progress to higher level apprenticeships.
Advanced Level Apprenticeships Apprentices may work towards a Level 3 qualification. The more commonly chosen advanced level funded and co-funded qualifications include wholesaling, management, IT, logistics, finance, sales and procurement, but there are many more to choose from by simply asking your BMF advisor. Progression from an advanced level apprenticeship could include a funded qualification at Level 4 or the BMF Diploma in Merchanting.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 50
As BMF Apprenticeships are work-based training programmes, most of the training is ‘on the job’. You must give your apprentices an induction into their role and provide on-the-job training. You are also responsible for paying your apprentices’ wages; for a minimum of 30 hours per week for the duration of the Apprenticeship; and providing training support.
Book online at www.bmf.org.uk
Apprenticeships
Merchant Apprentice Training continued... The BMF Apprenticeships Plus programme is managed by the BMF through a consortium of the best providers in the UK and with particular expertise in the merchanting sector. All BMF provision is delivered by providers graded by OFSTED as good or outstanding. BMF Apprenticeships Plus will work with you, the employer, to: • Help you decide which Apprenticeship is right for your business and your apprentice • Explain the way that Apprenticeships work and source funding for a minimum of 90% of the cost. (please note that engagement of an apprentice at 16-18 years old (up to 24 years old in certain circumstances) will enable you to claim an employment grant of £1,000, which will greatly exceed the maximum 10% employer contribution • Agree a training plan with you and your apprentice • Help you recruit an apprentice or support your existing staff into Apprenticeships • Manage the training, evaluation and end point assessments • Ensure that national quality standards are met and deliver integrated, coherent training. BMF Apprenticeships Plus will ensure that builders’ merchants will benefit to the fullest extent from government funding targeted at apprentice training. The size of the contribution is a maximum of 10% of the course cost spread over the length of the course (typically £25 to £40 a month over a 12 to 15 month term). Training is free to employers with less than 50 employees for apprentices aged 16-18 years old. Employment grants of £1,000 are claimed for all apprentices aged under 19 and for others with care or learning needs up to 24 years old.
At the time of going to press, the apprentice minimum wage for 16 to 18 year olds is £3.50 per hour and applies to working time and time spent training, albeit this rate increases annually. The rate increases incrementally with age. Employers are free to pay above the new wage and many do so due to regional employment pressures or simply in order to encourage the best possible candidate. If an existing employee is on a higher wage when commencing their apprenticeship, the employer must continue to pay that for the remainder of the training or until the apprentice becomes eligible for the full national minimum wage. Apprenticeships are subject to eligibility and funding rules, which are different for each country in the UK. In all cases, please contact by phone or email BMF Apprenticeships Plus for information.
Apprenticeship Levy The Apprenticeship Levy will require all employers operating in the UK either stand alone or in a group, with a pay bill over £3 million each year, to make an investment into a digital apprenticeships account, currently being set at 0.5% of your annual pay bill. The levy charge is collected monthly through your PAYE/NI Scheme into your digital account and supplemented by government contribution of a further 10% of the sum paid. The aim of the Apprenticeship Levy is to transfer the focus of training onto employers needs so as to improve the quantity of apprenticeships in England and enable employees across the workforce, from entry level 2 to post graduate level, to access tailored training to benefit the employer’s business. If not used within 24 months of payment your contributions to the levy will be lost. The Levy came into effect in April 2017. Please contact the BMF for more details on the levy and how it may affect your business on 02476 854980.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
51
Apprenticeships
Apprenticeship Training Agency (ATA) As we enter a new era of training and upskilling, BMF Apprenticeships Plus has been formed to offer a unique approach to the recruitment and management of apprentices. This newly created initiative is specifically designed and regulated to support both large and small members who wish to take advantage of the many benefits of an apprentice. Having taken extensive advice and undertaken wide ranging research it is widely reported, across all industries, that employers wish to engage with the far reaching and positive opportunities available through the apprenticeship reforms but do not wish to struggle with the complexities, risks and recruitment and management costs inherent in the new processes. By acting on behalf of members in the recruitment processes, employment, contracts of employment, HR, payroll, sourcing and contracting with training providers and funding agencies; BMF Apprenticeships Plus will enable all members to get the very best out of apprenticeships. The distinctive feature of the Apprenticeship Training Agency (ATA) model is that it is BMF Apprenticeships Plus who acts as the apprentice employer and who places them with the ‘host’ member employer. The member employer pays BMF Apprenticeships Plus a small fee for the apprentices’ services; this fee being based on the wage agreed with the host and the BMF Apprenticeships Plus management fee. The BMF Apprenticeships Plus model offers other benefits for members. These include; • Recruitment and ongoing support – finding the right apprentice to meet the employers’ needs • Responsibility for the wages, tax, National Insurance as well as administration and performance management. • Legal and Human Resource skills to ensure that the member host employer can be confident that all compliance matters are fully covered. • Supervision of the apprentice during the Apprenticeship period • Sourcing and contracting with approved training
www.bmf.org.uk 02476 854980 info@bmf.org.uk 52
providers and support to both the apprentice and host member employer throughout the Apprenticeship. Also, key is the flexibility BMF Apprenticeships Plus can offer both to the member employer and to the apprentice. If circumstances change BMF Apprenticeships Plus will aim to find alternative and appropriate employment for the apprentice giving them the reassurance that they can continue their Apprenticeship, whilst ensuring that our members know they have this option. BMF Apprenticeships Plus is not a temporary worker business but rather a means to offer real flexibility in the delivery of a high-quality Apprenticeship. For the young person or new entrant into our industry BMF Apprenticeships Plus gives another route into an Apprenticeship supported by a full employment contract and apprenticeship agreement which can offer them the opportunity to train and be recognised as proficient across the range of skills that our members need as well as providing increased security around the continuation of their Apprenticeship. By acting on your behalf the BMF Apprenticeships Plus model has been developed to contribute to the success of Apprenticeships by giving access for all our members and to bring into the industry and upskill a greater number of young people. One final and very important additional service is aimed to benefit you and your existing employees. By utilising the vastly experienced and skilled BMF Apprenticeships Plus team we can advise and source training providers for existing employees to upskill and achieve their potential for the benefit of themselves and all our member employers. From 1st May 2017, the explosion in opportunities to train and gain superb qualifications across all age ranges and all disciplines from trade counter, warehouse, delivery to management, accounting, sales and procurement are within the reach of every member for a fraction of the cost to date. Members access the benefits of BMF Apprenticeships Plus by simply contacting BMF Training on 02476 854980 or info@bmf.org.uk with an expression of interest and the process will begin.
Book online at www.bmf.org.uk
Apprenticeships
Trade Supplier Standard Course type
Trade Supplier Apprenticeship overview
In role learning with 20% off the job training.
This apprenticeship is written by the BMF members and other merchanting organisations and is ideal for staff working in a business to business trade counter environment where employees may have responsibilities for some or all of the following activities:
End point testing and assessment.
Learning format
• Building long term relationships with clients and incentivising their loyalty
Work based training with guided and formal teaching
• Managing client accounts determining customer requirements, processing orders and stock control
Apprenticeship duration
• Promoting and providing products and services and their associated features and benefits to business customers
12 - 15 months
Job roles in trade business services include: administrator, business developer, customer account assistant, trade counter sales, customer service assistant, warehouse personnel, sales representative, designer.
Further development opportunities
Qualifications
Progression can include Level 3 qualification or Diploma in Management, dependent on job role and responsibilities
A successful apprentice will receive an apprenticeship award certificate at pass, merit or distinction.
Cost
• Industry and business knowledge
• Free to employers with 50 or fewer employees for 16-18 year olds, or for older apprentices or larger employers a maximum contribution of 10% of the course banding (c. £400 - £500 spread over the Apprenticeship duration) • Employers with sufficient levy account funds will make no further contribution.
www.bmf.org.uk 02476 854980 info@bmf.org.uk
Apprenticeship content • Personal management and team working • Customer service skills • Administration skills • Stock and logistics operations • Health and Safety in the workplace.
What do you get? The Apprentice receives an Apprenticeship certificate of achievement at pass, merit or distinction. The employer receives • £1,000 employment payment for a 16-18-year-old apprentice (and £1,000 for under 24-year-olds with care or learning needs) • Employers NI saving for apprentices under 24 years.
Book online at www.bmf.org.uk
53
Apprenticeships
Warehouse Operative Standard Course type In role learning with 20% off the job training. End point testing and assessment.
Learning format
This apprenticeship is written by employer representatives of the warehouse based supply chain and provides the foundation knowledge, skills and experience for the role of Warehouse Operative. This qualification is ideal for staff working in a largely warehouse environment where employees may have responsibilities for some or all of the following activities:
Work based training with guided and formal teaching and distance learning
• Working effectively within a warehouse team and communicating with a high level of integrity and credibility with both colleagues and customers
Apprenticeship duration
• Safe use of materials handling equipment and understanding and applying regulations relating to the warehouse and supply chain sector.
12 - 15 months
Further development opportunities Progression can include Level 3 qualification or Diploma in Management, dependent on job role and responsibilities
Cost
• Use of relevant technology and warehouse systems relating to moving, storing and processing orders and stock control
Job roles in warehouse operative include: warehouse operative and warehouse administrator.
Qualifications A successful apprentice will receive an apprenticeship award certificate at pass or distinction.
Apprenticeship content DDIndustry and business knowledge DDPersonal management and team working DDEquipment handling skills
• Free to employers with 50 or fewer employees for 16-18 year olds, or for older apprentices or larger employers a maximum contribution of 10% of the course banding (c. £400 - £500 spread over the Apprenticeship duration)
DDRegulatory and administration skills
• Employers with sufficient levy account funds will make no further contribution.
The employer receives • £1,000 employment payment for a 16-18-year-old apprentice (and £1,000 for under 24-year-olds with care or learning needs)
www.bmf.org.uk 02476 854980 info@bmf.org.uk 54
Warehouse Operative Standard Apprenticeship overview
DDStock and logistics operations DDHealth and Safety in the workplace.
What do you get? The Apprentice receives an Apprenticeship certificate of achievement at pass, merit or distinction.
• Employers NI saving for apprentices under 24 years.
Book online at www.bmf.org.uk
Apprenticeships
Customer Service Apprenticeship type
Apprenticeship overview
Practical assessment
The Customer Service Apprenticeship teaches the skills to provide excellent customer service.
Learning format Workplace training
Apprenticeship duration Typically 15 months (minimum of 12)
Further development opportunities Progression can include the following: • Advanced Apprenticeship – L3 Customer Service • Team Leading (ILM Level 2) • M anagement (ILM Level 3) Dependent on job role and responsibilities.
What do you get? NVQ in Customer Service Level 2
Good customer service is key to the success of any business or organisation, so an employee completing this Apprenticeship will be taught to make sure that customers are dealt with in a positive, reliable and professional manner – whether that’s by offering advice, answering questions or handling complaints. This will be achieved by helping customer service employees understand and value the importance of up-to-date knowledge of their organisation’s products and services, whilst providing them with the tools to be able to communicate with all sorts of people.
Qualifications An apprentice will achieve a number of recognised qualifications all delivered in the workplace: • NVQ in Customer Service Level 2 • Technical Certificate in Customer Service Level 2 (demonstrating knowledge and understanding) • Functional Skills (Maths and English) • Employment Rights and Responsibilities Workbook.
Apprenticeship content DD Dealing with customers face to face DD Working on a helpdesk or trade counter
Cost
DD Problem solving
• Funding available for learners 16-18, 19+
DD Dealing with complaints effectively
• Employer contribution dependent upon age of learner at start and duration of programme.
DD Identifying and making business improvements DD Going the extra mile and making a difference DD Dealing with diverse customers and in diverse situations DD Communicating effectively.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
55
Apprenticeships
Team Leading Apprenticeship type
Apprenticeship overview
Practical assessment
The Apprenticeship in Team Leading is ideal for first-time team leaders with a range of responsibilities including:
Learning format
• Allocating work to team members/colleagues
Workplace training
Apprenticeship duration 15 months
Further development opportunities Progression can include ILM Level 3 NVQ Diploma in Management, dependent on job role and responsibilities
What do you get? NVQ in Team Leading Level 2
Cost • Funding available for learners 16-18, 19+ • Employer contribution dependent upon age of learner at start and duration of programme.
• Achieving specific results • Decision making • Developing yourself. The Apprenticeship aims to give learners an opportunity to develop their team leading skills, thereby becoming more effective for themselves and their employer. Learners take three mandatory units focusing on planning and allocating work for the team, managing personal development, setting objectives and supporting team members. Learners then choose from a diverse range of optional units to complete the qualification, tailoring their learning to meet their individual and organisational needs. As part of the apprenticeship, the learner will also be able to access free resources with membership of the Institute of Leadership and Management. Work based learning will provide hands on experience and help to develop a broad range of skills and knowledge to meet the employer’s business needs.
Qualifications An apprentice will achieve a number of recognised qualifications. • NVQ in Team Leading Level 2 • T echnical Certificate in Team Leading Level 2 (demonstrating your knowledge and understanding) • Functional Skills (Maths, English and ICT) • Employment Rights and Responsibilities Workbook • Delivered in the workplace.
Apprenticeship content DD Supervision of individual or teams DD Developing staff and checking progress of tasks
www.bmf.org.uk 02476 854980 info@bmf.org.uk 56
DD Making improvements to how the company operates DD Monitoring Health & Safety in the workplace and following company procedures.
Book online at www.bmf.org.uk
Apprenticeships
Warehousing and Storage Apprenticeship type
Apprenticeship overview
Practical assessment
The Warehousing and Storage Apprenticeship deals with the movement and storage of goods, which is a critical aspect of any builders merchant business.
Learning format Workplace training
Apprenticeship duration
This work-based apprenticeship will provide hands on experience and help to develop the broad range of skills and knowledge to meet the employer’s business needs. Apprentices will also understand Health & Safety requirements and how to work as part of a team and the importance of good customer service.
15 months
Further development opportunities Progression can include the following: • Advanced Apprenticeship in Warehousing and Storage
Qualifications An apprentice will achieve a number of recognised qualifications. • NVQ in Warehousing and Storage Level 2 • Functional Skills (Maths and English) • Employment Rights and Responsibilities Workbook • Delivered in the workplace.
• Customer Service Level 2 or 3 • Team Leading Level 2 • Management Level 3. Dependent on job role and responsibilities
What do you get? NVQ in Warehouse and Storage Level 2
Cost • Funding available for learners 16-18, 19+
Apprenticeship content DDKeeping the warehouse or yard clean and tidy DDWorking safely and following relevant legislation DD Receiving goods in DD Assembling orders DD Placing goods into storage, moving and handling goods DD Loading and unloading vehicles DD Working as part of a team DD Maintaining quality/quantity of stock DD Ordering materials DD Customer service.
• Employer contribution dependent upon age of learner at start and duration of programme.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
57
Apprenticeships
Business Administration Apprenticeship type
Apprenticeship overview
Practical assessment
The Business Administration Apprenticeship is about playing an important and effective support role within a business. 97% of employers say that effective administration is essential to their business, so administrators do a crucial job.
Learning format Work based training
Apprenticeship duration 15 months
Further development opportunities Progression can include the following: • Advanced Apprenticeship – L3 Business Administration
A Business Administration Apprenticeship is ideally suited to employees covering roles such as organising people and resources, including, administration assistants, data entry and office based staff. As a Business and Administration Apprentice, the training will depend on the employer and job role. Tasks could include typing up board meeting documents, putting financial information together in spread sheets, sending the daily post, or faxing and photocopying confidential documents. This sort of work requires a strong sense of responsibility, accuracy and attention to detail. All training and assessment is completed in the workplace, so disruption to busy work schedules is kept to a minimum.
• Customer Service Level 2 or 3
Qualifications
• Team Leading (ILM Level 2)
An apprentice will achieve a number of recognised qualifications.
• Management (ILM Level 3).
• NVQ in Business Administration Level 2
Dependent on job role and responsibilities
• T echnical Certificate in Principles of Business Administration (demonstrating knowledge and understanding)
What do you get? NVQ in Business Administration Level 2
Cost • Funding available for learners 16-18, 19+ • Employer contribution dependent upon age of learner at start and duration of programme.
• Employment Rights and Responsibilities Workbook • Functional Skills (Maths, English and ICT).
Apprenticeship content DDTelephone duties DDReceptionist DD Filing DD Data management DD Arranging meetings DD Dealing with post DD Operating equipment – computers, email, fax, photocopier DD Finance
www.bmf.org.uk 02476 854980 info@bmf.org.uk 58
DD Working with a team DD Dealing with orders and banking.
Book online at www.bmf.org.uk
Apprenticeships
Management Apprenticeship type
Apprenticeship overview
Practical assessment
The Apprenticeship in Management is ideal for first time Managers with a range of responsibilities including: • Allocating work to team members/colleagues/contractors • Achieving specific results • Managing financial and physical resources • Decision making.
Learning format Work based training
Apprenticeship duration 15 months
Further development opportunities Progression can include the following: • ILM Level 5 NVQ Diploma in Management Dependent on job role and responsibilities
What do you get? NVQ in Management Level 3
Cost
The Apprenticeship aims to give learners an opportunity to develop their management performance, becoming more effective in the workplace with a view to ongoing career development. To achieve this, Apprentices cover three mandatory units on planning and allocating work for the team, managing personal development, setting objectives and supporting team members. Apprentices can then choose from a diverse range of optional units to complete the qualification, tailoring their learning to meet their individual job role and employer needs. As part of the Apprenticeship, the learner will also be able to access free resources with membership of the Institute of Leadership and Management. The whole programme is work based and will provide hands on experience and help to develop a broad range of skills and knowledge to meet the employer’s business needs.
Qualifications An apprentice will achieve a number of recognised qualifications. • NVQ in Management Level 3 • T echnical Certificate in Management Principles Level 3 (demonstrating your knowledge and understanding) • Functional Skills (Maths, English and ICT)
• Funding available for learners 16-18, 19+
• Employment Rights and Responsibilities Workbook.
• Employer contribution dependent upon age of learner at start and duration of programme.
Apprenticeship content DDKeeping the warehouse or yard clean and tidy DDSupervision of individual or teams DDRecruiting staff DD Developing team skills DD Making effective business decisions DD Improving one’s own professional development DD Develop and implement marketing plans
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DD Ensure compliance with relevant legislation DD Review risks and manage processes DD Lead team meetings.
Book online at www.bmf.org.uk
59
BMF training SOLUTIONS
Product Knowledge CONTENTS
6060
61
BMF Campus
62
MOL (Manchester Open Learning)
Book online at www.bmf.org.uk
Product Knowledge
BMF Campus Overview BMF Campus offers high quality and cost-effective product learning. Being online it offers an attractive and enjoyable way for employees to gain understanding of a wide range of product and technical issues. The easy administration tools enable member companies to put together personalised courses comprising hand picked modules for the individuals concerned. BMF partners with Cortexa, the developers of BMF Campus, who are responsible for the day to day running of BMF Campus. Cortexa will deal directly with members and offer a range of flexible subscription options. BMF Campus includes ‘Wood Campus’ content and courses covering, IT Skills, Project Management and Health & Safety Compliance. In addition there is quick reference material such as product updates and 90 second Know-How, documents, videos and news. Cortexa offer a technical helpdesk, will run regional workshops and, where appropriate, provide on-site start up support. For individual employees, access is available free of charge. Individual users are associated with organisations on the system, so if they choose to upgrade, all training records are retained. For companies wanting to manage the training of their employees there are now three levels of subscription based service – all available at a reduced cost to BMF members: Professional, Enterprise or Bespoke. Details of the associated subscriptions are available on the BMF Campus website (www.bmfcampus.co.uk). The Professional Package is aimed at single branch type companies and allows for up to 30 staff to be registered. You will get ‘Site Manager’ access which allows you to add, update and remove staff members,
run reports and monitor staff activity. In addition to the full Cortexa Product Catalogue you get free access to Wood Campus and access to over 60 Building Blocks e-learning programmes. The Enterprise Package is aimed at multi-branch operations and in addition to all the benefits of the Professional package provides the facility to manage a network of branches and departments with unlimited numbers of users including adding local Managers. Cortexa will provide help to get you set up including site visits if required. Where large numbers of staff need to be added, batch file transfers and integration with your existing HR system or payroll can be provided. The Bespoke Package is available for companies looking to push beyond the limits of Enterprise. Added value elements include brand identification and bespoke content for induction, systems or procedural training, and even the ability to extend the system beyond the boundaries of your organisation to include external partners, or as a value added tool for your closest customers. To see an up to date list of the products included and how your company can benefit, you can visit www.bmfcampus.co.uk for further details, or telephone Cortexa direct on 01933 227226.
www.bmfcampus.co.uk www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
61
Product Knowledge
MOL (Manchester Open Learning) What are the business benefits? Employers will... • Have a more effective and proactive member of staff, with an increased knowledge base in relation to the specialist product knowledge area studied • Have actively invested in the development of enhancing customer care provision
MOL overview High quality and cost effective learning has always been a cornerstone of the BMF’s services to its members. Training is available from Induction, through Apprenticeships, Skills training and Management development. Within this wide range, Product Training has a crucial role. Staff with expert knowledge of the products that their companies sell is what sets merchants apart from their competitors. Good training plays a vital role in enabling employees to obtain this vital knowledge. Knowledgeable sales staff can bring a company that competitive edge, and take full advantage of every sales opportunity. BMF provides two complementary product learning routes both of which enable learners to study in their own time and at their own pace:
• Be promoting an increased awareness in sustainability and renewable energy issues
• Manchester Open Learning (MOL) generic product distance learning modules that are accredited by City & Guilds.
Learners will... • Gain a nationally recognised qualification
MOL Modules
• Increase and develop their specialist product knowledge • Develop an understanding of how products are used by customers • Develop an appreciation and understanding of the sustainability issues related to products and practice within the product area • Enhance their ability to serve customers.
MOL distance learning modules offer an alternative method of product training that compliments the BMF Campus on-line programme. The MOL modules build a generic understanding of the principles of each subject area. MOL is an established training provider which has been developing and delivering professional qualifications for 30 years – for much of this time in partnership with the BMF. BMF is working with MOL to offer their specialist product knowledge modules at an affordable price to the merchant sector. Modules can be purchased singly or in multiples of up to ten to gain the best price per unit, saving a third of the single purchase cost. Specialist Product Knowledge Distance Learning Accredited by City & Guilds, MOL’s Specialist Product Knowledge Training programme equips learners with the skills and knowledge to offer customers consistently high quality service. The training is designed for employees of builders’ merchants. The modules are supplied as workbooks and can be studied either in the workplace or at home.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 62
Book online at www.bmf.org.uk
Product Knowledge Available MOL Modules
MOL (Manchester Open Learning) continued
MOL currently offers 42 industry-specific modules:
Module Title
Product Knowledge Group
Cement Plaster
Building and Timber
Bricks & Mortars
Building and Timber
Drainage Below Ground
Building and Timber
Kitchens
Building and Timber
Major Property Problems
Building and Timber
Single modules can be purchased for £150 per module. Alternatively, you can make a multiple option purchase and make a substantial cost saving as detailed below:
Aggregates & Blocks
Building and Timber
Damp Proof Courses
Building and Timber
Paint Systems, Wallcoverings
Building and Timber
Roofwork
Building and Timber
Manufactured Doors, Windows & Stairs
Building and Timber
Number of modules
Timber & Panel
Building and Timber
1 module £150 2 modules £250 3 modules £350 4 modules £450 5 modules £550 10 modules £1000
Building Insulation
Building and Timber
Hard Landscaping
Building and Timber
Tiles & Tiling
Building and Timber
Building Interiors
Building and Timber
Sustainable Building
Building and Timber
Industrial Building Controls
Climate Management Products
Refrigeration
Climate Management Products
Air Conditioning
Climate Management Products
Fundamentals of Electricity
Electrical Products
Lamps & Lighting
Electrical Products
Cables & Wiring Accessories
Electrical Products
• Module on the subject area of their choice
Switchgear Distribution & Protection
Electrical Products
Electrical Industrial Components
Electrical Products
• Access to a personal MOL Virtual Learning Account
Luminaires
Electrical Products
Electrical Heating & Ventilation
Electrical Products
• Tutor support by email
Renewable Energy Systems
Electrical Products
• Three months to complete each module
Heavy Side Materials
Foundation Programme
Light Side Materials
Foundation Programme
• Comprehensive personalised assessment feedback
Commercial Practice
Foundation Programme
Plumbers Brassware
Heating and Plumbing Products
• Their completed module to keep for reference
Drainage Above Ground
Heating and Plumbing Products
Valves
Heating and Plumbing Products
Central Heating
Heating and Plumbing Products
Bathrooms
Heating and Plumbing Products
Tubes, Fittings & Flanges
Heating and Plumbing Products
Plastic Pipes & Components
Heating and Plumbing Products
Boiler & Replacement Parts
Heating and Plumbing Products
Commercial Heating
Heating and Plumbing Products
Under floor Heating
Heating and Plumbing Products
Customer Care
Induction
Health and Safety
Induction
Cost of the modules
saving £50 saving £100 saving £150 saving £200 saving £500
All modules are despatched direct from MOL.
What do learners receive?
• City & Guilds unit certificate.
www.bmf.org.uk 02476 854980 info@bmf.org.uk
Book online at www.bmf.org.uk
63
BMF training SOLUTIONS
Transport CONTENTS
6464
65
Driver CPC Training
68
Vehicle Productivity
66
Transport Training for Non Transport Managers
69
Digital Tachographs and Drivers’ Hours
67
Vehicle Compliance
70
Vehicle Movement and Industrial Plant Equipment Training
Book online at www.bmf.org.uk
Transport
Driver CPC Training Course overview
Course content
By 10 September 2019 all goods vehicle drivers will have had to have completed 35 hours of periodic training and will need to have 35 hours of refresher training during every further 5 years. BMF’s approved transport advisers and its partner in the delivery of transport training are Prompt Training. They can help you identify the most practical, efficient and cost-effective way to manage your Driver CPC training programme to suit your business requirements and drivers’ training needs. We have a variety of courses available and the option to train drivers at your premises or at a range of venues nationwide.
‘The Driver CPC Course’ is geared toward being taken year on year, covering bite size pieces of the whole Driver CPC syllabus, whilst covering all relevant areas of a driver’s daily duties. Keeping you up to date with ever changing legislation and helping to protect both driving and operator licences.
Who would benefit? Drivers/Operations staff
Course type Regional or in-company
This course provides an overview of the key elements covered during a driver’s daily duties. It is designed to be undertaken year on year, to consolidate knowledge by way of refresher training or act as an excellent starting point. The course aims to reinforce the vital aspect of good customer relations and to encourage drivers to follow best practice as well as compliance standards. It details any legislation/external environment changes, providing straight forward advice and guidance, helping to protect both driver and operator licences. Also examined will be legislative updates, including the role of enforcement authorities and possible consequences for the driver and operator in the event of non-compliance. Drivers will be given the opportunity to gain knowledge through discussion and interactive learning, consolidating this knowledge by way of practical applied exercises. • Driver CPC update • EU drivers’ hours • Working time directive
Learning format
• O CRS and graduated fixed penalties – VOSA and the commissioners
Classroom based
• Legislative changes/update • Use of tachographs – inclusive of manual entries
Course duration 1 day (7 hours)
What do you get? Certificate of Attendance CPC Card
• Daily walk-around checks • Health & Safety – hazard perception – safe loading principles • Fuel efficiency – key points • First on Scene – first aid – basic procedures • Customer care – key points • Summary and practical exercise.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
65
Transport
Transport Training for Non Transport Managers Course type
Course overview
Regional
This specifically designed course will provide delegates with an informative overview on the requirements for operating from one vehicle to a fleet. This can address any concerns over legislation and requirements relating to business transport.
Learning format Classroom based
Course duration 1 day
Further development opportunities
Who would benefit? Anyone with a day-to-day involvement with organising deliveries using company vehicles.
Objectives • A clear overview of all requirements surrounding transport
• Developing Leadership Skills for Supervisors
• Awareness of Operator’s Licence and Tachographs
• F inance for Non Finance Managers
• The law surrounding business transportation.
• Diploma in Merchanting.
What do you get? Certificate of Attendance
• The requirements of drivers
Course content ‘O’ Licence DDWho needs one? How do you get one? – Got one, what next? – Vehicle Maintenance – Vehicle Inspections – Defect Reporting Tachographs DDAnalogue – Charts – How many charts should a driver have? – Who should check the charts? – How long should they be kept? DDDigital – How do they work? – Downloading the driver’s card – Downloading the VU. Drivers DDGet the right driver – What licence do they need? – Should they get induction training? – How often should drivers’ licences be checked? The Law DDVehicle safety – Loading and unloading – Parking – Speeding – Drink and Drugs – Mobile phones – What is ANPR?
www.bmf.org.uk 02476 854980 info@bmf.org.uk 66
Book online at www.bmf.org.uk
Transport
Vehicle Compliance Course type
Course overview
Regional
This course focuses on ensuring total compliance with the Operator’s Licence requirements. Any merchants who operate commercial vehicles need to have a full understanding of what is required; this workshop will ensure that is provided.
Learning format Classroom based
Course duration
Who would benefit? Drivers, Fleet Managers, Yard Supervisors.
1 day
Further development opportunities
Objectives • Organising a transport fleet legally and efficiently • An understanding of current legislation
• Vehicle Productivity
• Control and manage drivers
• D igital Tachograph & Drivers’ Hours
• U nderstand the importance of Health & Safety regulations when operating goods vehicles.
What do you get? Certificate of Attendance
Course content DDVehicle costing DDStandard costs DD Running costs DD Depreciation calculation DD Mileage rate calculation DD Customer delivery charging DD Driver daily vehicle checks DD Vehicle defect reporting DD Planned preventative maintenance DD Vehicle selection DD Plated weights DD Maximising and utilisation of load carrying capacity DD Increasing the value of an order DD Practical exercises DD Action plans.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
67
Transport
Vehicle Productivity Course type
Course overview
Regional or in-company
This course is designed to ensure delegates will have an understanding of the expense incurred when operating delivery vehicles, and how important it is to ensure that the correct type of vehicle is used in an organised and cost efficient way.
Learning format Classroom based
Course duration 1 day
Further development opportunities • Vehicle Compliance • Driver CPC Training
What do you get? Certificate of Attendance
Who would benefit? Drivers, Fleet Managers, Yard Supervisors.
Objectives • Understanding the importance of using the correct vehicle type • Ability to identify the most cost effective way of delivering • Basic understanding of the relevant Health & Safety legislation • Working with drivers.
Course content DD Vehicle costing DD Standing costs DD Running costs DD Depreciation calculation DD Mileage rate calculation DD Customer delivery charging DD Driver’s daily vehicle checks DD Planned preventative maintenance DD Vehicle selection DD Plated weights DD Maximising utilisation of load carrying capacity.
www.bmf.org.uk 02476 854980 info@bmf.org.uk 68
Book online at www.bmf.org.uk
Transport
Digital Tachographs and Drivers’ Hours Course type
Course overview
Regional
This course will break down the full operational function of the tachograph, working with drivers and transport office staff. This is a very hands-on workshop using a simulator to ensure the highest level of understanding.
Learning format Classroom based
Course duration
Who would benefit? Transport Managers, Drivers.
1 day
Further development opportunities
Objectives • Awareness of the new drivers’ cards • Operating functions of the tachographs
• Vehicle Compliance
• How to set the (UTC) time
• Driver CPC Training
• Driver responsibilities • Accessing data
What do you get? Certificate of Attendance
• Enforcement aspects. Administrative staff will additionally understand: • The company card • Software requirements • Data download obligations.
Course content DDRefresher on the law including drivers’ hours and working time DDLearn how to operate the new equipment using the hands-on simulator.
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
69
Transport
Vehicle Movement and Industrial Plant Equipment Training Working in partnership with the BMF Didac’s team of full-time employed instructors have extensive occupational experience in delivering vehicle movement and industrial plant equipment training in the builders merchant sector.
Training courses provided: • Forklift Truck
Each instructor is dual accredited to deliver ITSSAR and NPORS qualifications, which are rigorously and frequently externally audit by the Awarding Body, which is a reliable guide for clients when assessing the quality of the training provision in which they are investing.
DDCounterbalance
Training is delivered in the workplace, tailored to each clients’ business needs, covering safety and operating techniques, on their equipment and machinery. Client’s staff are taught what they need to know with course durations rigorously maintained, which is the foundation to assuring quality.
DDPowered Pallet Truck
On completion of training, all successful candidates are issued with a temporary certificate and then a pdf certificate and a durable plastic ID card certificate following entry onto the ITSSAR Trained Operator Passport (TOP’s) database or NPORS Trained Operator database.
DDIndustrial Telescopic (Teletruk) DDMultidirectional (Combilift) DDOrder Picker DDPivot Steer Truck (Flexi, Bendi) DDReach Truck DDRough Terrain Forklift /Tele Handler DDSideloader DDVehicle Mounted (Moffett) DDVNA – Very Narrow Aisle • Lorry Loader (Hiab) • Vehicle Banksman • Slinger Signaller • Overhead Gantry Crane • Loading Shovel • 180/360 Degree Excavator • Dumper Truck • MEWP – Scissorlift and Boom
national training providers Working in partnership with BMF
www.bmf.org.uk 02476 854980 info@bmf.org.uk 70
Book online at www.bmf.org.uk
BMF training SOLUTIONS
Specialist CONTENTS
72
Kitchen Design with Sales and Customer Care
73
Bathroom Design with Sales and Customer Care
Book online at www.bmf.org.uk
7171
Specialist
Kitchen Design with Sales and Customer Care Course type
Course overview
Regional
Success in planning any kitchen depends on how well the designer understands and adheres to the design process – which is all about knowing how to take a good brief from the customer. Vitally important is the correct and accurate way of carrying out a survey, keeping up with current compliance and how that impacts on the plan. This is the area where profit is often lost, if the plan does not work and the units do not fit then the cost of putting it right eats away into the profit of the project.
Learning format Classroom based
Course duration 2 days
Who would benefit?
This is a 2-day practical course designed to enhance creativity through conceptualisation. It will enable attendees to learn how to use the power of design and presentation to successfully make your business grow.
Anyone involved in the planning and preparation of kitchen design
Objectives
Course content
1 The Brief Learn to prepare a brief
DD Make yourself aware of current and new building regulations
2 The Survey Learn to prepare an accurate survey 3 The Plan Learn to prepare working plans
DD Application of the key elements and principles of design
DD The power of colour
4 The Presentation Learn to create compelling presentations
DD The power of lighting DD The use of planning guidelines in individual situations DD Design data including inclusive design
DD How lifestyle changes influence design decisions DD Styles and periods
5 The Sale Sell the sizzle not the sausage
DD Unique architectural challenges
Further development opportunities
DD Clear plan dimensions and annotations result in good working drawings
• Bathroom Design with Sales & Customer Care
DD Best practice techniques in selling your design
DD Learn how to prepare professional working drawings, schedules, reports and quotations
DD Computer Aided Design – how to present your design – an outline DD The use of presentation techniques to create maximum impact.
What do you get?
Practical sessions:
Certificate of Attendance
DDDefine individual needs and activities DD Understand how to use a scale rule DD Learn to outline the room ahead of the survey
www.bmf.org.uk 02476 854980 info@bmf.org.uk 72
DD How to survey a room correctly DD Design and prepare a plan of the surveyed room DD Present your design.
Book online at www.bmf.org.uk
Specialist
Bathroom Design with Sales and Customer Care Course type
Course overview
Regional
The success to planning any bathroom depends on understanding and adhering to the design process – which is all about knowing how to take a good brief from your customer. Vitally important is the correct and accurate way of carrying out a survey, keeping up with current compliance and how that impacts on your plan. This is the area where profit is often lost, if the plan does not work and the units do not fit then the cost of putting it right eats away into the profit of the project.
Course duration 1 day
Who would benefit?
Learning to prepare plans that the client/customer and the installer fully understand and can work to results in a successful installation. Presenting the design/plan in a confident and professional manner will almost certainly secure the order and put you one step ahead of the competition.
Anyone involved in the planning and preparation of bathroom design
Objectives
Course content
1 The Brief Learn to prepare a brief
DDMake yourself aware of current and new building regulations
2 The Survey Learn to prepare an accurate survey 3 The Plan Learn to prepare working plans
4 The Presentation Learn to create compelling presentations
DD Application of the key elements and principles of design DD The power of lighting DD The power of colour DD The use of planning guidelines in individual situations DD Design data including inclusive design
DD How lifestyle changes influence design decisions DD Styles and periods
5 The Sale Sell the sizzle not the sausage
DD Unique architectural challenges
Further development opportunities
DD Clear plan dimensions and annotations result in good working drawings
• K itchen Design with Sales & Customer Care
DD Best practice techniques in selling your design
What do you get?
Practical sessions:
Certificate of Attendance
DD Learn how to prepare professional working drawings, schedules, reports and quotations
DD Computer Aided Design – how to present your design – an outline DD The use of presentation techniques to create maximum impact.
DD Define individual needs and activities DD Understand how to use a scale rule DD Learn to outline the room ahead of the survey
www.bmf.org.uk 02476 854980 info@bmf.org.uk
DD How to survey a room correctly DD Design and prepare a plan of the surveyed room DD Present your design.
Book online at www.bmf.org.uk
73
General Course Expression of Interest Course title: If you have a number of employees to attend the same course we’ll come to you. Please tick as appropriate
We would like to arrange the course within our own company We are interested in elements of this course, but would like to discuss a tailor-made BMF In-Company Training course Name of attendee/s (if known) Company Address Postcode Telephone Fax Email Your name (block capitals)
Your signature
Today’s date
Thank you for your order we will be in contact shortly with confirmation details. If you require further information please call the BMF Training team on 02476 854980. Please make copies of this page to fax your orders Fax to 02476 010390 or scan and send to training@bmf.org.uk Booking Conditions 1. The Builders Merchants Federation reserves the right to amend, cancel or transfer bookings on any courses. Notice will be given to all Delegates that have bookings, and the option of transfer or cancelling without a surcharge will be offered. 2. Payment must be received in full within 14 days of the Builders Merchants Federation delivering the training course. 3. Telephone bookings must be confirmed in writing within 3 days.
4. The Builders Merchants Federation reserve the right to alter the content of any course, as part of its on-going policy of continuous development. 5. Course Tuition Fees include course documentation, morning and afternoon refreshments, and buffet lunch for day courses. 6. Cancellation (by written notice) a) Up to one month prior to the course – NO CHARGE b) Less than one month – but more than one week – 50% FEE c) Less than one week – 100% COURSE FEE
www.bmf.org.uk 02476 854980 info@bmf.org.uk 74
Book online at www.bmf.org.uk
BMF Diploma in Merchanting Application Form I am interested in entering ........... (number) learners on a BMF Diploma in Merchanting course. Please contact me to discuss cost and course dates and locations. Contact Name Position Company Address Postcode Telephone Fax Email
Name(s) of learner(s) to be enrolled (If appropriate)
Please return to: Builders Merchants Federation 1180 Elliott Court, Coventry Business Park Herald Avenue, Coventry CV5 6UB Tel: 02476 854980 Fax: 02476 010390
www.bmf.org.uk 02476 854980 info@bmf.org.uk Book online at www.bmf.org.uk
75
Company Training Record Employee name
Course title
Start date
www.bmf.org.uk 02476 854980 info@bmf.org.uk 76
Book online at www.bmf.org.uk
End date
Increasing Sales on the Telephone
MOL Product Knowledge
BMF Campus
In-branch Mentoring
Merchant Familiarisation Senior Manager
Merchant Manager
Trainee Merchant Manager
Merchant Specialist
Trainee Merchant
Merchant Management & Leadership BMF LEAD Leadership Development Programme BMF Masters Degree in Merchanting BMF Postgraduate Diploma in Merchanting BMF Foundation Degree in Merchanting Managing Performance Branch Managers Forum
Reducing Stock Loss & Shrinkage BMF Diploma in Merchanting
Developing Leadership Skills for Supervisors
People Management
Finance for Non Finance Managers Excellence in Business Writing
Social Media Workshop Transport Training Forklift & HIAB Crane Digital Transformation of Builders Merchants
Managing & Controlling Stock
Maximising Margin
How to use:
This roadmap is a multi-lateral visualisation of training, meaning that it can be done in various pathways. There is not a prescribed path of progression. There are no rules for the order or number of training courses to be undertaken but rather a general recommended path signified by the pink line which becomes less strict as you start to specialise throughout your career.
Introduction
Effective Time Management
Vehicle Compliance
Merchant Operations
BMF Training Roadmap Merchant Sales
Advanced Sales Training for Sales Executives
Merchant Skills
Advanced Sales Training for Sales Executives
Social Media Workshop
Maximising Margin
Sales Training for Sales Representatives
Sales Negotiation Techniques
Increasing Sales on the Telephone
Digital Transformation of Builders Merchants
BMF Campus Bathroom Design with Sales & Customer Care Kitchen Design with Sales & Customer Care MOL Product Knowledge Warehouse & Yard Layout Safety (IOSH Certified) Principles of Merchandising Warehouse & Yard Layout Sales Negotiation Techniques Sales Training for Sales Representatives Measuring Building Quantities
and topical subjects. Courses can be run regionally or
Maximising Margin
Start by looking for current role level on the left hand side, whether you are an ‘Apprentice Merchant’ at the very beginning or some way through your career as a ‘Merchant Specialist’. Next, look to see which sector of merchanting is most relevant to you, along the top. For example if you are involved with sales, cross-reference this with your level and the box that is created will list all training courses that may be of use to you.
www.bmf.org.uk
Merchant Apprenticeship Training
Tailored programmes to suit company needs covering relevant
Customer Service Apprenticeship
FLEXIBLE LOCATIONS
Team Leading Apprenticeship
regulation and commercial development.
Warehouse & Storage Apprenticeship
through distance learning workbooks.
Customer Service Learning Programme
leaders offering easy access to suit you available online or
Customer Service Learning Programme
BMF Training options: product knowledge,
Business Administration Apprenticeship
A flexible way to learn and enhance skills with
Management Apprenticeship
For a full list of all our products visit:
As you progress through your career, you will be homing in on a different box which will show you the next group of courses that may be suitable for your progression.There are some course progression routes, for example ‘Finance for Non Finance Managers’ which allows you to progess to ‘BMF Diploma in Merchanting’.
High quality product training modules devised by industry
Apprentice Merchant
courses to progress your career.
Merchant Supplies - Timber Apprenticeship
From induction to senior management we have up-to-date
These courses are shown with
PRODUCT KNOWLEDGE
Builders Merchants Federation 1180 Elliott Court, Coventry Business Park Herald Avenue, Coventry CV5 6UB
NEW COURSES
www.bmf.org.uk
in-house, or at a BMF Regional Centre of Excellence.
Customer Care Learning Programme Health & Safety Learning Programme (IOSH Certified)
any time, any place, anywhere
Health & Safety Learning Programme (IOSH Certified)
Merchant and Supplier Training
BMF Training Solutions
BMF training SOLUTIONS
> Training support from the specialists > Easy-to-use reference guide for Branch Managers, Supervisors and HR departments > Tailor made In-Company Training options to suit your company
Prospectus
> Industry recognised qualification through manageable self-study course with BMF Diploma in Merchanting
Regional | In Company | Distance Learning | Online | Modular
CONTACT BMF Regional Manager East Midlands, North East and Yorkshire: John Stephenson Tel: 01522 750977. Mob: 07887 678420. Email: john.stephenson@bmf.org.uk BMF Regional Manager Scotland and Northern Ireland: Graham Bolton Tel: 07863 559755. Email: graham.bolton@bmf.org.uk BMF Regional Manager South West and South Wales: Richard Jones Tel: 07980 075863. Email: richard.jones@bmf.org.uk BMF Regional Manager London, Anglia and South East: Alex Clifford Tel: 07703 837710. Email: alex.clifford@bmf.org.uk BMF Regional Manager West Midlands, North West and North Wales: Matt Haines Tel: 07702 569001. Email: matt.haines@bmf.org.uk BMF Training and Development Manager Head Office: James Spillane Tel 02476 854989. Email: james.spillane@bmf.org.uk
www.bmf.org.uk BMF Head Office 1180 Elliott Court, Coventry Business Park Herald Avenue, Coventry CV5 6UB Tel: 02476 854980 Fax: 02476 010390 Email: info@bmf.org.uk
In partnership with
Training support from the Merchant Industry Specialists