1. Emerson Educational Services Capabilities Overview
Sales Presentation
Latin America
Feb. 5, 2015
Educational Services can help you maximize your most important investment… your people!

2. Emerson Process Management Lifecycle Services’ Portfolio
Helping Customers keep their plants running Safely, Reliably and Efficiently thru their Lifecycle
Performance
Services
Optimization
Performance Process Audits, Site Surveys
Asset Managers & Resident Engineers
Brownfield Engineering Services
Educational Services
Integrated Turnarounds & Long Term Service Agreements
Reliability & Optimization Industry Solutions
Remote Monitoring
Consulting & Problem Solving
Reliability Services
Predictive
Assets Upgrades
Assets Replacements
Parts Management
Start Up & Commissioning
Basic BU’s Turnarounds
Long Term Service Agreements
Guardian Maintenance Contracts
Diagnostics Technologies & Contracts
Maintenance Services
Preventative
Certified Repair
Field Services
Critical Spares
Quick Ship
24/7 Support line
Calibration Services
Resources, Expertise, Technologies, Tools, Work Practices

3. Factors Impacting the Human Capital
Challenges Facing the Industry
Key Points: Challenges facing the industry 1. Retiring Workforce, Inexperienced Workers, Fewer Incoming Workers
Turnover
Motivation
Career Path

4. Americas Workforce Environment
Source: Manpower Consulting - Argentina
McKinsey Global Institute, The world at work: Jobs, pay, and skills for 3.5 billion people

5. Constraints around Americas Workforce
Source: Manpower Consulting - Argentina

6. Unskilled Personnel Create Financial Stress in Companies
Source: Manpower Consulting - Argentina

7. How are Companies Responding to Balance the Uneven Workforce
Source: Manpower Consulting - Argentina

8. Why is Educational Services Important for You?
Additional to a Revenue Opportunity, Educational Services is critical to:
Create Awareness
Maintain/Position Emerson as the Experts in Automation
MRO/Product Pull effect
Give you access to high level management in your site
Referrals + Repurchase
Technology
+ Services
Factors at Play
Positioning
Reputation
Advisor
Educational Services
Maintenance
Diagnostic

9. Sizing the Opportunity for Emerson Educational Services
Our customers are training their employees mostly using other Automation Educational Services Providers and other local Service Providers.
Current Market Share 
Growth Opportunity 
Those who train you and also those you see as The Experts
LA OEM’s Growth: 10.4% CAGR
LA Emerson Planned Growth: 27.5% CAGR
Source
Source
Supplier Provided Automation Services Global Market Research Study

10. Emerson Educational Services
Mission
Provide customers a sustainable, competitive edge by delivering training solutions to help them maximize their investment with Emerson products / systems and PlantWeb technologies
Employees
Enabling success to promote career advancement, specialization and preparation for leadership roles
Learning Partner providing solutions not just products
Performance improvement and cost reduction
Manage change, new technology
Maximize “Plant Automation” benefits
Comply with government regulations
Growing skills and diverse cultures to drive results
Companies
Enabling success to promote sustainability and operational excellence.
Key Points: Mission, Learning Partner providing solutions not just products, performance improvement and cost reduction, maximize plant automation benefits

11. IACET Accredited Training Provider
Emerson Process Management Educational Services is an IACET authorized training provider.
The International Association of Continuing Education and Training (IACET) is the premier standards-setting organization for continuing education and training.  Our strategic mission is to promote IACET standards as a benchmark for quality program delivery. IACET Authorized Providers are an elite group of educators dedicated to quality in continuing education and training.  Consumers trust the IACET CEU because they know that the Authorized Providers’ processes must follow the ANSI/IACET Standard for Continuing Education and Training and have been thoroughly assessed by a third party. 
Key Points: Emerson Process Management Educational Services is an IACET authorized training provider.

12. Emerson Global Educational Services
Europe
Locations 25 Instructors 119
U.S. & Canada
Locations 18
Instructors 154
Asia-Pacific
Locations 16
Instructors 105
Middle East & Africa Locations 6
Instructors 36
Latin America
Locations 8
Instructors 20
Summary
Locations 73
Instructors 434

13. Emerson Educational Services Training Options
Product Training
Asset Optimization
Fisher Control Valves & Instruments
Daniel
DeltaV™ /PROVOX™ /RS3™
Syncade™ Smart Operations Management Suite
Liquid & Process Analytical
Machinery Health™ Management
Measurement
Micro Motion
Ovation® / WDPF®
Regulators
Remote Automation Solutions
Roxar
PlantWeb®
Process Training
Plant Safety
Process Control & Loop Tuning
Refining Process Training
Key Points: Educational Services offers a wide breadth of training options to choose from. Includes both product and process training.

14. Emerson Educational Services Training Delivery Platform Options
Value
Operator / Maint Training Solutions
Complete Training Solutions
Services to fit your needs and meet your objectives
Design
Development
Testing
Training
‘As-built’ Courseware
Scenarios
Scoring
Reports
Architecture Options
On-Site / Traditional Classroom
Instructor led
On-site or factory locations
Locations worldwide
Local Language support
Hands-on
Engineering
Maintenance
Operations
V-Learning
Instructor Led
No travel required
Key Points: Educational Services offers multiple training platforms that can be used to suit your needs.
eLearning Training
Hands on, ‘learn-by-doing’
Self paced training
Available via the internet
Progress monitored with LMS
Consulting Services
Specialization

15. Emerson Educational Services Traditional Classroom & On-Site Training
In House (open/closed)
In Company (Customer’s plant)
Certified and specialized Instructors
Hands On
Workshops
Local language support

16. Emerson Educational Services eLearning
Hands-on, learn-by-doing including workshops
Available via the internet
Train on your schedule, no travel required
Key Points: Hands-on, available via the internet, training on your schedule, no travel and some 28 courses.

17. Emerson Educational Services Virtual Classroom Training
Key Points: Instructor-Led, Professional Curriculum, Attend from Anywhere, No travel

18. Plant Personnel: Asset or Liability?
Training Determines the Difference:
1st - Training Assessments the Human Centered Design (HCD) approach
2nd – Training Assessments result in Targeted Training
3rd – Targeted Training is more effective and reduces cost
Proven Case Studies
Total Hours of Study for all Job Roles
Post Assessment
Pre Assessment
Training Days
Post Assessment
Pre Assessment
Key Points: Training Determines the Difference, Targeted Training is more effective and reduces costs

19. Training Assessments – Targeted
Design
& Plan
Develop Agreement
Explore
Implement
Initial customer contact
Phone and/or face-to-face meeting
Identify training requirements
Identify key stakeholders to move forward
Submit training assessment proposal
Training Assessment kick off meeting
Define business objectives
Define KPIs
Define job roles
Identify SMEs
Identify test questions
Conduct pre assessments
Conduct skills gap analysis
Define training deliverables
Identify resource requirements
Define training development timeline
Submit proposal for training program development
Develop OTS
Develop MTS
Finalize post assessments
Develop instructor led training
Develop on-line training
Conduct train-the-trainer sessions
Deploy blended training solutions
Evaluate and refresh curriculum
Agree to training assessment
Agree to training program development
<<< Lifecycle Services Consulting Process >>>

20. Training On Demand. Competency development program
Automation and Process Control
Control Systems
Flow Solutions
Final Control Elements
Measure and Analyze
Industrial Area
Engineering
Maintenance
Optimization and Reliability
Operational Process
Work Areas
Certification Levels
Delivery Methods
Traditional Classroom
e-Learnig
Virtual Class

21. Emerson Educational Services Targeted Training Example
Challenge
Need to maximize Kuwait Oil Company (KOC) capability
Expedite 8 graduate engineers productivity
Provide broad technical knowledge of automation
Program Scope
Definition of business objectives
Pre-Examination
Design/Delivery of 19 week training program
8 Emerson Training Business Units
PSS/AO/MHM, Daniel, Fisher, Rosemount Analytical, Micro Motion, RAS and Roxar
Post Examination
Result
Delivered multi-business unit targeted training program for graduate engineers
Post examination results revealed notable increased level with knowledge of automation
Company looking to repeat program at other sites

22. Educational Service Contract
Camilla Elias (July/14)
Scope
Provision of educational services providing enrollment for the participation of employees of Petrobras on trainings provided by Emerson. Included all trainings of the Educational Service Catalog - Brazil.
Duration: 1095 Days
Bu´s Included
PGS;
FLOW ;
RAS;
FCS;
RAI;
RMD
Project Value
Approx. $200K
GP 40%
FIRST EDUCATIONAL SERVICE CONTRACT IN BRAZIL

23. Your Customers can Rely on Emerson Educational Services for Their Team’s Training Needs!
Help your customer maximize the return on their most important investment – their employees.
Targeted, flexible training designed to satisfy the organizations needs
Numerous topic and learning platform combinations available
Training delivered by experts
Certified instructors have application expertise and field experience
Proven student satisfaction ratings
Courses and instructors assessed after each course
Key Points: Rely on Emerson’s Educational Services Educational Services for your training needs! Offer, Targeted Training designed to your organizations needs, Training by Experts, and consistently receive high student satisfaction scores. Let us help you maximize the return on your most important investment – your EMPLOYEES.

24. How to Start the Conversation
Becoming knowledgeable / conversant on a topic
Being prepared to engage with a customer on a solution- oriented sale
Finding answers / support (application experts, tools, etc.)
Completing post-call sales tasks:
Lead time inquiries
Sending information to customers
Delivery status

25. Understanding your Customer Base
Customer Knowledge
Installed Base
Training History
Expansion/Growing Plans
Training Needs
Cycle/Rotation
Product/Services
Customized Training
Delivery

26. Our Customers in LA are Our Best Reference

27. What Questions to Ask? Understanding your Customer’s Organization
When securing the meeting with HR or Senior Management
What is the number to employees involved in the automation process relative to the size of the company? Need to understand what is the target.
When was the last time they trained with us?
Have they trainer with any competitor?
Are you talking to the right person? Who makes the decision when it comes to training? Is it centralized or by departments/sites? – Obtain the name and leverage your contacts to secure an appointment with the decision maker
Do they have expansion plans?
What type of concerns they have related to quality of work/training the employees?
Do they experience high rotation rates?
What interest them? Product training, application training?
Do they get a fiscal benefit for money invested in training?
Do they have a training program directed to new employees?
Are they more interested in training onsite or are they willing so send people to our main training centers?
Are they interested in eLearning or virtual Learning?
How much do they typically spend in training?
When is the budget assigned?
How is training managed within your customer’s organization?
Is there opportunity to offer them some English language training – mostly eLearning?

28. Anticipating Pushback
We don’t have budget for training
At Emerson we offer a variety of options than can accommodate your budget (online training typically costs less)
We can sign a master agreement, which will grant you a discount. Bottom line: The more you invest the higher the discount
Let us understand what your needs are and we will work with you
I have seen your catalog and you don’t’ have what I need
Through our consulting program we can work with you to address your specific needs
We can work with your HR department to assess the current knowledge of your employees in relation to the task they perform
We will offer training directly related to closing those gaps at the level needed; which translates in efficiency for your operation and budget allocated only to the areas of need.
Need training but cannot travel
Onsite training – Our instructors can deliver the class at the plant or where the customer needs
Virtual Training – Real time delivery of classes material direct to the desktop (Delta V Simulator)
eLearning – Course material online, available 24/7
Blended Learning – Real time delivery of eLearning courses with the added benefit of having a facilitator
High Rotation – Not worth to invest in training
What if you train your employees and they leave… but what if you don’t train them and they stay?
Lack of training causes mistakes, low productivity, possible plant shutdown, lost of revenue for the business and possible lost of lives
We train our people – We don’t need to hire anyone
Emerson Process Management is the leading company in process automation
Our trainers and technicians have a vast experience in many industries, applications and products
Employees tend to feel more motivated if they feel the company is investing in them and in return they show more loyalty

29. Sales Support Collateral
Presentation Emerson Educational Services (ENG, SPA, PTG) – Sales Portal
Brochure Emerson Educational Services (ENG, SPA, PTG) – Sales Portal
Educational Services Point Solution Brief (aid to drive the conversation) – Sales Portal
Course Advisor – PC and Smart Phone App (ENG)
Emerson Educational Services Website – Latin America Landing Page (changes coming in March)

31. Call to Action!
Identify Pain Owner: who is concerned about People Development, Motivation and Retention. Usually upper management.
Identify budget Manager(s): who makes decisions relative to people development and training
Secure meetings Pain Owner and Decision Maker and talk about Human Development challenges, career development and training needs and to explain Emerson Educational Services Capabilities
Arrange a consulting meeting to bring a proposal related to their needs
Veronica and your local Educational Service Leader will support you in the pursuit, develop the proposal and will help in closing the deal
Lets target at least one meeting in Q2