1. USPS University Train-the-Trainer and Seminar Overview

2. USPS University What’s Unique about Seminars?  Self-contained  One-shot at audience  Beginning, middle, & end in 2 hours  Must adapt style  Attuned to audience  Interactive  Upbeat  Time conscious  Answer their needs  Self-contained  One-shot at audience  Beginning, middle, & end in 2 hours  Must adapt style  Attuned to audience  Interactive  Upbeat  Time conscious  Answer their needs

3. USPS University Advantages to Seminars  Quality, proven material  Complete and tested  Interesting topics  Easy to deliver  Fun experience  Proven to impress potential members  Great recruiting tools  Great member involvement tools  Teasers for further study  Quality, proven material  Complete and tested  Interesting topics  Easy to deliver  Fun experience  Proven to impress potential members  Great recruiting tools  Great member involvement tools  Teasers for further study

4. USPS University Seminar Structure  Designed for 1- ½ hours of presentation  Allows time for interaction  Structured into topics  Transitions between topics  Quality companion take-away guide  Quick guides with many  Books with others  Designed for 1- ½ hours of presentation  Allows time for interaction  Structured into topics  Transitions between topics  Quality companion take-away guide  Quick guides with many  Books with others

5. USPS University Selling Seminars  Virtually no competition  Boaters can not get elsewhere  Pricing  Do not give them away  Perceived value is as you price it  Deliver the entire package  Seminar without takeaways has reduced value  We rely upon ‘goodwill’ created by experience  Virtually no competition  Boaters can not get elsewhere  Pricing  Do not give them away  Perceived value is as you price it  Deliver the entire package  Seminar without takeaways has reduced value  We rely upon ‘goodwill’ created by experience

6. USPS University Marketing Strategy  Consider…  Pre-schedule seminars  Regular schedule, e.g., monthly  Same location(s) or rotate  Advertise heavily  Get people accustomed to availability  Consider…  Pre-schedule seminars  Regular schedule, e.g., monthly  Same location(s) or rotate  Advertise heavily  Get people accustomed to availability

7. USPS University Preparing for the Seminar  Advertising, promotional plan  Partnering  Try to tap local marine dealers  Source attendees  Support seminar  Provide space or funding  The team  Proctors to work with attendees  Material  Seminar kits and recruiting material  Advertising, promotional plan  Partnering  Try to tap local marine dealers  Source attendees  Support seminar  Provide space or funding  The team  Proctors to work with attendees  Material  Seminar kits and recruiting material

8. USPS University Before the Seminar  Localized PowerPoint loop  Showcase “fun” activities of squadron  Run as people are arriving  Welcome newcomers at door  Pre-discovery of interests, needs  Sign-in attendees  Issue materials  Collect information for certificates  Localized PowerPoint loop  Showcase “fun” activities of squadron  Run as people are arriving  Welcome newcomers at door  Pre-discovery of interests, needs  Sign-in attendees  Issue materials  Collect information for certificates

9. USPS University Preparation of Instructor  Read the Instructor Notes  Annotate  Read the companion guide or book  Also read up on related material  Search on internet  Other books  Make notes  Customize the PowerPoint  Adapt to expected audience, localize  Practice delivery  Read the Instructor Notes  Annotate  Read the companion guide or book  Also read up on related material  Search on internet  Other books  Make notes  Customize the PowerPoint  Adapt to expected audience, localize  Practice delivery

10. USPS University Delivery Approach  Discovery  How many are non-members?  What’s their boating experience?  What are they looking for?  Intro to USPS  Brief overview: USPS & Squadron  “If you like what you see, take more”  Adapt as needed…  Discovery  How many are non-members?  What’s their boating experience?  What are they looking for?  Intro to USPS  Brief overview: USPS & Squadron  “If you like what you see, take more”  Adapt as needed…

11. USPS University Audience  Experience level  Do they have one already?  Or, are they looking to be informed buyers  Are they looking to learn how to use it?  What applications are they looking for?  The seminars are adaptable to a wide range of audiences  Experience level  Do they have one already?  Or, are they looking to be informed buyers  Are they looking to learn how to use it?  What applications are they looking for?  The seminars are adaptable to a wide range of audiences

12. USPS University Delivery  Focus on what the audience wants  Application of what you are providing  Avoid extraneous details  Avoid trying to impress with your depth of knowledge (focus on how they can use the material)  Customize, personalize with experiences  Just keep short, relevant to application  Let them share experiences  Focus on what the audience wants  Application of what you are providing  Avoid extraneous details  Avoid trying to impress with your depth of knowledge (focus on how they can use the material)  Customize, personalize with experiences  Just keep short, relevant to application  Let them share experiences

13. USPS University During the Seminar  Welcome questions and comments  Attendees like the sense of sharing experiences, participating  You are the team leader, not the teacher  Control the flow  Keep it moving, look for “nodders”  Pause at each change of topic  Review what we just covered  Check audience for questions before moving on  Welcome questions and comments  Attendees like the sense of sharing experiences, participating  You are the team leader, not the teacher  Control the flow  Keep it moving, look for “nodders”  Pause at each change of topic  Review what we just covered  Check audience for questions before moving on

14. USPS University Experienced Audience  Experienced audiences want information  Want background to support experience  Open to new ideas that expand knowledge  Use the seminar as a forum  Let the audience participate  Share their experiences and observations  Use that to raise questions  They will like what they heard, since they said it!  Experienced audiences want information  Want background to support experience  Open to new ideas that expand knowledge  Use the seminar as a forum  Let the audience participate  Share their experiences and observations  Use that to raise questions  They will like what they heard, since they said it!

15. USPS University “Newbies”  Stick closer to script  This is what they get to take home  Avoid too much detail  Don’t expand beyond surface topics  Recommend courses and seminars to fill in  Don’t lose them  Try to bring them along  Spend more time reviewing points  Help them prepare to acquire, use what covered  Stick closer to script  This is what they get to take home  Avoid too much detail  Don’t expand beyond surface topics  Recommend courses and seminars to fill in  Don’t lose them  Try to bring them along  Spend more time reviewing points  Help them prepare to acquire, use what covered

16. USPS University Mixed Audience  Focus on each subgroup  Make sure cover the basics  Defer detailed discussions to after  Set up newbies with proctors afterward  Consider splitting the group if you can  Focus on each subgroup  Make sure cover the basics  Defer detailed discussions to after  Set up newbies with proctors afterward  Consider splitting the group if you can

17. USPS University Following the Seminar  Follow-up with attendees  Invite them to a squadron event  Submit information to HQ  Workbook  Recap with team  What worked, what didn’t  Adapt for future  Send recommendations to committee  Follow-up with attendees  Invite them to a squadron event  Submit information to HQ  Workbook  Recap with team  What worked, what didn’t  Adapt for future  Send recommendations to committee

18. USPS University Current Seminars  GPS  VHF/DSC  Charts  Weather  Anchoring  Sail Trim  Boat Handling  Marine Radar  GPS  VHF/DSC  Charts  Weather  Anchoring  Sail Trim  Boat Handling  Marine Radar  top seller, basic  DSC simulator, Rescue 21  basic  good intro to weather  broad audiences, solid info  solid sail info  basic to intermediate  middle to advanced

19. USPS University Current Seminars  Paddle Smart®  Trailering  Hurricanes  Knots  Advanced PB Handling  Rules of Road  Predicted Log  Anchoring  Paddle Smart®  Trailering  Hurricanes  Knots  Advanced PB Handling  Rules of Road  Predicted Log  Anchoring  basic, high risk boating  basic to intermediate, book  good info, short, low-cost  basic to intermediate, hands-on  intermediate to advanced, solid background to visualize  intermediate to advanced  guide, no seminar  essential, complete info

20. USPS University In the Works  Marine Compass  Partner in Command  Heavy Wx Sailing  Emergencies  Diesel Engine  Maint Series  Mech Sys Series  Chartplotting  Marine Compass  Partner in Command  Heavy Wx Sailing  Emergencies  Diesel Engine  Maint Series  Mech Sys Series  Chartplotting  Nearly ready, basic to advanced  Nearly ready, basic for spouse and crew  Heavy seas  To be completed

21. USPS University Now, What Seminars?  What would you like to hear?