ASA University Catalog

UNIVERSITY

ASA University is the industry standard for training and education.

EDUCATION THAT WORKS FOR YOU.

RESOURCE CATALOG

TM

HELPING YOU RUN A BETTER BUSINESS. Welcome to ASA University! The industry standard for employee training and development, where you can advance your capability to outperform the competition and transform your company’s biggest asset – your employees. ASA University delivers on the promise to develop a professionally trained, highly skilled workforce. It’s continually rewarding to see the difference our programs can make in both the careers of our industry employees and in the profitability of our industry companies.

UNIVERSITY

By combining online and traditional learning formats, ASA-U can satisfy the training needs of new or seasoned employees. High-quality education is offered through five colleges and is laser-focused on delivering results. And, with ASA-U ADVISE, getting started with your employee transformations has never been easier.

Our work at ASA University is made possible through the generous support of the Karl E. Neupert Endowment Fund and the many companies that have contributed.

This Fund has helped us to innovate, create, and support your training and education initiatives for operational excellence, profitable sales, inventory management, leadership, and customer service.

ASA University is the industry standard for building individual skills to advance your company’s performance, productivity and profitability. We look forward to supporting your efforts.

The ASA University Team 630.467.0000 info@asa.net

asa.net/NEUPERT

5 COLLEGES

Integrated yet stand alone, ASA University's 5 Colleges promise to deliver Education That Works For You.™

SALES MANAGEMENT

Industry-specific training tracks allow sales staff to learn, adapt and grow for professional advancement and to boost company sales. At the forefront of customer service and interaction, your sales team needs to be equipped with knowledge and confidence on a range of products and customer situations.

WAREHOUSE MANAGEMENT

Provide your warehouse team with a solid foundation of knowledge for profitable distribution operations with comprehensive training tracks. Team collaboration, product understanding, customer service, and safe practices will help to grow new skills and advance your company’s profitability.

PURCHASING / INVENTORY MANAGEMENT

The only resource for industry-specific purchasing and inventory training delivers best practices and techniques for bottomline improvement. Boost the ability of your procurement team to successfully analyze buying decisions, negotiate for profitable transactions, and develop strategic relationships.

ASA-U EDUCATION AT-A-GLANCE 05

YOUR PATH TO SUCCESS Understand the importance of connecting training to job performance expectations and company goals.

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INTRODUCING ASA UNIVERSITY Learn about the many resources and support available to make your talent development program successful.

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COLLEGE OF SALES Onboard new sales employees and elevate current associates with comprehensive training tracks.

LEADERSHIP / EXECUTIVE MANAGEMENT

Strong leaders can advance your company’s performance, help to prepare your leaders of tomorrow and engage employees to be their best. Strategic decision making, coaching and mentoring, building trust, and communication are the focus of ASA University’s leadership training.

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COLLEGE OF WAREHOUSE Fast-track new distribution employees with role-specific training, packaged just for you.

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COLLEGE OF PURCHASING Find industry-specific training for your purchasing and inventory management team.

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COLLEGE OF LEADERSHIP Support current and future leaders of your company to reach their full potential.

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EDUCATION FOR THE INDUSTRY Discover product and distribution business courses built specifically for the PHCP/PVF industry.

Questions?

We are here to help!

Call 630.467.0000

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COLLEGE OF BUSINESS Provide a consistent training approach for all support roles within your company.

Email info@asa.net Visit asa.net/education

BUSINESS MANAGEMENT

Run your business more effectively by addressing all roles within your company.

Industry-specific product training, distribution basics, safety courses, and curriculum for support positions such as administrators, finance, IT and HR help to drive peak performance and company profitability.

UNIVERSITY

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ASA University | asa.net/education

Time to Wake Up! With ASA University’s 5 colleges, tailor-made for your industry, it’s never been easier to make a splash.

Visit asa.net/education.

BUILT BY THE INDUSTRY. FOR THE INDUSTRY. 29 ROLE-BASED TRACKS | ADVISE PROGRAM MDM PROGRAM | 280 ONLINE COURSES CEU CREDITS | TURNKEY HR SOLUTIONS Call 630.467.0000 ext. 202

© 2019 American Supply Association. All Rights Reserved.

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YOUR COMPANY'S PATH TO SUCCESS.

ASA University | asa.net/education

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Training for training’s sake is not a good use of precious time and resources. ASA-U wants you to make the most of your training dollars. The best way to do that is to make as many connections as possible from the training to different talent management initiatives within the organization. This model helps you to visualize these connections — the more the better! With ASA-U, you can Advance Your Capability.

JOB DESCRIPTIONS

These are the foundation of any employee development process.

Employees need to know what’s expected of them on the job, the qualifications for the position, and how they will be ultimately measured. This CONNECTION to learning management is vital as you respond to the “why I am taking this training” from your employees.

TALENT MANAGEMENT As the overall capture of employee development and measurement, here is where you will find all the training and education necessary as identified through actual employee performance or skill gaps.

Learning becomes essential based on the total connections made throughout the process. Employees are taking training not just “because my manager said so!”

ASSESSMENTS

PERFORMANCE MANAGEMENT

Performance Management is the formal measurement of job performance. Here you can guide individual, lower-level behaviors into meaningful, aggregate results. Establishing annual goals is vital to the success of this step. With this CONNECTION to training, employees will begin to apply training in order to earn a wanted reward.

BEHAVIORS

The Assessment Tool uses the foundational job descriptions to determine if a current or future employee is qualified. The tool provides objective insight during the hiring process and is the basis for follow-up interview questions to confirm fit. The feedback can help determine development needs from day one making another CONNECTION to training.

Behaviors define the competency areas in terms of expected on-the-job performance, offering an impartial mechanism that defines success. By offering a means to determine areas of competence, opportunity, and future growth, behaviors provide another CONNECTION to training.

COMPETENCIES

Help bridge the transition from job descriptions to actual performance evaluation with competencies. Competencies allow the job descriptions to become more universal on an overall, company-wide basis, allowing for a common, consistent approach to expectations. Establishing the defining areas for on-the-job behaviors, competencies provide a CONNECTION to training.

Questions?

Please Contact ASA University Staff.

CALL 630.467.0000 EMAIL info@asa.net

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ASA University | asa.net/education

Built By The Industry. For The Industry.

ASA University is in the only resource directed specifically to the PHCP, Industrial and Mechanical PVF Industry, built from the ground up by members actively working in the industry. ASA University: Advance Your Capability.

RESOURCE CATALOG

NEW EMPLOYEES OR SEASONED PROFESSIONALS. ASA University combines online and traditional learning to address the needs of new or seasoned employees in the PHCP, Industrial and Mechanical PVF Industry. Increase productivity, profitability and safety when employees understand their roles in running an efficient distribution business while delivering outstanding customer service.

The five Colleges of ASA University help drive content to the industry.

5 COLLEGES. 1 UNIVERSITY. MEGA RESULTS. College of:

Sales / Sales Management

Warehouse Management

Purchasing / Inventory

Leadership / Executive Business Management Management ASA University provides a consistent approach and clear path for industry employees that include: • Detailed behavior expectations • Training opportunities directly mapped to the expected behaviors • Access to content resources

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

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Knowledge is Power.

Trained employees yield higher results.

PERFORMANCE EXPECTATIONS

KEY BEHAVIOR/PERFORMANCE ASSESSMENTS

TRAINING & EDUCATION

Find job description templates that you can use within your own company for current or prospective employees that are directly tied to the assessment resources.

The abilities and skills for each role within a business (e.g., communication, planning, etc.) have been identified. These expected behaviors are used to evaluate performance, identify areas for improvement, and are directly connected to training and educational opportunities. The competencies included have been identified as the major focus within each specific role. These competencies are used to drive learning.

A full program (training track) has been built around expected behaviors of each employee and is broken down by type of training. Find a full role-based training track or search for a particular competency to find training directly related to that area.

ASA UNIVERSITY ONLINE ASA-U Online is a comprehensive training system that delivers online, interactive training programs while providing the platform for managing your company's training program.

TRAIN – Employees can use the online system any time, from any computer.

TRACK – Easy-to-use system provides a tool to track, assess and report on individual employee’s progress.

ASA-U does the hard work for training administrators, managers or owners.

Start Your Program Today!

ASA University is made possible from the support of the Karl E. Neupert Endowment Fund.

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ASA University | asa.net/education

Stuck in a rut?

Make your own way out.

Implementing training can be overwhelming. ADVISE works WITH you to build a plan that’s effective, measurable and ready-to-use.

RESOURCE CATALOG

ASA-U ADVISE CORE OFFERINGS Get help starting your own training program!

• Strategic. Distributors build and implement a company-wide training program as opposed to pushing learning to new hires here and there.

• Scalable. Implementation is customized to make it applicable for a single location supply house or a multi-branch, multi-state, multi-channel distributor.

• Proactive. Learners grab content when they need it to plug a skill gap or prepare for their next role.

• Credible. The training plan will be built upon the onthe-job skills and knowledge required to be successful.

• Flexible. It can include content from ASA or anywhere else---put it all together so employees know exactly where to go for any training need.

• Supportive. An ASA Advisor is available for phone support during the implementation phase to help when challenges arise back home.

What Members Say We knew we wanted to train our people, but didn’t know where to start. ASA came in, customized the process for us, and taught our managers how to

Visit asa.net/advise

find courses from the behaviors their people showed on-the-job. That was 2 years ago, and we’ve been training ever since!

UNIVERSITY

ADVISE

Dan Patrick President/CEO Todd Pipe & Supply, LLC Anaheim, CA

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

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COLLEGE OF SALES / SALES MANAGEMENT Sales Performance — We’ll Help You Get There.

Make the most out of your one-on-one interactions with customers by providing your sales team best-in-class training. As one of the first employees in the company to interact with customers, your sales team needs to be equipped with knowledge and confidence on a range of products and customer situations.

Our industry-specific training tracks allow sales staff to learn, adapt and grow for professional advancement

to boost company sales. Invest in your employees and your company by providing new sales resources to succeed.

Take a product-driven, consultative approach to winning customer trust and loyalty. ASA-U’s College of Sales will show your sales staff how to engage customers to increase number of units and overall dollar value in the sales process to keep your pipeline growing and increase customer traffic.

A turnkey solution for any company looking to increase topline sales.

Sales Training Benefits These Employees • Counter Sales • Outside Sales • I nside Sales (Inbound & Outbound Focus)

• Showroom Sales (Customer & Trade Focus) • Showroom Managers • Sales Managers

• New Employees • Trainers • Sales/Marketing for Manufacturers & Rep Agencies

What Members Say All employees with a desire to move to sales

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roles within our company must complete courses through ASA University. This allows us to maintain a pipeline of knowledgeable employees to better serve our customers, and quickly backfill positions as they become available.

1,779

Courses Taken in 2018

8

Training Tracks

8,775 Hours Trained

221

ASA Member Companies Participating

Sean Moran Training Manager Plumbing Distributors, Inc. Lawrenceville, GA

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ASA University | asa.net/education

RESOURCE CATALOG

ROLE-BASED TRAINING TRACKS COUNTER SALES • Essentials of Profitable Counter Sales for Wholesaler-Distributors© • Essentials of Superb Service in Distribution© • Introduction to the PHCP / Industrial PVF Industry© • Overview of Wholesale Distribution© • Introduction to Pipe, Valves, and Fittings© • Introduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction to Steel, Stainless Steel, Iron Pipe and Fittings© • Business Etiquette • Creating a Respectful Workplace • Developing Positive Relationships at Work • Selling Essentials: Developing Clients for Life • Selling Essentials: Understanding the Sales Cycle • Taking Control of Conflict • Team Excellence • Time Management - Strategies for Sales Success • Microsoft Office 2010 + Custom Selections from the ProductPro© Library

INSIDE SALES • Essentials of Profitable Inside Sales in Distribution© • Essentials of Profitable Wholesale Distribution© • Introduction to the PHCP / Industrial PVF Industry© • Essentials of Superb Service in Distribution© • Introduction to Pipe, Valves, and Fittings© • Introduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction

to Steel, Stainless Steel, Iron Pipe and Fittings© • Business Etiquette • Creating a Respectful Workplace • Developing Positive Relationships at Work • Presentation and Speaking Fundamentals • Selling Essentials: Developing Clients for Life • Selling Essentials: Opening the Conversation • Selling Essentials: Understanding the Sales Cycle • Taking Control of Conflict • Team Excellence • Time Management - Strategies for Sales Success • Microsoft Office 2010 + Custom Selections from the ProductPro© Library

Courses subject to change; all tracks can be customized.

OUTSIDE SALES •E ssentials of Profitable Outside Sales in Distribution© • Essentials of Profitable Wholesale Distribution© • Essentials of Superb Service in Distribution© • Introduction to the PHCP / Industrial PVF Industry© • Introduction to Pipe, Valves, and Fittings© • Introduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction to Steel, Stainless Steel, Iron Pipe and Fittings© • Presentation and Speaking Fundamentals • Selling Essentials: Developing Clients for Life • Selling Essentials: Opening the Conversation • Selling Essentials: Prospecting and Managing Territory • Selling Essentials: Understanding the Sales Cycle • Business Etiquette • Creating a Respectful Workplace • Creative Problem Solving • Developing Positive Relationships at Work • Taking Control of Conflict • Team Excellence • Time Management - Strategies for Sales Success • Microsoft Office 2010 + Custom Selections from the ProductPro© Library

EDUCATION THAT WORKS FOR YOU.TM

SHOWROOM SALES • Essentials of How Wholesaler-Distributors Make Money© • Essentials of Profitable Inside Sales in Distribution© • Essentials of Profitable Showroom Sales© • Essentials of Superb Service in Distribution© • Introduction to the PHCP / Industrial PVF Industry© • Introduction to Pipe, Valves, and Fittings© • Introduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction to Steel, Stainless Steel, Iron Pipe and Fittings© • Fixtures and Faucets© • Residential Plumbing & Piping© • Account Types • Business Etiquette • Creating a Respectful Workplace • Developing Positive Relationships at Work • Presentation and Speaking Fundamentals • Selling Essentials: Developing Clients for Life • Selling Essentials: Opening the Conversation • Selling Essentials: Understanding the Sales Cycle • Taking Control of Conflict • Team Excellence • Time Management - Strategies for Sales Success • Microsoft Office 2010

ASA University | asa.net/education

ProductPro® Library • Domestic Water Heaters© • Domestic Water Well Pumps© • Fixtures and Faucets© • Residential Hydronic Heating Systems© • Residential Water Processing© • Sump, Sewage, & Effluent Pumps© • Fire Protection Systems© • Industrial Valves© • Introduction to HVACR© • Residential Plumbing and Piping© • Commercial Schematic© - Central Chiller Plant Training Package • Commercial Schematic© - Powerhouse Training Package • Commercial Schematic© - Plumbing Systems Training Package • I ndustrial Schematic© - Steam System Training Package

FOR QUESTIONS, to view all tracks available, or to order VISIT: asa.net/store or CALL: 630.467.0000

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ASA University | asa.net/education

RESOURCE CATALOG

COLLEGE OF WAREHOUSE MANAGEMENT Enhance Your Warehouse Operations.

Take the first step in advancing your company’s growth. ASA-U’s customized Warehouse Management tracks provide the tools and resources new and seasoned employees need to prosper in this industry.

ASA-U provides new employees an outstanding foundation to become their best.

Insights into operations, customer service, and profitability are all covered. Customer retention, team collaboration, as well as industry product overviews are provided. Experienced warehouse staff can advance and grow new skills to push both their career and the company to the next level. Warehouse Management is the heartbeat of your company—your

staff needs on-demand courses or a tailor-made curricula so operations never skips a beat.

College Specific Competencies

The competencies shown have been identified as the major focus within the College of Warehouse: • Safety Awareness • Learning and Adaptability • Contributing to Team Success Through Building Trust and Partnerships with Customer Focus • Work Standards • Continuous and Applied Learning

Warehouse Management Benefits These Employees

What Members Say The training offered through ASA University has raised the overall professionalism of my

• Safety Managers • Operations Managers • Warehouse Managers • Warehouse Staff

• Shipping/Receiving Supervisors • Dispatchers • Pickers/Packers • Drivers

• New Employees • New to Industry

Count On ASA-U

employees and allowed them to envision the career paths available within this industry. This has been especially helpful as we onboard new employees with no prior industry experience.

Matt Huffman Manager National Wholesale Supply Dallas, TX

542

Courses Taken in 2018

4

Training Tracks

1,746 Hours Trained

345

ASA Member Companies Participating

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

ROLE-BASED TRAINING TRACKS WAREHOUSE STAFF • Business Etiquette • Creating a Respectful Workplace • Developing Positive Relationships at Work • Essentials of Profitable Warehouse Operations© • Essentials of Profitable Wholesale Distribution© • Essentials of Superb Service in Distribution© • Ethics in the Workplace • Introduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction to Pipe, Valves, and Fittings© • Introduction to Steel, Stainless Steel, Iron Pipe and Fittings© • Introduction to the PHCP / Industrial PVF Industry© • Overview of Wholesale Distribution© • Time Management • Taking Control of Conflict • Team Excellence + Custom Selections from the ProductPro© Library + Safety Training – includes 3 courses from a full menu of safety training courses. See page 27 for details. + Optional Course: Essentials of Profitable Counter Sales for Wholesaler-Distributors©

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Courses subject to change; all tracks can be customized.

SHIPPING / RECEIVING SUPERVISOR • Essentials of Profitable Warehouse Operations© • Essentials of Profitable Wholesale Distribution© •E ssentials of Leadership for Wholesaler-Distributors© • Essentials of Superb Service in Distribution© • Overview of Wholesale Distribution© • Coaching Conversations • Coaching for Development • Creating a Respectful Workplace • Developing Positive Relationships at Work • Ethics in the Workplace • Planning and Prioritization • Performance Excellence • Time Management • Taking Control of Conflict • Team Excellence • Microsoft Office 2010 + Custom Selections from the ProductPro© Library + Safety Training – includes 3 courses from a full menu of safety training courses. See page 27 for details.

ProductPro® Library • I ntroduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction to Pipe, Valves, and Fittings© • Introduction to Steel, Stainless Steel, Iron Pipe and Fittings© • Domestic Water Heaters© • Domestic Water Well Pumps© • Fixtures and Faucets© • Residential Hydronic Heating Systems© • Residential Water Processing© • Sump, Sewage, & Effluent Pumps© • Fire Protection Systems© • Industrial Valves© • Introduction to HVACR© • Residential Plumbing and Piping© • Commercial Schematic© - Central Chiller Plant Training Package • Commercial Schematic© - Powerhouse Training Package • Commercial Schematic© - Plumbing Systems Training Package • I ndustrial Schematic© - Steam System Training Package

FOR QUESTIONS, to view all tracks available, or to order VISIT: asa.net/store or CALL: 630.467.0000

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ASA University | asa.net/education

RESOURCE CATALOG

COLLEGE OF PURCHASING / INVENTORY MANAGEMENT Purchase and Manage Inventories — Sharply.

ASA-U College of Purchasing and Inventory Management increases your company’s profitability. The efficient, online training courses provide a deeper understanding of best practices and techniques for purchasing and inventory management. Master what is expected from each role and enhance those skills. This is one of the best ways to increase inventory turn while decreasing expenses!

College Specific Competencies

While each role requires specific capabilities, the College of Purchasing identifies the competencies below as the major area of focus, including: • Analytical Skill • Decision Making • Negotiation • Building Strategic Internal/External Working Relationships • Planning and Organizing Work

What Members Say The College of Purchasing from ASA-U is the only resource of its kind, offering training and

Purchasing & Inventory Management Training Benefits These Employees • Safety Managers • Inventory Specialists

• Purchasing Agents / Buyers • Purchasing Managers

• Sales/Marketing for Manufacturers & Rep Agencies

performance management support to an often overlooked discipline in our industry. With comprehensive, industry-specific training geared directly towards our buyers, decision makers,

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and bottom-line influencers, ASA University is equipped to elevate the performance of our purchasing managers and agents, as well as our inventory specialists.

John Edwards Vice President Eastway Supplies, Inc. Columbus, OH

167

Courses Taken in 2018

3

Training Tracks

514

Hours Trained

108

ASA Member Companies Participating

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

ROLE-BASED TRAINING TRACKS INVENTORY SPECIALIST •E ssentials of Profitable Purchasing and Inventory Management© • Essentials of Profitable Warehouse Operations© • Essentials of Profitable Wholesale Distribution© •E ssentials of Leadership for Wholesaler-Distributors© • Essentials of Superb Service in Distribution© • Overview of Wholesale Distribution© • Introduction to Pipe, Valves, and Fittings© • Introduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction to Steel, Stainless Steel, Iron Pipe and Fittings© • Creating a Respectful Workplace • Creative Problem Solving • Developing Positive Relationships at Work • Ethics in the Workplace • Management of Inventory • Time Management • Purchasing Strategies • Taking Control of Conflict • Team Excellence • The Purchasing Process • Microsoft Office 2010 + Custom Selections from the ProductPro© Library

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Courses subject to change; all tracks can be customized.

PURCHASING AGENT • Essentials of Profitable Purchasing and Inventory Management© • Essentials of Profitable Warehouse Operations© • Essentials of Profitable Wholesale Distribution© • Essentials of Superb Service in Distribution© • Business Etiquette • Overview of Wholesale Distribution© • Introduction to Pipe, Valves, and Fittings© • Introduction to Copper Tube, Plastic Pipe, and Fittings© • Introduction to Steel, Stainless Steel, Iron Pipe and Fittings© • Creating a Respectful Workplace • Creative Problem Solving • Developing Positive Relationships at Work • Ethics in the Workplace • Negotiation Bundle • Purchasing Strategies • Purchasing: Calculating Costs to Increase Your Negotiating Power • Taking Control of Conflict • Team Excellence • The Purchasing Process • Microsoft Office 2010 + Custom Selections from the ProductPro© Library

ProductPro® Library • Domestic Water Heaters© • Domestic Water Well Pumps© • Fixtures and Faucets© • Residential Hydronic Heating Systems© • Residential Water Processing© • Sump, Sewage, & Effluent Pumps© • Fire Protection Systems© • Industrial Valves© • Introduction to HVACR© • Residential Plumbing and Piping© • Commercial Schematic© - Central Chiller Plant Training Package • Commercial Schematic© - Powerhouse Training Package • Commercial Schematic© - Plumbing Systems Training Package • I ndustrial Schematic© - Steam System Training Package

FOR QUESTIONS, to view all tracks available, or to order VISIT: asa.net/store or CALL: 630.467.0000

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ASA University | asa.net/education

RESOURCE CATALOG

COLLEGE OF LEADERSHIP / EXECUTIVE MANAGEMENT Leaders Are Made. Not Born.

ASA-U’s College of Leadership builds leaders for today’s business reality and tomorrow’s unknown. Current leaders, executives and managers can improve company performance on several levels with Leadership offerings: sales, purchasing, warehouse, branch management and more. Develop leadership, mentoring and coaching skills. Enhance your employees’ performance and ability. Improve the skills of current leaders and develop the skills for future leaders to reach your company’s full potential by all employees. Check out the industry’s exciting 5-phased Master of Distribution Management program (MDM)—to increase your company’s performance, productivity and profitability.

College Specific Competencies

While each role requires specific capabilities, the College of Leadership and Executive Management identifies the competencies below as the major area of focus, including: • Strategic Decision Making • Delegating Responsibility and Follow-up • Planning and Organizing • Communication • Building Trust and Gaining Commitment • Coaching and Developing Others

Leadership Benefits These Employees

What Members Say

• Branch Managers • Sales Managers • Warehouse Managers • Purchasing Managers

• Decision Makers • Leadership Roles • Owners • Trainers

• Operations Managers • General Managers • Showroom Managers • Management Trainees

ASA University has allowed me to become the leader I need to be with relevant and effective training for all levels of experience. The quality

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of information provided includes practices that I have immediately applied to my job and everyday operations.

Stephanie Abeling Accounting Consumers Pipe & Supply Co. Fontana, CA

630

Courses Taken in 2018

6

Training Tracks

1,248 Hours Trained

162

ASA Member Companies Participating

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

ROLE-BASED TRAINING TRACKS GENERAL / BRANCH MANAGER •E ssentials of Leadership for Wholesaler-Distributors© • Essentials of Profitable Wholesale Distribution© • Essentials of Superb Service in Distribution© • Coaching Conversations • Coaching for Development • Creating a Respectful Workplace • Creative Problem Solving • Developing Positive Relationships at Work • Effective Delegation • Ethics in the Workplace • Leadership and Empowerment Fundamentals • Team Building/ Teamwork Fundamentals • Performance Excellence • Time Management • Interviewing and Hiring Fundamentals • Taking Control of Conflict • Team Excellence • Planning and Prioritization • Communication: Giving and Receiving Feedback • Communication: Listening and Comprehension • Microsoft Office 2010 + Also Recommended • Essentials of Profitable Warehouse Operations© •E ssentials of Profitable Counter Sales for Wholesaler-Distributors© •E ssentials of Profitable Inside Sales in Distribution© • Essentials of Profitable Outside Sales in Distribution© •E ssentials of Profitable Purchasing and Inventory Management© •E ssentials of Profitable Showroom Sales©

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Courses subject to change; all tracks can be customized.

SALES MANAGER •E ssentials of Leadership for Wholesaler-Distributors© • Essentials of Profitable Wholesale Distribution© • Essentials of Superb Service in Distribution© • Introduction to the PHCP / Industrial PVF Industry© • Coaching Conversations • Coaching for Development • Creating a Respectful Workplace • Developing Positive Relationships at Work • Effective Delegation • Job Shadowing & Mentoring • Performance Excellence • Presentation and Speaking Fundamentals • Selling Essentials: Understanding the Sales Cycle • Taking Control of Conflict • Team Excellence • Time Management - Strategies for Sales Success + Also Recommended •E ssentials of Profitable Counter Sales for Wholesaler-Distributors© •E ssentials of Profitable Inside Sales in Distribution© •E ssentials of Profitable Outside Sales in Distribution© •E ssentials of Profitable Showroom Sales©

WAREHOUSE MANAGER •E ssentials of Leadership for Wholesaler-Distributors© • Essentials of Profitable Warehouse Operations© • Essentials of Superb Service in Distribution© • Overview of Wholesale Distribution© • Coaching Conversations • Coaching for Development • Creating a Respectful Workplace • Developing Positive Relationships at Work • Effective Delegation • Ethics in the Workplace • Planning and Prioritization • Interviewing and Hiring Fundamentals • Performance Excellence • Time Management • Taking Control of Conflict • Team Excellence • Communication: Giving and Receiving Feedback • Microsoft Office 2010 + Safety Training – includes 3 courses from a full menu of safety training courses. See page 27 for details.

FOR QUESTIONS, to view all tracks available, or to order VISIT: asa.net/store or CALL: 630.467.0000

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ASA University | asa.net/education

RESOURCE CATALOG

COLLEGE OF BUSINESS MANAGEMENT Beyond Warehouse, Sales and Purchasing — Are Your Other Employees Being Trained to Move Your Company Forward?

Stronger Spokes Fortify The Wheel.

Business Management is at the hub of your company and your employees’ success. Whether office staff, customer service-facing, IT, human resources, accounting/ finance, executive assistant or marketing—ASA-U’s College of Business Management has the courses to take careers and your company to the next level.

Advancing your ability in these areas allows the business to run more effectively with better operations. New employees as well as lateral moves within your company can all benefit from Business Management’s integrated, rolebased and customized training track approach to learning and improving skill sets. Have the right tools to get the job done.

Business Management Benefits These Employees • Office Admin Staff • Administrators • Customer Service • Information Technology (IT) • Human Resources (HR)

• Accounting/Finance • Billing Specialists • Collection & A/R Specialists • Bookkeepers • Executive Assistants

• Marketing • Sales for Manufacturers & Rep Agencies • Safety Managers • New Employees

What Members Say The courses offered through ASA University are

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focused on OUR business and OUR industry, offering the most relevant experience possible. We can’t get that type of training anywhere else.

Scott Robertson President Robertson Heating Supply Co. Alliance, OH

6,608

Courses Taken in 2018

11

Training Tracks

17,664 Hours Trained

263

ASA Member Companies Participating

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

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ROLE-BASED TRAINING TRACKS TRAINING BY ROLE

COURSES ORGANIZED BY TOPIC

Go to ASA University to find the courses based on your role

Each of the following areas contain a full complement of courses

• Billing Specialist • Collection Specialist • Accounts Receivable Coordinator • Payroll/Benefits Coordinator • Human Resources • Quotation Coordinator • Executive Assistant • Information Technology • Operations • Office Staff • Marketing • Project Manager • Customer Service Specialist

• Project Management • Financial Skills • General Business Skills, includes time management and professional development • Teamwork • Information Technology • Legal • Human Resources, includes coaching, mentoring, ethics and hiring • Marketing • Safety, complete library of safety courses for all aspects of your business • Product Knowledge, full selection of courses created specifically for this industry • Distribution Basics, focuses on all aspects of the distribution business, including customers • Accounting • Support and Assistance

FOR EMPLOYEES Discover where you can advance and, more importantly—how. The College of Business Management is THE place to go to gain confidence to excel in your current role or advance to the next. Learn what is expected and how to exceed expectations—both yours and your management. Get the training you need to eliminate mistakes, perform at a higher level, and provide more value to your department. By investing in yourself, your career prospects look brighter every day.

FOR EMPLOYERS Run a more efficient, safe and successful business.

What could your employees do better? Through the College of Business Management, managers, employees and trainees learn industry standards as an initial benchmark and to identify training where needed. Allow your team to reach its full potential.

Invest in your company’s most important asset – your people – to ensure the best training transforms into growth for your company.

FOR QUESTIONS, to view all tracks available, or to order VISIT: asa.net/store or CALL: 630.467.0000

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ASA University | asa.net/education

RESOURCE CATALOG

ASA-U ESSENTIALS COURSES Essentials, ASA University’s flagship brand, is comprised of separate and distinct courses, each targeting specific areas of a typical wholesale distribution business. By focusing on the ultimate goal of improving profitability, these courses provide a critical message on the value of each member of the wholesaler distributor’s team.

Essentials courses are available both online and in book format, unless otherwise specified. The Essentials courses contain self-grading end-of-chapter quizzes, a glossary, and a final exam with a certificate of completion for those who pass the exam. In addition, the online versions of the courses contain learning games, engaging activities, and audio narration.

Essentials of Profitable Wholesale Distribution©

Essentials of Profitable Warehouse Operations©

This course provides a straightforward and clear understanding of how wholesaler-distributors make and spend money, why understanding margin and mark-up is important, how pricing decisions impact the bottom line, and why you need to know what your customers really want. The course provides the basics of distribution economics, customer service, sales, and marketing.

This course helps all employees learn about warehouse functions, safety, and issues that impact profitability in a modern wholesale distribution warehouse. Learners will gain an understanding of how the wholesale-distribution business works, the orderly and safe flow of materials from receiving through delivery, and how the warehouse employee can grow as a professional.

Essentials of Leadership for Wholesaler-Distributors© (ONLINE ONLY) This course covers the areas of team alignment, continuous coaching, localized strategic planning, manpower planning, and performance reviews. Each section tackles a specific skillset that will ultimately ensure the success of the functional manager in evolving their team to the next level of profitability and performance. The course provides a comprehensive toolkit for success in leading a high-performing team.

Essentials of Profitable Counter Sales for Wholesaler-Distributors© This course provides an overview of how counter people contribute to a profitable wholesale distribution operation with an understanding of the role they play in making the business profitable.

An in-depth look at key distribution concerns such as gross sales, net sale, margin, and mark-up is provided, along with other critical concerns such as pricing, customer needs, accurate documentation, and exceptional customer service.

Essentials of Profitable Inside Sales in Distribution© This course provides critical knowledge and skills training for inside sales professionals who want to improve their performance and profitability. With an expanded role, inside sales now takes more responsibility for generating profitable sales. The basics of profitable sales, exceptional customer service, effective communication, and key business values and skills are covered.

Essentials of Profitable Outside Sales in Distribution© This course explains the role of outside sales in wholesale distribution as the company’s face to the customer, with the focus on generating sales and increasing profits. Learners will understand the roles and responsibilities of all sales team members, and how to work effectively. Key areas such as profitability, sales process, time management, and exceptional customer service are covered.

EDUCATION THAT WORKS FOR YOU.TM

Essentials of Profitable Purchasing and Inventory Management© This course explains the role of purchasing and inventory management in wholesale distribution, and why some companies blend purchasing and inventory management under the umbrella known as supply chain management. Topics include strategic supply chain management, purchasing techniques, effective purchasing, contract negotiation strategies, and advanced forecasting for inventory management.

Essentials of Profitable Showroom Sales© This course covers the critical concepts of consultative selling, showroom marketing, and customer service.

Designed to help new employees sharpen their selling skills and seasoned salespeople to refresh theirs, the course describes the important role that showrooms play in the overall operation of the wholesale distribution business.

Overview of Wholesale Distribution© (ONLINE ONLY) This course provides distribution team members with an overview of how the industry provides value, makes its money, serves its customers, and improves its operations.

Essentials of How Wholesaler-Distributors Make Money© (ONLINE ONLY) This course explains how a wholesaler-distributor makes money, how that money is spent, and what it takes to stay in business, while examining some of the basic components of distribution economics.

ASA University | asa.net/education

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Essentials of Superb Service in Distribution© (ONLINE ONLY) This course provides team members with a concise explanation of the most important keys to providing superb service, while addressing critical operational, economic, and interpersonal concerns.

Introduction to the PHCP / Industrial PVF Industry© (ONLINE ONLY) This course provides an overview of the PHCP/HVAC and Industrial PVF Industries and their contributions to the health and economic well-being of the U.S.

More Resources From ASA-U Each of ASA-U’s 5 colleges provides a set of competencies for every role in your organization.

This specialized training, developed for and by the Industry, ensures relevant and role-specific topics for employees throughout the company —everything from Inventory Specialist to Executive Leadership.

ASA-U takes the guess work out of the process.

LEARN MORE about the specific competencies for every role.

VISIT: asa.net/Education or CALL: 630.467.0000

1 hr

ASA University Delivers Results

All active ASA members are eligible for a free 1 hour consulting session to kick start your employee and training development program. After ASA-U’s expert training staff have discussed your needs, they will send you a recommendations document as a follow up guide to help with the next steps.

Just Think: you are 1 hour away from getting your training off the ground. That’s exciting!

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ASA University | asa.net/education

RESOURCE CATALOG

ASA-U PRODUCTPRO® COURSES The ProductPro® product knowledge courses will make your employees smarter about the products they sell.

ProductPro® trained employees will make fewer errors, reducing your operating expenses and shrinkage, and increasing customer satisfaction. These highly effective courses will also help you get your new employees up to speed faster and build their confidence.

ProductPro® courses are available online and in book format, unless otherwise specified. ProductPro® courses contain selfgrading end-of-chapter quizzes, a glossary, and a final exam with a certificate of completion for those who pass the exam.

The online versions of the courses also contain learning games, engaging activities, and audio narration.

Introduction to Pipe, Valves, and Fittings© This course provides training for new employees about the characteristics and uses of pipe products, fittings, and valves. Definitions of common industry terms, descriptions of basic types of plumbing systems, and explanations of specifications for pipe, valves, and fittings are included.

Introduction to Steel, Stainless Steel, Iron Pipe, and Fittings© This course includes definitions of common industry terms, descriptions of types of pipe by size, weight, and wall thickness, explanations of different types of steel, stainless steel, and iron pipe ends and fittings, and how they are joined. Explanations of the common uses of cast iron, malleable iron, and ductile iron are also covered.

Introduction to Copper Tube, Plastic Pipe, and Fittings© This course includes definitions of common industry terms, descriptions of basic types, details of how to specify and order, explanations of applications, general recommendations and joining methods for different types of copper tube, plastic pipe and fittings.

Domestic Water Heaters© This course provides an overview of common types of residential water heaters and the basic knowledge needed to discuss the specifications for each.

Definitions of common industry terms, water heater classifications, and descriptions of water heater components assist learners to differentiate between various types based on installation application.

More Information Available In addition to these courses, ASA University offers job descriptions, on-the-job assessments, and expanded curricula. ASA members can access these resources online at asa.net/Education.

Domestic Water Well Pumps© This course provides an overview of water wells and the basic knowledge needed to discuss the different types of water wells, principles of pump operation, and the major types of pumps. Employees will learn how to size a pump in terms of lift, capacity, and discharge pressure requirements as well as the descriptions of the major types of system components

Residential Hydronic Heating Systems© This course provides an overview of the operation and components of small hydronic heating systems. The course gives employees the basic knowledge needed to discuss the operation and components of these systems. Definitions of common industry terms, a description of the basic operations of small systems, and other information to help employees serve customers more effectively are provided.

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

Residential Water Processing©

Introduction to HVACR©

This course provides definitions of common industry terms, descriptions of the major types of system components, and other information to help employees serve customers more effectively. Basic information is provided and does not prepare employees to diagnose complex water problems.

This course provides basic information about heating, ventilating, air conditioning, and refrigeration systems (HVACR). Employees learn the components of the HVACR system, compare radiation, convection, and conduction, and differentiate between energy, power, and heat. HVAC load, pressure and temperature relationship, and adsorption and vapor compression cycles are also covered.

INDUSTRIAL PVF FOCUSED PRODUCT TRAINING

Fire Protection Systems©

• I ntroduction to Industrial Pipe, Valves, and Fittings© • I ntroduction to Industrial Steel, Stainless Steel Pipe, and Fittings© • I ntroduction to Industrial Copper Tube, Plastic Pipe, and Fittings©

Sump, Sewage, & Effluent Pumps© This course provides an overview of the common types of sump, sewage, and effluent pumps. The course gives employees the basic knowledge needed to discuss the operation and components of these pumps. Definitions of common industry terms, descriptions of the major types of pumps, and other information to help employees serve customers more effectively are provided.

Fixtures and Faucets

©

(ONLINE ONLY) This course is an online program that provides definitions of common industry terms, descriptions of the major types of fixtures, and information on the supply and DWV fittings most commonly specified for the installation of these fixtures.

Industrial Valves© This course takes employees to the next level with their knowledge and ability to work with a wide range of industrial valves. Employees learn the types, designs, and functions of valves, how to identify and solve common valve problems, how to interpret manufacturers’ literature, and how to speak confidently with customers. This is an in-depth program requiring a basic knowledge of pipe, valves, and fittings.

(ONLINE ONLY) This course provides the fundamentals of fire protection systems, including a brief history of fire protection systems, building safety, detection and suppression systems and agents, as well as fire pumps, standpipes, hose and sprinkler systems.

Fire protection codes and standards, as well as pipe requirements and classes in relation to fire prevention mechanisms are also covered.

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ASA University’s most popular product courses have been customized for industrial PVF-focused companies within the industry.

Employees can now learn the characteristics and uses of pipe, valves and fittings found in industrial applications.

DISCOVER MORE industrial courses at asa.net/industrialcourses

What Members Say ASA University provides training for a wide range of industry products, giving our employees a strong foundation and the confidence to assist our customers effectively. Fully understanding the products we sell has elevated the professionalism, and profitability of our employees.

Gerry Cooney President Cooney Brothers, Inc. Plymouth Meeting, PA

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ASA University | asa.net/education

RESOURCE CATALOG

ASA-U SYSTEMS-BASED LEARNING Systems-Based Learning courses are only available online. These interactive programs illustrate pipe, valves, and fittings in real-life application within various systems.

The lessons provide an overview to help learners visualize and understand what tasks these systems perform, as well as provide a basic knowledge about how each system works. Systems-Based Learning is offered in Residential, Commercial, and Industrial versions.

Residential Plumbing & Piping© This course provides a basic overview of the plumbing and piping systems that comprise a typical residential structure. Water supply, the drainage, waste, and vent system (DWV), and the gas supply systems within a home are covered. The role of each system, as well as the integration between systems to support a fully-functional residential infrastructure are covered.

Commercial Schematic© Powerhouse Training Package This course focuses on a typical hospital boiler, an enclosed vessel in which water is heated and circulated, either as hot water or as steam, for heating or power.

Water movement and other important features are animated to help learners visualize how a burner ignites some type of fuel and sends the hot gases into a long tube that snakes back and forth through the water.

Commercial Schematic© Central Chiller Plant Training Package This course focuses on a typical hospital central chiller plant. Water movement and other important features are animated in a typical commercial setting to help learners visualize how water flows through a central chiller plant.

Chillers, cooling towers, piping systems, circulating systems, make-up water, and materials are covered.

Commercial Schematic© Plumbing Systems Training Package This course focuses on the water supply, carriers and drainage, fixtures, faucets, and trim, appliances, and appurtenances in a plumbing system in a hospital.

Water movement and other important features are animated in a typical commercial setting to help students visualize how water flows through a plumbing system.

Industrial Schematic© Steam System Training Package This course focuses on the steam system and how it is used to provide heat for drying products, sterilizing, and cooling in both power generation and manufacturing applications. The flow of water or steam is animated through the pipes of the steam system to help learners visualize the working system, and understand how the key system components fit together.

More Information Available Don't see what you are looking for? No problem! Contact the ASA-U Staff to help find training to fit your needs.

VISIT: asa.net/Education or CALL: 630.467.0000

EDUCATION THAT WORKS FOR YOU.TM

ASA University | asa.net/education

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What Members Say We realize that an educated employee is a happier employee and is more invested in our business for the long haul. ASA University courses provide our employees with a solid understanding of both the products we sell and the operation of a successful wholesale distribution business, elevating our employee’s profitability and engagement.

Gary Bosley VP, Purchasing/Operations Erb Co., Inc. Buffalo, NY

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ASA University | asa.net/education

MDM CERTIFICATION PROGRAM UNIVERSITY

GET THERE. Introducing the MASTER OF DISTRIBUTION MANAGEMENT Certificate Program Find Your Path to DISTRIBUTION SUCCESS ASA University now offers the Master of Distribution Management (MDM) certificate program.

Comprehensive, multi-format education and training focused on developing the industry’s top talent and creating more ABILITY to move your company forward.

Become an MDM Graduate.

Call or Register Today!

Call 630.467.0000 or Visit asa.net/MDM

RESOURCE CATALOG

OTHER ASA-U TRAINING MATERIALS & RESOURCES ASA University is constantly developing and delivering necessary training for the industry. Here you will find training that targets a specific skill or knowledge gap, including courses on customer service and supervision. All training courses are available online only, unless otherwise specified.

Business Etiquette This course provides guidelines for common business etiquette, how to show respect for yourself and others, how to create the standards and policies that support them, how to follow and support ethical standards, and how to deal with problems where ethics are concerned.

Coaching Conversations This course reviews some of the basic methods and techniques for effective coaching and accountability, and expands upon them to give you a chance to practice applying the skills in different situations.

Enter the MDM Certificate Program, a first of its kind training: developed for the industry by industry experts. A 5 step process that includes: 1. Online Training and Top Business Books 2. A 4-Day Workshop (univid.org) 3. Independent Learning and Coursework 4. A Final Assessment 5. A Capstone Project Meet with colleagues, peers and mentors to engage in relevant industry topics and issues and increase your knowledge and understanding to improve today’s business and prepare for tomorrow.

Coaching for Development This course provides an in-depth review of coaching methodologies specifically used to coach employees for career development.

Creating a Respectful Workplace This course is designed to help employees consistently demonstrate respect in their day-to-day interactions.

They will learn how to establish self-respect, develop reciprocity with colleagues, and maintain respect when faced with stress, uncertainty, and change.

EDUCATION THAT WORKS FOR YOU.TM

Creative Problem Solving This is a course in which participants will learn how to integrate creativity with analytic thinking for effective problem solving, and to develop critical thinking skills.

Developing Positive Relationships at Work This course provides the positive learning experience your organization needs to ensure that individuals unite around a common mission, value diversity, rise above personal slights, take responsibility, and cultivate an environment based on trust.

Ethics in the Workplace This course explores how workplace ethics should be developed, how to create the standards and policies that support them, how employees can be trained and managed to follow and support these standards, and how to deal with problems where ethics are concerned.

Selling Essentials: Developing Clients for Life This in-depth course focuses on the skills salespeople need to cultivate relationships based on mutual trust and loyalty.

Selling Essentials: Opening the Conversation This course arms learners with the tools that enable them to be confident, sincere, engaging, and successful so they can establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients.

Selling Essentials: Prospecting and Managing Territory This course provides salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business with helpful tools including qualifying checklists, practice exercises, strategies, and more.

ASA University | asa.net/education

Selling Essentials: Understanding the Sales Cycle This course provides an in-depth learning experience aimed at transforming your sales force into true professionals who are prepped and ready for any challenge.

Skillful Collaboration This course explains how to use collaboration in the workplace, including defining collaboration, establishing a purpose for collaboration, and recognizing situations that are appropriate (or inappropriate) for collaboration.

Customer Service: The Path to Higher Profits© (IN WORKBOOK ONLY) This workbook introduces the basic concepts of customer service and the connection between “superb service” and increased profit levels. Perfect for use in a group setting.

The Art of Supervising and Motivating People© (IN BOOK ONLY) This book was written by the late Edward J. Felten, former Chairman of First Supply, who distilled the wisdom of his decades of management and leadership experience in a down-to-earth, readable style.

Taking Control of Conflict This course introduces the different types of conflict, shows individuals how to communicate clearly and tactfully, explores appropriate resolution strategies, and establishes a common-sense approach for preventing unnecessary conflict.

Team Excellence This course provides individuals an understanding of the benefits of effective collaboration in achieving goals and increase productivity with techniques to create synergy, set goals, cultivate accountability, and coordinate effective team building activities.

Time Management This course provides best practices related to time management in the workplace and techniques that increase personal effectiveness.

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Available Safety Courses • • • • • • • • • • •

Back Safety Driver Safety Employee Safety Fire Safety First Aid Forklift Safety Warehouse Safety Workplace Safety OSHA – Employee Training OSHA – Training for Supervisors Spanish Safety Courses

Over 40 Safety Courses available from ASA-U Online asa.net/Safety-Training

Increase Your — Performance. Productivity. Profitability.

UNIVERSITY

Education That Works For You.™ 1200 N. Arlington Heights Road #150, Itasca, IL 60143 | asa.net