Victor Technologies Training 101 for Sales Team. Instructor Guide. Course 5: Stoody Products. Topic Learning Objectives: Instructor Preparation

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1 Topic 1: Company Review Topic Learning Objectives: Instructor Preparation Upon successful completion of this topic, the student will be able to: 1. Recognize products within the different Victor Technologies brands 2. Describe the relationship between Victor Technologies, distributors and end users 3. Demonstrate knowledge of Stoody Products's long-standing history A. Download and review relevant Topics 1-3 PDF B. Fill in C. Review Student Preparation Student Preparation: A. Visit B. Videos Page 1

2 Topic 1: Company Review Knowledge Module: Victor Technologies Overview Slides: 1-7 What products does Victor Technologies manufacture? What online resources are available? Page 2

3 Topic 1: Company Review Knowledge Module: Industry Overview Slides: 8-10 What industries does Victor Technologies serve? Page 3

4 Topic 1: Company Review Knowledge Module: Stoody Company Overview Slides: History; How did Stoody Company get started? What are Stoody Products used for? Page 4

5 Topic 2: Introduction to Fundamentals of Hardfacing and High Alloy Joining Processes Topic Learning Objectives: Instructor Preparation Upon successful completion of this topic, the student will be able to: 1. Explain the basic concepts of hardfacing and high alloy joining processes 2. Identify the steps required for recommending Stoody products 3. Recognize various components within the Stoody Product line used to perform the hardfacing and high alloy joining processes A. Download and review relevant Topics 1-3 PDF B. Fill in C. Review Student Preparation Student Preparation: A. Visit B. Videos Page 5

6 Topic 2: Introduction to Fundamentals of Hardfacing and Steps to Recommending Hardfacing Alloys Knowledge Module: Process basics: Hardfacing & High Alloy Joining Slides: What is Hardfacing? What happens during the hardfacing process? Importance of understanding the hardness of materials Page 6

7 Topic 2: Introduction to Fundamentals of Hardfacing and Steps to Recommending Hardfacing Alloys Knowledge Module: Steps to Recommending Hardfacing Alloys Slide: Review the steps o o o o o Identifying the base metal Identifying the mode of wear Identifying the welding process Selecting the Stoody Product Selecting the diameter and packaging Page 7

8 Topic 2: Introduction to Fundamentals of Hardfacing and High Alloy Joining Processes Knowledge Module: Components used Slide: 30 Arc Welding Equipment o o o Wires Coated Electrodes Bare rods Oxy-acetylene Welding Equipment o o Bare rods Powders Plasma Welding Systems Thermal Spray Systems & wires Page 8

9 Topic 3: Overview of Stoody Product Topic Learning Objectives: Instructor Preparation Upon successful completion of this topic, the student will be able to: 1. Recognize the different products within the Stoody Product line A. Download and review Topics 1-3 PDF B. Fill in C. Review Student Preparation Student Preparation: A. Visit B. Videos Page 9

10 Topic 3: Overview of Stoody Products Knowledge Module: Introduction to the Stoody Product Line (High Level Overview) Slide: Briefly describe the types of Stoody Products: Hardfacing & High Alloy Welding o Hardfacing Electrodes & Wires o Nickel, Cobalt & Stainless Flux Cored Wires o Spray Powders & Tungsten Carbide Products Briefly describe the Stoody Product Groups: Group 1: Build-up and Joining Product Selection Guide Group 2: Metal to Metal Product Selection Guide Group 3: Metal to Earth Impact & Abrasion Product Selection Guide Group 4: Metal to Earth Extreme Abrasion Product Selection Guide Group 5: Special Alloys Product Selection Guide Page 10

11 Topic 4: Industry Information Topic Learning Objectives: Instructor Preparation Upon successful completion of this topic, the student will be able to: 1. Recognize target industries, customers and end users Stoody products are designed for 2. Demonstrate knowledge of industry terminology 3. Describe the uniqueness of Stoody Products A. Select, download, & review Topic 4 PDF/s B. Fill in C. Review Student Preparation Student Preparation: A. Visit B. Videos Page 11

12 Topic 4: Industry Information Knowledge Module: Identification of target markets, customers and end users Choose relevant Topic 4 industry PDF What markets should be focused on with this product? What key end users are in this region? Page 12

13 Topic 4: Regional Industry Information Knowledge Module: Industry terminology Choose relevant Topic 4 industry PDF Slang product terms: Regional specifics Regional target industries Uniqueness of Victor Gas Equipment Page 13

14 Topic 5: Specific Product Showcase Topic Learning Objectives: Instructor Preparation Duration: 1 hr Upon successful completion of this topic, the student will be able to: 1. Identify opportunities for end users who would benefit most from using specific products within the Stoody Products line 2. Identify unique features of Stoody Products which are beneficial to end users 3. Determine which items are required for stock and immediate availability 4. Demonstrate the proper use and various hardfacing and joining techniques utilizing Stoody Products (if applicable) Student Preparation: A. Select, download, & review Topic 5 PDF/s B. Fill in C. Review Student Preparation A. Visit B. Videos Page 14

15 Topic 5: Specific Product Showcase Knowledge Module: Group 1: Build up & Joining Alloys Duration: 1 hr Choose relevant Topic 5 product PDF Markets for specific product What markets should be focused on with this product? Specific geographic considerations Are there any specific geographic considerations? Benefits to end user What are the benefits of this product to the end user? Stock items Which items need to be stocked for immediate availability to the end user? Likely questions or objections and how to overcome; Catalog review Explore the catalog: Finding the right product for the application. Page 15

16 Topic 5: Specific Product Showcase Knowledge Module: Group 2: Metal to Metal Wear Duration: 1 hr Choose relevant Topic 5 product PDF Markets for specific product What markets should be focused on with this product? Specific geographic considerations Are there any specific geographic considerations? Benefits to end user What are the benefits of this product to the end user? Stock items Which items need to be stocked for immediate availability to the end user? Likely questions or objections and how to overcome; Catalog review Explore the catalog: Finding the right product for the application. Page 16

17 Topic 5: Specific Product Showcase Knowledge Module: Group 3: Metal to Earth for Moderate to Severe Impact & Moderate to Severe Abrasion (high alloy-iron based) Duration: 1 hr Choose relevant Topic 5 product PDF Markets for specific product What markets should be focused on with this product? Specific geographic considerations Are there any specific geographic considerations? Benefits to end user What are the benefits of this product to the end user? Stock items Which items need to be stocked for immediate availability to the end user? Likely questions or objections and how to overcome; Catalog review Explore the catalog: Finding the right product for the application. Page 17

18 Topic 5: Specific Product Showcase Knowledge Module: Group 4: Metal to Earth (Earth Cutting & Digging) for Extreme Abrasion and Low Impact (tungsten & vanadium carbide) Duration: 1 hr Choose relevant Topic 5 product PDF Markets for specific product What markets should be focused on with this product? Specific geographic considerations Are there any specific geographic considerations? Benefits to end user What are the benefits of this product to the end user? Stock items Which items need to be stocked for immediate availability to the end user? Likely questions or objections and how to overcome; Catalog review Explore the catalog: Finding the right product for the application. Page 18

19 Topic 5: Specific Product Showcase Knowledge Module: Group 5: Special Alloys - Abrasion Accompanied by Corrosion and/or High Temperatures (cobalt and nickel bases) Duration: 1 hr Choose relevant Topic 5 product PDF Markets for specific product What markets should be focused on with this product? Specific geographic considerations Are there any specific geographic considerations? Benefits to end user What are the benefits of this product to the end user? Stock items Which items need to be stocked for immediate availability to the end user? Likely questions or objections and how to overcome; Catalog review Explore the catalog: Finding the right product for the application. Page 19

20 For questions, comments, or feedback on this training tool or any other Victor Technologies Training issues, please contact us at Page 20

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