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Marketing in the Geosynthetics Industry

APRIL 22 (HALF-DAY)
The Marketing Course is held at the same time on April 22 as the optional certification exams for the April 20-21 courses

While the global geosynthetics industry is relatively small (an international geosynthetics conference may attract at most 2500 people), it is uniquely intense with many companies providing services ranging from geosynthetic products, geosynthetic installations, and expertise related to geosynthetic design, application, and testing. Most professionals in the geosynthetics industry have achieved much of their expertise during their professional career with a fortunate few having had geosynthetic -related curriculum in school.

The geosynthetic industry involves many with disparate educations ranging from classic geotechnical , civil and environmental engineering to technical backgrounds in chemistry, polymer engineering and materials science. Still others in our industry are solely trained based on multi-year experience with geosynthetic manufacturing, handling, installation, and testing.

From a marketing and sales communication perspective, this dynamic industry poses an especially challenging environment to establish meaningful communication with our collective customers. Indeed, navigating the multiple geosynthetic-related associations and non-profits, and their cultures and contributions can be daunting. Yet, these same organizations play a strategic role in standardizing and promoting geosynthetic technologies and applications – a key benefit to geosynthetic sales professionals. They stand as platforms for collective education and community held expertise as compared with company-specific messaging promoting a product or service unique attributes.

So, how is one to sell products or services in such a dynamic and competitive industry?

This half-day course is appropriate for business development and sales professionals working in the geosynthetics industry. It is appropriate for new hires, young starters, and seasoned professionals. Students will explore the different geosynthetic industry sales environments and how general and broad appreciation for the industry and its organizations can greatly enhance the success of sales efforts. Narratives commonly heard about geosynthetic types and features and their relative performance will be explored and evaluated in a non-competitive and safe environment. Healthy and positive sales techniques will be discussed and rehearsed. Students will gain an intense and expanded appreciation for the uniqueness and greatness of the global geosynthetics industry and its opportunities.

*Course Pricing

Early Bird (through February 16)
$350 – Government
$750 – Commercial, Single Registrant
$725 – Commercial, 2 Registrants
$700 – Commercial, 3+ Registrants
$295 – Marketing Course (November 19, Half Day)
$75 – GCI-ICP Exam Fee, Single Registrant
$35 – GCI-ICP Exam Fee, 2+ Registrants

After February 16
$350 – Government
$850 – Commercial, Single Registrant
$825 – Commercial, 2 Registrants
$800 – Commercial, 3+ Registrants
$350 – Marketing Course (November 19, Half Day)
$75 – GCI-ICP Exam Fee, Single Registrant
$35 – GCI-ICP Exam Fee, 2+ Registrants

PRICING: $295

ABOUT THE INSTRUCTORS

Sam Allen

is the Vice President of Texas Research International‘s (TRI) Geosynthetics Services Division. He has served as Chairman of ASTM Committee D35 on Geosynthetics and currently serves on the Board of Directors of the Geosynthetic Institute (GSI).

Jacqueline Dettman

Jacqueline Dettman for the past 15 years was the Business Development Manager of TRI/Environmental, Inc. (TRI) Geosynthetics Services, where she served as the technical and business “front” of construction related materials verification projects. In this role, Ms. Dettman assisted clients in specification reviews, budget planning and technical response.

Ms. Dettman has worked in the geoenvironmental industry for over 25 years, originally for Poly America (Poly-Flex Division) as the Western Division Sales Manager where she worked in concert with Owners, Engineers, Contractors and Installers. She later joined Golder Associates in various management and business development roles, and then on to Jacobs Engineers in operations and project management. These experiences significantly benefited clients as she is accomplished in both the best, and the most challenging, industry technical traditions and project communication customs, assisting clients through detail oriented plans. Jacque also lends her considerable expertise to TRI’s well recognized education and short course offerings, helping clients stay up-to-date with regard to still evolving geosynthetics technologies.

GEOSYNTHETIC THEMED COURSES

April 20 – 21

$750

April 22 Optional Certification Exam: GCI-ICP $75

Instructors: Mark Sieracke, P.E., Sam Allen, and Dr. Jeffrey Kuhn, P.E.

April 20 – 21

$750

April 22 Optional Certification Exam: FREE

Instructors: Dr. George Koerner, P.E. and Abigail Gilson, MS, P.E.

April 20 – 21

$750

April 22 Optional Certification Exam: FREE

Instructors: Michael Bernardi, P.E., Ashley Perry-MacMillan, P.E., Dr. Erol Tutumluer, and Dr. Jorge Zornberg, P.E.

April 20 – 21

$750

April 22 Optional Certification Exam: FREE

Instructors: C. Joel Sprague, P.E., and Markus Wilke

April 22 (Half-Day)

$295

The Marketing Course is held at the same time on April 22 as the optional certification exams for the April 20-21 courses.

Instructors: Sam Allen and Jacque Dettman

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