Simply strong ties

Simpson Strong-Tie earns the 2007 Progressive Distributor Manufacturer Product Training Award

by Rich Vurva

For more than 50 years, Simpson Strong-Tie has earned a reputation for producing high-quality structural building components. In addition to its status as a foremost manufacturer of connectors and anchor systems, the company is also known for its industry-leading training programs. Simpson’s training reputation is as solid as its products that resist high winds, hurricanes, earthquakes and other natural disasters.

In recognition of its dedication to training distributors and end-user customers, Simpson Strong-Tie is the recipient of the 2007 Progressive Distributor Manufacturer Product Training Award.

Simpson has eight North American training facilities where it hosts hundreds of free workshops for distributors, building inspectors, builders, engineers and installers. The training efforts are focused on improving building standards and the overall safety of structures, says company-wide training manager Charlie Roesset.

“Our mission is to help people build safer structures. Properly used, our products make structures stronger and safer. Properly applied, they can lower the cost of construction,” he says.

Course offerings include a broad range of topics from anchor system installation and engineered wood frame construction to seismic and high wind design. Simpson also incorporates the latest building code updates and industry trends into its training curriculum. Classes are often tailored toward specific audiences and many are team-taught by engineers to provide in-depth technical expertise in the subject matter.

“They throw a lot of different instructors in so you don’t get bored with one. They have a lot of different instructors with expertise in different market areas,” says Al Hannah of Hub Construction Specialties in San Bernardino, Calif., who has been attending Simpson training workshops for 15 years. “Their training is first-rate. They’re way ahead of most companies.”

“Their trainers know the subject matter cold. No matter what the question, they’re ready with an answer,” adds Jim Sobeck, president and CEO of New South Construction Supply based in Columbia, S.C.

From anchors to z-clips
Workshops designed for distributors and dealers typically last a full day, but can go longer. Most are hands-on sessions that give distributor salespeople a better understanding of the features and benefits of Simpson products. For example, the “Effective Selling with Simpson Anchor Systems” course focuses on applications into various base materials, job site troubleshooting, crack injection, as well as analyzing building plans for anchor applications and opportunities. Students review the process of selecting anchors and then complete hands-on exercises to help them become more familiar with the products, their applications, and competitive differences.

“They’ll cover everything from product nomenclature to add-on sales and how to read the catalog,” says Hannah. “Understanding the catalog and how to read load charts is very important today.”

Depending on the course, students may have the opportunity to view product samples, or take part in product testing and installations.

“Our sales and marketing efforts have traditionally been and continue to be about educating people about what they should be doing to make safer structures. That creates a selling opportunity when people realize what they need to be doing and should be doing. We spend a lot of time and effort on educating people,” says Roesset.

Simpson tailors training to incorporate local construction practices and building codes, such as sessions that focus on high wind-resistant construction in the Southeast or seismic construction tips for earthquake-prone areas.

Some distributors attend workshops with their contractor customers.

“It’s a way to show a customer that you’re taking a personal interest in their business and their problems. That’s what we’re all about, solving problems,” says Hannah.

Roesset says builders who attend the training sessions with distributors often end up scheduling additional training for their entire crews. Specifiers and building officials have come to rely on these courses to keep abreast of the latest code updates and technical information.

Online options
New South Construction Supply’s Sobeck sees the value in the training that Simpson offers his employees, but knows that commission-based salespeople are sometimes reluctant to sit in a classroom when they’d rather be calling on customers. He recently asked Simpson to develop Web-based training programs that salespeople could attend without traveling.

“They agreed to do training over the Web for all of our people. Instead of being out of the office, we did training at 5 p.m. on a Tuesday night. We’ve got nine branches and we’re able to get everybody from those branches to participate all at once,” Sobeck says.

Early in 2007, New South Construction Supply started conducting two to four online training sessions a month with a handful of key vendors.

“We’ll still send people to in-person classes but it’s so much more cost-effective to do it over the Web. Our people overwhelmingly prefer it,” he says. “Simpson Strong-Tie is the best at training.”

Roesset says the company will continue to offer training in a variety of formats to satisfy the educational needs of its various audiences.

“We’re proud to receive this award. We very much appreciate the recognition from distributors,” Roesset says.

This article appeared in the July/August 2007 issue of Progressive Distributor. Copyright 2007.

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