Regional Training Center Partnership Overview

Seagull looks at Regional Training Centers as true partners.

For this partnership,

Seagull provides:

the RTC provides:

Seagull Provides:

Courseware

Seagull provides courseware for each course offered consisting of:

Seagull pays any fees to gain and maintain these approvals. All correspondence needed to maintain the approval is handled by Seagull. This includes, but is not limited to, weekly notifications, annual renewal fees, updating courses, processing of instructors, as well as other requirements needed.

Certificate Processing

All courses are considered to be Seagull Courses. Seagull certificates will be issued by the Florida office within 24 hours of the time that all the following reaches Seagull:

For each course: For each student:

Unless notified otherwise, Seagull will send certificates to the RTC via our interactive computer system. In order to assure that the certificates are processed, a dedicated phone line linked to the RTC computer must be functional. Additional certificates or replacement certificates may be obtained by the purchaser of the training for $20.00 each.

Students whose companies paid for their certificates may obtain replacements if:

1) The purchasing company gives permission.

2) The student has proof that he has reimbursed the company for his training in term of service, payroll deduction, or cash. (Initial training only. Companies may not charge employees for refresher training.)

3) If local law requires the certificate to be given to the student. (Don't be confused by, "Certificates shall be issued to the student". This usually means the certificate must bear the student's name, not that it shall be physically given to him.)

The rationale behind this policy is that Seagull and its RTC Partners are service companies. While we train individual students, we are actually providing the service for whomever pays us. From a purely tangible point of view, the certificate is the product that has been purchased. With this in mind, companies that pay for our certificate should get them. Varying from this policy can cause severe consequences. Between training and medicals, companies have a substantial investment in employees before they show any return. Once given a certificate, a certain percentage of students will apply to other employers as a pre-certified worker (enhancing their possibilities by saving the investment by the second employer). If this occurs, you and Seagull have likely lost a valuable client. Seagull Provides:(Continued)

Certification Verification

Seagull maintains a student status database from which it verifies the validity of certifications. Falsified certificates are on the rise. As a result, consultants, refresher trainers, and employers verify the validity of certificates. Seagull's Fort Lauderdale office will handle all certificate validity calls. In addition, Seagull has a web site that provides access to our entire database of students. Individual, course or weekly training by a provider verification can be obtained through the web site. The area is called Public Access Certificate Verification. Information at this site is limited to the student's name, certificate number, course number, and expiration date. The RTC Computer can also access the web site so that each instructor can verify refreshing students or obtain information. In the "Government Access Only" area, upon password verification, states can access all information including the student's address, phone number and social security number. If instructors are interested in entering this web site permission can be granted.

Web Site: www.seagulltraining.com/

Seagull's homepage provides current information about the industry, in addition to valuable links nationwide. Seagull has also developed a specialized search engine for the states' convenience (assessable by password only) allowing for certificate confirmation through the internet, as well as an abbreviated version (without social security number and address) for contractors, consultants, or the general public. This allows any contractor or consultant to verify certificates at their convenience. Students can also search their training history through this search engine. Maps of the entire US are colored revealing where Seagull's certificates are approved nationwide in both asbestos and lead. Links are provided within the states which gives information about the training center as well as the state regulating agency. We have received numerous compliments on our web site and we encourage refreshing classes to be introduced to the web site during the course.

Mass Marketing

CAUTION: All advertising including Seagull's name or any of its services or courses must be cleared in advance by Seagull. The USEPA has very strict rules about the wording of any advertisements for AHERA & Lead courses.

Upon entering the national training arena, Seagull quickly learned that unfortunately most of the purchasers of training were largely unconcerned with quality or effectiveness. We say, "Unfortunately" because that has always been where Seagull's major efforts have been and will continue to be. Yet, almost all national training advertising has centered around quality. Therefore, Seagull's advertising has centered on "Availability". This was so successful that we implemented the RTC system (TRAINING EVERY WEEK - JUST WALK IN) in early 1992. Seagull provides mass marketing in the following manners:

Fax Advertising - Seagull sends faxes to prospective clients by computer. Our systems have the capability of sending thousands of faxes a day. Thus far, this form of advertising has been the most effective.

In many states, sending an unsolicited fax is illegal. Seagull individually contacts each prospective client by phone to obtain their fax number. When their number is given, a solicitation is implied.

Prospective client lists come from various sources. One of the most important is the RTC. While RTCs are not required to aid in marketing, it is only beneficial for them to do so. Any help the RTC can give Seagull is both appreciated and to the RTC's own benefit. Quarterly, Seagull will request updated client lists from all RTCs. It is very important that marketing information is shared to make the most of both of our efforts.

Since Seagull began using fax marketing, we have learned that one fax does not sell and too many are irritating. The RTC will notice that Seagull will fax advertise their services in a "Blitz" fashion (several faxes for a few weeks, then none for a month or so). The RTC's input as to what is advertised, how it is advertised, and the layout of the fax is valuable because the RTC will undoubtedly know things about their market area that Seagull could not.

While there are no guarantees of how much fax advertising Seagull will perform in a given market (except those that are given at the initiation of the RTC in writing), remember Seagull is the RTC's partner and benefits itself as much as the RTC by advertising at the optimum. Seagull Provides:(Continued)

Trade Shows - Seagull frequently attends industry conventions. We have developed a booth featuring "Tony's Plumbing Company" (a comedy video) that truly is a "Show Stopper." It is geared to people that have experience with asbestos.

The Seagull Interactive Presentation System is a show stopper. Attendees are now able to actually observe classes in progress at the show. A variety of shows are attended by Seagull Staff throughout the year. On occasion, our assistance is given to local industry specific conferences upon the request of our centers. Our assistance can consist of providing marketing information, speaking at the conference, providing seminars, and in some instances, providing training courses.

Mass Mailings - Seagull's efforts at mass mailings have been largely ineffective compared to fax advertising. We feel that this is due to the "overkill" going on in junk mail.

There is one exception: packaged postcards still work. Usually promoted by a trade magazine, 50 to 100 advertisers create a postcard describing their services with the promise of more information if the recipient sends the card back. Prospect lists are provided by the promoter and each receives a package of postcards to choose from.

When Seagull has enough geographical distribution of RTCs to warrant, we will again use this form of advertising.

Literature - Seagull has created literature promoting training every week at our RTCs (rough copy attached).

Telemarketing - Seagull frequently will support RTCs by way of calling potential customers in their areas. The result has been:

National name recognition

National database of prospective clients with fax lists

Consistent growth

Today, Seagull has confined its telemarketing activities to opening new markets and introducing new courses. Telemarketing is only as effective as the caller's product knowledge. Thus, initial calls can be made by hired telemarketers because only a minimum knowledge is required for an introduction. Closing the sale requires an all-encompassing knowledge in most cases.

Instead, Seagull is asking its experienced RTCs, on a voluntary basis, to participate in telemarketing their local area. Even though Seagull's program is the same, each RTC has its own personality and attributes. Once experienced enough to gain their own identity, they are the most knowledgeable about their services. In addition, most RTCs offer other services such as laboratory, consulting, etc. This is a wonderful opportunity to discuss those with prospective clients. Seagull can supply phone lists, contact people, history of calls, etc. Seagull will participate in any way possible including back-up calls.

Thus far, those RTCs that have been very aggressive in telemarketing have been able to increase their sales substantially. These centers are by far Seagull's largest independent RTCs. Seagull Provides:(Continued)

Trade Magazine Advertisements - Seagull works with industry associations, like Lead Listings and EAA, by advertising each RTC. Seagull takes suggestions from the RTCs for these advertisements Newspaper Advertising - National news ads would be expensive and useless at present, considering the select audience being solicited. Local newspaper advertising has proven to be successful in some markets. The Miami market, for example, has been very responsive and the Orlando market has not. Therefore, Seagull, on its own, will not be advertising in your local newspaper.

Should the RTC desire to advertise locally, Seagull would participate in the cost. We have learned that ads must be redundant (placed day after day/week after week) in order to be effective. Placing one ad to see how many calls you get is of little or no use. The ad should appeal to the "man on the street", not someone familiar with the industry. The ad must not imply that a job is available unless it is. Seagull Provides:(Continued)

National "800" Telephone Number

Seagull mans toll free phones 11 hours each workday. The purpose of these phone lines is for those looking for training to be directed to the nearest RTC. Additionally, our RTCs use them to contact the national office. Students often call with questions or verification. The Seagull staff is always available and willing to assist in each individual caller's needs.

Networking

Networking has been an unforeseen, and natural by-product of the RTC program. So far, it has worked in the following manners:

Finding out-of-state services (lab, consulting)

Finding out-of-state joint ventures ¥ Finding out-of-state labor

To take best advantage of this informal organization or network of RTCs, contractors and students can send us information on their company to forward to the other RTCs. In addition, the next time you need some information or services outside your own turf, try calling Seagull!

Notifications

Seagull handles all notifications of all courses through its automated notification system. In some instances, RTCs are asked to notify of cancellations. The USEPA and states require that you notify them from 10 days to three weeks before training. When you train every week, one notification for the year usually suffices. So, when a contractor gets a job and needs trained labor now, in many cases, the RTC will be the only game in the state.

Now, there is a hidden danger. RTCs get so used to having a free hand in training that they can forget the strict rules of these notifications. For instance:

You will be able to conduct most of the training that you want, when you want provided you approve the request with our office. In all cases, a faxed notification of any change must be sent to the national office and a phone call is needed to verify receipt of the fax. Changing course times, instructors, dates, or locations without proper notification are federal map violations. In many instances we can accommodate you, but we must know what is happening in the center. Seagull has a computerized notification system as well as a good rapport with most states.

Random Auditing

Seagull has a program that randomly selects students out of the database. Once these students are selected, a random audit of the student is done. The audit includes questions about the course, how the student has benefited from the course, the times they started, the hands-on which occurred, and much more. The purpose for the random auditing is two fold. The first reason is one element of our Total Quality Management System. This system enables us to stay in touch with all of our markets and be sure that quality training is occurring nationwide. This system enhances our ability to stay "in tune" with our customers. Often, the student makes suggestions or simply assures us that they are satisfied with our product. The second reason is to verify that courses are being performed according to the rules and regulations by which we are regulated. This system of random auditing is a safety feature for all training centers. Because we are all partners, to some extent RTCs should be concerned that the same quality they provide in their centers is happening in other centers. If a center doesn't train according to contract, the potential for damage to all training centers exists. The Seagull reputation will be hurt and if an audit occurs and the improper training is found, the center can be closed and that can affect Seagull approvals in other states. It is very important to train correctly...many people can ultimately be damaged if the correct procedures are not followed. Seagull Provides:(Continued)

Course Updating

As laws and technology change, Seagull updates courses for the RTC. A change occurs in three steps:

1) The Seagull autocourse is changed. 2) Materials are provided to you. 3) The course manual is updated. 4) The interactive video is updated.

It is important for the RTC to become familiar with these changes and implement them into their courses. In addition, when RTCs become aware of the status of proposed changes to laws or hear of new technology, they should inform Seagull. This will give both the RTC and Seagull a network for the latest information.

ACCOUNTING & CERTIFICATES.

Seagull's RTC accounting system accounts for student tuition's on a weekly basis. Within two hours of the beginning of a course, the RTC should fax the course cover sheet to Seagull (954)524-2430 and register their numbers for the week. Seagull staff then records the RTC's number of students on that RTC's Weekly Tally Sheet. The tally sheet makes all calculations for that week as to gross tuition, what is due the RTC, and what is due Seagull. The columns on the right of the tally are for deposits for that week. Since some payments are paid weeks after a course is given, there is a provision for a balance carry forward. It is important for the RTC to batch its payments by the week and address their payments to Seagull with the correct company name. Checks should be made payable to: ¥ Seagull or ACTS: Any English AHERA course; Hazmat Course; OSHA Course ¥ MSK Ambiental: Any Spanish AHERA course or Spanish Roofer Course ¥ LACTS: Any Lead Course trained under Lead Abatement Consulting & Training Systems

Certificates are only issued upon payment. Because original certificates can be issued at the completion of the course, some RTCs pay the full amount weekly and demand payment from students by the completion of the course. This system has worked very successfully because it eliminates collections.

Seagull does not automatically send Weekly Tally Sheets to RTCs, but will at anytime upon request.

The price charged for each student is determined by the RTC. Seagull charges 50% of the gross tuition. RTCs should refrain from changing prices very often. This is confusing to both the client and Seagull. Seagull must be notified of changes in advance. Seagull does not encourage discounting. If a discount is given, a D# (Discount Number) must be obtained prior to the beginning of the course. Seagull randomly audits students from its data base. The quality of training, course times and cost of course are all evaluated in this audit. The course of the cost must be the price quoted to Seagull and registered on the Course Cover Sheet. Discrepancies of any kind are not permitted.

Recordkeeping

Seagull maintains the following records:

Student Database - The student database contains all of the information entered on the Autocourse Registration

RTC Weekly Tally - Tallies consist of the number of students per course per week and the corresponding accounting of cost of course and all deposits received for that course.

Weekly RTC Course Files

These files contain:

Contract & Trainer Files - This file contains:

It is important that any certificates or information pertaining to these files are forwarded to Julie so that the files can be up-to-date and accurate. The trainer qualifications should also be maintained by the center in case of an audit.

Trainer Approvals

It is the RTC's responsibility to have enough approved trainers to insure that each course trained has the required number of trainers. When Seagull receives applications, they are reviewed by Seagull staff. If approved, applications are then forwarded by Seagull to the USEPA and various states for their approval. Depending on the RTC's state, final approval can take from as little as one week to as long as 30 days. When Seagull is notified by the appropriate parties that an individual is approved the RTC is notified via a faxed copy of the approval letter.

Approvals may take different forms. Depending on their qualifications, some instructors are approved to train all courses while others are limited to only worker courses. Courses shall only be taught by approved trainers.

Seagull retains the right to refuse or rescind approval of any instructor

Course Verification

Anytime one introduces an idea as radical as Seagull's there will be competitors and those within the government that are against it regardless of how good it is. This is understandable and RTCs will have to be prepared to handle this skepticism in their local areas.

In the past, Seagull has had to defend itself against the following untrue statements:

These were complaints to the USEPA, and they didn't come from contractors, consultants, or students. They came from a competitor and a well-known university (neither has ever seen any portion of our programs to our knowledge). We can expect that this will continue as long as Seagull is successful. Unfortunately, accusations have much more power than they should. RTCs may quickly find that they are guilty until proven innocent particularly by government agencies. For this reason, and because it's good business, Seagull and its RTCs must always and in every way be better that the rest. We must over do everything. We must meet and exceed every rule, regulation, and guideline no matter how unnecessary or trivial. And, we must be able to instantly and irrefutably prove that we do.

In order for Seagull to train in the manner that it does (i.e.. video based training), there are certain requirements that must be met. To prove that they have been met, Seagull has developed a verification system. Certificates will not be issued unless certain verification material is on file with Seagull.

All courses must be given via the "Seagull Interactive Presentation System". Seagull requires the data retained by the program about the course. Prior to issuing certificates, Seagull will verify these materials to insure that the necessary proof of compliance is in good order. Seagull will then retain this information. Should the RTC have need of the digital photos or autocourse, including timing, it will be made available.

Research & Development

The research and development of all courses is handled by Seagull. Depending on the course, the development can take varying lengths of time. It is our intention to continually develop new courses to meet the demands of the market. Recently, we have utilized the expertise and knowledge of some of our instructors in the development process. If we see an outstanding instructor out in the field and there is a week in which that center has no students, there may be something beneficial that the instructor can do for the national office. If Seagull utilizes the instructor compensation will be handled on a case by case situation. If your center has skills and expertise that can enhance our programs -- let us know! This system can be mutually beneficial and we value the wealth of experience of our instructors.

RTC Provides

Instructors

It is the RTC's responsibility to provide an adequate number of qualified instructors to insure that competent training can be provided every week. RTCs should maintain a SESAC trainer application for any new instructors interested in approval. It is important that each application is completely filled out. Copies of certificates must be included -- this includes the initial and all refresher certificates.

Number of Trainers Required - The total number of trainers required is left to the RTC, with the understanding that the RTC must have adequate trainers to train the courses they offer.

The minimum number of trainers is as follows:

Remember that the purpose of multiple trainers for a particular course is to give the student differing points of view and more expertise. Multiple trainers do not need to be training at the same time. They must be available as a tag-team and, qualified trainers can trade classes. Let Seagull know of your proposed schedule of trainers. Applications - Applications are available from Seagull in Fort Lauderdale. They must be completely filled out.

Approvals - Approvals may take different forms. Depending on the trainer's qualifications, some instructors are approved to train all courses while others are limited to only worker courses.

Experience - The USEPA requires that the trainer has field experience in the area to be trained or teaching credentials. Unfortunately, The USEPA has not, to our knowledge, qualified this in terms of what constitutes field experience or what they will accept as teaching credentials. As a result, Seagull evaluates trainers on a case by case basis. Generally, we do not accept teaching credentials without experience. Our rule of thumb for experience is at least two to three years of full time experience in either environmental work or teaching adults.

Classroom

Size - The USEPA has no definition as to what constitutes a classroom. In fact, the only reference to it is that students of different courses may not be taught in the same class. We can safely assume that the students of different courses must be isolated.

Suppose that the RTC has only one refresher student (no hands-on). As long as the student is comfortable and isolated from outside activities, he would just as likely learn sitting in a small area as in the middle of a large room.

The classroom should be of sufficient size to accommodate the number of students anticipated. This will vary from RTC to RTC. On a national scale, Seagull classes average from 3 to 4 students. They rarely go over 15 and when they do, there is usually enough notice. Most RTCs have small classrooms with the ability to take over another area when necessary. Be sure you have enough chairs (usually fold ups). Number - If an RTC has a Worker Refresher and a Supervisor Refresher in the same day, they must be in separate classes. The key is that they both must be isolated and comfortable. RTCs that will train the Inspector and Management Planner Courses could have occasional days during the year when three isolated areas are required. Contingency plans should be in place for this possibility.

Seagull has had a lot of experience in making space, and not turning a business upside-down, at the same time. If you need help, please sketch your floor plan and fax it to us. In any event, don't panic, there are practical methods of accomplishing your needed space.

Configuration - Most RTC's conduct hands-on right in the classroom. If so, the classroom will need a free corner, door, and (if possible) a window. The surfaces will be taped, so no wood finishes unless damage is OK. In some cases, trainers take students on short field trips to locations where hands-on activities can be conducted.

A/V Equipment

The RTC is required to supply A/V gear:

TV Set(s) - Any standard color TV may be used as long as it is in good condition. As a minimum, the TV must have at least as may diagonal inches as students. Therefore, a 19 inch set could be used for up to 19 students.

The RTC will need as many TVs as courses that it will give at any one time.

Sony 8MM Tape Machine - One of these 8MM machines is needed for each classroom. The 8MM machine must have a control L or Lanc Control in order for the computer to operate the recorder.

Digital Camera - Only one camera is required for each RTC. The camera stores the images and can be transmitted via the modem. The importance of the digital camera is so that we can have a picture which corresponds to the daily sign in sheet. Additionally, photo IDs are available. Certain states and/or companies appreciate the advantage of photo IDs.

Dedicated Modem Line- The dedicated modem line is very important to the RTC / Seagull partnership. The modem access allows us to be in contact any time day or night. We have had the EPA audit us in Ft. Lauderdale and have been able to observe courses in our regional training centers. Most importantly, certificates are issued over the modem through the computer. If access is not available, it is extremely difficult to issue certificates upon each RTC's schedule. Seagull must have access to the computer via the modem line at all times.

(Seagull may assist the RTC with equipment in certain situations. It is possible that a payment scenario can be worked out between Seagull and the RTC. The equipment is key to the courses being run the "Seagull Way" of consistent quality training. If such a scenario is needed speak to Seagull representatives and see if arrangements can be worked out.)

Hands-on Supplies & Equipment

The RTC is responsible for all hands-on supplies. Hands-on supplies vary according to the course discipline and area of the course. The following is a list of the hands-on needed for asbestos and lead worker and supervisor courses. Specific lists are available for other courses such as roofing, inspector etc.:

Basic Hands-On Supplies & Equipment:

Field Paperwork & Duplicating

Seagull will send masters of all course paperwork to the RTC. The RTC is responsible for duplicating and forwarding completed course paperwork and other course related items to the Fort Lauderdale Office. This consists of:

For each course:

For each student:

For over three years, Seagull has operated on a cash basis. We offer no credit or terms to students, companies, consultants or government agencies. We hope that RTCs will do the same. It's simple - certificates are not issued unless they have been paid for. On the other hand, Seagull is the only training organization that trains every week. Seagull is the only trainer that requires no advance registration. Seagull is one of a few that requires no deposit. Students may get trained and pay for it weeks later, they just can't have their certificate until it is paid for. Remember we want the customer to always come first, and a student who needs his certificate the same day with no payment is not the result of the RTCs bad planning. The RTC should be sure that all clients understand how Seagull works, including the fact that a student can bring a check when he comes for training. For those that need an invoice, Seagull is happy to prepare one to be faxed or mailed. If the RTC wishes to extend credit, they are certainly free to do so, but to get the certificates the RTC must pay for them. Seagull only charges for certificates issued. Should a student drop out, fail, or have other difficulties, there is no charge. It is the RTC's responsibility to collect tuition moneys for their courses.

Phone Answering & Information

When Seagull advertises, they advertise both the national toll free telephone number as well as that of the RTC. Therefore, it is important that the individual who answers the phone know dates, prices, and a general knowledge of the training. Answering services and answering systems in the past have irritated customers so we encourage RTCs to develop a system in which the consumer feels comfortable and valued.

Supplementary Marketing

The most successful RTCs are spending a few minutes on the phone and writing letters to let people know about their new courses. Remember, each RTC trains the course uniquely. Let the people in your area know what you are doing to make the course better. Prospective clients in the RTC's area will be much more impressed by a call from down the street than from Fort Lauderdale.

Setting Prices

Seagull's philosophy is that whatever an RTC is willing to sell their service for is OK with us. After all, we are partners ! The RTC would probably be more aware of the local pricing than Seagull. Should an RTC have other financial income other than the tuition a base level of prices may be set by Seagull ("We'll train your people for $50.00 @ if we get all of your laboratory sampling business").

The following are our average national prices:

The relationship between Seagull and the Regional Training Center is a true partnership. While there are many facets of our system, you will find that with Seagull's support, it will only take a few courses to feel like an expert. Often, Seagull staff is on hand for your initial course to help guide you through the process.

In our years of experience, there are a few basic qualities an RTC must have to be successful. Honesty. Commitment. Quality. The Seagull System is by no means a get rich quick opportunity. On the other hand, successful RTCs are able to bring in a substantial income throughout the year. RTCs must be committed to training. It is our hope that instructors will look at the Seagull System as a vehicle to have the BEST training center in the country. In our experience, RTCs that approach training in this manner are the best. The students trained are competent upon completion of the course and the customers keep coming back, again and again. These centers by far make the most money, too! Contractors want to send their employees to these centers, not for convenience -- that's only a bonus, but because they can tell the difference between their employees who are trained by Seagull and those trained elsewhere. Seagull students perform better on the job. That makes them more money. In many instances, this type of commitment and consistent quality has caused most of the competition to go out of business.

The bottom line is that if you want a supplemental income, have space available, are interested in providing quality, consistent training, and have enough time and energy to commit to these things, we would like to extend an invitation to you to become a Seagull Regional Training Center.

The first step in becoming a Regional Training Center is to fill out the instructor applications which are located on the next page. As the overview stated, be sure to COMPLETELY fill out the application. Seagull sends this application to many states and the process can be lengthy. The longer it takes for us to receive your application, the longer it will take to begin training.

Once the application is completed, the process of signing the contract will begin. Our contract is firm. The contract is written with the intent of protecting our property and our reputation. After you have read through the contract, be sure to contact us and we will discuss any questions that you have.

We hope that this is only the first step in developing a long, mutually beneficial relationship. Be sure to call our office if you have any questions. Thank you for your interest and welcome.