The Digital Edge: May 2013 - Dale Carnegie Training

Digital Business UpdateMay 2013Volume 1In This Issue:• Business Update• Some Recent Wins!• In the Pipeline• New Digital Programs• Digital Sales Kit• Franchise Webinars• Industry Events• Meet the Digital Team• Have Questions?Did you Know?Updated one-page PDF sellsheets are available at the sitesales.dalecarnegie.com formany of our most popularonline public webinars,workshops, and seminars.More are being created on aregular basis, with the goal ofhaving a separate sell sheetfor each program available bysummer. New programsadded to our portfolio willalso now have a sell sheetavailable at the time oflaunch.Network Momentum: Defining the Future ofProfessional Developmentby Dan Heffernan, General Manager, Dale Carnegie DigitalWelcome to our inaugural edition of The Digital Edge! We are rapidlygaining market share in both public and in-house markets.Franchisees have sold and digital has delivered over 40 in-houseonline or blended programs during the first six months of the year.The in-house opportunity pipeline has tripled to over $4 million sincethe beginning of the fiscal year, with over 100 new opportunities andgrowing. In the public business, we've become the second largestmajor provider of live online programs. We're sending hundreds ofpaid leads to the network monthly, and have doubled monthly paidregistrations in March and April over the same months last year. Sohow do you tap into this rapidly growing market demand?Some Recent Wins!… continued on page 4Who: Logic TechnologiesSelling Franchise: Matt Norman / Jennifer HuberAmount: $16,500 Live Online courses as part of $78,000 deal.Business Need: Leadership training in-person and onlineto support a geographically dispersed workforce.Solution: Blended Leadership Training for Managers 2-day LeadershipRetreat, 3 Live Online sessions, followed by a second 2-day retreat.Who: Pauley ConstructionSelling Franchise: Ken BeyersdorfAmount: $27,700Business Need: Training for managers who have varying schedules.Solution: Enrolled 29 Managers into 95 public courses such as Step Upto Leadership, Transforming Customer Complaints into Opportunities, andothers.… continued on page 2

Some Recent Wins!… continued from page 1Who: US Patent and Trademark OfficeAmount: $44,000Business Need: Provide USPTO employees the opportunity to develop asprofessionals and leaders in order to achieve their strategic goal of buildingstronger working relationships with applicants, attorneys, agents, and internalpartners. The USPTO was interested in Live Online training because, like manyorganizations, they are doing more with less and have a geographically dispersed workforce.Live Online training was an efficient way to coordinate this important training.Solution: Leadership Development for Leaders and Employees. The solution developed byChris McCloskey, in conjunction with the Dale Carnegie Digital team, focused on two groups ofpeople in the organization. Each 3-hour session was offered independently to a group of upto 20participants. Below is a sample of the courses offered to the groups:• Analyze Problems & Make Decisions• How to Present Online• Developing Others through Mentoring & Coaching (for mid & senior leaders)• Change ManagementContact Therese Owen at therese.owen@dalecarnegie.com to discuss opportunities and develop Live Online andBlended solutions for your clients.In the PipelineWhich Franchisees have the most active Digital pipelines?The following data is through late April.OpportunitiesFranchisee12+ Matt Norman12+ Ryan Akins12+ Daren Howard / Seth Mohorn8-11 Anita Zinsmeister5-7 Allyn Walker5-7 Buddy Bresnick / Carla Doyle© 2013 Dale Carnegie & Associates, Inc. | 290 Motor Parkway, Hauppauge, NY 11788 2

New Digital ProgramsWhat is new on the public schedule… and what is coming soon?From February to April we launched three new one-hour webinars, each garnering strong interestfrom the market right away:• Getting Results without Authority• Secrets to Leading with Assertiveness• Succession Planning for You and Your ManagersIn May and early June we have and will be launching threemore programs:• Webinar, May 13: Remember Names to Build Better Professional Relationships• Workshop, May 30: Coaching for Improved Performance• Webinar, June 13: Powerful Conversations to Engage Your WorkforceThe two new webinars listed above (Remember Names, and Powerful Conversations) weredeveloped in part due to suggestions from John Rodgers. What gaps do you see in ourofferings, and what winning webinar, workshop, and seminar titles can we add? Let's worktogether to create the strongest portfolio of digital offerings in the industry!Contact Tom Stone at tom.stone@dalecarnegie.com for more information on Training and Development conferencesand our future plans.Digital Sales KitAre you using the 50+ tools available?Located at sales.dalecarnegie.com you will find sell sheets, agroup enrollment form, proposal template, value propositionpresentation and more! There are over 50 resourcesavailable to support the sale of Live Online and Blendedtraining. Included in this kit is information on:• Digital Pricing and Revenue Splits• Scholarships• Selling Corporate Programs• Selling Group Enrollments in Public Courses• Product Sell Sheets• The 2013 Online Training Product CatalogCheck them out and contact Therese Owen at therese.owen@dalecarnegie.com if you have questions.© 2013 Dale Carnegie & Associates, Inc. | 290 Motor Parkway, Hauppauge, NY 117883

Digital Business Update… continued from page 1First, up-sell the digital leads you get through Client Builder! One of the most exciting trendsin the public business over the past 6-9 months is a dramatic increase in the number ofbusiness decision makers attending our Live Online webinars. We asked this group last yearwhat they wanted, and they expressed a clear desire for shorter, engaging, content richprograms. Our one-hour webinars are designed to fulfill that demand, and provide you thebest possible leads to upsell. We end each program with recommendations for digital andtraditional programs that offer greater development opportunities. Some of the most recentwebinars, such as "Performance Reviews that Motivate," "Getting Results without Authority,"and "Succession Planning for You and Your Managers" have drawn hundreds of enrollments.To get the most out of these leads, attend the webinars yourself. Take a moment to checkout all of our public offerings at www.dalecarnegie.com/onlinetraining.How do you sell live online in-house solutions? You can start by calling Therese Owen forhelp, and you might find yourself winning one of the two iPads we give away to the top sellingsalespeople each quarter. What's the profile of a prospect? The companies who bought liveonline solutions this year fall into one or all of these categories:• They have a dispersed workforce, so find it difficult or impossible to get everyone togetherfor in-person training.• Similarly, some had a training budget, but not a travel budget.• Some consider themselves a “high pressure work environment” – they wanted to developtheir people but struggle to carve out time away from the office to do it, even when theywere located in the same place!• Some wanted blended, time-spaced learning, so digital follow-on training sessions filledthe need.• Importantly, more than a third of these companies have already signed up for repeatprograms!Our vision is to "define the future of professional development by capturing the Dale Carnegieexperience online." One measure of success is repeat sales. Another is the number offranchisees selling digital programs. We look forward to helping you tap into our momentum!The purpose of this Business Update article each month is to report our business progress, explaininghow and why we've collectively achieved success, so everyone in the network can increase the valueof their business through digital products and capabilities. If you have any questions, please contactDan Heffernan at dan.heffernan@dalecarnegie.com.© 2013 Dale Carnegie & Associates, Inc. | 290 Motor Parkway, Hauppauge, NY 117884

Franchise WebinarsLearn how to sell and succeed with Digital!Do you want to grow your business by responding to the market demand for online training? TheDigital Team has the experience and resources to help you. Join us for monthly webinars whereyou can connect with the Digital Team and learn how to bring Dale Carnegie Training to currentand new customers in a new way.We will have 1-2 webinars per month covering a range of topics. The first webinar is scheduledfor Friday, May 24 at 11:30pm – 12:30pm Eastern. Dan Heffernan will talk about how to “Expandyour Business with Digital Sales and Marketing.” By the end of the session, you will be able to:• Calculate the profit generated by offering public Live Online training in your territory.• Discover who the high profile buyers are who increasingly pay to attend our webinars.• Upsell those leads.• Benefit from the new ways digital is investing in new leads on your behalf.• Find out details on what is selling and why.• Tap into a new source of enterprise sales leads.Watch for emails for more information and invitations to the webinars in this series!Contact Kassy LaBorie at kassy.laborie@dalecarnegie.com for more information on these webinars.Industry EventsWinter and Spring conference season has been productiveThe Dale Carnegie Digital team participates in various ways at several industry conferences.Recently we have had a booth at several of the tradeshows, and our team includes popularspeakers Kassy LaBorie and Tom Stone, who each have 5+ years experience givingpresentations on technology-enabled learning to corporate learning leaders and decision makers.Events so far in 2013 include:• January 30 - February 1: ASTD TechKnowledge, San Jose, California• February 18 - 20: Training 2013, Orlando, Florida• March 18 - 21: Microsoft Convergence, New Orleans, Louisiana• May 19-22: ASTD International in Dallas, TexasContact Tom Stone at tom.stone@dalecarnegie.com for more information on Training and Development conferencesand our future plans.© 2013 Dale Carnegie & Associates, Inc. | 290 Motor Parkway, Hauppauge, NY 117885

Meet the Digital TeamDo you know Cliff Heckman?Cliff Heckman is Dale Carnegie Digital’s Operations Manager. Hemanages the “behind the scenes” operations that support the DigitalLive Online program business. Cliff is a certified Project ManagementProfessional (PMP) and has 20+ years of experience managingprojects and programs in technology and learning corporations, including the building of aproduct commercialization process for a $20 million e-learning company. Over the past year,he has managed the integration of the new Digital Learning Portal with the American EagleLive Online web ordering process and Client Builder Global Marketing / Enrollment database.The Dale Carnegie Digital operations team owns the Live Online customer experience, fromenrollment and program delivery to graduation and evaluation. The team also manages thefranchise invoicing and payment processes for custom program delivery. This team is madeup of the following individuals, who you will learn about in future editions of The Digital Edge:• Marie Ringler – Trainer Manager• Darby Burnell – Digital Learning Portal Manager• Brendan Shields – Live Online Producer• Nicole Crom – Customer Support Specialist• Vanessa Paez – Accounting ClerkAs a team, they are committed to delivering a quality experience for the customer, andservicing the franchise network. If at any time you have questions for Cliff, or his team, pleasedo not hesitate to reach out. He can be reached at cliff.heckman@dalecarnegie.com or at(631) 415-9350.Have Questions?If you have questions or ideas about…Business strategyDigital opportunities you’d like to sell; pricing, etc.Enrolling yourself in a Live Online programDigital marketingThe Digital Edge newsletterPlease contact:Dan Heffernandan.heffernan@dalecarnegie.comTherese Owentherese.owen@dalecarnegie.comNicole Cromnicole.crom@dalecarnegie.comAdam Gogolskiadam.gogolski@dalecarnegie.comTom Stonetom.stone@dalecarnegie.com© 2013 Dale Carnegie & Associates, Inc. | 290 Motor Parkway, Hauppauge, NY 117886