Marathon's ACS Program Receives CEU Accreditation
Marathon's professor at large, Bill Wilkerson, conducts a class on the Art of Consultative Selling.
Educating people about compaction and waste handling equipment has been an integral part of Marathon for many years. The evolution of the most comprehensive training program in the industry spans more than 26 years. In the early years, Marathon's training program, called The Art of Consultative Selling, or the ACS, consisted mainly of a slide show. Over the years it has developed into a multi-media presentation and classroom setting where students interact with the instructor. The training classes can range anywhere from four to sixteen hours based on the needs of the attendees being taught.
Trainees range from haulers to distributors as well as all new Marathon employees and sales representatives. Students receive an extensive workbook, a tape measure, compactor calculator, full equipment catalog, and interactive CD-ROM. These
tools will help the students as they begin the job of explaining and selling compaction equipment to the end users.
Bill Wilkerson, Marathon's Group Sales Vice-president, is Marathon';s ACS "professor" at large. Bill has been accredited by Bevil State Community College - Brewer Campus, located in Fayette, AL. Students taking the course under Bill's instruction can earn up to 1.6 Continuing Education Units (CEU) per session. Wilkerson explains the main philosophy behind the ACS:
"The ACS is basically 'compactors 101'. This training is essential because most haulers don't deal with compactors on a daily basis. This training is designed to make them comfortable discussing compactors with their customers. By the end of the course, my students will know how a compactor works, waste industry terminology, be able to do a basic site survey to determine the proper equipment for a installation including the latest OSHA and ANSI requirements, work out pad and electrical requirements, and much more."
During the course, students will conduct mock site surveys to measure their progress. In these surveys they will try to determine the correct size and model equipment to use for various applications.
Bill goes on to explain that the education process does not end with this course. Before coming to Marathon, Wilkerson had 11 years experience as a high school teacher and head football coach. He has been in the waste handling equipment field since 1990 and is considered an expert on the subject. His students receive the coveted Certified Garbologist certificate. He averages 20 - 25 ACS classes per year.
Marathon is also committed to other areas of training. Marathon's Gold Medal Service Department conducts several Service Schools throughout the year. These schools are designed to teach basic compactor and baler maintenance, repair and installation.
For more information on scheduling an ACS or Service School, contact your local Marathon representative, call 1-800-633-8974, or go to the Ask a Service Question form and request information..
