RLSS Running courses Keith IQLUK Lets get to

RLSS “Running courses” Keith - IQLUK

Lets get to know each other? Write down on a piece the paper provided - Your name, AKA Food hell Favourite band/music artist Something about you that people don’t know(a secret, hobby etc)

Word of the day RAPPORT - Knowing someone Know about them Know what they like/don’t Common ground

This session will cover - Why we should look to run vocational courses - Clarification of what courses we have What you need to deliver the course Some business cases Marketing & selling the courses What good could look like

Interactive session - Working in groups(lets do that now) Currency for the day Super student of the day prize!!!! Any question?

Workshop 1 – working together - Take 10 mins - Work as a team to create a dinner party plan, present back to the room on what and why Include; - Start and finish time - Welcome drinks - Entertainment Music you would play The menu Who you would invite

Second word of the day TEAM WORK - Discussion Compromise Communicate Common goal, what good looks like

Work shop 2 - Is running vocational course a good idea? – clarify your answer yes or no - Take 10 mins to discuss in your teams

My thoughts are………. . Selling course provides : ü Community interaction with your club ü Personal development for your club members ü Social inclusion ü Increase footfall to the industry/water safety ü Provides a good surplus to re invest within your club ü Generate positive PR to raise your profile

Clarification of our courses and who they are aimed at: - National pool Lifeguard Qualification(NPLQ) - Open Water Lifeguard(OWL) - National Beach Lifeguard Qualification(NBLQ) - National Rescue Award For Swimming Teachers & Coaches(NRASTC) + Light - Emergency Response(ER Pools)

- National Water Safety Management Program(NWSMP) - First aid at Work(FAW) - Emergency First aid at Work(EFAW)

What you need to deliver - National Pool Lifeguard Qualification(NPLQ) - Do the NPLQ – 5 days - Do the TA Core – 3 days - Do the NPLQ specialism – 2 days - Go teach(mentoring will be required 0

What you need to deliver - Open water lifeguard(OWL) - Do the OWL course – 3 days - Do the TA Core – 3 days - Do the OWL specialism – 1 day - Go Teach (mentoring will be required)

What you need to deliver - National Beach Lifeguard Qualification(NBLQ) - Do the NVBLQ – 3 days - Do the TA Core – 3 days - Do the TA specialism – 3 day - Go Teach (mentoring will be required)

What you need to deliver - National Rescue Award For Swimming Teachers & Coaches(NRASTC) + Light - Go do NRASTAC – 2 days - Go do TA Core – 3 days - Go do TA specialism – 1 day

What you need to deliver - Emergency Response(ER Pools) - Do ER – 2 days - Do TA Core – 3 days - Do specialism – 1 day - Go teach (mentoring will apply)

What you need to deliver - National Water Safety Management Program(NWSMP)

What you need to deliver - First aid at Work(FAW) - Do FAW – 3 days Gain AET level 3 or equivalent Do TA core – 3 days Do TA specialism – 1 day - Go teach (mentoring will apply)

Business cases NPLQ Start up cost - Train the instructor - NPLQ course £ 350 £ 250 Cost £ 600

Business cases NPLQ Course income - 12 x £ 250 - 12 x £ 50 pack costs - Course surplus £ 3000 £ 600 £ 2400 *Return on investment within one course!!!

Business cases NPLQ Course income - 3 course per year - 36 x £ 50 pack costs - Annual surplus £ 9000 £ 1200 £ 7, 800

Lunch Time

Team Work task 2

Third word of the day COMMUNICATION - Clear - Precise instruction - Constructive

Sales and Marketing philosophy 6 -7 points of contact before anyone buys anything from you Who is the decision maker What’s their currency / what’s in it for them Create RAPPORT!!!!! “You never have a second chance of making a first impression” Ozz. Quote 18

Workshop 3 – Marketing Plan - Take 15 mins - Work as a team to create a marketing plan to sell the courses, include…. . Who, how and when Teams; - 1 - NPLQ - 3 – OWL 2 - EFAW 4 - NWSMP

Ozz’s marketing plan

12 weeks to success 1. Create you catchment area, how far would you travel per day to go on a great course? Draw that circle. “Failing to prepare is preparing to fail” Ozz. Quote 18

12 weeks to success 2. From the catchment establish the following ‘outreach groups/partners’ • Schools • 6 form Colleges • FE Colleges • Universities • Swimming clubs • Swimming lesson organisations • Sports clubs

12 weeks to success • • Tri clubs Scout groups Youth centres Community groups(Age. Uk etc) Super markets Local news papers Local radio stations Sports development officer “Failing to prepare is preparing to fail” Ozz. Quote 18

12 weeks to success 3. Make contact with all your ‘outreach partners’ and go and meet up with them to talk about what we want them to do and ‘What’s in it for them’ 4. Write bespoke letter/email for each style of ‘Outreach partner’. Each email should be selling the benefit of what being a life guard is. We are selling a lifestyle not a course!!!! It’s a great CV filler, its cash, it’s a free health club membership………

12 weeks to success Write several email so you can ‘push’ this out every 2 weeks with a slightly different message. Don’t forget you are making the ‘Outreach Partners’ hero’s. Our amazing school have sorted out with PFP a 25% discount…… “Failing to prepare is preparing to fail” Ozz. Quote 18

12 weeks to success – Other things to do • Poolside banners, put them around the speedo clock is always a good place • Mail out to your current members/users • Press release good news stories about anything to do with lifeguarding/near misses etc. at the bottom of it mention that you have a course running on…. . • Signage on perimeter fence • Lifeguard dummy in reception

12 weeks to success • Fun activity in super markets, try and make it some kind of fun event……. can you throw the throw rope in the bucket from 10 m, if so you get a free swim!!!! By the way we are running a course to become one of the most sort after employable people in the world, fancy it!!!!! • Referral campaign within the staff at the centre, £ 25 or a day off! • Course finder • Social media pushes

12 weeks to success “Failing to prepare is preparing to fail” Ozz. Quote 18

12 weeks to success contd. Full resources available to help you - Emails templates - Posters - Flyers - Banners “Failing to prepare is preparing to fail” Ozz. Quote 18

In Summary………. . Selling course provides : ü Community interaction with your club ü Personal development for your club members ü Social inclusion ü Increase footfall to the industry/water safety ü Provides a good surplus to re invest within your club ü Generate positive PR to raise your profile

Student of the day……….