Spring is right around the corner; it’s time to train; and your training officers want to bring “something new” into their programs. Have you ever given thought to contacting equipment manufacturers to help with this “something new”?
Many of us typically only contact manufacturers after we complete budget and needs assessments and we’ve appointed our purchasing committees-in whatever form or fashion that happens for your department. Next we call manufacturers or dealers for demos of the stuff we are interested in, right? What if we turned that equation upside down and backward? Why not turn conventional demos into training opportunities as part of your normal training schedules?
Changing the Normal Course
Equipment manufacturers and dealers spend hundreds of thousands of dollars each year trying to develop two major areas of their respective businesses: establishing market presence and making new business contacts. They work toward these goals with tools that include everything from trade shows to print and Web advertising to demos and cold calls. All of these things are done in an attempt to garner interest in their products, with hopes of generating sales. What better opportunity to achieve these goals than to have their equipment or products being used in hands-on applications during actual firefighter/first responder training?
I have been a fire service/technical rescue instructor for many years, and I’m still blessed to be able to travel the world each year teaching brave souls who are dedicated to honing their craft. As an instructor, I am always on the lookout for state-of-the art-as well as tried-and-true-products and equipment that will help my students do a better job for those they serve while maintaining their personal safety and the safety of their crews. With this in mind, I routinely welcome reputable dealers and manufacturers who are willing to bring their goods out to our training events and allow fire-rescue personnel to put these products through our hard core training evolutions.
There is a lot to be said for a professional dealer or manufacturer’s rep who will bring equipment out to training, offer students a safety and instructional briefing on whatever they’ve brought out, and then stand back and let the students and their instructor work through a hands-on training program. These products and equipment need no selling or salespeople because they sell themselves. On the flip side of this equation, I have to caution the reader about those “others” who will want to steer, guide, or control your training for their benefit. Training and selling don’t mix. Selling-if there is to be any-can only happen once the prescribed department’s training has concluded.
Incorporating “new” (which can be defined in a number of different ways) equipment into some of your training events can allow you to see how your existing equipment measures up and perhaps put new equipment on your department’s wish list for future purchases. A classic example of this happened during a recent training trip to Louisiana, where I was doing a forcible entry scenario. One of the departments brought out its rotary saw for use. This saw was in good shape; however, it was an older (quite older), heavier saw, which members found tough to use because of the weight and lack of suspension features. The firefighters from that department were introduced to a line of newer rotary saws that were lighter and ergonomically friendlier than their existing saw. They found the new saws could be safely used by a greater number of members. As a result of seeing the benefits to the department and its community after having used these new saws during a controlled training operation, the commissioners put the new s