Phase 3 - Module 5

It should be obvious why the VIP course contains a module on sales, marketing, business training and client relations. The commercial aspects of diving are widely ignored by many "basic" instructors. In many cases this is probably not because of bad will, but simply due to a lack of understanding of the issue. The fact that the VIP Instructor has received this training alone will already set him apart from "the pack".

The course starts with an explanation on display techniques for a sales department and the use of wall and floor space. After lunch candidates will receive a pile of grids and boards, along with a pile of diving equipment and are assigned to transfer an empty room into a dive store. This is made possible thanks to the sponsoring from Scubapro, Aqualung, PADI and MARES. They have supplied the stock of materials used in the "shop".

After explanation of the good aspects of the decoration and the aspects that need to be improved, the rest of the business seminar takes place in the "model dive store". Day 2 is dedicated to sales training. Candidates learn a structured way for a sales presentation, based on features and benefits and practice this in the scenario of the dive store. The remainder of the course covers subjects such as price calculations, marketing, merchandising, etc.

During this program a representative from Scubapro will do a presentation on the relationship between dive stores and manufacturers and a representative from PADI Europe will visit the course to explain in detail how PADI is functioning. You learn step by step what is happening with a PIC envelop sent in to certify a student and how your material orders are handled.

For this part of your training, the IT College has developed a special workbook.  The workbook guides you through the commercial aspects of diving. After every theory section, there is a practical workshop intended to prepare you for your work in the diving industry.

At the end of this module you will receive a certificate confirming that you have completed this important part of your VIP training.