2014 – 2015
Florida Department of Education
Curriculum Framework 

Program Title:	Industrial Distribution and Management
Program Type:	Career Preparatory
Career Cluster:	Marketing, Sales & Service

PSAV	
Program Number	M812040	
CIP Number	0252040900	
Grade Level	30, 31	
Standard Length	900 hours	
Teacher Certification	RETAILING @7 7G
MARKETING 1
WHOLESALE 7G
MKTG MGMT @7 7G	
CTSO	Collegiate DECA	
SOC Codes (all applicable) 	43-4051 – Customer Service Representatives
43-3021 – Billing and Posting Clerks
43-5081 – Stock Clerks and Order Fillers
41-4011 – Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products	
Facility Code	212 http://www.fldoe.org/edfacil/sref.asp (State Requirements for Educational Facilities)	
Targeted Occupation List	http://www.labormarketinfo.com/wec/TargetOccupationList.htm	
Perkins Technical Skill Attainment Inventory	http://www.fldoe.org/workforce/perkins/perkins_resources.asp 	
Industry Certifications	http://www.fldoe.org/workforce/fcpea/default.asp 	
Statewide Articulation	http://www.fldoe.org/workforce/dwdframe/artic_frame.asp 	
Basic Skills Level	Mathematics:	9
Language:	9
Reading: 	9	

Purpose

This program offers a sequence of courses that provides coherent and rigorous content aligned with challenging academic standards and relevant technical knowledge and skills needed to prepare for further education and careers in the Marketing, Sales & Service career cluster; provides technical skill proficiency, and includes competency-based applied learning that contributes to the academic knowledge, higher-order reasoning and problem-solving skills, work attitudes, general employability skills, technical skills, and occupation-specific skills, and knowledge of all aspects of the Marketing, Sales & Service career cluster. 

This program is to prepare students for employment in the industrial distribution and manufacturing industry.  Industrial distribution includes electrical, wholesale, plumbing, plastic, HVAC and other product distribution.

Content includes, but is not limited to, distribution operations procedures, sales techniques, computer programs, business math, business letters and reports, inventory control operations, negotiating techniques, marketing and economics, human relations and industrial shop distribution applications.  The course includes a three-week rotating externship component.

Additional Information relevant to this Career and Technical Education (CTE) program is provided at the end of this document.

Program Structure

This program is a planned sequence of instruction consisting of 4 occupational completion points.

This program is comprised of courses which have been assigned course numbers in the SCNS (Statewide Course Numbering System) in accordance with Section 1007.24 (1), F.S.  Career and Technical credit shall be awarded to the student on a transcript in accordance with Section 1001.44(3)(b), F.S.

The following table illustrates the post-secondary program structure:

OCP	Course Number	Course Title	Length	SOC Code	
A	MNA0088	Customer Service Specialist	225 hours	43-4051	
B	MKA0631	Billing Clerk	225 hours	43-3021	
C	MKA0632	Stock Clerk	150 hours	43-5081	
D	MKA0633	Sales Representatives, Wholesale and Manufacturing	300 hours	41-4011	

Common Career Technical Core – Career Ready Practices

Career Ready Practices describe the career-ready skills that educators should seek to develop in their students.  These practices are not exclusive to a Career Pathway, program of study, discipline or level of education.  Career Ready Practices should be taught and reinforced in all career exploration and preparation programs with increasingly higher levels of complexity and expectation as a student advances through a program of study. 

1. Act as a responsible and contributing citizen and employee. 

2. Apply appropriate academic and technical skills. 

3. Attend to personal health and financial well-being. 

4. Communicate clearly, effectively and with reason. 

5. Consider the environmental, social and economic impacts of decisions. 

6. Demonstrate creativity and innovation. 

7. Employ valid and reliable research strategies. 

8. Utilize critical thinking to make sense of problems and persevere in solving them. 

9. Model integrity, ethical leadership and effective management. 

10. Plan education and career path aligned to personal goals. 

11. Use technology to enhance productivity. 

12. Work productively in teams while using cultural/global competence. 

Standards

After successfully completing this program, the student will be able to perform the following:

01.0	Introduction to industrial distribution.
02.0	Marketing and economics.
03.0	Human relations principles.
04.0	Computer fundamentals.
05.0	Business writing and math skills.
06.0	Perform inventory control operations skills.
07.0	Perform industrial distribution applications.
08.0	Describe the roles within teams, work units, departments, organizations, inter-organizational systems, and the larger environment.

2014 – 2015
Florida Department of Education
Student Performance Standards

Program Title:	Industrial Distribution and Management 
PSAV Number:	M812040

Course Number:  MNA0088
Occupational Completion Point:  A
Customer Service Specialist – 225 Hours – SOC Code 43-4051	
01.0	Introduction to industrial distribution--The student will be able to:	
01.01	Complete school orientation	
01.02	Complete course orientation	
01.03	Explain the channels of distribution	
01.04	Identify career opportunities 	
01.05	Apply risk management skills	
02.0	Marketing and economics–The student will be able to:	
02.01	Explain basic economic concepts	
02.02	Explain business concepts	
02.03	Explain marketing functions	
02.04	Explain basic marketing concepts	
02.05	Identify the nine elements of design	
03.0	Human relations principles--The student will be able to:	
03.01	Identify appropriate dress and grooming on the job	
03.02	Apply effective telephone etiquette and voice mail techniques	
03.03	Identify effective business and sales ethics 	
03.04	Identify basic sales, up selling and closing techniques	
03.05	Identify basic customer relations techniques	
03.06	Call in special orders and stock orders 	
04.0	Effective communication skills--The student will be able to:	
04.01	Identify need for effective communications	
04.02	Describe factors that obstruct effective communications	
04.03	Apply effective interpersonal communications skills	
04.04	Give and follow directions	
04.05	Apply oral communications techniques	
04.06	Apply negotiation techniques as described by Yuri & Fisher	
	
Course Number:  MKA0631
Occupational Completion Point: B
Billing Clerk – 225 Hours – SOC Code 43-3021	
05.0	Computer fundamentals--The student will be able to:	
05.01	Apply keyboarding techniques	
05.02	Navigate MS Outlook 	
05.03	E-mail etiquette	
05.04	Create, receive and attach e-mail 	
05.05	Organize and prioritize e-mail	
05.06	Maintain automated calendar and meeting schedules 	
05.07	Navigate MS Word	
05.08	Create and modify computerized documents	
05.09	Conduct an Internet research project	
05.10	Create a computerized advertisement 	
05.11	Apply basic computer systems operations	
06.0	Business writing and math skills--The student will be able to:	
06.01	Solve marketing problems using a calculator.	
06.02	Solve math problems involving addition, subtraction, multiplication, division, percentage, ratio, and decimals.	
06.03	Navigate MS Excel	
06.04	Perform MS Excel dashboard functions	
06.05	Create automated spreadsheets utilizing formulas	
06.06	Create vertical lookups	
06.07	Create pivot tables	
06.08	Create business letters, reports and memos 	

Course Number:  MKA0632
Occupational Completion Point:  C
Stock Clerk – 225 Hours – SOC Code 43-5081	
07.0	Perform inventory control operations skills--The student will be able to:	
07.01	Describe inventory control operations	
07.02	Receive and inspect merchandise	
07.03	Price and stock merchandise	
07.04	Display and interpret inventory screens	
07.05	Analyze computerized warehouse data	
07.06	Run and analyze inventory reports	
07.07	Apply computerized sequencing procedures	
07.08	Maintain automated inventory file	
07.09	Maintain current pricing information	
07.10	Maintain periodic automated inventory procedures.	
	
Course Number:  MKA0633
Occupational Completion Point: D
Sales Representatives, Wholesale and Manufacturing – 300 Hours – SOC Code 41-4011	
08.0	Perform industrial distribution applications--The student will be able to:	
08.01	Identify industrial safety skills. 	
08.02	Understand the importance and the cost of physical distribution.	
08.03	Identify basic tools and fasteners.	
08.04	Measure parts using a caliper.	
08.05	Test parts using an ammeter.	
08.06	Read basic blueprints.	
08.07	Explain the basic principles of hydraulics.	
08.08	Identify mechanical and fluid power components	
08.09	Explain AC and DC electrical circuits.	
08.10	Participate in a five week rotating internship component.	
08.11	Navigate customer contact software package. 	
08.12	Use manual parts catalogs and interchanges.	
08.13	Perform automated cataloging. 	

Additional Information

Laboratory Activities

Laboratory activities are an integral part of this program.  These activities include instruction in the use of safety procedures, tools, equipment, materials, and processes related to these occupations.  Equipment and supplies should be provided to enhance hands-on experiences for students. 

Career and Technical Student Organization (CTSO)

Collegiate DECA is the appropriate career and technical student organization for providing leadership training and reinforcing specific career and technical skills.  Career and Technical Student Organizations provide activities for students as an integral part of the instruction offered.  The activities of such organizations are defined as part of the curriculum in accordance with Rule 6A-6.065, F.A.C.

Cooperative Training – OJT

On-the-job training is appropriate but not required for this program.  Whenever offered, the rules, guidelines, and requirements specified in the OJT framework apply. 

Basic Skills (if applicable)

In PSAV programs offered for 450 hours or more, in accordance with Rule 6A-10.040, F.A.C., the minimum basic skills grade levels required for postsecondary adult career and technical students to complete this program are:  Mathematics 9, Language 9, and Reading 9.  These grade level numbers correspond to a grade equivalent score obtained on a state designated basic skills examination.  

Adult students with disabilities, as defined in Section 1004.02(7), Florida Statutes, may be exempted from meeting the Basic Skills requirements (Rule 6A-10.040).  Students served in exceptional student education (except gifted) as defined in s. 1003.01(3)(a), F.S., may also be exempted from meeting the Basic Skills requirement.  Each school district and Florida College must adopt a policy addressing procedures for exempting eligible students with disabilities from the Basic Skills requirement as permitted in Section 1004.91(3), F.S.

Students who possess a college degree at the Associate of Applied Science level or higher; who have completed or are exempt from the college entry-level examination; or who have passed a state, national, or industry licensure exam are exempt from meeting the Basic Skills requirement (Rule 6A-10.040, F.A.C.)  Exemptions from state, national or industry licensure are limited to the certifications listed at http://www.fldoe.org/workforce/dwdframe/rtf/basicskills-License-exempt.rtf.  

Accommodations

Federal and state legislation requires the provision of accommodations for students with disabilities as identified on the secondary student’s Individual Educational Plan (IEP) or 504 plan or postsecondary student’s accommodations’ plan to meet individual needs and ensure equal access.  Postsecondary students with disabilities must self-identify, present documentation, request accommodations if needed, and develop a plan with their counselor and/or instructors.  Accommodations received in postsecondary education may differ from those received in secondary education.  Accommodations change the way the student is instructed.  Students with disabilities may need accommodations in such areas as instructional methods and materials, assignments and assessments, time demands and schedules, learning environment, assistive technology and special communication systems.  Documentation of the accommodations requested and provided should be maintained in a confidential file.

In addition to accommodations, some secondary students with disabilities (students with an IEP served in Exceptional Student Education (ESE)) will need modifications to meet their needs.  Modifications change the outcomes or what the student is expected to learn, e.g., modifying the curriculum of a secondary career and technical education course.  Note: postsecondary curriculum and regulated secondary programs cannot be modified.

Some secondary students with disabilities (ESE) may need additional time (i.e., longer than the regular school year), to master the student performance standards associated with a regular Occupational Completion Point (OCP) or a Modified Occupational Completion Point (MOCP).  If needed, a student may enroll in the same career and technical course more than once.  Documentation should be included in the IEP that clearly indicates that it is anticipated that the student may need an additional year to complete an OCP/MOCP.  The student should work on different competencies and new applications of competencies each year toward completion of the OCP/MOCP.  After achieving the competencies identified for the year, the student earns credit for the course.  It is important to ensure that credits earned by students are reported accurately.  The district’s information system must be designed to accept multiple credits for the same course number for eligible students with disabilities.

Articulation

This program has no statewide articulation agreement approved by the Florida State Board of Education.  However, this does not preclude the awarding of credits by any college through local agreements. 

For details on statewide articulation agreements which correlate to programs and industry certifications, refer to http://www.fldoe.org/workforce/dwdframe/artic_frame.asp.