Presentation is loading. Please wait.

Presentation is loading. Please wait.

Sales Meeting March 2012 March 2012 DayDay 2 intro.

Similar presentations


Presentation on theme: "Sales Meeting March 2012 March 2012 DayDay 2 intro."— Presentation transcript:

1 Sales Meeting March 2012 March 2012 DayDay 2 intro

2 Sales Meeting March 2012 March 2012 Introducing Chris Essex

3 Sales Meeting March 2012 March 2012 Selling Geofoam – big and small Kris Essex Aurora, CO

4 Sales Meeting March 2012 March 2012 Annual Geofoam Sales $ 710,000 $ 815,000 $ 1,780,000 Typical Jobs Secured Bridge void Stadium seating Elevation changes Concrete supply houses In 2010/2011 the Geofoam effort was taken to a new level…

5 Sales Meeting March 2012 March 2012 CDOT Montrose Highway 50 $900k in Sales EPS 19 Road-slide stabilization Changed from 24 to 36 block Improved yield Improved truck utilization Less installer labor

6 Sales Meeting March 2012 March 2012 CDOT Cameron Pass ACH Original Project 8000yd3 $70k in sales for Insulfoam EPS 19 & Emergency road-slide stabilization We werent the lowest Relationship, follow-up & product quality got us the job!

7 Sales Meeting March 2012 March 2012 WYDOT Alpine Junction on US 89 $115k in sales EPS 19 Road-slide stabilization Changed the block size…again

8 Sales Meeting March 2012 March 2012 New Mexico US 550 $240k in sales EPS 50 & EPS 70 (AASHTO Spec.) Sliding Wedge Soft Soil Geomembrane also used

9 Sales Meeting March 2012 March 2012 Key Take-aways Finding Big Geofoam jobs – Develop solid relationships with the DOTs and the DOTs Engineers – Develop relationships and become a resource for the GCs – Maintain ongoing contact with the above – Search the DOT websites regularly – key on job types and contractors that specialize in geo jobs

10 Sales Meeting March 2012 March 2012 Key Take-aways Servicing Big Geofoam Jobs – Use your Geofoam Specialist – Thoroughly review/understand the specifications/application – Obtain bidders list and talk with every potential bidder – Prepare the appropriate paperwork – utilize the team – Follow up with all bidders after job has bid – When sending out quote template make sure you also send out letter of intent paper work – Communicate, communicate, communicate Build that relationship

11 Sales Meeting March 2012 March 2012 The Nico

12 Sales Meeting March 2012 March 2012 MSE Walls & Insulfoam An overlooked opportunity??

13 Sales Meeting March 2012 March 2012 An overlooked InsulFoam GF Opportunity? MSE Walls very common in a large number of projects – federal, state, local, commercial and residential

14 Sales Meeting March 2012 March 2012 MSE Technology Technology used to build these structures is really quite simple: – reinforcing, typically metal or synthetic grids or sheets, – layered in with compacted soils, adding shear strength and allowing the soils to stand at progressively steeper angles – wall fascias are typically constructed using concrete panels, split-face masonry blocks, or even vegetation – the faces provide little if any structural support to the retained soils

15 Sales Meeting March 2012 March 2012 Reinforcing, typically metal or synthetic grids

16 Sales Meeting March 2012 March 2012 Fascia for MSE Walls

17 Sales Meeting March 2012 March 2012 MSE failure rate Estimated by some to be as high as 5% to 7%, One certainty - many standing MSE walls are just marginally stable.

18 Sales Meeting March 2012 March 2012 When water flows… About 90 percent of soil problems are really water problems. Most retaining wall failures occur during heavy rainstorms. Water can cause retaining wall failures in a variety of ways. Drain lines might be clogged by silt from flowing water. Drain lines may be too small to handle the amount of water flowing through the system. The backfill material may not be sufficiently porous to allow flow of water. The porosity of the backfill material might vary, making tests unrepresentative. Soil samples may have been collected during a dry season, resulting in higher laboratory strength measurements. The amount of water flowing downhill toward the wall may be more than anticipated. The amount of water that can flow through the face of the MSE wall may be less than was assumed by the design engineer. The foundation soils or rock below the wall may soften as they are exposed to water over a period of time. Water or sewer lines behind the wall may leak. The retaining wall may have been built over a natural spring. Drainage swales designed to divert water away from the back of a wall may clog. The walls drain lines may be not be installed at the correct locations. Designs may not have placed drain lines at appropriate locations. Drain lines might be crushed or cut by construction or landscaping equipment. Perhaps failure due to water is so prevalent because there are so many ways it can attack a wall. In general, when a retaining wall fails, water should be considered guilty until proven innocent.

19 Sales Meeting March 2012 March 2012 MSE Failure Repair Costs Repairs are very expensive, complex, and difficult to implement. Even moderately sized MSE or ERS (Earth Retaining Structures) repairs can cost millions of dollars.

20 Sales Meeting March 2012 March 2012 The Solution Utilize InsulFoam GF to eliminate the lateral loads and prevent a potential project failure

21 Sales Meeting March 2012 March 2012 Where do you start? Focus on GCs and Engineers that get involved in earthworks This can also be a DOT play Dave and Nico can assist

22 Sales Meeting March 2012 March 2012 Key Takeaways There is an untapped opportunity for Insulfoam – the competition is not pursuing Less competition will result in higher margins Key to success is educating the contractor and project engineers

23 Sales Meeting March 2012 March 2012 Questions? Seattle-Tacoma Airport Tallest MSE Wall in North America, 130-ft at its highest point Consider the MSE Wall an opportunity for InsulFoam GF

24 Sales Meeting March 2012 March 2012 Typical MSE Design Process civil engineer decides a retaining wall is needed. geotechnical engineer evaluates the soil or rock that will be below and behind the wall to determine geotechnical parameters for design and checks global stability. structural engineer or wall design engineer completes detailed design, and the owner and/or architect gives input about the wall appearance. surveyor figures out where to build it, general contractor hires an earthwork contractor, – who may hire a specialty contractor to construct it. finally, the inspector and/or construction manager monitors the construction. The entire process is a recipe for confusion and mistakes, which ultimately can spell failure.

25 Sales Meeting March 2012 March 2012 Introducing David Shong Jong Long Lee

26 Sales Meeting March 2012 March 2012 InsulFoam® GF: Landscaping Project Profile Robert B. Atwood Building: Anchorage, AK 20 Story office building – 2 nd tallest in Alaska Designed by Harold Wirum Built by Hunt Brothers: 1983 Governor maintains an office – Bar Assoc. and other Agencies

27 Sales Meeting March 2012 March 2012 Robert B. Atwood Building: Anchorage, AK

28 Sales Meeting March 2012 March EPS subjected to brutal freeze thaw cycling with record swings between 92° F & -35° F Average Yearly Snowfall: 60 inches Average Yearly Rainfall: 16 inches Landscape plantings were artificially irrigated with a sprinkler system In 2011, the owner decided to renovate the East plaza deck The planters & landscaped sections were slated for removal

29 Sales Meeting March 2012 March years later….

30 Sales Meeting March 2012 March 2012 EPS has a closed cell structure, yet absorbs 2-4% moisture in lab tests The cellular structure of EPS allows it to release moisture that dampens and dries the soil over many years of service life below grade Short-term water absorption test Submerged under water in a lab Long-term water retention Buried in the ground in Alaska EPS performed flawlessly in the most demanding climate in the U.S. Dry as a Bone after 25 years

31 Sales Meeting March 2012 March 2012 LANDSCAPING SOLUTIONS InsulFoam GF

32 Sales Meeting March 2012 March 2012 SRW Block Retaining Wall Projects Traditional SoilInsulFoam GF

33 Sales Meeting March 2012 March 2012 Shotcrete Fascia

34 Sales Meeting March 2012 March 2012 Planter Boxes

35 Sales Meeting March 2012 March 2012 Civic Center: Los Angeles

36 Sales Meeting March 2012 March 2012 It s all part of the PLAN Lucille Packard Children s Hospital Stanford University Palo Alto, CA

37 Sales Meeting March 2012 March 2012 Hardscape

38 Sales Meeting March 2012 March 2012 View Apartments Pool Deck: Phoenix, AZ

39 Sales Meeting March 2012 March 2012 Skateboard Park: Seattle, WA

40 Sales Meeting March 2012 March 2012 Garden Roof Systems

41 Sales Meeting March 2012 March 2012 Epic Systems: Verona, WI

42 Sales Meeting March 2012 March 2012 Russellville Condos: Portland, OR

43 Sales Meeting March 2012 March 2012 State Capitol Park: Boise, ID

44 Sales Meeting March 2012 March 2012 Why Should We Start Calling on Landscape Designers? I cant make it any more clear. If youre not motivated by this, I cant help you.

45 Sales Meeting March 2012 March 2012 Tools of a Professional Technical Salesperson No more excuses… Be the change If youre afraid to speak in front of professionals, is that because you dont feel like you are one?

46 Sales Meeting March 2012 March 2012 Take Away Points Landscape designers are artistic, yet practical professionals that look for ways to make their designs more impressive and unique This is a very low pressure client that will help you polish your presentation skills and prepare you for more technical questions with Engineers Most have never heard of EPS Geofoam and will find a way to use it on a current project Commit to go home and schedule a presentation.

47 Sales Meeting March 2012 March 2012 Introducing Bart Hardle – Geofoam Ironman

48 Sales Meeting March 2012 March 2012 Finding Profitable and Low-Key Insulfoam GF Jobs Bart Hardle SLC, UT

49 Sales Meeting March 2012 March 2012 The Dilemma – Big geofoam projects are typically well advertised Many bidders getting prices from multiple manufactures The margins are typically low or even non-existent. – Often lots of leg work from the salesman to even bid on the job, taking time away from other things.

50 Sales Meeting March 2012 March 2012 The Solution Smaller projects are much easier to win and they create repeat business. – They dont take up a lot of your time, letting you focus on creating more business Many opportunities to sell other products appear from working with contractors on these projects.

51 Sales Meeting March 2012 March 2012 How to get it going Get EVERYONE involved – Do architectural presentations to all types of firms and cater it to their area of expertise.. ALWAYS ask them what projects theyre working on. – Do PKs with every GC you can find. Negotiated work Repeat business Opportunity to sell other products.

52 Sales Meeting March 2012 March 2012 Create a network of people searching for geofoam Get EVERYONE involved – DO PKs for all your distributors. Theyll appreciate the chance to expand! They will talk to people you didnt think of. – Get your subcontractors bidding on geofoam. Waterproofing contractors, Roofing contractors, EIFs, Landscapers, anyone. Bring them in on a bid and have them provide an installed price.

53 Sales Meeting March 2012 March 2012 Watch as your opportunities to bid grow! Any questions?


Download ppt "Sales Meeting March 2012 March 2012 DayDay 2 intro."

Similar presentations


Ads by Google