sales meeting march 2012 march 2012 dayday 2 intro
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Sales Meeting March 2012
March 2012
Day 2 intro
Sales Meeting March 2012
March 2012
Introducing
• Chris Essex
Sales Meeting March 2012
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Selling Geofoam – big and small
Kris EssexAurora, CO
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Annual Geofoam Sales• 2009 @ $ 710,000• 2010 @ $ 815,000• 2011 @ $ 1,780,000
Typical Jobs Secured• Bridge void• Stadium seating• Elevation changes• Concrete supply houses
In 2010/2011 the Geofoam effort was takento a new level…
Sales Meeting March 2012
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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
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CDOT Cameron Pass
• ACH Original Project 8000yd3• $70k in sales for Insulfoam• EPS 19 (ACH@$49.25 &
GF@$51.20)• Emergency road-slide
stabilization• We weren’t the lowest• Relationship, follow-up &
product quality got us the job!
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WYDOT Alpine Junction on US 89
• $115k in sales• EPS 19• Road-slide
stabilization• Changed the block
size…again
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New Mexico US 550
• $240k in sales• EPS 50 & EPS 70
(AASHTO Spec.)• Sliding Wedge• Soft Soil• Geomembrane
also used
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Key Take-aways
• Finding Big Geofoam jobs– Develop solid relationships with the DOTs and the
DOT’s 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
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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
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The Nico
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MSE Walls & Insulfoam
An overlooked opportunity??
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An overlooked InsulFoam GF Opportunity?
• MSE Walls• very common in a large number of projects– federal, state, local, commercial and residential
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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
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Reinforcing, typically metal or synthetic grids
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Fascia for MSE Walls
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MSE failure rate
• Estimated by some to be as high as 5% to 7%,
• One certainty - many standing MSE walls are just marginally stable.
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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 wall’s 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.
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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.
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The Solution
• Utilize InsulFoam GF to eliminate the lateral loads
• and prevent a potential project failure
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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
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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
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Questions?
Seattle-Tacoma AirportTallest MSE Wall in North America, 130-ft at its highest point
Consider the MSE Wall an opportunity for InsulFoam GF
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Introducing
• David Shong Jong Long Lee
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InsulFoam® GF: Landscaping Project Profile
• Robert B. Atwood Building: Anchorage, AK• 20 Story office building– 2nd tallest in Alaska
• Designed by Harold Wirum• Built by Hunt Brothers: 1983• Governor maintains an office– Bar Assoc. and other Agencies
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Robert B. Atwood Building: Anchorage, AK
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1986 - 2011
• 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
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25 years later….
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• 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
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LANDSCAPING SOLUTIONSInsulFoam GF
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SRW Block Retaining Wall Projects
Traditional Soil InsulFoam GF
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Shotcrete Fascia
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Planter Boxes
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Civic Center: Los Angeles
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It’s all part of the PLAN
Lucille PackardChildren’s HospitalStanford UniversityPalo Alto, CA
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Hardscape
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View Apartments Pool Deck: Phoenix, AZ
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Skateboard Park: Seattle, WA
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Garden Roof Systems
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Epic Systems: Verona, WI
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Russellville Condos: Portland, OR
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State Capitol Park: Boise, ID
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Why Should We Start Calling on Landscape Designers?
I can’t make it any more clear. If you’re not motivated by this, I can’t help you.
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Tools of a Professional Technical Salesperson
No more excuses… Be the change
If you’re afraid to speak in front of professionals, is that because you don’t feel like you are one?
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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.
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Introducing Bart Hardle – Geofoam Ironman
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Finding Profitable and Low-Key Insulfoam GF Jobs
Bart HardleSLC, UT
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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.
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The Solution
• Smaller projects are much easier to win and they create repeat business.– They don’t 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.
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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 they’re working
on.
– Do PK’s with every GC you can find.• Negotiated work• Repeat business• Opportunity to sell other products.
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Create a network of people searching for geofoam
• Get EVERYONE involved– DO PK’s for all your distributors.
• They’ll appreciate the chance to expand!• They will talk to people you didn’t 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.
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Watch as your opportunities to bid grow!
Any questions?
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