e z bridge presentation
TRANSCRIPT
LEI LIU | JULIE GRIMSTAD | MATT SMITH | LAURA KUKURUZA
E-Z BRIDGE
“Sometimes you get the best light from a burning bridge.”
-Don Henley Lead Singer of the Eagles
The PlanActoin steps for change
51
OverviewWelcome
IndustryWhat‘s affecting you?
2
CompetitionWho you‘re up against
3
SituationPlroblem at hand
4
ConclusionQuestions
6
AGENDA
Installed!
Quick Installation
Pre-Fabricated
Shipped to Site
WHAT IT‘S ALL ABOUT
E-Z BRIDGE
Built in House
Modular
Reduced Cost.
GOALS
1 Expand E-Z Bridge distribution nationwide
2 Develop E-Z Bridge into nationally recognized brand
3 Increase sales from 4 to 30 bridges a year
The Bridge Industry
SAFETEA-LUMain driver
$244 Billionpumped into industry
2003 2004 2005 2006 2007 2008 2009 2010 2011 20120
2
4
6
8
10
12
14
16
18
20
22
24
26
28
Industry Revenue (in Billion)
Industry Revenue (in Billion)
Industry Overview
Steady Growth Rate
Industry Outlook
5%
E-Z BRIDGE VS. INDUSTRY AVERAGE
Industry Average
9%E-Z Bridge Margin
20%
Profit Margin
KEYS TO SUCCESS IN BRIDGE CONSTRUCTION INDUSTRY
SUCCESS
#1 Ability to Secure Bids
#2 Supplier Relationships
#3 Effective Negotiation & Communication Skills
The Competitive Landscape
COMPETITION
Big R True North
RTI
strong marketing presence
Big R Website
The Current Situation
CORE COMPETENCIES
+ +
+ -
RARITYVALUE
IMITABILITY ORGANIZATION
CUSTOMER INTERVIEW
Yes!
Room for Improvement
Demand for E-Z Bridge
Poor communication
Failure to close deal
Significant loss of business
Our Focus Point
PROBLEM AT HAND
Internal Process
External Communication
The Plan
BREAKEVEN
$178,400Total Cost
Two Bridges130 ft each @ $500,000
Increase Win Rate
35%20%
Ideal RateCurrentMuch betterCould use some work
Develop Proposal Template
Easy Access! one point of contact
IMPROVE BIDDING PROCESS
CommunicationOrganization
Information Architecture
Save emails
emails
title attachements
+
EXPAND NATIONALLY
INCREASE BIDS SUBMITTED
10
120
HIRE NEW EMPLOYEES
two people who help get stuff done!
FORMAL REVIEW PROCESS
IF A BID WAS DENIED
If a bid was denied
If a bid was won
After working with E-Z Bridge
NEW WEBSITE
Videos
Past Projects
Change Title
RISKS
SAFETEA-LUCost of Inputs
Cost of Transporation
GOING FORWARD
Expand Nationally
+Develop Core Practices
+Use the Balanced Scorecard
=Increase in Sales
QUESTIONS
?
ADDITIONAL CONSIDERATIONS
Referral• Insurance• Bankers
Private Sector (lumber/mining)
• Over-engineering of bridge is prohibitive• No pedestrian bridge offering• Lumber industry could be a potential after
core image and communication is strengthened
FEMA• Could be a possible growth strategy in the
future after taking with customer we found out
BREAKDOWN OF COST
Projected CostsSalary expenses ($42000/year/employee) 168,000Proposal template 3,200
New website 7,200
Total Cost $178,400
Break Even
130 ft Bridge @ $500,000 x .20 margin = 100,000 2x Bridges= $200,000