building partnerships with contractors and engineers for ... · • a market penetration strategy...
TRANSCRIPT
Presented by the:National Ready Mixed Concrete Association
Building Partnerships With Contractors And Engineers For Pursuit Of Paving Projects
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National Ready Mixed Concrete Association
• National Trade Association – Established in 1930• HQ in Alexandria, VA• 1,400+ Member Companies• NRMCA Represents ~75% of North American Ready Mixed Production• Mission - Serve Industry and Partners Through:
• Compliance and Operations• Engineering• Government Affairs• Local Paving: Pave Ahead™ Initiative• Structures and Sustainability: Build With Strength™ Initiative2
Interested in becoming a member?Visit: www.nrmca.org/membership/
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Your Instructors Today…
• Jon Hansen– NRMCA Local Paving, Southwest Region– Promotion and Construction Emphasis
• Brian Killingsworth, P.E.– NRMCA Local Paving, Division Head– Pavement Design, Materials, Construction, Forensics
More information at paveahead.com/experts/
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Thank you to the NRMCA 2020 Super Sponsors
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NRMCA Antitrust Policy Statement
• The National Ready Mixed Concrete Association assigns the highest priority to full compliance with both the letter and the spirit of the antitrust laws. Agreements among competitors that unreasonably limit competition are unlawful under federal and state antitrust laws, and violators are subject to criminal fines and incarceration, civil fines and private treble-damage actions. Even the successful defense of antitrust litigation or an investigation can be very costly and disruptive. It is thus vital that all meetings and activities of the Association be conducted in a manner consistent with the Association’s antitrust policy.
• Examples of illegal competitor agreements are those that attempt to fix or stabilize prices, to allocate territories or customers, to limit production or sales, or to limit product quality and service competition. Accordingly, it is inherently risky and potentially illegal for competitors to discuss under Association auspices, or elsewhere, the subjects of prices, pricing policies, other terms and conditions of sale, individual company costs (including planned employee compensation), the commercial suitability of individualsuppliers or customers, or other factors that might adversely affect competition.
• It is important to bear in mind that those in attendance at Association meetings and activities may include competitors, as well as potential competitors. Any discussion of sensitive antitrust subjects with one’s competitors should be avoided at all times before, during, and after any Association meeting or other activity. This is particularly important because a future adversary may assert that such discussions were circumstantial evidence of an illegal agreement, when viewed in light of subsequent marketplace developments, even though there was, in fact, no agreement at all.
• If at any time during the course of a meeting or other activity, Association staff believes that a sensitive topic under the antitrust laws is being discussed, or is about to be discussed, they will so advise and halt further discussion for the protection of all participants. Member attendees at any meeting or activity should likewise not hesitate to voice any concerns or questions that they may have in this regard.
• Adopted by the NRMCA Membership, April 3, 2006.
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NRMCA Disclaimer
• This presentation has been prepared solely for information purposes. It is intended solely for the use of professional personnel, competent to evaluate the significance and limitations of its content, and who will accept full responsibility for the application of the material it contains. The National Ready Mixed Concrete Association and any other organizations cooperating in the preparation of this presentation strive for accuracy but disclaim any and all responsibility for application of the stated principles or for the accuracy of the content or sources and shall not be liable for any loss or damage arising from reliance on or use of any content or principles contained in this presentation.
• Unless otherwise indicated, all materials in this presentation are copyrighted to the National Ready Mixed Concrete Association. All rights reserved. Therefore reproduction, modification or retransmission in any form is strictly prohibited without the prior written permission of the National Ready Mixed Concrete Association.
• ©2015 National Ready Mixed Concrete Association.
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Instructions• Webinar is being recorded and posted at paveahead.com/education/
• Everyone is muted.
• Type questions in the question box.
• Download the handouts in the GoToWebinar control panel.
• Attendance Certificate – In follow-up e-mail 1 hour after webinar.
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About the Course
• Learning Objectives:– Discover how concrete parking lot boot camps can increase revenue.
– Demonstrate the steps required to increase market share in your area.
– Review examples of successful promotion efforts.
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Agenda
• Collaboration Background– When to collaborate?– Who to collaborate with?
• Benefits of Collaboration– Producers– Contractors– Consulting Engineers
• Specific Actions for Collaboration– Prospecting– Pricing– Selling– Pursuing
• NRMCA Collaboration Activities– Boot Camps– Design Assistance– Case Studies
• Questions & Answers
Collaboration Background
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Promotion & Collaboration Goal: Capture & Maintain Market Share
• Market penetration is one of the four alternative growth strategies in the Ansoff Matrix.
• A market penetration strategy involves focusing on selling your existing products or services into your existing markets to gain a higher market share.
• This is the first strategy most organizations will consider because it carries the lowest amount of risk.
Source: http://www.free-management-ebooks.com/faqst/ansoff-02.htm#ixzz5YDwFZdjb
Market Penetration Strategy:
Retain or increase your product’s market share
Dominate growth markets
Drive out your competitors
Increase existing customer usage
• Market Penetration
Strategy
• Sell more of current product to existing market
Growth• Gain Market
Share
Low Risk
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Promotion & Collaboration Goal: Capture & Maintain Market Share
• Market penetration is one of the four alternative growth strategies in the Ansoff Matrix.
• A market penetration strategy involves focusing on selling your existing products or services into your existing markets to gain a higher market share.
• This is the first strategy most organizations will consider because it carries the lowest amount of risk.
Source: http://www.free-management-ebooks.com/faqst/ansoff-02.htm#ixzz5YDwFZdjb
Market Penetration Strategy:
Retain or increase your product’s market share
Dominate growth markets
Drive out your competitors
Increase existing customer usage
• Market Penetration
Strategy
• Sell more of current product to existing market
Growth• Gain Market
Share
Low Risk
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Local Paving: Increasing Value Through Partnering
Local Paving
Civil/Geotech Engineers & Architects
General & Concrete
Contractors
Fiber & Admixture Suppliers
Property& Asset
Managers
Paving Equipment
Manufactures
Airport/Port Authorities
Commercial Developers
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Local Paving: Increasing Value Through Partnering
Local Paving
Civil/Geotech Engineers & Architects
General & Concrete
Contractors
Fiber & Admixture Suppliers
Property& Asset
Managers
Paving Equipment
Manufactures
Airport/Port Authorities
Commercial Developers
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Local Paving: Market Areas & Ready Mixed Products
Concrete Overlays
Parking LotsStreets
Roller Compacted Concrete
Pervious Concrete
Conventional Concrete Full Depth Reclamation
Intermodal
TrailsMunicipal Airports
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“You don't know where you're going until you know where you've been.”
English Proverb
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30,000 Foot Approach Project Level Approach
NRMCA’s National Paving Promotion Strategy
vs.
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Local Partnerships = More Effective ResultsGoal: Ready Mixed Product Used or Increased on Project
Concrete Contractor
Ready Mix Supplier
Owner,Developer,Architect,Engineer
Decision Group
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What is Real Collaboration?
• Good project collaboration is more than just everyone completing tasks on schedule.
• It involves building a relationship with all stakeholders to work together to complete a project.
• Being able to cooperate and coordinate efforts to improve productivity is essential.
Source: Improving Collaboration in Construction, Kendall Jones on April 6th, 2018, ConstructConnect Blog Post
2020
What is Real Collaboration?
• Good project collaboration is more than just everyone completing tasks on schedule.
• It involves building a strong relationship with all stakeholders based on trust and respect to work together to successfully complete a project.
• Being able to cooperate and coordinate efforts to improve productivity is essential.
Source: Improving Collaboration in Construction, Kendall Jones on April 6th, 2018, ConstructConnect Blog Post
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Fostering The Relationship
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Collaboration – Times to Collaborate
Project Pursuit
Project Construction
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Collaboration – Project Pursuit
• When can a collaboration be most advantageous?– Predesign (initiation stage)
– Design (Engineer) & Planning (Contractor)
– Procurement & Bidding
• Depends on the project type, relationships, bid process, etc.
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Collaboration – Project Construction
• Effective collaboration is:– completing projects on time and within budget and– delivering a quality product to the client.
• Good collaboration leads to:– innovation,– time and cost saving,– added value for the client,– reduced errors, and– unnecessary rework.
Source: Improving Collaboration in Construction, Kendall Jones on April 6th, 2018, ConstructConnect Blog Post
Benefits of Collaboration
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Collaboration Benefits
• Less changes and rework (reducing risk)• On-time project delivery• Projects that stay on budget• Higher profits• Less wasted materials, money and manpower• Happier owners and other project stakeholders• Better brand reputation• More long-term business and referrals• Improved contract language (GC, Subcontractors, Material Suppliers)
Source: The Ultimate Guide to Building Collaboration in Construction, Grace Ellis, Construction Productivity Blog, May 29, 2018
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Collaboration Steps
• Start Early
• Strong Leadership
• Communication
• Integrated Software Solutions
• Document Management
Source: Improving Collaboration in Construction, Kendall Jones on April 6th, 2018, ConstructConnect Blog Post
Actions for Collaboration
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Contractor Partnering: Who & Why
Experienced…
Committed to Quality…
Invests in Proper Equipment…
Good Project Delivery History…
Certified Personnel…
Closest Relationship with Decision Makers…
Opens Door to Education…
Who Why
Improves Market Competitiveness…
Readily Adopts Innovation…
Provides Support Network…
NRMCA - ASCC Joint Paving Committee
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Contractor Partnering
Concrete Parking Lot Boot Camps:1 Ready Mixed Producer
1 Contractor10-hours
Concrete Paving Tool Kit
Pervious Concrete Contractor Training and Certifications Denver Airport Open House
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Identify Your Market’s Growth Potential
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Project Identification
• Identify Projects With High Probability of Success– What is the current project stage?– Is the project funding public or private?– Would a ready mix product address a specific need?– Would goal be to convert or add to ready mix quantities?
• Identify Relationships– Existing?– Need to Build?
• Make Decision on How Best to Pursue
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Project Identification
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Identify Specifiers
• Owner
• Developer
• Architect
• Civil Engineer
• Geotechnical Engineer
• Construction Consultant or Contractor
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What are the other critical issues that ready mix can address?
• Budget Constraints
• Sustainability
• Stormwater Regulations
• Maintenance
• Safety/Security
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Parking Lot Target Markets
• Schools/Universities
• Churches
• Healthcare
• Auto Dealerships
• Golf Courses
• Banks
• Locally Owned Businesses
• And More…
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Develop or Use Existing Collateral for Project Pursuits
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Provide Reputable Guides and References
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Produce Media to Voice Your Message
Hint: Media does not have to be complex or
expensive!
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Concrete Street or Parking Lot Tour
Source: Sagamore Ready Mix
Source: perviouspavement.org
Source: SDRMCA
Source: Northwest Cement Council
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ConcreteTracker.org
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Rigid Pavement Technical Assistance:Resource for Local Jurisdictions (Streets and Roads)
https://paveahead.com/resources/
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Rigid Pavement Technical Assistance:Resource for Local Jurisdictions (Streets and Roads)
Tab 0 - Executive Summary & Table of Contents Tab 1 - Introduction to Rigid Pavements Tab 2 - Rigid Pavement Design Tab 3 - Code Language for Rigid Pavement Adoption Tab 4 - Determining the Soil Support Value for Design Tab 5 - Traffic Classification Tab 6 - Design Optimization Tab 7 - Materials and Construction Specifications Tab 8 - ConstructionTab 9 – Concrete Mixtures Tab 10 - Construction and Inspection Tab 11 - Maintenance and Rehabilitation Tab 12 - Sustainability Tab 13 - Certifications for Production and Construction Tab 14 - Example Pavement Design Report https://paveahead.com/resources/
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PavementDesigner.org
Some of the Materials From The Boot Camp
Concrete Parking LotsBoot Camps
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Boot Camp:
• 1 R/M Producer
• 1 Contractor
• Cement/Admix/Fiber
• 10-hours
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Why Boot Camps??
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Concrete Parking Lot Boot Camp:Topics Covered
• Material Offerings
• Proper Design Methods
• Understanding the Competition
• Material Pricing
• Prospecting
• Making the Call(s)
• Closing the Deal
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Concrete Parking Lot Boot Camp
• Material Pricing Discussions
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Prospecting and Making the Calls
• An Active (Continuous) Effort• Know the Market• Mine Your Current Projects and Relationships• Identify New Projects
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Make your own opportunity!
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Introductory Meeting With Prospect
• “If I can just have 10-15 minutes of your time . . .”
• Touch on the highlighted benefits of the ready mixed product(s) for the project(s)
• The Close – “I’m sure now that you can see why you should consider a concrete parking lot for your project(s)”
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Providing Alternatives…
• Count on your Team• Local concrete and asphalt costs
• Contractor input on in-place costs
• Run design comparisons
• Print results and prepare for presentation to client
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Present Design Results
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Follow-Up Appointment
Leave behind appropriate collateral material and project profile (if applicable)
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Assist Specifier in Preparing Bid Proposal
NRMCA Design Assistance
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paveahead.com/register/
Pave Ahead™ Design Center• Design and Jointing recommendations and reviews for FREE• Cost comparisons including life cycle costs• Specification review• Ready mixed products:
– Conventional concrete (full depth and overlays)– Pervious concrete– Roller compacted concrete– Cement slurry for full depth reclamation (FDR)
Case Studies
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Case Study-ASCC Contractor 1NRMCA’s Longest Contractor Partner
Before Boot Camp
• From contractor input, NRMCA programs developed.– Jointing Plan Assistance Program (JPAP) came from a
conversation with contractor. – Inclusion of rock base in CPA was suggestion of this contractor.
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Case Study-ASCC Contractor 2
Keys to Success..• One of the early contractor
partners 2008• Worked with contractor to
develop process that became Parking Lot Boot Camp• Formal Parking Lot Boot Camp
started in late in 2014.
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Case Study-ASCC Contractor 2By the Numbers
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Case Study-ASCC Contractor 3
By The Numbers….• 1st Boot Camp Dec 2017• 2nd Boot Camp April 2018• 15 Parking Lot Paving Projects
• 13 Conversion From HMA• 2 Designed PCC
• 6 Lost Projects (went concrete to others) 9 Won Projects (60% Win Ratio)
• 60% = 4.36 Million SF (3/2018-3/2020) .
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Case Study-ASCC Contractor 3
“Team NRMCA , I would like to Thank NRMCA for the partnership in promoting the PCCP (Portland Cement Concrete Pavement) market
channel to your producers, and developing the Pave Ahead Boot Camp methodology to facilitate relationships with local Contractors.”
4/27/20
How Can We Assist You for Free?
NRMCA Resources
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Local Paving Division: State and Regional Assignments
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Local Paving Division: State and Regional Assignments
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www.paveahead.com/education
• More NRMCA Concrete Pavement professional development:
– Each Thursday beginning at 2:00 pm EDT
– April 02 Designing Concrete Parking Lots and Streets
– April 09 Designing Concrete Industrial Pavements
– April 16 Soils 101: What to Know for a Successful Paving Project
– April 23 Concrete Pavement Jointing and Details
– April 30 Materials and Construction Specifications for Concrete Pavement Projects
– May 07 Concrete Street and Parking Lot Maintenance and Repair
– May 14 Concrete Overlays of Existing Asphalt Surfaced Streets and Parking Lots
– May 21 Concrete Trail Design
• NRMCA Concrete Buildings Webinar Series: buildwithstrength.com/education/
– Each Wednesday beginning at 2:00 pm EDT
Recordings available for previous webinars!
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www.paveahead.com/education• More NRMCA Concrete Pavement professional development:
– Each Thursday beginning at 2:00 pm EDT
– May 28 Designing Pervious Concrete
– June 4 Specifying Pervious Concrete
– June 11 Installing Pervious Concrete
– June 18 Maintenance Guidelines for Pervious Concrete
• Portland Cement Association Webinar Series: www.cement.org/events/pca-infrastructure-webinar-series
– Each Wednesday beginning at 9:00 am EDT
– April 22 Full-Depth Reclamation with Cement
– April 29 Lightweight Cellular Concrete for Geotechnical Applications
– May 6 Roller-Compacted Concrete Pavements
– May 13 Cement Stabilized Subgrade Soils
– May 20 Cement-Based Water Resource Applications
Pervious Concrete Webinar Series!
Recordings available for previous webinars!
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Questions??
Brian Killingsworth, P.E.Executive Vice President, Local Paving
(210) [email protected]
Jon HansenSenior Vice President, Local Paving
(515) [email protected]
paveahead.com/experts/
http://www.nrmca.org/
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Questions??
Brian Killingsworth, P.E.Executive Vice President, Local Paving
(210) [email protected]
Jon HansenSenior Vice President, Local Paving
(515) [email protected]
paveahead.com/experts/
http://www.nrmca.org/