Aggregates Manager

SALES AND MARKETING sales representative spends three hours calling on one of these customers per month, what happens to the high margin? Or, what happens to the high-margin if one of these customers is taken on a major hunting trip? I suggest that sales managers need to step back and revise their plans to identify ways to increase the service to these highly valuable customers while driving down the cost of each individual interaction. Increasing the use of technology might be one way to better serve this critical part of your portfolio. Additionally, some of your "best" customers might not fare so well in this analysis. Many might fall into the high-volume, low margin quadrant. That is OK. But, you need to be aware of it. Can you develop a plan to help move them into the high-volume, high-margin quadrant? Or do you need to decrease the level of entertainment required? Or do they need to be in your customer portfolio at all? This tool is designed to assist the sales team in the critical analysis of its customers in a disciplined and factual way. Additionally, it will aid in the development of an overall sales strategy for each critical customer and identify those customers that you might not have known were so valuable to your business. By taking a hard look at your customer portfolio, you can begin to allocate your sales resources in different ways to achieve better results. AM Joel Galassini is vice president of sales and marketing for Capitol Aggregates, a subsidiary of Zachry Construction. He is responsible for coordinating sales efforts for the cement and product lines, and developing the company's overall marketing program. Galassini oversees key business development initiatives, including identifying, negotiating, and monitoring key customer relationships. He has a bachelor's degree in business administration from the University of New Mexico's Anderson School of Management and is currently pursuing his MBA through the University of Texas at San Antonio. Is Your Solution To Water Reclamation! Leader in Design & Construction of Fines Recovery Systems MAXIMIZE YOUR PRODUCTIVITY WITH OUR CUSTOM DESIGNED EQUIPMENT. Close-up photo: Recycled clarified water • • • • • • PLATE AND FRAME PRESS HIGH RATE THICKENER DEWATERING SCREEN FRACTIONATOR VERTICAL DURABILITY CELL SUPER CUTTER HYDRO-CYCLONE March 4-8, 2014 Las Vegas, USA Come See Us at Booth #52728-Central Hall Scan Facebook ASSEMBLED IN THE USA www.azfab.com 866.616.9351 Text INFO to 205-289-3782 or visit www.aggman.com/info AGGREGATES MANAGER October 2013 Sales&Marketing_AGRM1013.indd 29 29 9/18/13 3:36 PM

• Cover
• FEATURE: On the Upswing: U.S. Concrete's growth shows that, even in a down market, its fortunes are on the rise.
• FEATURE: Provide the Right Service for Each Customer: All customers are not created equally and your customer service should reflect what is appropriate for each type of customer.
• EDITORIAL: Navigating the temporal triad.
• STATE AND PROVIDENCE NEWS: A roundup of the latest news in North America.
• SAFETY WATCH: Convey the message of safety around fast-moving conveyor belts.
• ROLLOUTS: Terex expands its portable plant line, and other new equipment for the aggregate market.
• DATA MINING: The latest financial analysis of issues impacting in the industry.
• ROCK LAW: While MSHA's new Hazacom policy should eventually ease confusion, operators need to note the difference between OSHA and MSHA rules.
• CLASSIFIED ADS: Aggregate industry classifieds.
• ADVERTISER INDEX: See who's who and where to find their products.
• CARVED IN STONE: A Visit to the dentist inspires an overview of fluorspar.
• Efficient Trucking: With the right equipment, smooth roads, and a bit of pre-planning, trucks can move quickly-- and profitably--- through your site.