advanced disposal services inc
Post on 28-Nov-2014
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ADVANCED DISPOSAL Services Inc.
Municipal Marketing Sales Plan
(Central & South Florida)
Prepared by: Joe ArmingtonPrepared for: Jim Suter/Gentry Shows
Green not just a slogan
Meeting OBJECTIVES• Who & Why Advanced Disposal ?• Who & Why Joe Armington? • Why Privatization?• Unique Differentiators • Are they valuable enough to commit• Gain agreement on Unique Differentiators• Next Steps
ADVANCED Differentiators• Largest privately held solid waste company• Corporate/Management industry experience • Vertically integrated solid waste services company • Industry leading best practices• Privately held means customer is king• Tremendous growth-Acquisition of Veolia• Dedicated employees-”Best in the Business”• 3am commitment to unparallel service• Success stories-Trashtimonials, 2M customers
Why Privatization makes sense1. SAVES $ on labor, fuel etc./Budgeting pressures2. Risk Management-”Cradle to grave” peace of mind3. Gain Greater Control regarding certain practices4. Protection with performance bonds5. Avoid uncertainty of equipment costs6. Advanced Disposal may hire displaced employees7. Community programs that benefit the citizens8. Faster adoption of enhanced technologies9. Help community leaders to focus on other concerns10.Become a top producer
Marketing Strategies• Derrick Bruce- Lobbyist Edge Public Affairs• NSWMA Legislation• Sunshine State Records• Attend trade shows i.e. (Florida League of Cities)
for trends, make contacts & build relationships• Participate in community involvement programs• Communicate corporate vision/mission as a leader
& responsible corporate citizen
Sales Tactics• Execute a route schedule to visit & build rapport
and identify needs w. clients & prospects• Educate industry trends tied to Advanced strengths• Leverage Florida district success stories• Be involved in the crafting of future RFP’s• Rigorously service to maintain current accounts• Public Records requests• Identify needs & goals of county commissioners and
elected officials to gain an edge and win RFP’s
Target Markets• 4 Corners-Orange, Osceola, Lake & Polk• Leverage Southwest success-Collier, Hendry & Lee• Southeast-Miami Dade, Broward & Palm Beach• “South-central” Port St. Lucie, Indian River, Brevard• (Not listed here are vast opportunities with Cities)
SECONDARY MARKETS• Public Schools, Universities, • Governmental Agencies-Jails etc.• North Florida
Armington Differentiators• Work Ethic/Consistent Experience/Results• Experience with public sector projects & markets• Consultative Selling-Training/Mentors• Organizational Agility-National Awards• Career of “Municipal like” sales cycle process• Creative Problem Solver/Project Management• Gets prospects to Assign Value • Earns trust, makes friends, closes & keeps clients
Consultative Selling• Qualification & success strategy• Become Expert on services and best practices• Understand Municipal officials hot buttons• Conduct Waste Audits to identify opportunities• Earn the right w county officials-Decision Makers• Protect current business and gain new business• Identify the true Decision Maker(s)• Get them to assign value to differentiators• Build the business case• Closing the deal is a natural step of the sales cycle
Gain Agreement• Stand on the shoulders of Good Men/Mentors• Core Values-/Character of a Gentleman/Service-
oriented/Family Man/Integrity• Strengths- Personable/Competitive/Determined/Excellent
Communicator/Fun/Team Player/Public Speaking• Skills-Synergy-Vision/Consultative Selling/Participative Sales-
Management/Brand Builder/Negotiation• Training/Corporate Athlete/Dale Carnegie Human Relations-
Sales/Selling to VITO• Results-25M in sales/14 National Awards/Diverse
Industries/Products & Services
Recommendation• Who & Why Advanced Disposal?• Who & Why CEO Salesman? • Why Privatization makes sense?• Unique Differentiators • Are they valuable enough to commit• Gain agreement on Unique Differentiators• Next Steps
THANK YOU
Governmental/Green Contacts• Osceola county-Comissioner Harford• Volutia county-Glenn Scorza Projects coordinator• Orange county Government-John Parker-Senior Environmental rep.• Mayor Buddy Dyer-City of Orlando
Networking opportunities• Congressman Dwight Dudley• Congressman Dan Webster• Florida Earth Foundation-Ernie Cox• Congressman Blaise Treatis• Former Governor Charlie Crist• Green Earth Technology/CMO Jeffrey Loch• Lumeria-CEO John Gruett• Renewable Assets Inc. CEO Michael Page• Blue Chip Energy-Tony Merino
Situation Analysis
• St Lucie-Waste Pro• Lake-Waste Management/Waste Services• Polk-Republic Services• Monroe-Waste Mgmt./Veolia/Keys Sanitary• Martin-Waste Management• Highlands-Choice Environmental services (hauler)• Volutia-Republic Services• Okeechobee-Waste Mgmt. yard hauling
Waste Management Accounts• Hammock Refuse Disposal • Cocoa • Okeechobee • Southern Sanitation• Vero Beach Vero Hauling• WM of Collier County• WM of Dade • Martin WM • WM of Milton • FLWM of Orlando• WM of Pasco Countyof Pinellas • WM of Sarasota • WM-Ormond • Waste Management Charlotte • Waste Management of Palm • Waste Management of Tampa• Wildwood
• http://www.wm.com/facility-locator.jsp?state=FL
Advanced Florida LocationsExclusive Duvall & the Panhandle
COLLECTION COMPANIES• Apopka/Orlando• Central Florida• Lake City• Fort Myers• Islamorada• Ocala (and transfer station)• West Palm BeachLANDFILLS• St. Petersberg• Ocala• Sarasota
Central West Counties
• Citrus- • Hernando- • Pasco-• Pinellas- • Hillsborough- • Manatee- • Sarasota- • DeSoto-
North Central Counties• Gadsden - • Leon - • Wakulla -. • Jefferson - • Madison - • Hamilton - • Lafayette - • Dixie - • Columbia - • Union - • Bradford -• Gilchrist - • Alachua - • Levy -
Southwest Counties
• Charlotte- • Glades- • Lee- • Hendry- • Collier-
House Bill 7243
• 75% RECYCLING GOAL• was enacted during the 2010 Florida Legislative Session and
became effective July 1, 2010. Under this act, local governments are responsible for having a goal of recycling 75% of their waste by December 31, 2020. There are milestones along the way –
• 40% by December 31, 2012• 50% by December 31, 2014• 60% by December 31, 2016• 70% by December 31, 2018• 75% by December 31, 2020
Board Appearance Request
• The Board Appearance Request shall be used for requesting appearances before the Orange County Board of County Commissioners. Note: Appearances are limited to three (3) minutes.
If you are requesting to speak in less than 24 hours, please do not submit your request online; instead, please bring this paper form to the meeting along with any corresponding attachments.
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