![Page 1: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/1.jpg)
Steps to Successful Parking Lot Promotion
Philip KresgeSr. Director, National Resources
National Ready Mixed Concrete Association
![Page 2: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/2.jpg)
Thank you to our Sponsors
![Page 3: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/3.jpg)
General Instructions
• Login problems: Call: 800-263-6317– Webinar ID #124-965-803
• Attendees should mute (*6) their lines until they want to speak
• Please do not place call on hold (music)
• Ask questions on the phone– Don’t type questions in the box
![Page 4: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/4.jpg)
Topics of Discussion
• State of the Market
• The Five Steps– Prospecting– Utilizing ALL Your Tools– The Change Order– Remember ALL Your Options– Making the Call – Tips to Stay Professional
![Page 5: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/5.jpg)
Today we are in
unfamiliar territory
![Page 6: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/6.jpg)
46.6% increase
![Page 7: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/7.jpg)
Concrete is the Preferred Paving Material
• Preferred initial cost
• Preferred life-cycle cost
• Preferred status as environmentally friendly
• LEED friendly
Concrete enjoys a position never before experienced by our industry
![Page 8: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/8.jpg)
We Must Capitalize on Our Position
![Page 9: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/9.jpg)
What will we learn today?
![Page 10: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/10.jpg)
Nothing we don’t already know!
![Page 11: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/11.jpg)
We know what we should be doing!
Maybe we’re not doing it because . . .• Overwhelmed
• Complacent
• Preconceived notions
![Page 12: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/12.jpg)
Steps to SuccessfulParking Lot Promotion
![Page 13: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/13.jpg)
Prospecting
![Page 14: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/14.jpg)
Prospecting
• The Usual Suspects– Dodge Reports– Construction News– Local Networking
![Page 15: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/15.jpg)
Available Through
Partnership of NRMCA and Your
State Association
![Page 16: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/16.jpg)
Project SearchBy Name, Value, State, City, Value, Type, Etc.
![Page 17: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/17.jpg)
Project Listing Alphabetical by City
![Page 18: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/18.jpg)
Project Contact and Decision Makers
![Page 19: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/19.jpg)
Contact Your State Association
for More Information and Access
![Page 20: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/20.jpg)
Only the most foolish of mice would hide in a cat’s ear
![Page 21: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/21.jpg)
Only the wisest of cats would think to look there
![Page 22: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/22.jpg)
Don’t overlook the obvious
![Page 23: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/23.jpg)
• Mid-job / Next-job recommendation– Landscaper, in the midst of installing
a lawn, suggests a rock wall to reduce runoff
– Caterer, serving a summer party, reminds client that Christmas is only five months away
Review Current Projects
![Page 24: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/24.jpg)
Review Upcoming Projects
• Someone will be asking for a price for footer/floor– What about parking lot?– Flowable fill possibilities?
![Page 25: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/25.jpg)
Utilize ALL Your Tools
![Page 26: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/26.jpg)
Utilize ALL Your Tools
![Page 27: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/27.jpg)
Concrete Delivers!
• For Owners– Durability– Economical– Safe– Upscale
Appearance– Environmentally
Friendly
![Page 28: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/28.jpg)
Concrete Delivers!
• For Designers & Specifiers– Preparing the
Subgrade– Material &
Proportions– Thickness– Jointing– Construction
Practices
![Page 29: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/29.jpg)
Concrete Delivers!
• Environmental Benefits of Concrete
![Page 30: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/30.jpg)
• 20-slide PowerPoint show printed for use in one-on-one presentation
• Alternative to using laptop/projector for less formal presentations
• Help for the technologically impaired
• Within everyone’s comfort zone
Low Tech Pitch Book
![Page 31: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/31.jpg)
• Promoter time may be limited at introductory meeting• 10-15 minutes• No time for full-blown
presentation
Low Tech Pitch Book
![Page 32: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/32.jpg)
The specifier sees full
presentation pages for clear communication of images and major points
![Page 33: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/33.jpg)
The promoter views a smaller version of the specifier page, along with other useful notes and
background information
![Page 34: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/34.jpg)
• Concrete Parking Lots– Over 1,000 sold
• Flowable Fill– Initial orders (300)
being distributed now
• Pervious Concrete (TBA)
• Environmental Benefits of Concrete (TBA)
Low Tech Pitch Book
![Page 35: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/35.jpg)
• Design Comparison
• Life Cycle Cost Comparison
![Page 36: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/36.jpg)
Concrete vs. Asphalt• Apples-to-apples
comparison of pavement design should always be considered
• Quantification in $ allows for a better business decision on pavement choice
![Page 37: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/37.jpg)
![Page 38: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/38.jpg)
![Page 39: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/39.jpg)
![Page 40: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/40.jpg)
![Page 41: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/41.jpg)
![Page 42: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/42.jpg)
![Page 43: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/43.jpg)
![Page 44: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/44.jpg)
Reference Library
![Page 45: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/45.jpg)
Reference Library
![Page 46: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/46.jpg)
![Page 47: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/47.jpg)
WWW. NRMCA.ORG
Design Details
• 26 different details
• Three formats– .dwg– .dxf– .jpg
![Page 48: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/48.jpg)
• Step-by-step instruction
• Customizing tips– Setting defaults– Customizing
reports
![Page 49: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/49.jpg)
Parking Lot Design
Assistance Program
![Page 50: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/50.jpg)
Parking Lot Design Assistance Program
• Free service offered to specifiers through local promoters
• To encourage and support specifiers that are willing to try concrete
• Assistance provided by consultant hired by NRMCA
• Suggestions for sub-base, thickness, design details, jointing, specifications, maintenance, etc. using ACI 330, NRMCA CPA software, ACPA or PCA guidelines
![Page 51: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/51.jpg)
Sample Design Suggestions
![Page 52: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/52.jpg)
The Change Order
![Page 53: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/53.jpg)
• By definition, promotion is a long-term investment
• Influencing a thought process
• Sales is a more immediate process
• We usually differentiate between the two
• Change Order more akin to sales than promotion
• An everyday occurrence in our promotion efforts
Promotion vs. Sales
![Page 54: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/54.jpg)
Promotion Dogma
• “Getting in early is key to successful promotion”
• “Once the job is in Dodge reports, it’s too late”
• It’s never too late!
![Page 55: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/55.jpg)
![Page 56: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/56.jpg)
Change Order
• Substituting a specified building material with concrete.
–Asphalt–Wood–Steel
• Job specific
• Time sensitive
![Page 57: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/57.jpg)
What does your
customer want?
![Page 58: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/58.jpg)
The only way to
know is to listen!
![Page 59: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/59.jpg)
What are the Hot Buttons?
• Aesthetics
• Energy Efficiency
• Initial Cost
• Life-cycle Cost
• Unique Design
• Sustainable Development
![Page 60: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/60.jpg)
Listen to customers’ wants and decipher their needs
![Page 61: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/61.jpg)
Teach customers to want what they need
![Page 62: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/62.jpg)
Teach customers to want what they need
• Energy Efficiency • ICF Construction
• Low Maintenance
• Concrete Parking Lot
• Aesthetics • Decorative Concrete
![Page 63: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/63.jpg)
Make Suggestions
• Use your professional expertise to provide insight• Provide alternatives to existing designs• Present new technology
– Self consolidating– Pervious– ICF
• Demonstrate benefit to owner– Quality– Economy– Safety
![Page 64: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/64.jpg)
Change Order can be most successful if you . . .
• Solve a problem for your customer
• At the time they are thinking about it
• Do it easily and quickly
• Selling Solutions!
![Page 65: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/65.jpg)
Ask for the Order
• Mid-Job / Next Job Recommendation • You are already bidding the job• You are already supplying the job• Decision maker may consider
alternatives if beneficial – Mobilization costs reduced– Construction schedule
• “Would you like fries with that?”
![Page 66: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/66.jpg)
Smith TransportRoaring Spring, PA
![Page 67: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/67.jpg)
• Originally steel building with asphalt pavement
• Footings, floors, etc. 3,500 yd3
• Converted to Tilt-up + 5,000 yd3
• Asphalt to Concrete + 4,000 yd3
• Total Concrete 12,500 yd3
• 250% increase after project was put out to bid• “Would you like to Biggie Size your order?”
![Page 68: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/68.jpg)
Remember ALL Your Options
![Page 69: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/69.jpg)
Roller Compacted Concrete Pavement
![Page 70: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/70.jpg)
Pervious Concrete
![Page 71: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/71.jpg)
What can be done with an existing
asphalt parking lot?
![Page 72: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/72.jpg)
Consider Whitetopping
![Page 73: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/73.jpg)
Making the Call
![Page 74: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/74.jpg)
Making the Call
• On introductory meeting with prospect– “If I can just have 10-15 minutes of your time . . .”– Utilize Pitch Book– Touch on the highlighted benefits of concrete
parking lot– The Close – “I’m sure now that you can see why
you should consider a concrete parking lot for your project(s)”
![Page 75: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/75.jpg)
If the Customer has Concerns . . .
• Use your professional expertise to provide insight
• Be a Resource Director– Offer to provide support / data as needed– Offer referrals as appropriate
![Page 76: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/76.jpg)
Offer CPA ComparisonGather Information• Project size• Intended use
– Light or heavy duty– Projected Average Daily Truck Traffic
• Is there an existing asphalt specification/design?
• Have Construction Mgrs., GC’s, etc. been selected?
• Time frame?
![Page 77: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/77.jpg)
Making the Call
• Make follow-up appointment• Leave behind appropriate Concrete
Delivers! Brochure and Local Project Profile (if applicable)
• Take info back to your office to work out particulars– Get answers to client’s questions – Design/Life Cycle Cost comparison with
Concrete Pavement Analyst
![Page 78: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/78.jpg)
Making the Call
• Running Concrete Pavement Analyst– Gather relevant info
• Local concrete and asphalt costs• Contractor input on in-place costs
– Run CPA comparison– Print results and prepare for presentation to
client
![Page 79: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/79.jpg)
Making the Call
• Give it a more Professional Look!
![Page 80: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/80.jpg)
Making the Call
• Follow-up visit with complete promo package– Answers to client’s questions w/ supporting
data– Concrete Pavement Analyst results
![Page 81: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/81.jpg)
Making the Call
• Listen to Customer’s Reaction – Offer Assistance
• Presentation to others involved in project • Centralized Design Assistance Program• Referrals
– AFTO
![Page 82: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/82.jpg)
Not an easy task
• Much of the world has its defenses up to keep out new ideas
• Customer’s preconceived notions– Concrete is too expensive– Concrete is too difficult to place– Concrete cracks
![Page 83: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/83.jpg)
Are we too focused?
• Sales call to get P/O for concrete footings, floors
• Pays no attention to customer’s comments about– Material price instability– Manpower issues – Construction delays
![Page 84: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/84.jpg)
Are we too focused?
• Sales call to get P/O for concrete footings, floors
• Misses at least three opportunities– Tilt-up concrete– ICF construction– Flowable fill
• What about the parking lot?
![Page 85: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/85.jpg)
A Word of Caution
• Stay Professional
• Keep Your Promotion Message Positive
• Focus on Benefits of Concrete
• Sell the Right Solutions
• Handle Asphalt’s Weaknesses with Care
• Mediocrity Always Attacks Perfection!
![Page 86: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/86.jpg)
www.ConcreteParking.org
• Benefits• Applications• Resources• Links• Publications• Pervious Concrete• Concrete vs.
Asphalt
![Page 87: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/87.jpg)
www.ConcretePromotion.org
• Parking Lot Strategic Plan• BUD Program• Link to Parking Lot
Design Assistance Program
• Photos• Project Directory• Promoter Directory
![Page 88: Steps to Successful Parking Lot Promotion Philip Kresge Sr. Director, National Resources National Ready Mixed Concrete Association](https://reader035.vdocuments.us/reader035/viewer/2022062804/56649e7b5503460f94b7c928/html5/thumbnails/88.jpg)
Questions?