director, sales - may 8, 2016
TRANSCRIPT
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Commercial & IndustrialBusiness Portfolio
John M. RossiDenver, CO.
May 8, 2016
John Rossi - Confidential05/01/2023
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05/01/2023
Contents
John Rossi - Confidential
Executive Summary Commercial & Industrial Customers Appendix
• Mining Locations• Utility Locations• Refinery Location• Pipeline• Distribution partners/competitors
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Grow Existing Portfolio – Commercial & Industrial
- Industrial - ManufacturingEnergy MiningOil & GasFood ProcessingMetal ProcessingPulp and PaperWater Treatment
- Commercial - Non-manufacturingBusinessesBuilding – Storage, Warehouses, Schools, Hospitals, Hotels, MarineGovernmentTransportation
Executive Summary
John Rossi - Confidential
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Expand Portfolio – Commercial & Industrial
Market Growth Strategy - Earn new customers
- Diversify product offerings- Deep and wide – Footprint/Offerings- Market visibility and penetration- Laser focus with knowledge based decisions- Profitable and sustainable growth
Timeline – Identify -Research- Analyze - Plan- Execute
Executive Summary
John Rossi - Confidential
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Strategic Knowledge is the Key to Success
- Industry/Market/Equipment/Products
Research
Analyze
Plan
Execute
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Tactical
05/01/2023
Customers
New
Existing
ProductsExisting New
Business Management - P & L for Territory - Share of Wallet - Account Plans - CRM – Pipeline Opportunities - Value-based Selling - Develop Business Strategy/Plan - Training - Manages Channel Conflict - Sales Leadership - Safety
Business Development - Acquire New Accounts - Profitable Growth - Account Plans - CRM – Pipeline Opportunities - Value-based Selling - Presentations - Develop Business Strategy/Plan - Training - Needs Identification/Satisfaction - Negotiations - Overcoming Objections - Building Relationships - Safety
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C & I - Customers
John Rossi - Confidential
Oil and Gas - Denver-Julesburg Basin – Whiting, OXY, Anadarko, EOG, Encana,
COP Powder River Basin – Devon, Ballard, Yates Williston Basin – Statoil, Whiting, Petrohunt, Crescent Point Permian and Eagleford – OXY, Encana, COP, Chevron
Mining – Coal, Trona and Molybdenum Powder River Basin – Belle Ayr, Black Butte Green River Basin – FMC, Solvy Climax – AMAX Molycorp – Rare earth metals
Power Generation Excel Energy Tri-Valley Pacificorp – Glendive Cummins Power
Food and Beverage MillerCoors Anheuser-Busch Blue Diamond Proctor & Gamble
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C & I - Customers
John Rossi - Confidential
Agriculture- Actagro- Agrium - Del Monte
Transportation- RTD- Trucking companies – Yellow Freight, UPS, FedEx
Marine – Crowley Maritime, Hanjin Shipping, COCSO, Washington State Ferries, C & H Sugar, Shipping companies in the Far East
Pulp & Paper – Serviced customer in the PNW Metal Fabrication – CF & I, Galvanizers, mill/punch shops, pickling,
etching Municipalities – Federal, State and Local DFSC – Deicing fluids – 54 Bases; Marine lubricants – Several locations
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John RossiValue creation Results oriented, solutions oriented, organic and
new customer growthStrong work ethic Self-motivated, self-directed
Relationship oriented Long-term customers/suppliers/internal Time management ERP systems, Salesforce.com, MS office, laptop, Business acumen Market Analysis, Target Identification,
Market/Strategic Plan, Account Plans, Marketing timeline roadmap Account reviews SOW, pricing, terms, margin erosion, margin
compression, Cross-functional meetingsPositive Attitude Enthusiasm, energy, passion, will , drive to be a
change catalystTeam Player Collaborative, cross-functional, excellent
representative
John Rossi - Confidential
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John Rossi Petroleum Product Knowledge - Organics – Diesel Fuel, Diesel Fuel
Additives, Jet A, JP- 4, Kerosene, DEF, Bunker C, Gasoline, Gasoline Additives, Lubricants, Solvents, and Natural Gas
Inorganic Product Knowledge – Chlorine, Bleach, Caustic, KOH, Sulfuric Acid and HCl
Industry Knowledge – Entire career has been involved in products supplied to the C & I business sector. Comprehensive understanding of equipment, processes, operations and logistics.
Proven Sales Leader
Road Warrior – Experienced Business traveler, International and domestic
John Rossi - Confidential
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John Rossi Affiliations
Denver Petroleum Club Rocky Mountain Electrical League (RMEL)
(Education and Networking for the Electrical Energy Industry)
Independent Lubricant Manufacturers Assoc.
National Royalty Owners Association Chi Epsilon – Civil Engineering Honor
Society SAE G- 12 – Aircraft Deicing
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Appendix
John Rossi - Confidential
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Crude and Petroleum Pipelines
John Rossi - Confidential
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Petroleum Refineries
John Rossi - Confidential
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Natural Gas Processing
John Rossi - Confidential
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Biodiesel Plants
John Rossi - Confidential
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Ethanol Plants
John Rossi - Confidential
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Coal Mines
John Rossi - Confidential
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Mines – Various metals
John Rossi - Confidential
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Shale Gas Projected to be 49% of U.S. Natural Gas Production by 2035
John Rossi - Confidential
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Global - Brenntag- Univar
National- Nexeo- Interstate
Regional- PilotThomas Logistics - Industrial Chemical- Third Coast- Large number
Chemical Distribution
John Rossi - Confidential
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Brenntag
John Rossi - Confidential
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05/01/2023 John Rossi - Confidential
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Univar
John Rossi - Confidential
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PilotThomas Logistics
John Rossi - Confidential
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Interstate Chemical
John Rossi - Confidential
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Thatcher Chemical
John Rossi - Confidential