3. 3
Grow Existing Portfolio – Commercial & Industrial
- Industrial - Manufacturing
Energy
Mining
Oil & Gas
Food Processing
Metal Processing
Pulp and Paper
Water Treatment
- Commercial - Non-manufacturing
Businesses
Building – Storage, Warehouses, Schools, Hospitals, Hotels,
Marine
Government
Transportation
Executive Summary
5/8/2016 John Rossi - Confidential
4. 4
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
5/8/2016 John Rossi - Confidential
5. 5
Strategic
Knowledge is the Key to Success
- Industry/Market/Equipment/Products
5/8/2016
Research
Analyze
Plan
Execute
6. Tactical
5/8/2016
Customers
New
Existing
Products
Existing 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
7. 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
5/8/2016
8. 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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9. 9
John Rossi
Value creation Results oriented, solutions oriented, organic and
new customer growth
Strong 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 meetings
Positive Attitude Enthusiasm, energy, passion, will , drive to be a
change catalyst
Team Player Collaborative, cross-functional, excellent
representative
John Rossi - Confidential5/8/2016
10. 10
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 - Confidential5/8/2016
11. 11
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
John Rossi - Confidential5/8/2016
20. Shale Gas Projected to be 49% of U.S. Natural Gas
Production by 2035
John Rossi - Confidential5/8/2016
21. 21
Global
- Brenntag
- Univar
National
- Nexeo
- Interstate
Regional
- PilotThomas Logistics
- Industrial Chemical
- Third Coast
- Large number
Chemical Distribution
5/8/2016 John Rossi - Confidential
