CCSP Module II

CCSP Module II: Customer Business Knowledge (20 hours)
Understanding the Concrete Contractor’s Business

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Why Attend? In this workshop, your front-line sales team learns about the contractor’s business process, measurement systems, and language. Staff learns how contractors view the entire project, as well as the role suppliers play to fulfill a contractor’s requirements. If you want your sales reps to expand their role beyond providing field support at a job placement, there is the module for them to step up their game so they can execute meaningful, respected sales strategies.

SESSION 1: Concrete Customer Overview

  • The 3 primary concrete markets
  • What customers want from RM producers
  • Identifying ready mix producers’ concerns about their customers
  • A project’s organization chart
  • Reviewing construction market statistics and trends
  • Typical construction phases in each market type
  • Key terms and important documents for each type of construction
  • Discussion about ready mix sales opportunities in each market

SESSION 2: Contractor Operations and Scheduling

  • Defining productivity and efficiency from the contractor’s perspective
  • The general contractor’s project management process, system, and rubrics
  • Understanding the types of construction projects’ schedules and how to use them
  • Benefits of planning and scheduling
  • Understanding the importance of the general contractor’s Policy & Procedures Manual
  • Working within the general contractor’s work breakdown Structure

SESSION 3: Construction Design and Designers

  • Types of architects and engineers
  • Construction design phases
  • Construction delivery strategies and methods
  • Development objectives and financing
  • Building Information Modeling (BIM), augmented reality technology, and Additive manufacturing.

SESSION 4: Construction Documents and Plan Reading

  • The contract and the role it plays among the owner, builder, and suppliers
  • The role of general conditions
  • The contract documents
  • The impact of production control systems, including specifications, plans and drawings, the construction release, purchase orders, change orders, job cost reports, check lists, and daily reports
  • Plan and blueprinting exercises

SESSION 5: Sustainable Construction & Concrete

  • Take-offs and estimating exercises
  • Sustainable construction rating systems and their role in ready mixed concrete sales
  • Environmental Product Declarations
  • Life Cost Analysis and Life Cycle Cost Analysis

For more information, contact Shawnita Dickens at 703-706-4854

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October 7 - 8, 2020 | Now Online

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