1. LEI LIU | JULIE GRIMSTAD | MATT SMITH | LAURA
KUKURUZA
E-Z BRIDGE

2. “Sometimes you get the best
light from a burning bridge.”
-Don Henley
Lead Singer of the Eagles

3. AGENDA
1
2
3
4
5
6
The Plan Conclusion
Overview Industry
Competition Situation
Plroblem at hand
Welcome
What‘s affecting you?
Who you‘re up against Actoin steps for change
Questions

4. WHAT IT‘S ALL ABOUT
Quick Installation
Modular
Pre-Fabricated
E-Z
BRIDGE
Built in House
Shipped to Site
Reduced Cost.
Installed!

5. GOALS
1
Expand E-Z Bridge distribution
nationwide
2
Develop E-Z Bridge into nationally
recognized brand
3
Increase sales from 4 to 30 bridges
a year

6. The Bridge Industry

7. Industry Overview
Industry Revenue (in Billion)
28
SAFETEA-LU
Main
driver
26
24
22
20
18
16
14
12
10
8
$244 Billion
pumped
into
industry
6
4
2
0
2003
2004
2005
2006
2007
2008
2009
Industry Revenue (in Billion)
2010
2011
2012

8. Industry Outlook
5%
Steady
Growth Rate

9. E-Z BRIDGE VS. INDUSTRY AVERAGE
Profit Margin
20%
E-Z Bridge Margin
9%
Industry Average

10. KEYS TO SUCCESS IN BRIDGE CONSTRUCTION INDUSTRY
#1
SUCCES
S
Ability to Secure Bids
#2
Supplier Relationships
#3
Effective Negotiation &
Communication Skills

11. The Competitive Landscape

12. COMPETITION
Big R
True
North
strong
marketing
presence
RTI

13. Big R Website

14. The Current Situation

15. CORE COMPETENCIES
VALUE
RARITY
+
+
+
-
IMITABILITY
ORGANIZATION

16. CUSTOMER INTERVIEW
Yes!

Demand for E-Z Bridge

Poor communication

Failure to close deal

Significant loss of business
Room for Improvemen

17. PROBLEM AT HAND
Internal
Process
External
Communication
Our Focus
Point

18. The Plan

19. BREAKEVEN
$178,400
Two Bridges
Total Cost 130 ft each @ $500,0

20. Increase Win Rate
20%
35%
Current
Could use some work
Ideal Rate
Much better

21. Develop Proposal Template
QUOTATION
20101019LE-EZ
3535 W. 1st St. Eugene OR 97402 ¨Phone 541.744.3838 ¨ Fax 541.744.8956 ¨ www.mohawkmetal.com
130 ft Bridges
20101019LE-EZ
Pre-Engineered Pre-Fabricated Modular EZ Steel Bridges
Qty
Size
Material
Unit Price
One
130’x16’ wide
Four piece modular steel bridge designed for
AASHTO loading, approximate weight 63,594 lbs each 80’ module and 39,747
lbs each 50’ module. To include 2 each 80’ and 2each 50’ long sections that are
8’-8” wide modules for 16’ clear travel way, A588 weathering steel main
beams, A588 Cross ties, Thrie beam 10 gau. Galv. guard rail system, 4 x 12”
CF treated wood deck and 3” x 12” wear surface. All bolts & hardware, PFR
Sole plates and elastomeric bearing pads included. Wooden end walls and
footers included in price as well as four approach rail system for both ends of
bridge and bridge markers. Bridge is stamped by State registered engineer.
FOB Anchorage, AK dock side
$336,102.00
One
130’x28’ wide
Six piece modular steel bridge designed for
AASHTO loading, approximate weight 68,994 lbs each 80’ module and 44,747
lbs each 50’ module. To include 3 each 80’ and 3 each 50’ long sections that
are 9’-8” wide modules for 28’ clear travel way, A588 weathering steel main
beams, A588 Cross ties, Thrie beam 10 gau. Galv. guard rail system, 4 x 12”
DF #1 CF treated wood deck and 3” x 12” DF #1 wear surface. All bolts &
hardware, PFR Sole plates and elastomeric bearing pads included. Wooden
end walls and footers included in price as well as four approach rail system
for both ends of bridge and bridge markers. Bridge is stamped by State
registered engineer.
FOB Anchorage, AK dock side
$496,275.00
CCB 78241
DUNS 011837
FEIN 93-1105398

22. IMPROVE BIDDING PROCESS
Information Architecture
Organization
+
Easy Access!
Communication
emails
Save emails
title attachements
one point of co

23. EXPAND NATIONALLY

24. INCREASE BIDS SUBMITTED
12
0
10

25. HIRE NEW EMPLOYEES
two people who help get st

26. FORMAL REVIEW PROCESS

If a bid was denied

If a bid was won

After working with E-Z Bridge

27. NEW WEBSITE
 Videos
 Past Projects
 Change Title

28. RISKS
SAFETEA-LU
Cost of
Inputs
Cost of
Transporation

29. GOING FORWARD
Expand Nationally
+
Develop Core Practices
+ Scorecard
Use the Balanced
= Sales
Increase in

30. ?
QUESTIONS

31. ADDITIONAL CONSIDERATIONS

Referral
• Insurance
• Bankers

Private Sector (lumber/mining)
• Over-engineering of bridge is prohibitive
• No pedestrian bridge offering
• Lumber industry could be a potential after core
image and communication is strengthened

FEMA
• Could be a possible growth strategy in the future
after taking with customer we found out

32. BREAKDOWN OF COST
Projected Costs
Salary expenses
Proposal template
($42000/year/employee)
New website
7,200
Total Cost
Break Even
130 ft Bridge @ $500,000
x .20 margin = 100,000
2x Bridges= $200,000
168,000
3,200
$178,400