Joe Trapani Email & Phone Number

United States

Houston, TX

• Developed Strategy and Target Account Selection for Corporate / National Account Pipeline Segment Customers (Concurrently)
• Managed Multiple Caterpillar Pipeline Segment Corporate Accounts which generate revenues over $150MM
• One Account developed into single largest Caterpillar customer worldwide
• Developed and managed Customer Relationship, Customer Value Proposition, Customer Metrics between Caterpillar and its Distribution Channel while aligning the Caterpillar Value Proposition to the Customer

Houston, Texas

• Managed the Sales, Marketing and Product Support team for the NA Pipeline Construction Segment, aligning the needs of the customer with the Caterpillar Enterprise.
• Developed and Executed a Completely New and Unique Caterpillar global distribution channel focused on the pipeline segment.
• Increased Global Business Revenues
• Increased Market Share in the NA Pipeline segment by Double Digits
• Focused, Developed, and Engaged Local Dealer expertise in the NA Pipeline Segment Shale Plays which resulted in 65+% of the Sales to Users coming from those markets / dealers.
• Target Customer Selection – Developed Target Customers List, Profiles and Strategies which resulted in Market Share Increases

Houston, TX

• Responsible for the daily rental, sales, service, fleet / asset management and operations of an independent, privately held rent to rent, rent to sell and used equipment dealership servicing the small to large.
• Drove Revenue Growth by 25%
• Gained Experience and skills to own and/or manage a Small to Medium Business
• Expanded operations to include revenue service and parts sales
• Developed skill sets to include the rent to rent and used equipment businesses

Houston, Texas Area

• Responsible for the Development and Implementation of a NEW and INDEPENDENT parts and service business START UP focusing on the hydraulic repair industry for Cat and Non-Cat products serving the mobile and industrial.
• Revenue growth from $0/month to $190K+/month within 6 months. Labor GP of 83% and Parts GP of 30%
• In-depth market research determining opportunity, competitive strengths / weaknesses and end customers needs.
• Created comprehensive business plan including due diligence.
• Identified opportunity to purchase major competitor. Completed Financial Analysis. Initiated purchase of competitor.
• Developed and Implemented NEW hydraulic flat rate market driven product pricing program and interim sales & marketing programs.

Houston, Texas Area

• Houston District Manager-Construction Machinery Division responsible for overall operational and financial management of largest branch of one of the largest Komatsu distributorships in North America. General.
• Managed and provided leadership for district operations with responsibility for $80+MM revenues, 75 people and 12 direct reports.
• Operational and Financial management for Sales, Parts, Service and Rentals operations.
• Responsible for Profit/Loss of district operation. Implemented expense savings exercises that hedged layoffs. Maintained operational budget despite a fiercely competitive and declining market while increasing NET profit.
• Focused operation towards more profitable sectors of the construction machinery business. Started “Utility” sales force. Added incremental sales and new customer bases to business.
• Increased service department GP by 10% by improving technician productivity, reducing operating expenses by 2% and increasing labor billing rate. Reduced amount of time to close jobs and invoice. Reduced.

Houston, Texas Area

• Construction Machinery Division-Metro Sales Manager responsible for new retail equipment sales in all markets and products for the Houston Metro and surrounding county territory. “Top Ten” Caterpillar Dealer
• Managed sales force of 10 salesmen / 1 demo operator responsible for $85MM + in sales revenues.
• Developed sales force accountability program (Salesman Roadmaps, Scorecards & “Circle of Excellence”). Developed and implemented sales force metrics to measure individual performance and provide direction in.
• Developed successful market/product specific sales programs resulting in incremental market share and new customer account growth (“Contractors Rx”—added 5% share to BHL’s). Implemented strategies to improve market.
• Realigned sales territories and hired additional salesman providing improved market and end customer coverage (“Share of Customer”/”Share of Market”).
• Provided leadership within Mustang Tractor & Equipment to improve communications between interdepartmental conflicts (Parts, Service and Sales). Integrated synergies of interdepartmental sales forces (CMD Sales/PSSR.

Multiple Locations

Roles with Ingersoll Rand:- Ingersoll Rand Equipment Sales - Direct Retail Sales- National Account Sales- Road Machinery Specialist- Landfill & Road Milling Specialist- Distributor Representative