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• New Product Introduction – Developed Global Pipelayer Marketing Strategy• Pipeline Industry Safety Leadership Training Program – Key Team Lead member in the Development of a Pipeline Specific Leadership Safety Training Program with Cat Safety Services, Pipeline Contractors and Owning Companies• Voice of the Pipeline Segment for the Caterpillar Enterprise providing machine forecasts, application knowledge, market intelligence and Industry Segment Forecast

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 contractor market.• 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 markets.• 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.• “Hands On” Parts and Service Operational Management

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 management of Sales, Service, Parts and Rental departments direct reporting to company Vice President.• 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 customer-billing errors and complaints. Increased “Preventative Maintenance” contracts. • Increased rental revenues and operating profit while eliminating poor rental revenue units. Gross Profit Increased by 3%.• Increased parts profitability by reducing expenses and increasing parts freight recovery.

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 accomplishment of corporate goals. Program successfully: Reduced expenses by 15%, Increased GP by 1 pt while sales and the market were down 12.5%.• 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 share within several markets.• 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 Sales)• Implemented “Sell the Salesman” training program to reinforce feature/benefit selling in an effort to improve gross profit.

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