ADVANCED DISPOSAL Services Inc.

Municipal Marketing Sales Plan

(Central & South Florida)

Prepared by: Joe ArmingtonPrepared for: Jim Suter/Gentry Shows

Green not just a slogan

Meeting OBJECTIVES• Who & Why Advanced Disposal ?• Who & Why Joe Armington? • Why Privatization?• Unique Differentiators • Are they valuable enough to commit• Gain agreement on Unique Differentiators• Next Steps

ADVANCED Differentiators• Largest privately held solid waste company• Corporate/Management industry experience • Vertically integrated solid waste services company • Industry leading best practices• Privately held means customer is king• Tremendous growth-Acquisition of Veolia• Dedicated employees-”Best in the Business”• 3am commitment to unparallel service• Success stories-Trashtimonials, 2M customers

Why Privatization makes sense1. SAVES $ on labor, fuel etc./Budgeting pressures2. Risk Management-”Cradle to grave” peace of mind3. Gain Greater Control regarding certain practices4. Protection with performance bonds5. Avoid uncertainty of equipment costs6. Advanced Disposal may hire displaced employees7. Community programs that benefit the citizens8. Faster adoption of enhanced technologies9. Help community leaders to focus on other concerns10.Become a top producer

Marketing Strategies• Derrick Bruce- Lobbyist Edge Public Affairs• NSWMA Legislation• Sunshine State Records• Attend trade shows i.e. (Florida League of Cities)

for trends, make contacts & build relationships• Participate in community involvement programs• Communicate corporate vision/mission as a leader

& responsible corporate citizen

Sales Tactics• Execute a route schedule to visit & build rapport

and identify needs w. clients & prospects• Educate industry trends tied to Advanced strengths• Leverage Florida district success stories• Be involved in the crafting of future RFP’s• Rigorously service to maintain current accounts• Public Records requests• Identify needs & goals of county commissioners and

elected officials to gain an edge and win RFP’s

Target Markets• 4 Corners-Orange, Osceola, Lake & Polk• Leverage Southwest success-Collier, Hendry & Lee• Southeast-Miami Dade, Broward & Palm Beach• “South-central” Port St. Lucie, Indian River, Brevard• (Not listed here are vast opportunities with Cities)

SECONDARY MARKETS• Public Schools, Universities, • Governmental Agencies-Jails etc.• North Florida

Armington Differentiators• Work Ethic/Consistent Experience/Results• Experience with public sector projects & markets• Consultative Selling-Training/Mentors• Organizational Agility-National Awards• Career of “Municipal like” sales cycle process• Creative Problem Solver/Project Management• Gets prospects to Assign Value • Earns trust, makes friends, closes & keeps clients

Consultative Selling• Qualification & success strategy• Become Expert on services and best practices• Understand Municipal officials hot buttons• Conduct Waste Audits to identify opportunities• Earn the right w county officials-Decision Makers• Protect current business and gain new business• Identify the true Decision Maker(s)• Get them to assign value to differentiators• Build the business case• Closing the deal is a natural step of the sales cycle

Gain Agreement• Stand on the shoulders of Good Men/Mentors• Core Values-/Character of a Gentleman/Service-

oriented/Family Man/Integrity• Strengths- Personable/Competitive/Determined/Excellent

Communicator/Fun/Team Player/Public Speaking• Skills-Synergy-Vision/Consultative Selling/Participative Sales-

Management/Brand Builder/Negotiation• Training/Corporate Athlete/Dale Carnegie Human Relations-

Sales/Selling to VITO• Results-25M in sales/14 National Awards/Diverse

Industries/Products & Services

Recommendation• Who & Why Advanced Disposal?• Who & Why CEO Salesman? • Why Privatization makes sense?• Unique Differentiators • Are they valuable enough to commit• Gain agreement on Unique Differentiators• Next Steps

THANK YOU

Governmental/Green Contacts• Osceola county-Comissioner Harford• Volutia county-Glenn Scorza Projects coordinator• Orange county Government-John Parker-Senior Environmental rep.• Mayor Buddy Dyer-City of Orlando

Networking opportunities• Congressman Dwight Dudley• Congressman Dan Webster• Florida Earth Foundation-Ernie Cox• Congressman Blaise Treatis• Former Governor Charlie Crist• Green Earth Technology/CMO Jeffrey Loch• Lumeria-CEO John Gruett• Renewable Assets Inc. CEO Michael Page• Blue Chip Energy-Tony Merino

Situation Analysis

• St Lucie-Waste Pro• Lake-Waste Management/Waste Services• Polk-Republic Services• Monroe-Waste Mgmt./Veolia/Keys Sanitary• Martin-Waste Management• Highlands-Choice Environmental services (hauler)• Volutia-Republic Services• Okeechobee-Waste Mgmt. yard hauling

Waste Management Accounts• Hammock Refuse Disposal • Cocoa • Okeechobee • Southern Sanitation• Vero Beach Vero Hauling• WM of Collier County• WM of Dade • Martin WM • WM of Milton • FLWM of Orlando• WM of Pasco Countyof Pinellas • WM of Sarasota • WM-Ormond • Waste Management Charlotte • Waste Management of Palm • Waste Management of Tampa• Wildwood

• http://www.wm.com/facility-locator.jsp?state=FL

Advanced Florida LocationsExclusive Duvall & the Panhandle

COLLECTION COMPANIES• Apopka/Orlando• Central Florida• Lake City• Fort Myers• Islamorada• Ocala (and transfer station)• West Palm BeachLANDFILLS• St. Petersberg• Ocala• Sarasota

Central West Counties

• Citrus- • Hernando- • Pasco-• Pinellas- • Hillsborough- • Manatee- • Sarasota- • DeSoto-

North Central Counties• Gadsden - • Leon - • Wakulla -. • Jefferson - • Madison - • Hamilton - • Lafayette - • Dixie - • Columbia - • Union - • Bradford -• Gilchrist - • Alachua - • Levy -

Southwest Counties

• Charlotte- • Glades- • Lee- • Hendry- • Collier-

House Bill 7243

• 75% RECYCLING GOAL• was enacted during the 2010 Florida Legislative Session and

became effective July 1, 2010. Under this act, local governments are responsible for having a goal of recycling 75% of their waste by December 31, 2020. There are milestones along the way –

• 40% by December 31, 2012• 50% by December 31, 2014• 60% by December 31, 2016• 70% by December 31, 2018• 75% by December 31, 2020

Board Appearance Request

• The Board Appearance Request shall be used for requesting appearances before the Orange County Board of County Commissioners. Note: Appearances are limited to three (3) minutes.

If you are requesting to speak in less than 24 hours, please do not submit your request online; instead, please bring this paper form to the meeting along with any corresponding attachments.