AI changes working practice

Aggregate Industries (AI) is changing the way it works by becoming more proactive and targeting clients in specific sectors in a bid to influence specification.

Managing director Bill Bolsover came up with the idea last August.

"I saw the opportunity to have sector managers that could target specific clients and focus more on what we can offer them," he said. "We have recruited two sector managers to date, and the basic concept is that they visit clients to identify ideas in the market and then bring the ideas back for our researchers to develop.

"We used to develop a product and then find a market for it - now we're reversing that process," added Bolsover.

AI wants to raise client awareness of the whole range of products it offers, from concrete and aggregate to specialist silica sands and asphalt.

Sector manager Helen Little, responsible for sport, leisure and heritage, told CJ: "It's about raising awareness - we can help people use the right product for the right job. Most clients I've visited have said they didn't realise we produced so many different products and that we can help design products.

"What we want to do is focus a lot earlier in the contract chain so we have a better chance of influencing specification. If you don't get in early enough with clients, they don't know what is on offer," said Little.

Although AI is initially targeting clients, it will in time begin approaching contractors.

"Our initial target is top tier management in each sector. For example, in my sector I would approach government departments such as Sport England and the Department for Culture, Media and Sport, and find out how much they're spending and where that money is going. I might then approach local authorities who have been allocated the money and then perhaps larger contractors that do a lot of sport and leisure work," explained Little.

The other sector manager Sally Ashby is targeting mass transit, which includes light rail, ports, harbours, canals and civil airports.

If the sector manager plan proves fruitful, AI will bring on board more sector managers to cover other areas.