Barry I. Hudson

By Barry Hudson and Rachael Mahoney This is the second in a 12-part series on construction materials technology that will appear in Rock Products.

By Barry Hudson Walk into most aggregates producers and ask to see the sales incentive plan. You’ll get a shrug, a base salary band and maybe a discretionary bonus tied to something nobody can quite explain. Compare that to almost any other B2B industrial sector and the gap is embarrassing. Steel, chemicals, industrial gases, even ready-mix in some markets, all run real commission structures. Aggregates? Order takers on salary, dressed up as account managers. This isn’t an oversight.

WHY THE NEXT 12 MONTHS WILL DECIDE WHICH PRODUCERS, PLANTS AND OPERATORS ARE STILL STANDING IN FIVE YEARS — AND WHAT THIS 12-PART SERIES IS GOING TO TELL YOU. By Barry Hudson and Rachael Mahoney This is the first in a 12-part series on construction materials technology that will appear in Rock Products. – Ed. There is a chart that has hung over this industry for nearly a decade, and most people in it have learned to look the other way. McKinsey published it in 2017.