PART 3: COMPANY STRATIFICATION

Tier 1 – Super Majors
Examples:
Martin Marietta
Heidelberg Materials
CRH
Rogers Group
AMI
Characteristics:
Hundreds of locations
Regional divisions
Area managers
Structured corporate hierarchy
Approach:
Start local
Expand regionally
Learn division structure
Sell upward after entry

Tier 2 – Regionals
Examples:
Burnco
TexMix
Arcosa
Knife River
Characteristics:
Multi-state
5–40 locations
Strong regional identity
Decision-making semi-centralized
Ideal targets.

Tier 3 – Local Multi-Yard Operators
Examples:
Titan ReadyMix
Reynolds Asphalt
3–6 site operators
Sweet spot:
Enough scale to care
Not too bureaucratic
Recurring opportunity
Accessible leadership

Tier 4 – One-Off Operators
Examples:
Single yard sand pit
Small ready mix startup
Generally:
Budget sensitive
Low complexity
Limited growth potential
Low priority unless:
Strategic geography
Clusters nearby