- 1717 Conner St. Noblesville, IN 46060
(317) 696-5278 -
Experienced Executive with track record of
quickly building companies profits, developing sales & marketing
programs and operational management teams.
Led RCI's North American call center
of 450+ staff / $70 million in sales.
Grew one company from $2 million to
$9.4 million in sales in 1.5 years.
Took an $85 million co. from a $12
million loss to breakeven in 1.5 years.
Proven ability to consistently and
repetitively increase marketing & sales results and improve profits
in national companies ranging from $2 million to $85 million in
sales and 50-450 in staff.
Background in building new or
developing existing management teams that drive top-line revenue and
Hands-on in operations management,
product development and service delivery for business or retail
customers, products or services.
Creative problem solver with keen
sense of building businesses through solving customer problems to
SALES & MARKETING RESULTS,
Self-employed as a sales and marketing
strategist, consulting with businesses to increase their profits
through more effective marketing programs & selling processes.
Tripled profits in 2 years through more targeted marketing programs
and an enhanced selling process. Developing national
distributor/dealer network, adding national retail accounts and
other distribution channels.
National Commercial Finance Co. -
Increased response rate of main advertising program from 0.2% to
10%. Cut cost per lead from $200 down to $5. Supplied
sales staff with so many leads they couldn't keep up with them.
Cut marketing budget without affecting response rates. Target
4 vertical niche markets: healthcare, accounting, outdoor, funeral.
DSI SYSTEMS, INC,
The nation's #2 distributor of consumer
electronics and #2 national C-Band satellite packager.
Call Centers: 5-Three Inbound/Two Outbound, Staff-120, Revenue-$85
million, Budget-$10 million, Calls-35,000/week.
General Manager of Business
Development, DSI (2000-2001)
General Manager of National
Programming Service, NPS (1996-2000)
Directed all satellite packaging and
programming operations of division with 400,000 retail customer base,
1000 wholesale distributors, 2 television channels & 1 magazine,
generating $85 million in sales. After 3 acquisitions and 1
merger, trained new VP on operations, then started new business unit.
Marketed 30-location distribution network with a national call center
as a one-stop, sales order processing, customer service, and drop-ship
fulfillment provider for electronics manufacturers, regional
electronics dealers and other sales organizations.
Increased gross margin from 7.5% to
19.5% in 12-month period.
Took from $1 million/month loss to
breakeven in 18-month period.
Restructured call center, increased
monthly revenues 16%, cut management costs 30%.
Developed new sales/service training
program to increase close rate & upsell conversions.
100% increase in print ad
effectiveness by reducing print ad cost per lead from $20 to $10 in
one year through response tracking and structured testing.
Increased outbound telemarketing
revenues from $120k / month to over $1,000,000 / month in 3
Developed Pay-Per-View program
generating $1.2 million in incremental sales with 30% net margin in
2nd largest TV & radio direct marketer
of reading programs to children, adults and institutions. Call
Center: 1-Inbound/Outbound, Staff-50, Revenue-$9.4 million, Budget-$8
Equity owner & member of core management
team of start-up that became nation's 2nd leading seller of phonics
reading programs. Company won INC Magazine’s local Entrepreneur
of the Year Award in 1995.
Increased average dollar per sale 50%
from $150 to $225 through improved sales & upsell training.
Increased revenues from $2 million to
$9.4 million in 12 months through call center development.
Developed and implemented professional
sales training program to increase sales close rates.
Implemented computer telephony
integration (CTI) to increase lead acquisition by 100%.
Indianapolis, IN 2/1983-5/1992
The world’s #1 international timeshare
exchange company. North American Call Center: Staff-455,
Revenue-$70,000,000, Budget-$18,000,000, Calls-85,000/week.
Manager, Member Services (1991-1992)
Manager, Endless Vacation Marketing /
Circulation / Quality Assurance (1990-1991)
Manager, Technical Services
Project Administrator - Computer
Manager, Customer Service (1987-1988)
Manager, Operations (1986-1987)
Inventory Analyst (1985-1986)
Customer Service Technical Supervisor
Customer Service Supervisor
Telemarketing Supervisor (1984-1985)
Began career in front-line sales
position. Promoted 10 times, progressively held 11 jobs of
increasing responsibility during 9 years there. Last position
was leading the company’s largest department, the Member Services
Division, servicing North America's 800,000 members, handling 85k-100k calls per week,
generating over $73 million in annual exchange and membership sales.
Managed outbound & inbound call centers, marketing departments,
technical groups and computer projects.
Initiated Performance Management
training to increase net subscription revenues 25% over goal.
Implemented $5 million computer system
on 1-year project within budget and 4 weeks of target.
Restructured call center to increase
"call handling" by 24% resulting in lower telecom costs.
Increased effectiveness of direct mail
programs through renewal series and effort revisions.
Received B. S. in Marketing from
University on the Bloomington, Indiana campus, 1982
Past affiliations and certifications