2. Maximizing Financial Performance / ROI
● Improved A/R balances 67%, with a nearly 97% drop in past-due
days, by developing and implementing new collection guidelines
overcoming industry standards.
● Completed the successful turnaround of a failing business within
one year, bringing the organization from a negative $12 million
EBITDA to breakeven.
● Led a successful effort to reduce consignment inventories at
customer locations through effective management of automatic
billing, setting minimum reorder points and implementing work-
off programs.
3. Strategic Planning / Tactical Execution
● Successfully led the business through relationship strategy with
key customers that increased customer share by 25%.
● Moved company from #5 to #2 in its industry, achieving its goal
of over $1 billion in sales in just four years by convincing
management of need for structured business processes.
● Developed and implemented a highly effective sales strategy for
the entire market, including identifying desirable markets and
building operational strategies to achieve all EBITDA goals
during the recession.
4. Product Definition / Market Penetration
● Lifted the company's market share 10% by eliminating
a major product gap through the implementation of a
new product development strategy.
● Achieved and maintained a 35% market share in a new
submarket by defining all market requirements and
developing an innovative product solution.
5. Product Pricing / Contract Negotiations
● Increased gross margins $1.7 million within the
first year of defining and implementing a highly
successful new pricing strategy.
● Negotiated a low-margin, $40 million contract
with a key customer, eliminating all technical
services and entertainment expenses.
6. Integrations / Restructures / Change Management
● Eliminated operational complexities hindering business
performance, ultimately improving EBITDA $18
million annualized within six months.
● Merged two diverse sales forces in order to maximize
profitability and geographic coverage of the smaller
business, leading to a 10% sales increase within one
year.
7. Optimizing Supply Chain Performance
● Led the strategic development for a global
manufacturing platform for the commercial sheet-
fed business, ultimately improving EBITDA from
1% to 8% within just 18 months.
● Successfully integrated a smaller manufacturing
business into a larger platform, effectively
reducing costs and complexity within the product
line and improving on-time customer delivery
from 70% to 97%.
8. Leveraging Strategic Client Relationships
● Grew sales $30 million in 18 months, equating to
a 50% increase, by developing a strategy and
leveraging key internal and external decision
makers to communicate the value proposition to
the customer.
● $5 million in additional sales secured by
leveraging a relationships and application success
with a separate customer to use the same
technology to support a customer's new business.
