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• Effective Communiqué Revitalizes Dying Project
  Following attacks of 9/11, company undertook large project to protect George Washington Bridge and eliminate aircraft safety issues. Port Authority of New York and New Jersey is large and secretive organization, which highly dislikes outside assistance and input. After two years of sluggish performance, project began to die.
  Delivered numerous proposals to Port Authority on ways to improve overall process and timeliness of project. Sent direct and concise communiqué laying out firm suggestions demanding improved performance; obtained buy-in from all parties for project continuance.
  Life of project was extended because of taking charge of situation, which had progressively spun out of control.
• Conflict Resolution Stabilizes Relations, Maintains Client Base
  Company was selling materials to large national company, Neogard, which asked company to supply all of their contractors in Northeast. Unaware that at same time, another salesperson within company was selling to Kenseal, a customer of Neogard. Situation became conflicting when potential confidentiality issues arose.
  Spoke with both companies to gage their reaction to this situation. Created and presented win-win situation to both organizations that would benefit all parties involved.
  Enhanced positive working relationships with clients as well as reputation of company by creating honest, winning strategy.
• Perseverance Secures Annual Product Yields of 500,000 Lbs.
  For more than six years, company pursued one of the largest technical grout and mortar companies worldwide. This grout and mortar company was so large that they became stuck in their ways and rarely varied from their set list of suppliers.
  Met personally with as many people within organization as possible to discuss what company had to offer. Maintained close contact with company and kept ear to ground in order to be aware of their relationships with their suppliers.
  Landed client after six years of pursuit, securing product yields of more than 500,000 pounds per year due to sheer determination and perseverance.
• Negotiation Tactics Deepen Client Base
  Company was purchasing directly from manufacturer, but was unhappy with delays and high freight costs. Stepping into situation, concern was that with such a large margin to work with, potential profits could be lost.
  Utilized company's proven record of accomplishment to secure deal between both organizations. Negotiated lower purchasing costs, enabling company to generate substantial profits.
  Gained additional clients for company and increased overall revenue by having deep-rooted knowledge of account development.
• Global Collaboration Gains Sales Commitments of $280,000 or 30% Net Profit
  At trade show, pool and spa product was discovered, which offered potential, unknown profits for company. Management did not view this product as traditional fastener and was not about to approve selling this new product even though large profit could be made.
  Collaborated with overseas Purchasing Manager and found several factories in China that would make product for 40% less than domestic manufacturers. Visited several pool and spa manufacturers in Northeast to present product and pricing.
  $280,000 in sales commitments gained during single pool season cycle, correlating to 30% net profit. Seeing opportunities in non-traditional way led to this success.
• New Aggregate Generates Sales Revenue of $75,000
  Working side by side with customer on large blending and packaging project, it became evident that customer did not understand nature of aggregates industry, nor how to accomplish particular product development. Odds to complete this project on time were not in client's favor.
  Led technical staff in developing procedure to manufacture product. Collaborated with customer to clearly define needs; persevered in manufacturing of numerous samples until product worked as required.
  $75,000+ in sales revenue generated with projections to grow exponentially in coming years achieved by using diplomatic skills when orchestrating project agenda. Also, company now produces highly technical, lightwood flooring aggregate that is approved by U.S. Navy.
• Staff Reorganization Boosts Sales 12%
  Company's previous Operations Manager shouldered large workload, keeping vendors and key customers private. Upon his departure, it became evident that this was limiting sales potential, reducing office efficiency, and hindering growth of company.
  Divided and reorganized purchasing of specific products and appointed single staff member to customer service. Restructured company dynamics so that all staff members would take orders from customers and develop more personal relationships.
  12% boost in sales results seen within just four months due to efficiently managing disorganized sales staff to enhanced performance.
• Performance Improvement Escalates Sales 18%
  Primary salesperson began producing his own quotes without consulting or informing any management official. When customer would call to place order, office staff was unaware of price points, therefore delaying sales process.
  Initiated sales meetings with customer service office personnel, factory managers, and salesperson. Required that individual advise management on status of current and potential accounts as well as current location.
  18% rise in sales performance of salesperson within six months; office staff was able to act more quickly regarding accounts and factory manager advised of production issues, which resulted in improved customer satisfaction.
• One-On-One Interaction Drives Sales Upwards by 10%
  Outside salesperson became accustomed to working alone for many years. Unfortunately, he had become complacent and too familiar with his accounts, therefore not determining all sales accounts could offer.
  Worked with salesperson several days per week visiting all accounts, beginning with top 50. Determined action plan best suited for both his sales tactics and client base.
  10% increase in sales delivered immediately by informing clients of additional products and asking if service was needed. Developed action plan with salesperson, which highlighted fundamentals and then avoided complacency.
• ISO Implementation Delivers On-Time Results
  Personally landed single largest blending and packaging order in company history; however, logistics for providing such an enormous amount of raw materials combined with manufacturing time and ISO quality issues presented potential problem for completion.
  Negotiated delivery of orders by teaming with suppliers. Reorganized production schedules and personnel in addition to introducing and establishing ISO 9001-2000 Quality Assurance Program.
  Three million pounds of material was produced and delivered on time due to utilization of succinct organizational, communication, and negotiation skills.
• Situational Awareness Garners $100,000 in Sales
  Individual approached company and introduced himself as Regional Sales Manager for international materials company. He requested 50-pound "sample" bag of specialized material, which he could not pay for at moment, but would make arrangements for future payment.
  Used good sense of judgment to determine that this man was sincere. Gave him tour of facilities and provided sample bag with no immediate charge.
  $100,000 in sales brought in by same man in just six months. Utilizing good sense of character and weighing potential profit vs. loss of situation led to this success.
• Veteran Sales Tactics Turn Company into Major Supplier
  Became aware of opportunity to sell significant number of products to aluminum window and door industry. However, distribution in industry was monopolized by single company, making success as smaller distributor virtually impossible.
  Contacted six major manufacturers and sold them on company being "The Second, Local Source" philosophy. Worked with overseas Purchasing Manager in order to explore all avenues, which would lead to cost reduction.
  10% lower pricing than competition paired with 5% freight advantage and quick turnaround delivery made company major supplier within industry.