Tom Shafer<br />Professional Background<br />
Sales and Sales Management<br />As Regional General Manager, I increased total branch sales year over year, over 50% in to...
National Accounts<br /><ul><li>Co-op’s/Membership – LMC. ENAP, PAL
One Step Branch Distribution – ABC, Norandex, Allied, Lansing
Retail Home Improvement –
Empire Today, Clear Choice, Window Depot</li></li></ul><li>Distribution<br />Regional General Manager Norandex<br /><ul><l...
$50-$70 million annual sales
100 reports – 37-45 direct reports
22 salespeople
15 managers
15-18 branches
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Tom shafer background

  1. 1. Tom Shafer<br />Professional Background<br />
  2. 2. Sales and Sales Management<br />As Regional General Manager, I increased total branch sales year over year, over 50% in total, to $5 million.<br />At MI I was a sales manager for 8 salespeople (company an Reps.) in the southern mid-west, New Jersey and Long Island. Sales rose about 10%. <br />I started at United as a Sales Manager for the Great Lakes Region, after the one year I had held the position.<br />
  3. 3. National Accounts<br /><ul><li>Co-op’s/Membership – LMC. ENAP, PAL
  4. 4. One Step Branch Distribution – ABC, Norandex, Allied, Lansing
  5. 5. Retail Home Improvement –
  6. 6. Empire Today, Clear Choice, Window Depot</li></li></ul><li>Distribution<br />Regional General Manager Norandex<br /><ul><li>P & L Responsibility
  7. 7. $50-$70 million annual sales
  8. 8. 100 reports – 37-45 direct reports
  9. 9. 22 salespeople
  10. 10. 15 managers
  11. 11. 15-18 branches
  12. 12. Ohio, New York, West Virginia, Western Pennsylvania
  13. 13. Product selection from vendors
  14. 14. Windows, Siding, Accessories, Doors, Trim, Caulk
  15. 15. Managed properties
  16. 16. 15-18 buildings, trucks, company cars
  17. 17. Inventory and Receivables
  18. 18. $5-$6 million receivables
  19. 19. $7-$8 million inventory</li></li></ul><li>Marketing<br />Norandex<br /><ul><li>New product positioning
  20. 20. Literature
  21. 21. pricing</li></ul>Silver Line. <br /><ul><li>National Account Manager
  22. 22. Training PowerPoint presentations Positioned Stanley (the licensed name)
  23. 23. Designed and produced promotional flyers
  24. 24. Impact Window Manager
  25. 25. Selected trade shows
  26. 26. Positioned N/C and R & R product
  27. 27. Had sales concentrate on specific channels
  28. 28. Replacement Window Specialist
  29. 29. Training books
  30. 30. Samples
  31. 31. Sales presentation booklet</li></ul>.<br />United<br /><ul><li>Managed web site
  32. 32. Assisted in literature design.
  33. 33. Market by market budgeting
  34. 34. Updated sample “look”.</li></ul>Mi Windows<br /><ul><li>Started Xact Replacement Window
  35. 35. Designed first literature
  36. 36. wrote & photographed installation instructions piece specifically to installation channel
  37. 37. Positioned Xact to one-step channel</li></li></ul><li>Product Management<br /><ul><li>Aluminum Windows and Doors
  38. 38. Aluminum Thermal Break – Specialty Windows
  39. 39. Competitive Pricing Analysis and Adjustment
  40. 40. Vinyl and Aluminum Siding
  41. 41. Vinyl Windows
  42. 42. CertainTeed Fabrication
  43. 43. WeatherStopper– Silver Line’s Impact Window</li></li></ul><li>Engineering<br /><ul><li>Assigned to explain AAMA testing results, and competitors tests to sales force
  44. 44. Supervised Third party testing
  45. 45. Collaborated on design/testing of impact window
  46. 46. Assisted on design of first vinyl single hung with welded sloped sill.
  47. 47. Managed Florida Building Commission and Texas Department of Insurance certification and compliance
  48. 48. I was a resource for salespeople for structural, air, thermal, wind zones, etc</li></li></ul><li>Training Activities<br /><ul><li>Replacement Windows</li></ul>Wrote and used while teaching the selling of replacement windows to new construction salespeople<br /><ul><li>Impact Windows </li></ul>Seminars for both salespeople and builders explaining the new Coastal Hurricane Requirements<br /><ul><li>AIA/CES – While at United Doors and Windows. </li></ul>Wrote program.<br />
  49. 49. Other Stuff<br /><ul><li>Managed Participation in Trade Shows</li></ul>(registered, display prep, set-up, tear down, hotels, transportation, etc.)<br /><ul><li>Andersen Service Technician
  50. 50. Sold windows to Military Housing Revitalization, and trained installation techniques at Guantanamo Bay Naval Base. (Naval Contractor Clearence)</li></li></ul><li>Computer<br />
  51. 51. Education<br />B.A. – Westminster College<br />M.B.A. – Cleveland State University<br />LEED GA (finished classes, scheduling exam)<br />Installation Masters – audited course<br />
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