Lawrence Caplan has over 30 years of experience in sales and sales management. He has a proven track record of new account development, account retention, and increasing sales to existing accounts. As a merchandising manager, he worked with retailers and grocery stores to merchandise, market, and inventory baby food and formula. Prior to that, he created a sole proprietorship to assist restaurants in improving operating efficiency. He also has extensive experience generating new business and maintaining sales quotas in the hospitality supply industry.

1. Lawrence Caplan 12117 Gatewater Dr. Potomac, MD 20854
LC2351@gmail.com 301-461-9091
Career Summary
Dynamic top producer in Sales and Sales Management, with proven track records
for new account development, accountretention, and increase in sales to existing
accounts. Empower direct reports to improveskills through leadership, training
and appropriatedelegation. Establish and forgelong term strategic business
relationships with customers and vendors, resulting in client loyalty and
retention. A changeagent capable of identifying new opportunities as well as
establishing and successfully implanting new strategic plans to surpass sales
targets.
Areas of Expertise:
Sales Management Territory Growth Relationship Growth
Account Development Strategic Sales & MarketPlanning
Team Leadership & Mentoring
Career Progression
Merchandising Manager 2014-Present
Crossmark
MeadJohnson
Territory Manager for Suburban Washington, DC including Montgomery and Prince George’s
County.
Merchandising, marketing, and inventorying of Mead Johnson baby food and infant formula
with large retailers and chain groceries (Target, Wal-Mart, etc)
Working with department and store managers to merchandise, update new and existing
displays and insure proper inventory levels.
Sales Representative 2012-2014
ADT
Sales presentations and proposals to prospects, identifying positive advantages of ADT products
and services.
Create new and grow existing alarm and intrusion systems for small businesses through
telephone solicitations, cold calls and referrals.
Manage assigned territory and identify prospects though lead generation.

2. Hospitality Consultant 2010-2012
Sole Proprietor
Created a company focusing on assisting new and established restaurants to thrive, by creating
and implementing operating efficiency plans and sourcing the best non food products at the
lowest prices.
Clientele included a majority of single-entity establishments as well as multi-unit accounts.
Reduced client operating costs on average of 20-30% resulting in greater profit and continued
revenue growth.
Executive Sales Representative 1987-2010
Adams-Burch
Generated new business by marketing and selling of non-food hospitality products while
maintaining 100% of assigned quota through implementation of creative sales strategies for the
wholesale supply business.
Continuous growth and development with annual sales of over $1.5 million.
Fostered business relationships with owners, executive chefs and purchasing managers to
facilitate purchasing process of appropriate tools for recipes and ideas for creative and
appealing visual presentation of plating and preparing of cooked meals, drinks and deserts.
Trained clients to properly use all items sold to them. Consistently demonstrated new products
to reduce cost and improve service delivery and employee productivity.
Store Manager 1971-1987
Jos. A. Bank Clothiers
Delivered excellent performance leading to dynamic career progression from part-time and
growing to retail manager.
Responsible for P&L, cash flow, inventory levels, customer and employee relations.
Managed newly opened stores. Including hiring and training of new employees. Implementing
operating procedures and stocking and setting of up locations.