Richard J. Huck is a business development and sales manager with extensive experience in financial merchandising, international sales and marketing, B2B multi-channel sales, and project management ranging from $100K to $20M. He has a proven track record of exceeding sales targets and growing markets at various industrial equipment and material handling companies over 35 years. Huck is known for solution sales, mentoring staff, and customizing products to meet customer needs.

1. Richard J. “Dick” Huck
(636) 931-3686
LinkedIn.com/pub/richard-huck/7/844/809
(314) 520-3736
E-mail: dhuckmo1@charter.net
BUSINESS DEVELOPMENT/ SALES MANAGER
Extensive Achievements in:
Financial Merchandising and
Management,
International Sales/Marketing,
B2B Multi-channel Sales,
Develop and Manage projects
for $100 to $20M
Long and short sales cycles
Known for being keenly adept
at Solution Sales,
“Seeing the Big Picture”
CRM programs
Salesforce, Gold Mine
and, Act!
Warehouse, Distribution and
Automation Systems,
Major Account Management
Known as Top Hunter/Closer
Mentoring, Managing Staffs
AutoCAD LT 2010
E-Commerce programs
MS Office 2013,
New Customizable Product
development and introduction
PROFESSIONAL HISTORY/ ACCOMPLISHMENTS:
August 2007 to Frazier Industrial Company, Long Valley, NJ $350M Industrial Warehouse Storage Equipment
Present District Sales Manager, Account driven Sales for Mid-West from virtual office. Travel thru US, 75%.
 Target, Grow, Manage $50 M Market to “C” level decision makers such as CEOs, Directors etc
plus Architects, Design Engineering Firms, General Contractors and Distributor Network for
Warehouse Storage Equipment and Systems projects
 Customizable systems to 3PL companies, Food and Beverage, Cold Storage and Manufacturing
 Design, Develop ROI study and then sell projects, implement all projects
 Projects include Automated and semi-automated systems, racking, all storage products and their
interface with delivery vehicles such as AGVs, Lift Trucks and other types.
 Started from $0 to $5M Doubling Sales in District both in 08, 09, ‘10 and still growing in ‘11/12/13
 Researched and developed new distribution Channels that doubled outlets
 Known as top “Hunter/Closer” in company
 Only DSM to win Award for New Conveying Product Introduction (trip for 2 to South Africa)
 Only DSM to exceed forecast for ‘ 10 & ‘11 having more than doubled distributor network
 Only DSM to receive performance profit sharing bonus for 2010
 Top Graduate of design school using AutoCAD and other design software
 Negotiate then coordinate all purchase agreements within the assigned sales territory.
July 2005 to Herc-U-Lift, Inc., Maple Plain, MN, Multi-branch (8) 5 state B2B Multi-channel Material Handling
June 2007 distributor and rental house, $48M Annual sales
Sales and Marketing Manager, National Accounts Manager: P&L responsibility for all Sales and
Business Development activities including Retail, Allied, Catalog, Rental and Ergonomic programs
 Grew business by identifying new markets and attaching them. Designated Warehousing and
Distribution as The Major Growth market.
 Developed programs to attach this market by acquiring product sand realigning existing lines.
 Manage Team of 18 sales and 7 support that won Platinum Dealer of the Year ‘06 and ’07 due to
growth thru sales to 3PLs and Logistics companies
 Act as Mentor and Trainer for sales staff at all levels in an effort to develop talent from within
 Developed and executed innovate financing arrangements
 Develop all Marketing and Financial Merchandising tools then follow up and qualify, with sales reps,
all leads resulting from public relations and advertising.
 Completely redesigned how product is purchased and priced to end users at retail level
 Manage and execute Major Account Program aimed at C level decision makers with 10 targeted
companies received 4 Major orders the first year from Warehousing and Distribution companies
 Assisted other departments within organization to coordinate customer service efforts

2.  Prepared periodic reports showing sales volumes, margins and territory close ratios
 Monitor the results to provide effective sales coverage.
Richard J. Huck Page 2
April 1998 to JA&A, Inc., Festus, MO an International B2B Sales, Marketing, Business Development Firm, $1.4M
July 2005 Founder, owner and manager of a B2B marketing, engineering, firm specializing in developing programs to
introduce then maximize growth for Warehouse, Material Handling, Construction and Industrial products.
 Researched, introduced and managed German and Swedish Lift truck attachment product lines to the
US market (Composed Business Plan, Assembled all sales tools, found US Manufacturing partner)
 Target, Grow and Manage Markets that are “C” level decision makers such as CEOs, Directors etc
plus Architects, Design Engineering Firms, General Contractors and Distributor Network
 Negotiated vendor program where truck manufactures would list product in their catalogs
 Provide necessary direction and training to direct sales personnel and/or independent manufacturer's
rep organizations on appropriate products, selling techniques, account strategies, and negotiating.
 Designed and executed Warehouse product introduction and training for regional Toyota dealer
 Developed business plan for Equipment Distributor to return operations to profitability
 Negotiated private label agreements for Korean lift truck firm selling Canadian products in the US
 Imported and marketed Hydraulic “EX” lift trucks along with other Hydraulic Equipment from Germany.
 Developed and taught “Customer Service 101” for Service Techs to increase sales per service call
Advanced Handling Solutions, Inc., Warehouse Product Design, Engineering, and Distribution Company
 Excelled in the integration, design, sale, and installation of Automated Industrial Systems, Material Handling
Products, Conveyors, Hydraulic Components, their Controls, In-plant process, storage and lift systems.
 Sold full catalog of Warehouse products, Fluid Power components and repair items to distributor network.
Jan 1995 to Allied Industrial Equipment Corporation St. Louis, MO, $15.5 Million in annual sales
April 1998 Sales Manager/ Major Account Manager: P&L responsibility for all sales and marketing activities for a
Crown/Toyota/Taylor distributor including retail Sales, CSS, Automated/Warehouse ergonomic program.
 Leader and Mentor to a staff of 11 new and 4 Allied equipment sales and 8 support personel.
 Negociated and then coordinated al l sales agreements
 Increased GP by $145,000 2nd year, $200,000 third year thru intro of Automation program
 Stabilized sales group to zero turn over while greatly improving professionalism of staff.
 Manage and execute Major Account Program aimed at C level decision makers with 10 targeted
companies received 4 Major orders the first year (60 lift trucks first year)
 Initiated and taught application training program to maximized profit and not be a “me too”
Jan 1992 to Long Reach Manufacturing Inc. Houston, TX $29.3 Million sales of Hydraulic Lift truck Attachments
Jan 1995 Regional Sales Manager, Organize and Manage all sales and marketing functions for nine state area from
virtual office in home. Train all dealer sales people on product and closing techniques. Travel 50-60%
 Consistently exceeded assigned quarterly targets by 10% to 325%
 Only one of 13 RSMs to serve on Strategic Planning Board.
 Only RSM to be named “Employee of the Month, Quarter, Year"
 First RSM to integrate multiple lines to automated system (conveying, Wrapping, palletizing)
Jan 1986 to Clark Equipment Company. Lexington KY $600 Million in sales of Material Handling Products
Jan 1992 Sales Manager, Warehouse Products (July 1986-December 1991) P&L responsibility for Business
Development of Industrial products to all users and Government Sales reporting to the VP
 Led team that designed and developed and introduced Clark manufactured products (ETL)
 Achieved 225% of original forecast for the first year sales
 Supervised development of marketing and sales tools (literature & video)
 Negotiated and closed largest VNA order in Clark history from Canadian Government
 Served as a National Accounts Sales Manager as needed for international sales
 Developed and Taught courses for Clark’s Boot Camp which was first course for new salesmen
Military: US Army, Honor Graduate of three Maintenance schools, Honor Graduate of Leadership Academy
Education: Jefferson College Hillsboro, Missouri, Business Administration/2 years in Mechanical Engineering
Multiple on site and On-line E-learning product, negotiation and personal skill development courses
Zig Ziglar Sales Professional Training Course

3. Mitsubishi-Caterpillar Professional Sales, Manager, Clark Equipment Product and Managers training
Activities and 1997 MSHSAA Man of the Year Award for Community Service, Published Photographer
Awards: Cofounder, President 2 years St. Pius H.S. Booster Club, Field announcer for Lancer Football - 7 years
Author of 2 patentable designs of Hydraulic Controls