1. AGENDA
• Who am I?
• How did I get here? Experience:
McCormick / Simply Asia
Career started:
Asbach International
Stock USA
Ricola
• Account Experience
• How I can help you…
– Strengths
– Weakness
– What makes me different?
• Questions
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2. Who am I?
• Sales professional
• Strong entrepreneurial background and spirit.
• Bring great value to Wells Blue Bunny because of:
-Experience calling on: grocery, drug, mass, clubs, convenient, military, dollar,
specialty stores, distributors, hardware, sporting goods, health food channels,
prisons, vending, colleges & universities and food-service. (Conventional & natural).
-Industry diversity: food, beverage, HBC, & food-service .
• Build Strong Sales Teams
• Strong ethics.
• Great attitude.
• Work Ethic – Whatever time it takes to perform a superior job!
• Give of myself to the community – time, donations, etc. 2
4. McCormick / Simply Asia
• Developed and maintained sales in excess of $20,000,000.
• Consistently grew sales 18% - 24% per year.
• Initiated and executed new product launches with revenues over $18 Million.
-AAFES: Added 4 Simply Asia quick meal – Shipped to Iraq – Sales: Over $1,500,000.
- DECA: Added 12 Simply Asia quick meals – Sales: Over $1,500,000.
- DECA: New products featured – shipper display – Sales: $100,000.
-Kroger: Added 12 Simply Asia / Thai Kitchen products to planogram Sales: Over $2,000,000.
-Albertson’s: Added 18 Simply Asia / Thai Kitchen products to planogram Sales: Over $2,750,000.
• CVS – Took away private label spices from competitor – New sales $4,000,000.
• CVS – Added 4 SAF products – New Sales: Over $3,000,000.
• Walgreen’s – Added up to 10 products in 1,700 – 5,500 stores – New Sales: Over $3,500,000.
• Directed the entrance to the drug and convenience store channels – Simply Asia Foods.
Sales: Over $6,500,000.
• Setup IN / OUT promotion Wal-Mart Supercenters – New Sales: Over $250,000.
• Wal-Mart SuperCenters setup 4 new SAF products – New Sales: Over $1,000,000.
• Took over Western Canada – SAF – Increased sales $1,000,000.
• Setup Aldi private label on SAF – New Sales: Over $500,000.
• Setup Aldi private label on Zatarain’s – New Sales: Over $750,000.
• Developed Dollar Channel – Big Lots, Dollar-General, 99c Only , etc - New sales : Over $750,000.
• Managed sales budget with Trade funds - CRM (Customer Relations Management) based on accrual.
• Successfully developed sales team.
• Responsible for maintaining sales forecast with risks and opportunities identified.
• Earned management commendation for tenacity.
• Established trade relations with key customers and grew brands into market leaders.
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5. Ricola, Inc.
• Import company – Health & Beauty Care Products (HBC).
• Sales Manager.
• Responsible for 17 States.
• Sales in excess of $15,000,000.
• Worked with and without broker network.
• Developed sales team.
• Consistently increased sales 18% per year.
• Maintained strong entrepreneurial style of business regionally and nationally.
• Built rapport with buyers in grocery, drug, club, mass, and health food accounts.
• Built rapport with key distributors: Kehe Foods, SuperValu, Roundy’s, Nash Finch,
Spartan, Associated Grocers, S. Abraham, McLane, and Tree of Life.
• Specific account focus: Albertson’s Corporate, Meijers, Costco, Sam’s, BJ’s, HEB,
Randalls, Tom Thumb, Minyards, Dominick’s, Hy-Vee, Cub Foods, King Soopers,
Kroger Corporate, Marsh, Schnucks, Save-A-Lot, Shopko, Target, Wal-Mart, K-Mart,
CVS Drug, Walgreen’s, etc.
• Initiated and executed new product launches with sales over $3 million.
• Reason for leaving: Sales force fazed out in favor of broker network.
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6. Stock USA
• Import company – Beverages.
• Division Sales Manager – 9 States.
• Two regional managers reported to me, plus, 3 brokers.
• Sales in excess of $15,000,000.
• Received company Bolino Oro Award – Outstanding dedication, accomplishments, and perseverance.
• Successfully setup and implemented sales promotions.
• Consistently increased sales 24% - 28% per year.
• Responsible for: Staffing, budgeting, and managing all account activity.
• Products sold through distributors. (Successfully built rapport with accounts, distributor salespeople and management).
• Promoted to National Sales Director
• Directed and supervised division, regional, and state managers (8) along with 10 brokers.
• Responsible for sales in excess of $50,000,000.
• Directly responsible for profit and loss.
• Responsible for price analysis and setting up yearly budgets.
• Developed sales goals and sales incentive for field sales force.
• Sales goals based on sales, new account distribution, new product distribution both on and off-premise accounts.
• Managed and negotiated marketing funds for key customers and distributors.
• Involved with product marketing and ad agency review.
• Consistently increased sales 24% per year.
• Developed and implemented national account strategies for chains: Walgreen’s, Hyatt, Osco Drug, etc.
• Scheduled and directed national sales meetings.
• Traveled weekly to Woodside, New York.
• Why I left? Company was sold and I had the opportunity to move to a new industry.
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7. Asbach International
• Developed import company.
• Regional Manager – 18 states.
• 2 State Managers reported to me plus, 6 brokers.
• Hired and fired.
• Broker Management.
• Sold: Food, beverage, and coffee.
• Sold through distributors and direct.
-Built rapport with key salespeople.
-Actively worked with salespeople.
-Taught sales team features & benefits of products.
-Built rapport with management.
-Built rapport with buyers.
-Built rapport with brokers.
-Setup and developed promotions to build distribution and feature products.
-Sold on and off-premise accounts.
-Successfully introduced new products.
• Grew sales consistently 25% - 50%.
• Sales $15,000,000.
• Participated in national and international shows.
• This is where I developed my skills in: Manufacturing, distribution, shelf management,
pricing, inventory control, forecasting, and merchandising.
• Why I left? Asbach a private company was sold. Buyer didn’t take employees.
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9. Experience / Mass / Military / Drug / Dollar
• Mass: • Military:
-K-Mart -DECA
-Pamida -AAFES
-Shopko
-Target • Drug:
-Wal-Mart -Bartell’s
-CVS
• Dollar Stores: -Discount Drug Mart
-99c Only -Duane Reade
-Big Lots -Kinney
-Dollar-General -Marc Glassman
-Dollar-Tree -Rite Aid
-Family Dollar -USA
-Fred’s -Walgreen’s
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11. Experience / Additional Accounts / Canada
Hardware: Western Canada:
• ACE Hardware • Safeway
• ACO Hardware • Overwaite
• Menards • Westfair
• TrueValu • Costco
• HY Louie
Vending Network • Capers / Whole Foods
• London Drugs
Natural Accounts: • Shoppers Drug Mart
• Katz Group
• Many independents (Cap Stores)
• Thriftys
• Fruitful Yield
• Fairways
• Sunflower
• Sobey’s West
• Whole Foods
• Real Canadian Super Stores
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12. How I can help you…
Strengths
• New & Different perspective
• Fresh ideas
• Think outside of the box.
• High Integrity
• Creative – by experimenting with new solutions.
• Strong pioneering experience.
• “Bulldog” very persistent – I don’t give up.
• Build rapport quickly.
• Motivate sales team and broker.
• Very good time management skills.
• Good communicator.
• Very good analytical skills.
• Help my accounts solve problems.
• Passion for selling food products.
• Treat people with respect.
• Loyal.
• Reliable.
• Strong work ethic.
• Leader.
• Visionary
• Positive
• Can do attitude
• People Development. 12
13. Weaknesses
I work very hard and I get frustrated when others aren’t as committed as I am.
I realize that this could be a problem and I am working on being more patient.
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14. What makes me different…
Why you can trust me…
• Passion for selling.
• Diverse background in food, beverages, HBC, and food-service . I would bring great
value to a consumer products goods company.
• I am very good at what I do – but, I am not perfect.
• I am accountable – I’m willing to put my neck on the line.
• I am not satisfied with one success – and I don’t give up after one failure.
• I believe I can do anything.
• They call me a “Bulldog” – I don’t give up!
• Willing to learn and change.
• If I make a mistake, I will admit the mistake and I will ask for forgiveness.
• I am a successful sales guy because I follow through & deliver on my promises.
• I ask for the order!
• I like to make decisions.
• Risk taker.
• Great attitude.
• Effectively worked at small, medium, and Fortune 500 corporate environments.
• I work with all diverse backgrounds.
• I ask questions.
• I listen.
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15. How I Manage…
• I don’t micromanage.
• I coach & develop others (I ask for their involvement and commitment)
• I Delegate (I make sure everyone is moving in the same direction)
• I treat each sales person as business operators.
• I ask each sales person to provide a business plan that shows how they will make
their business successful.
• My job is to raise the Bar! Top 20% / Middle 60% / Bottom 20%
• Each sales person is accountable and a willing partner in our success.
• I try to make sure each of my employees are well prepared and able to go off on
their own. (I’ll hand hold for awhile, then, it’s time to fly on your own)
• Feedback is key (I make sure everyone knows where they stand at all times).
• Post-action review 15
16. Associations
The High Powered Food & Beverage Forum – Executive Management Network
The Category Management and Shopper Insights Connection Group
Retail & Wholesale Food Network
Grocery Manufacturers Association CPG Network
CPG Sales Executives
CPG Branding and Marketing Forum
Consumer Packaged Goods Executive Forum
Consumer Packaged Goods Connects
CPG Sales and Marketing Group
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