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Wc sales research

This document profiles several companies that were selected as world class sales forces in 2006 by their customers. It summarizes the profiles of four companies: 1. Applied Industrial Technologies, a distributor of industrial products and services operating in North America and internationally. 2. Corporate Express, a global supplier of office products and services. 3. Insight Enterprises, a provider of IT products, software, and services worldwide. 4. Global Imaging Systems, an imaging and technology solutions provider in the United States.

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as s Sal es Cl A d w l r ar Wo d © HR Chall y
The 2006 Customer-Selected World Class Sales Forces © The HR Chally Group
as s Sal es Cl A d w l r ar Wo d © HR Chall y
Winning Company Profiles Applied Industrial Global Imaging Systems Technologies Global Imaging Systems, Applied Industrial Technologies (NYSE: Inc. offers thousands of AIT) is one of North America’s leading customers a One-Stop Shop independent distributors of bearings, power providing 1) a broad line transmission components, fluid power of digital office imaging components and systems, industrial rubber solutions including the sale and service products, linear components, tools, safety of copiers, fax machines and printers, 2) products, general maintenance, and a video conferencing and other electronic variety of mill supply products. Applied® presentation systems, and 3) network represents more than 2,000 manufacturers integration and management services. worldwide, offering more than 2 million Since its founding in June 1994, Global specific products to about 156,000 has acquired more than 80 businesses and customer accounts within a broad cross- has operations in 32 states and the District section of industries, including primary of Columbia. The operating companies metals, pulp and paper, food processing, are organized into core companies in key chemical processing, mining, utilities, markets across the U.S. The remaining textiles, agriculture, and automotive. businesses operate as satellites of the core Headquartered in Cleveland, Ohio, since its companies. Under the Company philosophy founding in 1923, Applied® employs more of “Think Globally, Act Locally” and a than 4,600 associates in more than 450 decentralized structure, core companies facilities in 48 states, 5 Canadian provinces, operate under their pre-acquisition names Mexico, and Puerto Rico. The company and management, preserving and building changed its name from Bearings, Inc. to upon existing customer relationships. Applied Industrial Technologies in January www.global-imaging.com 1997. www.applied.com Insight Enterprises, Inc. Corporate Express Insight Enterprises, Inc. is a Corporate Express, Inc., leading provider of a broad a Buhrmann company range of top name-brand IT (NYSE:BUH), is one of the world’s largest computing products, software and advanced business-to-business suppliers of essential IT services helping companies around the office and computer products and services world enable, manage and secure their IT with 2005 sales of approximately $4.6 environment. Located in major cities around billion in North America. Corporate the globe, Insight provides local account Express’ product offering includes office and services in over 170 countries and has the computer supplies, imaging and computer process knowledge, technical expertise graphic supplies, office furniture, facility and management tools necessary to ease supplies, document and print management, the burden of selecting and purchasing IT desktop software, promotional products, assets while streamlining IT management and other similar products. and costs. Corporate Express’ broad product offering, Insight combines more than 200,000 commitment to service, distribution products with one of the most expertise, technological excellence, and comprehensive IT service offerings in the world-class associates bring a distinct industry to tailor solutions to businesses competitive advantage to the office and public sector organizations. Today, products industry. With operations in small-and-medium businesses, enterprise, more than 17 countries and strategic government and education clients rely partnerships in an additional 11, Corporate on Insight for expert technical support, Express is currently the only B2B office industry-leading integration, onsite products company with a true one-company deployment, management, and more. global capability. www.insight.com www.corporateexpress.com © The HR Chally Group I
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The Chally World Class Sales Excellence Research Report Principal Author: Jason Jordan, Mercer Sales Effectiveness Consulting Authors: Howard Stevens, HR Chally Sally Stevens, HR Chally Sponsors: Advantage Performance Group The Real Learning Company GM Fleet and Commercial Operations IBM Mercer Human Resource Consulting Marriott Vacation Club The Sales Centre at Ohio University Selling Power Magazine Research Team: Debbie Bailey Linda Faupel Pat Lokai Delores Smith Betina Brown Karen Flory Jenny Mayl Marri Smith Noralee Bussell Dana Jackson Robin Pacey Howard Stevens Harmony Danielsen Beth Kauflin Mary Ann Rosser Sally Stevens Danada Davidson Linda Kertesz Mike Roth Pauletta Wells Brianne Elie Phyllis Kutzera Ryan Sexton Dean Wright Production Team: Cindy Burgess Nuannit Lilabhan Sue Pearson Dean Wright Steve Krieg Cindy Mitchell Adrian Perez © The HR Chally Group III
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Dedication This Report is dedicated to the great progress we need to make toward the “professional- ization” of sales, and also to those few Sales organizations that have had the insight and commitment to champion this transformation. Today, more college graduates will become salespeople than all other careers combined. Yet fewer than a few dozen of the more than four thousand colleges and universities in the United States have established a formal sales program.* It will take an effort from our great colleges and universities to develop suffi- cient numbers of professionally trained salespeople to fill our present business needs. In the meantime the only blueprint for developing a truly “professional” sales force comes from these customer determined “World Class sales forces” whose exceptional “benchmark” practices are presented here. They have defined the three major standards for a sales “profession”: 1. All professions specialize. Chemical engineers do not design bridges, pediatricians don’t do brain surgery, and patent attorneys don’t defend murder cases. Chally’s research has identified fourteen distinct types of sales. The skills and training for each are distinct. Most are not interchangeable. The great majority of New Business Developers (Hunters) fail at Account Maintenance (Farming). Field Sales people seldom succeed in telesales, and so on. In fact, 65 percent of the salespeople who fail do not fail from lack of competence or commitment; they fail because they are in the wrong type of sales for their talent and skill base. 2. All professions have a standard and recognized minimum “curriculum” of academic education, on-the-job training, or internship. Members of professions also benefit from the appropriate practice through supervised apprenticeship that oversees the quality of their development and maturity as practitioners. 3. All professions have an independent “certification” process that anoints the emerging intern or student as minimally qualified to practice their chosen profession. In the meantime, corporate sales organizations must fill the gap with the help of sales training resources. Unfortunately, only a few non-college sales development organiza- tions have recognized the hands-on participatory requirement for the “training” of sales professionals. * We have been honored to be involved with the Ralph and Luci Schey Sales Centre at Ohio University and the other colleges of the University Sales Center Alliance. Fifty percent of the revenues from this report will be contributed to them. © The HR Chally Group V
Table of Contents Winning Company Profiles. .................................................................................. I . The Chally World Class Sales Excellence Research Report. .......................... III . Dedication..............................................................................................................V 2006 World Class Sales Force Benchmark Executive Summary. .................... 1 . Methodology.......................................................................................................... 9 Benchmark 1: Customer-Driven Culture............................................................... 17 Ensure that Your Salespeople Know Their Customer’s Business....................................... 18 Demonstrate the Value You Create for Your Customer....................................................... 20 Establish Formal Feedback Mechanisms – Both Good and Bad. ....................................... 22 . Benchmark 2: Recruiting and Selection................................................................ 29 Recruit and Hire Specialists . .............................................................................................. 32 Go Beyond the Interview. .................................................................................................... 34 . Make Sure there is a Cultural Fit......................................................................................... 36 Benchmark 3: Training and Development............................................................. 41 Sales Management Coaching Aligned with Training and Development Programs.............. 47 Coach, Coach, and then Coach Some More....................................................................... 49 Measure Results.................................................................................................................. 52 Provide Just-In-Time Training that is Easily Digestible ....................................................... 54
Benchmark 4: Market Segmentation. .................................................................... 59 . Clearly Define Your Target Markets..................................................................................... 61 Organize Around Your Customers, Not Your Products........................................................ 63 Deploy Your Resources Wisely Across Market Segments. ................................................. 65 . Benchmark 5: Sales Processes. ............................................................................ 71 . Formalize the Way You Sell................................................................................................. 73 Sell How Your Customers Buy............................................................................................. 75 Clearly Define Your Selling Roles........................................................................................ 77 Measure and Manage Inside the Pipeline. .......................................................................... 79 . Share Best Practices........................................................................................................... 81 Benchmark 6: Information Technology................................................................. 87 Customize Technology to Your Business, Not Vice Versa................................................... 89 Avoid ‘Big Bang’ System Development................................................................................ 91 Make IT Valuable for the Salesperson … And the Customer.............................................. 94 Benchmark 7: Organizational Integration.............................................................. 99 . Request Dedicated Functional Resources to Support the Sales Force . .......................... 101 Appendices........................................................................................................ 105 Benchmark Survey Interview Questionnaire....................................................... 106 . Customers Interviewed for Research................................................................... 109
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2006 World Class Sales Force Benchmark Executive Summary The 2006 Theme: Change Creative engineers or other technical experts who invent new products are not If there were a theme for the 2006 World enough to sustain a competitive advan- Class Sales Benchmark Research, it would tage. have to be Change. Not a change in our research – This year our team again inter- Too many new products do not match viewed over 2,500 customers and collect- customers’ priorities or are too difficult to ed their opinions of more than 4,000 indi- understand or use; sometimes they are vidual salespeople. Nor a change in the simply not needed. A major challenge is outcomes – Customers again identified moving a selling organization to become only a handful of sales forces that they “customer driven” from whatever driving truly perceived as ‘World Class’. Rather, force had previously dominated corpo- the changes we observed this year were rate strategy. As Figure 1 demonstrates, a in the demands that customers are placing simple scale distinguishes the progression on salespeople and the ways that sales companies can make toward a custom- forces are responding to those needs. er focus. Corporate managers who are rewarded for quarterly profit, for example, The changing dynamics between buyers have little likelihood of investing the time and sellers are being driven by larger soci- needed to develop “customers for life” etal trends that are affecting us all. The relationships or partnerships. The focus proliferation of information, the mobility of must change from product to benefit or the work force, the ease of communica- business result. Grandiose products and tion, the globalization of markets … these services with more capacity, features, and other trends have altered the way or options are often just seen as over- we live. Similarly, they have altered the priced. Additionally, products and servic- way we work. The overriding philosophy es must be simple to use and manage, of these best sales forces, simply stated, either in their own right or because the is: “Be the outsource of preference.” The seller manages the complexity as part of basic priority, therefore, is to add value to the sale. The focus must also change from the customer’s business. price and delivery to ease of use, not only of the product but in doing business with Changes at all the world class sales forces the seller. are still in process. Customers did not credit these top sales forces with perfection...just The outsource of preference will take being closer to it than their competitors. In responsibility for managing the relation- fact, most of the top-ranked sellers were ship or, as sometimes defined, the “part- surprised to be named. While customers nership” between seller and customer. This see how far sellers have come, the sellers requires the role of the salesperson, and themselves remain focused on how far consequently, the role of the sales manag- they still have to go. ers who train and develop the salespeople, to change. New Requirements, New An examination of the actual sales figures, Culture or metrics, produces some show-stopping surprises. Since the salesperson is the key To be the “outsource of preference” forces contact point between seller and buyer, a seller to refocus the corporate culture. the most important skill is that of the sales © The HR Chally Group Page 1
Executive Summary manager who coaches and develops the The Critical Sales Evolution of salesperson. However, most sales manag- the Millennium: Outsourcing ers are more administrator than coach. The surprise finding: salespeople who get the Sales Force at least one half day a week, one-on-one, These new demands have stressed the with their managers are twice as produc- major product, technology or even market- tive than other salespeople. This means ing-driven companies. They realize their a manager cannot be fully effective in strengths are in product development, coaching or developing more than four research, or other driving forces, and or five salespeople. The results clearly they are coming to realize these strengths demonstrate that a sales manager having need to be maintained, rather than diluted a span of control of more than four or five by attempting to develop a very differ- to one can’t be fully effective, no matter ent corporate mission and culture. They how much formal training is provided or are turning to “Alternatives Channels”, be how powerful the compensation plan is. they efficient call centers, market segment In addition, well-coached and very effec- distributors, or highly specialized “Value tive sellers become so valuable that their Added resellers” (VARS). In 1992, all of roles are actually changing. Top sellers the world class sales forces represented are changing from product developers, their own products. In the mid 1990’s, we to relationship managers, from “solution began to see distributors such as Boise sellers” to consultants. In some cases, Cascade and CDW. By 2007, all of the world order taking, service, technical support, class performers are specialized sales and and product expertise are not even direct- service organizations who manufacture ly provided by the salesperson. no products themselves. World class sales How Well Different Corporate “Driving Forces” Support the Development of a World Class Sales Force Corporate Typical Average Customer Likelihood of Driving Force Major Focus Evaluation of Developing a World Examples Sales Force Class Sales Force World Class Customer Customer Driven Retention 91%+ High Sales Winners Value Added Sales Driven Re-sellers (VARs) Market Penetration 88-95 High Specialized Distributors The Invisible Corporate Threshold for Internal Sales Excellence Market Driven Consulting Services “Project” Sales 75-90 Moderate Financial Services Technology Driven Software New Applications 50-80 Low Pharmaceuticals Office Equipment Manufacturing or Building Supplies New Products Very Low Product Driven 50-80 Raw Materials Venture or Stock “Venture” owned M&A 40-70 Very Low Price Driven businesses Figure 1 Page 2 © The HR Chally Group
Executive Summary forces have transformed their approach- from the seller to the buyer, and buyers es in order to set themselves apart in the are using that power to turn up the heat eyes of their customers. on the salespeople who court them. As any sales executive will recognize, this is Changing Customers the bad news. But there is good news, too. To put the changes in perspective, think of how differently you yourself purchase things now than you did in the past. Recall Changing Salespeople how you might have purchased a television in 1992, the year that HR Chally began The good news is that these changing benchmarking world class sales forces. customer expectations are very apparent. Without the Internet and easy access to Customers expect salespeople to change information, your search for a TV prob- along with them. They expect salespeople ably began with the Saturday newspaper to transform themselves into professionals and a trip to an electronics store. When who are deft at identifying and satisfying you encountered a retail salesperson, you their new buying needs. Having conducted were likely early in your buying process. extensive research into customer purchas- You were probably still in ‘education’ mode ing behavior, we are able to enumer- and wanting to learn about the products ate these new buying needs. This list of that are available. expectations essentially defines the role of the new sales professional of the 21st By the time you encounter a salesper- century. In the customers’ own words … son today, you have probably already educated yourself on the alternatives and Need #1: “Be personally accountable begun to narrow your choices. And with for our desired results” the increased complexity of the products Customers are tired of pass-the-buck (high-definition formats, flat-panels, etc.), sellers. They do not want a salesperson you have probably also amassed a long list to close the deal and run, they want to of technical questions that you will expect work with a partner who is personally the salesperson to answer with great committed to a successful outcome. Busi- authority and confidence. Compared to ness-to-business customers are usually 1992, you are a much more sophisticated accountable for the results inside their buyer. organization, and they want someone else to be accountable alongside them. Consequently, you are a more demanding buyer. You are less tolerant of the typical Need #2: “Understand our business” deer-in-the-headlights salesperson who is The second customer need flows logically no more useful than the tag on the retail from the first: For salespeople to personal- display that you can read for yourself. You ly manage a customer’s results, they must expect salespeople to be skilled, knowl- deeply understand the customer’s busi- edgeable, and above all, value-added. If ness. This means knowing the custom- salespeople cannot demonstrate in a very ers’ competencies, strategies, challenges, brief amount of time that they can under- and organizational culture. To be a value- stand and resolve your concerns, you added professional, intimate customer will quickly discard them and move on to knowledge is now a prerequisite. another salesperson or to another elec- tronics store. Need #3: “Be on our side” Customers have little or no control over These are the trends that sales forces what happens inside the salesperson’s face today … increasing product complex- company. Yet, the inner workings of the ity, increasing customer sophistication, selling organization can have a dramatic decreasing access to buyers, and decreas- impact on the buying experience. For this ing customer loyalty. These factors all reason, buyers expect salespeople to be combine to create a selling environment their internal advocates, manipulating that is more challenging now than ever their own company’s processes and poli- before. The power has clearly shifted © The HR Chally Group Page 3
Executive Summary tics to see that the customer gets what demands that salespeople encounter every they need throughout the buying process. day. Sales executives, too, are aware that customers are now more demanding and Need #4: “Design the right want different behaviors from their sales- applications” people. The challenge for executives is to Customers want salespeople to think put these demands in the context of their beyond technical features and functions to own sales force and create an organiza- the actual implementation of the product tion full of people that can meet these new or service in the customer’s unique busi- customer needs with the right skills and ness environment. They want to know not aptitudes. just what the offering will do … They want to know what it will do for them. They This is how world class sales forces set expect the new sales professional to be a themselves apart in the eyes of their business consultant who thinks beyond the customers. Their sales forces have transaction to the customer’s end state. evolved with their customers and have created these capabilities in their sales- Need #5: “Be easily accessible” people. They have identified the organiza- If anything has changed in the workplace tional levers that determine success with since 1992, it is the connectivity of today’s today’s customers, and they are driving work force. Desk phones, PC’s, and pagers their sales organizations to higher levels have been replaced by cell phones, laptops, of professionalism than their peers have and Blackberries. This 24/7 access to yet been able to attain. This document is communication has not escaped the notice a report based on our research into these of customers. They expect salespeople to organizational levers that world class sales be constantly connected and within reach, organizations have identified and exploit- whenever and wherever they need help. ed. Need #6: “Solve our problems” The word ‘solution’ has been overused and Changing Sales Management misused as much as any other term in the last decade, but its prevalence does point Agendas to one major shift in customers’ expecta- As the demands on salespeople have tions. Customers no longer buy products changed over the last 14 years, so have or services, they buy solutions to their the agendas of the sales executives who business problems. They expect a profes- must invest wisely to ensure that their sional salesperson to diagnose, prescribe, sales forces are in tune with their custom- and resolve their issues, not just sell them ers’ needs, and 2006 was no exception. products. In the four years since our last research Need #7: “Be creative in responding effort, sales executives have not only to our needs” shifted emphasis among their existing With easy access to information, anything benchmark agenda items, new bench- that was known yesterday is old news to marks have emerged as top priorities of most customers. When they have a busi- the leading sales forces. The areas of focus ness problem and pursue outside assis- we observed in this year’s class of World tance, it is because they perceive their Class Sales Benchmark winners were: problem as unique and not addressable 1. Creating a Customer-Driven with conventional solutions. Buyers expect Culture professional salespeople to be innovators who bring them fresh ideas to solve their 2. Recruiting and Selecting the Right Sales Talent problems. Creativity is a major source of value in today’s salesperson. 3. Training and Developing for the Right Set of Skills These seven needs are the new customer expectations. They are not secrets hidden 4. Segmenting Markets in Meaningful Ways away from the sales force; they are Page 4 © The HR Chally Group
Executive Summary 5. Implementing Formal Sales Another benchmark that has exploded in its Processes (New) prominence is Training and Development. 6. Developing Enabling Information Getting the raw talent in the office building Technology is a critical accomplishment, but two factors make continued investment in 7. Integrating Other Business the sales force an imperative. Foremost, Functions with Sales (New) top sales forces are now highly complex It is no surprise that creating a Custom- organizations with processes and er-Driven Culture continues to lead the technology that are tailored to their agenda for sales forces that are consid- particular selling tasks. A top salesperson ered the best of the best by their custom- from another company cannot simply step ers. As the customers’ needs have shifted into a specialized selling role of another over the years, these companies have company and be expected to hit the remained in sync with their customers ground running. The ‘onboarding’ process by uncovering and adapting to the new is growing to a scale never before seen in demands on their salespeople. This focus the sales organization. on customer needs and expectations will probably never fall from the list, because The second factor that makes Training it is so fundamental to the success of a and Development so critical is the rate sales force. Without it, companies become of change within world class sales forces. internally focused and tend to impose These organizations tend to be nimble and their own needs on customers, rather than willing to change as soon as the market imposing the customers’ needs on their dictates. With complex internal process- salespeople. What is evolving, though, es and technology in a constant state of are the methods that sales executives are evolution, continuous training is the only employing to drive this philosophy into way to keep the sales force operating at the heads of their sellers. As you will see, peak productivity within the organization’s world class sales forces are experts at business model. connecting customer strategies to selling Another staple on the list of World Class reality. Sales Benchmarks is Customer Segmen- One very clear trend is a dramatically tation. Like Customer-Driven Culture, heightened emphasis on Recruiting and Customer Segmentation is fundamental Selection in leading sales forces. These to creating the differentiated customer companies have come to realize that every experiences that lead customers to rave other competitive advantage they can about a sales force. Reviewing the new achieve in the marketplace (better prod- customer demands like Understand Our ucts, better pricing, better relationships, Business, Design the Right Applications, better technology, etc.) is fleeting except and Solve Our Problems, it is easy to see for having better human capital. Nearly why Customer Segmentation is so critical every other aspect of a business can be for a sales force to succeed in the custom- duplicated by a competitor except the er’s eyes. Sellers cannot accomplish these quality of the people they employ. objectives with a one-size-fits-all approach to the market, so grouping customers who As a result, world class sales forces are are alike and aligning sales resources putting more and better effort into finding accordingly allows salespeople to develop and hiring the right people for the job. They familiarity with their customers’ business are putting more effort into the task by issues. It enables the salesperson to investing more in the process and casting become a specialist with credibility and to a wider net. They are putting in better engage customers with confidence. effort by pursuing more specific skill sets that map into their increasingly complex A new entrant to the list of world class and specialized selling roles. Across the benchmarks this year is Formal Sales board, this is an already large and growing Processes. These are the tasks and activi- concern for sales executives. ties that define how a sales force manages its time, its opportunities, its custom- © The HR Chally Group Page 5
Executive Summary ers, its territories, its salespeople, and its The final agenda item in our benchmark business. In the past, sales process was research is a second new entrant this almost inextricably mingled with infor- year. We observed that sales executives mation technology, but the processes are becoming very skilled at Integrat- are finally standing on their own as sales ing Other Business Functions with Sales. executives strive for consistency of execu- Traditionally, Sales has been the function tion and measurability of performance. in a company that was least understood and most in its own silo. Sales executives The top sales forces that we observed rarely went out of their way to engage IT, manage their organization with the disci- HR, Marketing, and other peer groups in pline of a manufacturing assembly line, any capacity. with explicit processes that can be bench- marked and improved in the spirit of Total Increasingly, sales executives are finding Quality Management. They monitor and themselves at the table with these other measure their salespeople from every business functions. They work with IT to possible perspective to isolate best prac- build customized technology. They work tices and pinpoint opportunities for with HR to hire and develop highly-skilled improvement. They leave little to chance sellers. They work with Marketing to equip by setting clear objectives for their sales and inform their salespeople. No longer is force, providing a roadmap of how to Sales trying to go it alone in the world. Top succeed, and managing their salespeo- sales forces focus on their core competen- ple within this framework of formal sales cies and leverage other groups to improve processes. the performance of their people. Information Technology is now a well- entrenched part of any sales force. From Changing Faces e-mail to CRM, it is hard to imagine a modern sales force without technology Amid all of this change, we are pleased to there to hold it together. The trend that recognize four new faces as winners of HR we do see with IT, thankfully, is the recog- Chally’s World Class Sales Force Bench- nition that Sales Force Automation is not mark award. a silver bullet that will cure all the ills of a dysfunctional sales force. After the mete- • Applied Industrial Technologies oric growth of SFA tools in the 1990’s, sales • Corporate Express executives are settling down and putting information technology in perspective as • Global Imaging, Inc. an enabler of salespeople, not a reformer • Insight Enterprises, Inc. of them. These companies were deemed to be the IT is undeniably critical to any company, best-of-the-best by the only people who and all world class sales forces rely heavily are qualified to judge them – their custom- on technology. They use hardware and ers. In a time of increasing demands on a software to capture, manipulate, and share sales force, these four organizations were information and to run their businesses agile enough to change in lockstep with efficiently. However, no leading sales their customers and exceed their high and forces would (or could) point to informa- ever-changing expectations. tion technology as a source of competitive advantage. Nor would they say that their In the following pages, we will explore in CRM application is the backbone of their greater depth how these world class sales sales force. What they will do is point to forces achieved this high level of perfor- how much more effective their salespeo- mance. As you will see, they are innova- ple are as a result of well-designed and tive companies that have worked diligent- properly-implemented technology. World ly to plan and execute changes that were class sales forces are very deliberate and frequently off the beaten path. Changes thoughtful in the ways they leverage the that put them in very elite company as power of information systems. World Class Sales Forces. Page 6 © The HR Chally Group
as s Sal es Cl A d w l r ar Wo d © HR Chall y
as s Sal es Cl A d w l r ar Wo d © HR Chall y
Methodology T he HR Chally Group has conducted World Class Sales research projects since 1992. Each World Class Sales Summary. The second phase, with the cooperation of the customer-rated World Class sales forces, provides full benchmark research cycle has involved two phases. research results, including best practices, The first phase is the assessment of the metrics, management processes, and corporate needs of customers and their profiles of each World Class sales force. ratings of excellent sales forces through Overall, Chally has developed the leading telephone interviews. These results Six Sigma styled set of World Class sales are presented in the Phase I Executive force metrics and databases. Overview of the World Class Sales Databases & Metrics Customers identified 21 Benchmarked the best for 80,000 customers interviewed world class sales forces processes and criteria 210,000 salespeople rated on 15 criteria PLUS: How much each customer Identified top and bottom bought from each salesperson over 7 critical best practices & salespeople 3 years critical success metrics Data on 7,300 sales forces Statistically identified the 7 salesperson deliverables that drive customer decisions Achieve Sales Excellence Identified 14 distinct salesperson Statistically identified the profiles by the unique set of salesperson competencies to achieve competencies for each deliverables across markets, products, and services sold Assessed and tracked performance Statistically identified assessment of 300,000 salespeople items that accurately predicted each competency in each position profile © The HR Chally Group Page 9
Methodology Phase I: Survey Calls To Customers To Identify World Class Sales Companies Data Collection to be investigated so that contacts would be distributed over a variety of position Using resources such as American Big classifications. An introduction call was Business Directory, decision makers were made to each potential contact to explain randomly selected from an even distribu- the research and to ask for an appoint- tion of large and small companies (deter- ment to complete the interview. At the mined by number of employees) across appointment time, a survey interview was industry, geographic location, and position completed. See Appendix for the survey classifications. Likely positions of contacts interview questionnaire. were identified for each market segment Company Size Total Surveys Surveys Completed Completed Prior to in 2006 2006 Small Companies or units 90,315 1029 (1-249 Employees) Large Companies or units 120,300 1418 (250+ Employees) Overall Response 210,615 2447 Industries Represented by the Completed Contacts Aerospace Energy Media Agriculture Financial Services Metals Automotive General Services Non-Profit Beverage/Food Products Healthcare Paper Chemical Information Technology Printing & Publishing Construction/Building Legal Public Sector Distribution Manufacturing Retail Education Materials Transportation Page 10 © The HR Chally Group
Methodology Position Classification Position Classification Financial/Engineering Human Resources Purchasing 4.4% 5.3% Financial/Engineering 21.3% Human Resources Information 18.1% Technology Information Technology Executive (Director and above) 6.6% 29.6% Executive (Director Managers 14.7% and above) Operations/ Administration Operations/ Managers Purchasing Administration Percent of Sample in 2006 and representative of the total Geographic Distribution Geographic Distribution of completed contacts throughout the studies 16% 27% Southwest Northeast Northeast 7% Northwest Southeast 10% North Central 18% Southeast South Central South Central 22% Northwest North Central Southwest © The HR Chally Group Page 11
Methodology Data Analysis Phase II: Determining Open-ended questions went through a Methods of World Class two-step coding process. Data was gath- Sales Forces ered using a customized version of Survey- Each of the target companies was sent a Pro to populate an SQL database. Further congratulatory introduction letter discuss- analyses were run using the Statistical ing the history of the project and steps Package for Social Sciences (SPSS). Each involved in participation. They were then variable included in the study was subject- contacted by telephone to solicit participa- ed to detailed univariate analysis. These tion. The primary company contacts were analyses provided a further check of the provided with the reasons their customers data quality and a guide to the interpre- identified the sales forces as World Class. tation of the data. Companies mentioned The contacts were then asked to identify most frequently as World Class, and the key sales functions which they thought reasons why they were mentioned, were would result in customer satisfaction in identified. these areas. Each interview resulted in the identification of critical success factors, key processes that explain and support Results critical success factors, and individuals During the 2006 research project, Applied responsible for each process. Telephone Industrial Technologies, Corporate interviews were scheduled and conducted Express, Global Imaging Systems, and with each of the individuals responsible Insight Enterprises, Inc. were the only for a process. Based on these interviews, companies to meet the criteria of being Chally developed a company profile and rated on average as “Very Good” or better identified best practices for each of the by at least 50 customers. All four compa- target companies. Best-In-Class company nies agreed to participate in Phase II of profiles were then reviewed by target the research. company representatives for accuracy. From the best practices, a set of key sales Prior winners include: Allegiance Health- metrics was identified and subsequently care Corporation, Applied Industrial Tech- collected from each of the target compa- nologies, AT&T Consumer Products, AT&T nies. On-site visits to confirm information Middle Market, AT&T Global Business gathered through telephone interviews Communications Systems, Boise Cascade and to gain first-hand exposure to best Office Products (twice), CDW, DuPont, practices were conducted when possible. Exxon Corporation, GE Industrial Control Systems, Grainger, Inc., IBM Corporation, John Deere and Company, Moore Corpora- tion Limited, and Motion Industries, Inc., (twice). Page 12 © The HR Chally Group
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Benchmark 1: Customer-Driven Culture
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Best Practices Benchmark 1: Customer-Driven Culture Objective: cally, they expect customer-driven behav- ior. So if customers expect it and we know Create a sales organization that is focused we need to do it, why is there still such on the needs of the customer and is capable a chasm between the ubiquitously stated of satisfying those needs in a manner that desire for a customer-driven organiza- meets or exceeds the customer’s buying tion and the apparent widespread lack of expectations customer-driven behavior by salespeople? The challenge is that customers do not A Perspective: interact with an organization’s culture; they interact with its salespeople. Sales By the year 2007, you would think that calls are incredibly tactical affairs, and no the concept of being “Customer-Driven” level of organizational strategy will affect would be so fundamental to the business the customer unless the strategy is trans- landscape that it would not even warrant lated into field-level tactics. Therefore, a mention in the definition of world class sales management must find ways to go sales forces. It has been decades since beyond mission statements and conversa- we collectively acknowledged the shift of tions about being ‘customer-driven’ and to power from the seller to the buyer and put in place specific processes and mecha- since terms like customer-centric and nisms to create sales forces full of individu- customer-focused became basic elements als who behave in customer-centric ways. of our business lexicon. However, our Saying you are customer-driven is one research reveals that all of this corporate thing, proving it consistently to customers conversation has been lost on the actual is another. customers, who still perceive a noticeable distinction between sales forces that are World class sales forces have solved the highly responsive to their needs and those riddle and found actionable best practices that are essentially oblivious to them. that connect their customer-driven strat- egy to selling reality. They are leveraging As discussed in our recent book, Achieve their organizational capabilities to create Sales Excellence: The Seven Customer memorable customer interactions, and Rules for Becoming the New Sales Profes- their customers have taken notice. The sional, customers have deceptively simple ability to execute on a strategy is a hall- expectations of the salespeople who serve mark distinction between good perfor- them. They expect salespeople to under- mance and superior performance. Below stand their business, to offer innovative we highlight some of the tactics this year’s solutions to their problems, and to do so world-class winners are using to create as a customer advocate who is commit- customer-driven cultures that lead to ted to managing their satisfaction. Basi- customer-driven selling. © The HR Chally Group Page 17
Best Practices Best Practice: Ensure that Your Salespeople Know Their Customer’s Business BEST PRACTICE: ENSURE THAT YOUR SALESPEOPLE KNOW THEIR CUSTOMER’S BUSINESS TYPICAL SALES FORCE WORLD CLASS SALES FORCE SALESPERSON SALESPERSON EXPERIENCE EXPERIENCE CUSTOMER BUSINESS OPERATIONS CUSTOMER ISSUES CUSTOMER NEEDS CUSTOMER BUYING PROCESS WORLD CLASS SALES FORCES GO OUT OF THEIR WAY TO TRAIN THEIR PEOPLE ON CUSTOMER ISSUES W orld class sales forces recognize that customers today expect profes- sional salespeople to understand their ing curriculum. Whether they train their salespeople on their customers’ market dynamics, their business operations, their businesses inside and out. A knowledge- buying behavior, their business problems, able salesperson can quickly engage in a or other customer-centric issues, world meaningful conversation and offer insight- class companies no longer rely on their ful business advice, rather than asking salespeople’s previous work experience frustratingly basic questions and reciting or their ability to learn on the job. To be product features and functions by rote. In a customer-driven company, your sales- response, leading companies are taking on people must know your customer’s busi- the responsibility of educating their sales- ness. Rather than leaving it to chance, people about their customers. sales managers in leading companies are making it their business to ensure that We are observing with increasing frequen- their salespeople are prepared to sell to cy companies that include customer insight their customers. as a key component of their sales train- Page 18 © The HR Chally Group
Best Practices Case Study Global Imaging illustrates a commitment to a customer-driven culture through its focus on customer knowledge. All of its employees receive 1½ days of training on customers and their issues. The training begins with a module on customer satisfaction and its importance to the success of Global’s organization. Training then proceeds to understanding customer behavior, solving customer problems, and communicating from the customer’s perspective. The intent of this training is to put Global Imaging’s employees in the shoes of the customer so that they are capable of delivering customer-focused behaviors that resonate with the customer and distinguish them from the competition. Additionally, Global trains its sales force on their customers’ buying needs. Rather than the more traditional approach of teaching its salespeople how to sell its products and services, Global teaches its salespeople how its customers buy its products and services. In doing so, the salespeople are again put into the shoes of the customer and see from the customer’s perspective how their own selling behaviors are perceived. In the words of Dan Cooper, SVP of Sales, “We teach our salespeople the buying process rather than the selling process. We want them to understand the sales cycle from the buyer’s standpoint, not necessarily ours. Because in the end, what we’re trying to do is advance their buying process, not our selling process.” © The HR Chally Group Page 19
Best Practices Best Practice: Demonstrate the Value You Create for Your Customer BEST PRACTICE: DEMONSTRATE THE VALUE YOU CREATE TYPICAL SALES FORCE WORLD CLASS SALES FORCE CAUSE EFFECT CAUSE EFFECT BENEFIT ? PRODUCT PRODUCT - COST OR OR SERVICE SERVICE QUANTIFIED BUSINESS IMPACT WORLD CLASS SALES FORCES CAN EXPLICITLY QUANTIFY THE VALUE OF THEIR GOODS OR SERVICES World class sales forces again leave U ltimately, customers interact with salespeople for only one reason: They believe that salespeople and the organiza- nothing to chance. Rather than expect- ing the customer to implicitly acknowledge tions they represent can create some type the value that the salesperson has created of business value through the implementa- for them, these companies have devel- tion of their products or services. Viewed oped processes and tools to communicate through this lens, the customer’s need for that value in very explicit terms. Using the a salesperson to thoroughly understand customers’ own metrics and terminology, their business is really just a means to an they quantify the productivity improve- end. It accelerates the speed with which ments, cost savings, revenue increas- a salesperson can accurately identify the es, or other changes that have resulted business needs of the customer, and it from using their products or services. By increases the likelihood that the solution demonstrating to the customer the value the salesperson offers will successfully that they have created, they prove that produce the promised business value. they have the customer’s business results Customer-driven salespeople recognize as a top priority. the often overlooked fact that they can only create value for themselves by creat- ing noticeable value for their customers. Page 20 © The HR Chally Group
Best Practices Case Study Applied Industrial Technologies has trademarked a process they call DVA®, or Documented Value Added to help them demonstrate the value that they create for their manufacturing customers. Applied’s salespeople use a PC-based system to calculate the value they have created for their customers through reduced maintenance costs, increased productivity, lower procurement costs, and other means. They work with local plant managers to identify the source of the improvement and to assess the economic impact of the changes. They then document the value they have created and obtain sign-off from the plant managers as proof that the value was realized. These improvements can then be shared and replicated across the customer’s other facilities to further increase the value to the customer. Ted Carl, Vice President of Strategic Accounts, illustrates how Applied uses this program to improve its customer relationships: “Too often customers simply do not remember all the good things that you do. Through this process we have documented over a billion dollars worth of savings for our customers. It is fun to go into a customer and say, ‘You bought $200,000 last year from us, but we saved you $85,000 in Documented Value Added® savings in your process and your procedures in your plant.’ That takes the sting off of a three or four percent price increase or competitive offer that might be a few points better than you are. It clearly allows us to convey to the customer, in terms the customer understands, what we are doing for them.” © The HR Chally Group Page 21
Best Practices Best Practice: Establish Formal Feedback Mechanisms – Both Good and Bad BEST PRACTICE: ESTABLISH FORMAL FEEDBACK MECHANISMS TYPICAL SALES FORCE WORLD CLASS SALES FORCE SALES FORCE SALES CUSTOMER CONTINUOUS CUSTOMER FORCE EXPERIENCE IMPROVEMENT EXPERIENCE CUSTOMER FEEDBACK WORLD CLASS SALES FORCES DILIGENTLY GATHER CUSTOMER FEEDBACK AND USE IT TO CONTINUOUSLY IMPROVE THEIR SELLING CAPABILITIES T o become and remain customer-driven, a company obviously must understand the perspective of the customer. Without World class sales forces understand that salespeople and executives are not the best resources for customer research. a clearly articulated understanding of the Instead, they establish formal feedback customers’ perceptions, it is only through channels and processes to gather continu- trial-and-error that a sales force can ever ous input from their customers. By doing hope to align themselves with customer so, they remain in tune with their custom- expectations. However, it is frighten- ers’ ever-changing needs and are able ingly common for sales forces (and orga- to react quickly to problems and to take nizations as a whole) to use executive advantage of new opportunities. These commentary and anecdotal observations feedback mechanisms include written and as the primary input to their customer online surveys, customer focus groups, strategies. Salespeople are especial- executive councils, third-party research, ly notorious for misunderstanding their and a myriad of other means to gain candid customer, despite their frequent refrain of a view into their customer’s mind. “I know what my customers need … I talk to them every day.” Page 22 © The HR Chally Group
Best Practices Another noteworthy observation from our Leading sales forces would rather learn the research is that world class companies are bad than the good. When they solicit feed- obsessed with what is wrong. Typically, back from their customers, it is frequently our award winners are shocked that they to uncover the cracks in their armor. Unlike have been recognized as the best-of-the- most sales forces, they prefer to focus best by their customers, because they are on filling the cracks rather than admiring so focused on what needs to be improved. the shine. This negative feedback can be This focus on improvement is also reflect- garnered from traditional customer satis- ed in the companies’ approach to custom- faction surveys, but there are also distinct er feedback. All too often, companies ways to go exclusively after the ugly facts. conduct customer satisfaction surveys to A common such method for discovering the validate what they are doing well. Known in cracks is a “loss analysis” that is conducted cynical circles as the “applause-o-meter”, post mortem to discover why a customer these customer feedback mechanisms can defected or a proposal was lost. Was it provide useful insights, but they can also because of price (which it rarely is), bad provide false comfort.1 World class sales products, bad service, or bad selling? For forces tend to look further. a customer-driven organization, informa- tion like this helps them alleviate customer pain, in addition to improving the pleasure of the overall buying experience. 1 >80% of customers who defected from a supplier ranked them as “good” to “very good” as to the service they provided - Harvard Business Review, Nov./Dec. 1995 © The HR Chally Group Page 23
Best Practices Case Study Global Imaging goes out of its way to identify areas of improvement for its sales force. Among other means, they frequently conduct loss analyses to understand what types of failures lead to customer defections and lost bids. Also, they recently conducted customer research to learn explicitly from its customers what they are doing wrong in their sales and service efforts. The outcomes of this research did not sit on a shelf; they were used to design training programs that addressed the customers’ concerns and improved the customer-centric behaviors of their sales force. Case Study Applied Industrial Technologies uses several means to stay in touch with the opinions of their customers. Annually, they conduct one- on-one interviews with 1500 customers to determine how they are performing against key customer-determined criteria. To ensure the candor of the comments, the interviews are conducted by a third- party research firm who does not reveal that Applied is the sponsor of the survey. This allows them to objectively track progress against performance measures that drive customer satisfaction and loyalty. Applied also maintains a Customer Advisory Council that meets annually to allow existing customers to discuss Applied’s areas of strength and opportunities for improvement. These sessions are conducted by a third-party facilitator with no Applied personnel in the room to influence the commentary. The outputs of these sessions drive improvement initiatives, and the customers are updated quarterly on Applied’s progress vis-à-vis their suggestions. Additionally, Applied conducts brand awareness studies that measure customer perception in the context of the broader market. These varying research methods allow them a comprehensive view of their own performance, their customers’ evolving expectations, and the competitive environment in which they go to market. Page 24 © The HR Chally Group
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Benchmark 2: Recruiting and Selection
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Best Practices Benchmark 2: Recruiting and Selection Objective: fied by their customers as having world class sales forces. It is fair to say that our Improve productivity and reduce turnover world is short a few great salespeople. A in the sales force by recruiting and select- shrinking labor pool will not make it any ing the right salespeople with the right easier to fill a sales force with qualified skill set for the right sales roles sellers. Second, the cost associated with hiring A Perspective: a wrong candidate is extremely high in the sales function. The investment to Recruiting and selecting the right employ- hire and train a new salesperson ranges ees has always been a challenge. Unfor- from $75,000 for a tele-salesperson to tunately, the challenge is going to get more than $300,000 for a more senior increasingly difficult in the very near sales position. These costs probably pale, future. According to Human Resource though, beside the economic damage Executive magazine’s Forecast 2006, “70 done by a poor salesperson who repeat- million Baby Boomers will retire over the edly loses deals that would have been won next 15 years. During this time, only 40 by a better seller. When these costs to million workers will enter the workforce.” hire and maintain the wrong salesperson The implication of this math on the labor are coupled with the disruption caused market is easy to see – we are entering when a salesperson leaves, the negative an extended period of time where finding impact of a hiring mistake is tremendous and hiring appropriately qualified workers for a sales force. is likely to be even more difficult than it is Given this context, it is no surprise that today. sales executives are turning more and While this challenge will affect every func- more attention to recruiting and selecting tion within a company, it will have an the right salesperson for the job. However, acutely painful impact on the sales force. more attention does not necessarily corre- Foremost, there already exists an enor- late with more success. The troubling mous deficit in the number of highly-skilled reality that most organizations face is that professional sellers. While no one reading they do not have the strategies or tools to this report is likely to disagree with this identify or hire the right candidates. Until assertion, it is not a difficult one to quan- sales forces and their human resource tify. Since 1992, we have collected data counterparts improve their own capabili- on more than 7,200 sales forces in over 20 ties, it will be hard for them to improve the major industries. During this time, fewer capabilities of their salespeople. than 20 companies (or less than three- tenths of one percent) have been identi- © The HR Chally Group Page 29
Best Practices Strategically, companies suffer from a to identify why salespeople fail in partic- traditional focus on the wrong criteria for ular roles than it is to identify why they selecting candidates. Most companies look succeed. This allows sales and human for candidates that share common traits resources executives to concentrate on not with their superstar sellers. For a number hiring, promoting, or training candidates of reasons, it is very difficult to identify the who are likely to become below-average unique characteristics of top salespeople. performers with limited potential. By And even more to the point, there are not simply eliminating the bottom salespeople that many superstars out there to be had. and replacing them with at least average Our perspective is that it is more fruit- performers, a sales force’s overall produc- ful to focus on the other end of the bell tivity can be dramatically improved. curve – the poor performing sellers. With good statistical analysis, it is often easier Example: Beating the 80/20 Rule for dramatic sales increases In this example of a 200 person sales force that produces $200 million in sales, we apply the 80/20 rule (which is typical), meaning that the top 20% of the sales force will produce $160 million in sales. The bottom 20% will produce only $6 million in sales. If we reassign or replace the bottom 20% with candidates that just meet or exceed the Chally predictive competency levels for success, sales will increase by a minimum of $30 million and a more probable $70 million. Page 30 © The HR Chally Group
Best Practices Another strategic error that companies Weak outcomes such as these from typical often make is in believing that candidates hiring methods were the reason the Justice are either good salespeople or bad sales- Department originally funded HR Chally. people. In fact, there are a typical number Our research demonstrates that by using of different sales positions for winners position-specific, statistically-validated job (account manager, new business devel- assessment tools, recruiting and hiring oper, sales engineer, etc.), and success or decisions are improved to 75-85% accu- failure in one role does not predict success racy*. A strategy is only as good as its or failure in another. Often the issue is implementation, and the tools that many not having too little talent in a sales force organizations use today to recruit and or in a candidate pool … it is putting the select candidates prohibit their ability to wrong talent in the wrong role. A world execute their hiring strategies dependably class sales organization typically has and successfully. several different types of salespeople, and understanding the need to mix and match In summary, the effective recruitment and individuals accordingly is a key strategic selection of candidates must be near the advantage in today’s (and tomorrow’s) top of any sales executive’s agenda. When tight labor market. the wrong people are in the wrong roles, every task of a sales force is made expo- Beyond the strategies companies use to nentially more difficult. The salespeople recruit and select salespeople, the tools are are more difficult to manage, they are hard to find. Research has shown that the harder to motivate, their performance is methods most commonly used to screen sub-optimal, and their customers know it. and hire candidates are only marginally Today and in the future, finding and hiring more predictive of success than the flip of the right salespeople will be the most criti- a coin. Interviews, reference checks, and cal input to a world class sales force. other mainstay recruiting tasks are fraught with biases and subjectivity. Typical Hiring Method Improvement Methods* Flipping a Coin Interview + 2% Accuracy Any short selec- + 3% Accuracy tion test Scorable Interview + 7% Accuracy Reference Check + 7% Accuracy * Taken from the research; “Validity and Utility of Alternative Predictors of Job Performance,” Psycho- logical Bulletin, July 1984 © The HR Chally Group Page 31
Best Practices Best Practice: Recruit and Hire Specialists BEST PRACTICE: RECRUIT AND HIRE SPECIALISTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE PROFILE OF A SUCCESSFUL SALESPERSON PROFILES OF SUCCESSFUL SALES SPECIALISTS SALES SPECIALTY MAP Outside: Field Sales Inside: Telesales/Mktg. AGGRESSIVE Customer Service Indirect Sales Direct Sales RESILIENT Full Line Specialized Products/Services Strategic Territory PERSUASIVE Account Major Account System Product/ Product/ ETC. New Business Account Specialist Service Transactional Development Management Specialist Specialist (Hunter) (Farmer) Outbound Inbound Customer Sales to Service Resellers or Consultive Relationship through (more Hunter) (more Farmer) Distributors Product/System Product/System WORLD CLASS SALES FORCES REALIZE THAT SELLING IS A SPECIALIZED PROFESSION -- THERE IS NO "ONE SIZE FITS ALL" SELLER T he term ‘salesperson’ often conjures up a singular image of the stereotyped seller – the aggressive smooth talker various tasks – identifying new opportu- nities, developing technical requirements, negotiating profitable deals, and managing who succeeds through persistence, resil- executive relationships, to mention a few. ience, and personal persuasion. The new To find these experts, they target special- reality, though, is that sales has become ists with the precise skills and experience a profession with highly specialized roles to excel at each task, recognizing that that require a wide range of skills. Just as salespeople are not interchangeable and doctors, lawyers, and accountants develop no candidate can excel at every job. particular areas of expertise, so do sales- people. And just as you would not hire When salespeople are properly cast in a chemical engineer to build a bridge, their roles, they are highly productive and you should not hire a relationship build- enjoy their jobs. When they are miscast, ing salesperson to make 200 cold calls per their performance falters and turnover week. Different selling roles require differ- ensues. Top sales executives recognize ent skill sets, and there is no such thing as that getting the right people in the right a universally equipped salesperson. roles is fundamental to a high perform- ing and stable sales force. Consequently, World class sales forces appreciate the they are adept at clearly defining their myriad of selling roles and the unique selling roles and in pursuing specialists to demands of each. They have complex staff them. sales processes that require expertise at Page 32 © The HR Chally Group
Best Practices Case Study When Insight began an overhaul of its SMB sales force in 2005, one of its key objectives was to reduce turnover in its sales force by 50%. While there were many options that they could have pursued to accomplish this goal, they chose to focus on recruiting and selecting the right type of candidates for the demands of a pivotal role in their sales force – their telesales reps. Julie Dervin, Global Vice President of Learning and Development at Insight describes their thought process: “We began by looking at the front end. How were we hiring and selecting our candidates? We were about to spend a lot of time, money, and effort on developing them, and we wanted to make sure that they were the right fit. We have over 600 salespeople selling to the small to medium size business market, so it was significant for us to focus on that part of the organization and how we hire and develop them. As any of you know who work in a telesales environment, it is very hard to bring in the right talent. It is very hard to retain those folks, as well as to train and develop them to a level where they can engage in a consultative type of sale over the telephone.” By understanding the unique challenges that Insight faced in hiring people who could succeed in their telesales role, the company was able to target and hire candidates that not only were capable of performing the job, but also were likely to last in the position. Within 12 months of the first new hire, the attrition rate of the new salespeople had been reduced by over 40%. © The HR Chally Group Page 33
Best Practices Best Practice: Go Beyond the Interview BEST PRACTICE: GO BEYOND THE INTERVIEW TYPICAL SALES FORCE WORLD CLASS SALES FORCE INTERVIEWS EXTENSIVE SELLING REFERENCE SIMULATIONS CHECKS QUESTIONABLE INTERVIEW HIGH-PROBABILITY HIRING DECISION HIRING DECISION "RIDE-ALONGS" OTHER COMPANY-WIDE METHODS CAPABILITIES TEST WORLD CLASS SALES FORCES DO NOT RELY ON INTERVIEWS ALONE -- THEY RECOGNIZE THAT THE MORE PERSPECTIVES THEY GET ON A CANDIDATE, THE BETTER THEIR HIRING DECISION WILL BE I nterviewing job applicants has long been the lifeblood of the recruiting and selec- tion industry. Few, if any, salespeople have think that a company could get nearly equal odds of success by merely employ- ing a single, corporate coin flipper. ever been hired without a face-to-face or telephone interview during which they got World class sales forces do not leave their the chance to do what they supposedly do hiring decisions to chance. They go beyond best … sell. They sell themselves, their the interview and supplement it with a experience, their capabilities, their poten- variety of other screening tools and tech- tial contribution, and any other feature, niques. Top sales forces employ statisti- function, or benefit they can possibly offer cally validated job-specific assessment a prospective employer. If a salesperson tools. They also use other filters, such can not sell themselves, then you would as putting their candidates in a simulated have to question whether or not they could selling environment to ‘test-drive’ their ever sell a product. abilities and see how they react in certain situations. They might let the candidates It is not surprising, then, that so many ride along with their existing salespeople bad hiring decisions are made in a sales to get a glimpse into their behaviors in the force. As we mention above, the inter- real world. They go the extra mile … or view is only slightly more predictive of two … to limit the risk of hiring the wrong on-the-job success than the 50-50 chance person for the job, because they realize you get with the flip of a coin. When you that getting the right people in their sales consider all of the time and money that is force makes everything else they do both spent interviewing sales candidates over easier and better. the course of a year, it is remarkable to Page 34 © The HR Chally Group
Best Practices Case Study Global Imaging employs many of the recruiting and selection techniques that personify a world class hiring effort. Dan Cooper, Global’s Senior Vice President of Sales, explains how they use multiple methods to ensure that they have a candidate that can succeed in their organization: “With 1400 salespeople throughout North America, we obviously need to find good quality salespeople. One of the ways that we do that is through a capabilities test. Then we send a prospective sales rep out into the field to ride with one of their peers. There is nobody better than another sales rep to tell you if they think this person is going to make it and will be a team fit. Next they meet with two or three different sales managers, eventually coming up to the VP of Sales or the President. We also do extensive reference checking. It is not just, ‘Let’s call their HR department and talk to them.’ We want to dig down to the third and the fourth level person they give us to try and find out really what makes up this person. Finally, like everybody, if you are going to take care of your customers, you have to find employees that are willing to be customer service focused. We spend a lot of time asking questions about how they like to be satisfied as a customer in their own lives.” © The HR Chally Group Page 35
Best Practices Best Practice: Make Sure there is a Cultural Fit BEST PRACTICE: MAKE SURE THERE IS A CULTURAL FIT TYPICAL SALES FORCE WORLD CLASS SALES FORCE CURRENT EMPLOYER PROSPECTIVE EMPLOYER CURRENT EMPLOYER PROSPECTIVE EMPLOYER HAVE THEY ARE THEY SUCCEEDED IN ONE OF THE PAST? US? WORLD CLASS SALES FORCES ARE AS CONCERNED ABOUT CULTURAL FIT AS THEY ARE ABOUT THE POTENTIAL FOR SUCCESS N owhere in an organization is there more of a ‘show me the money’ emphasis than in the sales organization. companies want to hire a salesperson they believe will show them the money. Most salespeople have quotas and other Of course, world class sales forces also financial goals, and their compensation prefer a candidate with a history of success, and recognition are usually perfectly corre- but they put the candidate’s selling ability lated to their achievement of those objec- in a larger and less quantifiable context. tives. Success is defined in a very simple The sales forces that achieve world class fashion – the more you sell, the better you status are obsessed with finding individuals are as a salesperson. who fit their culture, not just their quota. In fact, not one of this year’s winners cited That same mentality also exists in the a candidate’s track record as a key selec- recruiting and selection process. A candi- tion criterion, yet each of them noted the date that can point to a track record of importance of a cultural fit. World class high productivity and quota-busting sales forces do have different cultures and performance is a highly desirable recruit. different means of testing for fit, but each A candidate with less quantifiable success company views cultural alignment as the is no doubt a second-tier recruit. Put final litmus test of a candidate’s desirabil- simply, if a person has sold a lot in the ity. past, recruiters believe they will sell a lot in the future. More than anything else, most Page 36 © The HR Chally Group
Best Practices Case Study Applied Industrial Technologies believes that its corporate culture is defined by a core set of values: integrity, caring, fairness, openness, a dedication to quality, the keeping of promises, and a commitment to personal mastery. Once each year, all employees are required to sign a “core values document” that reaffirms their understanding of and commitment to these values. Ted Carl, Vice President of Strategic Accounts comments: “It is a reminder. Most people think twice before they sign something. They say, ‘What is it I am signing?’ So we sign the core values document, and we do it more than once. I think it creates a psychological effect that these values continue to be important in our company.” While most executives will agree that culture is important, it is hard to assess what business impact a culture actually has on a company. Mr. Carl articulates quite clearly what he believes the impact is to Applied’s business and its customers: “I think having a set of core values adds to the collaborative culture within our company. It allows us to trust each other. It is easy for us to stand next to a co-worker and say, ‘I trust that individual.’ However, when that individual’s department makes a decision that you do not agree with, trust is really about saying to yourself, ‘I trust their decision.’ Lack of trust causes a lot of tension, and tension is energy. If you can do away with all the energy that is wasted on tension, you have more energy to spend on your customers. I think all of us in the sales business understand that.” © The HR Chally Group Page 37
Benchmark 3: Training and Development
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Best Practices Benchmark 3: Training and Development Objective: the sales force.3 While a 13% improve- ment may sound good on the surface, it is Provide training and development programs uncertain that those incremental skill gains that are relevant to the sales force’s objec- will endure, and it is even less clear that tives and maximize the organization’s they will translate into a similar increase in return on its training investment revenue for the sales force. Even more concerning than the ‘stickiness’ A Perspective: of sales training is the question of how applicable it is to the needs of a particular John H. Patterson of National Cash Register sales force. We believe that a fundamen- is widely credited with creating the world’s tal reason why sales training increasingly first sales training program in the late fails to deliver its expected results is that 19th century. Since then, sales training it was simply the wrong training from the has grown into a multi-billion dollar indus- start. Frankly, sales training programs try comprised of both internal company are often viewed as generic one-size-fits- resources and external trainers who cover all cures to every selling malady. Not a range of topics that is as varied as the enough consideration is usually given to sales forces they support. To put the size the specific business needs of the sales of the training industry in perspective, our force and their specific selling challenges. research shows that U.S. companies invest Selling has become an incredibly complex more money annually in training (most profession, and sales management must of which is sales training) than the U.S. be very deliberate about the specific skills government spends on all of public educa- that their salespeople need to succeed tion.2 So what do companies get in return with their customers. While we would not for their enormous expenditure in sales dispute the value of basic selling skills such training? That is exactly what sales exec- as questioning techniques, time manage- utives ask themselves every time they pay ment, and other traditional subjects, these the invoices for their annual sales meet- have become foundational abilities that ings. By the time the bill arrives in the are now merely the ante to entering the mail for the external trainer who wowed game of professional selling. In today’s the sales force in some posh hotel ball- selling environment, generic sales training room, the impact of the training has prob- will produce generic sales results. ably evaporated. In fact, research shows that within 60 days of a training event, Increasingly, sales forces are becoming 87% of the skills gained have been lost by much more sophisticated in the training that they choose to provide for their sales- people, because the increased complexity 2 2004 State of the Industry Report, American Society for Training and Development 3 Neil Rackham and SPIN Selling © The HR Chally Group Page 41
Best Practices of professional selling has demanded it. motivational speech; you would see them Training programs are now highly-custom- sitting side-by-side with their managers ized affairs that are built around discrete learning how to perform specific tasks that selling tasks and a very relevant set of are relevant to their daily lives. You would business issues. If sales training topics not see a two-day agenda split between used to be a mile wide and an inch deep, speeches and rounds of golf; you would see they are now a hundred times bigger in a four-day agenda full of grueling working each direction. sessions and role plays. You would see a room full of professionals dedicated to In the past, you might walk into a sales continuous improvement. training event and see a room full of people learning and practicing the skills This is the training and development land- of a sales call. Any salesperson could scape for world class sales forces. They easily recognize the content and feel right have recognized that the challenges facing at home with the discussion. Today, you today’s salespeople are dramatically differ- might walk into a ‘sales’ training event and ent that they were in the past. They also wonder if you were in the right room. You recognize that their approach to building would hear conversations about account- a sales force must be dramatically differ- ing topics like return on investment and ent. They make larger investments than operation income. You would notice before, but they do so very deliberately. marketing jargon like customer segmen- They make bigger commitments to their tation and value propositions. You would salespeople, and they expect more in observe customer service discussions return. They appreciate the complexity of around problem resolution and custom- the salespeople’s lives, and they respond er satisfaction. Professional salespeople accordingly. These leading companies today are essentially business consul- that have broadened and deepened their tants, and the breadth of knowledge they training and development efforts are the must have to interact with their customers ones who are setting themselves apart in has grown well beyond traditional ‘sales’ their customers’ eyes. Below we describe subject matter. some of the shared best practices that we observed across these world class compa- Similarly, you might have historically seen nies. a room full of salespeople seated theater- style staring at a PowerPoint presenta- tion. Today you would see them broken into small groups engaged in experiential learning. You would not see them listen- ing to high-level executives or receiving a Page 42 © The HR Chally Group
Best Practices Best Practice: Invest Heavily in Training BEST PRACTICE: INVEST HEAVILY IN TRAINING TYPICAL SALES FORCE WORLD CLASS SALES FORCE INVESTMENT RETURN INVESTMENT RETURN WORLD CLASS SALES FORCES RECOGNIZE THAT GREATER INVESTMENT IN TRAINING LEADS TO GREATER FINANCIAL RETURNS N owhere in a sales force is the tradeoff between the ‘urgent’ and the ‘impor- tant’ more visible than in the training and World class sales forces have found the emotional strength to put the important in front of the urgent, because they recog- development of its salespeople. Any exec- nize that training is a long-term invest- utive will tell you that continually develop- ment that will return far more than the ing and updating the skills of their sales short-term costs. All of the sales forces force is critically important to the ongoing in this year’s winning class invest heavily health of the company’s revenue stream. in training, some to almost unbelievable However, when faced with the prospect of degrees. But it is clear that their custom- pulling their salespeople out of the field ers can tell the difference, since custom- for 3 days near the end of a quarter, the ers hold their salespeople in substantially urgency of the moment will lead that same higher regard than their peers. To reach executive to postpone the training until the highest level of sales force excellence, later in the year. leading organizations make training a top priority. © The HR Chally Group Page 43
Best Practices Case Study Insight decided to redesign their training and development program for its SMB sales force after analyzing the true economic costs of first year attrition and prolonged ‘ramp up’ periods for its newly hired salespeople. The result was a development program named TAP, the Trusted Advisor Program. The objectives of this year-long regimen were to cut attrition in half and produce fully-productive account executives in approximately half the time. TAP is an intense, year-long program designed to ease new hires into their sales roles with a combination of training, coaching, and actual selling. During the first 2 months of a new hire’s tenure, they are fully immersed in training and coaching. Training consumes 100% of the salespeople’s time in month 1, 50% in months 2-3, 30% in months 4-5, and 10%-20% in months 6-12. This was a major shift in their training strategy, and one that required a major commitment from senior leadership. Comments Julie Dervin, Global Vice President of Learning and Development, “A challenge was keeping leadership from pulling the plug before we could realistically show progress. Instead of looking at this program as a current expense, we needed leadership to get their heads around, ‘This is a future investment that you are making in the business.’ We accomplished that with a series of quick wins and successes that kept us moving forward.” Page 44 © The HR Chally Group
Best Practices Best Practice: Look Beyond Product Training BEST PRACTICE: LOOK BEYOND PRODUCT TRAINING TYPICAL SALES FORCE WORLD CLASS SALES FORCE TRAINING SALEPERSON TRAINING SALEPERSON AGENDA VALUE AGENDA VALUE CUSTOMER KNOWLEDGE PRODUCT PRODUCT BUSINESS BUSINESS KNOWLEDGE EXPERT ACUMEN CONSULTANT MARKET DYNAMICS SELLING SKILLS WORLD CLASS SALES FORCES INCREASE THE VALUE OF THEIR SALESPEOPLE BY EXPANDING THEIR TRAINING AGENDA D ecades ago, salespeople were a major source of product information. With the exception of mass advertising, custom- the sale. Salespeople’s source of value is no longer in knowing the products, but in knowing the customers and how to solve ers learned about a product’s feature, their unique business problems. functions, and benefits primarily from face-to-face interactions with a salesper- World class sales forces are aware of this son. During this time, it made sense for shift in customer needs, and their train- companies to rely on product training as a ing curriculum has evolved to match it. way to increase the value of the salesper- These companies are more apt to train son to the customer and to improve the salespeople on customer-related issues likelihood of closing the sale. than product-related topics. Training on customer needs, buying processes, finan- Then came the information revolution. cial statements, market segmentation, Today, customers use the Internet and and other far-reaching topics now top other sources to learn all they need to know the list of sales training agenda. Product about products before they ever encoun- training is frequently outsourced to the ter a salesperson. Frequently, customers manufacturers of the product or service, will know more about a product than even and internal sales training is focused on the people who sell it. A salesperson who more value-added issues. As mentioned now relies on product knowledge as their before, the professional salesperson’s job sole source of value to a customer may has become highly complex, and so has find that they are useless to their customer the training efforts of customer-focused and actually hurt their chances of closing sales forces. © The HR Chally Group Page 45
Best Practices Case Study Applied Industrial Technologies has taken a very thoughtful approach to designing its sales training programs. Several years ago it launched an internal effort to identify the key skills needed by their sales force and to develop training modules that were relevant to those specific needs. Vice President of Strategic Accounts, Ted Carl, explains Applied’s approach to training in this way: “We require a minimum of 40 hours per year skills training for each individual – 80 hours for managers. The training is not all about products. There are a lot of other skills that come into the selling business other than the knowledge of the products.” As a result, Applied outsources its product training to vendors and has assembled a very rich internal sales force development program covering a wide range of sales- related topics. The centerpiece of the program is a 3-week course called Process Selling® that covers such selling skills as navigating the sales process, communicating with team members, creating customer-centric value propositions, and developing good customer relationships. Additionally, account managers receive 3 days of training called Financial Firepower™ that teaches them how to explain in financial terms the value that they bring to a customer’s business operations. Other courses offered to the sales force include modules to develop their negotiating, writing, presentation, and objection handling skills. From the ground up, Applied has assembled a training curriculum that is custom-tailored to the way its salespeople do business. Page 46 © The HR Chally Group
Best Practices Best Practice: Sales Management Coaching Aligned with Training and Development Programs BEST PRACTICE: SALES MANAGEMENT COACHING ALIGNED WITH TRAINING AND DEVELOPMENT PROGRAMS TYPICAL SALES FORCE WORLD CLASS SALES FORCE STEP 3 RE-TRAIN MANAGER MANAGER ON “MANAGING” SKILLS STEP 2 STEP 2 PROMOTE PROMOTE STEP 1 STEP 1 TRAIN TRAIN ON SALESPERSON ON SALESPERSON SELLING SELLING SKILLS SKILLS WORLD CLASS SALES FORCES RECOGNIZE THAT “MANAGING” SKILLS ARE DIFFERENT FROM “SELLING” SKILLS, AND THEY TRAIN ACCORDINGLY O ne area that has justifiably come under the microscope in the last several years is the quality of a company’s is dramatically different from the skill set required to manage yourself. Additionally, superstar salespeople succeed because front-line sales managers. In any sales they enjoy selling, which is a difficult itch organization, there is no single role that to leave unscratched when they should be will determine the success of the sales resigned to the background and helping force more than the sales manager. They other salespeople learn to sell. are often the only people who have inti- mate contact with field salespeople, and World class sales forces recognize the they are the strongest change agents in a importance and difficulty of the sales sales force. If you have world class sales manager role, and they take proactive managers, you can build a world class steps to ensure that their sales managers sales force. If you do not, you cannot. have the required skill set and the stra- tegic direction to develop their salespeo- Traditionally, top salespeople have ple. The transition from salesperson to ascended to the role of sales manager as sales manager is a difficult one, and smart a reward for outstanding performance. executives teach their manager how to However, our research shows that only manage, rather than assuming that they 15% of superstar sellers can ever succeed are inherently capable of doing so. as sales managers. This is because the skill set required to manage other people © The HR Chally Group Page 47
Best Practices Case Study By the time Insight rolled out TAP, it had set explicit objectives for the program and the types of changes that it needed to affect. To support and facilitate the program, Insight developed specific processes and tools that worked hand-in-hand with the training content to reinforce the desired changes. For the program to succeed it needed to be executed with consistency, both during the training period and after the salespeople had transitioned into the mainstream sales force. A serious problem they encountered once the salespeople began to transition onto the ‘sales floor’ was inconsistent oversight by the sales managers. The existing managers had historically coached and developed their direct reports using their own philosophies, processes, and tools. Not all managers were supportive of the new sales strategy, and the mixed signals began to undermine the integrity and efficacy of the program. Says Julie Dervin, “To reinforce the skills that the new hires learned in training, we had to get the managers aligned with coaching to these same tools, skills and processes. We really had to push the training program into the field.” Insight implemented TAP sales managers and sales coaches ensure that coaching for the salespeople was consistent with the new way of selling. As a result, the training started to take hold, and the sales force’s performance began to accelerate. Page 48 © The HR Chally Group
Best Practices Best Practice: Coach, Coach, and then Coach Some More BEST PRACTICE: COACH, COACH, & COACH SOME MORE TYPICAL SALES FORCE WORLD CLASS SALES FORCE URGENT URGENT COACHING COACHING IMPORTANT IMPORTANT WORLD CLASS SALES FORCES IMPLEMENT PROCESSES & MEASUREMENTS TO MAKE COACHING A TOP PRIORITY C oaching is the time that managers spend with their salespeople in devel- oping their critical selling skills and formu- not only requires a different skill set than most salespeople possess, it requires a manager who is willing to let salespeople lating winning account strategies. When do the selling and simply offer them guid- coaching is done properly and consis- ance and course-correction when needed. tently, training is reinforced, salespeople The second obstacle is that it is time remain focused, change is accelerated, consuming. A manager in an average sales and sales results improve. When coach- force should probably spend more than ing is ignored, training withers on the half of their time observing and mentor- vine, salespeople drift, change is nearly ing their salespeople. But as the saying impossible, and performance remains flat. goes, “Coaching doesn’t have to be done A sales force cannot achieve world class by Friday afternoon”, so other administra- performance without sales managers who tive and firefighting duties often consume are dedicated to coaching. the workday of even the most well-inten- tioned sales manager. In most organiza- Unfortunately, very little coaching actually tions, coaching is another example of the takes place in most sales forces. There ‘urgent’ trumping the ‘important’. are two easily recognizable reasons for this. The first is that coaching is hard. It © The HR Chally Group Page 49
Best Practices Leading sales forces, though, recognize they understand the importance of coach- the criticality of coaching and are adamant ing, and they weave it into the fabric of about making it happen. They put in their sales organization. place formal processes and mechanisms to ensure than coaching does, in fact, get By forcing the salesperson to regularly plan done by Friday. They set coaching objec- and reflect on their performance under the tives that are measurable, and they link watchful eye of their sales manager, Global them to managers’ compensation. They has created recurring coaching oppor- schedule regular sessions for managers to tunities that keep its sales force moving meet one-on-one with salespeople, and forward and developing skills that have an they monitor the outputs of the meetings. immediate impact on the customers they They design formal salesperson develop- serve. ment programs, and they hold managers accountable for their execution. In sum, Page 50 © The HR Chally Group
Best Practices Case Study Global Imaging is a company that has successfully institutionalized the practice of coaching their salespeople. To provide a framework for coaching, they developed a program they call STAMP, Sales Tracking Activity Management Program. STAMP is a set of tools and processes that guide their salespeople to set short and long-term objectives and to plan their tasks that will lead to their desired outcomes. This enables them and their sales managers to track their progress against explicit goals and course-correct where needed. In weekly one hour meetings, the salesperson and manager review recent activities and project their impact on future performance. Below, Dan Cooper, SVP of Sales for Global, describes how STAMP is used to create an environment where coaching drives high performance. “The cornerstone to our sales strategy is our weekly one-on-one managers meeting between our rep and our manager. Every week, every month, we have a one hour meeting. The goal of that meeting is for the sales representative to come in and talk about what is going great inside of their business, what may be going wrong inside of their business, and what kind of additional help they may need. This is an opportunity for the sales manager to turn into the coach and to start coaching or applying what I call the ‘prescription’ to the sales rep. Some of our sales reps come in, and they are doing terrific. We just want to give them vitamins and tell them to keep going out and selling. Some of our reps come in and they are sick. They are struggling and we need to give them penicillin, and we need to pump them up and prescribe to them the next week’s activity, or sometimes the next day’s, or even the next hour’s.” © The HR Chally Group Page 51
Best Practices Best Practice: Measure Results BEST PRACTICE: MEASURE RESULTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE ? $ $ $$$ RETURN EXPENSE RETURN INVESTMENT WORLD CLASS SALES FORCES TURN A TRAINING EXPENSE INTO A TRAINING INVESTMENT BY MEASURING THE FINANCIAL RETURN O ver the last decade, executives have become increasingly mindful of the financial returns they receive on specific have found creative ways to calculate the business impact of sales training expendi- tures, and by doing so, they repositioned investments they make in their company. training and development as an invest- They now demand a business case for ment, rather than an expense. This allows practically every large expenditure, from them to justify ongoing and increasing capital improvements, to software imple- levels of capital allocation as they demon- mentations, to marketing campaigns. strate training’s economic impact to the One expenditure, though, that has largely company’s bottom line. Additionally, it eluded such scrutiny is the sales training. helps sales management to identify the Like other human capital investments, it highest-impact training, so they continu- has proven extremely difficult to correlate ally improve the leverage of their invest- increased sales performance with sales ment. Going forward, more sales forces training events, so it remains a line item should adopt this best practice and gain expense on most SG&A budgets. control of their sales force development. Some top sales organizations have begun to challenge the assumption that train- ing is simply a recurring expense. They Page 52 © The HR Chally Group
Best Practices Case Study In 2004, Applied Industrial Technologies made the strategic decision to invest substantially in customizing and implementing Process Selling® across its sales organization. To assess the wisdom of this decision, senior management requested a follow-up study to gauge the impact of the training on sales force results. Applied conducted a survey of its salespeople who had completed the course, requesting information on their pre- and post-training sales results, as well as other more qualitative measures of adoption. Within 12 months of completing the training program, Applied was able to identify the following results: …… Monthly sales had increased by $775,000 for those who had completed the training and responded to the survey …… Gross margin on those sales had improved .66 percentage points …… The individual components of the training program were in use by between 38% and 65% of the sales force …… The sales methodology was experiencing widespread adoption, though only 59% of sales managers were using it as a coaching tool Based on these findings, the training was deemed a success, and several changes were recommended to the program to increase adoption and usage across the sales force. © The HR Chally Group Page 53
Best Practices Best Practice: Provide Just-In-Time Training that is Easily Digestible BEST PRACTICE: PROVIDE JUST-IN-TIME TRAINING THAT IS EASILY DIGESTIBLE TYPICAL SALES FORCE WORLD CLASS SALES FORCE FOCUSED LARGE TRAINING EVENT FOCUSED TRAINING FOCUSED TRAINING TRAINING SKILL SKILL LEVEL LEVEL NEED NEED NEED NEED NEED NEED TIME TIME WORLD CLASS SALES FORCES PROVIDE RELEVANT TRAINING IN MANAGEABLE INCREMENTS AS SPECIFIC SKILLS ARE REQUIRED T raining is an inherently perishable good. As soon as salespeople leave a training session, their new knowledge and new hire orientations) where years worth of knowledge is dumped onto their sales- people … soon to be forgotten. Instead, skills begin to deteriorate with breakneck they are implementing just-in-time train- speed. The only defense against the rapid ing whereby very specific skills are taught and constant evaporation of your training only as they are needed by the sales force. investment is to further invest in reinforc- By providing the training in close proxim- ing the skills. Whether you supplement ity to the time the salespeople will actually the training with follow-up sessions or need the skills, these organizations are reinforce it through management coach- improving the likelihood that the learning ing, most people need repeated exposure will stick. Additionally, they are providing to new information in order to retain it. training in smaller, more digestible chunks, And unfortunately, the more content you so the salespeople can concentrate on pack into a training session, the more mastering one or two skills before moving reinforcement is subsequently required. on to others. By providing timely and more focused training, top sales forces and are To address this fact, world class organiza- achieving better training outcomes and tions are moving away from large train- dramatically increasing their salespeople’s ing sessions (like annual sales meetings or capabilities. Page 54 © The HR Chally Group
Best Practices Case Study When Insight’s Training and Development group began re-designing its training modules for the new hires, they were cognizant that traditional orientation tactics yielded suboptimal results. This led the team to reconsider many of their past practices and adopt a more targeted, just-in-time approach to sales training. Global VP, Julie Dervin explains, “A key element of designing the new curriculum was to reconsider the timing of when salespeople received the training. If we firehosed them all in the first part of the program, the chances they were going to retain everything they learned and start applying it was probably very small. So we designed the timing of when they received the training to correlate with when they would actually need to start using these skills and knowledge. For example, you are not going to train a new rep on advanced systems integration, because the chances that they get into that situation in the first few months of their employment are very small. The same with reporting. They have not yet generated any revenue and not a lot of activity, so there is nothing to report. So we strategically placed that training in the curriculum so that the timing made more sense.” © The HR Chally Group Page 55
Benchmark 4: Market Segmentation
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Best Practices Benchmark 4: Market Segmentation Objective: ment markets purchase goods through very rigidly defined procurement methods Target clearly defined market segments so that require a sales force to have intimate the sales force can cater to their distinct knowledge of the procurement proce- buying needs and invest an appropriate dures. Companies who sell to govern- amount of effort in each customer group ment markets almost always have sepa- rate sales forces that are tooled properly to succeed in this market segment. A Perspective: The second main purpose of market As professional selling has evolved, one segmentation in the Sales domain is to unmistakable trend has been the blur- identify the economic value of differ- ring of the lines between Sales and ent types of customers, so the appropri- Marketing. Nowhere is this more appar- ate levels of investment can be made in ent than in the strategy and practice of each. Certain market segments make market segmentation. Market segmen- smaller-sized purchases or are otherwise tation used to be a term batted about less profitable from a company’s perspec- almost exclusively in marketing circles, tive, so they receive less intense cover- where customer research and complicated age from a sales force in order to contain statistical models were everyday tasks. the cost to service them. For example, Market segmentation typically was driven an outside sales force may choose to visit by product development, where market- mom-and-pop customers on a relatively ers tracked trends in customer usage and infrequent basis, while larger customers attempted to design products that would receive weekly or even daily sales calls. appeal to certain buyer demographics. In essence, spend the most money where you are most likely to get it back. Now, market segmentation is a concept deeply imbedded in sales forces as well. Many sales forces (and many compa- Sales management uses segmentation for nies, for that matter) do not think of a somewhat different purpose, though, to their markets in this way. To them, any inform about two key strategic sales force customer is a good customer, and their decisions. Foremost, market segmenta- sales coverage model is a one-size-fits- tion in the Sales domain is used to cate- all affair. Another common miscue is for gorize customers by similar buying needs sales forces to segment their customers and behaviors, so sales forces can be based only on the customers’ size or their structured and aimed toward customers volume of purchases. In either instance, in ways that accommodate their unique buying processes. For instance, govern- © The HR Chally Group Page 59
Best Practices it is quite likely that customers’ underlying purchase their products or services, and individual buying preferences are being they organize their salespeople to service glossed over by the one-size-fits-all sales them appropriately. They also have good force. Competitors who approach these data on the profitability of individual customers with a more custom-tailored customers, and they lavish sales force approach to the segments are likely to attention only on those customers where gain favor of the customers, because their there is a justifiable economic return. As a needs will be better met by the salespeo- result, top sales forces are not only highly ple who call on them. regarded by their satisfied customers of choice, but they also enjoy a lower cost of World class sales forces are experts at sale and superior customer profitability. segmenting their marketplace into mean- ingful groups of customers. They under- stand how distinct sets of customers Page 60 © The HR Chally Group
Best Practices Best Practice: Clearly Define Your Target Markets BEST PRACTICE: CLEARLY DEFINE YOUR TARGET MARKETS TYPICAL SALES FORCE WORLD CLASS SALES FORCE HIGH VALUE CUSTOMERS NO VALUE CUSTOMERS LOW VALUE CUSTOMERS CUSTOMERS WORLD CLASS SALES FORCES INDENTIFY WHICH CUSTOMERS THEY WANT AND WHICH CUSTOMERS THEY DO NOT T here is a saying in the venture capital and investment community that “there are riches in niches.” Never could a more When we meet with world class sales forces, there is no ambiguity around their chosen customer segments. These succinct motive for market segmenta- companies are quite clear about which tion ever be made. Whether you are a customers they want and which ones they tiny start-up or a Fortune 500 company, do not. More importantly, their salespeo- slicing the marketplace into like-minded ple are aware of the customers they are customers is the secret to profitability. supposed to pursue. These sales forces Companies that approach the entire world have their targets explicitly identified and as their market will not only struggle to labeled, both in their attractiveness to the create satisfied customers, they will also company and their expectations of the spend a fortune doing it. sales force. © The HR Chally Group Page 61
Best Practices Case Study Corporate Express sells office supplies through its own business-to- business sales force. Every company in the world purchases office supplies, so finding potential customers is no more difficult than walking down the street. However, the buying needs and potential profitability of the customers on a single street can vary wildly, depending on a number of key variables. Therefore, defining the right market segments is a critical business decision for Corporate Express. It is the only way to ensure that its sales force is calling on the right types of customers and that its salespeople are capable of meeting those customers’ needs. Corporate Express’s first level of segmentation is its Strategic Accounts. These accounts both purchase large volumes of supplies and request products from more than one regional distribution center. This combination of high volume and complex purchasing patterns requires a higher level of attention and coordination from its sales force. The next level of segmentation is based on basic industry classifications, which reflects distinct buying processes and somewhat different product needs. These segments include Education, Federal Government, Health Care, and Legal. Page 62 © The HR Chally Group
Best Practices Best Practice: Organize Around Your Customers, Not Your Products BEST PRACTICE: ORGANIZE AROUND YOUR CUSTOMERS, NOT YOUR PRODUCTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE Product 1 Product 1 Sales Force Product 2 Sales Force Product 3 Sales Force Product 1 Sales Force Product 2 Sales Force Product 3 Sales Force Product 2 Product 3 SEGMENT A SEGMENT B SALES FORCE SALES FORCE MARKET MARKET MARKET MARKET SEGMENT SEGMENT SEGMENT SEGMENT A B A B WORLD CLASS SALES FORCES ORGANIZE THEIR SALES FORCES AROUND KEY CUSTOMER SEGMENTS TO BETTER SERVE THOSE CUSTOMERS C ompanies used to exist in product- centric worlds. Manufacturing and marketing were aligned by products, so it companies must now organize their sales forces around markets, not around product lines.4 made sense from the company’s perspec- tive to align salespeople that way too. Organizing around customers creates Product line salespeople were trained many challenges for a sales force, espe- intensely in product features and func- cially since most companies still organize tions, and they went forth into the world internally around product families. Despite to douse their customers in their product the inherent challenges, customers are expertise. And then the world shifted. now demanding that sales forces re-align to serve them. World class companies Customers now demand that sales forces have taken note and are tackling the chal- exist in their world. Their world is busi- lenges to the delight of their customers. ness issue-centric, not product-centric, and salespeople need a thorough under- standing of the customers’ business issues 4 We should note that in certain cases, product lines and market segments do to add any value. As we will mention align on a one-to-one basis. An example again, this requires sales forces to orga- would be a single-line manufacturer of nize themselves in such as fashion that large industry-specific equipment. If the they can work intimately with certain product is highly tailored to a particular segments of customers. Customer-driven type of customer, then a product-centric sales force is appropriate. But this is becoming the exception rather than the rule. © The HR Chally Group Page 63
Best Practices Case Study Corporate Express offers over 100,000 products spanning several different lines such as supplies, furniture, information technology, and others. To maximize efficiency, their salespeople who serve small and mid-sized customers operate as generalists. They target many different types of customers within a geography and are commonly organized around product lines. But with its larger accounts that are more sophisticated and more valuable, Corporate Express organizes its sales force around particular market segments like health care, education, and government. In these segments, their buying processes and product needs warrant individualized attention that a generalist sales force can not provide. Knowledge of hospital systems, educational institutions, and government procurement processes is a major requirement of these customers, and Corporate Express has responded by structuring themselves to satisfy the market segments specific buying needs. Page 64 © The HR Chally Group
Best Practices Best Practice: Deploy Your Resources Wisely Across Market Segments BEST PRACTICE: DEPLOY YOUR RESOURCES WISELY ACROSS SEGMENTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE HIGH VALUE HIGH VALUE SALES RESOURCE CUSTOMERS SALES CUSTOMERS FORCE LOW VALUE LOW VALUE SALES RESOURCE CUSTOMERS NO VALUE NO RESOURCE CUSTOMERS WORLD CLASS SALES FORCES INDENTIFY THE VALUE OF THEIR CUSTOMERS AND ALLOCATE THEIR RESOURCES ACCORDINGLY N ot all customers are created equal. or other similar means, companies can As the saying goes, “If you’re treat- guide their sales force to the customers ing your best customers the same as your they desire, and then collect information worst, then you’re doing a disservice to to measure their compliance. By simply your best customers.” Most executives managing their salespeople’s effort, a would agree that the best customers are company can make a lot of headway the ones that produce the most profits toward better allocating their resources. for their company, but their sales forces do not always behave in that way. Left Sales executives may also attack these to their own devices, salespeople choose issues structurally by installing separate their ‘best’ customers based on a number sales forces to pursue different market of criteria: size, ease of access, friendli- segments. A common strategy is to use ness, geographic convenience, product lower cost channels such as telesales to mix, familiarity, and so on. In reality, serve lower profit market segments, while salespeople do not always spend their maintaining an outside sales force for high precious time with their most profitable profit customers. By building the coverage customers. model into an organizational framework, management avoids the inherent messi- World class sales forces take control of this ness of trying to make a single sales force issue by directing their salespeople toward serve multiple segments in completely the right customers. Through account different ways. planning processes, managerial oversight, © The HR Chally Group Page 65
Best Practices Case Study At Insight, the profitability of clients is largely determined by the number of ‘seats’ or computers that a client maintains. Subsequently, they have made the strategic decision to field two separate sales forces to serve two market segments with differing profitability. Clients with over 2500 seats are served by their Enterprise sales force. This sales force is staffed primarily with outside salespeople who are supported by additional inside sales resources. Clients with fewer than 2500 seats are served by their SMB sales force. This sales force is staffed primarily with a telesales team and a modest level of field support. By providing the larger clients with a more personalized (and expensive) coverage model, they are treating their best the best, while maximizing their profit opportunity. Page 66 © The HR Chally Group
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Benchmark 5: Sales Processes
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Best Practices Benchmark 5: Sales Processes Objective: ing (BPR) and total quality management (TQM) movements passed right through Design and implement formal sales the world without leaving a mark on the processes that 1) inform your sales force sales force. of the way you want them to sell, 2) provide sales management with a framework from Perhaps Sales Process owes its recent which to manage, and 3) enable measure- ascension, ironically, to the widespread ment and continuous improvement of the adoption of Customer Relationship sales force’s performance Management and Sales Force Automa- tion technology. After years of expensive, chaotic software implementations, sales A Perspective: executives are finally clueing in to the fact that without fundamental business 2006 is the first year that Sales Process processes underpinning their information has stood alone in the Benchmarks of our systems, they have invested enormously World Class Sales Force research. This in what are essentially large databases is not to imply that good sales process- with input screens and output reports. By es have not always been critical to the adding the proper milestones, workflow, success of any sales force, but Process has and business logic to the systems, sales only recently come into sharp focus as key managers can actually bring order to the sales issue on its own merit. In fact, the chaos and begin to proactively manage sales function is probably the last remain- their productivity like manufacturing has ing part of an organization to recognize the for decades. importance of thoughtful process design. In this year’s research, we finally observed Manufacturing was certainly the first an outright obsession with implementing organizational function to understand and managing formal business processes the importance of having orderly, repeat- in sales organizations. (In fact, we have able, measurable tasks. Then accounting, even begun to encounter Vice Presidents of finance, marketing, and recently human Sales Process in many major companies.) resources came to see the light. Sales Executives we interviewed highlighted has remained the sole holdout in adopt- their sales processes, pointed to their ing formalized processes as a way to major milestones in their sales funnels, pursue operational excellence. Somehow, defined their key performance metrics, the entire business process reengineer- and discussed how their processes influ- © The HR Chally Group Page 71
Best Practices ence everything from selling, to coaching, So world class sales forces are focus- to managing, to measuring and reward- ing on sales processes for the first time ing. Process discipline, it would seem, has in earnest. They have the motive, they found its way to Sales. have the capability, and they are making it happen. Looking forward, we expect that World class sales forces have come to formal sales processes will continue to rise acknowledge two key truths that now in stature, as the performance gap widens usher in the era of sales process. First, between those who have them and those Sales is no longer the domain of individual- who do not. ist mavericks who succeed through inher- ent personal ability and brute force of will. Professional selling is a highly complex affair that involves the participation of many team contributors. Long, extended sales cycles now commonly involve roles such as inside salespeople, major account managers, technical specialists, business partners, customer service, and other various resources. Explicitly defining the responsibilities of each and coordinating customer touch points is impossible to accomplish without a structured process to assign ownership and timing to the tasks. A second truth is that senior executives are now demanding accountability from all of the functions inside their companies, and Sales is not excluded. Sales can no longer remain the black box that it has been to CEOs, most of whom have no front-line sales experience.5 Consequently, the pres- sure to perform is increasing, and average tenure of Chief Sales Officers is falling. In 2004, the average tenure of a CSO had fallen to just over 23 months.6 Sales executives are no longer satisfied to wait and see how their sales force is perform- ing, they want to manage it. This desire to manage, coupled with the information technology to collect and report data, has driven sales management to take control of their sales forces. But you can’t manage what you can’t measure, and you can’t measure without formal processes. 5 Research done by State Farm in 2006 identified only 15 of the Fortune 500 CEOs as having had front-line sales experience. 6 Jim Dickie, CSO Insights Page 72 © The HR Chally Group
Best Practices Best Practice: Formalize the Way You Sell BEST PRACTICE: FORMALIZE THE WAY YOU SELL TYPICAL SALES FORCE WORLD CLASS SALES FORCE SALES SALES LEADS LEADS TASK TASK TASK TASK 1 2 3 4 WORLD CLASS SALES FORCES FORMALLY DEFINE THEIR SALES PROCESSES TO REMOVE THE MYSTERY OF SUCCESSFUL SELLING I n the old world of selling, a salesperson departed the office in the morning and hopefully returned in the afternoon with scale its sales force by teaching its sales- people how to succeed. newly signed contracts in their briefcase. Second, with no process steps or mile- As long as the contracts kept coming in, stones, it is impossible to measure and what happened between the salesperson’s manage the improvement of the sales departure and their return was of little force. If all a sales manager knows is the consequence. While this mode of selling number of people who departed in the was once an acceptable way of life, it has morning and the number of contracts that fallen out of favor with sales management retuned in the afternoon, there is no way for at least two good reasons. to identify opportunities for improvement. Formal sales processes are required to First, this is not a teachable, repeatable measure and manage a sales force. way to sell. Consequently, it cannot be leveraged across a sales force or used to World class sales organizations understand train new salespeople when they come this and strive to develop standard operat- onboard. If sales management has no ing procedures for their people to follow. definition of how they want their sales- This allows them to build a sales force of people to sell, then their only means of predictably good sellers, and to employ improvement is to fire the least productive TQM-type analyses to pinpoint problems salespeople and roll the dice on the next. and track improvements. Formal sales processes allow a company to © The HR Chally Group Page 73
Best Practices Case Study Global Imaging is a diversified and geographically dispersed company that relies on formal processes to inform their salespeople of the right things to do. To propagate the sales processes and to leverage them across their company, they document their processes and embed them in tools that the sales force can use as points of reference. Dan Cooper, SVP of Sales describes one such tool: “We have what we call a sales playbook. One of our companies kind of got tired of each one of their sales reps asking those nagging questions. ‘What is my job description? What do I do from day to day? How does my comp work? How does pricing work? Who is on the inside of the organization? How do I cross-sell with other parts of our organization?’ All of that detail is inside of our playbook. It is sort of like you are going to go play in the NFL – You have to have a playbook on how you are going to go about your business. Everything for our company is inside of that playbook.” Page 74 © The HR Chally Group
Best Practices Best Practice: Sell How Your Customers Buy BEST PRACTICE: SELL HOW YOUR CUSTOMERS BUY Typical BUYER STEP 1 STEP 2 STEP 3 STEP 4 Sales Force SELLER TASK TASK TASK 1 2 3 World BUYER STEP 1 STEP 2 STEP 3 STEP 4 Class Sales Force SELLER TASK TASK TASK TASK 1 2 3 4 WORLD CLASS SALES FORCES MIRROR THE WAY THEIR CUSTOMERS BUY SO THE BUYING AND SELLING CYCLES WORK IN LOCK STEP U ltimately, it is the customer who decides whether or not a salesper- son gets the sale. They usually award people, at the wrong time, with the wrong message. Inappropriate sales processes probably kill more sales than sales manag- the prize to the salesperson who has been ers will ever know. there with them during every step of their buying cycle, meeting customer need When formalizing sales processes, world after customer need by presenting the class sales forces view their actions from right information at the right time. To win the customer’s perspective. They design a sale then, a salesperson’s sales process a way of selling that is reflective of the must match perfectly with the customer’s way their customer buys, not just the way buying process. The two should be mirror they want to sell. The deck is therefore images. stacked in their favor when they compete with other salespeople who are making it All too often, though, sales forces define up as they go along. their sales processes from their own perspective, not the customer’s. This puts them at risk of calling on the wrong © The HR Chally Group Page 75
Best Practices Case Study Corporate Express sells office products in a business-to-business environment. Selling to large, geographically-dispersed customers, they need to have a two-level sales process. Their customers’ centralized purchasing department will typically first approve the ‘purchase’ of their products, but end-users in the customers’ local offices will actually order and receive the goods. They have accordingly designed a sales process that accommodates this unique two-step purchasing behavior. VP of Sales Operations and Training, Donna Walker, describes their process: “We start with the customer. Our value proposition involves really surrounding our customers with valued-added contacts. We developed what we call the Integrated Selling Teams back in 2004. This essentially pairs an outside rep with inside sales reps. How that works with our customers is that the outside reps will call on the main buyers of a customer while the inside rep, who is their partner, calls on the end-user contacts. Many of our large customers have many, many buyers. It really is that team approach that gives the customer a lot of comfort and the fact that they can reach a rep at any given time.” Page 76 © The HR Chally Group
Best Practices Best Practice: Clearly Define Your Selling Roles BEST PRACTICE: CLEARLY DEFINE SELLING ROLES GENERATE QUALIFY CONDUCT NEGOTIATE / TSF LEAD LEAD DEMO CLOSE ROLE 1 ROLE 2 ROLE 3 GENERATE QUALIFY CONDUCT NEGOTIATE / WCSF LEAD LEAD DEMO CLOSE ROLE 1 ROLE 2 ROLE 3 WORLD CLASS SALES FORCES EXPLICITLY DEFINE THEIR SELLING RULES TO AVOID CUSTOMER CONFUSION AND INTERNAL FRICTION T he tasks of selling are becoming more complicated. Particularly in a busi- ness-to-business environment, any given World class sales forces that engage in complex, team sales are careful to have clearly defined the roles and responsi- sale may involve interactions with several bilities for each and every team member. different buyer types, such as an end-user, This helps to ensure that the customer’s CFO, business unit leader, etc. To address buying needs are being met by the proper this reality, sales forces have been required type of seller, so they can proceed through to bring several corresponding seller types their buying process without delay or frus- into these pursuits, such as an account tration. It also avoids internal friction manager, technical specialist, financial among the sellers, which lets sales execu- analyst, and others. This team approach tives manage instead of playing the role of to selling is very powerful, but it presents arbitrator. formidable challenges in coordinating the participants to avoid overlapping tasks or leaving tasks unattended. © The HR Chally Group Page 77
Best Practices Case Study Insight’s Enterprise Sales Force has several selling roles with differing responsibilities at various steps in the sales cycle. They have a New Business sales team whose primary task is to break into new accounts. The process is kicked off by telemarketers who prospect by phone and set appointments with interested buyers. A Business Development Manager then meets face-to-face with the prospect to qualify the opportunity and to close the deal. As soon as the deal nears completion, the New Business team’s involvement is completed. Once there is a high-potential prospect, a second sales team takes over the account. A Client Sales Executive now becomes the ‘quarterback’ for the account and is responsible for developing strategies to further grow the account. A Client Service Representative works in support to ensure that the procurement personnel receive the appropriate level of attention. Finally, there is an Inside Sales Rep who additionally contacts the client in an effort to up-sell and cross-sell other products and services to the client. Each of these roles is very clearly defined, with different expectations, different performance measurements, and different compensation plans. Page 78 © The HR Chally Group
Best Practices Best Practice: Measure and Manage Inside the Pipeline BEST PRACTICE: MEASURE AND MANAGE INSIDE THE PIPELINE TYPICAL SALES FORCE WORLD CLASS SALES FORCE Losses Wins / Losses Wins / Leads TASK 1 TASK 2 TASK 3 Leads Key Milestones Performance % % % Metrics Advancing Advancing Advancing WORLD CLASS SALES FORCES MONITOR THE PROGRESS OF LEADS THROUGH THE PIPELINE TO PINPOINT OPPORTUNITIES FOR IMPROVEMENT O ne of the primary reasons to imple- ment formal sales processes is to enable the measurement and manage- World class sales forces measure not only the inputs and outputs to the sales process, but they also measure within ment of the sales force. In the evolution of it. The truly insightful information that sales force metrics, companies common- a sales manager should study is what ly follow a similar path. First and most goes on inside the pipeline. Where are obvious, sales managers track the volume the leads getting stuck? Where are they sales. This is basically the output of the falling out? How can the trouble spots sales process, which is only somewhat be improved to improve boost the overall useful as a management tool. Second win rate? These are the questions that a and also obvious, managers begin to track formal sales process allows you to answer, the number of sales calls to measure the which in turn allows you to predictably salespeople’s activity. This is the input to improve sales force productivity. the sales process, which is slightly more insightful than the output, but still is of limited use in improving the effectiveness of a sales force. © The HR Chally Group Page 79
Best Practices Case Study Global Imaging uses a formal process called STAMP, Sales Tracking Activity Management Program, to help its salespeople set their sales objectives and then back into the volume and types of activities they must undertake to achieve their goals. This program is the primary means for sales managers to measure, monitor, and coach their salespeople on a weekly basis. Dan Cooper, SVP of Sales, explains how the process is used to manage within the pipeline: “One of the things we do is track a lot of our activity. We call it our STAMP program, and it focuses on how many cold calls our people make, the number of appointments, the number of proposals, the number of demos, the amount of follow-up, and where they are in their sales cycle that we are managing. It also has our sales funnel defined inside of there. We have a certain amount of revenue that we want each rep to have in their 30, 60, and 90 day cycles. If they do not have enough revenue predicted to close in each of those buckets, then we know that they have to go out and do some more work.” Page 80 © The HR Chally Group
Best Practices Best Practice: Share Best Practices BEST PRACTICE: SHARE BEST PRACTICES TYPICAL SALES FORCE WORLD CLASS SALES FORCE # OF SALESPEO PLE # OF SALESPEOPLE PERFORMANCE PERFORMANCE PERFORMANCE WORLD CLASS SALES FORCES ISOLATE THE BEST PRACTICES OF TOP PERFORMERS AND USE THEM TO IMPROVE THE PERFORMANCE OF THE ENTIRE SALES FORCE O nce a sales force has a formalized sales process in place and a good set of metrics to measure individual sales- superior performance in specific areas of your sales process. These are the best practices that you can explore and then person performance, management is in turn into training topics and coaching a position to identify areas of weakness points for the rest of the salespeople. By and strength in each of their people. The uncovering one salesperson’s strength and areas of weakness are opportunities for applying it to another salesperson’s weak- improvement. These are the spots where ness, you begin to lead your sales force increased productivity will be found, so step by step toward consistently improved these are critically important to isolate. performance. The areas of strength are equally as impor- tant, though, because they indicate where salespeople have unlocked the secrets to © The HR Chally Group Page 81
Best Practices Case Study Global Imaging owns 20 independent businesses across North America, and each is managed on a local basis. They view these locally managed businesses as breeding grounds for best practices to be collected and shared across all of Global Imaging. To take advantage of this unique opportunity, they track 52 specific performance metrics that span sales, service, and operations in each company. By continually comparing the performance of the 20 businesses across these 52 benchmarks, they are able to isolate areas of strength and weakness and to exploit the strengths as transferable best practices. Dan Cooper, SVP of Sales explains: “Global has a benchmarking process that we put together, and it really is a cornerstone of performance improvement inside of the company. It is a stack ranking that we publish every month, and it goes to every single one of our core companies. It is shared with all of our employees. It talks about things like: What are the average sales for our reps? What is the average response time in servicing our customers? We know where every company ranks in each area, so when we know where to look inside our company if we are struggling with something. If you are number 20, there are 19 folks in front of you who are obviously doing something better in the benchmarks. It is very easy for you to pick up the phone and talk to them about what they are doing and to see how you can implement that inside of your business.” Page 82 © The HR Chally Group
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Benchmark 6: Information Technology
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Best Practices Benchmark 6: Information Technology Objective: its role in facilitating another existing busi- ness process – reproducing printed mate- Design and implement information tech- rials. nology that supports and improves the way salespeople sell and customers buy But the IT revolution of the late 20th century put ‘tools’ in a completely different light. Companies often want information A Perspective: technology to not just improve the way they do business; they expect it to trans- Information technology has been the most form the way they do business. Perhaps notable addition to the business landscape because of the large financial investment in the last 30 years. From the vexing ‘dumb involved, sales executives want technol- terminals’ of the 1970’s to the ‘PC on every ogy to be the ‘silver bullet’ that will kill all desktop’ of Bill Gates’ dreams, computers of the demons lurking in the sales force. and their supporting infrastructure have No doubt, these high expectations are one come to permeate every aspect of busi- reason that legions of CRM systems have ness in the 21st century. Their impact on failed to deliver their anticipated results. the productivity of the workforce cannot In the end, it is better to view informa- be overstated, and they have played a tion technology as an enabler of business, leading role in the economic expansion rather than as a transformer of it. that has accompanied their arrival. Leading sales forces tend to agree. They Businesses, though, have struggled to understand that, with rare exception, keep the role of information technology in sellers cannot alter the way their custom- perspective. Like others before it, comput- ers want to buy. Successful selling is ers are simply another (albeit dramatically determined by the salesperson’s ability to more powerful) tool to improve the opera- satisfy their buyer’s needs at every step tions of a company. When the cash regis- of the buying process, regardless of what ter entered the market in the late 19th tools support them. They focus first on century, store owners understood its role determining how they need to do business in adding accuracy and control to an exist- and then purchase information technology ing business process – calculating and to play a supporting role. collecting store receipts. When the plain paper copier was introduced in the mid- That is not to say, though, that world class 20th century, businesses quickly grasped sales forces shun technology in favor of © The HR Chally Group Page 87
Best Practices manual processes. To the contrary, these In sum, information technology is one of sales forces invest heavily in software and the most powerful tools that sales forces infrastructure to improve their salespeo- possess. Designed and implemented ple’s efficiency and effectiveness. They properly, it can dramatically improve their do spend millions on CRM systems, and salespeople’s productivity and substantial- they do depend on information systems to ly influence their customers’ buying expe- connect and align the far-flung resources rience. Sales and IT executives need to of their organization. Without superior be diligent, though, in how they use infor- technology, these sales forces would not mation technology to ensure that they are be able to provide the levels of person- working with the needs of the buyers and alization, attentiveness, and consistency sellers, not against them. that make them world class in the eyes of their customers. Page 88 © The HR Chally Group
Best Practices Best Practice: Customize Technology to Your Business, Not Vice Versa BEST PRACTICE: CUSTOMIZE TECHNOLOGY TO YOUR BUSINESS, NOT VICE VERSA TYPICAL SALES FORCE WORLD CLASS SALES FORCE Customized Business Processes OUT OF THE BOX OUT OF THE BOX ? SALES PROCESSES “What functionality SOFTWARE do we need to support this?” WORLD CLASS SALES FORCES BEGIN BY DESIGNING THE PROCESS THEY NEED TO SUCCEED, AND THEN THEY DEVELOP INFORMATION TECHNOLOGY TO ENABLE THE TASKS A s we have said many times, sales forces must tailor the way they sell to the way their customers buy. Their busi- process to avoid the investment of tailoring their software to the way they need to do business. Executives will often argue that ness processes should be highly custom- best-in-class software has ‘best practices ized to accomplish their specific sales sales processes’ built into it, but there is objectives and consequently will vary from no such thing as a best practice process organization to organization. Technology – only generic practice software. then should be designed to support these unique business processes in a way that World class sales forces understand that makes them more efficient or enables technology is only an enabler of good more effective measurement and manage- selling, not a means to good selling. ment of the sales processes. They begin with their sales processes and develop their software around them. In However, when confronted with the pros- doing so, leading companies preserve their pect of spending vast sums of money to ability to meet their customers’ buying customize their CRM software, sales forces processes with appropriately respon- often choose to bend their processes to sive selling processes, and they achieve accommodate the ‘out-of-the-box’ func- the improved efficiencies, reporting, and tionality of the software package. Effec- tracking capabilities that good software tively, they implement a generic sales implementations can afford. © The HR Chally Group Page 89
Best Practices Case Study In 2004, Corporate Express began to implement Salesforce.com to support its sales force. From the beginning, Corporate Express needed to retain its existing sales processes that spanned several selling roles – Inside salespeople to generate leads, outside salespeople to close the sales, more outside salespeople to manage the relationship, and centralized customer care reps to provide after sales support. Says Donna Walker, VP of Sales Operations and Training, “Corporate Express customized all of our sales processes, and then we matched them in Salesforce.com.” Their commitment to customization is highlighted by the fact that they hired a team of internal software developers (not external consultants) to begin mapping the technology to their business model. The result is a software implementation that provides seamless information flow between the various stakeholders in the sales process. They also developed in Salesforce.com several customized reports, tools, and other functionality to support the way their salespeople do business. In short, Corporate Express did not use Salesforce.com as a process improvement tool, they used it as a process enablement tool. Page 90 © The HR Chally Group
Best Practices Best Practice: Avoid ‘Big Bang’ System Development BEST PRACTICE: AVOID BIG BANG SYSTEM DEVELOPMENT TYPICAL SALES FORCE MASSIVE REQUIREMENTS MASSIVE PROGRAMMING MASSIVELY DISRUPTIVE DEVELOPMENT PROJECT EFFORT IMPLEMENTATION NEED FOR FUNCTIONALITY RECEIPT OF FUNCTIONALITY YEARS WORLD CLASS SALES FORCE NEED FOR FUNCTIONALITY INCREMENTAL RAPID ADOPTION SOFTWARE DEVELOPMENT WORLD CLASS SALES FORCES SHY AWAY FROM LARGE-SCALE CRM PROJECTS IN FAVOR OF MORE ORGANIC INFORMATION TECHNOLOGY DEVELOPMENT © The HR Chally Group Page 91
Best Practices W e have all heard the horror stories of botched CRM implementations, as well as the statistics that the major- too expensive for their tastes. Several of this year’s winners, in fact, employ no household-name software packages. ity of such systems fall short of expec- Rather, they developed their technology tations. One could argue that the sheer infrastructure incrementally over time, as scale of these multi-year, multi-million their salespeople or customers demanded dollar development efforts dooms them it. This organic system development strat- to fail. These mega-systems expand in egy enables quick adoption of technol- complexity and broaden in scope until the ogy, since it is meted out in manageable change management challenges alone are chunks and is created in direct response too much for a sales force to handle. Most to their sales force’s needs. While it is sales forces operate in a fast-paced, high- initially counterintuitive that such a reac- energy environment, so protracted soft- tive posture can produce better technolo- ware development odysseys tend to wear gy than more deliberate, proactive efforts, them down faster than other parts of the it is wholly pursuant to the philosophy that organization. technology should support the business, not vice versa. World class companies do not necessarily favor massive technology projects. Such ‘big bang’ system development efforts can be too disruptive for their salespeople and Page 92 © The HR Chally Group
Best Practices Case Study Applied Industrial Technologies is a $2 billion company with no CRM package. According to their CIO, Jim Hopper, “We never implemented any packaged systems, because they weren’t architected the way we do business. We never pushed anything on our salespeople, we just responded to their requests for additional functionality. Really, what started out as a series of ‘quick fixes’ ended up being full-blown systems.” In fact, their primary form of customer information sharing is a highly-evolved enterprise e-mail system that has been customized with functionality to support their business. According to Ted Carl, VP of Strategic Accounts, “We do not have a CRM system. We have talked about it many, many times. We have a very effective e-mail system. If any salesperson or manager at any level touches a particular customer, we can send e-mail directly to that group of individuals through our e-mail system. We communicate very effectively, and it is done with the push of a button. It is all connected through account numbers and so on, and it gives us the ability to roll up the [Documented Value Added®] process, to share that across the sales force, and to view what other people are doing.” © The HR Chally Group Page 93
Best Practices Best Practice: Make IT Valuable for the Salesperson … And the Customer BEST PRACTICE: MAKE I.T. VALUABLE FOR THE SALESPERSON ... AND CUSTOMER TYPICAL SALES FORCE WORLD CLASS SALES FORCE EXECUTIVES EXECUTIVES TOP DOWN BOTTOM UP MANAGERS JUSTIFICATION MANAGERS JUSTIFICATION FOR INFORMATION FOR INFORMATION TECHNOLOGY TECHNOLOGY SALESPEOPLE SALESPEOPLE CUSTOMERS CUSTOMERS WORLD CLASS SALES FORCES FOCUS ON INFORMATION TECHNOLOGY THAT WILL IMPROVE THEIR SALESPEOPLE’S LIVES AND THEIR CUSTOMERS’ EXPERIENCE A ll too often, technology is implement- ed for the primary benefit of sales management. Key selling points of CRM forces in our study. When technology is, in fact, designed around the way salespeo- ple sell, it is readily adopted and routinely packages are to enable the reporting of used. Examples of such technology that sales activity and forecasting, not to make can be integrated with a CRM package the salesperson’s life easier or to help are pricing tools, ROI calculators, product them create more value for their custom- configurators, proposal templates, refer- ers. This is the primary reason that soft- ral letters, customer reports, e-mail capa- ware packages suffer such low adoption bilities, and other features that automate rates – There is simply nothing in it for the or improve processes salespeople would salesperson. otherwise perform manually. Focusing technology on the salesperson rather than However, technology can play a valuable sales management can lead to improved role in improving the life of a salesperson, sales force capabilities and better custom- as demonstrated by the world class sales er experiences. Page 94 © The HR Chally Group
Best Practices Case Study Corporate Express created an online environment in Salesforce.com that provides its sales force with tools to support the critical selling activities they perform each day. Foremost, there are tools designed to improve the sales force’s productivity. These are capabilities like research tools to access customers’ company data, a repository of commonly used business forms, a battery of sales funnel and activity reports, online training modules, and other functionality that streamlines their non-customer-facing tasks. Additionally, Corporate Express provided the sales force with customer-facing tools such as a database of customer reference letters, the ability to generate customized flyers and e-mails, an online store of marketing merchandise, and host of formatted documents for distribution to their customers. This comprehensive ‘CE Toolkit’ is a resource that not only benefits the salesperson, but also their customers. © The HR Chally Group Page 95
Benchmark 7: Organizational Integration
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Best Practices Benchmark 7: Organizational Integration Objective: has existed over time between Sales and Marketing. These two functions that are Leverage the capabilities of other organi- so aligned in their ultimate objective (i.e., zational functions to maximize the produc- to acquire and retain profitable custom- tivity of the sales force ers) seemed to have bickered back and forth since the beginning of time. Market- ing accused Sales of failing to execute on A Perspective: their elegantly designed market strate- gies, while Sales accused Marketing of Like Sales Process, Organizational Inte- sitting in an ivory tower unaware of the gration is a new World Class Sales Force real-world challenges they faced in the Benchmark in 2006. This trend has been field. It appeared for decades as though growing for many years, and it has finally the siblings would never move beyond emerged as a substantial contributor to their distrust of one another. peak performance in our research of top sales organizations. Therefore, we intro- The icy relationship between Sales and duce it here and expect that the ground- Marketing has now warmed in most top swell will become increasingly pronounced organizations we observe. In part, this as more sales forces realize the potential improved relationship has been driven by business partners that they have residing Sales’ adoption of concepts like custom- within their own companies. er segmentation and value propositions, which were traditionally in Marketing’s Looking back in time, it is fair to say that the realm. Similarly, Marketing has come sales function operated as a stand-alone under pressure from executives to demon- entity for many years. As mentioned in strate their ability to drive revenue growth, our discussion of Sales Process, the sales traditionally a metric directly attributable force has always been a bit of a mystery to Sales. These trends, along with the to the rest of the organization. Whether implementation of CRM to improve the because of the widely dispersed footprint sharing of information, have contributed of most sales forces or perhaps the rene- to Sales’ and Marketing’s decision to join gade image of the salespeople as individu- forces. alists, Sales has stood alone and frankly never seemed to mind. Marketing is not the only corporate func- tion that has begun to integrate itself The most classic example of the sales with Sales, though. With the introduction force being at odds with other business of technology like Sales Force Automa- functions is the tenuous relationship that © The HR Chally Group Page 99
Best Practices tion (SFA) in the 1990’s, Sales has come ence. HR and Training departments regu- to depend heavily on the IT department larly meet with sales to review the tracking for its mission-critical tools. And as the associated with the efficiency and effec- demand for talented professional sales- tiveness of the selection, onboarding, and people has come to outstrip supply, Sales retention processes for customer-inter- has also developed an intimate relation- facing personnel. IT professionals design ship with Human Resources to help them and develop tools through extensive field identify, hire, retain, and develop world study and user input so that the result- class sellers and managers. ing automated processes reduce workload and come across as intuitive and user- The willingness of various departments friendly. within the world class sales companies to link with the sales leaders specifically The boundaries between functions blur to work on common initiatives seems to as more initiatives are collaborative from be a direct outcome of progress in build- onset to completion rather than a series of ing a customer-driven culture. Managers sequential outcomes managed separately and individual contributors throughout the within each function. “Team” becomes an organization start to judge the value of their adjective attached to the core values of contribution by its impact on both internal the total organization, and it is not just and external customers. When a common politically correct corporate speak. external objective becomes the focus, intra-political positioning begins to dimin- In short, leading sales forces no longer ish in favor of the “bonding” impetus from view themselves as self-contained enti- all parties facing a common “enemy,” such ties with all of their required support func- as customer dissatisfaction or the compe- tions within. Their sales executives have tition. The constant refocus of attention on purposefully narrowed their scope so they the external goal of delighting customers, can concentrate on what they do best and surpassing competitors creates an – Adding value through personal interac- enthusiasm and project momentum that tions with their customers. Marketing, IT, usually dwarfs all but the most imbedded HR, and other corporate peers are more turf issues. In addition, recognition and capable in their areas of expertise, and even key compensation elements that are they are being called on to support Sales in geared to broader company goals tend to meaningful ways. The more tightly Sales melt the functional silos that occur in most can integrate itself with other parts of “traditional” organizations. the organization, the more leverage they will have to ratchet up their own perfor- The incidence of cross-functional meetings mance. increases. Operations meetings routinely include Customer Service reps and have salespeople participating by teleconfer- Page 100 © The HR Chally Group
Best Practices Best Practice: Request Dedicated Functional Resources to Support the Sales Force BEST PRACTICE: REQUEST DEDICATED FUNCTIONAL RESOURCES TO SUPPORT THE SALES FORCE TYPICAL SALES FORCE WORLD CLASS SALES FORCE MARKETING IT MARKETING IT SALES MKTG IT FORCE SALES FORCE OTHER HR HR FINANCE / HR OTHER WORLD CLASS SALES FORCES BRING OTHER FUNCTIONS INSIDE THEIR ORGANIZATION TO LEARN THEIR BUSINESS AND BETTER SERVE THEIR NEEDS R esearch shows that the primary reason sales executives do not seek support from other corporate functions is that they World class sales forces overcome this hurdle by requesting dedicated resources from other functional areas to support do not believe other functions understand them. Often called ‘business partners’, their business well enough to provide any these are professionals from IT, HR, value.7 Whether or not sales executives Marketing, or other departments who view underestimate the ability of other func- Sales as their customers. Accordingly, tions to learn the ways of Sales, there is they commit themselves to understanding certainly some truth to this sentiment. the business of Sales. They attend sales The sales force is unlike any other function meetings, they ride along with salespeople, in an organization, and people who have they collocate in sales offices, they collab- spent their careers in IT, HR, or Marketing orate to set mutual objectives … In other cannot be expected to walk into a sales words, they integrate with the sales force. force with a lucid understanding of its inner In doing so, they gain tactical insight into workings. (Nor could a salesperson walk the sales function and can better partner into their departments and engage them with Sales to create mutual value. in substantive business conversations.) 7 How HR Can Become a Strategic Partner of Sales, Mercer Human Resource Consulting LL, 2007. © The HR Chally Group Page 101
Best Practices Case Study Like most other companies, Insight’s sales force used to operate as a virtual silo within the company. But as the company and its leadership have evolved over time, functions like Human Resources and Marketing are playing larger and larger roles in the sales force’s ongoing improvement efforts. Ultimately, these other corporate functions have dedicated many resources to supporting Sales in one way or another. Acting as internal business partners, they have helped affect significant change in the sales force. One such example is the TAP program designed by Julie Dervin’s Learning and Development group. This was a major sales force initiative that has changed the complexion of Insight’s SMB sales force by reducing attrition and improving skills. Julie comments that, “HR and others have worked hard to become more like business partners with Sales. We spent a lot of time getting to know their people and understanding their business. Now that we’ve proven our value to Sales, they are asking us to do more and more to help them.” “At Applied Industrial Technologies, the IT Department has the same kind of sales focus as the field,” according to Jim Hopper, VP of IT. They write custom code to integrate diverse systems so the company can respond to customer needs and do effective data warehousing to ensure product availability. They prefer building a system that fits their way of doing business for the customer rather than using commercial applications that would force them to make concessions that might negatively impact customers. There has been a concerted effort to break down any barriers between departments so they can share data effectively. The crowning glory of this initiative has been the in-house production of the massive product catalogues through the combined efforts of Sales, Marketing, and IT. These catalogues are customer-friendly with full color photos and cross-references to allow even the uninitiated to find the parts they need for their machinery. Page 102 © The HR Chally Group
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Appendices
Appendix Benchmark Survey Interview Questionnaire 1. What industry(s) do you consider your company or division to be part of? 2. Which suppliers do you personally deal with most often? 3. Which is your primary supplier? 4. How long have they been your primary supplier? 5. What is the percent likelihood they will remain your primary supplier for the foreseeable future? 6. What products or services do you purchase from each supplier? 7. Is the supplier a manufacturer or distributor? 8. What percentage of your purchases do you buy from each supplier? For the following company factors, rate each supplier on a scale of Excellent, Very Good, Good, Average, or Poor: • Provides a quality product/service • Ability to provide a total solution • Competitive price • Provides Effective Customer Service • Overall Satisfaction with Supplier 9. Does a field salesperson call on you? 10. Does an inside salesperson call on you? 11. What is the inside salesperson’s name? 12. What percent of orders is placed in-person? 13. What percent of orders is placed online? 14. What percent of orders is placed by telephone? 15. What percent of orders is placed by facsimile? 16. What percent of orders is placed by email? 17. What percent of orders is placed by EDI? (Electronic Data Interchange) 18. How often are you involved in the purchase of individual products or services from each supplier? Page 106 © The HR Chally Group
Appendix For the following sales factors, rate each supplier’s Sales Representative on a scale of Excellent, Very Good, Good, Average, or Poor: • Personally manages my satisfaction • Understands customer’s business • Acts as a customer advocate • Knowledgeable of applications/products/services • Easily accessible • Solves problems • Innovative in responding to customer needs • Responsiveness • Ability to keep customer up-to-date • Provides technical support • Overall Satisfaction with the Sales Representative 19. Would you consider any of these sales efforts to be World Class? 20. If you consider any of these sales efforts to be World Class, which one(s)? 21. Why is their sales effort so much better than the rest? 22. Do you keep any formal measures of supplier or salesperson performance? 23. If you keep any formal measures of supplier or salesperson performance, please describe. 24. How many total employees does your company have? 25. How many employees are in the division or portion of the company affected by your purchases? 26. Are these purchases for your location only or multiple sites? © The HR Chally Group Page 107
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Customers Interviewed for Research
Appendix Company Title 1st Foursquare Church Van Nuys. ....................................................................Senior Technical Associate 1st Franklin Financial Corporation. .....................................................Training and Development Specialist 21st Century Oncology Inc................................................................. Senior Software Engineer Manager 31-W Insulation Co Inc..................................................................................... Transportation Manager 3-G Construction. ............................................................................................................. IT Manager . 3KB Transportation Inc........................................................................................Information Specialist 3V Inc............................................................................................................................. IT Manager 4 Star Electronics, Inc.. ..................................................................... Manager, Shipping and Warehouse . 7-Eleven, Inc.. ............................................................................................... Procurement/Purchasing . 7-Eleven, Inc.. ...................................................................................................Procurement Manager . 84 Lumber Co. ..................................................................................................... Purchasing Manager . A & E Products Co. LP................................................ Administrative Assistant for Technology Department A & H Vinyl Packaging. .............................................................................................. Purchasing Agent . A H Entertainers Inc....................................................................................................... IS Supervisor A J Merrick Manor................................................................................................. Telecomm Executive A O Fox Memorial Hospital Nursing.................................................. Secretary and Materials Management A Plus International Inc.. .............................................................................................MIS Coordinator . A Plus International Inc.. ................................................................................................................... . A T Wall Co.............................................................................................................. Purchasing Agent A. B. Boyd Company. .......................................................................................................Maintenance . A2D Technologies. ............................................................................................ Senior Systems Analyst AA Electrics Inc.. .............................................................................................................. IS Manager . AA Electrics Inc.. .............................................................................................................. IS Manager . AAA.................................................................................................................... Purchasing Manager . AAA Miami Valley......................................................................................... Network Systems Manager Aames Investment Corporation....................................... Executive Vice President & Chief Financial Officer AAON Inc.. ............................................................................................................... Purchasing Agent AAP St Mary’s Corporation. ............................................................................................... Senior Buyer Aaron Rents Inc................................................................................................. Treasury Management AB&T Sales Corporation................................................................................................ Office Manager ABB Inc......................................................................................................................... Senior Buyer Abbey Press................................................................................................... Lead Operations Analyst Abbey Press.....................................................................................Lead Operations Analyst (Telecom) Abbott, Simses & Kuchler............................................................................................General Manager ABC Packaging Machine Corporation.................................................................................... IT Manager ABD Insurance & Financial Services.................................................................... Assistant Vice President Abdo Eick & Meyers LLP........................................................................ Audit Manager of IT Department ABM Janitorial Service......................................................................................Administrative Assistant . ABT Electronics......................................................................................................... Purchasing Agent Academy for Educational Development.. .................................................................. Purchasing Manager . Acadian PC Network Services. .................................................................................................... Owner ACBL....................................................................................................................................... Buyer Access Control Technologies.................................................................................... Project Coordinator Accessline Communications........................................................... Director of Technology and Operations ACCLAIM Charter School............................................................................................... Office Manager Accredited Home Lenders Inc.. .................................................................................Facilities Purchaser . Accredited Home Lenders Inc.. ................................................................. Telecommunications Specialist . Accu Therm Inc................................................................................................................ IT Manager Accurate Heating Cooling.................................................................................................... IS Director Accurate Products Manufacturing Company. ..................................................................... Plant Manager . Accuride Corporation............................................................................................. Purchasing Manager Ace Hardware Corporation. .........................................Director, People Development and Learning Systems Achievement Center Inc.. ...................................................................... Director of Information Systems Page 110 © The HR Chally Group
Appendix Company Title ACI Communication Products. ............................................................................................. IT Manager ACI Communication Products. ............................................................................................. IT Manager Aci-boland Inc.................................................................................................................................. ACME Alliance LLC. ............................................................................................................ IT Manager Acorn Press Inc.. ......................................................................................... Network Services Manager . ACS Business Process Solutions.......................................................................................... IT Manager Actcom Inc.. .......................................................Engineering Services Director and Continuing Education . Action For A Better Community............................................................................Systems Administrator ACTIVATE INC.................................................................................................................. IT Manager Actus Lend Lease..............................................................................................Corporation It Manager ADA-ES, Inc..........................................................Vice President, Business Development, Utility Systems Adams & Reese. .......................................................................................Regional Office Administrator . Adams Stepner Woltermann..................................................................................................... Partner Aderholt Specialty Co Inc................................................................................................................... Adfilm Inc............................................................................................................................ Manager Adler Pollock & Sheehan PC.......................................................................................... Central Records Adleta Corporation..........................................................................Senior Vice President Transportation AD-NET INC...................................................................................................................... Director IT Adplex Rhodes. ....................................................................Vice President of Data and Communications . Advance Auto Parts.........................................................................................................Supply Buyer Advance Brands, LLC.......................................................................................................... Purchasing Advance Brands, LLC............................................................................................. Purchasing Manager Advanced Aromatics, L.P........................................................... Manager, Customer Service And Logistics Advanced Career Training. .................................................................................... Computer Technology Advanced Cast Products. .................................................................................................... IT Manager Advanced Composites. ........................................................................................Network Administrator Advanced Composites. ....................................................................................................................... Advanced Digital Solution International............................................................................Sales Manager Advanced Marketing Svc Inc.................................................................................................... Director Advanced Organization of LA..................................................................... Public Communication Officer Advanced Precision Engineering..............................................................................Systems IT Manager Advanced Silicon Materials, Inc........................................................................................................... Advanced Solutions International........................................................................................ IS Manager Advanced Technology Services, Inc.. ...................................................................Supply Chain Specialist . Advanced Technology Services, Inc.. .................................................................................... Purchasing . AERCO International, Inc..........................................................................................Director of Quality AeroMechanical Services Ltd.. ....................................................................... Quality Assurance Manager Aeropostale Inc.. ..................................................................................................... Facilities Manager . AEROSIM TECHNOLOGIES...................................................................................Systems Administrator Aerospace Corporation. ...................................................................................................................... Aerotech Laboratories, Inc.. ................................................................................................... Manager . AESSEAL. ................................................................................................................. IT Administrator . Affiliated Computer Services. ...................................................................................... Purchasing Agent AFFLINK Inc................................................................................. Vice President, Supplier Development AFG Industries, Inc.................................................................................................... Corporate Buyer AGC Automotive.............................................................................................. Senior Systems Analyst AGCO Corporation.................................................................................................... Facilities Manager AGISSAR..............................................................................................................Production Manager Agusta Aerospace Corporation............................................................................. Training Administrator AHRESTY-WILMINGTON CORPORATION. ............................................................................... IT Engineer Aim Healthcare Service...................................................................................................................... AIM HEALTHCARE SERVICES. ....................................................................................Telecom Executive . AIM HEALTHCARE SERVICES. ............................................................................... Corporate Purchasing . Air Cargo Carriers, Inc................................................................................................ Director Training AIRLOGIX, Inc............................................................................................... IT Network Administrator AJINOMOTO FOOD INGREDIENTS LLC.................................................................................................. AJS ASSOCIATES DBA KFC................................................................................................. IT Manager AK Steel Corporation............................................................................................ Purchasing Associate AK Steel Holding Corporation. ..............................................................................Maintenance Expeditor AKEBONO CORPORATION. .................................................................................................................. Akerman Senterfitt & Edison. ......................................................... Administrative Assistant In Operations Alabama Farmers Cooperative, Inc.................................................................................. Shipping Clerk © The HR Chally Group Page 111
Appendix Company Title Alabama River Pulp Co Inc............................................................................................Office Assistant Aladdin Steel, Inc.. ............................................................................................................ IT Director . Alamac American Knits.........................................................................Data Center Operations Manager Alarmco Inc.. ............................................................................................ Special Operations Manager . Alarmco Inc.. ............................................................................................ Special Operations Manager . ALASKA INDUSTRIAL HARDWARE INC.. ................................................................ Data Processing Office . ALASKA POWER TELEPHONE. ........................................................ Purchasing Accounts Payable Manager . ALASKA RIVERWAYS INC.. ......................................................................................General Manager IT . Alaskan Brewing Company......................................................................Manager Purchasing and Traffic Alaskan Copper & Brass Co. .........................................................................................Branch Manager . Albertson’s, Inc.. .......................................................................................... Carrier Relations Manager . Alcan Inc........................................................................................................Administrative Assistant Alcan Inc......................................................................................................................................... Alexander Morford & Woo. .................................................................................................................. Algomod Technologies Corporation...................................................................................Vice President AL-JON INC...................................................................................................................... IS Manager All Bug Control By Peninsular. ..................................................................................... Purchasing Agent All Saints Church. ............................................................................................................................. . Allan Vigil Ford.................................................................................................................. IT Director . Allan Vigil Ford.................................................................................................................. IT Director . ALLEGHENY BRADFORD CORPORATION. ............................................................................. IT Technician Allegheny Technologies Inc.. .........................................................................Manager Strategic Sourcing ALLIANCE BANK. ..................................................Information Systems Officer and Network Administrator Alliance Title Company. ........................................................................................... IT Special Projects . Allied Building Products Corporation. ................................................................................. Procurement . Allied Fire & Security........................................................................................ Administrative Manager Allied International Corporation of VA...................................................................... Warehouse Manager ALLIED INTERNATIONAL CREDIT......................................................................................... IT Manager ALLIED PLASTICS CO INC.................................................................................................. IT Manager . Allied Primary Home Care Svc. ........................................................................................... IT Manager . Allied Waste Services. ......................................................................................................... Controller . Allison Transmission.................................................................................................................. Buyer Allison Transmission.................................................................................................................. Buyer Alon USA Energy Inc......................................................................................................................... . Alpern Rosenthal. ....................................................................................Training Department Manager . ALPHA ANALYTICAL............................................................................................Systems Administrator ALPHA CORPORATION. .......................................................................................Network Administrator . Alsco Linen Svc Inc...................................................................................................... Office Manager Alticor Inc...................................................................................................................... Mail Services ALTON STEEL. .................................................................................................................. IT Manager . Alto-Shaam Inc.. ................................................................................................ Chief Financial Officer . Amalie Oil Company, Inc........................................................................ Customer Service And Shipping Ambrake. ............................................................................................................. Purchasing Manager Amcon Corporation. ..........................................................................................................Comptroller . Amcon Corporation. ............................................................................................................ Controller . AMD INDUSTRIES INC........................................................................................................ IT Director AMD INDUSTRIES INC....................................................................................................................... Amedisys Inc.. ..................................................................................................... Purchasing Manager . American Augers. ............................................................................................................. IS Manager . American Automobile Assn................................................................................................................. American Axle & Mfg....................................................................................................... Senior Buyer American Baptist Homes.................................................................................... Procurement Specialist American Cancer Society, TX................................................................Information Systems Department American Commercial Security. .............................................................................................. Payment . American Consulting Engineers........................................................................................................... American Contractors Insurance Group........................................................................... Office Manager American Distilling Mfg Inc...............................................................................................Director of IT American Eagle Outfitters Inc................................................................................ Purchasing Specialist American Engineering Testing............................................................................................ IT Specialist American Furniture. ......................................................................................................... Receptionist . American Health & Life.......................................................................................Facilities Administrator American Identity............................................................................................................................. Page 112 © The HR Chally Group
Appendix Company Title American Identity.................................................................................................. Executive Assistant American Institute of Gastric Banding................................................................ Business Office Manager American Intl. Distribution................................................................................................................. . American Leather. ............................................................................................................................. American Leather. ............................................................................................. IT Operations Manager American Legion.............................................................................................................. Commander American Lutheran Church................................................................................................................. American Maritime................................................................................................ Purchasing Manager American National Bank.................................................................................................... IT Specialist American Nursing Services.................................................................................................. IT Director American Nutrition, Inc.. ........................................................................................................ Shipping American Office Equipment Co.............................................................................. System Administrator American Pacific Enterprises................................................................................................. Controller American Packaging Corporation......................................................................................... IS Manager American Paper Twine Co....................................................................................Network Administrator American Plastic Molding Corporation. ................................................................................. IS Manager . American Railcar Leasing, LLC. ...............................................................Manager of Telecommunications . American Retirement Corporation. .................................................................... Procurement Coordinator American Savings Bank, FSB........................... Executive Vice President, Workforce Excellence and Support American Security LLC................................................................................... Communications Manager American Sheetmetal........................................................................................................................ American Shizuki Corporation............................................................................................... Purchaser American Skiing Co............................................................................................... Purchasing Manager American Society Of Landscape Architects............................................................................................ American Speech Language Hearing.................................................................................................... American Turbine......................................................................................................Network Manager American Woodmark Corporation.................................................................... Corporate Traffic Manager Americana Bank Trust. ................................................................................................ MIS Department America’s Collectibles Network. ............................................................................... Purchasing Manager Americorp Financial........................................................................................................... IS Manager Amerimax Building Products, Inc.. .........................................................................Maintenance Manager Ameritel Inns................................................................................................................................... . Ames Safety Envelope........................................................................................... Accounting Manager Amos Press Inc.. ......................................................................................................Project Analyst III Amtrol Inc.. ............................................................................................................. Purchasing Agent . Amtrol Inc.. ..................................................................................................................................... . Amy’s Kitchen, Inc..................................................................................................Maintenance Buyer Anadarko Petroleum Corporation......................................................................................................... Anchor Glass Container Corporation. ...................................................................Purchasing Coordinator . Anchor Glass Container Corporation. ......................................................................Operations Controller . Anchor Glass Container Corporation.. ..................................................................Purchasing Coordinator . Anderson O’Brien Bertz Skrenes. ......................................................................................................... Anderson Tully. ....................................................................................Information Technology Manager Andrew Sports Club Inc..................................................................................................................... Andrews Transport Inc......................................................................................... Chief Financial Officer Angel Medical Center......................................................................................................................... Animato Technologies........................................................................................................................ Ann Taylor Inc.................................................................................................................................. Ansul Inc.............................................................................................General Manager Manufacturing Antelope Oil Tool................................................................................................Network Administrator Antillean Marine Shipping Corporation. ................................................................................................. Anvil Knitwear Inc.................................................................................................... Shipping Manager Apex Homes, Inc.. ............................................................................................................................ . Apex Paper Box Company.................................................................................................. IT Manager . Appliance And Furniture Rent-All......................................................................................... IT Manager Applied Energy Recovery Systems, Inc.. ........................................................Parts and Materials Manager Applied Industrial Technologies, Inc......................................Vice President, Communications and Learning Applied Physics Laboratory..................................................................................... Purchasing Manager Applied Strategies Consulting................................................................................................. Manager . Apptis, Inc..............................................................................................................Materials Manager Apria Healthcare......................................................................................... Corporate Service Manager Apria Healthcare......................................................................................... Corporate Service Manager © The HR Chally Group Page 113
Appendix Company Title Arcadis G&M. ....................................................................................................... Office Administrator . Arcet............................................................................................................................... IT Manager Archer Daniels Midland Company.................................................. Director, Global Education And Training . Archer Western. ........................................................................................................... Office Manager Arden Companies. .................................................................................................... Systems Manager Ariens Corporation....................................................................................................... Facilities Buyer Ariens Corporation................................................................................................. MRO/VMI Specialist ArInc. Inc.......................................................................................................Administrative Assistant ARIZONA EDUCATION ASSOC...................................................................Manager, Information Systems Arizona State University. ................................................................Assistant Director of Store Operations Arkansas Best Corporation............................................................................................ Office Manager Arkansas Industrial Machinery.............................................................................................. Controller Arlington Family Dentistry...................................................................................... Office Administrator ARMACELL....................................................................................................................................... Armada Hoffler....................................................................................Information Technology Manager Armorworks Inc................................................................................................................................ Armstrong Teasdale. .....................................................................................Service Center Coordinator Armstrong World Industries, Inc.. ............................................................................... MRO Department . Arnco Corporation...........................................................................................................MIS Manager Arnold & Porter....................................................................................................................... Partner Arrow Group Industries Inc............................................................................................ Plant Manager Arrow Sanitary Inc....................................................................................................... Office Manager Arroyo Process Equipment. ........................................................................................ Office Coordinator Art Resource Inc. Artists Right.............................................................................Network Administrator Arts Electric. .................................................................................................................... IT Manager . Asbury Automotive Mississippi............................................................................................ IT Manager Ascent Media Group Inc............................................................................ Telecommunication Executive Ash Grove Cementinkom. ...................................................................................... Automation Engineer Ashland Inc......................................................................................................Purchasing Department Ashland Inc....................................................................................................... Director of Purchasing Ashland Inc.......................................................................................................................MRO Buyer Ashley Furniture Homestore................................................................................................MRO Buyer Asi Technologies Inc.......................................................................................................... IT Manager Askov Corporation . ........................................................................................................................... Aspen Technology Inc..........................................................................................Procurement Manager Aspira Inc........................................................................................................................................ Aspira Inc........................................................................................................................................ Assisted Living At Summerplace. ........................................................................Administrative Assistant Assistive Technology Resources. .........................................................................Administrative Assistant Associated Banc-Corporation................................................................................. Supply Administrator Associated Feed Supply Co................................................................................................. IT Manager Associated Grocers, Inc. (LA). ...................................Senior Vice President Distribution and Transportation . Associated Spring..................................................................................................... Purchasing Agent . Asten Johnson.................................................................................................... Chief Financial Officer Asten Johnson Williston. .................................................................................................................... . Astute Technology............................................................................................................. IT Manager ASYR. .............................................................................................................................................. At Home/Care Partners.............................................................................................Telecom Executive Atascadero State Hospital.................................................................................... Chief Financial Officer Atascadero State Hospital...................................................................................Senior Phone Operator Athens Regional Medical Center. ................................................................................ Contract Manager . Athens-Limestone Hospital.............................................................................................. Director of IS Atlantic Methanol Production Company LLC. ..........................................................Purchasing Coordinator Atlas Copco USA............................................................................................................. Procurement Atm Corporation Of America.............................................................................IT Procurement Manager Atomic Box. ..................................................................................................................................... . Atrion Networking Corporation............................................................................Shipping And Receiving ATS Services.................................................................................................................................... AUGUSTA Medical Center........................................................................................... Purchasing Agent Aultman Hospital. ..................................................................................................... Purchasing Agent . Austin Diagnostic Clinic. ...................................................................................Chief Information Officer Autoliv Inc............................................................................................................................... Buyer Page 114 © The HR Chally Group
Appendix Company Title Autoliv Inc............................................................................................................................... Buyer Automatic Data Processing Inc.. .......................................................................................................... Automatic Data Processing Inc. (ADP). ........................................................................ Material Handling . Automatic Spring Coiling...................................................................................................MIS Director Automation Electronics Inc.................................................................. Manager of Control System Group Automobile Transport Clearing............................................................................................................ Avantas................................................................................................................. Computer Support Avantile............................................................................................. Customer Service Representative Avery Dennison Corporation............................................................... Senior Global Commodity Manager AVI Foodsystems Inc.......................................................................................................... Purchasing Aviall Inc................................................................................................................. Telecom Manager . Avista Corporation. .................................................................................................Assistant Treasurer . Avocent Corporation........................................................................................Senior Network Engineer Avon Products, Inc.......................................................................... Director of Leadership Development AVS. .................................................................................................................................. President . AVTRON INC.. .................................................................................................................. IT Manager . Axis Dental.................................................................................................................... Senior Buyer . Axxion Group Corporation.................................................................................................................. AZ Motorsports Group. ...........................................................................Systems And Technical Director . A-Z Office Resource. .................................................................................. Network Conference Director Azusa Pacific University. ..................................................................................................... Purchasing . AZZ Inc........................................................................................................................................... B Wholesale Distributors.................................................................................................................... B. Braun Medical Inc.. ....................................................................................................... IT Manager . Bacardi Corporation. .................................................................................................Network Manager . Baddour Memorial Center Inc.. ............................................................................Network Administrator . Badger Meter Inc......................................................................................... Manager of Office Services Baird Kurtz & Dobson LLP. ...................................................................................... Operations Manager Baird Kurtz & Dobson LLP. ..................................................................................... Logistics Coordinator Baker & Mckenzie. ............................................................................................................ IT Manager . Baker Boyer Bancorp.......................................................................................................... Purchasing Baker Donelson Bearman........................................................................................... Records Manager Baker Tanks, Inc................................................................................................................ Purchasing Bakers Footwear Group Inc.................................................................................... Purchasing Manager Balch & Bingham LLP..........................................................................................Network Administrator Balch & Bingham LLP......................................................................................................................... Ball Corporation........................................................................................................ Purchasing Agent Ball State University.................................................................................................. Purchasing Agent Ball, Ball, Matthews & Novak......................................................................................... Office Manager Ballantine Produce Co., Inc.. ...........................................................Manager, Transportation and Logistics Ballard Designs, Inc......................................................................................................IT Department Bally Total Fitness........................................................................................................ Office Manager Baloian Packing Co., Inc............................................................................................Manager, Shipping Balzers Inc.. ......................................................................................................... Purchasing Manager Banjo Corporation............................................................................................................................. Bank Of Hampton Roads........................................................ Vice President and Chief Accounting Officer Banks Corporation. ..................................................................................... Human Resources Manager . Baptist Health Care..............................................................Corporate Director of Materials Management Baptist Health System Inc...................................................................Information Resource Department Barber McCaskil Jones & Hale............................................................................................................. Barberton Citizens Hospital. ....................................................................................... Purchasing Agent . BARCOVIEW. .....................................................................................................Network Administrator Barnes & Thornburg LLP. ................................................................................ Purchasing Records Clerk . Barnes & Thornburg LLP. ................................................................................Office Supply Coordinator . Baroid Drilling Fluids Inc............................................................................... Material Handling Manager Baron & Budd.................................................................................Assistant Manager of Office Services Baron & Budd.................................................................................Assistant Manager of Office Supplies Barrett & McNagny............................................................................................ Purchaser Copy Center Barrett, Burke, Wilson, Castle, Daffin, & Frappier. ....................................... Director, Information Systems . Bar-S Foods Co.. .................................................................................................. Distribution Manager Barstow Fire Dept.............................................................................................................. Supervisor Barton Solvents, Inc.. ............................................................................................Manager, Operations © The HR Chally Group Page 115
Appendix Company Title Bart-Sf.......................................................................Communications/Telecomm Maintenance Manager BASCO............................................................................................................................................ BASF Corporation. .................................................................Head of Technical Procurement Department BASF Corporation. ............................................................................................. Procurement Associate Basic American Foods Inc.. ..................................................................................................... Manager Basin Electric Power Cooperative........................................................................ Maintenance Supervisor BASKETVILLE INC............................................................................................................. IT Manager Bass Pro Shops. ........................................................................................................ Purchasing Agent Bass Pro Shops Outdoor World. ........................................................................................................... Batson Nolan Brice Williamson...................................................................................... Legal Secretary Batson-Cook Company. ................................................................................................ Office Manager . Battelle Memorial Institute.............................................Director of Staff and Organizational Development Battelle Memorial Institute......................................................................................... Purchasing Agent Battle Creek Health System................................................................. Director of Resource Management Battlefield Park Elementary. ..............................................................................Administrative Assistant . Bausch & Lomb Inc..................................................................................................... Buyer Expeditor BAY INDUSTRIES INC.............................................................................. Information Systems Manager Bay State Milling Company...................................................................... Plant Manager, Mooresville, NC Bay State Savings Bank.......................................................................... Assistant Senior Vice President Baylor University. ..................................................................................Office Supply Purchasing Agent . Baylor, Evnen, Curtiss, Grimit, & Witt, LLP...............................................................................Secretary BBK Group............................................................................................. Telecommunications Specialist BDP International, Inc...................................................................... President, Global Air Transportation Beam Global Spirits and Wine..................................................................................Office Supply Buyer Bear Creek Country Kitchen LLC. ............................................................................. Sanitation Manager . Bear Realty Of Kenosha Inc....................................................................................... Human Resources Beasley Allen Crow Methvin...............................................................................Administrative Assistant Beaulieu Of America Inc.. ........................................................................................... Purchasing Agent Beaver Creek Coop Telephone. ............................................................................................................ Beaverite Products Inc................................................................................................ IT Administrator Beazer Homes................................................................................................................. IT Specialist Beazer Homes................................................................................................................. IT Specialist Bebco Industries Inc.. ........................................................................................... Purchasing Manager . Bechtel Equipment Operations............................................................................................................ Becket & Lee................................................................................................... Maintenance Supervisor BECU. ............................................................................................................. IT Operations Manager . Beggs & Lane........................................................................................................ Supply Coordinator Begley, Carlin & Mandio....................................................................................................Supply Clerk Behlen Manufacturing Co........................................................................................................... Buyer . Belimo Aircontrols USA Inc....................................................................Information Technology Manager Belk Inc....................................................................................Director of Operations and Procurement Bellinger & De Wolf................................................................................................... Account Manager Beloit Memorial Hospital. ........................................................................................... Purchasing Agent . Bemis Manufacturing Co. .......................................................................................Purchasing Assistant . Bemis Paper - Crossett................................................................................................Plan Accountant Ben E Keith Beer. .............................................................................................................................. Ben E Keith Co Inc. Corporation Ofc. ........................................................................ Executive Assistant . Bendix Commercial Vehicle Systems LLC................................................................... Purchasing Director Benefis Healthcare...................................................................................................Materials Manager Bent Tree Bible Fellowship.................................................................................................................. Bentley Systems, Inc.. ......................................................................................... Employment Manager Bergey’s GMC Inc.. ...................................................................................................Telecom Executive Berkshire Community College............................................................................................................. Berkshire Medical Center. .......................................................................................... Purchasing Agent . Bernard Cassisa & Elliott........................................................................................................Paralegal Bernstein Enterprises. .......................................................................................Secretary to the Owner . Berry Companies Inc......................................................................................................................... Berry Hinkley Industries. ................................................................................................... IT Manager . Berry Plastics................................................................................................................................... Berry Plastics Corporation.......................................................................................... Purchasing Agent Bert Fish Medical Center..................................................................................... Warehouse Supervisor . Bert Nash Mental Health Center........................................................................................... IT Director Page 116 © The HR Chally Group
Appendix Company Title Bertch Cabinet Mfg Inc.............................................................................................................. Buyer Bertucci’s Corporation. ............................................................................................... Purchasing Agent Bertucci’s Corporation. ........................................................................................ Area Director, Training Berwick Offray LLC................................................................................................Purchasing Assistant Besser Company..................................................................................................... Technical Assistant Besser Company.................................................................................................Corporate IT Manager Best Buy Co., Inc.............................................................................................................. Distribution Best Western Intl Inc.. ....................................................................................................................... Beta Research Corporation............................................................................................ Office Manager Bete Fog Nozzle Inc.. ..................................................................................................IS Dept Manager Beth Israel Medical Center. .............................................................................................. Senior Buyer . Bethany Community Church..............................................................................Pastor of Administration Better Baked Foods, Inc...................................................................................Maintenance Parts Buyer Betts Industries Inc.. .................................................................................................... Traffic Manager Beveridge & Diamond PC. .................................................................................. Office Service Manager . BG CONSULTANTS INC.. .................................................................................................... IT Manager . Big Dog Holdings Inc......................................................................................... Director of Distribution Big J Enterprises LLC......................................................................................................... IS Engineer Big Red Lottery Services Ltd................................................................................. System Administrator Big Red Lottery Services Ltd................................................................................. System Administrator Bill Copps Cadillac Pontiac...................................................................................... Accounts Receivable Billings Clinic........................................................................................................ Director of Materials Billings Clinic........................................................................................................ Director of Materials Bingham McCutchen LLP................................................................................................Office Supplies Biological & Popular Culture. ............................................................................................................... Biomet Inc..................................................................................................................... Senior Buyer Bio-Serv Corporation......................................................................................................................... Bishop Dubourg High School. ............................................................................................... IT Director Bizport Limited..................................................................................................Manager of Operations Blachly Tabor Bozik & Hartman............................................................................... Office Administrator Blachly Tabor Bozik & Hartman............................................................................... Office Administrator Black & Decker.................................................................................................. Director of Purchasing Black & Veatch Corporation................................................................................................................ Black Butte Ranch............................................................................................................. IT Manager Black McCuskey Souers Arbaugh......................................................................................................... Blackman Uhle Specialties Division of Synalloy. ..................................................................................... Blair Medical Assoc. ..............................................................................Information Technology Manager Blandin Paper Company..................................................................................................................... Blank Rome LLP..............................................................................................Chief Information Officer Blasingame Burch Garrad Bryant. ........................................................................ Operations Coordinator Blish-Mize Co.. ......................................................................................................................... Buyer . Blissfield Manufacturing Company....................................................................................................... Blomberg Window Systems................................................................................................................ Blower Dempsay Corporation. .............................................................................. Warehouse Supervisor Blue And Gold Fleet........................................................................................................Manager of IS Blue Cross Blue Shield Assn. ...................................................................................... Purchasing Agent . Blue Cross/Blue Shield Of Mi. ................................................................................. Purchasing Manager . Blue Falls Manufacturing Ltd............................................................................................................... Blue Heron Paper Company..................................................................................Maintenance Manager Blue Heron Paper Company................................................................................................................ Blue Planet Foods, Inc....................................................................................................................... Blue Ridge Area Food Bank Network...................................................................Administrative Assistant Blue Ridge Neuroscience Center......................................................... Information Systems Administrator BMW Manufacturing Corporation......................................................................................................... BMW OF MANHATTAN........................................................................................................ IT Manager BNI Coal Ltd.. ..............................................................................................................Director, Safety Boardwalk Bank....................................... Assistant Vice President and Training and Development Manager Bob Evans Farms, Inc.................................................................... Director of Development and Training BOC Gases........................................................................................................................ Supervisor Boca Raton Resort & Club. ......................................................................................... Purchasing Agent . Body Shops Of America Inc........................................................................................Supplies Manager BOEING..................................................................................................Systems Integration Designer © The HR Chally Group Page 117
Appendix Company Title Bondioli & Pavesi, Inc........................................................................................................ IT Manager Booklet Binding Inc............................................................................................. System Administrator Booth Radiology Associates................................................................................. Director of Operations Bosch Rexroth Corporation................................................................................................................. Bosley Inc.. ............................................................................................. Telecommunications Manager Boston Consulting Group. ................................................................................................................... Boston Investor Services, Inc.................................................................................. Executive Assistant Boston Medical Center........................................................................................... Purchasing Manager Boston Medical Center........................................................................................... Purchasing Manager Boston Properties, Inc.........................................................................................................Mail Room Boston Properties, Inc......................................................................................Administration Assistant Boston Scientific......................................................................... International Director of Sales Training Bourland, Kirkman, Seidler & Evans, LLP......................................................................... Office Manager Bourland, Wall, & Wenzel, PC. ..............................................................................Network Administrator Bowman Consulting Group................................................................................................. IT Manager Box Board Products Inc.. .................................................................................................... IT Manager Boys And Girls Club King County......................................................................................................... BPC Holding Corporation............................................................................................ Purchasing Agent Bradbury Company. ...........................................................................................Systems Administrator . Bradley & Riley Pc..........................................................................................Central Services Manager Bradley University........................................................................................ Accounts Payable Manager Brake Supply Co........................................................................................ Operation Systems Manager Branch Properties Inc............................................................................................IT Systems Manager Brandeis University...................................................................... Associate Procurement Representative Brandt Farms, Inc................................................ Plant Manager, and Supervisor, Packing, Quality Control Brashers Sacramento Auto Auctions. ............................................................................ IT Administrator . Braun Lift. ....................................................................................... Telecommunications Administrator . Brazen Technology Inc.............................................................. Vice President of Information Technology Bridgeport Professional Pharmacy. ...................................................................................... IS Manager . Bridgewater Home Inc....................................................................... Vice President of Support Services Briggs Auto Group Inc.............................................................................. Information Systems Director Brigham Moore LLP........................................................................................................................... Brinker International Inc............................................................................................... Office Manager Brinker International Inc............................................................................................... Office Manager Brinks Hofer Gilson & Lione........................................................................................ Purchasing Agent Bristol West Insurance Group. ........................................................................Technical Service Manager . Brockton Area Multiservices. ................................................................. Director of Facilities Management Brookegrove Foundation.................................................................................................................... . Brooks & Kushman....................................................................................................... Office Manager Brooks & Trinrud PC............................................................................................. Legal Office Supplies . Brooks Sports Inc........................................................ Director of Global Logistics and Trade Compliance Brookshire Brothers, Ltd.........................................................................................Director of Logistics Brookshire Grocery Co................................................................ General Merchandise Category Manager Broome Tioga Boces.................................................................................................. Purchasing Agent Brown & Brown Insurance...................................................................................................... Manager Brown & Brown, LLP............................................................................................................ Controller Brown Jordan Intl Inc................................................................................................ Purchasing Agent Brown Rudnick Berlack Israels LLP. ........................................................... Customer Operations Manager . Brownwood Manufacturing Co..............................................................................Contract Administrator Brunini Grantham Grower Hewes. ........................................................................................ Supervisor . Brunswick Boat Group....................................................................................................................... Brunswick Boat Group....................................................................................................... IT Manager BSM Financial - Addison, TX.................................................................................... Vice President of IT BUCHART-HORN INC......................................................................................................................... . Buck Knives.............................................................................................................. Tele Department Buck Knives Inc............................................................................................................ Tool Crib Clerk BUCKEYE STATE CREDIT UNION. ................................................................ Information Systems Director BUCKMASTERS LTD.................................................................................. Senior Network Administrator Budd Larner PC. .................................................................................................Procurement Manager . Buffalo’s Franchise Concepts, Inc................................................................................. Director Training . Buffets Inc................................................................................... Director of Training and Development Build-A-Bear Workshop, Inc.. ............................................................................................... IT Director Page 118 © The HR Chally Group
Appendix Company Title Build-A-Bear Workshop, Inc.. ....................................................................... Managing Director, Logistics BULLET FREIGHT SYSTEMS INC..................................................................Information System Manager Bullivant Houser Bailey PC. ............................................................................... Service Center Manager . Bunzl Distribution Inc..................................................................................................Office Facilitator Bunzl USA, Inc.. ....................................................................................... Vice President of Distribution . Bureau of Engraving & Printing.......................................................................................... IT Specialist Bureau Veritas. ........................................................................................ IT Administrative Coordinator Burke Center.....................................................................................................Network Administrator Burke Williams & Sorensen LLP................................................................................... Purchasing Agent Burk-Kleinpeter Inc...................................................................................................... Office Manager Burleson VOA Housing................................................................................... Community Administrator Burns Control.............................................................................................. Accounts Payable Manager Burtness Chevrolet. ..................................................................................................Service Technician Burton & Mayer Inc........................................................................................................................... Bush Ross Pa. .................................................................................................... Supervisor/Operations Butler Snow O’Mara Stevens. .............................................................................................................. Butt Thornton & Baehr. ................................................................................................. Office Manager Byer California. ...............................................................................................Chief Information Officer Byer California. ...............................................................................................Chief Information Officer C & D Aerospace Inc.. ............................................................................................................... Buyer . C & D Aerospace Inc.. ............................................................................................................... Buyer . C E JOHN COMPANY INC.................................................................................................................... C E NIEHOFF CO............................................................................................................................... C&D Fruit & Vegetable Co., Inc.. ................................................................................Manager, Shipping . Cabela’s INC.. .....................................................................................Corporate Office Of Procurement . Cabot MicroElectronics Corporation. ............................................................................Senior MRO Buyer Cactus Bolt...............................................................................................................General Manager . Cactus Commerce Bank......................................................................................... Operations Manager Cada Froschheiser Cada Hoffman................................................................................... Legal Assistant Cage Williams Abelman Pc. ........................................................................................... Office Manager . Cal State Northridge. .................................................................................................. Network Analyst Calder Race Course................................................................................................ Purchasing Director Calence, Inc............................................................................................................................. Buyer California Pizza Kitchen Inc.. ......................................................................................... Office Manager . Calkins Newspaper.......................................................................................Customer Service Manager Calmar Mapping Services................................................................................................................... Calvary Bible Evangelical. ............................................................................Director of Communications . Calvary Church..................................................................................................... Accounting Manager Calvary Community..........................................................................................Administrative Assistant Calvary Evangelical Lutheran..................................................................................................... Pastor CAMBRIDGE TRUST CO. .............................................................................Assistant Vice President of IT Cambro Manufacturing Co............................................................................................. Traffic Manager CAMEO CONTAINER CORPORATION...................................................................... Computer Coordinator CAMERON................................................................................................................................ Buyer Campbell Cherry Harrison Davis..................................................................................... Office Manager Campbell Hausfeld............................................................................................................. IT Director Canal Barge Company, Inc......................................................................................... Market Secretary Canyon Media Group............................................................................................. Operations Manager CAP AIR FREIGHT INC......................................................................................... Chief Financial Officer CAPCO. ........................................................................................................................... IS Manager . CAPCO PLASTICS................................................................................................................ Controller Cape Cod Hospital. .................................................................................................................... Buyer Cape Coral-Public Safety............................................................................................Network Manager Cape Electrical Supply..........................................................................Manager of Information Systems Cape Fear Valley Health Syst...................................................................................... Purchasing Agent Capehart & Scatchard. ............................................................................... Supervisor of Office Services Capital Engineering..............................................................................Manager of Information Services Capital Printing Co., Inc........................................................................................... Press Maintenance Capital School District. ...................................................................................................................... . Capitol Paging Inc. Dba Capitol.................................................................................Inventory Manager Caplan & Earnest, Atty....................................................................................................................... Capstone Partners LLC.................................................................................................. Office Manager © The HR Chally Group Page 119
Appendix Company Title Capstone Turbine Corporation........................................................................ Network Systems Manager Caraustar Industries Inc.. ...................................................................................... Manager of Telecom . Carbide Tool Services, Inc................................................................................................... Purchasing CARBO Ceramics Inc....................................................................................................Applied Analyst . Cardinal Brands Inc............................................................................................. Material Management Cardinal Financial. ............................................................................................................ Loan Officer Cardinal Financial Corporation. ................... Assistant Vice President and Director of Training, Cardinal Bank . Cardiovascular Medical Group................................................................Information Technology Manager Career Resources.............................................................................................................................. CAREFREE. ...................................................................................................................... IT Manager . Carel USA, LLC..................................................................................................... Purchasing Manager Carey & Company, P.C.................................................................................................. Office Manager Cargill Meat Solutions................................................................................................ Purchasing Agent Carl Buddig & Company........................................................................................Logistics Department Carl Walker Inc............................................................................................................ Office Manager Carlin Combustion Technology........................................................................................ IT Coordinator Carlin Combustion Technology, Inc............................................................................. Shipping Manager Carlisle Regional Medical Center.................................................................................. Purchasing Agent Carlson Companies Inc.................................................................................. Strategic Sourcing Leader Carlson Restaurants Worldwide, Inc.................................................................... Vice President Diversity Carman Callahan & Ingham............................................................................................ Administrative Carmichael International Service. ........................................................................................ IT Manager Carmike Cinemas Inc.. ........................................................................................................ Controller . Carnegie Museum............................................................................................................................. Carnegie Science Center............................................................................... Network Systems Manager Carnegie Science Center............................................................................... Network Systems Manager Carolina Meadows Inc.. ..................................................................................................... IT Specialist Carpenter Co. ............................................................. Data Processing and Telecommunications Manager Carrius Technologies. ................................................................................................ Telecom Manager . Carroll Fulmer Logistics Corporation. ....................................................................Network Administrator . Carson Boxberger.................................................................................................... Business Manager Carter BloodCare - Fort Worth. ........................................................................................................... . Carver Pump Co. .............................................................................................................. IT Manager . Casa De Oro Foods. ............................................................................................Plant Manager, Omaha Cascade General Inc.. .........................................................................................Systems Administrator Cascade Windows............................................................................................................. IT Manager Casey’s General Stores, Inc.......................................................................Vice President, Transportation Castle Rock-Town Hall/Adm............................................................................................ Administration Catalyst Semiconductor..................................................................................................................... Caterpillar Inc.. ................................................................................................................................ . Catherine’s Stores Corporation. .............................................................................Procurement Manager Catholic Charities Of Nevada. .............................................................................................. IT Director . Catholic Church Of St. Ann..................................................................................... Parish Administrator Catlin Gabel School.............................................................. Finance & Operation Administrator Assistant Caven Enterprises............................................................................................................ Receptionist CB Richard Ellis. .................................................................................... Regional Chief Financial Officer . CB Richard Ellis - N.E. Partners, LP.....................................................................Administrative Assistant CBCA. .......................................................................................................... Call Center Administrator . CC PACE RESOURCES.....................................................................................................Vice President CCI Telecom........................................................................................................................ President CDO TECHNOLOGIES INC.. ................................................................................................ IT Manager . CED........................................................................................................................... Office Manager Cedar Fair LP............................................................................................................ Purchasing Agent Cedar Lake Health Care Center..................................................................................Telecom Executive CEDRA CORPORATION....................................................................................................Vice President Celanese Corporation. .......................................................................................... Commodity Manager . Cendant Corporation......................................................................................................................... . CENT GA CENTER FOR DIGESTIVE HLTH. ...................................................................Personnel Manager . CEN-TEC SYSTEM INC.. ...................................................................................................................... Center Point Energy. ............................................................................................Contract Department . CENTER/FIN’L TRAINING. ...................................................................................................... President Centex Corporate. ........................................................................................................ Office Manager Page 120 © The HR Chally Group
Appendix Company Title Centigon. .........................................................................................Warehouse and Assembly Manager Central Garden & Pet.................................................................................................... Office Manager Central Procurement. ............................................................................................................ Manager . Centralia Presbyterian Church. ...............................................................................................Secretary CENTURA/ST MARY-CORWIN................................................ Materials Management Resource Coordinator CENTURA/ST THOMAS MORE............................................................. Director Supply Chain Management CEQUENT ELECTRICAL PRODUCTS...................................................................................................... . Cerner Corporation. .......................................................................................................................... . CertainTeed Corporation. .................................................................................... Purchasing Supervisor . CertainTeed Corporation. .............................................................................................. Tool Crib Buyer . CERTEX........................................................................................................................................... Certified Oil CO HQ. .......................................................................................................................... . CF Industries Holdings, Inc.. ............................................................ Vice President, Supply and Logistics . CF Industries Holdings, Inc.. ..........................................................................Supervisor Office Services . Cf Industries Inc.....................................................................................Manager Corporate Purchasing CFAN. .................................................................................................................. Purchasing Manager CGL Electronics Security....................................................................................................... President Chamberlain Hrdlicka White. ..........................................................................................Office Supplies . Chamberlain Manufacturing Corporation.......................................................................... Safety Director Champion Ministries.......................................................................................... Chief Operating Officer Champion Parts Inc............................................................................................Systems Administrator Chandler & Udall LLP......................................................................................................................... Chandler Signs................................................................................................................................. CHANNEL 39 INC.............................................................................................................................. Chapal Zenray Inc.. ............................................................................................................. Controller Chapman Construction Design................................................... Vice President of Information Technology Chapman/Leonard Studio Equipment, Inc.. .............................................................. Shipping Coordinator Charleston Area Medical Center. ................................................................................. Purchasing Agent . Charleston Forge. ............................................................................................................. IT Manager . Chart Industries Inc.......................................................................................................................... Charter Steel. .......................................................................................Manager of Telecommunications Chartered Semiconductor Mfg. ............................................................................................ IT Manager Chartone Inc.................................................................................................................... IT Manager Chase Products Co.....................................................Executive Vice President, Manufacturing Operations Chase Wellness Center. ....................................................................................Administrative Assistant . Chattanooga Housing Authority. .............................................................................. Procurement Officer Chehalem Care Center. ................................................................................................... Administrator Chem Processing, Inc......................................................................................................... Purchasing Chem Processing, Inc................................................................................................................ Buyer Chemeketa Community College. ......................................................................... Shipping and Receiving . Cheraw Yarn Mills Inc.......................................................................................................... Controller . Cherry Corporation. ....................................................................................Coordinator, Office Supplies . Cherry Hill Photo Enterprises, Inc...........................................................Shipping & Receiving Warehouse CHERRY HILLS COMM CHURCH................................................................... Building Operations Manager Chestnut Hill Realty..............................................................................Administrative Services Manager Chevron Phillips Chemical Co.............................................................................................................. CHEVRON PHILLIPS CHEMICAL CO.............................................................................Line Administrator Chevron Phillips Chemical Co...............................................................Manager of Motor Carrier Services Chevy’s Fresh Mex....................................................................................... Manager/Office Equipment Cheyenne Mountain Conference...............................................................................................Telecom Cheyenne Village Inc................................................................................................ Property Manager Chicago Children’s Museum................................................................................................................ Chicago District Evangelistic................................................................................ Director of Purchasing Chicago Extruded Metals Company........................................................................Maintenance Manager Chicago Mercantile Exchange Holdings Inc.. .......................................................................................... Chicago Sweetners. ........................................................................................................................... Chicago Transit Authority..................................................................................................... Controller Chicago Tube & Iron......................................................................................... Transportation Manager Chickasaw Nation. ............................................................................................................................. Chick-Fil-A Inc........................................................................................ Director of Corporate Services CHILD NET INC.. .............................................................................................................. IT Specialist Children’s Clinic PC. ............................................................................................................... Manager © The HR Chally Group Page 121
Appendix Company Title Children’s Hospital. ................................................................................................... Purchasing Agent . Choctaw Nation of Oklahoma....................................................................................Assistant Treasurer Chopin Wagar Cole Richard. ..............................................................................Administration Assistant . CHORDUS INC..................................................................................................................Web Master Christian Church/Rockies. .................................................................................Administrative Assistant . Christiana Care Health System. ...................................................................................... Staff Assistant . Christiana Care Health System. ...................................................................................... Staff Assistant . Christie Clinic................................................................................................................ Director of IS Christopher Carvell Architecture..............................................................................................Architect Chromalloy Component Services......................................................................................................... Chrysler Financial. ................................................................................ Manager, Sales Education Team . Church Ave Merch Block Assn.........................................................................................IT Department Church Of Scientology of NY............................................................................................................... Church’s Chicken...................................................................................................... Purchasing Agent . Ciba Vision Corporation. ...........................................................................Manager Global Transportation CIC Associates. ................................................................................................................................. CIC Associates. .....................................................................................Information Systems Technician CIGI Direct. ........................................................................................................Director of Marketing . Cincinnati Financial Corporation.................... Assistant Vice President, Education and Training, Property Cas Cincinnati Intl Airport-Cvg...................................................................................... Purchasing Manager Circuit Research Labs, Inc.................................................................................. Shipping and Receiving CIRCUIT SCIENCE INC.. ....................................................................................................MIS Director Citi Trends Inc.................................................................................................... Chief Financial Officer Citizens Bank Of Las Cruces. ...........................................................................................Vice President . Citizens Memorial Hospital. ........................................................................................ Purchasing Agent . Citrus County School Board...............................................................................................Maintenance City Of Anderson. .............................................................................................. Telecom Administrator . City Of Boston.................................................................................................................................. City Of Carrollton.................................................................................................. Purchasing Manager City Of Fort Worth............................................................................................................................. City Of Homestead- Public Safety.............................................................................. Computer Analysis City Of Hurst.......................................................................................................Assistant IS Manager City Of Lake Oswego........................................................................................Chief Technology Officer City Of Melbourne........................................................................................... Facilities Superintendent City Of Mesa Police Dept....................................................................... Telephone Service Administrator City of Moraine................................................................................................................. IT Manager City of Phoenix City............................................................................................................ IT Director City Of Rochester......................................................................................................... MIS Technician City Of Royal Palm Beach.................................................................................................. IS Specialist City Of Tyler........................................................................ Administrative Assistant/Computer Services City Of Waynesboro. ........................................................................................... Director Of Purchasing City Of West Palm Beach.................................................................................. Senior Purchasing Agent C-K POWER PRODUCTS. .................................................................................................................... . Ckc Laboratories............................................................................................................... IT Manager Clackamas Bakery. .............................................................................IS Technologist/Site Administrator Clackamas County. ..................................................................................... Computer Service Manager . Claims Center. ......................................................................................................... Telecomm Analyst Clarian Health Partners Inc.. ....................................................................................... Purchasing Agent Clarion Mortgage Capital-Hq/Gv............................................................................................ Controller Clark & Ward PLLC......................................................................................... Office Service Supervisor Clark & Washington................................................................................Assistant to the Office Manager Clark County Credit Union................................................ Chief Financial Officer, Chief Information Officer Clark Memorial Hospital....................................................................................... Material Management Clay Park Labs Inc.. ..................................................................................................Net Administrator . Clean Earth Technologies. .................................................................................................. IT Manager . Clean Seal, Inc.....................................................................................................Manager, Purchasing Clean Water Services. .....................................................................................Field Operations Manager Clean Water Services Inc................................................................................................... IT Manager . Cleanco Maintenance Corporation. .......................................................................................... President Clear Channel Colo-Hq. ........................................................................................... Assistant Controller Clear Channel Comm Lim-001. ........................................................................................................... . Clear Channel Hlg-001. .............................................................................................. Market Controller Page 122 © The HR Chally Group
Appendix Company Title Clearsnap Inc............................................................................................................General Manager Clearview Investments LTD....................................................................................................Assistant . Cleary Chemical Corporation. ................................................................................. Manager, Production . Cleveland-Cliffs Inc......................................................................................... Manager/Office Services Client Services Manager. ....................................................................................Plant Services Manager Cliffstar Corporation.............................................................................................. Purchasing Services Climco Coils Inc................................................................................................................................ Cline Williams Wright Johnson. ........................................................................................... IS Manager . Cloudmark....................................................................................................................................... Clougherty Packing LLC. ........................................................ Assistant to the Vice President of Financing . Clovernook Center For The Blind......................................................................................................... Cloyes Gear Co............................................................................................................. Plant Manager Clyde Bergemann Inc............................................................................................... Systems Manager CMA CGM. ........................................................................................... Vice President of Administration . CMC SHEET METAL............................................................................................................................ CMH. ....................................................................................................................... Purchasing Agent CNC DEVELOPMENT. ................................................................................................... Financial Officer . CNF INC................................................................................................................... IT Administrator . Coachmen Recreational Vehicles. ................................................................................ Purchasing Agent . Coakley & Williams Hotel Management Company.................................... Director of Personnel and Training Coast Casinos Inc................................................................................................... Telecomm Director . Coastal Pet Products. ........................................................................................... Chief Financial Officer Coastal Transportation Inc.. ................................................................................................ IS Manager COATS and BENNETT PLLC............................................................................................ Office Manager Coblentz Patch Duffy Bass...............................................................................................Manager of IT Coco Communications Corporation..........................................................Facility and Purchasing Manager Coco’s Bakery Restaurant. ....................................................................................... Vice President of IT COFFEYVILLE RESOURCES LLC. .......................................................Manager Of Network & Infrastructure . Cogburn Goosman Brazil & Rose.......................................................................................... Purchasing Cognis Corporation. ................................................................................................. Purchaser, Mauldin Cognis Corporation. ..................................................................................................... Technical Buyer Cohen & Paiva P. A.................................................................................................... Purchasing Agent Cohen Weiss & Simon LLP............................................................................................. Office Manager Colantonio Inc............................................................................................................. Office Manager Colden Associates................................................................................................................ President Cole Raywid & Braverman LLP. ...............................................................................Mailroom Supervisor . Coleman-Glass Construction.......................................................................................... Office Manager Collateral Mortgage Capital. ......................................... Senior Vice President and Chief Technology Officer . Collection Service Of Nevada................................................................................................. President College Of The Holy Cross..................................................................................Purchasing Coordinator College Of The Ozarks....................................................................................................................... Colliers Arnold................................................................................................................... IT Director Color Me Beautiful. ..........................................................................................................Director of IT Color Spot Nurseries Inc...................................................................................Administrative Assistant Colorado State University........................................................................................... Purchasing Agent Colorado West Regional Mental Health............................................................................. Director for IT . Columbia Bancorp............................................................................................. Bookkeeping Specialist Columbia Distributing....................................................................... Senior Infrastructure Administrator Columbia River Mental Health................................................................................ Facilities Coordinator Columbus County Hospital Inc.................................................................................Accounting Director Columbus McKinnon Corporation........................................................................Administrative Assistant Columbus Regional Hospital. .................................................................Director of Material Management . Comanche County Memorial Hosp............................................................................... Purchasing Agent . COMBE INC...................................................................................... Telecommunications Administrator Combined Insurance Co-America. ............................................................ Corporate Treasury Department Combined Transport.......................................................................................................................... Comcast Spotlight.................................................................................... Business Operations Manager Commerce Energy Group, Inc......................................................... Vice President Back Office Operations Commerce Energy Group, Inc........................................................ Vice President Information Technology Commercial Capital Bank. ...................................................................................... Information Systems Commission For Minority Affairs.....................................................................Administration Coordinator © The HR Chally Group Page 123
Appendix Company Title Commonwealth Architects.................................................................................... Chief Financial Officer Commonwealth Commercial Partners.............................................................................. Office Manager Commonwealth Hosiery Mill Inc...........................................................................................Accountant . Commonwealth Insurance Company.............................................................................. General Clerk II Commonwealth School. ............................................................................................ Business Manager . CommScope, Inc.. .........................................................................................................MRO Manager . Communication Test Designs Inc................................................................................................. Buyer Community Financial Services, Inc...................................................................................................... Community Health Systems Inc.................................................................................. Purchasing Agent Community Healthlink............................................................................................Director of Facilities . Community Medical Group. ................................................................................................................ . Community Memorial Hospital. ............................................................................... Director of Materials . Community Reach Center. .................................................................................................................. Community Reuse Organization Of East Tenn............................................................ Telecommunications Community Services Inc...............................................................................Manager Business Services Companion Technologies Corporation...................................................................... Vice President, Sales Compone Services. ........................................................................................................................... . Composite Technologies........................................................................ Director of Information Systems Compton Capital Management............................................................................................................ Comsys Information Technology. ............................................................................Branch Administrator Com-Tec Securities. ........................................................................................................................... Con Agra Foods Spec Potato...............................................................................Purchasing Coordinator Cone, Inc.. ....................................................................................................................Vice President Conemaugh Health System................................................................................. Purchasing Supervisor . Congressional School. ........................................................................................Network Administrator . ConocoPhillips.............................................................................................................. Transportation Consolidated Container Co LLC. .................................................................................. Purchasing Agent . Consolidated Container Company LLC...................................................................... Procurement Officer Consolidated Edison Co Of Ny........................................................................................ Office Manager Consolidated Metco Inc.............................................................................................. Purchasing Agent Construction Data Corporation...................................................................................Technical Manager Construction Protective Services, Inc.......................................................................... Ecam Coordinator Continuing Care...............................................................................................Administrative Assistant Contract Freighters Inc.............................................................................................................. Buyer COOK HOSPITAL............................................................................................................... IT Manager Cooley Godward. ..................................................................................................... Facilities Manager . Cooper Cameron Corporation. ............................................................................... Buyer in Procurement Cooper Compression. ................................................................................................................ Buyer . Coors Brewing Co. ............................................................................................................................ . Coors Tek Inc................................................................................................................. Senior Buyer Copaken White Blitt. ..................................................................................... Manager of IS Department Copart Inc.. ....................................................................................................... Chief Financial Officer . Copeland Corporation........................................................................................................................ Cordillera Energy Partners, LLC............................................................................................ IT Director Core Credit Union. ................................................................................................... Systems Operator . Core-Mark Intl Inc.. .................................................................................... Office Services Coordinator . Cornell Companies Inc............................................................................................... Telecom Manager Cornerstone Bank.....................................................................................................Technical Support Cornerstone Brands Inc...................................................................................... Security Administrator Cornerstone Corporation..................................................................................Senior Property Manager Cornerstone Medical Arts Hospital..................................................................... Executive Vice President Corning Inc...................................................................................................................................... Coronado Paint Co. ........................................................................................................... IT Manager . Corporate Travel Management Group.......................................................... Telecommunications Manager Correctional Services Corporation. ......................................................................... Chief Financial Officer Corrections Penitentiary/Division Of Administration. ............................................................................... Corvel Corporation............................................................................................................................ Corvel Corporation...................................................................................Computer Support Supervisor COSI Inc.. ............................................................................................................... Purchasing Agent . COSI Inc.. .............................................................................................................Director of Training . Cosmetic Essence Inc.............................................................................................................Telecom Cost-U-Less, Inc..............................................................................................Vice President, Logistics Page 124 © The HR Chally Group
Appendix Company Title Cougar Mountain Software Inc.............................................................................Network Administrator Coughlin & Gerhart LLP......................................................................................Administrator Assistant Country Curtains Mail Order........................................................................................... Project Leader Country Insurance & Financial Svc. .......................................................................................Mail Room . Country Style Management................................................................................................................ Countryside Enterprises..................................................................................................................... Cousineau McGuire. ........................................................................................................... Supervisor . Covenant Technology. ........................................................................................................................ Coventry Health Care Inc....................................................................................... Purchasing Manager COWORX Staffing Services.......................................................... Director Business Services and Telecom Cox Communications.......................................................................................... Technology Supervisor Cox Target Media...............................................................................................Contract Administrator CP&O..............................................................................................................Systems Vice President CPI Corporation........................................................................................................ Purchasing Agent CQG............................................................................................................................... Receptionist Crawford Industrial Group, LLC......................................................................Director of VOC Operations CRC Industries, Inc........................................................................... Engineering and Facilities Manager Creation Windows LP......................................................................................................................... Credit Bureau Collection Services,........................................................... Telecommunications Supervisor Credit Union Of Denver.......................................................................................Network Administrator Creighton Brothers................................................................................................... Finance Executive Creighton University.............................................................................................................. Manager Crescent Bank Trust............................................................ Assistant Vice President Telecommunications Creston Publishing.............................................................................................Systems Administrator . Crispin Porter Bogusky LA.................................................................................................. IT Manager Crofutt Smith Moving. ....................................................................................................................... . Crosby Benefit Systems..................................................................................................................... Crossroads Graphics................................................................................................................. Owner Crouse Irving Memorial Hosp.................................................................. Director of Material Distribution Crow Canyon Archeological Center................................................................................... Director of IS . Crown Enterprises Inc.. ..................................................................................................... IS Manager . Crystal Cabinet Works Inc........................................................................... SlS Administrative Assistant CSX Corporation........................................................................... Manager-Procurement, MRO/Services CSX Transportation Inc........................................................................................Manager Procurement CTA Acoustics, Inc.. ......................................................................................................... MRO/ Buyer . CTC Aviation (LAD Aviation). ................................................................................ Chief Financial Officer . CTI Industries Corporation................................................................................................................. CTS Corporation. ..........................................................................................................IT Department . Cubic Corporation............................................................................................................................. Cuivre River Electric............................................................................................... Technical Specialist Cumberland County IMTO.......................................................................................... Telecom Manager Cummings Transfer Co Inc.......................................................................................... IT Administrator . Cumulus Radio Dallas.................................................................................................General Manager Cuna Credit Union............................................................................................................. IT Manager Curative Care Network. ...................................................................................................................... Curtis Mallet Prevost Colt........................................................................................... Purchasing Agent Cushman & Wakefield............................................................................................ Purchasing Manager Custom Building Products. ............................................................................ Administrative Coordinator . Custom Building Products. .................................................................................. Director of Accounting . Cutter & Buck Inc.. ........................................................................................... Director of Distribution . Cutter & Buck Inc.. ........................................................................................... Director of Distribution . CVC Specialty Chemicals Inc.. ............................................................................................................ . CVS Corporation........................................................................................ Manager of Mail Distribution CVS Pharmacy. .................................................................................Purchasing Administrator Assistant CVS Pharmacy. .................................................................................Purchasing Administrator Assistant CYBERDOC. ............................................................................................................................. Owner Cybex International, Inc.................................................................................... IT Operations Manager . Cypress Bayou Casino. ........................................................................................ Chief Financial Officer . D Francis Murphy Insurance Agency........................................................................... Business Manager D P Enterprises LLC................................................................................................... Purchasing Agent D. D. Williamson & Co.. ................................................................... Global Project and Training Manager . D. L. Ryan Companies, Ltd......................................................................................... Purchasing Agent © The HR Chally Group Page 125
Appendix Company Title D.F. KING. ............................................................................................Director of Telecommunications . Daedalus Books Inc........................................................................................................... IT Manager Dagger, Johnston, Miller, Ogilvie, Hampson..........................................................Administrative Assistant Daily Advance. ................................................................................................................. IT Manager . Daimler-Chrysler Truck Financial...............................................................................Director of Training Dakota Ethanol.................................................................................................................. Purchasing Da-Lite Screen Co............................................................................................... Chief Financial Officer Dallan Construction...................................................................................................... Office Manager Dallas Housing Authority....................................................................................Purchasing Department Dallas Telco Federal Credit Un................................................................................Senior Vice President Dalzielwhite Associates, Inc.. .............................................................................................................. Damon Key Leong Kupchak........................................................................................... Office Manager Damon Key Leong Kupchak........................................................................................... Office Manager Dana Corporation Plumley Div. ........................................................................................................... . DANAHER MOTION.............................................................................................................IT/Telecom Daniels, Fine, Israel, Schonbuch, and Lebovits, LLP..................................Office Manager & Legal Assistant DANSKO..................................................................................................Network Operations Manager Danville Office Equipment...................................................................................................... Manager . Danville Office Equipment...................................................................................................... Manager . Danville Regional Medical Center, LLC............................................................... Director, Learning Center . Dart Container Corporation. ....................................................................................................... Buyer . DARTS. ........................................................................................................................................... . Data Distributing, LLC. ............................................................................................ Shipping Specialist . Data Systems & Software Inc............................................................................................................. Datamation.......................................................................................................................... Manager DataMetrics Corporation. ........................................................................................................... Buyer . DATAVISION INC.. .........................................................................................................Vice President . David Clark Co Inc................................................................................................ Purchasing Manager David Griffin & Co Realtors.............................................................................................Sales Manager David Sherman Corporation. ....................................................... Maintenance Representative Supervisor . Davidson And Bradshaw. ............................................................................................... Office Manager Davies McFarland & Carroll...............................................................................................Site Manager Davis Cedillo & Mendoza Inc............................................................................................................... Davis Furniture Industries.................................................................................................. IS Manager Davis Memorial Hospital. ...........................................................................................Telecom Executive Davis Miles. ............................................................................................................. Corporate Trainer . Davis Rothwell Earle Xochihua P. C...................................................................................................... Davis, Graham, & Stubbs..................................................................................... Chief Financial Officer Daw Technologies, Inc........................................................................................... Purchasing Manager Dawson Metal Company, Inc.................................................................................. Head of Maintenance Day Berry & Howard LLP........................................................................Purchasing and Facility Manager Dayton Daily News............................................................................................................ IT Manager DAYTRONIC INC.. ............................................................................................................................. . DCB Financial Corporation............................................................................... Facility, Director/Security DCB Financial Corporation................................................................................... Security Office/Facility De Bourgh Manufacturing Company......................................................................Systems Administrator Deaconess Hosp. .................................................................................................... Contract Specialist . DeBruce Grain, Inc.. ..................................................................................... Freight and Transportation Decal Custom Homes. ...................................................................................................... HR Manager . Decof & Decof PC......................................................................................................... Office Manager Decorize, Inc..................................................................................................Senior Logistics Manager Deere & Company.......................................................................................................Supply Manager Deeter Foundry, Inc.. .............................................................................................. Receptionist/Buyer . DEFENDER INDUSTRIES INC.............................................................................................. IT Manager Del-Air Heating Air Cond/Rfrgt.............................................................................. Chief Financial Officer Deland Gibson Insurance........................................................................................Executive Secretary . DELEGATION OF COMMISSION EUROP.................................................................................... IT Officer Deli Dynamics........................................................................................ Director of Marketing Services Deloitte, Touche, Tohmatsu-Global Office. ....................................................................... Office Manager . Delphic Associates. ................................................................................................................ Account . Deluxe Media Services, Inc.. ....................................................................................... Purchasing Agent Denman & Davis..............................................................Manager, Quality Assurance and Transportation Page 126 © The HR Chally Group
Appendix Company Title Denny’s Corporation.................................................................................................. Purchasing Agent Denso Mfg Michigan Inc...................................................................................................... Purchasing Denver Children’s Advoc............................................................................................... Office Manager . Denver Seminary...........................................................Director Of Auxiliary Enterprises & Physical Plant Department Of Corrections. ................................................................................................ IT Manager Depomed, Inc.. .............................................................................................................. Senior Buyer . Deposit Computer Services. .....................................................................Facilities And Security Director . Dept Of The Judiciary............................................................................................... Technical Director Derby Lane.............................................................................................................Telecom Executive Deseret Generation And Transmission Cooperative. .......Human Resources and Training Coordinator, Bonanza Desert Viking Builders. ................................................................................................. Office Manager . Design Works.......................................................................................................................Assistant Desktop Service Center, Inc.. ....................................................................................... Trainer, Acrobat . Detroit Radiant Products Company....................................................................... Director of Purchasing Detroit Radiant Products Company....................................................................... Director of Purchasing Developmental Research Corporation. ............................................................... Associate Director of MIS Devine & Pearson. ....................................................................................Manager Of Office Technology Devorsetz Stinziano Gilberti. ..............................................................................Assistant Administrator . DHL Express. ........................................................................................... Telecommunications Director . Di Giorgio Corporation............................................................................Administration Supply Manager Dial Oil Corporation.....................................................................................................MIS Coordinator Diamond Group.................................................................................................. Procurement Director Diamond Rental Centers Inc............................................................................................... IT Manager Diamond Triumph Auto Glass Inc.. .............................................................................. Purchasing Agent . Digital Federal Credit Union.............................................................. Administrative Services Coordinator Digital Motor Works........................................................................................................................... DIK DRUG COMPANY.......................................................................................................MIS Manager Dillon Companies Inc.. ......................................................................................Office Services Manager Dinse Knapp & McAndrew. ............................................................................................. Staff Assistant . Direct Alliance Corporation....................................................Senior Manager Education and Development DIRECT MEDIA................................................................................Data and Communications Manager Direct Relief International. ................................................................................ Transportation Manager . Distributors Processing Inc.................................................................................................. Purchasing Diversified Systems Inc.. ..................................................................................................... Controller . Dixie Regional Medical Center.....................................................................................Customer Service D-J ENGINEERING INC.. .................................................................................................... IT Manager . DOING STEEL INC.. ........................................................................................................................... Dollar Tree............................................................................................................... Facilities Director Dollar Tree Stores, Inc........................................................................... Vice President of Transportation Dolly Madison..........................................................................................................................Payroll Donnell Abernethy & Kieschnick.......................................................................................................... Dority & Manning......................................................................................................... Office Manager Dorsey & Whitney........................................................................................................ Office Manager Dow Corning Corporation.............................................................................................Supply Manager Dow Reichhold Specialty Latex LLC.......................................Inventory Control Clerk and Accounts Payable Doyle Berman & Gallenstein PC. ............................................................................... Executive Assistant Dr Gertrude A Barber Centre............................................................................. Technology Coordinator Draper Aden Associates.......................................................................................... Purchasing Director Dresser Piping Specialties. ................................................................................................................. . Drew Foam Companies Inc........................................................................................ Purchasing and IT Drinker Biddle Reath. ........................................................................................................................ . DSC Logistics................................................................................................................... IT Manager DSM Engineering Plastics................................................................... Accounts Payable/Receivable Clerk DST Health Solutions. ..................................................................................... Voice Services Technician DST Output, LLC....................................................................................................... Training Manager Du Pont de Nemours & Co................................................................................................ Senior Buyer Dunn Carney Allen Higgins.................................................................................. Office Supply Manager Dunn-Edwards Corporation. ................................................................................................................ Duplin County. ..................................................................................................Deputy Finance Officer . DuPont de Nemours & Co................................................................................................. Senior Buyer DuPont Investa........................................................................................................ Logistics Manager DuPont Powder Coatings USA, Inc.........................................................................Maintenance Manager © The HR Chally Group Page 127
Appendix Company Title DURACO INC..................................................................................................................... IT Director Dynamex........................................................................................................Administrative Assistant Dynamic Systems Integration.........................................................................................Sales Engineer Dynamics Research Corporation.......................................................................................................... E & J Gallo Winery. .......................................................................................... Transportation Manager . E Com Ventures, Inc.. ............................................. Vice President, Logistics and Distribution, Perfumania . E Osterman Gas Company. ...................................................................... Human Resource Risk Manager E&J Gallo Winery. ..................................................................................... General Manager of Logistics . Eagle Global Logistics.................................................................................................Finance Manager Eagle Press, Inc....................................................................................................... Shipping Manager EAI CORPORATION. .................................................................................................. Facilities Manager Earlie Homes............................................................................................................... Office Manager Earth Sun Moon Trading Company, Inc......................................................................Production Manager Earthwatch Expeditions. ..................................................................................Human Resource Director EAST OHIO MACHINERY CO. ...............................................................................Systems Administrator . Eastburn & Gray..................................................................................................................... Partner EASTER SEALS GOODWILL................................................................................................................. Eastern Connection...........................................................................................Purchasing Coordinator Eastern Kentucky University................................................................... Assistant Director of Purchasing Eastman & Smith..............................................................................................Purchasing Coordinator Eateries Inc.. ................................................................................................................... IT Manager . Eat’n Park Hospitality Group....................................................................................... Purchasing Agent EB GIFTWARE INC.. .....................................................................Executive Vice President of Operations . Ebara International........................................................................................................... IT Manager Ebenezer Baptist Church..........................................................................................Financial Secretary Ebonite International Inc.. ...........................................................................................Industrial Buyer . EBSCO Industries Inc............................................................................. Human Resources and Training Eden Foods, Inc................................................................................................... Head of Maintenance Edens Avant Inc.. .............................................................................................................................. Edson Electric. ...................................................................................................................... Manager Edward M Bernstein & Assoc. ..................................................................................... Facilities Manager Edwards And Kelcey.....................................................................Purchasing and Supplies Administrator Edwin L Heim Co. .............................................................................................................................. Effingham-Clay Service Co................................................................................................ IT Specialist EFP CORPORATION. ................................................................................................. Systems Manager . Eidebailly LLP..................................................................................................Administrative Assistant Eisai Corporation of North America...................................................................................................... Eisenhower Carlson.................................................................................................. Office Coordinator El Dorado Chemical................................................................................Director of Telecommunications Elder Services Of Worcester Area...............................................................................Executive Director Electro Energy Inc.. ........................................................................................................................... Electromark Company. ............................................................................................. Shipping Manager . Electronic Label Technology...............................................................................Administrative Assistant Electrotek Corporation....................................................................................................... IS Manager Elite Show Services, Inc.. ................................................................................................................... Elmont Elementary School. ........................................................................................... Office Manager . Elyria United Methodist Village................................................................................. Purchasing Director EMC CORPORATION. ................................................................................................. Telecom Manager . Emerson Electric Co. ......................................................................................................................... . Emerson Electric Co. .......................................................................................... Engineering Secretary . Emerson Power Transmission.................................................................Supervisor, Office Administration Empire Kosher Poultry Inc.................................................................................................................. Empire Kosher Poultry Inc.......................................................................................... Purchasing Agent Empire South West LLC. ......................................................................................Procurement Manager . Empire Staple Co................................................................................................. Distribution Manager Emroch & Kilduff LLP................................................................................................. Purchasing Agent Encana Oil & Gas (USA)-HQ. ........................................................................Lead USIT for Field Support . Encore Fruit Marketing, Inc........................................................................................... Sales Assistant . Encore Senior Village. ................................................................................................... Office Manager Energy East Corporation..............................................................................Manager Strategic Sourcing . Engelhard Corporation........................................................................................................ Purchasing Engelhard Corporation........................................................................................Systems Administrator Page 128 © The HR Chally Group
Appendix Company Title Engineered Plastic Designs..................................................................................Systems Administrator Englefield Oil Co. ...................................................................................................... Purchasing Agent . Englund Marine Supply Co.. ........................................................................................Network Manager Enloe Medical Center................................................................................................. Purchasing Agent Ennis Paint, Inc.. ....................................................................................Corporate Purchasing Manager . Ent Federal Credit Union........................................................................................ Training Coordinator Enterasys Networks Inc................................................................................................... Senior Buyer . ENTRANCE RAMP INC........................................................................................................... President Environmental Lighting for Architecture, Inc.......................... Manager of Purchasing and Inventory Control Environmental Systems Research.............................................................................Office Supply Buyer ENVIROTEST SYSTEMS INC................................................................................................ IT Manager Epiphany Evangelical Lutheran Church......................................................................... Church Secretary Equifax Inc.. ...............................................................................................................Office Assistant . EraGen Biosciences, Inc.................................................................................... Manager, Manufacturing ERC INC...................................................................................................................Telecom Director Erickson & Sederstrom. ............................................................................................Executive Director . ERMCO Inc. Communications. ............................................................................................................. Ernst & Young. ......................................................................................................... Purchasing Agent . ESS Group......................................................................................................... Chief Financial Officer Euclid Hospital.........................................................................................................Telecom Executive Eurpac Service Co................................................................................................ Accounting Assistant EVENGLOW LODGE. .......................................................................................................................... . Excellus Bluecross Blueshield...................................................................................... Purchasing Agent Exide Technologies................................................................................................................ Logistics Exopack LLC. .................................................................................................................................... EXTERIOR WOOD INC.. ...................................................................................................... IT Director . Eye Care Centers Of America............................................................. Senior Vice President of Operations F & M Bank Corporation......................................................................................................... Manager F C HAAB CO INC.. ..................................................................................... Computer Systems Manager F L BOOKKEEPING CO.. ........................................................................................................Secretary . F N Manufacturing Inc.. ....................................................................................................... Controller . F&G MECHANICAL CORPORATION............................................................................ Network Technician . F.A. Bartlett Tree Expert Co................................................................................................................ Fairbanks Memorial Hospital...............................................................................Purchasing Department Fairmont Homes Inc........................................................................................................... Purchasing Fairmont Turnberry Isle Resort. ................................................................................. Director of Finance Fairview Red Wing Medical Center..............................................................................Telecom Executive Family Christian Stores...................................................................................................................... Family Christian Stores Inc.. ................................................................................................ Purchasing Family Health Council Inc................................................................................................................... Family Life Line. .................................................................................................... Executive Assistant . Family Physicians Group Inc.................................................................................................... Account Family Physicians Group Inc.................................................................................................... Account Famous Dave’s Of America Inc....................................................................................... Office Manager Famous Footwear.................................................................................................. Purchasing Manager Fansteel Wellman Dynamics. .............................................................................................................. . Farley’s & Sathers Candy Company, Inc.. .............................................Parts and Maintenance Coordinator . Farm Bureau Insurance. ..................................................................................................................... Farmers Furniture................................................................................................................ Receiving Farrell Fritz PC.................................................................................................................................. Fayette Community Hospital................................................................................ Telecom Administrator Fayetteville State University................................................................................ Director of Purchasing Federal-Mogul Corporation. ........................................................ Senior Vice President, Global Purchasing . Federation of Protestant Welfare Agency.............................................................................................. Fehr Foods, Inc.. ....................................................................... Manager, Warehouse and Transportation Fellowship Travel International............................................................................................ IT Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation......................................................................................... Maintenance Supervisor © The HR Chally Group Page 129
Appendix Company Title FF Thompson Continuing Care.................................................................................... Purchasing Agent . FIBER INSTRUMENT SALES. ............................................................................................................... . FIDELITY EXPLORATION-L/CO. ................................................................................ Executive Assistant . Fieger Fieger & Johnson..................................................................................................................... Filtronic Comtek Inc......................................................................................Human Resource Manager Fireside Baking............................................................................................ Purchasing Representative Firestone Industrial Products..................................................................................Purchasing Assistant Firm Advantage........................................................................................................ Purchasing Agent First American Title............................................................................................ Telecom Administrator First Baptist Church. .......................................................................................................................... First Century Bankshares, Inc............................................................................... Assistant Comptroller First Choice Health Networks.............................................................................................. IT Manager First Commonwealth Financial. ................................................................................... Purchasing Agent . First Keystone Corporation......................................................................................... Purchasing Agent FIRST NAT’L BK/FC-205......................................................................................... Purchasing Manager First Regional Bancorp.................................................................................. Human Resource Assistant First Regional Bancorp..................................................................................................Branch Support First Tower Corporation. ................................................................................Technical Support Manager Fischer USA, Inc.................................................................................................................. President Fiserv Trust Company............................................................................................ Manager of Imaging Fish & Richardson.................................................................................................Office Services Clerk . Fish & Richardson...................................................................................... Mail Room Office Supervisor . Fish Breeders of Idaho, Inc.. .......................................................................................... Plant Manager . Fiskars Brands Inc.. ............................................................... Voice Data and Desk Top Support Manager . Five Rivers Electronic Innovations, LLC. ...............................................................Vice President Logistics . FIVE STAR EQUIPMENT...................................................................................................... IT Manager FJORD SEAFOOD USA................................................................................................ Purchasing Agent Flanigan’s Enterprises, Inc.. ................................................................................... Purchasing Manager . FLEET FISHER ENGINEERING. ....................................................................................... Office Manager . FLEET Pride Inc.. .............................................................................................Administrative Assistant . Fleetwood Enterprises Inc.......................................................................................................... Buyer Fleetwood Folding Trailers Inc............................................................................................. IT Manager Flexcon Corporation. ................................................................................................. Purchasing Agent . Flexcon Corporation. ................................................................................................. Purchasing Agent . FLIGHTSAFETY. .....................................................................................Director of Telecommunications . Flowserve Corporation...................................................................Global Commodity Manager for MRO’s Floyd Medical Center................................................................................................. Purchasing Agent Flying Dog Brewery LLC........................................................... Manager, Plant Systems And Maintenance Flying Dog Brewery LLC................................................................................................. Plant Manager FMC Technologies, Inc....................................................................................................................... . FMC Technologies, Inc.........................................................................................Maintenance Manager . Foamex LP................................................................................................................... Plant Manager Foamex LP..........................................................................................Manager Transportation Services FOCUS ENTERPRISES INC.................................................................................... Chief Financial Officer Fol Tape LLC................................................................................................................ Office Manager Foley & Judell...............................................................................................................Office Supplies Foley Machinery Company, Inc............................................................................................................ Footstar, Inc.................................................................................................Manager of Transportation For Kids Only Child Care Center................................................................................................. Owner FOR MOR INTERNATIONAL..................................................................................Network Administrator Ford Division..................................................................................................................... Purchasing FOREIGN CANDY CO. ........................................................................................................................ . Foremost Insurance Co.............................................................................................................. Buyer Forest Products Supply........................................................................................ Chief Financial Officer Forklifts Of Minnesota....................................................................................................Sales Manager Fort Collins-Police. ...............................................................................................Financial Coordinator . Fort Valley State University............................................................................... Information Technology . Foundation For Behavioral Research. ............................................................Information Service Director . Founders Furniture, Division of Thomasville Furniture, Inc..........................................Purchasing Assistant Four Seasons Hotel..................................................................................................Telecom Executive Four Seasons Hotel New York. ................................................................... Telecommunications Manager . Four Seasons Hotels & Resorts. .......................................................... Director Of Information Technology Page 130 © The HR Chally Group
Appendix Company Title Fowler White Burnett.................................................................................................. Purchasing Dept Foxwoods Resort & Casino. ........................................................................................ Purchasing Agent . Fragrance Manufacturing Inc....................................................................................Support Technician . FRAMES MOTOR FREIGHT.................................................................................................................. . Franchise Foodservice, Inc................................................................................Administrative Assistant . Frankfort Regional Med Center................................................................................Engineering Director Franklin Electric Co Inc.............................................................................................Telecom Executive Franklin Electric Co Inc........................................................................................... Executive Assistant Fred Gutwein & Sons, Inc.. ................................................................................ Maintenance Supervisor Fred Meyer Stores. ...................................................................................................Assistant Manager Fredrikson & Byron Practicing Attorney.................................................................... Telecommunications Freightliner LLC..........................................................................................................Facility Manager Fremont Medical Center............................................................................................. Purchasing Agent Fremont Medical Center..............................................................Information System Project Coordinator FREMONT SAWMILL. ................................................................................................... IT Administrator Fresh Choice Inc..................................................................................Vice President Human Resources Fresh Encounter Inc................................................................................... Loss Prevention Coordinator Friday Eldredge & Clark. ............................................................................................ Purchasing Agent . Friends Of The Orphans...........................................................................................Events Coordinator Frisch’s Restaurants Inc............................................................................................. Purchasing Agent Frito-Lay Inc.. ......................................................................................................... Carrier Technician . Frontera Produce Ltd............................................................................................. Shipping Supervisor FRONTIER OIL/REFINING.........................................Manager of Administrative & Communication Services FRU-CON CORPORATION. ............................................................ Infrastructure/Communication Manager Fulbright & Jaworski................................................................................................................ Partner Full-O-Pep Appliances Inc.. .................................................................................................. Controller . G & H SEED COMPANY INC.. ............................................................................................... IT Manager GACC......................................................................................................................... Office Manager Gagliardi Braden Olson & Capelli.............................................................................................Paralegal Galardi Group, Inc.. ..................................................................................Manager of Operator Training . Gallop Johnson & Neuman LC...........................................................................................Site Manager Gambrell & Stolz LLP........................................................................................... Chief Financial Officer Gamestop Inc.. ................................................................................................................................. Gander Mountain CO...................................................................................Manager Associate Services Gannett Co Inc......................................................................................................................... Buyer Ganong Bros., Limited.........................................................................................Maintenance Manager Garlington Lohn & Robinson. ......................................................................................... Office Manager . GARNER INDUSTRIES INC.. ................................................................................................ IS Manager Gaw, Van Male, Smith, Myers. ................................................................................ Administrative Clerk . GE Contractual Services..................................................................................................................... GE Gas Turbine LLC......................................................................................... Transportation Specialist Geary Porter & Donovan. .................................................................................... Purchasing Supervisor . Gee Development........................................................................................................ Office Manager . GEICO Insurance............................................................................................. Medical Office Assistant Genco Distribution Systems. ............................................................................ Carrier Services Manager General Bearing Corporation. ......................................................................................... MRO Purchaser General Dynamics..................................................................................................................... Buyer General Motors Corporation.......................................................................World Wide Facilities Manager General Wine Liquor Company............................................................................................................ Genesee Packaging Inc........................................................................................ Chief Financial Officer GENESYS Conferencing Inc.. ..................................................................... Telecommunications Manager . Geneva General Hospital............................................................................................ Purchasing Agent GEO SPECIALTY CHEMICALS. ..................................................................................... Network Engineer Gertrude Hawk Chocolates......................................................................... Communications Coordinator Getz Manufacturing....................................................................................................General Manager GI TEST. .......................................................................................................................................... Gibbons Del Deo Dolan......................................................................................................... Mailroom Gibbs Die Casting Corporation................................................................................ Purchasing Manager . Gibbs Wire & Steel Co., Inc.. .............................................................................................................. . Gibraltar Packaging Group Inc.. ................................................................................. Logistics Manager . Gieger Laborde & Laperouse LLC......................................................................................................... Ginsberg Brusilow & Wright................................................................................................Comptroller © The HR Chally Group Page 131
Appendix Company Title Girls Inc.. ..............................................................................................................Director of Training . Givens Pursley LLP.................................................................................................... Purchasing Agent Givens Transportation.................................................................................... Director of Administration GKN Sinter Metals Inc.. ......................................................... Computer Specialist Systems Administrator . Glacier Northwest Inc...........................................................................................................Secretary Gladney Center. ................................................................................................................ IT Director . Glast Phillips & Murray.......................................................................................Office Services Support Glazer’s Wholesale Drug Co Inc.. ............................................................................Mailroom Supervisor . Glazer’s Wholesale Drug Company, Inc.. .............................................................Vice President, Logistics . Glazer’s Wholesale Drug Company, Inc.. ....................................................... Manager of Mail Distribution . Glencoe Health Regional Service................................................................................ Finance Executive Glenwood Regional Medical Center.............................................................................. Purchasing Agent Global Accessories Inc....................................................................................................... IT Manager Global Accessories Inc....................................................................................................... IT Manager Global Health Care Exchange................................................................................. Facilities Coordinator Global Industries LTD. ..........................................................................Corporate Director of Purchasing . Global Stainless Supply Inc................................................................................................ IT Manager Global Vision Eyewear Corporation........................................................ Shipping and Receiving Assistant . Gloucester County. ............................................................................................ Director of Purchasing . GLS CORPORATION.................................................................................... Manager System Operations GLS Corporation............................................................................................. Senior Purchasing Agent Goetz Fitzpatrick LLP............................................................................................. Office Administrator Gold Coast Hotel & Casino. ......................................................................................... Purchasing Agent Gold Coast Marine Distributors. .................................................................................. Shipping Manager Gold Harbor Commodities Inc............................................................................Manager, Transportation Gold KIST Poultry Processing.................................................................................. Purchasing Manager Gold Mills/Guilford Mills Inc.................................................................................................. Controller Golden Corral Corporation............................................................................. Manager of Office Services Golden Corral Corporation............................................................................... Vice President of Training Golden State Foods....................................................................................................General Manager Golden State Foods Corporation................................................................. Senior Network Administrator Goldenberg Mackler Sayegh. ....................................................................................................... Clerk . Goldstein Ballen O’Rourke............................................................................................. Office Manager Good Shepherd Lutheran Church. ...................................................................Administration Coordinator Goodfellow Bros., Inc.. ...................................................................Safety Manager, Mainland Operations . Goodier Cosmetics, Inc....................................................................................................... Purchasing Goodman & Co.................................................................................................Purchasing Coordinator Goodwill Industries. .............................................................................................. Purchasing Manager . Goodyear Tire & Rubber Co........................................................................................ Purchasing Agent Goody’s Family Clothing, Inc.. .................... Senior Vice President, Distribution, Transportation and Logistics . Gordon Edelstein Krepack Grant. ................................................................................ Office Coordinator Gorton’s. .........................................................................................................Purchasing Coordinator . Gospel Communications International, Inc.. ..............................................................Operations/Shipping Government Perspectives......................................................................................Senior Vice President Goya Foods, Inc.. .............................................................................................Vice President, Logistics Goya Foods, Inc.. ..................................................................................................... Facilities Manager Goya Foods, Inc.. ..........................................................................................Vice President, Purchasing Graceland Fruit, Inc.. ......................................................................................... Manager, Procurement . Graco Inc.. ........................................................................................................................ Purchasing GRADEPOINT. .................................................................................................Administrative Assistant . Graham & Dunn............................................................................................................... HR/Facilities Graham Fire Department. .................................................................................................... Controller . Graham Manufacturing Corporation............................................................................................. Buyer Grand Geneva Resort & Spa..............................................................................Administrative Assistant Grand Hyatt Washington................................................................................ Communications Manager Grand View Lodge Golf & Tennis........................................................................................... IS Director Grand Wailea Resort Hotel. ......................................................................................... Purchasing Agent Grandview Products Co...........................................................................................................Telecom Grange Insurance Co............................................................................................. Purchasing Manager Grant Memorial Hospital. ..................................................................................... Chief Financial Officer . Graphic Packaging Intl Inc.. ................................................................................Purchasing Coordinator Graydon Manor............................................................................................................. IT Coordinator Page 132 © The HR Chally Group
Appendix Company Title Great American Cookie Co. ............................................................................................ Traffic Manager Great American Products. ..........................................................................Shipping and Traffic Manager . Great Dane Trailers........................................................................................................................... Great Lakes Carbon Corporation. ................................................................................ Purchasing Agent . Green Bay Packaging Inc.. ............................................................................... Voice and Data Manager . Greenbrier And Russel, Inc.................................................................................Vice President, Training Greenleaf Corporation. ............................................................................................. Office Coordinator . Grocery Outlet Inc.. .........................................................................................Distribution Department . Gross & Welch.................................................................................................................................. Gross & Welch.................................................................................................................................. Gross Shuman Brizdle-Gilfillan............................................................................................................ Growmark Inc.............................................................................................................Traffic Manager . GSH Real Estate. .................................................................................................... Director of Finance . Guest Services, Inc.................................................................................................Director of Training Guida Slavich & Flores PC. ..................................................................................... Office Administrator . Guidance Center...................................................................................Director of Information Services Guide One Insurance............................................................................................................. Manager Guilford Mills Inc................................................................................................................ Purchasing Gulf Greyhound Park............................................................................................. Accounting Manager Gunstock Area.................................................................................................................. IT Manager Gypsum Management And Supply....................................................................................................... H & M INTERNATIONAL TRANS. .......................................................................................Vice President . H AND M WAGNER AND SONS..........................................................................................MIS Manager H T Hackney Co.........................................................................................................Human Resource H&H Meat Products, Inc.......................................................................................... Tool Crib Attendant H.O.M.E.. .................................................................................... Manager of Strategic Communications Habersham County Medical Center....................................................................................... IT Director Haier America Trading. ...................................................................................................................... . Hale Indian River Groves Inc.................................................................................. Call Center Manager Hale KOA Hotel...................................................................................................... Telephone Manager Hall Associates, Inc........................................................................................................................... Hall Auto. ............................................................................................................ Purchasing Manager . Hall Industries Inc.. ........................................................................................................... IT Manager Hallowell Center. ......................................................................................................... Office Manager . Hamworthy Inc...........................................................................................................Expeditor/Buyer Hanover Compressor Co. .......................................................................................... Shipping Manager . Hanover Foods Corporation................................................................................... Head of Maintenance . Hanover Foods Corporation.............................................................................................. Senior Buyer . Hansen Mechanical. ....................................................................................................IT Dept Manager Hanson Brick & Tile..........................................................................Senior Maintenance Superintendent Hardinge Inc................................................................................................ Manager Plan Engineering Hare Wynn Newell & Newton LLP. ................................................................................... Office Manager Harrah’s Reno. .......................................................................................................... Purchasing Agent Harrington West Financial Group, Inc..................................................................Retail Banking Assistant Harris Creech Ward Blackerby. ................................................................................ Office Administrator Harris Group..................................................................................................Chief Information Officer . Harris Waste Management Group......................................................................... Purchasing Supervisor Harris Williams & Co........................................................................................................... IT Director Harrison.........................................................................................................Administrative Assistant Harry & David Holdings, Inc.. ............................................................... Lead Parts Inventory Coordinator . Harsch Investment Corporation. ....................................................................................... Director of IS Hartnell College................................................................................................. Director of Purchasing Hawaiian Airlines. ..................................................................................................... Purchasing Agent . Hayes Lemmerz International, Inc........................................................ Customer Improvement Specialist Hayssen Manufacturing Co................................................................................................................. HCA Health Services of Virginia, Inc.. .................................................................... Critical Care Educator . Healthsouth Lakeshore Rehab................................................ Assistant Administrator Telecommunications Heat Pipe Technology, Inc.. ................................................................... Shipping and Receiving Manager . HEI, Inc......................................................................................................................... Senior Buyer Heil Trailer Intl. ........................................................................................................... Office Manager . Heinz Company. ............................................................................................................................... . Henning Bork..................................................................................................... Chief Financial Officer © The HR Chally Group Page 133
Appendix Company Title Henry Ford Health System. ......................................................................... Employment Representative . Henry Ford Health Systems........................................................................................ Purchasing Agent Henry Schein, Inc................................................................................................................. Facilities Hercules Inc............................................................................................................................. Buyer Hickman Goza & Spragins............................................................................................. Office Manager Hickory Hill Furniture Corporation. ....................................................................................... IT Manager Hickory White Co........................................................................................... Vice President of Finance Higgins Cavanagh & Cooney............................................................................................ Administrator Highland Homes, Ltd....................................................................................................Office Assistant Highland Park Presbyterian Church..........................................................................Mailroom Supervisor Highland Park United Methodist. .............................................................................................. Director . Hilb, Rogal, and Hobbs (HRH)............................................................................................................. Hill Country Memorial Hospital...................................................................................Telecom Executive Hill Wallack............................................................................................... Assistant Office Coordinator Hillis Clark Martin & Peterson.............................................................................................................. Hills Pet Foods.................................................................................................................................. Hillwood Development................................................................................... Director Office Operations Hines Horticulture Inc............................................................................................................ Manager Hitachi Metals America LTD. ............................................................................................................... . Hitachi Metals America LTD. ........................................................................Special Services Coordinator . Hitchiner Manufacturing Co., Inc...............................................................................Maintenance Buyer HMS Host Corporation. .......................................................................... Senior Manager of Procurement . Hobart Agents Group.................................................................................... Accounts Payable Manager Hobson Associates, Inc.......................................................................... Partner And Director of Training Hoffer Plastics Corporation................................................................................... Chief Financial Officer Hoffman Enclosures Inc..................................................................................................................... Hogan & Associates.................................................................................... Vice President of Operations Hogan & Hartson. ............................................................................................................................. . Holiday Builders, Inc.. ...................................................................................................... Receptionist . Holland & Hart LLP of Boise........................................................................................... Office Manager Holland & Hart LLP of Boise........................................................................................... Office Manager Hollywood Casino. ..................................................................................................... Purchasing Agent Holmes Lumber Building Center.......................................................................................... IT Manager Holy Cross Hospital................................................................................................... Purchasing Agent Holy Spirit Hospital. .....................................................................................................Office Assistant . Hom/Ade Foods, Inc................................................................................................. Logistics Manager Hom/Ade Foods, Inc...................................................................................... Manager, Dumplings Plant Homestat Farm, Ltd.. .................................................................................................... Plant Manager . Honeywell Automation and Control Solutions......................................................................... Purchasing Honolulu Community College.................................................................................. Electrical Technician Hood Packaging Corporation............................................................................................................... Hoover Treated Wood Products. .......................................................................................Manager of IT . Horizon Financial Corporation................. Vice President and Employee Development Manager, Horizon Bank . Hoss’s Steak and Sea House, Inc.. .....................................................Learning and Development Director . Hot Topic, Inc...........................................................................................Inbound Operations Manager Houghton Chemical Corporation.......................................................................................................... Houghton International Inc.. .................................................................................................. Engineer . Houston Chronicle Employee CU. ............................................................................ Purchasing Manager . Howard County General Hospital................................................................................. Purchasing Agent Hubbard Construction Inc.. ........................................................................................ Purchasing Agent . Huck Bouma. ................................................................................................................................... . Hudson’s Bay Company. ................................................................................... Compliance Coordinator . Hugg & Hall Equipment...................................................................................................... IT Manager Huitt-Zollars, Inc.. ........................................... Administrative Assistant for Office Manager Small Package . Hull Towill Norman Barrett. ...................................................................................................... Partner . Hull Towill Norman Barrett. ............................................................................ Director of Administration . Huntsman International............................................................................................. Purchasing Agent Hydro-Walk Energy............................................................................................Systems Administrator . Hyster Sales Co..................................................................................................... Executive Assistant IBT Inc.......................................................................................................... Technical Needs Director ICE BUILDERS INC.................................................................................. Information Technical Director ICO, Inc.. .......................................................................... Vice President, Human Resources Risk & Esh . Page 134 © The HR Chally Group
Appendix Company Title Idaho Supreme Potatoes, Inc.. ............................................................................................ Purchasing . Idaho Supreme Potatoes, Inc.. ............................................................................ Material Analyst Buyer . Ideal Division of Stant Corporation...................................................................................................... I-flex Solutions Ltd.-US Representative Office........................................................ Network Administrator IHOP Corporation........................................................................................................Facility Manager Illinois State University.............................................................................................. Purchasing Agent Immanuel St Joseph’s-Mayo Health............................................................................. Purchasing Agent Imperial Distributors. ........................................................Chief Financial Officer & Senior Finance Officer . Imperial Sugar Co........................................................................................................... Senior Buyer In Town Suites. ................................................................................................................................ . Incredible Christmas Place Inc.............................................................................Systems Administrator Independence Blue Cross.......................................................... Corporate Training/ Learning Department Independent Bank Corporation. .................................................................................. Purchasing Agent . Independent Chemical Corporation.................................................................................. Plant Manager Independent Lighting. ......................................................................................................... Controller . Independent School District #181 Brainerd Public Schools.................................... Administrative Secretary Independent Stave Company. ................................................................................. Purchasing Manager Indian Summer Cooperative Inc..................................................................................Label Coordinator Indian Summer Cooperative Inc.................................................................................. Purchasing Agent Indian Valley Meats, Inc.. ............................................................................................... Plant Manager Indmar Products Co. ....................................................................................... Executive Vice President . INFORMATION BUILDERS INC.. ....................................................................Telecommunication Manager infoUSA Inc................................................................................................... Vice President of Training Ingram and Associates. ..................................................................................................... IT Manager . Inland Empire Paper Company.................................................................................... Purchasing Agent Inn At Turning Stone Casino....................................................................................................... Buyer Innicor Subsurface Technologies Inc................................................................... Manufacturing Manager INNOVEST.................................................................................................................. Office Manager . Inova Loudoun Hospital Center................................................................................... Purchasing Agent INROADS, Inc.. ......................................................................Vice President of Leadership Development . INSCO DISTRIBUTING....................................................................................................... IT Manager In-Sink-Erator................................................................................................. Mail Center Coordinator Institute for Bone & Joint Disorders..................................................................... Administrator Assistant Integrity Systems........................................................................................................ Office Manager . Intelmail Limited. ............................................................................. Manager of Administrative Services Inter Tribal Council of Arizona Inc.. ................................................................................. Office Manager Intermountain Healthcare...................................................................................Materials Management . International Paper Food Svc......................................................................................... Facilities Buyer Intex. ...................................................................................................................................... Buyer Intradeco Investments. ...................................................................................................... IS Manager Invention Machine Corporation. ............................................................................................ Controller . Inyx, Inc.. ..............................................................................................................Materials Manager . Iowa Heart Center. ............................................................................... Support Infrastructure Manager . Iowa Mold Tooling Co. ........................................................................................................ IS Manager Iroquois Pipeline Operating Company. .................................................................... Shipment Operations . Iroquois Pipeline Operating Company. ..................................................................... Shipping Operations . Irwin Mortgage Corporation............................................................................ Vice President of Facilities Isaacson Miller, Inc.. ............................................................................................... Director of Finance . Ism Fastening Systems............................................................................................. Logistics Manager ITW Signode Industries Inc........................................................................................... Traffic Manager J C Ehrlich. .......................................................................................................... Print Shop Assistant . J E Dunn Construction Co.............................................................................................Facility Manager J Frank Schmidt & Son Co.........................................................................................Telecom Executive J J Keller & Associates Inc.................................................................. Telecommunications Administrator J W Marriott Orlando................................................................................................................. Buyer . J.M. Swank Co.........................................................................................................Manager, Logistics J.R. Simplot Company. ....................................................................................................... Purchasing . JAC Products, Inc................................................................................................Maintenance Manager JACK LOEKS THEATRES. .................................................................................................................... . Jackson Lewis LLP........................................................................................................ Office Manager JACOBS...................................................................................................................... Office Manager Jacobs Engineering Group Inc............................................................. Telecommunications Administrator © The HR Chally Group Page 135
Appendix Company Title Jaeckle Fleischmann & Mugel...............................................................................Mail Room Coordinator Jameson Inns Inc.. ................................................................ Capital Accounting Administrative Assistant Jamestown Paint Company.................................................................................................. Purchasing Jamestown Paint Company................................................................................ Maintenance Supervisor Jamestown Paint Company......................................................................................... Purchasing Agent Jarmer Electric. ........................................................................................................... Office Manager . Jasper Wyman & Son. .......................................................................................................Maintenance JAYSTAR GROUP INC............................................................................................................ President JEFFERSON CTY-ITO PRODUCT. ........................................................................ GIS Production Manager . JEFFERSON CTY-JUDICIAL/DA. ................................................................................... Business Manager Jefferson Lab..................................................................................................Facilities Contract Officer Jenkens & Gilchrist............................................................................................ Office Service Manager Jewish Community Center.................................................................................... Chief Financial Officer JFC Technologies L.L.C............................................................................................................... Buyer Jim Walter Resources, Inc......................................................................................... Shipping Manager JIT Manufacturing, Inc.............................................................................................. Shipping Manager John C Lincoln Hospital.................................................................................... Administrative Secretary John Deere Dubuque Works. ....................................................................Supply Management Specialist . JOHN LAING HOMES. ......................................................................................... Vice President Finance . JOHN MUIR ARCHITECTS.................................................................................................. Biz Manager Johnson & Condon....................................................................................................... Office Manager . Johnson City High School........................................................................................... Purchasing Agent Johnson Controls Battery, Inc............................................................................................................. Johnston Memorial Hospital...................................................................................... Biomed Technician JOY CONE CO................................................................................................................... IS Manager JOY CONE CO........................................................................................................... Telecom Manager JPS Health Network............................................................................................................ Purchasing Kalamazoo Public Schools. ......................................................................................... Purchasing Agent . Kaman Aerospace Corporation.......................................................................................... Senior Buyer Kansas City Power & Light Co..................................................................................... Purchasing Agent Kansas City Southern............................................................................. Document Center Management Kansas State University...................................................................................... Director of Purchasing Kanstul Musical Instruments, Inc.. ............................................................. Shipping and Export Manager . Kay Casto & Chaney PLLC.................................................................................................................. . Kay Casto & Chaney PLLC.................................................................................................................. . Kaye-Smith Graphics......................................................................................................................... Keane, Inc............................................................................................................................ Training Keating Muething & Klekamp PLLC. ..................................................................................................... . Keevican, Weiss, Bauerle, and Hirsch LLC....................................................... Office Services Coordinator Keith Fabry Reprographics......................................................................................................... Owner Keller Williams Realty............................................................................... Telecommunications Manager Kelly Springfield Tire Co.............................................................................................Ariba Coordinator Kennecott Greens Creek Mining. ......................................................................................... IT Manager . Kens Foods Inc................................................................................................................. IT Manager Kerrick Stivers & Coyle Plc. ..............................................................................................Office Supply . KERR-Mcgee Oil & Gas.............................................................................................. Facilities Manager Kesseli And Morse Company.......................................................................................... Office Manager Kettering Fire Department...................................................................................... Captain - Station 34 Kettering Hospital............................................................... Manager Of Network Information Technology Kettering Medical Center Network. ............................................................ Technical Integration Manager . Key Safety Systems, Inc..............................................................................................Facility Manager Key Tronic Corporation. ........................................................................................... Purchasing Director Key Tronic Corporation. ...................................................................................................................... Keystone Shipping Company. ......................................................................... Communications Manager . Kiawah Island Golf Resort.......................................................................................... Purchasing Agent . Kiley & Company. ................................................................................................... Research Assistant . KILLINGTON SKI RESORT. ......................................................................................... Purchasing Agent . Kimball International, Inc.. ...........................................................................Global Commodity Manager King Industries, Inc.................................................................................................Maintenance Buyer King Pharmaceuticals, Inc................................................................................. Manager of Mail Service King’s Command Foods, Inc.. ............................................................. Manager, Warehouse and Logistics . Kintetsu World Express (U.S.A.), Inc.. ...................................................................... Mail Room Manager . Page 136 © The HR Chally Group
Appendix Company Title Kirby Inland Marine, LP. ............................................................................................. Training Manager Kirkland & Ellis.............................................................................................Office Services Supervisor Knights Of Columbus.............................................................................................. Purchasing Director KnowledgePoints Development Corporation...............................................Director Training and Education . Knox Nursery, Inc................................................................................................................. Shipping Kodak Health Group.................................................................................................... MRO Supervisor Kodiak Fishmeal Company. ........................................................................... Maintenance and Operation Kohler Co.. ....................................................................................................................................... Kontos Foods Inc..................................................................................................Manager, Operations Kootenai Medical Center. ........................................................................................ Purchasing Director . KORN DESIGN......................................................................................................................Designer Kraft Maid Cabinetry Inc...............................................................................Assistant Purchasing Agent Kreider Corporation............................................................................................................ Purchasing Kwik Kopy............................................................................................................................... Owner L & JG STICKLEY Inc................................................................................................. Purchasing Agent . L. B. Foster Company..................................................................................Plant Manager, Track Panels L. B. Foster Company............................................................. Environmental Health and Safety Manager L. B. Foster Company......................................................................................................... Purchasing L-3 VERTEX Aerospace.........................................................................................Procurement Manager LaBarge, Inc.. ...........................................................................................................Senior Purchaser . LaBarge, Inc.. ....................................................................................................Maintenance Manager . Lake Oswego City Hall........................................................................................ Chief Technical Officer Lake Region Health Care Corporation..................................................................... Chief Financial Officer Lakes Mall. .................................................................................................................. Office Manager Lance, Inc.. ...................................................................................................................................... Lang Manufacturing Company.............................................................................. Fabrication Supervisor Lasco Bathware.................................................................................................... Shipping Supervisor Lasermax Roll Systems, Inc.. ..............................................................................Facility/Safety Manager Latham Seed Company.................................................................................................. Plant Manager Lauren Manufacturing Company........................................................................................... Purchasing Law Office of Ailsa DePrada Deitemeyer...................................................................... Business Manager Law Offices of Morton J. Shuman. .................................................................................. Office Manager . Lawson Products, Inc.. ................................................................................... Maintenance Coordinator . Lawson Products, Inc.. ................................................................................... Maintenance Coordinator . LA-Z-Boy, Inc........................................................................................................... Purchasing Agent LA-Z-Boy, Inc.............................................. Director of Organizational Effectiveness and Communications Leading Edge Law............................................................................................Administrative Assistant Leather Factory Inc............................................................................................. Chief Financial Officer Lebanon Community Hospital. ...................................................................................Telecom Executive . Legacy Building Spec........................................................................................................... Controller Legacy Texas Bank................................................................................................ Purchasing Manager Leggett & Platt, Inc......................................................................................................... Procurement Lena Pope Home Inc.. ......................................................................................................MIS Director . Lennox International Inc.................................................................................................................... Leo A Daly Company........................................................................................................ Receptionist Leo A Daly Company.................................................................................Information Service Manager Leo A Daly Company........................................................................................................ Receptionist Leprino Foods................................................................................................................................... Leprino Foods Company...................................................................................................... Purchasing Leslie’s Poolmart, Inc.. ....................................................................................................................... Lester Schwab KATZ & Dwyer LLP........................................................................... Office Administrator . Lexington Industries. .............................................................................Director of Information Services Lexus of Watertown. .................................................................................................... Office Manager . Liberty Day Treatment Center..............................................................................Systems Administrator Liberty Tax.............................................................................. Director of Network and Communications Lifenet................................................................................................................. Purchasing Manager Lifestyle Management Center. ..................................................................................................... Buyer LIGHTING STUDIO....................................................................................................... Office Manager Lillian Vernon Corporation............................................................................ Senior Purchasing Manager Linear Technology Corporation......................................................................................Facility Manager LINK MANUFACTURING INC.................................................................. Director of Management Systems Lion Vallen.................................................................................................................... Administrator © The HR Chally Group Page 137
Appendix Company Title Litehouse, Inc.. ................................................................................................................. Purchasing . Little Creek Casino...................................................................................................Telecom Executive Lixit Corporation...................................................................................................... Shipping Manager Liz Claiborne Inc................................................................................................................ Purchasing LMI Aerospace, Inc.. ......................................................................................................................... . LMI Aerospace, Inc.. ................................................................. Purchasing & Supply Chain Management . Loansnap.com...................................................................................................Network Administrator Lochinvar Corporation. ...................................................................................... Transportation Manager Lockheed Martin Corporation...................................................................................... Purchasing Agent LONDER FINANCIAL SERVICES.................................................................................................. Owner Longs Drug Stores Corporation........................................................................... Distribution Supervisor Longs Drug Stores Corporation........................................................................... Distribution Supervisor Longview Fibre Company........................................................................................... Purchasing Agent Loose Brown & Assoc. .................................................................................................. Office Manager . Lord & Taylor............................................................................................................ Purchasing Agent LORD OF LIFE CHURCH............................................................................................... Religious Leader Lorro, Inc.. ............................................................................ Director, Purchasing and Corporate Affairs . Los Angeles County Mta................................................................................................... Senior Buyer Louisiana Pacific Corporation. .................................................................................Supply Management . Louisiana Tech University.................................................................................... Director of Purchasing Loveland Distributing Co............................................................................. Vice President of Operations Lowe’s Companies, Inc..............................................................................Vice President Transportation . Loyola University...................................................................................................... Purchasing Agent . LSG Sky Chefs Inc.. .............................................................................................. Operations Manager . Lubriquip, Inc....................................................................................... Manufacturing Service Engineer Lufkin Industries, Inc.. ........................................................................................Maintenance Manager . Luhrs Corporation..............................................................................................Network Administrator Luhrs Corporation..............................................................................................Network Administrator Lumbermen’s. ............................................................................................................. Credit Manager . Lutheran Senior Svc.................................................................................................Telecom Executive Lutheran Social Svc..................................................................................................Telecom Executive Lykins Companies, Inc...............................................................................Vice President Transportation M - E Leasing................................................................................................................ IT Supervisor M & M Mars.............................................................................................................Telecom Executive M&B Products, Inc.. ............................................................................................ Director of Operations M. Wilton Construction, Inc........................................................................................... Office Manager M|C Communications, LLC. .........................................................................Director of Human Resources Maax Inc.. ........................................................................................................ Logistics Manager Usa . Mac Equipment Inc.. ........................................................................................ Transportation Manager . Macgregor USA Inc.. ............................................................................................................. Manager . Mack Trucks Inc........................................................................................................ Purchasing Agent Mackall Crounse & Moore.................................................................................................. Receptionist Macsteel Service Centers USA. ............................................................................................. Purchasing Madelaine Chocolate Novelties, Inc.. .................................................................................................... Magna Donnelly.................................................................................................................MRO Buyer MAGNOLIA STEEL.............................................................................................................. IT Director Mahoney Cohen & Company, CPA, P.C.......................................................................... Office Supervisor Maines Paper & Food Svc Inc.............................................................................Administrative Assistant Malden Mills Industries Inc......................................................................................... Purchasing Agent Malt-O-Meal Company..................................................................... Transportation Operations Specialist Manfredini Enterprises, Inc................................................................................................................. Manning & Marder. ....................................................................................................... Office Manager Manning & Marder. ....................................................................................................... Office Manager Maple Leaf Bakery. ................................................................................................ Purchasing Manager Maple Press Co.....................................................................................................Purchasing Assistant Marathon Cheese Corporation..................................................................... Plant Manager, Medford (WI) Marcal Paper Mills, Inc................................................................................................. Director of MRO Mariani Packing Company. ........................................................................................ Director, Sourcing . Marietta Corporation. ............................................................................... Telecommunications Manager . Mariner Health Care Inc...............................................................................................Project Manager Marisa Industries, Inc............................................................................................. Purchasing Director Markel S.W.. ................................................................................................................ Office Manager Page 138 © The HR Chally Group
Appendix Company Title MARQUETTE TOOL DIE CO. ................................................................................................................ . Maryland & Virginia Milk Producers Cooperative Assoc............................................................................ Mass Electric Construction Co............................................................................Administrative Assistant Massachusetts Society of CPA’s.................................................... Manager Of Finance And Administration Mastec North America Inc..................................................... Vice President of Investor Relations Finance Master Precision Machining, Inc.......................................................................................................... . Master-Halco.........................................................................................................Office Supply Buyer Material Supplies Distributing................................................................................................. Manager . MATTRESS DISCOUNTERS..............................................................................Network Support Manager Maupin Taylor..................................................................................................Office Services Manager Maupin Taylor..................................................................................................Office Services Manager Maverick Tube Corporation......................................................................................... Purchasing Agent Maximus Folsom......................................................................................................Telecom Executive Maya Telecom, Inc...............................................................................................Shipping Department . Maynard School System............................................................................................ Business Manager MCALISTERS CORPORATION. ...........................................................................................Director of IT . McCarthy Building Co Inc........................................................................................... Purchasing Agent McClung Printing...................................................................................................................... Owner McDermott Ventures, LLC. ................................................................................ Executive Vice President McDonald’s Corporation. ...................................................... Senior Director of Training and Development . MCG Capital............................................................................................................. Accounts Payable McGladrey & Pullen..........................................................................................Administration Assistant . McJunkin Corporation............................................................................................Supply Management McKenzie-Willamette Hospital....................................................................................Telecom Executive McKinney and Co.............................................................................................................. IT Manager McLane Foodservice. ......................................................................................Facility Engineer Manager . McLane Suneast. .............................................................................................................. IS Manager . McLean Home. ................................................................................................. Director of Environment McLeod Alexander Powel Apffel.......................................................................................... Receptionist Mead Westvaco Corporation. .................................................................................Purchasing Assistant. . Meat Commodities, Inc...................................................................................... Assistant in Purchasing Med Assure Inc........................................................................................................................ Owner Medcenter One Q & R Clinic.......................................................................................Telecom Executive Medical Center Hospital. ............................................................................................ Purchasing Agent . Medical Center-Southeastern Ok................................................................................Telecom Executive Medicult A/S. ................................................................................................................Vice President . MEGTEC Systems Inc.. ..................................................................................... Maintenance Supervisor . Memorial Nursing & Rehab Center...........................................................Manager of Telecommunications Mendon-Upton Regional School District................................................................................... Treasurer Mercer Human Resource Consulting. ............................................................................... Office Manager Mercruiser. .....................................................................................................Administrative Assistant . Mercury Air Group Inc.. ............................................................................................. Purchasing Agent . Mercy Memorial Hospital Syst..................................................................................... Purchasing Agent Meredith Corporation................................................................................................................. Buyer MEREEN JOHNSON MACHINE CO. ............................................................................ Purchasing Manager Mergenthaler Transfer & Storage........................................................................Administrative Assistant Merichem Company. ........................................................................................................... Purchasing Meridian Rail LLC.......................................................... Director Operations, Meridian Rail Reconditioning . MERIT BRASS CO.................................................................................. Network/Systems Administrator Merix Corporation..................................................................................................................... Buyer . Merz Pharmaceuticals LLC.................................................................................................................. Metals Inc. Divi Hughes Supply............................................................................... Warehouse Manager Met-Pro Corporation.............................................................................................. Purchasing Manager Metropolitan Airports Commission.................................................................................Telecom Analyst MFM Building Products Corporation.....................................................................................Maintenance MHF Logistical Solutions, Inc.................................................................................. Equipment Manager M-I Swaco. ................................................................................................................. Office Manager . Michael Baker Jr., Inc.. ....................................................................................... Office Service Manager Michaels & Ward, LLP. .................................................................................................. Office Manager . Microcurrent Research Inc................................................................... Production and Purchase Manager Middle Tennessee State Univ. .............................................................................................. Purchasing . Middlesex Hospital.......................................................................................................... Senior Buyer © The HR Chally Group Page 139
Appendix Company Title Middlesex Hospital.................................................................................................... Purchasing Agent Midway Amusement Games LLC.......................................................................................................... Midway Products Group Inc...............................................................................Administrative Assistant Midwest Industries, Inc.. ..................................................................................................... Purchasing Mile Hi Church...................................................................................................Systems Administrator Milford Manufacturing Service............................................................................................................. Milgard Manufacturing..........................................................................................Support Service Tech Millersville University Of Pa. ................................................................................ Director of Purchasing . Minerals Technologies Inc.. ......................................................................................................... Buyer Minn-Dak Farmers Cooperative.................................................................................... Factory Manager Minor Bell & Neal........................................................................................................... Administrator Minuteman Press................................................................................................................ Proprietor . Missa Bay LLC...................................................................................................Systems Administrator . Mission Del Sol............................................................................................................ Office Manager Missouri State University. .................................................................................................... Purchasing Mitchell’s Gourmet Foods, Inc.......................................................................................MRO Purchasing Mitsubishi Motors North America, Inc.................................................................................... Purchasing Mitsubishi Motors North America, Inc............................................ Vice President Procurement and Supply Mittler Supply Inc.. ........................................................................................................Manager of IS . Mobile Register........................................................................................................Telecom Executive Modcomp, Inc.. ....................................................................................................... Logistics Manager . Modesto Junior College....................................................................................................... Purchasing MOD-PAC CORPORATION................................................................................... Maintenance Purchaser Modtech Holdings, Inc............................................................................................................... Buyer Mohawk Industries Inc.. ............................................................................................................. Buyer Moldflow Corporation............................................................................................. Purchasing Manager Molex Inc.. .................................................................................................................Facility Manager Monongahea Valley Hosp Inc............................................................................... Director of Purchasing Montrose Travel.......................................................................................................................Trainer Monumental Document Services. ......................................................................... Director of Operations . Moody Strople & Kloppel............................................................................. Director of General Services Moog Inc............................................................................................... Corporate Services Supervisor Moonlight Packing Corporation....................................................................................... Office Manager Moonlight Packing Corporation........................................................................................ Produce Seller Moore Graphics. ...................................................................................................................... Owner . Moore’s Electrical & Mechanical........................................................................................... IT Manager Morehead State University. ........................................................................................ Purchasing Agent . Morgan Keegan & Co Inc....................................................................................... Facilities Coordinator Morris James Hitchens Williams. ...................................................................................Facility Manager . Morris James Hitchens Williams. ...................................................................................Facility Manager . Mothers Work, Inc.. ................................................................................................................Delivery Motoman, Inc........................................................................................................................... Buyer MPI Labels Of Tennessee........................................................................................ Shipping Supervisor MRI Network............................................................................................................ Purchasing Agent Mt Holyoke College. .................................................................................................. Purchasing Agent . Mt. Olive Pickle Company Inc.. ................................................................................. Coordinator, Safety MTD Products Inc.. ...............................................................Vice President Operations and Global Supply MTD Products Inc.. ............................................................................................................. Purchasing MTH Mortgage........................................................................................ Assistant to the Vice President Mullin Hoard & Brown....................................................................................................... Receptionist Mutual of America Life Insurance Company. ............... Vice President, Training and Leadership Development . MY OFFICE.COM, LLC. .............................................................................................................. Owner . MYSTIC BULK CARRIERS INC.. ................................................................... Senior Network Administrator NABCO, Inc...........................................................................................................Production Manager Nalco Company Energy Services Division. ............................................................................. Purchasing . Nancy Chandler Assoc....................................................................................... Chief Operating Officer . National Bank of Arizona...................................................................... Transportation Center Supervisor National Bank of Arizona...........................................................................................Mailroom Manager National Food Corporation.......................................................................... Manager, Transportation 236 National Funding Co............................................................................................ Chief Financial Officer National Interiors......................................................................................................... Office Manager National Jewish Medical................................................................................................ Office Manager . Page 140 © The HR Chally Group
Appendix Company Title National Research........................................................................................................ Office Manager National Security Group Inc.. ................................................................................ Chief Financial Officer National Security Insurance Co................................................................................... Purchasing Agent National Semiconductor Corporation..................................................... Program Manager For Engineering National Starch & Chemical Co. ................................................................................................... Buyer National Travel Service Inc.............................................................................. Vice President of Finance National Vision Inc.................................................................................................... Office Supervisor Nationwide Recovery Systems. .........................................................................................Director of IT . Native American Connections. ........................................................................................... IT Specialist . Natural Fruit Corporation.. ........................................................................................ Shipping Manager . Naumes, Inc.. .................................................................................................Administration Assistant . Nautilus, Inc.. .................................................................................................................. MRO-Buyer . Navarre Corporation..................................................................................................... Traffic Manager NaviMedix, Inc.. .......................................................................................................... Office Manager . NAZARENE PUBLISHING HOUSE. ........................................................................................ IS Manager . NBTY Mfg............................................................................................................. Warehouse Manager NCI Building Systems Inc.............................................................................................Facility Manager NCT Group, Inc.. .............................................................................. Director of Production and Logistics Neighborhood Credit Union. .......................................................Senior Vice President of Support Services Nestlé USA, Inc.. .............................................................................................................................. . Nestlé USA, Inc.. ..........................................................................................Training and Development . Network Telephone Corporation.. .............................................Director Employee Development & Training . New Balance Athletic Shoe Inc.................................................................................................... Buyer New Balance Athletic Shoe, Inc.............................................. Facilities Manager (Massachusetts Location) New England Business Svc Inc.................................................................................... Purchasing Agent New England Confectionery Co. ..............................................................................Purchasing Assistant . New Jersey Transit Corporation..................................................................................Telecom Executive New Millennium Building Systems. ........................... Manufacturing Development Manager, New Millennium . New Piper Aircraft Inc.......................................................................................................... Controller New Process Gear Inc................................................................................................................ Buyer Newcomb Spring Corporation.. ...................................................................................... Office Manager . Newmar Corporation. ..........................................................................................Maintenance Manager . Newmar Corporation. ..........................................................................................Maintenance Manager . Newton Highlands Congregational Church. ........................................................................ Administrator . NEXT, INC................................................................................................................................ Buyer Neyenesch Printers Inc............................................................................................. Shipping Manager Nisshinbo Automotive Mfg Inc.. ........................................................................................................... Nobleworks, Inc.. ....................................................................................................Shipping/Receiving Norfolk Academy. .............................................................................................. Director of Purchasing . Norfolk State Univ............................................................................... Director of Procurement Services North Carolina Central Univ........................................................................................ Purchasing Agent North Carolina State Univ. ......................................................................................... Purchasing Agent . North Vernon Industry Corporation.......................................................................Systems Administrator Northern Hospital-Surry County............................................................................ Chief Financial Officer Northrop Grumman Space Technology.........................................................Sector Procurement Manager . Northwest Natural Gas Co..............................................................................................Office Services Northwest Pipe Co. ......................................................................................................Traffic Manager . NOW FOODS.................................................................................................................................... NS Group Inc.................................................................................................................... Purchasing . NTELOS Inc.. ........................................................................................................Purchasing Assistant Nucor Steel Tuscaloosa, Inc................................................................................................................ NUTRISYSTEM....................................................................................................... Director of Network Nye Lubricants, Inc...................................................................................................Manager, Material Oakley, Inc.. .......................................................................................................... HR Representative . Oakwood Annapolis Hospital................................................................................................. Controller ObjectVideo...................................................................................Vice President, Professional Services . Occidental Chemical Corporation........................................................................Administrative Assistant Oceaneering International, Inc.. ............................................................................................. Mailroom O’Charley’s Inc..................................................................................................Mail Room Coordinator Oconomowoc Memorial Hospital.................................................................................Telecom Executive OEM Logistics.................................................................................................................. Receptionist Oeneo Closures USA. ..............................................................................................Production Manager © The HR Chally Group Page 141
Appendix Company Title Oil-Dri Corporation of America...........................................................................Director of Procurement Oil-Dri Corporation of America......................................................................................Facility Manager Old Globe Theatre.......................................................................................................................... IT Olmsted Medical Center............................................................................................Telecom Executive On Site.............................................................................................................. Chief Financial Officer O’Neal Steel, Inc.. ...................................................................................Corporate Purchasing Manager Open Wheel Racing Series, LLC................................................................................Director of Logistics OPPORTUNITY ENTERPRISES.............................................................................................. IS Manager Oregon National Primate Research. ........................................................................ Purchasing Expeditor . Osborn Specialty Sewing, Inc....................................................................................Manager, Shipping . Osborn Specialty Sewing, Inc........................................................................................ Screen Printing . Osborn Specialty Sewing, Inc............................................................................................................. . Outsourcing Services Group, Inc.......................................................................................... Purchasing Outsourcing Services Group, Inc.......................................................................................... Purchasing Owens Inc.. ...................................................................................................................... Purchasing . Owens-Illinois, Inc............................................................................................................................ P H Glatfelter Co....................................................................................................................Buyer II P H Glatfelter Co....................................................................................................................... Buyer Pacer Global Logistics, Inc....................................................... President, Transportation Services Division Pacer Global Logistics, Inc...................................................................................................... Manager PACIFIC DESIGN CENTER. .................................................................................Administrative Assistant Pak Mail Center. ................................................................................................................... Manager . Palm Coast District Administration Education Office. ....................Executive Secretary to Director of Finance . Palomar College................................................................................................. Purchasing Supervisor Pantheon Chemical Inc................................................................................................. Office Manager PAPCO Oil.........................................................................................................Buyer And Web Master Parkland College......................................................................................................Telecom Executive ParPharmaceutical. .................................................................................................Director of Training . Parsons Corporation.................................................................................................Administrative Aid Parts Now! LLC........................................................................................................Traffic Coordinator Pason Systems Inc........................................................................................ Manager, Quality and Test Patrick Industries Inc.. .............................................................................................. Purchasing Agent . Patterson Counseling Center. ...................................................................................... Counselor/Owner PAV Republic, Inc.............................................................................................................................. Peabody Orlando. ..................................................................................... Director of Guest Technology . Peace River Citrus Products, Inc................................................................... Corporate Purchasing Agent PEGASUS SOLUTIONS INC........................................................................................ Systems Manager PENCO PRODUCTS............................................................................................................ IT Manager Peninsula Agency on Aging, Inc.. .................................................................. Chief Administrative Officer . Penn State Altoona Campus. .....................................................................................Telecom Executive . Penn State Altoona Campus. .....................................................................................Telecom Executive . Pennsylvania Auto Dealers’ Exchange, Inc...........................................................Administrative Assistant Pennsylvania College Of Tech..................................................................................Purchasing Assistant Pentaflex, Inc.................................................................................................Safety Facilities Manager People, Inc.. ......................................................................................................................... Manager PepsiCo, Inc..................................................................................................................................... Perkins Paper, Inc.. ......................................................................................................Assistant Buyer . Perry Judd’s Holdings Inc............................................................... Vice President Materials Management Perry Judd’s Inc....................................................................................... Systems Software Supervisor PETE DOTY & COMPANY.....................................................................................Client Care Coordinator Petro Star, Inc.................................................. Sales and Warehouse Manager, Lubricants and Field Sales PHB Die Casting. ...................................................................................Chief Financial Officer/Treasurer PHI, Inc....................................................................................................................Director, Training Philips Domestic Appliances & Personal Care North.............................................Vice President Operations Philips Semiconductors Inc..............................................................................Industrial Strategic Buyer Phillips-Van Heusen Corporation............................................................Vice President, Strategic Services Phoenix Mechanical Contracting................................................................................................ Partner Phoenix Suns. ....................................................................................................................Mail Room . Photo Circuits Corporation.......................................................................................................... Buyer Piccadilly Restaurants, LLC.......................................................................................Director of Training PINK SHEETS LLC............................................................................................... Chief Financial Officer . Pinnacle Legal Outsourcing........................................................................................................ Owner Page 142 © The HR Chally Group
Appendix Company Title Pinnacle Polymers........................................................................................ Transportation Coordinator Pinnacle Polymers........................................................................................ Transportation Coordinator Pitney Bowes Management Services......................................................................... Operations Director Pizzagalli Construction Company....................................................... Employee Development Coordinator Playworld Systems Inc........................................................................................ Supply Chain Manager PMC-Sierra, Inc.. .................................................................................................. Purchasing Manager . POINT Biomedical Corporation................................................................................. Executive Assistant POINT Biomedical Corporation...........................................................................Administration Assistant Polo Ralph Lauren Corporation................................................................................... Shipping Manager Population Services International.................................................... Director of Procurement and Logistics Porter-Cable Corporation. ........................................................................... Vice President, Supply Chain Portfolio Recovery Services. ..................................................................................Senior Vice President . Portion Pac Inc................................................................................................Administrative Assistant . Positions, Inc.. ...................................................................................................... Assistant Controller . Post Danmark. .................................................................................................................... Controller Post Properties, Inc......................................................................... Vice President, Career Development Potlatch Corporation............................................................................ Central Purchasing Group Leader Potter Concrete Ltd...................................................................................... Accounts Payable Manager Pottstown Memorial Medical Center. ............................................................................................ Buyer . Powell Electronics, Inc.............................................................................................. Facilities Engineer Powell Goldstein. .............................................................................. Senior Technical Support Assistant . Powell Goldstein. .............................................................................. Senior Technical Support Assistant . PPG Industries Inc.. ................................................................................................ Purchasing Analyst . PPG Industries, Inc.. ..........................................................................................................MRO Buyer . Pratt Industries Richmond.................................................................................................... Controller Precision Auto Care, Inc..............................................Vice President, Training/Research and Development Premium Standard Farms Inc.. ............................................................................................ Purchasing . Prestolite Electric Inc................................................................................................ Facilities Manager Pridgeon & Clay, Inc.................................................................................................. MRO Coordinator PRIMERA TECHNOLOGY..................................................................................................... IT Manager Primrose School of Littleton....................................................................................................... Owner Principal Financial Group........................................................................................................ Manager Printing Methods, Inc.. ....................................................................Shipping Manager, Sheetfed Division . Product Development Corporation Col.........................................................................IS Inventory Clerk Professional Hospital Supply...................................................................Director of Information Services ProtoTest LLC......................................................................................... Vice President, Client Services Providence Medical Center. ...................................................................Director of Material Management . Provident Bank Of Maryland. ...................................................................................................... Buyer . Puradyn Filter Technologies Inc......................................................................................... Senior Buyer PureTek Corporation........................................................................................................... Purchasing PW Eagle Inc................................................................................................... Transportation Manager PWI Construction, Inc....................................................................................................... Receptionist Quality Plastering Co................................................................................ Facilities/Operations Manager Quietaire Corporation................................................................................................ Purchasing Agent R R. Donnelley & Sons Company.............................................Vice President of Training and Development R.R. Donnelley & Sons Company.............................................Vice President of Training and Development R.W. Sidley, Inc...........................................................................Vice President, Transportation Division Racemark International Inc..................................................................................Corporate IT Manager Rail Works Corporation. ................................................................................................ Office Manager . Rainbow Station. .................................................................................................. Operations Manager . Ralph Pill Electric Supply Co.. ................................................................................. Operations Manager . Rand McNally & Company. .................................................................................... Distribution Manager . Randolph Elementary Schools........................................................................................ Office Manager Randolph-Macon Woman’s College. ...............................................................Campus Service Coordinator RAPID RACK. ................................................................................................................IT Department Rappahannock Electric Cooperative. ............................................................................. Corporate Buyer . RARE Hospitality International, Inc........................................................................................... Training RathGibson Manufacturing. ............................................................................................MRO Specialist . RathGibson Manufacturing. ............................................................................................MRO Specialist . Raybestos Products Co. ............................................................................................Telecom Specialist . Raymond and Associates. .............................................................................................. Office Manager Raytheon Aircraft Company.......................................................................................... MRO Supervisor © The HR Chally Group Page 143
Appendix Company Title RB Rubber Products, Inc............................................................................................ Purchasing Agent RC2 Corporation...................................................................... Vice President, Logistics And Distribution Red Dot Corporation.......................................................................................................................... Red Gold Inc...................................................................................................................Maintenance Reed Global Advisors LLC..........................................................................................Managing Director RefraCenteron Technologies Corporation. ............................................................ Manager Manufacturing . Regus Business Centers.....................................................................................Owner/Center Manager Reliable Louvers. ..............................................................................................................IT Assistant . Renfro Corporation..............................................................................................Sales, Michigan Office Rent-Way Inc.. ......................................................................................................................... Buyer . Request Foods, Inc.. ...........................................................................Maintenance Purchasing Associate Request Foods, Inc.. ................................................................................... Manager, Plant Maintenance Resource Leasing Company LLC..........................................................President & Chief Operating Officer Revere Supply Co. .........................................................................................Vice President Operations . RF Micro Devices, Inc...................................................................................................... Senior Buyer Rhode Island College................................................................................................. Purchasing Agent Rhode Island Hospital............................................................................................ Purchasing Manager Rich Products Corporation...................................................................................... Purchasing Manager Richardson Electronics, Ltd.. ............................................................................ Domestic Traffic Manager Richmond Fire Dept. Credit Union. ......................................................................................... President . Riverview Community Bank......................................................................... Vice President of Operations Riviera Tool Company.......................................................................................................Maintenance RMA Associates. ........................................................................................................................ Clerk . Robbins-Gioia, LLC............................................................................................................................ Robert W. Baird & Co. Inc.. ......................................................................................Director of Training . Rochester Metal Products Corporation...................................................................................MRO Buyer Rockbestos Surprenant Cable Corporation.................................................................... Purchasing Agent Rock-Tenn Co. ........................................................................................... Internet Voice Administrator . Rocky Mountain Chocolate Factory, Inc.. ................................................................Maintenance Manager . Rodrigo International Commodities Inc.. .....................................................................Manager, Logistics . Rogers Oil Tool Services........................................................................................Logistics Department Rogers Tool Works Inc..............................................................................................Telecom Executive Rogue Valley Manor. .................................................................................................Telecom Executive Romic Environmental. ............................................................................................ Operations Manager Roses Southwest Papers, Inc..............................................................................Purchasing Coordinator Ross Aluminum Foundries................................................................Coordinator of Environmental Safety . Ross Stores Distribution Center. .........................................................................Administrative Assistant Rossi Pasta Ltd........................................................................................................Manager, Shipping Ross-Simons Jewelers. .......................................................................................Network Administrator . RSC Equipment Rental................................................................................................General Manager RSC Equipment Rental............................................................................. Telecommunications Specialist Rubadue Wire Company, Inc.. ...............................................................................Maintenance Manager Rural Metro Ambulance....................................................................................................... Supervisor Rush Enterprises. ...................................................................................... Service Operations Specialist Russell Medical Center......................................................................................................... Controller Russell Sigler, Inc.. ............................................................................................... Operations Manager . Rustoleum.............................................................................................................Director of Training . Rustoleum...................................................................................... National Sales Director-Distribution . RW Pressprich & Company................................................................................................................. . Ryling Communities. ..........................................................................................Systems Administrator . S.B. Restaurant Co........................................................................ Director of Training and Development S.P. Richards Company........................................................................................ Mail Room Supervisor Saenger Consulting Group, Inc.. ........................................................... Director of Compliance Programs . Saint-Gobain Containers, Inc............................................................................................... Purchasing Sale In A Box.................................................................................................................IT Contractor Salvation Army Divisional Hq Texas............................................................................. Business Director San Diego Daily Transcript. .....................................................................................Production Manager . Santa Cruz Beach Boardwalk.............................................................................................................. Sara Lee Food And Beverage.............................................................................................................. Sara Lee Sock Co................................................................................Manager Domestic Transportation Sauder Woodworking Co.................................................................... Director of Finance and Operations Schaefer Marine. ............................................................................................................................... Page 144 © The HR Chally Group
Appendix Company Title Schering-Plough Corporation...............................................................................................MRO Buyer SCHILLI TRANSPORTATION SVC. ..................................................................................Off Site Manager Schnucks........................................................................................................... Director Enterprise IT SCHWARZ PHARMA, Inc......................................................................................... Purchasing Manager Sea-Dog Corporation................................................................................................ Logistics Manager Securitas Security Svc USA Inc..................................................................................Telecom Executive Securitas Security Svc USA Inc................................................................. Telecommunications Specialist Securitas Security Svc USA Inc................................................................. Telecommunications Specialist SECURITY FIRST BANK............................................................................................................Cashier Seed Restaurant Group, Inc.. ........................................................ Director of Management Development . SENCO Products, Inc......................................................................Plant Engineer/Maintenance Manager SENCO Products, Inc..........................................................................................................MRO Buyer Senior Center of Richmond............................................................................................ Office Manager Sensient Flavors Div....................................................................................Senior Purchasing Assistant Sensor Tech................................................................................................................ Office Manager SeraCare Life Sciences, Inc............................................................................................... Receptionist SeraCare Life Sciences, Inc............................................................................................... Receptionist Service King Collision HQ..................................................................................................... Controller Service Transport Company................................................................................................ IT Manager ServiceCraft, LLC............................................................................................................... Supervisor SEYMOUR TUBING INC........................................................................................... Facility Coordinator Shaklee Corporation.............................................. Service President, International Business Development Shawnee Mountain Ski Area.............................................................................. Guest Services Director Sheboygan Clinic.....................................................................................................Telecom Executive . Shepherd of the Desert. ..........................................................................................Executive Secretary SHERWOOD FOOD DISTRIBUTION. ..................................................................................................... . SHILOH INDUSTRIES. ............................................................................................... Systems Support . Ships Seattle.................................................................................................... Senior Telecom Analyst ShopKo Stores, Inc....................................................................................................Director, Training . Shred First, LLC...............................................................................Manager, Transportation and Safety Shriners Hospitals.................................................................................................. Building Operations Signal Holdings. ..................................................................................... Senior Transportation Manager Simmons Bedding Company.................................................................................Maintenance Manager Sino Swearingen Aircraft Corporation. ............................................. Facilities Safety and Security Manager Sino Swearingen Aircraft Corporation. ...................................................................................... Manager SKD Automotive Group..........................................................................................Corporate Controller Smart Industries Corporation. .................................................................Logistics and Parts Department . Smart Modular Technologies..........................................................................Customer Service Manager Smarte Carte Inc................................................................................................ Chief Financial Officer Smiley Brothers Inc.. ............................................................................................ Front Office Manager SMITH TRANSPORT INC......................................................................................... Operations Manager Smoker Craft Inc...................................................................................................... Telecom Manager . Smurfit-Stone Container Corporation..................................................... Director of Training Development SNOWBIRD CORPORATION. ................................................................................................ IT Manager SolidWorks Corporation. ................................................................................ Manager of Sales Training . SONNENALP REAL ESTATE. ............................................................................................ Office Manager Sony Magnetic Products Inc.. ...................................................................................... Telecom Manager SOS Staffing Services, Inc.. ................................. Vice President Business Development and Sales Training . SOUTHEASTERN METALS MFG CO. ....................................................................................MIS Manager . Southern Benefit. ........................................................................................................Branch Manager Southern Fastening Systems. ................................................................................. Warehouse Manager . Southern Ionics, Inc................................................................................ Plant Manager, Tuscaloosa, AL Southern Ionics, Inc...................................................................................................Process Engineer Southern Refrigerated Transport, Inc................................................................................................... Southern Research Institute......................................................................................Telecom Executive Southern States Cooperative, Inc............................................................................... Facilities Manager Southwest Airlines FCU.....................................................................................Administrative Assistant Southwest Diagnostic Imaging................................................................................... Systems Manager Southwire Company............................................................................................. Commodity Manager Spacelabs Medical, Inc.. ....................................................................................Facilities Manager 5635 . Spansion. .........................................................................................................Maintenance Specialist . Speed Printing & Office Supplies. ..................................................................................................... IT . © The HR Chally Group Page 145
Appendix Company Title Speidel, Inc.. ............................................................................................................ Project Engineer . Spenard Builders Supply........................................................................Production Manager, Panel Plant Spencer Gifts LLC. ........................................................................................... Transportation Manager . Sport Chalet Inc.. .................................................................................................... Facilities Manager . Sport Chalet, Inc.. ............................................................. Director, Warehouse Operations and Logistics . Sportif USA, Inc.. ............................................................................... Production and Sourcing Manager Spring Arbor University. ............................................................................................. Purchasing Agent Springfield Hospital Inc...................................................................................................... IT Manager SRA International, Inc......................................................Vice President and Director , Human Resources SRI International............................................................ Director Center for Organizational Development SSI SURGICAL SERVICES. ...................................................................................Telecomm Department ST JOAN of ARC CHURCH.................................................................................. Accounting Department St John Knits Intl Inc........................................................................................................... Controller St Mary’s Food Bank.......................................................................................................... IT Manager St Mary’s Regional Medical Center.................................................................. Communication Technician St. Paul University Hospital. ...........................................................................Senior Training Consultant . Stage Stores, Inc..........................................................................................................Traffic Director Stanley Furniture Company, Inc...............................................................................Office Supply Buyer Stant Manufacturing Inc.. ......................................................................................... Logistics Manager . Staples, Inc.. ...................................................................................................... Logistics/Distribution . Starcrest Products Of Ca................................................................................................ Transportation State Of Tennessee/Dept Of General Svcs-Purchasing.................................... Purchasing Agent Supervisor Stepan Company......................................................................................Shipping and Receiving Clerk . STERIS Corporation. ..........................................................................Manager of Life Science Education . Stewart & Jasper Orchards....................................................................................Shipping Coordinator Stewart Title Guaranty Company. ................................................................................... Office Manager Stiefel Laboratories Inc........................................................Manager, Medical Education and Philanthropy Stiefel Laboratories Inc............................................................................................. Logistics Manager Stockton State College. .........................................................Director of Telecommunications & Networks . Stonewall Jackson Middle School................................................................................ Finance Secretary Strick Corporation.......................................................................................... Maintenance Coordinator Sumter Coatings, Inc.. .......................................................................................... Purchasing Manager . Sun Trust Bank........................................................................... Vice President & Procurement Manager Sunshine Homes Inc.. .................................................................................................. Office Manager . Sunshine Raisin Corporation............................................................................................................... SunSweet Growers. ........................................................................................................................... Superior Industries International, Inc...............................................................Vice President Purchasing SUPERIOR SEWING CORPORATION. ..................................................................................... IT Director . Sustainable Harvest Coffee Importers.......................................Office Manager and Logistics Administrator Swank, Inc.. .................................................................................................................................... . Swift & Company Landscape Architects................................................................................................ Swiss Valley Farms, Co.............................................Plant Manager and Head Cheesemaker , Mindoro, WI Swiss Valley Farms, Co..................................................Manager, Plant Operations –Platteville, WI, Luana Swiss Water Decaffeinated Coffee Company, Inc.. ............................................................. Plant Manager . Symons Frozen Foods, Inc.. ........................................................................................... Plant Manager . Symons Frozen Foods, Inc.. ................................................................................................ Purchasing . Synalloy Corporation......................................................................................................................... Synbiotics Corporation..........................................Senior Manager Production, Planning, Inventory Control Synsor Corporation............................................................................................................ IT Director . Synta Pharmaceuticals Corporation. ......................................................................... Purchasing Director . Syntroleum Corporation............................................................................................. Purchasing Agent Sysco Corporation............................................................................................................................. T C C - Northwest....................................................................... Associate Director of Business Services T C C - Southeast. ...................................................................... Associate Director of Business Services . TAB Products............................................................................................. Manager, Paper Department Taco Inc.. ....................................................................... Supervisor of Accounts Payable and Receivable . Taconic................................................................................................................... Shipping Manager Tamarack Farms Dairy....................................................................................................... IT Manager TAMCO Steel........................................................................... Manager, Customer Service and Shipping Tarrant Baptist Association............................................................... Director of Leadership Development Tarrant County. .............................................................................................................. Senior Buyer . Tate & Lyle Americas......................................................................................................................... Page 146 © The HR Chally Group
Appendix Company Title TCIM Svc Inc............................................................................................................. MIS Department Tecnico Corporation............................................................................................................ IT Director Telemasters. ............................................................................................................. Executive Coach . Tele-Performance...................................................................................................... Purchasing Agent Terra Industries Inc........................................................................................................................... Terre Hill Concrete Products. ....................................................................Corporate Purchasing Manager . Tevco Inc............................................................................................................. Purchasing Manager Texas Christian University - Print Shop. ................................................................................................ Texas Health And Human Services. ........................................................................................ Purchaser Texas Scottish Rite Hospital................................................................................Assistant Administrator The Bama Cos., Inc........................................................................................................................... The Boston Land Company.............................................................................. Assistant to the Directors The Boston Land Company............................................................................... Assistant to the Director The Clorox Company.............................................................................................Operations/Shipping The Colibri Group..................................................................................................Mechanical Engineer The Computing Technology Industry Association, Inc............................................................................. The Dial Corporation. ......................................................................................................Site Manager . The Dial Corporation. ........................................................................................................................ . The Green Bay Packers, Inc.. .........................................................................................Office Assistant The Holland Group, Inc.............................................................................Purchasing /Accounting Agent The Kingsley Coach, Inc.. .................................................................................................... Purchasing The Law Offices of Bart R. Anderson.................................................................................................... The New America School. ..................................................................................Administrative Assistant The RETEC Group, Inc......................................................................................Administrative Assistant The Roasterie, Inc..................................................................................................Production Manager The Schwan Food Company..........................................................................Corporate Training Manager The Spinx Company, Inc.......................................................... Manager, Spinx Transportation Operations The Taylor Group, Inc..............................................................................................Maintenance Buyer The Town and Country Trust................................. Vice President Training and Organizational Development The Troxel Company................................................................................................. Logistics Manager The Troxel Company............................................................................................... Executive Assistant The UPS Store......................................................................................................................... Owner The Wizard’s Cauldron, Ltd................................................Manager, Shipping and Receiving, and Logistics Thompson and McMullan....................................................................................................... President Thor Industries, Inc.. ....................................................................................Vice President, Purchasing . Thumann Inc.. ............................................................................................. Certified Public Accountant Thumbtechs................................................................................................................ Office Manager ThyssenKrupp Materials NA, Inc.................................................................. Vice President, TKX Logistics Time Warner Retail Sales and Marketing. ........................................................... Senior Manager of Sales . TIMEC Company, Inc..........................................................Vice President Human Resources and Training Tinnerman Palnut, Inc..................................................................................................Plant Controller . Tiodize Co., Inc.. ...............................................................................................Shipping and Receiving Tishman Speyer Properties, L.P............................................................................ Recruiting Coordinator Titan Tire Corporation. ..............................................................................................Telecom Executive Titus Regional Medical Center....................................................................................Telecom Executive Tokusen U.S.A., Inc............................................................................................... Purchasing Manager Tombstone Pizza Corporation................................................................... Tele-Data Network Coordinator Tompkins Trustco, Inc..................................................................................................Facility Manager Toner Machining Technologies.............................................................................................. Purchasing Toner Machining Technologies......................................................................................... Shop Foreman Toyota Motor Sales, U.S.A., Inc.............................................................................. Facilities Department Transamerican Technologies International. ........................................................................................... . Tri-anim Health Services Inc.........................................................Corporate Trainer and Product Manager Tribune Broadcasting.........................................................................................Senior Network Analyst Trinity Medical Center West........................................................................................ Purchasing Agent . Trinity Representative Company..................................................................... Assistant General Manager Tripifoods Inc.. ...........................................................................................Delivery and Transportation . TRIPLE-S STEEL SUPPLY CO. ..................................................... Vice President of Information Technology . Trizec Properties......................................................................................................Property Assistant Troup County Schools ....................................................................................................................... Trover Clinic............................................................................................................Telecom Executive TurboChef Technologies, Inc................................................................................................ Purchasing © The HR Chally Group Page 147
Appendix Company Title Tyco Adhesives Inc................................................................................................Supply Chain Leader TYR Sport, Inc................................................................................................................... Purchasing Tyson Foods, Inc............................................................................................... Director of Distribution Ulbrich Stainless Steels & Special Metals, Inc........................................ International Logistics Coordinator Ultra Motorcycle Inc.................................................................................................Purchase Manager Umass Memorial Medical Center........................................................................................ Senior Buyer Umbra Inc.. ............................................................................................... Senior Operations Manager . Umbra Inc.. .................................................................................................... Maintenance Supervisor . Unifrax Corporation........................................................................................................................... Union Hospital Of Cecil County. ..................................................................................Telecom Executive United Components, Inc.. .............................................................................. MRO Commodity Manager . United Control Company.................................................................................................Vice President United Gilsonite Laboratories............................................................................ Plant Manager, Scranton United Memorial Medical Center.................................................................................. Telecom Manager United Research Laboratories, Inc..................................................................................... Senior Buyer United States Can Corporation............................................................................ Manager of IT Services United Technologies Corporation............................................................................ Commodity Manager . United Way of Virginia Peninsula........................................... Vice President of Finance and Administration United Wisconsin Grain Producers, LLC. .................................................................Maintenance Manager . United-Guardian, Inc.......................................... Vice President, Director of Plant Operations, and Director UNIVAR...................................................................................................................... Office Manager University Medical Associates. ..........................................................Training and Development Specialist . University Of North Alabama. ................................................................ Telecommunications Coordinator . University Of South Carolina. ...................................................................Data Communications Manager University Of The Sciences............................................................. Assistant Director of Communications University Of VA School- Medicine............................................................................................... Buyer University Of VA School-Medicine................................................................................ Purchasing Agent University-Pacific Conservatory of Music................................................................... Network Engineer II USF Bestway Inc.. .............................................................................................................. Purchasing Valeant Pharmaceuticals International. ..................................................... Maintenance/Facilities Manager . Valley Community Services Board. ........................................................................................ Purchaser . Valley Dynamo LP............................................................................................................... Controller Valpey-Fisher Corporation..................................... Quality Assurance/Quality Control and Crystal Engineer Value Click Inc.. ............................................................................................................IT Department Vans, Inc............................................................................................ Facilities and Safety Coordinator Vantage Custom Classics Inc................................................................................ Chief Financial Officer Varel International Acquisitions LP. ..........................................................................Manager, Operations VARMINT HUNTERS ASSOC.................................................................................Chief Executive Officer VECO Corporation............................................................................................Administrative Assistant Verdelli Farms East Inc....................................................................................................... IT Director VERMONT Energy Investment Co.............................................................................................Telecom . Vi Water And Power Auth....................................................................................Network Administrator ViaCell, Inc................................................................................... Manager of Purchasing and Materials . Victaulic Company. ...........................................................................................Purchasing Department . Virginia Automobile Dealers. ................................................................................................. Controller Virginia Comm. Policing Institute. .......................................................................Administrative Assistant Virginia Crossings Conf Center and Resort.......................................................................Sales Executive Virginia Municipal League.................................................................................... Director of Technology Virginia Realty and Relocation........................................................................................ Office Manager Vishay Intertechnology, Inc....................................................................... Manager of Logistics Services VISION. ..............................................................................................................Technology Specialist Volunteers Of America - Fort Worth........................................................Manager of Office Administration Von Zipper, Ltd...........................................................................................................Facility Manager W. S. Badcock Corporation.....................................................................................Purchasing/Shipping Walker Die Casting, Inc.. ....................................................................................... Purchasing Manager . Wallach, Andrews, & Stouffer. ............................................................................................................ . Waller Todd and Sadler Architects. ................................................................................. Office Manager . Walnut Hill Baptist Church.................................................................................Administrative Assistant Walsh Group. ..................................................................................................... Chief Financial Officer . Walter E. Smithe Furniture, Inc.................................................................................Director of Training WALZ Label & Mailing Systems. .................................................................................. Purchasing Agent . Warehouse Cabinets.............................................................................................. Operations Manager Page 148 © The HR Chally Group
Appendix Company Title Washington Henry Elementary School.................................................................. Administrator Assistant Washington Penn Plastic Co., Inc................................................................................. MRO Coordinator Water Resources Authority......................................................................................................... Buyer Watkins Eager................................................................................................................... IT Director Watson Pharmaceuticals, Inc............................................................................................... Purchasing Weaver & Tidwell LLP. ....................................................................................................................... . Weber-Stephen Products Co.................................................................................. Director of Education Welch Foods Inc., A Cooperative. ............................................................................ Purchasing Manager . Wellman Inc................................................................................................................. Senior Analyst West Coast Industries. .............................................................................. Systems/Operations Manager West Coast Netting, Inc......................................................................................... Purchasing Manager West Georgia Health System. ............................................................................... Chief Financial Officer . West Hills Health and Rehab......................................................................... Director of Medical Records West Point Home. ......................................................................................................... Plant Engineer . Western Kentucky University...................................................................................................... Buyer Western Office Plus............................................................................................................... Manager Westminster Canterbury Richmond. .......................................................... Manager Material Management Westminster Reform Presbyterian. ...................................................................................................... . Weston Solutions Inc.................................................................................................... Office Manager Wetherill Associates, Inc........................................................................................................ Manager Whalley Computer Associates, Inc................................................................................Director, Training Wheeling Corrugating Company........................................................................................ Senior Buyer Wheeling Corrugating Company....................................................................................MRO Purchasing Whirlpool Corporation............................................................................................ Purchasing Manager Whirlpool Corporation............................................................................................ Purchasing Manager Whitaker, Chalk, Swindle & Sawyer, LLP................................................. Director of Systems and Services White Oak Plantation.............................................................................................................. Director Whites Tire Svc. ............................................................................................................................... . Whitney Smith Company, Inc.. ................................................................................................... Owner Widener University.................................................................................................... Purchasing Agent Wikoff Color Corporation........................................ Vice President, National Sales and Regional Operations Wilbur-Ellis Company. .................................................Plant Superintendent, Agribusiness Division, Farwe . Wilbur-Ellis Company. ................................................ Operations Manager, Agribusiness Division, Warden . Wilbur-Ellis Company. ................................................................................................... Plant Foreman . Wilbur-Ellis Company. .............................................................................................. Facilities Manager . Wilcox Paper Co.................................................................................................................... Manager Wild Oats Markets Inc.. .........................................................................................Mailroom Supervisor . William L Bonnell Co Inc.. ................................................................................................MIS Manager . William O’Neill & Co Inc...................................................................................... Telecom Administrator Williams Industries, Inc...............................................................................................Project Manager . Williams Kastner & Gibbs.................................................................................... Plant Service Manager Williams Lea. .................................................................................................................. Senior Buyer Williamsburg James City County Schools............................................................................... Director IT Willow Brook Foods Inc....................................................................................................... IT Director Wilson Industries, Inc................................................................................ Director of Material Sourcing Wilson Smith Cochran Dickerson.................................................................................... Office Manager Wilson Sonsini Goodrich Rosati................................................................................... Purchasing Agent . WIN CO Foods, Inc...........................................................................................Administrative Assistant WIN CO Foods, Inc................................................................................ Vice President of Transportation Wincup Holdings, Inc......................................................................................................................... Windemere West. ........................................................................................................Branch Support . Windermere Mortgage Services. ........................................................................ Executive Vice President Windes & McClaughry Accountancy Corporation. ................................................Human Resource Director . Winnebago Industries, Inc.. ............................................................................................................... . Winterplace Ski Resort. ........................................................................................... Executive Assistant Winterplace Ski Resort. ........................................................................................... Executive Assistant Witherspoon Kelley Davenport....................................................................................... Office Manager Woeber Mustard Manufacturing Company............................................................Administrative Assistant Wolters Kluwer.......................................................................................................Director of Training Womble Carlyle Sandridge & Rice..................................................................................Supply Manager Womble Carlyle Sandridge & Rice......................................................................................Site Manager Wood Flooring International. .......................................................................Shipping/Receiving Manager . © The HR Chally Group Page 149
Appendix Company Title Wood Group ESP, Inc..................................................................................................... Plant Manager Woodard Emhardt Moriary Henry. ........................................................................................ Purchasing . Woodharbor Doors Cabinetry...............................................................................Network Administrator Woodson Wholesale Inc..................................................................................................... Manager IT Workforce Network. .................................................................................... Resource Support Assistant . World Gospel.................................................................................................................... IT Manager World Wide Stone.................................................................................................Purchasing Assistant Worth Inc.. ............................................................................................. Information Systems Director . Worzalla Publishing Co............................................................................................................... Office WP Malone Inc.. .......................................................................................................... Office Manager . Wright Pierce. ................................................................................................................... IT Manager WS Packaging Group Inc.......................................................................................... Corporate Director WTOL.................................................................................................................. Operations Manager WUSA-TV..............................................................................................................Production Manager Wynn & Wynn. ....................................................................................................................... Partner . Wyrick Robbins Yates & Ponton...................................................................................... Legal Assistant X Ray Optical Systems Inc.. .................................................................................... IT/IS Administrator . Xavier University. ..................................................................................................... Purchasing Agent . Xentel Inc.................................................................................... Corporate Communications Executive XEROX CORPORATION...........................................................................................Sales Administration Xomox Corporation. .........................................................................................Director of Procurement . YANCEY BROS. CO...............................................................................Manager of Information Services Yellow Cab.......................................................................................Communications Systems Manager Yohay Baking Company, Inc.. ......................................................................................... Plant Manager . Youville Hospital & Rehab Center.............................................................................. Telecomm Manager Zachry Construction Corporation....................................................................................... Procurement ZEE CREATIVE.................................................................................................................................. ZETA ASSOCIATES............................................................................................................................ Zila, Inc.. ......................................................................................................................................... Zimmer Holdings Inc............................................................................................ Distribution Manager Zimmer Holdings, Inc.......................................................................................Distribution Coordinator Zimmerman Axelrad Meyer Stern & Wise. ...........................................................Administrative Assistant . ZOO ATLANTA. .......................................................................... Director of Retail Sales and Distribution . ZULTYS TECHNOLOGIES.....................................................................................Systems Administrator . Zweigle’s Inc................................................................................................................ Plant Manager Page 150 © The HR Chally Group
All photographs Copyright © Stephen J. Krieg Stephen Krieg PhotoGraphics www.naturalmoment.com
ass Sal es A Cl d w l r ar Wo d © HR Chall y Copyright © The HR Chally Group Telephone: (937) 259-1200 Fax: (937) 259-5757 website: www.chally.com

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Wc sales research

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    as s Sal es Cl A d w l r ar Wo d © HR Chall y
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    The 2006 Customer-Selected World Class Sales Forces © The HR Chally Group
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    Winning Company Profiles Applied Industrial Global Imaging Systems Technologies Global Imaging Systems, Applied Industrial Technologies (NYSE: Inc. offers thousands of AIT) is one of North America’s leading customers a One-Stop Shop independent distributors of bearings, power providing 1) a broad line transmission components, fluid power of digital office imaging components and systems, industrial rubber solutions including the sale and service products, linear components, tools, safety of copiers, fax machines and printers, 2) products, general maintenance, and a video conferencing and other electronic variety of mill supply products. Applied® presentation systems, and 3) network represents more than 2,000 manufacturers integration and management services. worldwide, offering more than 2 million Since its founding in June 1994, Global specific products to about 156,000 has acquired more than 80 businesses and customer accounts within a broad cross- has operations in 32 states and the District section of industries, including primary of Columbia. The operating companies metals, pulp and paper, food processing, are organized into core companies in key chemical processing, mining, utilities, markets across the U.S. The remaining textiles, agriculture, and automotive. businesses operate as satellites of the core Headquartered in Cleveland, Ohio, since its companies. Under the Company philosophy founding in 1923, Applied® employs more of “Think Globally, Act Locally” and a than 4,600 associates in more than 450 decentralized structure, core companies facilities in 48 states, 5 Canadian provinces, operate under their pre-acquisition names Mexico, and Puerto Rico. The company and management, preserving and building changed its name from Bearings, Inc. to upon existing customer relationships. Applied Industrial Technologies in January www.global-imaging.com 1997. www.applied.com Insight Enterprises, Inc. Corporate Express Insight Enterprises, Inc. is a Corporate Express, Inc., leading provider of a broad a Buhrmann company range of top name-brand IT (NYSE:BUH), is one of the world’s largest computing products, software and advanced business-to-business suppliers of essential IT services helping companies around the office and computer products and services world enable, manage and secure their IT with 2005 sales of approximately $4.6 environment. Located in major cities around billion in North America. Corporate the globe, Insight provides local account Express’ product offering includes office and services in over 170 countries and has the computer supplies, imaging and computer process knowledge, technical expertise graphic supplies, office furniture, facility and management tools necessary to ease supplies, document and print management, the burden of selecting and purchasing IT desktop software, promotional products, assets while streamlining IT management and other similar products. and costs. Corporate Express’ broad product offering, Insight combines more than 200,000 commitment to service, distribution products with one of the most expertise, technological excellence, and comprehensive IT service offerings in the world-class associates bring a distinct industry to tailor solutions to businesses competitive advantage to the office and public sector organizations. Today, products industry. With operations in small-and-medium businesses, enterprise, more than 17 countries and strategic government and education clients rely partnerships in an additional 11, Corporate on Insight for expert technical support, Express is currently the only B2B office industry-leading integration, onsite products company with a true one-company deployment, management, and more. global capability. www.insight.com www.corporateexpress.com © The HR Chally Group I
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    The Chally WorldClass Sales Excellence Research Report Principal Author: Jason Jordan, Mercer Sales Effectiveness Consulting Authors: Howard Stevens, HR Chally Sally Stevens, HR Chally Sponsors: Advantage Performance Group The Real Learning Company GM Fleet and Commercial Operations IBM Mercer Human Resource Consulting Marriott Vacation Club The Sales Centre at Ohio University Selling Power Magazine Research Team: Debbie Bailey Linda Faupel Pat Lokai Delores Smith Betina Brown Karen Flory Jenny Mayl Marri Smith Noralee Bussell Dana Jackson Robin Pacey Howard Stevens Harmony Danielsen Beth Kauflin Mary Ann Rosser Sally Stevens Danada Davidson Linda Kertesz Mike Roth Pauletta Wells Brianne Elie Phyllis Kutzera Ryan Sexton Dean Wright Production Team: Cindy Burgess Nuannit Lilabhan Sue Pearson Dean Wright Steve Krieg Cindy Mitchell Adrian Perez © The HR Chally Group III
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    Dedication This Report isdedicated to the great progress we need to make toward the “professional- ization” of sales, and also to those few Sales organizations that have had the insight and commitment to champion this transformation. Today, more college graduates will become salespeople than all other careers combined. Yet fewer than a few dozen of the more than four thousand colleges and universities in the United States have established a formal sales program.* It will take an effort from our great colleges and universities to develop suffi- cient numbers of professionally trained salespeople to fill our present business needs. In the meantime the only blueprint for developing a truly “professional” sales force comes from these customer determined “World Class sales forces” whose exceptional “benchmark” practices are presented here. They have defined the three major standards for a sales “profession”: 1. All professions specialize. Chemical engineers do not design bridges, pediatricians don’t do brain surgery, and patent attorneys don’t defend murder cases. Chally’s research has identified fourteen distinct types of sales. The skills and training for each are distinct. Most are not interchangeable. The great majority of New Business Developers (Hunters) fail at Account Maintenance (Farming). Field Sales people seldom succeed in telesales, and so on. In fact, 65 percent of the salespeople who fail do not fail from lack of competence or commitment; they fail because they are in the wrong type of sales for their talent and skill base. 2. All professions have a standard and recognized minimum “curriculum” of academic education, on-the-job training, or internship. Members of professions also benefit from the appropriate practice through supervised apprenticeship that oversees the quality of their development and maturity as practitioners. 3. All professions have an independent “certification” process that anoints the emerging intern or student as minimally qualified to practice their chosen profession. In the meantime, corporate sales organizations must fill the gap with the help of sales training resources. Unfortunately, only a few non-college sales development organiza- tions have recognized the hands-on participatory requirement for the “training” of sales professionals. * We have been honored to be involved with the Ralph and Luci Schey Sales Centre at Ohio University and the other colleges of the University Sales Center Alliance. Fifty percent of the revenues from this report will be contributed to them. © The HR Chally Group V
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    Table of Contents WinningCompany Profiles. .................................................................................. I . The Chally World Class Sales Excellence Research Report. .......................... III . Dedication..............................................................................................................V 2006 World Class Sales Force Benchmark Executive Summary. .................... 1 . Methodology.......................................................................................................... 9 Benchmark 1: Customer-Driven Culture............................................................... 17 Ensure that Your Salespeople Know Their Customer’s Business....................................... 18 Demonstrate the Value You Create for Your Customer....................................................... 20 Establish Formal Feedback Mechanisms – Both Good and Bad. ....................................... 22 . Benchmark 2: Recruiting and Selection................................................................ 29 Recruit and Hire Specialists . .............................................................................................. 32 Go Beyond the Interview. .................................................................................................... 34 . Make Sure there is a Cultural Fit......................................................................................... 36 Benchmark 3: Training and Development............................................................. 41 Sales Management Coaching Aligned with Training and Development Programs.............. 47 Coach, Coach, and then Coach Some More....................................................................... 49 Measure Results.................................................................................................................. 52 Provide Just-In-Time Training that is Easily Digestible ....................................................... 54
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    Benchmark 4: MarketSegmentation. .................................................................... 59 . Clearly Define Your Target Markets..................................................................................... 61 Organize Around Your Customers, Not Your Products........................................................ 63 Deploy Your Resources Wisely Across Market Segments. ................................................. 65 . Benchmark 5: Sales Processes. ............................................................................ 71 . Formalize the Way You Sell................................................................................................. 73 Sell How Your Customers Buy............................................................................................. 75 Clearly Define Your Selling Roles........................................................................................ 77 Measure and Manage Inside the Pipeline. .......................................................................... 79 . Share Best Practices........................................................................................................... 81 Benchmark 6: Information Technology................................................................. 87 Customize Technology to Your Business, Not Vice Versa................................................... 89 Avoid ‘Big Bang’ System Development................................................................................ 91 Make IT Valuable for the Salesperson … And the Customer.............................................. 94 Benchmark 7: Organizational Integration.............................................................. 99 . Request Dedicated Functional Resources to Support the Sales Force . .......................... 101 Appendices........................................................................................................ 105 Benchmark Survey Interview Questionnaire....................................................... 106 . Customers Interviewed for Research................................................................... 109
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    2006 World ClassSales Force Benchmark Executive Summary The 2006 Theme: Change Creative engineers or other technical experts who invent new products are not If there were a theme for the 2006 World enough to sustain a competitive advan- Class Sales Benchmark Research, it would tage. have to be Change. Not a change in our research – This year our team again inter- Too many new products do not match viewed over 2,500 customers and collect- customers’ priorities or are too difficult to ed their opinions of more than 4,000 indi- understand or use; sometimes they are vidual salespeople. Nor a change in the simply not needed. A major challenge is outcomes – Customers again identified moving a selling organization to become only a handful of sales forces that they “customer driven” from whatever driving truly perceived as ‘World Class’. Rather, force had previously dominated corpo- the changes we observed this year were rate strategy. As Figure 1 demonstrates, a in the demands that customers are placing simple scale distinguishes the progression on salespeople and the ways that sales companies can make toward a custom- forces are responding to those needs. er focus. Corporate managers who are rewarded for quarterly profit, for example, The changing dynamics between buyers have little likelihood of investing the time and sellers are being driven by larger soci- needed to develop “customers for life” etal trends that are affecting us all. The relationships or partnerships. The focus proliferation of information, the mobility of must change from product to benefit or the work force, the ease of communica- business result. Grandiose products and tion, the globalization of markets … these services with more capacity, features, and other trends have altered the way or options are often just seen as over- we live. Similarly, they have altered the priced. Additionally, products and servic- way we work. The overriding philosophy es must be simple to use and manage, of these best sales forces, simply stated, either in their own right or because the is: “Be the outsource of preference.” The seller manages the complexity as part of basic priority, therefore, is to add value to the sale. The focus must also change from the customer’s business. price and delivery to ease of use, not only of the product but in doing business with Changes at all the world class sales forces the seller. are still in process. Customers did not credit these top sales forces with perfection...just The outsource of preference will take being closer to it than their competitors. In responsibility for managing the relation- fact, most of the top-ranked sellers were ship or, as sometimes defined, the “part- surprised to be named. While customers nership” between seller and customer. This see how far sellers have come, the sellers requires the role of the salesperson, and themselves remain focused on how far consequently, the role of the sales manag- they still have to go. ers who train and develop the salespeople, to change. New Requirements, New An examination of the actual sales figures, Culture or metrics, produces some show-stopping surprises. Since the salesperson is the key To be the “outsource of preference” forces contact point between seller and buyer, a seller to refocus the corporate culture. the most important skill is that of the sales © The HR Chally Group Page 1
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    Executive Summary manager whocoaches and develops the The Critical Sales Evolution of salesperson. However, most sales manag- the Millennium: Outsourcing ers are more administrator than coach. The surprise finding: salespeople who get the Sales Force at least one half day a week, one-on-one, These new demands have stressed the with their managers are twice as produc- major product, technology or even market- tive than other salespeople. This means ing-driven companies. They realize their a manager cannot be fully effective in strengths are in product development, coaching or developing more than four research, or other driving forces, and or five salespeople. The results clearly they are coming to realize these strengths demonstrate that a sales manager having need to be maintained, rather than diluted a span of control of more than four or five by attempting to develop a very differ- to one can’t be fully effective, no matter ent corporate mission and culture. They how much formal training is provided or are turning to “Alternatives Channels”, be how powerful the compensation plan is. they efficient call centers, market segment In addition, well-coached and very effec- distributors, or highly specialized “Value tive sellers become so valuable that their Added resellers” (VARS). In 1992, all of roles are actually changing. Top sellers the world class sales forces represented are changing from product developers, their own products. In the mid 1990’s, we to relationship managers, from “solution began to see distributors such as Boise sellers” to consultants. In some cases, Cascade and CDW. By 2007, all of the world order taking, service, technical support, class performers are specialized sales and and product expertise are not even direct- service organizations who manufacture ly provided by the salesperson. no products themselves. World class sales How Well Different Corporate “Driving Forces” Support the Development of a World Class Sales Force Corporate Typical Average Customer Likelihood of Driving Force Major Focus Evaluation of Developing a World Examples Sales Force Class Sales Force World Class Customer Customer Driven Retention 91%+ High Sales Winners Value Added Sales Driven Re-sellers (VARs) Market Penetration 88-95 High Specialized Distributors The Invisible Corporate Threshold for Internal Sales Excellence Market Driven Consulting Services “Project” Sales 75-90 Moderate Financial Services Technology Driven Software New Applications 50-80 Low Pharmaceuticals Office Equipment Manufacturing or Building Supplies New Products Very Low Product Driven 50-80 Raw Materials Venture or Stock “Venture” owned M&A 40-70 Very Low Price Driven businesses Figure 1 Page 2 © The HR Chally Group
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    Executive Summary forces havetransformed their approach- from the seller to the buyer, and buyers es in order to set themselves apart in the are using that power to turn up the heat eyes of their customers. on the salespeople who court them. As any sales executive will recognize, this is Changing Customers the bad news. But there is good news, too. To put the changes in perspective, think of how differently you yourself purchase things now than you did in the past. Recall Changing Salespeople how you might have purchased a television in 1992, the year that HR Chally began The good news is that these changing benchmarking world class sales forces. customer expectations are very apparent. Without the Internet and easy access to Customers expect salespeople to change information, your search for a TV prob- along with them. They expect salespeople ably began with the Saturday newspaper to transform themselves into professionals and a trip to an electronics store. When who are deft at identifying and satisfying you encountered a retail salesperson, you their new buying needs. Having conducted were likely early in your buying process. extensive research into customer purchas- You were probably still in ‘education’ mode ing behavior, we are able to enumer- and wanting to learn about the products ate these new buying needs. This list of that are available. expectations essentially defines the role of the new sales professional of the 21st By the time you encounter a salesper- century. In the customers’ own words … son today, you have probably already educated yourself on the alternatives and Need #1: “Be personally accountable begun to narrow your choices. And with for our desired results” the increased complexity of the products Customers are tired of pass-the-buck (high-definition formats, flat-panels, etc.), sellers. They do not want a salesperson you have probably also amassed a long list to close the deal and run, they want to of technical questions that you will expect work with a partner who is personally the salesperson to answer with great committed to a successful outcome. Busi- authority and confidence. Compared to ness-to-business customers are usually 1992, you are a much more sophisticated accountable for the results inside their buyer. organization, and they want someone else to be accountable alongside them. Consequently, you are a more demanding buyer. You are less tolerant of the typical Need #2: “Understand our business” deer-in-the-headlights salesperson who is The second customer need flows logically no more useful than the tag on the retail from the first: For salespeople to personal- display that you can read for yourself. You ly manage a customer’s results, they must expect salespeople to be skilled, knowl- deeply understand the customer’s busi- edgeable, and above all, value-added. If ness. This means knowing the custom- salespeople cannot demonstrate in a very ers’ competencies, strategies, challenges, brief amount of time that they can under- and organizational culture. To be a value- stand and resolve your concerns, you added professional, intimate customer will quickly discard them and move on to knowledge is now a prerequisite. another salesperson or to another elec- tronics store. Need #3: “Be on our side” Customers have little or no control over These are the trends that sales forces what happens inside the salesperson’s face today … increasing product complex- company. Yet, the inner workings of the ity, increasing customer sophistication, selling organization can have a dramatic decreasing access to buyers, and decreas- impact on the buying experience. For this ing customer loyalty. These factors all reason, buyers expect salespeople to be combine to create a selling environment their internal advocates, manipulating that is more challenging now than ever their own company’s processes and poli- before. The power has clearly shifted © The HR Chally Group Page 3
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    Executive Summary tics tosee that the customer gets what demands that salespeople encounter every they need throughout the buying process. day. Sales executives, too, are aware that customers are now more demanding and Need #4: “Design the right want different behaviors from their sales- applications” people. The challenge for executives is to Customers want salespeople to think put these demands in the context of their beyond technical features and functions to own sales force and create an organiza- the actual implementation of the product tion full of people that can meet these new or service in the customer’s unique busi- customer needs with the right skills and ness environment. They want to know not aptitudes. just what the offering will do … They want to know what it will do for them. They This is how world class sales forces set expect the new sales professional to be a themselves apart in the eyes of their business consultant who thinks beyond the customers. Their sales forces have transaction to the customer’s end state. evolved with their customers and have created these capabilities in their sales- Need #5: “Be easily accessible” people. They have identified the organiza- If anything has changed in the workplace tional levers that determine success with since 1992, it is the connectivity of today’s today’s customers, and they are driving work force. Desk phones, PC’s, and pagers their sales organizations to higher levels have been replaced by cell phones, laptops, of professionalism than their peers have and Blackberries. This 24/7 access to yet been able to attain. This document is communication has not escaped the notice a report based on our research into these of customers. They expect salespeople to organizational levers that world class sales be constantly connected and within reach, organizations have identified and exploit- whenever and wherever they need help. ed. Need #6: “Solve our problems” The word ‘solution’ has been overused and Changing Sales Management misused as much as any other term in the last decade, but its prevalence does point Agendas to one major shift in customers’ expecta- As the demands on salespeople have tions. Customers no longer buy products changed over the last 14 years, so have or services, they buy solutions to their the agendas of the sales executives who business problems. They expect a profes- must invest wisely to ensure that their sional salesperson to diagnose, prescribe, sales forces are in tune with their custom- and resolve their issues, not just sell them ers’ needs, and 2006 was no exception. products. In the four years since our last research Need #7: “Be creative in responding effort, sales executives have not only to our needs” shifted emphasis among their existing With easy access to information, anything benchmark agenda items, new bench- that was known yesterday is old news to marks have emerged as top priorities of most customers. When they have a busi- the leading sales forces. The areas of focus ness problem and pursue outside assis- we observed in this year’s class of World tance, it is because they perceive their Class Sales Benchmark winners were: problem as unique and not addressable 1. Creating a Customer-Driven with conventional solutions. Buyers expect Culture professional salespeople to be innovators who bring them fresh ideas to solve their 2. Recruiting and Selecting the Right Sales Talent problems. Creativity is a major source of value in today’s salesperson. 3. Training and Developing for the Right Set of Skills These seven needs are the new customer expectations. They are not secrets hidden 4. Segmenting Markets in Meaningful Ways away from the sales force; they are Page 4 © The HR Chally Group
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    Executive Summary 5. Implementing Formal Sales Another benchmark that has exploded in its Processes (New) prominence is Training and Development. 6. Developing Enabling Information Getting the raw talent in the office building Technology is a critical accomplishment, but two factors make continued investment in 7. Integrating Other Business the sales force an imperative. Foremost, Functions with Sales (New) top sales forces are now highly complex It is no surprise that creating a Custom- organizations with processes and er-Driven Culture continues to lead the technology that are tailored to their agenda for sales forces that are consid- particular selling tasks. A top salesperson ered the best of the best by their custom- from another company cannot simply step ers. As the customers’ needs have shifted into a specialized selling role of another over the years, these companies have company and be expected to hit the remained in sync with their customers ground running. The ‘onboarding’ process by uncovering and adapting to the new is growing to a scale never before seen in demands on their salespeople. This focus the sales organization. on customer needs and expectations will probably never fall from the list, because The second factor that makes Training it is so fundamental to the success of a and Development so critical is the rate sales force. Without it, companies become of change within world class sales forces. internally focused and tend to impose These organizations tend to be nimble and their own needs on customers, rather than willing to change as soon as the market imposing the customers’ needs on their dictates. With complex internal process- salespeople. What is evolving, though, es and technology in a constant state of are the methods that sales executives are evolution, continuous training is the only employing to drive this philosophy into way to keep the sales force operating at the heads of their sellers. As you will see, peak productivity within the organization’s world class sales forces are experts at business model. connecting customer strategies to selling Another staple on the list of World Class reality. Sales Benchmarks is Customer Segmen- One very clear trend is a dramatically tation. Like Customer-Driven Culture, heightened emphasis on Recruiting and Customer Segmentation is fundamental Selection in leading sales forces. These to creating the differentiated customer companies have come to realize that every experiences that lead customers to rave other competitive advantage they can about a sales force. Reviewing the new achieve in the marketplace (better prod- customer demands like Understand Our ucts, better pricing, better relationships, Business, Design the Right Applications, better technology, etc.) is fleeting except and Solve Our Problems, it is easy to see for having better human capital. Nearly why Customer Segmentation is so critical every other aspect of a business can be for a sales force to succeed in the custom- duplicated by a competitor except the er’s eyes. Sellers cannot accomplish these quality of the people they employ. objectives with a one-size-fits-all approach to the market, so grouping customers who As a result, world class sales forces are are alike and aligning sales resources putting more and better effort into finding accordingly allows salespeople to develop and hiring the right people for the job. They familiarity with their customers’ business are putting more effort into the task by issues. It enables the salesperson to investing more in the process and casting become a specialist with credibility and to a wider net. They are putting in better engage customers with confidence. effort by pursuing more specific skill sets that map into their increasingly complex A new entrant to the list of world class and specialized selling roles. Across the benchmarks this year is Formal Sales board, this is an already large and growing Processes. These are the tasks and activi- concern for sales executives. ties that define how a sales force manages its time, its opportunities, its custom- © The HR Chally Group Page 5
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    Executive Summary ers, itsterritories, its salespeople, and its The final agenda item in our benchmark business. In the past, sales process was research is a second new entrant this almost inextricably mingled with infor- year. We observed that sales executives mation technology, but the processes are becoming very skilled at Integrat- are finally standing on their own as sales ing Other Business Functions with Sales. executives strive for consistency of execu- Traditionally, Sales has been the function tion and measurability of performance. in a company that was least understood and most in its own silo. Sales executives The top sales forces that we observed rarely went out of their way to engage IT, manage their organization with the disci- HR, Marketing, and other peer groups in pline of a manufacturing assembly line, any capacity. with explicit processes that can be bench- marked and improved in the spirit of Total Increasingly, sales executives are finding Quality Management. They monitor and themselves at the table with these other measure their salespeople from every business functions. They work with IT to possible perspective to isolate best prac- build customized technology. They work tices and pinpoint opportunities for with HR to hire and develop highly-skilled improvement. They leave little to chance sellers. They work with Marketing to equip by setting clear objectives for their sales and inform their salespeople. No longer is force, providing a roadmap of how to Sales trying to go it alone in the world. Top succeed, and managing their salespeo- sales forces focus on their core competen- ple within this framework of formal sales cies and leverage other groups to improve processes. the performance of their people. Information Technology is now a well- entrenched part of any sales force. From Changing Faces e-mail to CRM, it is hard to imagine a modern sales force without technology Amid all of this change, we are pleased to there to hold it together. The trend that recognize four new faces as winners of HR we do see with IT, thankfully, is the recog- Chally’s World Class Sales Force Bench- nition that Sales Force Automation is not mark award. a silver bullet that will cure all the ills of a dysfunctional sales force. After the mete- • Applied Industrial Technologies oric growth of SFA tools in the 1990’s, sales • Corporate Express executives are settling down and putting information technology in perspective as • Global Imaging, Inc. an enabler of salespeople, not a reformer • Insight Enterprises, Inc. of them. These companies were deemed to be the IT is undeniably critical to any company, best-of-the-best by the only people who and all world class sales forces rely heavily are qualified to judge them – their custom- on technology. They use hardware and ers. In a time of increasing demands on a software to capture, manipulate, and share sales force, these four organizations were information and to run their businesses agile enough to change in lockstep with efficiently. However, no leading sales their customers and exceed their high and forces would (or could) point to informa- ever-changing expectations. tion technology as a source of competitive advantage. Nor would they say that their In the following pages, we will explore in CRM application is the backbone of their greater depth how these world class sales sales force. What they will do is point to forces achieved this high level of perfor- how much more effective their salespeo- mance. As you will see, they are innova- ple are as a result of well-designed and tive companies that have worked diligent- properly-implemented technology. World ly to plan and execute changes that were class sales forces are very deliberate and frequently off the beaten path. Changes thoughtful in the ways they leverage the that put them in very elite company as power of information systems. World Class Sales Forces. Page 6 © The HR Chally Group
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    Methodology T he HR Chally Group has conducted World Class Sales research projects since 1992. Each World Class Sales Summary. The second phase, with the cooperation of the customer-rated World Class sales forces, provides full benchmark research cycle has involved two phases. research results, including best practices, The first phase is the assessment of the metrics, management processes, and corporate needs of customers and their profiles of each World Class sales force. ratings of excellent sales forces through Overall, Chally has developed the leading telephone interviews. These results Six Sigma styled set of World Class sales are presented in the Phase I Executive force metrics and databases. Overview of the World Class Sales Databases & Metrics Customers identified 21 Benchmarked the best for 80,000 customers interviewed world class sales forces processes and criteria 210,000 salespeople rated on 15 criteria PLUS: How much each customer Identified top and bottom bought from each salesperson over 7 critical best practices & salespeople 3 years critical success metrics Data on 7,300 sales forces Statistically identified the 7 salesperson deliverables that drive customer decisions Achieve Sales Excellence Identified 14 distinct salesperson Statistically identified the profiles by the unique set of salesperson competencies to achieve competencies for each deliverables across markets, products, and services sold Assessed and tracked performance Statistically identified assessment of 300,000 salespeople items that accurately predicted each competency in each position profile © The HR Chally Group Page 9
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    Methodology Phase I: SurveyCalls To Customers To Identify World Class Sales Companies Data Collection to be investigated so that contacts would be distributed over a variety of position Using resources such as American Big classifications. An introduction call was Business Directory, decision makers were made to each potential contact to explain randomly selected from an even distribu- the research and to ask for an appoint- tion of large and small companies (deter- ment to complete the interview. At the mined by number of employees) across appointment time, a survey interview was industry, geographic location, and position completed. See Appendix for the survey classifications. Likely positions of contacts interview questionnaire. were identified for each market segment Company Size Total Surveys Surveys Completed Completed Prior to in 2006 2006 Small Companies or units 90,315 1029 (1-249 Employees) Large Companies or units 120,300 1418 (250+ Employees) Overall Response 210,615 2447 Industries Represented by the Completed Contacts Aerospace Energy Media Agriculture Financial Services Metals Automotive General Services Non-Profit Beverage/Food Products Healthcare Paper Chemical Information Technology Printing & Publishing Construction/Building Legal Public Sector Distribution Manufacturing Retail Education Materials Transportation Page 10 © The HR Chally Group
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    Methodology Position Classification Position Classification Financial/Engineering Human Resources Purchasing 4.4% 5.3% Financial/Engineering 21.3% Human Resources Information 18.1% Technology Information Technology Executive (Director and above) 6.6% 29.6% Executive (Director Managers 14.7% and above) Operations/ Administration Operations/ Managers Purchasing Administration Percent of Sample in 2006 and representative of the total Geographic Distribution Geographic Distribution of completed contacts throughout the studies 16% 27% Southwest Northeast Northeast 7% Northwest Southeast 10% North Central 18% Southeast South Central South Central 22% Northwest North Central Southwest © The HR Chally Group Page 11
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    Methodology Data Analysis Phase II: Determining Open-ended questions went through a Methods of World Class two-step coding process. Data was gath- Sales Forces ered using a customized version of Survey- Each of the target companies was sent a Pro to populate an SQL database. Further congratulatory introduction letter discuss- analyses were run using the Statistical ing the history of the project and steps Package for Social Sciences (SPSS). Each involved in participation. They were then variable included in the study was subject- contacted by telephone to solicit participa- ed to detailed univariate analysis. These tion. The primary company contacts were analyses provided a further check of the provided with the reasons their customers data quality and a guide to the interpre- identified the sales forces as World Class. tation of the data. Companies mentioned The contacts were then asked to identify most frequently as World Class, and the key sales functions which they thought reasons why they were mentioned, were would result in customer satisfaction in identified. these areas. Each interview resulted in the identification of critical success factors, key processes that explain and support Results critical success factors, and individuals During the 2006 research project, Applied responsible for each process. Telephone Industrial Technologies, Corporate interviews were scheduled and conducted Express, Global Imaging Systems, and with each of the individuals responsible Insight Enterprises, Inc. were the only for a process. Based on these interviews, companies to meet the criteria of being Chally developed a company profile and rated on average as “Very Good” or better identified best practices for each of the by at least 50 customers. All four compa- target companies. Best-In-Class company nies agreed to participate in Phase II of profiles were then reviewed by target the research. company representatives for accuracy. From the best practices, a set of key sales Prior winners include: Allegiance Health- metrics was identified and subsequently care Corporation, Applied Industrial Tech- collected from each of the target compa- nologies, AT&T Consumer Products, AT&T nies. On-site visits to confirm information Middle Market, AT&T Global Business gathered through telephone interviews Communications Systems, Boise Cascade and to gain first-hand exposure to best Office Products (twice), CDW, DuPont, practices were conducted when possible. Exxon Corporation, GE Industrial Control Systems, Grainger, Inc., IBM Corporation, John Deere and Company, Moore Corpora- tion Limited, and Motion Industries, Inc., (twice). Page 12 © The HR Chally Group
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    Best Practices Benchmark 1: Customer-Driven Culture Objective: cally, they expect customer-driven behav- ior. So if customers expect it and we know Create a sales organization that is focused we need to do it, why is there still such on the needs of the customer and is capable a chasm between the ubiquitously stated of satisfying those needs in a manner that desire for a customer-driven organiza- meets or exceeds the customer’s buying tion and the apparent widespread lack of expectations customer-driven behavior by salespeople? The challenge is that customers do not A Perspective: interact with an organization’s culture; they interact with its salespeople. Sales By the year 2007, you would think that calls are incredibly tactical affairs, and no the concept of being “Customer-Driven” level of organizational strategy will affect would be so fundamental to the business the customer unless the strategy is trans- landscape that it would not even warrant lated into field-level tactics. Therefore, a mention in the definition of world class sales management must find ways to go sales forces. It has been decades since beyond mission statements and conversa- we collectively acknowledged the shift of tions about being ‘customer-driven’ and to power from the seller to the buyer and put in place specific processes and mecha- since terms like customer-centric and nisms to create sales forces full of individu- customer-focused became basic elements als who behave in customer-centric ways. of our business lexicon. However, our Saying you are customer-driven is one research reveals that all of this corporate thing, proving it consistently to customers conversation has been lost on the actual is another. customers, who still perceive a noticeable distinction between sales forces that are World class sales forces have solved the highly responsive to their needs and those riddle and found actionable best practices that are essentially oblivious to them. that connect their customer-driven strat- egy to selling reality. They are leveraging As discussed in our recent book, Achieve their organizational capabilities to create Sales Excellence: The Seven Customer memorable customer interactions, and Rules for Becoming the New Sales Profes- their customers have taken notice. The sional, customers have deceptively simple ability to execute on a strategy is a hall- expectations of the salespeople who serve mark distinction between good perfor- them. They expect salespeople to under- mance and superior performance. Below stand their business, to offer innovative we highlight some of the tactics this year’s solutions to their problems, and to do so world-class winners are using to create as a customer advocate who is commit- customer-driven cultures that lead to ted to managing their satisfaction. Basi- customer-driven selling. © The HR Chally Group Page 17
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    Best Practices Best Practice: Ensurethat Your Salespeople Know Their Customer’s Business BEST PRACTICE: ENSURE THAT YOUR SALESPEOPLE KNOW THEIR CUSTOMER’S BUSINESS TYPICAL SALES FORCE WORLD CLASS SALES FORCE SALESPERSON SALESPERSON EXPERIENCE EXPERIENCE CUSTOMER BUSINESS OPERATIONS CUSTOMER ISSUES CUSTOMER NEEDS CUSTOMER BUYING PROCESS WORLD CLASS SALES FORCES GO OUT OF THEIR WAY TO TRAIN THEIR PEOPLE ON CUSTOMER ISSUES W orld class sales forces recognize that customers today expect profes- sional salespeople to understand their ing curriculum. Whether they train their salespeople on their customers’ market dynamics, their business operations, their businesses inside and out. A knowledge- buying behavior, their business problems, able salesperson can quickly engage in a or other customer-centric issues, world meaningful conversation and offer insight- class companies no longer rely on their ful business advice, rather than asking salespeople’s previous work experience frustratingly basic questions and reciting or their ability to learn on the job. To be product features and functions by rote. In a customer-driven company, your sales- response, leading companies are taking on people must know your customer’s busi- the responsibility of educating their sales- ness. Rather than leaving it to chance, people about their customers. sales managers in leading companies are making it their business to ensure that We are observing with increasing frequen- their salespeople are prepared to sell to cy companies that include customer insight their customers. as a key component of their sales train- Page 18 © The HR Chally Group
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    Best Practices Case Study Global Imaging illustrates a commitment to a customer-driven culture through its focus on customer knowledge. All of its employees receive 1½ days of training on customers and their issues. The training begins with a module on customer satisfaction and its importance to the success of Global’s organization. Training then proceeds to understanding customer behavior, solving customer problems, and communicating from the customer’s perspective. The intent of this training is to put Global Imaging’s employees in the shoes of the customer so that they are capable of delivering customer-focused behaviors that resonate with the customer and distinguish them from the competition. Additionally, Global trains its sales force on their customers’ buying needs. Rather than the more traditional approach of teaching its salespeople how to sell its products and services, Global teaches its salespeople how its customers buy its products and services. In doing so, the salespeople are again put into the shoes of the customer and see from the customer’s perspective how their own selling behaviors are perceived. In the words of Dan Cooper, SVP of Sales, “We teach our salespeople the buying process rather than the selling process. We want them to understand the sales cycle from the buyer’s standpoint, not necessarily ours. Because in the end, what we’re trying to do is advance their buying process, not our selling process.” © The HR Chally Group Page 19
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    Best Practices Best Practice: Demonstratethe Value You Create for Your Customer BEST PRACTICE: DEMONSTRATE THE VALUE YOU CREATE TYPICAL SALES FORCE WORLD CLASS SALES FORCE CAUSE EFFECT CAUSE EFFECT BENEFIT ? PRODUCT PRODUCT - COST OR OR SERVICE SERVICE QUANTIFIED BUSINESS IMPACT WORLD CLASS SALES FORCES CAN EXPLICITLY QUANTIFY THE VALUE OF THEIR GOODS OR SERVICES World class sales forces again leave U ltimately, customers interact with salespeople for only one reason: They believe that salespeople and the organiza- nothing to chance. Rather than expect- ing the customer to implicitly acknowledge tions they represent can create some type the value that the salesperson has created of business value through the implementa- for them, these companies have devel- tion of their products or services. Viewed oped processes and tools to communicate through this lens, the customer’s need for that value in very explicit terms. Using the a salesperson to thoroughly understand customers’ own metrics and terminology, their business is really just a means to an they quantify the productivity improve- end. It accelerates the speed with which ments, cost savings, revenue increas- a salesperson can accurately identify the es, or other changes that have resulted business needs of the customer, and it from using their products or services. By increases the likelihood that the solution demonstrating to the customer the value the salesperson offers will successfully that they have created, they prove that produce the promised business value. they have the customer’s business results Customer-driven salespeople recognize as a top priority. the often overlooked fact that they can only create value for themselves by creat- ing noticeable value for their customers. Page 20 © The HR Chally Group
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    Best Practices Case Study Applied Industrial Technologies has trademarked a process they call DVA®, or Documented Value Added to help them demonstrate the value that they create for their manufacturing customers. Applied’s salespeople use a PC-based system to calculate the value they have created for their customers through reduced maintenance costs, increased productivity, lower procurement costs, and other means. They work with local plant managers to identify the source of the improvement and to assess the economic impact of the changes. They then document the value they have created and obtain sign-off from the plant managers as proof that the value was realized. These improvements can then be shared and replicated across the customer’s other facilities to further increase the value to the customer. Ted Carl, Vice President of Strategic Accounts, illustrates how Applied uses this program to improve its customer relationships: “Too often customers simply do not remember all the good things that you do. Through this process we have documented over a billion dollars worth of savings for our customers. It is fun to go into a customer and say, ‘You bought $200,000 last year from us, but we saved you $85,000 in Documented Value Added® savings in your process and your procedures in your plant.’ That takes the sting off of a three or four percent price increase or competitive offer that might be a few points better than you are. It clearly allows us to convey to the customer, in terms the customer understands, what we are doing for them.” © The HR Chally Group Page 21
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    Best Practices Best Practice: EstablishFormal Feedback Mechanisms – Both Good and Bad BEST PRACTICE: ESTABLISH FORMAL FEEDBACK MECHANISMS TYPICAL SALES FORCE WORLD CLASS SALES FORCE SALES FORCE SALES CUSTOMER CONTINUOUS CUSTOMER FORCE EXPERIENCE IMPROVEMENT EXPERIENCE CUSTOMER FEEDBACK WORLD CLASS SALES FORCES DILIGENTLY GATHER CUSTOMER FEEDBACK AND USE IT TO CONTINUOUSLY IMPROVE THEIR SELLING CAPABILITIES T o become and remain customer-driven, a company obviously must understand the perspective of the customer. Without World class sales forces understand that salespeople and executives are not the best resources for customer research. a clearly articulated understanding of the Instead, they establish formal feedback customers’ perceptions, it is only through channels and processes to gather continu- trial-and-error that a sales force can ever ous input from their customers. By doing hope to align themselves with customer so, they remain in tune with their custom- expectations. However, it is frighten- ers’ ever-changing needs and are able ingly common for sales forces (and orga- to react quickly to problems and to take nizations as a whole) to use executive advantage of new opportunities. These commentary and anecdotal observations feedback mechanisms include written and as the primary input to their customer online surveys, customer focus groups, strategies. Salespeople are especial- executive councils, third-party research, ly notorious for misunderstanding their and a myriad of other means to gain candid customer, despite their frequent refrain of a view into their customer’s mind. “I know what my customers need … I talk to them every day.” Page 22 © The HR Chally Group
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    Best Practices Another noteworthyobservation from our Leading sales forces would rather learn the research is that world class companies are bad than the good. When they solicit feed- obsessed with what is wrong. Typically, back from their customers, it is frequently our award winners are shocked that they to uncover the cracks in their armor. Unlike have been recognized as the best-of-the- most sales forces, they prefer to focus best by their customers, because they are on filling the cracks rather than admiring so focused on what needs to be improved. the shine. This negative feedback can be This focus on improvement is also reflect- garnered from traditional customer satis- ed in the companies’ approach to custom- faction surveys, but there are also distinct er feedback. All too often, companies ways to go exclusively after the ugly facts. conduct customer satisfaction surveys to A common such method for discovering the validate what they are doing well. Known in cracks is a “loss analysis” that is conducted cynical circles as the “applause-o-meter”, post mortem to discover why a customer these customer feedback mechanisms can defected or a proposal was lost. Was it provide useful insights, but they can also because of price (which it rarely is), bad provide false comfort.1 World class sales products, bad service, or bad selling? For forces tend to look further. a customer-driven organization, informa- tion like this helps them alleviate customer pain, in addition to improving the pleasure of the overall buying experience. 1 >80% of customers who defected from a supplier ranked them as “good” to “very good” as to the service they provided - Harvard Business Review, Nov./Dec. 1995 © The HR Chally Group Page 23
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    Best Practices Case Study Global Imaging goes out of its way to identify areas of improvement for its sales force. Among other means, they frequently conduct loss analyses to understand what types of failures lead to customer defections and lost bids. Also, they recently conducted customer research to learn explicitly from its customers what they are doing wrong in their sales and service efforts. The outcomes of this research did not sit on a shelf; they were used to design training programs that addressed the customers’ concerns and improved the customer-centric behaviors of their sales force. Case Study Applied Industrial Technologies uses several means to stay in touch with the opinions of their customers. Annually, they conduct one- on-one interviews with 1500 customers to determine how they are performing against key customer-determined criteria. To ensure the candor of the comments, the interviews are conducted by a third- party research firm who does not reveal that Applied is the sponsor of the survey. This allows them to objectively track progress against performance measures that drive customer satisfaction and loyalty. Applied also maintains a Customer Advisory Council that meets annually to allow existing customers to discuss Applied’s areas of strength and opportunities for improvement. These sessions are conducted by a third-party facilitator with no Applied personnel in the room to influence the commentary. The outputs of these sessions drive improvement initiatives, and the customers are updated quarterly on Applied’s progress vis-à-vis their suggestions. Additionally, Applied conducts brand awareness studies that measure customer perception in the context of the broader market. These varying research methods allow them a comprehensive view of their own performance, their customers’ evolving expectations, and the competitive environment in which they go to market. Page 24 © The HR Chally Group
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    Best Practices Benchmark 2: Recruiting and Selection Objective: fied by their customers as having world class sales forces. It is fair to say that our Improve productivity and reduce turnover world is short a few great salespeople. A in the sales force by recruiting and select- shrinking labor pool will not make it any ing the right salespeople with the right easier to fill a sales force with qualified skill set for the right sales roles sellers. Second, the cost associated with hiring A Perspective: a wrong candidate is extremely high in the sales function. The investment to Recruiting and selecting the right employ- hire and train a new salesperson ranges ees has always been a challenge. Unfor- from $75,000 for a tele-salesperson to tunately, the challenge is going to get more than $300,000 for a more senior increasingly difficult in the very near sales position. These costs probably pale, future. According to Human Resource though, beside the economic damage Executive magazine’s Forecast 2006, “70 done by a poor salesperson who repeat- million Baby Boomers will retire over the edly loses deals that would have been won next 15 years. During this time, only 40 by a better seller. When these costs to million workers will enter the workforce.” hire and maintain the wrong salesperson The implication of this math on the labor are coupled with the disruption caused market is easy to see – we are entering when a salesperson leaves, the negative an extended period of time where finding impact of a hiring mistake is tremendous and hiring appropriately qualified workers for a sales force. is likely to be even more difficult than it is Given this context, it is no surprise that today. sales executives are turning more and While this challenge will affect every func- more attention to recruiting and selecting tion within a company, it will have an the right salesperson for the job. However, acutely painful impact on the sales force. more attention does not necessarily corre- Foremost, there already exists an enor- late with more success. The troubling mous deficit in the number of highly-skilled reality that most organizations face is that professional sellers. While no one reading they do not have the strategies or tools to this report is likely to disagree with this identify or hire the right candidates. Until assertion, it is not a difficult one to quan- sales forces and their human resource tify. Since 1992, we have collected data counterparts improve their own capabili- on more than 7,200 sales forces in over 20 ties, it will be hard for them to improve the major industries. During this time, fewer capabilities of their salespeople. than 20 companies (or less than three- tenths of one percent) have been identi- © The HR Chally Group Page 29
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    Best Practices Strategically, companiessuffer from a to identify why salespeople fail in partic- traditional focus on the wrong criteria for ular roles than it is to identify why they selecting candidates. Most companies look succeed. This allows sales and human for candidates that share common traits resources executives to concentrate on not with their superstar sellers. For a number hiring, promoting, or training candidates of reasons, it is very difficult to identify the who are likely to become below-average unique characteristics of top salespeople. performers with limited potential. By And even more to the point, there are not simply eliminating the bottom salespeople that many superstars out there to be had. and replacing them with at least average Our perspective is that it is more fruit- performers, a sales force’s overall produc- ful to focus on the other end of the bell tivity can be dramatically improved. curve – the poor performing sellers. With good statistical analysis, it is often easier Example: Beating the 80/20 Rule for dramatic sales increases In this example of a 200 person sales force that produces $200 million in sales, we apply the 80/20 rule (which is typical), meaning that the top 20% of the sales force will produce $160 million in sales. The bottom 20% will produce only $6 million in sales. If we reassign or replace the bottom 20% with candidates that just meet or exceed the Chally predictive competency levels for success, sales will increase by a minimum of $30 million and a more probable $70 million. Page 30 © The HR Chally Group
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    Best Practices Another strategicerror that companies Weak outcomes such as these from typical often make is in believing that candidates hiring methods were the reason the Justice are either good salespeople or bad sales- Department originally funded HR Chally. people. In fact, there are a typical number Our research demonstrates that by using of different sales positions for winners position-specific, statistically-validated job (account manager, new business devel- assessment tools, recruiting and hiring oper, sales engineer, etc.), and success or decisions are improved to 75-85% accu- failure in one role does not predict success racy*. A strategy is only as good as its or failure in another. Often the issue is implementation, and the tools that many not having too little talent in a sales force organizations use today to recruit and or in a candidate pool … it is putting the select candidates prohibit their ability to wrong talent in the wrong role. A world execute their hiring strategies dependably class sales organization typically has and successfully. several different types of salespeople, and understanding the need to mix and match In summary, the effective recruitment and individuals accordingly is a key strategic selection of candidates must be near the advantage in today’s (and tomorrow’s) top of any sales executive’s agenda. When tight labor market. the wrong people are in the wrong roles, every task of a sales force is made expo- Beyond the strategies companies use to nentially more difficult. The salespeople recruit and select salespeople, the tools are are more difficult to manage, they are hard to find. Research has shown that the harder to motivate, their performance is methods most commonly used to screen sub-optimal, and their customers know it. and hire candidates are only marginally Today and in the future, finding and hiring more predictive of success than the flip of the right salespeople will be the most criti- a coin. Interviews, reference checks, and cal input to a world class sales force. other mainstay recruiting tasks are fraught with biases and subjectivity. Typical Hiring Method Improvement Methods* Flipping a Coin Interview + 2% Accuracy Any short selec- + 3% Accuracy tion test Scorable Interview + 7% Accuracy Reference Check + 7% Accuracy * Taken from the research; “Validity and Utility of Alternative Predictors of Job Performance,” Psycho- logical Bulletin, July 1984 © The HR Chally Group Page 31
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    Best Practices Best Practice: Recruitand Hire Specialists BEST PRACTICE: RECRUIT AND HIRE SPECIALISTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE PROFILE OF A SUCCESSFUL SALESPERSON PROFILES OF SUCCESSFUL SALES SPECIALISTS SALES SPECIALTY MAP Outside: Field Sales Inside: Telesales/Mktg. AGGRESSIVE Customer Service Indirect Sales Direct Sales RESILIENT Full Line Specialized Products/Services Strategic Territory PERSUASIVE Account Major Account System Product/ Product/ ETC. New Business Account Specialist Service Transactional Development Management Specialist Specialist (Hunter) (Farmer) Outbound Inbound Customer Sales to Service Resellers or Consultive Relationship through (more Hunter) (more Farmer) Distributors Product/System Product/System WORLD CLASS SALES FORCES REALIZE THAT SELLING IS A SPECIALIZED PROFESSION -- THERE IS NO "ONE SIZE FITS ALL" SELLER T he term ‘salesperson’ often conjures up a singular image of the stereotyped seller – the aggressive smooth talker various tasks – identifying new opportu- nities, developing technical requirements, negotiating profitable deals, and managing who succeeds through persistence, resil- executive relationships, to mention a few. ience, and personal persuasion. The new To find these experts, they target special- reality, though, is that sales has become ists with the precise skills and experience a profession with highly specialized roles to excel at each task, recognizing that that require a wide range of skills. Just as salespeople are not interchangeable and doctors, lawyers, and accountants develop no candidate can excel at every job. particular areas of expertise, so do sales- people. And just as you would not hire When salespeople are properly cast in a chemical engineer to build a bridge, their roles, they are highly productive and you should not hire a relationship build- enjoy their jobs. When they are miscast, ing salesperson to make 200 cold calls per their performance falters and turnover week. Different selling roles require differ- ensues. Top sales executives recognize ent skill sets, and there is no such thing as that getting the right people in the right a universally equipped salesperson. roles is fundamental to a high perform- ing and stable sales force. Consequently, World class sales forces appreciate the they are adept at clearly defining their myriad of selling roles and the unique selling roles and in pursuing specialists to demands of each. They have complex staff them. sales processes that require expertise at Page 32 © The HR Chally Group
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    Best Practices Case Study When Insight began an overhaul of its SMB sales force in 2005, one of its key objectives was to reduce turnover in its sales force by 50%. While there were many options that they could have pursued to accomplish this goal, they chose to focus on recruiting and selecting the right type of candidates for the demands of a pivotal role in their sales force – their telesales reps. Julie Dervin, Global Vice President of Learning and Development at Insight describes their thought process: “We began by looking at the front end. How were we hiring and selecting our candidates? We were about to spend a lot of time, money, and effort on developing them, and we wanted to make sure that they were the right fit. We have over 600 salespeople selling to the small to medium size business market, so it was significant for us to focus on that part of the organization and how we hire and develop them. As any of you know who work in a telesales environment, it is very hard to bring in the right talent. It is very hard to retain those folks, as well as to train and develop them to a level where they can engage in a consultative type of sale over the telephone.” By understanding the unique challenges that Insight faced in hiring people who could succeed in their telesales role, the company was able to target and hire candidates that not only were capable of performing the job, but also were likely to last in the position. Within 12 months of the first new hire, the attrition rate of the new salespeople had been reduced by over 40%. © The HR Chally Group Page 33
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    Best Practices Best Practice: GoBeyond the Interview BEST PRACTICE: GO BEYOND THE INTERVIEW TYPICAL SALES FORCE WORLD CLASS SALES FORCE INTERVIEWS EXTENSIVE SELLING REFERENCE SIMULATIONS CHECKS QUESTIONABLE INTERVIEW HIGH-PROBABILITY HIRING DECISION HIRING DECISION "RIDE-ALONGS" OTHER COMPANY-WIDE METHODS CAPABILITIES TEST WORLD CLASS SALES FORCES DO NOT RELY ON INTERVIEWS ALONE -- THEY RECOGNIZE THAT THE MORE PERSPECTIVES THEY GET ON A CANDIDATE, THE BETTER THEIR HIRING DECISION WILL BE I nterviewing job applicants has long been the lifeblood of the recruiting and selec- tion industry. Few, if any, salespeople have think that a company could get nearly equal odds of success by merely employ- ing a single, corporate coin flipper. ever been hired without a face-to-face or telephone interview during which they got World class sales forces do not leave their the chance to do what they supposedly do hiring decisions to chance. They go beyond best … sell. They sell themselves, their the interview and supplement it with a experience, their capabilities, their poten- variety of other screening tools and tech- tial contribution, and any other feature, niques. Top sales forces employ statisti- function, or benefit they can possibly offer cally validated job-specific assessment a prospective employer. If a salesperson tools. They also use other filters, such can not sell themselves, then you would as putting their candidates in a simulated have to question whether or not they could selling environment to ‘test-drive’ their ever sell a product. abilities and see how they react in certain situations. They might let the candidates It is not surprising, then, that so many ride along with their existing salespeople bad hiring decisions are made in a sales to get a glimpse into their behaviors in the force. As we mention above, the inter- real world. They go the extra mile … or view is only slightly more predictive of two … to limit the risk of hiring the wrong on-the-job success than the 50-50 chance person for the job, because they realize you get with the flip of a coin. When you that getting the right people in their sales consider all of the time and money that is force makes everything else they do both spent interviewing sales candidates over easier and better. the course of a year, it is remarkable to Page 34 © The HR Chally Group
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    Best Practices Case Study Global Imaging employs many of the recruiting and selection techniques that personify a world class hiring effort. Dan Cooper, Global’s Senior Vice President of Sales, explains how they use multiple methods to ensure that they have a candidate that can succeed in their organization: “With 1400 salespeople throughout North America, we obviously need to find good quality salespeople. One of the ways that we do that is through a capabilities test. Then we send a prospective sales rep out into the field to ride with one of their peers. There is nobody better than another sales rep to tell you if they think this person is going to make it and will be a team fit. Next they meet with two or three different sales managers, eventually coming up to the VP of Sales or the President. We also do extensive reference checking. It is not just, ‘Let’s call their HR department and talk to them.’ We want to dig down to the third and the fourth level person they give us to try and find out really what makes up this person. Finally, like everybody, if you are going to take care of your customers, you have to find employees that are willing to be customer service focused. We spend a lot of time asking questions about how they like to be satisfied as a customer in their own lives.” © The HR Chally Group Page 35
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    Best Practices Best Practice: MakeSure there is a Cultural Fit BEST PRACTICE: MAKE SURE THERE IS A CULTURAL FIT TYPICAL SALES FORCE WORLD CLASS SALES FORCE CURRENT EMPLOYER PROSPECTIVE EMPLOYER CURRENT EMPLOYER PROSPECTIVE EMPLOYER HAVE THEY ARE THEY SUCCEEDED IN ONE OF THE PAST? US? WORLD CLASS SALES FORCES ARE AS CONCERNED ABOUT CULTURAL FIT AS THEY ARE ABOUT THE POTENTIAL FOR SUCCESS N owhere in an organization is there more of a ‘show me the money’ emphasis than in the sales organization. companies want to hire a salesperson they believe will show them the money. Most salespeople have quotas and other Of course, world class sales forces also financial goals, and their compensation prefer a candidate with a history of success, and recognition are usually perfectly corre- but they put the candidate’s selling ability lated to their achievement of those objec- in a larger and less quantifiable context. tives. Success is defined in a very simple The sales forces that achieve world class fashion – the more you sell, the better you status are obsessed with finding individuals are as a salesperson. who fit their culture, not just their quota. In fact, not one of this year’s winners cited That same mentality also exists in the a candidate’s track record as a key selec- recruiting and selection process. A candi- tion criterion, yet each of them noted the date that can point to a track record of importance of a cultural fit. World class high productivity and quota-busting sales forces do have different cultures and performance is a highly desirable recruit. different means of testing for fit, but each A candidate with less quantifiable success company views cultural alignment as the is no doubt a second-tier recruit. Put final litmus test of a candidate’s desirabil- simply, if a person has sold a lot in the ity. past, recruiters believe they will sell a lot in the future. More than anything else, most Page 36 © The HR Chally Group
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    Best Practices Case Study Applied Industrial Technologies believes that its corporate culture is defined by a core set of values: integrity, caring, fairness, openness, a dedication to quality, the keeping of promises, and a commitment to personal mastery. Once each year, all employees are required to sign a “core values document” that reaffirms their understanding of and commitment to these values. Ted Carl, Vice President of Strategic Accounts comments: “It is a reminder. Most people think twice before they sign something. They say, ‘What is it I am signing?’ So we sign the core values document, and we do it more than once. I think it creates a psychological effect that these values continue to be important in our company.” While most executives will agree that culture is important, it is hard to assess what business impact a culture actually has on a company. Mr. Carl articulates quite clearly what he believes the impact is to Applied’s business and its customers: “I think having a set of core values adds to the collaborative culture within our company. It allows us to trust each other. It is easy for us to stand next to a co-worker and say, ‘I trust that individual.’ However, when that individual’s department makes a decision that you do not agree with, trust is really about saying to yourself, ‘I trust their decision.’ Lack of trust causes a lot of tension, and tension is energy. If you can do away with all the energy that is wasted on tension, you have more energy to spend on your customers. I think all of us in the sales business understand that.” © The HR Chally Group Page 37
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    Best Practices Benchmark 3: Training and Development Objective: the sales force.3 While a 13% improve- ment may sound good on the surface, it is Provide training and development programs uncertain that those incremental skill gains that are relevant to the sales force’s objec- will endure, and it is even less clear that tives and maximize the organization’s they will translate into a similar increase in return on its training investment revenue for the sales force. Even more concerning than the ‘stickiness’ A Perspective: of sales training is the question of how applicable it is to the needs of a particular John H. Patterson of National Cash Register sales force. We believe that a fundamen- is widely credited with creating the world’s tal reason why sales training increasingly first sales training program in the late fails to deliver its expected results is that 19th century. Since then, sales training it was simply the wrong training from the has grown into a multi-billion dollar indus- start. Frankly, sales training programs try comprised of both internal company are often viewed as generic one-size-fits- resources and external trainers who cover all cures to every selling malady. Not a range of topics that is as varied as the enough consideration is usually given to sales forces they support. To put the size the specific business needs of the sales of the training industry in perspective, our force and their specific selling challenges. research shows that U.S. companies invest Selling has become an incredibly complex more money annually in training (most profession, and sales management must of which is sales training) than the U.S. be very deliberate about the specific skills government spends on all of public educa- that their salespeople need to succeed tion.2 So what do companies get in return with their customers. While we would not for their enormous expenditure in sales dispute the value of basic selling skills such training? That is exactly what sales exec- as questioning techniques, time manage- utives ask themselves every time they pay ment, and other traditional subjects, these the invoices for their annual sales meet- have become foundational abilities that ings. By the time the bill arrives in the are now merely the ante to entering the mail for the external trainer who wowed game of professional selling. In today’s the sales force in some posh hotel ball- selling environment, generic sales training room, the impact of the training has prob- will produce generic sales results. ably evaporated. In fact, research shows that within 60 days of a training event, Increasingly, sales forces are becoming 87% of the skills gained have been lost by much more sophisticated in the training that they choose to provide for their sales- people, because the increased complexity 2 2004 State of the Industry Report, American Society for Training and Development 3 Neil Rackham and SPIN Selling © The HR Chally Group Page 41
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    Best Practices of professionalselling has demanded it. motivational speech; you would see them Training programs are now highly-custom- sitting side-by-side with their managers ized affairs that are built around discrete learning how to perform specific tasks that selling tasks and a very relevant set of are relevant to their daily lives. You would business issues. If sales training topics not see a two-day agenda split between used to be a mile wide and an inch deep, speeches and rounds of golf; you would see they are now a hundred times bigger in a four-day agenda full of grueling working each direction. sessions and role plays. You would see a room full of professionals dedicated to In the past, you might walk into a sales continuous improvement. training event and see a room full of people learning and practicing the skills This is the training and development land- of a sales call. Any salesperson could scape for world class sales forces. They easily recognize the content and feel right have recognized that the challenges facing at home with the discussion. Today, you today’s salespeople are dramatically differ- might walk into a ‘sales’ training event and ent that they were in the past. They also wonder if you were in the right room. You recognize that their approach to building would hear conversations about account- a sales force must be dramatically differ- ing topics like return on investment and ent. They make larger investments than operation income. You would notice before, but they do so very deliberately. marketing jargon like customer segmen- They make bigger commitments to their tation and value propositions. You would salespeople, and they expect more in observe customer service discussions return. They appreciate the complexity of around problem resolution and custom- the salespeople’s lives, and they respond er satisfaction. Professional salespeople accordingly. These leading companies today are essentially business consul- that have broadened and deepened their tants, and the breadth of knowledge they training and development efforts are the must have to interact with their customers ones who are setting themselves apart in has grown well beyond traditional ‘sales’ their customers’ eyes. Below we describe subject matter. some of the shared best practices that we observed across these world class compa- Similarly, you might have historically seen nies. a room full of salespeople seated theater- style staring at a PowerPoint presenta- tion. Today you would see them broken into small groups engaged in experiential learning. You would not see them listen- ing to high-level executives or receiving a Page 42 © The HR Chally Group
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    Best Practices Best Practice: InvestHeavily in Training BEST PRACTICE: INVEST HEAVILY IN TRAINING TYPICAL SALES FORCE WORLD CLASS SALES FORCE INVESTMENT RETURN INVESTMENT RETURN WORLD CLASS SALES FORCES RECOGNIZE THAT GREATER INVESTMENT IN TRAINING LEADS TO GREATER FINANCIAL RETURNS N owhere in a sales force is the tradeoff between the ‘urgent’ and the ‘impor- tant’ more visible than in the training and World class sales forces have found the emotional strength to put the important in front of the urgent, because they recog- development of its salespeople. Any exec- nize that training is a long-term invest- utive will tell you that continually develop- ment that will return far more than the ing and updating the skills of their sales short-term costs. All of the sales forces force is critically important to the ongoing in this year’s winning class invest heavily health of the company’s revenue stream. in training, some to almost unbelievable However, when faced with the prospect of degrees. But it is clear that their custom- pulling their salespeople out of the field ers can tell the difference, since custom- for 3 days near the end of a quarter, the ers hold their salespeople in substantially urgency of the moment will lead that same higher regard than their peers. To reach executive to postpone the training until the highest level of sales force excellence, later in the year. leading organizations make training a top priority. © The HR Chally Group Page 43
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    Best Practices Case Study Insight decided to redesign their training and development program for its SMB sales force after analyzing the true economic costs of first year attrition and prolonged ‘ramp up’ periods for its newly hired salespeople. The result was a development program named TAP, the Trusted Advisor Program. The objectives of this year-long regimen were to cut attrition in half and produce fully-productive account executives in approximately half the time. TAP is an intense, year-long program designed to ease new hires into their sales roles with a combination of training, coaching, and actual selling. During the first 2 months of a new hire’s tenure, they are fully immersed in training and coaching. Training consumes 100% of the salespeople’s time in month 1, 50% in months 2-3, 30% in months 4-5, and 10%-20% in months 6-12. This was a major shift in their training strategy, and one that required a major commitment from senior leadership. Comments Julie Dervin, Global Vice President of Learning and Development, “A challenge was keeping leadership from pulling the plug before we could realistically show progress. Instead of looking at this program as a current expense, we needed leadership to get their heads around, ‘This is a future investment that you are making in the business.’ We accomplished that with a series of quick wins and successes that kept us moving forward.” Page 44 © The HR Chally Group
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    Best Practices Best Practice: LookBeyond Product Training BEST PRACTICE: LOOK BEYOND PRODUCT TRAINING TYPICAL SALES FORCE WORLD CLASS SALES FORCE TRAINING SALEPERSON TRAINING SALEPERSON AGENDA VALUE AGENDA VALUE CUSTOMER KNOWLEDGE PRODUCT PRODUCT BUSINESS BUSINESS KNOWLEDGE EXPERT ACUMEN CONSULTANT MARKET DYNAMICS SELLING SKILLS WORLD CLASS SALES FORCES INCREASE THE VALUE OF THEIR SALESPEOPLE BY EXPANDING THEIR TRAINING AGENDA D ecades ago, salespeople were a major source of product information. With the exception of mass advertising, custom- the sale. Salespeople’s source of value is no longer in knowing the products, but in knowing the customers and how to solve ers learned about a product’s feature, their unique business problems. functions, and benefits primarily from face-to-face interactions with a salesper- World class sales forces are aware of this son. During this time, it made sense for shift in customer needs, and their train- companies to rely on product training as a ing curriculum has evolved to match it. way to increase the value of the salesper- These companies are more apt to train son to the customer and to improve the salespeople on customer-related issues likelihood of closing the sale. than product-related topics. Training on customer needs, buying processes, finan- Then came the information revolution. cial statements, market segmentation, Today, customers use the Internet and and other far-reaching topics now top other sources to learn all they need to know the list of sales training agenda. Product about products before they ever encoun- training is frequently outsourced to the ter a salesperson. Frequently, customers manufacturers of the product or service, will know more about a product than even and internal sales training is focused on the people who sell it. A salesperson who more value-added issues. As mentioned now relies on product knowledge as their before, the professional salesperson’s job sole source of value to a customer may has become highly complex, and so has find that they are useless to their customer the training efforts of customer-focused and actually hurt their chances of closing sales forces. © The HR Chally Group Page 45
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    Best Practices Case Study Applied Industrial Technologies has taken a very thoughtful approach to designing its sales training programs. Several years ago it launched an internal effort to identify the key skills needed by their sales force and to develop training modules that were relevant to those specific needs. Vice President of Strategic Accounts, Ted Carl, explains Applied’s approach to training in this way: “We require a minimum of 40 hours per year skills training for each individual – 80 hours for managers. The training is not all about products. There are a lot of other skills that come into the selling business other than the knowledge of the products.” As a result, Applied outsources its product training to vendors and has assembled a very rich internal sales force development program covering a wide range of sales- related topics. The centerpiece of the program is a 3-week course called Process Selling® that covers such selling skills as navigating the sales process, communicating with team members, creating customer-centric value propositions, and developing good customer relationships. Additionally, account managers receive 3 days of training called Financial Firepower™ that teaches them how to explain in financial terms the value that they bring to a customer’s business operations. Other courses offered to the sales force include modules to develop their negotiating, writing, presentation, and objection handling skills. From the ground up, Applied has assembled a training curriculum that is custom-tailored to the way its salespeople do business. Page 46 © The HR Chally Group
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    Best Practices Best Practice: SalesManagement Coaching Aligned with Training and Development Programs BEST PRACTICE: SALES MANAGEMENT COACHING ALIGNED WITH TRAINING AND DEVELOPMENT PROGRAMS TYPICAL SALES FORCE WORLD CLASS SALES FORCE STEP 3 RE-TRAIN MANAGER MANAGER ON “MANAGING” SKILLS STEP 2 STEP 2 PROMOTE PROMOTE STEP 1 STEP 1 TRAIN TRAIN ON SALESPERSON ON SALESPERSON SELLING SELLING SKILLS SKILLS WORLD CLASS SALES FORCES RECOGNIZE THAT “MANAGING” SKILLS ARE DIFFERENT FROM “SELLING” SKILLS, AND THEY TRAIN ACCORDINGLY O ne area that has justifiably come under the microscope in the last several years is the quality of a company’s is dramatically different from the skill set required to manage yourself. Additionally, superstar salespeople succeed because front-line sales managers. In any sales they enjoy selling, which is a difficult itch organization, there is no single role that to leave unscratched when they should be will determine the success of the sales resigned to the background and helping force more than the sales manager. They other salespeople learn to sell. are often the only people who have inti- mate contact with field salespeople, and World class sales forces recognize the they are the strongest change agents in a importance and difficulty of the sales sales force. If you have world class sales manager role, and they take proactive managers, you can build a world class steps to ensure that their sales managers sales force. If you do not, you cannot. have the required skill set and the stra- tegic direction to develop their salespeo- Traditionally, top salespeople have ple. The transition from salesperson to ascended to the role of sales manager as sales manager is a difficult one, and smart a reward for outstanding performance. executives teach their manager how to However, our research shows that only manage, rather than assuming that they 15% of superstar sellers can ever succeed are inherently capable of doing so. as sales managers. This is because the skill set required to manage other people © The HR Chally Group Page 47
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    Best Practices Case Study By the time Insight rolled out TAP, it had set explicit objectives for the program and the types of changes that it needed to affect. To support and facilitate the program, Insight developed specific processes and tools that worked hand-in-hand with the training content to reinforce the desired changes. For the program to succeed it needed to be executed with consistency, both during the training period and after the salespeople had transitioned into the mainstream sales force. A serious problem they encountered once the salespeople began to transition onto the ‘sales floor’ was inconsistent oversight by the sales managers. The existing managers had historically coached and developed their direct reports using their own philosophies, processes, and tools. Not all managers were supportive of the new sales strategy, and the mixed signals began to undermine the integrity and efficacy of the program. Says Julie Dervin, “To reinforce the skills that the new hires learned in training, we had to get the managers aligned with coaching to these same tools, skills and processes. We really had to push the training program into the field.” Insight implemented TAP sales managers and sales coaches ensure that coaching for the salespeople was consistent with the new way of selling. As a result, the training started to take hold, and the sales force’s performance began to accelerate. Page 48 © The HR Chally Group
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    Best Practices Best Practice: Coach,Coach, and then Coach Some More BEST PRACTICE: COACH, COACH, & COACH SOME MORE TYPICAL SALES FORCE WORLD CLASS SALES FORCE URGENT URGENT COACHING COACHING IMPORTANT IMPORTANT WORLD CLASS SALES FORCES IMPLEMENT PROCESSES & MEASUREMENTS TO MAKE COACHING A TOP PRIORITY C oaching is the time that managers spend with their salespeople in devel- oping their critical selling skills and formu- not only requires a different skill set than most salespeople possess, it requires a manager who is willing to let salespeople lating winning account strategies. When do the selling and simply offer them guid- coaching is done properly and consis- ance and course-correction when needed. tently, training is reinforced, salespeople The second obstacle is that it is time remain focused, change is accelerated, consuming. A manager in an average sales and sales results improve. When coach- force should probably spend more than ing is ignored, training withers on the half of their time observing and mentor- vine, salespeople drift, change is nearly ing their salespeople. But as the saying impossible, and performance remains flat. goes, “Coaching doesn’t have to be done A sales force cannot achieve world class by Friday afternoon”, so other administra- performance without sales managers who tive and firefighting duties often consume are dedicated to coaching. the workday of even the most well-inten- tioned sales manager. In most organiza- Unfortunately, very little coaching actually tions, coaching is another example of the takes place in most sales forces. There ‘urgent’ trumping the ‘important’. are two easily recognizable reasons for this. The first is that coaching is hard. It © The HR Chally Group Page 49
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    Best Practices Leading salesforces, though, recognize they understand the importance of coach- the criticality of coaching and are adamant ing, and they weave it into the fabric of about making it happen. They put in their sales organization. place formal processes and mechanisms to ensure than coaching does, in fact, get By forcing the salesperson to regularly plan done by Friday. They set coaching objec- and reflect on their performance under the tives that are measurable, and they link watchful eye of their sales manager, Global them to managers’ compensation. They has created recurring coaching oppor- schedule regular sessions for managers to tunities that keep its sales force moving meet one-on-one with salespeople, and forward and developing skills that have an they monitor the outputs of the meetings. immediate impact on the customers they They design formal salesperson develop- serve. ment programs, and they hold managers accountable for their execution. In sum, Page 50 © The HR Chally Group
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    Best Practices Case Study Global Imaging is a company that has successfully institutionalized the practice of coaching their salespeople. To provide a framework for coaching, they developed a program they call STAMP, Sales Tracking Activity Management Program. STAMP is a set of tools and processes that guide their salespeople to set short and long-term objectives and to plan their tasks that will lead to their desired outcomes. This enables them and their sales managers to track their progress against explicit goals and course-correct where needed. In weekly one hour meetings, the salesperson and manager review recent activities and project their impact on future performance. Below, Dan Cooper, SVP of Sales for Global, describes how STAMP is used to create an environment where coaching drives high performance. “The cornerstone to our sales strategy is our weekly one-on-one managers meeting between our rep and our manager. Every week, every month, we have a one hour meeting. The goal of that meeting is for the sales representative to come in and talk about what is going great inside of their business, what may be going wrong inside of their business, and what kind of additional help they may need. This is an opportunity for the sales manager to turn into the coach and to start coaching or applying what I call the ‘prescription’ to the sales rep. Some of our sales reps come in, and they are doing terrific. We just want to give them vitamins and tell them to keep going out and selling. Some of our reps come in and they are sick. They are struggling and we need to give them penicillin, and we need to pump them up and prescribe to them the next week’s activity, or sometimes the next day’s, or even the next hour’s.” © The HR Chally Group Page 51
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    Best Practices Best Practice: MeasureResults BEST PRACTICE: MEASURE RESULTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE ? $ $ $$$ RETURN EXPENSE RETURN INVESTMENT WORLD CLASS SALES FORCES TURN A TRAINING EXPENSE INTO A TRAINING INVESTMENT BY MEASURING THE FINANCIAL RETURN O ver the last decade, executives have become increasingly mindful of the financial returns they receive on specific have found creative ways to calculate the business impact of sales training expendi- tures, and by doing so, they repositioned investments they make in their company. training and development as an invest- They now demand a business case for ment, rather than an expense. This allows practically every large expenditure, from them to justify ongoing and increasing capital improvements, to software imple- levels of capital allocation as they demon- mentations, to marketing campaigns. strate training’s economic impact to the One expenditure, though, that has largely company’s bottom line. Additionally, it eluded such scrutiny is the sales training. helps sales management to identify the Like other human capital investments, it highest-impact training, so they continu- has proven extremely difficult to correlate ally improve the leverage of their invest- increased sales performance with sales ment. Going forward, more sales forces training events, so it remains a line item should adopt this best practice and gain expense on most SG&A budgets. control of their sales force development. Some top sales organizations have begun to challenge the assumption that train- ing is simply a recurring expense. They Page 52 © The HR Chally Group
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    Best Practices Case Study In 2004, Applied Industrial Technologies made the strategic decision to invest substantially in customizing and implementing Process Selling® across its sales organization. To assess the wisdom of this decision, senior management requested a follow-up study to gauge the impact of the training on sales force results. Applied conducted a survey of its salespeople who had completed the course, requesting information on their pre- and post-training sales results, as well as other more qualitative measures of adoption. Within 12 months of completing the training program, Applied was able to identify the following results: …… Monthly sales had increased by $775,000 for those who had completed the training and responded to the survey …… Gross margin on those sales had improved .66 percentage points …… The individual components of the training program were in use by between 38% and 65% of the sales force …… The sales methodology was experiencing widespread adoption, though only 59% of sales managers were using it as a coaching tool Based on these findings, the training was deemed a success, and several changes were recommended to the program to increase adoption and usage across the sales force. © The HR Chally Group Page 53
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    Best Practices Best Practice: ProvideJust-In-Time Training that is Easily Digestible BEST PRACTICE: PROVIDE JUST-IN-TIME TRAINING THAT IS EASILY DIGESTIBLE TYPICAL SALES FORCE WORLD CLASS SALES FORCE FOCUSED LARGE TRAINING EVENT FOCUSED TRAINING FOCUSED TRAINING TRAINING SKILL SKILL LEVEL LEVEL NEED NEED NEED NEED NEED NEED TIME TIME WORLD CLASS SALES FORCES PROVIDE RELEVANT TRAINING IN MANAGEABLE INCREMENTS AS SPECIFIC SKILLS ARE REQUIRED T raining is an inherently perishable good. As soon as salespeople leave a training session, their new knowledge and new hire orientations) where years worth of knowledge is dumped onto their sales- people … soon to be forgotten. Instead, skills begin to deteriorate with breakneck they are implementing just-in-time train- speed. The only defense against the rapid ing whereby very specific skills are taught and constant evaporation of your training only as they are needed by the sales force. investment is to further invest in reinforc- By providing the training in close proxim- ing the skills. Whether you supplement ity to the time the salespeople will actually the training with follow-up sessions or need the skills, these organizations are reinforce it through management coach- improving the likelihood that the learning ing, most people need repeated exposure will stick. Additionally, they are providing to new information in order to retain it. training in smaller, more digestible chunks, And unfortunately, the more content you so the salespeople can concentrate on pack into a training session, the more mastering one or two skills before moving reinforcement is subsequently required. on to others. By providing timely and more focused training, top sales forces and are To address this fact, world class organiza- achieving better training outcomes and tions are moving away from large train- dramatically increasing their salespeople’s ing sessions (like annual sales meetings or capabilities. Page 54 © The HR Chally Group
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    Best Practices Case Study When Insight’s Training and Development group began re-designing its training modules for the new hires, they were cognizant that traditional orientation tactics yielded suboptimal results. This led the team to reconsider many of their past practices and adopt a more targeted, just-in-time approach to sales training. Global VP, Julie Dervin explains, “A key element of designing the new curriculum was to reconsider the timing of when salespeople received the training. If we firehosed them all in the first part of the program, the chances they were going to retain everything they learned and start applying it was probably very small. So we designed the timing of when they received the training to correlate with when they would actually need to start using these skills and knowledge. For example, you are not going to train a new rep on advanced systems integration, because the chances that they get into that situation in the first few months of their employment are very small. The same with reporting. They have not yet generated any revenue and not a lot of activity, so there is nothing to report. So we strategically placed that training in the curriculum so that the timing made more sense.” © The HR Chally Group Page 55
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    Best Practices Benchmark 4: Market Segmentation Objective: ment markets purchase goods through very rigidly defined procurement methods Target clearly defined market segments so that require a sales force to have intimate the sales force can cater to their distinct knowledge of the procurement proce- buying needs and invest an appropriate dures. Companies who sell to govern- amount of effort in each customer group ment markets almost always have sepa- rate sales forces that are tooled properly to succeed in this market segment. A Perspective: The second main purpose of market As professional selling has evolved, one segmentation in the Sales domain is to unmistakable trend has been the blur- identify the economic value of differ- ring of the lines between Sales and ent types of customers, so the appropri- Marketing. Nowhere is this more appar- ate levels of investment can be made in ent than in the strategy and practice of each. Certain market segments make market segmentation. Market segmen- smaller-sized purchases or are otherwise tation used to be a term batted about less profitable from a company’s perspec- almost exclusively in marketing circles, tive, so they receive less intense cover- where customer research and complicated age from a sales force in order to contain statistical models were everyday tasks. the cost to service them. For example, Market segmentation typically was driven an outside sales force may choose to visit by product development, where market- mom-and-pop customers on a relatively ers tracked trends in customer usage and infrequent basis, while larger customers attempted to design products that would receive weekly or even daily sales calls. appeal to certain buyer demographics. In essence, spend the most money where you are most likely to get it back. Now, market segmentation is a concept deeply imbedded in sales forces as well. Many sales forces (and many compa- Sales management uses segmentation for nies, for that matter) do not think of a somewhat different purpose, though, to their markets in this way. To them, any inform about two key strategic sales force customer is a good customer, and their decisions. Foremost, market segmenta- sales coverage model is a one-size-fits- tion in the Sales domain is used to cate- all affair. Another common miscue is for gorize customers by similar buying needs sales forces to segment their customers and behaviors, so sales forces can be based only on the customers’ size or their structured and aimed toward customers volume of purchases. In either instance, in ways that accommodate their unique buying processes. For instance, govern- © The HR Chally Group Page 59
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    Best Practices it isquite likely that customers’ underlying purchase their products or services, and individual buying preferences are being they organize their salespeople to service glossed over by the one-size-fits-all sales them appropriately. They also have good force. Competitors who approach these data on the profitability of individual customers with a more custom-tailored customers, and they lavish sales force approach to the segments are likely to attention only on those customers where gain favor of the customers, because their there is a justifiable economic return. As a needs will be better met by the salespeo- result, top sales forces are not only highly ple who call on them. regarded by their satisfied customers of choice, but they also enjoy a lower cost of World class sales forces are experts at sale and superior customer profitability. segmenting their marketplace into mean- ingful groups of customers. They under- stand how distinct sets of customers Page 60 © The HR Chally Group
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    Best Practices Best Practice: ClearlyDefine Your Target Markets BEST PRACTICE: CLEARLY DEFINE YOUR TARGET MARKETS TYPICAL SALES FORCE WORLD CLASS SALES FORCE HIGH VALUE CUSTOMERS NO VALUE CUSTOMERS LOW VALUE CUSTOMERS CUSTOMERS WORLD CLASS SALES FORCES INDENTIFY WHICH CUSTOMERS THEY WANT AND WHICH CUSTOMERS THEY DO NOT T here is a saying in the venture capital and investment community that “there are riches in niches.” Never could a more When we meet with world class sales forces, there is no ambiguity around their chosen customer segments. These succinct motive for market segmenta- companies are quite clear about which tion ever be made. Whether you are a customers they want and which ones they tiny start-up or a Fortune 500 company, do not. More importantly, their salespeo- slicing the marketplace into like-minded ple are aware of the customers they are customers is the secret to profitability. supposed to pursue. These sales forces Companies that approach the entire world have their targets explicitly identified and as their market will not only struggle to labeled, both in their attractiveness to the create satisfied customers, they will also company and their expectations of the spend a fortune doing it. sales force. © The HR Chally Group Page 61
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    Best Practices Case Study Corporate Express sells office supplies through its own business-to- business sales force. Every company in the world purchases office supplies, so finding potential customers is no more difficult than walking down the street. However, the buying needs and potential profitability of the customers on a single street can vary wildly, depending on a number of key variables. Therefore, defining the right market segments is a critical business decision for Corporate Express. It is the only way to ensure that its sales force is calling on the right types of customers and that its salespeople are capable of meeting those customers’ needs. Corporate Express’s first level of segmentation is its Strategic Accounts. These accounts both purchase large volumes of supplies and request products from more than one regional distribution center. This combination of high volume and complex purchasing patterns requires a higher level of attention and coordination from its sales force. The next level of segmentation is based on basic industry classifications, which reflects distinct buying processes and somewhat different product needs. These segments include Education, Federal Government, Health Care, and Legal. Page 62 © The HR Chally Group
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    Best Practices Best Practice: OrganizeAround Your Customers, Not Your Products BEST PRACTICE: ORGANIZE AROUND YOUR CUSTOMERS, NOT YOUR PRODUCTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE Product 1 Product 1 Sales Force Product 2 Sales Force Product 3 Sales Force Product 1 Sales Force Product 2 Sales Force Product 3 Sales Force Product 2 Product 3 SEGMENT A SEGMENT B SALES FORCE SALES FORCE MARKET MARKET MARKET MARKET SEGMENT SEGMENT SEGMENT SEGMENT A B A B WORLD CLASS SALES FORCES ORGANIZE THEIR SALES FORCES AROUND KEY CUSTOMER SEGMENTS TO BETTER SERVE THOSE CUSTOMERS C ompanies used to exist in product- centric worlds. Manufacturing and marketing were aligned by products, so it companies must now organize their sales forces around markets, not around product lines.4 made sense from the company’s perspec- tive to align salespeople that way too. Organizing around customers creates Product line salespeople were trained many challenges for a sales force, espe- intensely in product features and func- cially since most companies still organize tions, and they went forth into the world internally around product families. Despite to douse their customers in their product the inherent challenges, customers are expertise. And then the world shifted. now demanding that sales forces re-align to serve them. World class companies Customers now demand that sales forces have taken note and are tackling the chal- exist in their world. Their world is busi- lenges to the delight of their customers. ness issue-centric, not product-centric, and salespeople need a thorough under- standing of the customers’ business issues 4 We should note that in certain cases, product lines and market segments do to add any value. As we will mention align on a one-to-one basis. An example again, this requires sales forces to orga- would be a single-line manufacturer of nize themselves in such as fashion that large industry-specific equipment. If the they can work intimately with certain product is highly tailored to a particular segments of customers. Customer-driven type of customer, then a product-centric sales force is appropriate. But this is becoming the exception rather than the rule. © The HR Chally Group Page 63
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    Best Practices Case Study Corporate Express offers over 100,000 products spanning several different lines such as supplies, furniture, information technology, and others. To maximize efficiency, their salespeople who serve small and mid-sized customers operate as generalists. They target many different types of customers within a geography and are commonly organized around product lines. But with its larger accounts that are more sophisticated and more valuable, Corporate Express organizes its sales force around particular market segments like health care, education, and government. In these segments, their buying processes and product needs warrant individualized attention that a generalist sales force can not provide. Knowledge of hospital systems, educational institutions, and government procurement processes is a major requirement of these customers, and Corporate Express has responded by structuring themselves to satisfy the market segments specific buying needs. Page 64 © The HR Chally Group
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    Best Practices Best Practice: DeployYour Resources Wisely Across Market Segments BEST PRACTICE: DEPLOY YOUR RESOURCES WISELY ACROSS SEGMENTS TYPICAL SALES FORCE WORLD CLASS SALES FORCE HIGH VALUE HIGH VALUE SALES RESOURCE CUSTOMERS SALES CUSTOMERS FORCE LOW VALUE LOW VALUE SALES RESOURCE CUSTOMERS NO VALUE NO RESOURCE CUSTOMERS WORLD CLASS SALES FORCES INDENTIFY THE VALUE OF THEIR CUSTOMERS AND ALLOCATE THEIR RESOURCES ACCORDINGLY N ot all customers are created equal. or other similar means, companies can As the saying goes, “If you’re treat- guide their sales force to the customers ing your best customers the same as your they desire, and then collect information worst, then you’re doing a disservice to to measure their compliance. By simply your best customers.” Most executives managing their salespeople’s effort, a would agree that the best customers are company can make a lot of headway the ones that produce the most profits toward better allocating their resources. for their company, but their sales forces do not always behave in that way. Left Sales executives may also attack these to their own devices, salespeople choose issues structurally by installing separate their ‘best’ customers based on a number sales forces to pursue different market of criteria: size, ease of access, friendli- segments. A common strategy is to use ness, geographic convenience, product lower cost channels such as telesales to mix, familiarity, and so on. In reality, serve lower profit market segments, while salespeople do not always spend their maintaining an outside sales force for high precious time with their most profitable profit customers. By building the coverage customers. model into an organizational framework, management avoids the inherent messi- World class sales forces take control of this ness of trying to make a single sales force issue by directing their salespeople toward serve multiple segments in completely the right customers. Through account different ways. planning processes, managerial oversight, © The HR Chally Group Page 65
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    Best Practices Case Study At Insight, the profitability of clients is largely determined by the number of ‘seats’ or computers that a client maintains. Subsequently, they have made the strategic decision to field two separate sales forces to serve two market segments with differing profitability. Clients with over 2500 seats are served by their Enterprise sales force. This sales force is staffed primarily with outside salespeople who are supported by additional inside sales resources. Clients with fewer than 2500 seats are served by their SMB sales force. This sales force is staffed primarily with a telesales team and a modest level of field support. By providing the larger clients with a more personalized (and expensive) coverage model, they are treating their best the best, while maximizing their profit opportunity. Page 66 © The HR Chally Group
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    Best Practices Benchmark 5: Sales Processes Objective: ing (BPR) and total quality management (TQM) movements passed right through Design and implement formal sales the world without leaving a mark on the processes that 1) inform your sales force sales force. of the way you want them to sell, 2) provide sales management with a framework from Perhaps Sales Process owes its recent which to manage, and 3) enable measure- ascension, ironically, to the widespread ment and continuous improvement of the adoption of Customer Relationship sales force’s performance Management and Sales Force Automa- tion technology. After years of expensive, chaotic software implementations, sales A Perspective: executives are finally clueing in to the fact that without fundamental business 2006 is the first year that Sales Process processes underpinning their information has stood alone in the Benchmarks of our systems, they have invested enormously World Class Sales Force research. This in what are essentially large databases is not to imply that good sales process- with input screens and output reports. By es have not always been critical to the adding the proper milestones, workflow, success of any sales force, but Process has and business logic to the systems, sales only recently come into sharp focus as key managers can actually bring order to the sales issue on its own merit. In fact, the chaos and begin to proactively manage sales function is probably the last remain- their productivity like manufacturing has ing part of an organization to recognize the for decades. importance of thoughtful process design. In this year’s research, we finally observed Manufacturing was certainly the first an outright obsession with implementing organizational function to understand and managing formal business processes the importance of having orderly, repeat- in sales organizations. (In fact, we have able, measurable tasks. Then accounting, even begun to encounter Vice Presidents of finance, marketing, and recently human Sales Process in many major companies.) resources came to see the light. Sales Executives we interviewed highlighted has remained the sole holdout in adopt- their sales processes, pointed to their ing formalized processes as a way to major milestones in their sales funnels, pursue operational excellence. Somehow, defined their key performance metrics, the entire business process reengineer- and discussed how their processes influ- © The HR Chally Group Page 71
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    Best Practices ence everythingfrom selling, to coaching, So world class sales forces are focus- to managing, to measuring and reward- ing on sales processes for the first time ing. Process discipline, it would seem, has in earnest. They have the motive, they found its way to Sales. have the capability, and they are making it happen. Looking forward, we expect that World class sales forces have come to formal sales processes will continue to rise acknowledge two key truths that now in stature, as the performance gap widens usher in the era of sales process. First, between those who have them and those Sales is no longer the domain of individual- who do not. ist mavericks who succeed through inher- ent personal ability and brute force of will. Professional selling is a highly complex affair that involves the participation of many team contributors. Long, extended sales cycles now commonly involve roles such as inside salespeople, major account managers, technical specialists, business partners, customer service, and other various resources. Explicitly defining the responsibilities of each and coordinating customer touch points is impossible to accomplish without a structured process to assign ownership and timing to the tasks. A second truth is that senior executives are now demanding accountability from all of the functions inside their companies, and Sales is not excluded. Sales can no longer remain the black box that it has been to CEOs, most of whom have no front-line sales experience.5 Consequently, the pres- sure to perform is increasing, and average tenure of Chief Sales Officers is falling. In 2004, the average tenure of a CSO had fallen to just over 23 months.6 Sales executives are no longer satisfied to wait and see how their sales force is perform- ing, they want to manage it. This desire to manage, coupled with the information technology to collect and report data, has driven sales management to take control of their sales forces. But you can’t manage what you can’t measure, and you can’t measure without formal processes. 5 Research done by State Farm in 2006 identified only 15 of the Fortune 500 CEOs as having had front-line sales experience. 6 Jim Dickie, CSO Insights Page 72 © The HR Chally Group
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    Best Practices Best Practice: Formalizethe Way You Sell BEST PRACTICE: FORMALIZE THE WAY YOU SELL TYPICAL SALES FORCE WORLD CLASS SALES FORCE SALES SALES LEADS LEADS TASK TASK TASK TASK 1 2 3 4 WORLD CLASS SALES FORCES FORMALLY DEFINE THEIR SALES PROCESSES TO REMOVE THE MYSTERY OF SUCCESSFUL SELLING I n the old world of selling, a salesperson departed the office in the morning and hopefully returned in the afternoon with scale its sales force by teaching its sales- people how to succeed. newly signed contracts in their briefcase. Second, with no process steps or mile- As long as the contracts kept coming in, stones, it is impossible to measure and what happened between the salesperson’s manage the improvement of the sales departure and their return was of little force. If all a sales manager knows is the consequence. While this mode of selling number of people who departed in the was once an acceptable way of life, it has morning and the number of contracts that fallen out of favor with sales management retuned in the afternoon, there is no way for at least two good reasons. to identify opportunities for improvement. Formal sales processes are required to First, this is not a teachable, repeatable measure and manage a sales force. way to sell. Consequently, it cannot be leveraged across a sales force or used to World class sales organizations understand train new salespeople when they come this and strive to develop standard operat- onboard. If sales management has no ing procedures for their people to follow. definition of how they want their sales- This allows them to build a sales force of people to sell, then their only means of predictably good sellers, and to employ improvement is to fire the least productive TQM-type analyses to pinpoint problems salespeople and roll the dice on the next. and track improvements. Formal sales processes allow a company to © The HR Chally Group Page 73
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    Best Practices Case Study Global Imaging is a diversified and geographically dispersed company that relies on formal processes to inform their salespeople of the right things to do. To propagate the sales processes and to leverage them across their company, they document their processes and embed them in tools that the sales force can use as points of reference. Dan Cooper, SVP of Sales describes one such tool: “We have what we call a sales playbook. One of our companies kind of got tired of each one of their sales reps asking those nagging questions. ‘What is my job description? What do I do from day to day? How does my comp work? How does pricing work? Who is on the inside of the organization? How do I cross-sell with other parts of our organization?’ All of that detail is inside of our playbook. It is sort of like you are going to go play in the NFL – You have to have a playbook on how you are going to go about your business. Everything for our company is inside of that playbook.” Page 74 © The HR Chally Group
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    Best Practices Best Practice: SellHow Your Customers Buy BEST PRACTICE: SELL HOW YOUR CUSTOMERS BUY Typical BUYER STEP 1 STEP 2 STEP 3 STEP 4 Sales Force SELLER TASK TASK TASK 1 2 3 World BUYER STEP 1 STEP 2 STEP 3 STEP 4 Class Sales Force SELLER TASK TASK TASK TASK 1 2 3 4 WORLD CLASS SALES FORCES MIRROR THE WAY THEIR CUSTOMERS BUY SO THE BUYING AND SELLING CYCLES WORK IN LOCK STEP U ltimately, it is the customer who decides whether or not a salesper- son gets the sale. They usually award people, at the wrong time, with the wrong message. Inappropriate sales processes probably kill more sales than sales manag- the prize to the salesperson who has been ers will ever know. there with them during every step of their buying cycle, meeting customer need When formalizing sales processes, world after customer need by presenting the class sales forces view their actions from right information at the right time. To win the customer’s perspective. They design a sale then, a salesperson’s sales process a way of selling that is reflective of the must match perfectly with the customer’s way their customer buys, not just the way buying process. The two should be mirror they want to sell. The deck is therefore images. stacked in their favor when they compete with other salespeople who are making it All too often, though, sales forces define up as they go along. their sales processes from their own perspective, not the customer’s. This puts them at risk of calling on the wrong © The HR Chally Group Page 75
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    Best Practices Case Study Corporate Express sells office products in a business-to-business environment. Selling to large, geographically-dispersed customers, they need to have a two-level sales process. Their customers’ centralized purchasing department will typically first approve the ‘purchase’ of their products, but end-users in the customers’ local offices will actually order and receive the goods. They have accordingly designed a sales process that accommodates this unique two-step purchasing behavior. VP of Sales Operations and Training, Donna Walker, describes their process: “We start with the customer. Our value proposition involves really surrounding our customers with valued-added contacts. We developed what we call the Integrated Selling Teams back in 2004. This essentially pairs an outside rep with inside sales reps. How that works with our customers is that the outside reps will call on the main buyers of a customer while the inside rep, who is their partner, calls on the end-user contacts. Many of our large customers have many, many buyers. It really is that team approach that gives the customer a lot of comfort and the fact that they can reach a rep at any given time.” Page 76 © The HR Chally Group
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    Best Practices Best Practice: ClearlyDefine Your Selling Roles BEST PRACTICE: CLEARLY DEFINE SELLING ROLES GENERATE QUALIFY CONDUCT NEGOTIATE / TSF LEAD LEAD DEMO CLOSE ROLE 1 ROLE 2 ROLE 3 GENERATE QUALIFY CONDUCT NEGOTIATE / WCSF LEAD LEAD DEMO CLOSE ROLE 1 ROLE 2 ROLE 3 WORLD CLASS SALES FORCES EXPLICITLY DEFINE THEIR SELLING RULES TO AVOID CUSTOMER CONFUSION AND INTERNAL FRICTION T he tasks of selling are becoming more complicated. Particularly in a busi- ness-to-business environment, any given World class sales forces that engage in complex, team sales are careful to have clearly defined the roles and responsi- sale may involve interactions with several bilities for each and every team member. different buyer types, such as an end-user, This helps to ensure that the customer’s CFO, business unit leader, etc. To address buying needs are being met by the proper this reality, sales forces have been required type of seller, so they can proceed through to bring several corresponding seller types their buying process without delay or frus- into these pursuits, such as an account tration. It also avoids internal friction manager, technical specialist, financial among the sellers, which lets sales execu- analyst, and others. This team approach tives manage instead of playing the role of to selling is very powerful, but it presents arbitrator. formidable challenges in coordinating the participants to avoid overlapping tasks or leaving tasks unattended. © The HR Chally Group Page 77
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    Best Practices Case Study Insight’s Enterprise Sales Force has several selling roles with differing responsibilities at various steps in the sales cycle. They have a New Business sales team whose primary task is to break into new accounts. The process is kicked off by telemarketers who prospect by phone and set appointments with interested buyers. A Business Development Manager then meets face-to-face with the prospect to qualify the opportunity and to close the deal. As soon as the deal nears completion, the New Business team’s involvement is completed. Once there is a high-potential prospect, a second sales team takes over the account. A Client Sales Executive now becomes the ‘quarterback’ for the account and is responsible for developing strategies to further grow the account. A Client Service Representative works in support to ensure that the procurement personnel receive the appropriate level of attention. Finally, there is an Inside Sales Rep who additionally contacts the client in an effort to up-sell and cross-sell other products and services to the client. Each of these roles is very clearly defined, with different expectations, different performance measurements, and different compensation plans. Page 78 © The HR Chally Group
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    Best Practices Best Practice: Measureand Manage Inside the Pipeline BEST PRACTICE: MEASURE AND MANAGE INSIDE THE PIPELINE TYPICAL SALES FORCE WORLD CLASS SALES FORCE Losses Wins / Losses Wins / Leads TASK 1 TASK 2 TASK 3 Leads Key Milestones Performance % % % Metrics Advancing Advancing Advancing WORLD CLASS SALES FORCES MONITOR THE PROGRESS OF LEADS THROUGH THE PIPELINE TO PINPOINT OPPORTUNITIES FOR IMPROVEMENT O ne of the primary reasons to imple- ment formal sales processes is to enable the measurement and manage- World class sales forces measure not only the inputs and outputs to the sales process, but they also measure within ment of the sales force. In the evolution of it. The truly insightful information that sales force metrics, companies common- a sales manager should study is what ly follow a similar path. First and most goes on inside the pipeline. Where are obvious, sales managers track the volume the leads getting stuck? Where are they sales. This is basically the output of the falling out? How can the trouble spots sales process, which is only somewhat be improved to improve boost the overall useful as a management tool. Second win rate? These are the questions that a and also obvious, managers begin to track formal sales process allows you to answer, the number of sales calls to measure the which in turn allows you to predictably salespeople’s activity. This is the input to improve sales force productivity. the sales process, which is slightly more insightful than the output, but still is of limited use in improving the effectiveness of a sales force. © The HR Chally Group Page 79
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    Best Practices Case Study Global Imaging uses a formal process called STAMP, Sales Tracking Activity Management Program, to help its salespeople set their sales objectives and then back into the volume and types of activities they must undertake to achieve their goals. This program is the primary means for sales managers to measure, monitor, and coach their salespeople on a weekly basis. Dan Cooper, SVP of Sales, explains how the process is used to manage within the pipeline: “One of the things we do is track a lot of our activity. We call it our STAMP program, and it focuses on how many cold calls our people make, the number of appointments, the number of proposals, the number of demos, the amount of follow-up, and where they are in their sales cycle that we are managing. It also has our sales funnel defined inside of there. We have a certain amount of revenue that we want each rep to have in their 30, 60, and 90 day cycles. If they do not have enough revenue predicted to close in each of those buckets, then we know that they have to go out and do some more work.” Page 80 © The HR Chally Group
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    Best Practices Best Practice: ShareBest Practices BEST PRACTICE: SHARE BEST PRACTICES TYPICAL SALES FORCE WORLD CLASS SALES FORCE # OF SALESPEO PLE # OF SALESPEOPLE PERFORMANCE PERFORMANCE PERFORMANCE WORLD CLASS SALES FORCES ISOLATE THE BEST PRACTICES OF TOP PERFORMERS AND USE THEM TO IMPROVE THE PERFORMANCE OF THE ENTIRE SALES FORCE O nce a sales force has a formalized sales process in place and a good set of metrics to measure individual sales- superior performance in specific areas of your sales process. These are the best practices that you can explore and then person performance, management is in turn into training topics and coaching a position to identify areas of weakness points for the rest of the salespeople. By and strength in each of their people. The uncovering one salesperson’s strength and areas of weakness are opportunities for applying it to another salesperson’s weak- improvement. These are the spots where ness, you begin to lead your sales force increased productivity will be found, so step by step toward consistently improved these are critically important to isolate. performance. The areas of strength are equally as impor- tant, though, because they indicate where salespeople have unlocked the secrets to © The HR Chally Group Page 81
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    Best Practices Case Study Global Imaging owns 20 independent businesses across North America, and each is managed on a local basis. They view these locally managed businesses as breeding grounds for best practices to be collected and shared across all of Global Imaging. To take advantage of this unique opportunity, they track 52 specific performance metrics that span sales, service, and operations in each company. By continually comparing the performance of the 20 businesses across these 52 benchmarks, they are able to isolate areas of strength and weakness and to exploit the strengths as transferable best practices. Dan Cooper, SVP of Sales explains: “Global has a benchmarking process that we put together, and it really is a cornerstone of performance improvement inside of the company. It is a stack ranking that we publish every month, and it goes to every single one of our core companies. It is shared with all of our employees. It talks about things like: What are the average sales for our reps? What is the average response time in servicing our customers? We know where every company ranks in each area, so when we know where to look inside our company if we are struggling with something. If you are number 20, there are 19 folks in front of you who are obviously doing something better in the benchmarks. It is very easy for you to pick up the phone and talk to them about what they are doing and to see how you can implement that inside of your business.” Page 82 © The HR Chally Group
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    Best Practices Benchmark 6: Information Technology Objective: its role in facilitating another existing busi- ness process – reproducing printed mate- Design and implement information tech- rials. nology that supports and improves the way salespeople sell and customers buy But the IT revolution of the late 20th century put ‘tools’ in a completely different light. Companies often want information A Perspective: technology to not just improve the way they do business; they expect it to trans- Information technology has been the most form the way they do business. Perhaps notable addition to the business landscape because of the large financial investment in the last 30 years. From the vexing ‘dumb involved, sales executives want technol- terminals’ of the 1970’s to the ‘PC on every ogy to be the ‘silver bullet’ that will kill all desktop’ of Bill Gates’ dreams, computers of the demons lurking in the sales force. and their supporting infrastructure have No doubt, these high expectations are one come to permeate every aspect of busi- reason that legions of CRM systems have ness in the 21st century. Their impact on failed to deliver their anticipated results. the productivity of the workforce cannot In the end, it is better to view informa- be overstated, and they have played a tion technology as an enabler of business, leading role in the economic expansion rather than as a transformer of it. that has accompanied their arrival. Leading sales forces tend to agree. They Businesses, though, have struggled to understand that, with rare exception, keep the role of information technology in sellers cannot alter the way their custom- perspective. Like others before it, comput- ers want to buy. Successful selling is ers are simply another (albeit dramatically determined by the salesperson’s ability to more powerful) tool to improve the opera- satisfy their buyer’s needs at every step tions of a company. When the cash regis- of the buying process, regardless of what ter entered the market in the late 19th tools support them. They focus first on century, store owners understood its role determining how they need to do business in adding accuracy and control to an exist- and then purchase information technology ing business process – calculating and to play a supporting role. collecting store receipts. When the plain paper copier was introduced in the mid- That is not to say, though, that world class 20th century, businesses quickly grasped sales forces shun technology in favor of © The HR Chally Group Page 87
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    Best Practices manual processes.To the contrary, these In sum, information technology is one of sales forces invest heavily in software and the most powerful tools that sales forces infrastructure to improve their salespeo- possess. Designed and implemented ple’s efficiency and effectiveness. They properly, it can dramatically improve their do spend millions on CRM systems, and salespeople’s productivity and substantial- they do depend on information systems to ly influence their customers’ buying expe- connect and align the far-flung resources rience. Sales and IT executives need to of their organization. Without superior be diligent, though, in how they use infor- technology, these sales forces would not mation technology to ensure that they are be able to provide the levels of person- working with the needs of the buyers and alization, attentiveness, and consistency sellers, not against them. that make them world class in the eyes of their customers. Page 88 © The HR Chally Group
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    Best Practices Best Practice: CustomizeTechnology to Your Business, Not Vice Versa BEST PRACTICE: CUSTOMIZE TECHNOLOGY TO YOUR BUSINESS, NOT VICE VERSA TYPICAL SALES FORCE WORLD CLASS SALES FORCE Customized Business Processes OUT OF THE BOX OUT OF THE BOX ? SALES PROCESSES “What functionality SOFTWARE do we need to support this?” WORLD CLASS SALES FORCES BEGIN BY DESIGNING THE PROCESS THEY NEED TO SUCCEED, AND THEN THEY DEVELOP INFORMATION TECHNOLOGY TO ENABLE THE TASKS A s we have said many times, sales forces must tailor the way they sell to the way their customers buy. Their busi- process to avoid the investment of tailoring their software to the way they need to do business. Executives will often argue that ness processes should be highly custom- best-in-class software has ‘best practices ized to accomplish their specific sales sales processes’ built into it, but there is objectives and consequently will vary from no such thing as a best practice process organization to organization. Technology – only generic practice software. then should be designed to support these unique business processes in a way that World class sales forces understand that makes them more efficient or enables technology is only an enabler of good more effective measurement and manage- selling, not a means to good selling. ment of the sales processes. They begin with their sales processes and develop their software around them. In However, when confronted with the pros- doing so, leading companies preserve their pect of spending vast sums of money to ability to meet their customers’ buying customize their CRM software, sales forces processes with appropriately respon- often choose to bend their processes to sive selling processes, and they achieve accommodate the ‘out-of-the-box’ func- the improved efficiencies, reporting, and tionality of the software package. Effec- tracking capabilities that good software tively, they implement a generic sales implementations can afford. © The HR Chally Group Page 89
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    Best Practices Case Study In 2004, Corporate Express began to implement Salesforce.com to support its sales force. From the beginning, Corporate Express needed to retain its existing sales processes that spanned several selling roles – Inside salespeople to generate leads, outside salespeople to close the sales, more outside salespeople to manage the relationship, and centralized customer care reps to provide after sales support. Says Donna Walker, VP of Sales Operations and Training, “Corporate Express customized all of our sales processes, and then we matched them in Salesforce.com.” Their commitment to customization is highlighted by the fact that they hired a team of internal software developers (not external consultants) to begin mapping the technology to their business model. The result is a software implementation that provides seamless information flow between the various stakeholders in the sales process. They also developed in Salesforce.com several customized reports, tools, and other functionality to support the way their salespeople do business. In short, Corporate Express did not use Salesforce.com as a process improvement tool, they used it as a process enablement tool. Page 90 © The HR Chally Group
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    Best Practices Best Practice: Avoid‘Big Bang’ System Development BEST PRACTICE: AVOID BIG BANG SYSTEM DEVELOPMENT TYPICAL SALES FORCE MASSIVE REQUIREMENTS MASSIVE PROGRAMMING MASSIVELY DISRUPTIVE DEVELOPMENT PROJECT EFFORT IMPLEMENTATION NEED FOR FUNCTIONALITY RECEIPT OF FUNCTIONALITY YEARS WORLD CLASS SALES FORCE NEED FOR FUNCTIONALITY INCREMENTAL RAPID ADOPTION SOFTWARE DEVELOPMENT WORLD CLASS SALES FORCES SHY AWAY FROM LARGE-SCALE CRM PROJECTS IN FAVOR OF MORE ORGANIC INFORMATION TECHNOLOGY DEVELOPMENT © The HR Chally Group Page 91
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    Best Practices W e have all heard the horror stories of botched CRM implementations, as well as the statistics that the major- too expensive for their tastes. Several of this year’s winners, in fact, employ no household-name software packages. ity of such systems fall short of expec- Rather, they developed their technology tations. One could argue that the sheer infrastructure incrementally over time, as scale of these multi-year, multi-million their salespeople or customers demanded dollar development efforts dooms them it. This organic system development strat- to fail. These mega-systems expand in egy enables quick adoption of technol- complexity and broaden in scope until the ogy, since it is meted out in manageable change management challenges alone are chunks and is created in direct response too much for a sales force to handle. Most to their sales force’s needs. While it is sales forces operate in a fast-paced, high- initially counterintuitive that such a reac- energy environment, so protracted soft- tive posture can produce better technolo- ware development odysseys tend to wear gy than more deliberate, proactive efforts, them down faster than other parts of the it is wholly pursuant to the philosophy that organization. technology should support the business, not vice versa. World class companies do not necessarily favor massive technology projects. Such ‘big bang’ system development efforts can be too disruptive for their salespeople and Page 92 © The HR Chally Group
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    Best Practices Case Study Applied Industrial Technologies is a $2 billion company with no CRM package. According to their CIO, Jim Hopper, “We never implemented any packaged systems, because they weren’t architected the way we do business. We never pushed anything on our salespeople, we just responded to their requests for additional functionality. Really, what started out as a series of ‘quick fixes’ ended up being full-blown systems.” In fact, their primary form of customer information sharing is a highly-evolved enterprise e-mail system that has been customized with functionality to support their business. According to Ted Carl, VP of Strategic Accounts, “We do not have a CRM system. We have talked about it many, many times. We have a very effective e-mail system. If any salesperson or manager at any level touches a particular customer, we can send e-mail directly to that group of individuals through our e-mail system. We communicate very effectively, and it is done with the push of a button. It is all connected through account numbers and so on, and it gives us the ability to roll up the [Documented Value Added®] process, to share that across the sales force, and to view what other people are doing.” © The HR Chally Group Page 93
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    Best Practices Best Practice: MakeIT Valuable for the Salesperson … And the Customer BEST PRACTICE: MAKE I.T. VALUABLE FOR THE SALESPERSON ... AND CUSTOMER TYPICAL SALES FORCE WORLD CLASS SALES FORCE EXECUTIVES EXECUTIVES TOP DOWN BOTTOM UP MANAGERS JUSTIFICATION MANAGERS JUSTIFICATION FOR INFORMATION FOR INFORMATION TECHNOLOGY TECHNOLOGY SALESPEOPLE SALESPEOPLE CUSTOMERS CUSTOMERS WORLD CLASS SALES FORCES FOCUS ON INFORMATION TECHNOLOGY THAT WILL IMPROVE THEIR SALESPEOPLE’S LIVES AND THEIR CUSTOMERS’ EXPERIENCE A ll too often, technology is implement- ed for the primary benefit of sales management. Key selling points of CRM forces in our study. When technology is, in fact, designed around the way salespeo- ple sell, it is readily adopted and routinely packages are to enable the reporting of used. Examples of such technology that sales activity and forecasting, not to make can be integrated with a CRM package the salesperson’s life easier or to help are pricing tools, ROI calculators, product them create more value for their custom- configurators, proposal templates, refer- ers. This is the primary reason that soft- ral letters, customer reports, e-mail capa- ware packages suffer such low adoption bilities, and other features that automate rates – There is simply nothing in it for the or improve processes salespeople would salesperson. otherwise perform manually. Focusing technology on the salesperson rather than However, technology can play a valuable sales management can lead to improved role in improving the life of a salesperson, sales force capabilities and better custom- as demonstrated by the world class sales er experiences. Page 94 © The HR Chally Group
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    Best Practices Case Study Corporate Express created an online environment in Salesforce.com that provides its sales force with tools to support the critical selling activities they perform each day. Foremost, there are tools designed to improve the sales force’s productivity. These are capabilities like research tools to access customers’ company data, a repository of commonly used business forms, a battery of sales funnel and activity reports, online training modules, and other functionality that streamlines their non-customer-facing tasks. Additionally, Corporate Express provided the sales force with customer-facing tools such as a database of customer reference letters, the ability to generate customized flyers and e-mails, an online store of marketing merchandise, and host of formatted documents for distribution to their customers. This comprehensive ‘CE Toolkit’ is a resource that not only benefits the salesperson, but also their customers. © The HR Chally Group Page 95
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    Best Practices Benchmark 7: Organizational Integration Objective: has existed over time between Sales and Marketing. These two functions that are Leverage the capabilities of other organi- so aligned in their ultimate objective (i.e., zational functions to maximize the produc- to acquire and retain profitable custom- tivity of the sales force ers) seemed to have bickered back and forth since the beginning of time. Market- ing accused Sales of failing to execute on A Perspective: their elegantly designed market strate- gies, while Sales accused Marketing of Like Sales Process, Organizational Inte- sitting in an ivory tower unaware of the gration is a new World Class Sales Force real-world challenges they faced in the Benchmark in 2006. This trend has been field. It appeared for decades as though growing for many years, and it has finally the siblings would never move beyond emerged as a substantial contributor to their distrust of one another. peak performance in our research of top sales organizations. Therefore, we intro- The icy relationship between Sales and duce it here and expect that the ground- Marketing has now warmed in most top swell will become increasingly pronounced organizations we observe. In part, this as more sales forces realize the potential improved relationship has been driven by business partners that they have residing Sales’ adoption of concepts like custom- within their own companies. er segmentation and value propositions, which were traditionally in Marketing’s Looking back in time, it is fair to say that the realm. Similarly, Marketing has come sales function operated as a stand-alone under pressure from executives to demon- entity for many years. As mentioned in strate their ability to drive revenue growth, our discussion of Sales Process, the sales traditionally a metric directly attributable force has always been a bit of a mystery to Sales. These trends, along with the to the rest of the organization. Whether implementation of CRM to improve the because of the widely dispersed footprint sharing of information, have contributed of most sales forces or perhaps the rene- to Sales’ and Marketing’s decision to join gade image of the salespeople as individu- forces. alists, Sales has stood alone and frankly never seemed to mind. Marketing is not the only corporate func- tion that has begun to integrate itself The most classic example of the sales with Sales, though. With the introduction force being at odds with other business of technology like Sales Force Automa- functions is the tenuous relationship that © The HR Chally Group Page 99
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    Best Practices tion (SFA)in the 1990’s, Sales has come ence. HR and Training departments regu- to depend heavily on the IT department larly meet with sales to review the tracking for its mission-critical tools. And as the associated with the efficiency and effec- demand for talented professional sales- tiveness of the selection, onboarding, and people has come to outstrip supply, Sales retention processes for customer-inter- has also developed an intimate relation- facing personnel. IT professionals design ship with Human Resources to help them and develop tools through extensive field identify, hire, retain, and develop world study and user input so that the result- class sellers and managers. ing automated processes reduce workload and come across as intuitive and user- The willingness of various departments friendly. within the world class sales companies to link with the sales leaders specifically The boundaries between functions blur to work on common initiatives seems to as more initiatives are collaborative from be a direct outcome of progress in build- onset to completion rather than a series of ing a customer-driven culture. Managers sequential outcomes managed separately and individual contributors throughout the within each function. “Team” becomes an organization start to judge the value of their adjective attached to the core values of contribution by its impact on both internal the total organization, and it is not just and external customers. When a common politically correct corporate speak. external objective becomes the focus, intra-political positioning begins to dimin- In short, leading sales forces no longer ish in favor of the “bonding” impetus from view themselves as self-contained enti- all parties facing a common “enemy,” such ties with all of their required support func- as customer dissatisfaction or the compe- tions within. Their sales executives have tition. The constant refocus of attention on purposefully narrowed their scope so they the external goal of delighting customers, can concentrate on what they do best and surpassing competitors creates an – Adding value through personal interac- enthusiasm and project momentum that tions with their customers. Marketing, IT, usually dwarfs all but the most imbedded HR, and other corporate peers are more turf issues. In addition, recognition and capable in their areas of expertise, and even key compensation elements that are they are being called on to support Sales in geared to broader company goals tend to meaningful ways. The more tightly Sales melt the functional silos that occur in most can integrate itself with other parts of “traditional” organizations. the organization, the more leverage they will have to ratchet up their own perfor- The incidence of cross-functional meetings mance. increases. Operations meetings routinely include Customer Service reps and have salespeople participating by teleconfer- Page 100 © The HR Chally Group
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    Best Practices Best Practice: RequestDedicated Functional Resources to Support the Sales Force BEST PRACTICE: REQUEST DEDICATED FUNCTIONAL RESOURCES TO SUPPORT THE SALES FORCE TYPICAL SALES FORCE WORLD CLASS SALES FORCE MARKETING IT MARKETING IT SALES MKTG IT FORCE SALES FORCE OTHER HR HR FINANCE / HR OTHER WORLD CLASS SALES FORCES BRING OTHER FUNCTIONS INSIDE THEIR ORGANIZATION TO LEARN THEIR BUSINESS AND BETTER SERVE THEIR NEEDS R esearch shows that the primary reason sales executives do not seek support from other corporate functions is that they World class sales forces overcome this hurdle by requesting dedicated resources from other functional areas to support do not believe other functions understand them. Often called ‘business partners’, their business well enough to provide any these are professionals from IT, HR, value.7 Whether or not sales executives Marketing, or other departments who view underestimate the ability of other func- Sales as their customers. Accordingly, tions to learn the ways of Sales, there is they commit themselves to understanding certainly some truth to this sentiment. the business of Sales. They attend sales The sales force is unlike any other function meetings, they ride along with salespeople, in an organization, and people who have they collocate in sales offices, they collab- spent their careers in IT, HR, or Marketing orate to set mutual objectives … In other cannot be expected to walk into a sales words, they integrate with the sales force. force with a lucid understanding of its inner In doing so, they gain tactical insight into workings. (Nor could a salesperson walk the sales function and can better partner into their departments and engage them with Sales to create mutual value. in substantive business conversations.) 7 How HR Can Become a Strategic Partner of Sales, Mercer Human Resource Consulting LL, 2007. © The HR Chally Group Page 101
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    Best Practices Case Study Like most other companies, Insight’s sales force used to operate as a virtual silo within the company. But as the company and its leadership have evolved over time, functions like Human Resources and Marketing are playing larger and larger roles in the sales force’s ongoing improvement efforts. Ultimately, these other corporate functions have dedicated many resources to supporting Sales in one way or another. Acting as internal business partners, they have helped affect significant change in the sales force. One such example is the TAP program designed by Julie Dervin’s Learning and Development group. This was a major sales force initiative that has changed the complexion of Insight’s SMB sales force by reducing attrition and improving skills. Julie comments that, “HR and others have worked hard to become more like business partners with Sales. We spent a lot of time getting to know their people and understanding their business. Now that we’ve proven our value to Sales, they are asking us to do more and more to help them.” “At Applied Industrial Technologies, the IT Department has the same kind of sales focus as the field,” according to Jim Hopper, VP of IT. They write custom code to integrate diverse systems so the company can respond to customer needs and do effective data warehousing to ensure product availability. They prefer building a system that fits their way of doing business for the customer rather than using commercial applications that would force them to make concessions that might negatively impact customers. There has been a concerted effort to break down any barriers between departments so they can share data effectively. The crowning glory of this initiative has been the in-house production of the massive product catalogues through the combined efforts of Sales, Marketing, and IT. These catalogues are customer-friendly with full color photos and cross-references to allow even the uninitiated to find the parts they need for their machinery. Page 102 © The HR Chally Group
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    Appendix Benchmark Survey Interview Questionnaire 1. What industry(s) do you consider your company or division to be part of? 2. Which suppliers do you personally deal with most often? 3. Which is your primary supplier? 4. How long have they been your primary supplier? 5. What is the percent likelihood they will remain your primary supplier for the foreseeable future? 6. What products or services do you purchase from each supplier? 7. Is the supplier a manufacturer or distributor? 8. What percentage of your purchases do you buy from each supplier? For the following company factors, rate each supplier on a scale of Excellent, Very Good, Good, Average, or Poor: • Provides a quality product/service • Ability to provide a total solution • Competitive price • Provides Effective Customer Service • Overall Satisfaction with Supplier 9. Does a field salesperson call on you? 10. Does an inside salesperson call on you? 11. What is the inside salesperson’s name? 12. What percent of orders is placed in-person? 13. What percent of orders is placed online? 14. What percent of orders is placed by telephone? 15. What percent of orders is placed by facsimile? 16. What percent of orders is placed by email? 17. What percent of orders is placed by EDI? (Electronic Data Interchange) 18. How often are you involved in the purchase of individual products or services from each supplier? Page 106 © The HR Chally Group
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    Appendix For the followingsales factors, rate each supplier’s Sales Representative on a scale of Excellent, Very Good, Good, Average, or Poor: • Personally manages my satisfaction • Understands customer’s business • Acts as a customer advocate • Knowledgeable of applications/products/services • Easily accessible • Solves problems • Innovative in responding to customer needs • Responsiveness • Ability to keep customer up-to-date • Provides technical support • Overall Satisfaction with the Sales Representative 19. Would you consider any of these sales efforts to be World Class? 20. If you consider any of these sales efforts to be World Class, which one(s)? 21. Why is their sales effort so much better than the rest? 22. Do you keep any formal measures of supplier or salesperson performance? 23. If you keep any formal measures of supplier or salesperson performance, please describe. 24. How many total employees does your company have? 25. How many employees are in the division or portion of the company affected by your purchases? 26. Are these purchases for your location only or multiple sites? © The HR Chally Group Page 107
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    Appendix Company Title 1st Foursquare Church Van Nuys. ....................................................................Senior Technical Associate 1st Franklin Financial Corporation. .....................................................Training and Development Specialist 21st Century Oncology Inc................................................................. Senior Software Engineer Manager 31-W Insulation Co Inc..................................................................................... Transportation Manager 3-G Construction. ............................................................................................................. IT Manager . 3KB Transportation Inc........................................................................................Information Specialist 3V Inc............................................................................................................................. IT Manager 4 Star Electronics, Inc.. ..................................................................... Manager, Shipping and Warehouse . 7-Eleven, Inc.. ............................................................................................... Procurement/Purchasing . 7-Eleven, Inc.. ...................................................................................................Procurement Manager . 84 Lumber Co. ..................................................................................................... Purchasing Manager . A & E Products Co. LP................................................ Administrative Assistant for Technology Department A & H Vinyl Packaging. .............................................................................................. Purchasing Agent . A H Entertainers Inc....................................................................................................... IS Supervisor A J Merrick Manor................................................................................................. Telecomm Executive A O Fox Memorial Hospital Nursing.................................................. Secretary and Materials Management A Plus International Inc.. .............................................................................................MIS Coordinator . A Plus International Inc.. ................................................................................................................... . A T Wall Co.............................................................................................................. Purchasing Agent A. B. Boyd Company. .......................................................................................................Maintenance . A2D Technologies. ............................................................................................ Senior Systems Analyst AA Electrics Inc.. .............................................................................................................. IS Manager . AA Electrics Inc.. .............................................................................................................. IS Manager . AAA.................................................................................................................... Purchasing Manager . AAA Miami Valley......................................................................................... Network Systems Manager Aames Investment Corporation....................................... Executive Vice President & Chief Financial Officer AAON Inc.. ............................................................................................................... Purchasing Agent AAP St Mary’s Corporation. ............................................................................................... Senior Buyer Aaron Rents Inc................................................................................................. Treasury Management AB&T Sales Corporation................................................................................................ Office Manager ABB Inc......................................................................................................................... Senior Buyer Abbey Press................................................................................................... Lead Operations Analyst Abbey Press.....................................................................................Lead Operations Analyst (Telecom) Abbott, Simses & Kuchler............................................................................................General Manager ABC Packaging Machine Corporation.................................................................................... IT Manager ABD Insurance & Financial Services.................................................................... Assistant Vice President Abdo Eick & Meyers LLP........................................................................ Audit Manager of IT Department ABM Janitorial Service......................................................................................Administrative Assistant . ABT Electronics......................................................................................................... Purchasing Agent Academy for Educational Development.. .................................................................. Purchasing Manager . Acadian PC Network Services. .................................................................................................... Owner ACBL....................................................................................................................................... Buyer Access Control Technologies.................................................................................... Project Coordinator Accessline Communications........................................................... Director of Technology and Operations ACCLAIM Charter School............................................................................................... Office Manager Accredited Home Lenders Inc.. .................................................................................Facilities Purchaser . Accredited Home Lenders Inc.. ................................................................. Telecommunications Specialist . Accu Therm Inc................................................................................................................ IT Manager Accurate Heating Cooling.................................................................................................... IS Director Accurate Products Manufacturing Company. ..................................................................... Plant Manager . Accuride Corporation............................................................................................. Purchasing Manager Ace Hardware Corporation. .........................................Director, People Development and Learning Systems Achievement Center Inc.. ...................................................................... Director of Information Systems Page 110 © The HR Chally Group
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    Appendix Company Title ACI Communication Products. ............................................................................................. IT Manager ACI Communication Products. ............................................................................................. IT Manager Aci-boland Inc.................................................................................................................................. ACME Alliance LLC. ............................................................................................................ IT Manager Acorn Press Inc.. ......................................................................................... Network Services Manager . ACS Business Process Solutions.......................................................................................... IT Manager Actcom Inc.. .......................................................Engineering Services Director and Continuing Education . Action For A Better Community............................................................................Systems Administrator ACTIVATE INC.................................................................................................................. IT Manager Actus Lend Lease..............................................................................................Corporation It Manager ADA-ES, Inc..........................................................Vice President, Business Development, Utility Systems Adams & Reese. .......................................................................................Regional Office Administrator . Adams Stepner Woltermann..................................................................................................... Partner Aderholt Specialty Co Inc................................................................................................................... Adfilm Inc............................................................................................................................ Manager Adler Pollock & Sheehan PC.......................................................................................... Central Records Adleta Corporation..........................................................................Senior Vice President Transportation AD-NET INC...................................................................................................................... Director IT Adplex Rhodes. ....................................................................Vice President of Data and Communications . Advance Auto Parts.........................................................................................................Supply Buyer Advance Brands, LLC.......................................................................................................... Purchasing Advance Brands, LLC............................................................................................. Purchasing Manager Advanced Aromatics, L.P........................................................... Manager, Customer Service And Logistics Advanced Career Training. .................................................................................... Computer Technology Advanced Cast Products. .................................................................................................... IT Manager Advanced Composites. ........................................................................................Network Administrator Advanced Composites. ....................................................................................................................... Advanced Digital Solution International............................................................................Sales Manager Advanced Marketing Svc Inc.................................................................................................... Director Advanced Organization of LA..................................................................... Public Communication Officer Advanced Precision Engineering..............................................................................Systems IT Manager Advanced Silicon Materials, Inc........................................................................................................... Advanced Solutions International........................................................................................ IS Manager Advanced Technology Services, Inc.. ...................................................................Supply Chain Specialist . Advanced Technology Services, Inc.. .................................................................................... Purchasing . AERCO International, Inc..........................................................................................Director of Quality AeroMechanical Services Ltd.. ....................................................................... Quality Assurance Manager Aeropostale Inc.. ..................................................................................................... Facilities Manager . AEROSIM TECHNOLOGIES...................................................................................Systems Administrator Aerospace Corporation. ...................................................................................................................... Aerotech Laboratories, Inc.. ................................................................................................... Manager . AESSEAL. ................................................................................................................. IT Administrator . Affiliated Computer Services. ...................................................................................... Purchasing Agent AFFLINK Inc................................................................................. Vice President, Supplier Development AFG Industries, Inc.................................................................................................... Corporate Buyer AGC Automotive.............................................................................................. Senior Systems Analyst AGCO Corporation.................................................................................................... Facilities Manager AGISSAR..............................................................................................................Production Manager Agusta Aerospace Corporation............................................................................. Training Administrator AHRESTY-WILMINGTON CORPORATION. ............................................................................... IT Engineer Aim Healthcare Service...................................................................................................................... AIM HEALTHCARE SERVICES. ....................................................................................Telecom Executive . AIM HEALTHCARE SERVICES. ............................................................................... Corporate Purchasing . Air Cargo Carriers, Inc................................................................................................ Director Training AIRLOGIX, Inc............................................................................................... IT Network Administrator AJINOMOTO FOOD INGREDIENTS LLC.................................................................................................. AJS ASSOCIATES DBA KFC................................................................................................. IT Manager AK Steel Corporation............................................................................................ Purchasing Associate AK Steel Holding Corporation. ..............................................................................Maintenance Expeditor AKEBONO CORPORATION. .................................................................................................................. Akerman Senterfitt & Edison. ......................................................... Administrative Assistant In Operations Alabama Farmers Cooperative, Inc.................................................................................. Shipping Clerk © The HR Chally Group Page 111
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    Appendix Company Title Alabama River Pulp Co Inc............................................................................................Office Assistant Aladdin Steel, Inc.. ............................................................................................................ IT Director . Alamac American Knits.........................................................................Data Center Operations Manager Alarmco Inc.. ............................................................................................ Special Operations Manager . Alarmco Inc.. ............................................................................................ Special Operations Manager . ALASKA INDUSTRIAL HARDWARE INC.. ................................................................ Data Processing Office . ALASKA POWER TELEPHONE. ........................................................ Purchasing Accounts Payable Manager . ALASKA RIVERWAYS INC.. ......................................................................................General Manager IT . Alaskan Brewing Company......................................................................Manager Purchasing and Traffic Alaskan Copper & Brass Co. .........................................................................................Branch Manager . Albertson’s, Inc.. .......................................................................................... Carrier Relations Manager . Alcan Inc........................................................................................................Administrative Assistant Alcan Inc......................................................................................................................................... Alexander Morford & Woo. .................................................................................................................. Algomod Technologies Corporation...................................................................................Vice President AL-JON INC...................................................................................................................... IS Manager All Bug Control By Peninsular. ..................................................................................... Purchasing Agent All Saints Church. ............................................................................................................................. . Allan Vigil Ford.................................................................................................................. IT Director . Allan Vigil Ford.................................................................................................................. IT Director . ALLEGHENY BRADFORD CORPORATION. ............................................................................. IT Technician Allegheny Technologies Inc.. .........................................................................Manager Strategic Sourcing ALLIANCE BANK. ..................................................Information Systems Officer and Network Administrator Alliance Title Company. ........................................................................................... IT Special Projects . Allied Building Products Corporation. ................................................................................. Procurement . Allied Fire & Security........................................................................................ Administrative Manager Allied International Corporation of VA...................................................................... Warehouse Manager ALLIED INTERNATIONAL CREDIT......................................................................................... IT Manager ALLIED PLASTICS CO INC.................................................................................................. IT Manager . Allied Primary Home Care Svc. ........................................................................................... IT Manager . Allied Waste Services. ......................................................................................................... Controller . Allison Transmission.................................................................................................................. Buyer Allison Transmission.................................................................................................................. Buyer Alon USA Energy Inc......................................................................................................................... . Alpern Rosenthal. ....................................................................................Training Department Manager . ALPHA ANALYTICAL............................................................................................Systems Administrator ALPHA CORPORATION. .......................................................................................Network Administrator . Alsco Linen Svc Inc...................................................................................................... Office Manager Alticor Inc...................................................................................................................... Mail Services ALTON STEEL. .................................................................................................................. IT Manager . Alto-Shaam Inc.. ................................................................................................ Chief Financial Officer . Amalie Oil Company, Inc........................................................................ Customer Service And Shipping Ambrake. ............................................................................................................. Purchasing Manager Amcon Corporation. ..........................................................................................................Comptroller . Amcon Corporation. ............................................................................................................ Controller . AMD INDUSTRIES INC........................................................................................................ IT Director AMD INDUSTRIES INC....................................................................................................................... Amedisys Inc.. ..................................................................................................... Purchasing Manager . American Augers. ............................................................................................................. IS Manager . American Automobile Assn................................................................................................................. American Axle & Mfg....................................................................................................... Senior Buyer American Baptist Homes.................................................................................... Procurement Specialist American Cancer Society, TX................................................................Information Systems Department American Commercial Security. .............................................................................................. Payment . American Consulting Engineers........................................................................................................... American Contractors Insurance Group........................................................................... Office Manager American Distilling Mfg Inc...............................................................................................Director of IT American Eagle Outfitters Inc................................................................................ Purchasing Specialist American Engineering Testing............................................................................................ IT Specialist American Furniture. ......................................................................................................... Receptionist . American Health & Life.......................................................................................Facilities Administrator American Identity............................................................................................................................. Page 112 © The HR Chally Group
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    Appendix Company Title American Identity.................................................................................................. Executive Assistant American Institute of Gastric Banding................................................................ Business Office Manager American Intl. Distribution................................................................................................................. . American Leather. ............................................................................................................................. American Leather. ............................................................................................. IT Operations Manager American Legion.............................................................................................................. Commander American Lutheran Church................................................................................................................. American Maritime................................................................................................ Purchasing Manager American National Bank.................................................................................................... IT Specialist American Nursing Services.................................................................................................. IT Director American Nutrition, Inc.. ........................................................................................................ Shipping American Office Equipment Co.............................................................................. System Administrator American Pacific Enterprises................................................................................................. Controller American Packaging Corporation......................................................................................... IS Manager American Paper Twine Co....................................................................................Network Administrator American Plastic Molding Corporation. ................................................................................. IS Manager . American Railcar Leasing, LLC. ...............................................................Manager of Telecommunications . American Retirement Corporation. .................................................................... Procurement Coordinator American Savings Bank, FSB........................... Executive Vice President, Workforce Excellence and Support American Security LLC................................................................................... Communications Manager American Sheetmetal........................................................................................................................ American Shizuki Corporation............................................................................................... Purchaser American Skiing Co............................................................................................... Purchasing Manager American Society Of Landscape Architects............................................................................................ American Speech Language Hearing.................................................................................................... American Turbine......................................................................................................Network Manager American Woodmark Corporation.................................................................... Corporate Traffic Manager Americana Bank Trust. ................................................................................................ MIS Department America’s Collectibles Network. ............................................................................... Purchasing Manager Americorp Financial........................................................................................................... IS Manager Amerimax Building Products, Inc.. .........................................................................Maintenance Manager Ameritel Inns................................................................................................................................... . Ames Safety Envelope........................................................................................... Accounting Manager Amos Press Inc.. ......................................................................................................Project Analyst III Amtrol Inc.. ............................................................................................................. Purchasing Agent . Amtrol Inc.. ..................................................................................................................................... . Amy’s Kitchen, Inc..................................................................................................Maintenance Buyer Anadarko Petroleum Corporation......................................................................................................... Anchor Glass Container Corporation. ...................................................................Purchasing Coordinator . Anchor Glass Container Corporation. ......................................................................Operations Controller . Anchor Glass Container Corporation.. ..................................................................Purchasing Coordinator . Anderson O’Brien Bertz Skrenes. ......................................................................................................... Anderson Tully. ....................................................................................Information Technology Manager Andrew Sports Club Inc..................................................................................................................... Andrews Transport Inc......................................................................................... Chief Financial Officer Angel Medical Center......................................................................................................................... Animato Technologies........................................................................................................................ Ann Taylor Inc.................................................................................................................................. Ansul Inc.............................................................................................General Manager Manufacturing Antelope Oil Tool................................................................................................Network Administrator Antillean Marine Shipping Corporation. ................................................................................................. Anvil Knitwear Inc.................................................................................................... Shipping Manager Apex Homes, Inc.. ............................................................................................................................ . Apex Paper Box Company.................................................................................................. IT Manager . Appliance And Furniture Rent-All......................................................................................... IT Manager Applied Energy Recovery Systems, Inc.. ........................................................Parts and Materials Manager Applied Industrial Technologies, Inc......................................Vice President, Communications and Learning Applied Physics Laboratory..................................................................................... Purchasing Manager Applied Strategies Consulting................................................................................................. Manager . Apptis, Inc..............................................................................................................Materials Manager Apria Healthcare......................................................................................... Corporate Service Manager Apria Healthcare......................................................................................... Corporate Service Manager © The HR Chally Group Page 113
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    Appendix Company Title Arcadis G&M. ....................................................................................................... Office Administrator . Arcet............................................................................................................................... IT Manager Archer Daniels Midland Company.................................................. Director, Global Education And Training . Archer Western. ........................................................................................................... Office Manager Arden Companies. .................................................................................................... Systems Manager Ariens Corporation....................................................................................................... Facilities Buyer Ariens Corporation................................................................................................. MRO/VMI Specialist ArInc. Inc.......................................................................................................Administrative Assistant ARIZONA EDUCATION ASSOC...................................................................Manager, Information Systems Arizona State University. ................................................................Assistant Director of Store Operations Arkansas Best Corporation............................................................................................ Office Manager Arkansas Industrial Machinery.............................................................................................. Controller Arlington Family Dentistry...................................................................................... Office Administrator ARMACELL....................................................................................................................................... Armada Hoffler....................................................................................Information Technology Manager Armorworks Inc................................................................................................................................ Armstrong Teasdale. .....................................................................................Service Center Coordinator Armstrong World Industries, Inc.. ............................................................................... MRO Department . Arnco Corporation...........................................................................................................MIS Manager Arnold & Porter....................................................................................................................... Partner Arrow Group Industries Inc............................................................................................ Plant Manager Arrow Sanitary Inc....................................................................................................... Office Manager Arroyo Process Equipment. ........................................................................................ Office Coordinator Art Resource Inc. Artists Right.............................................................................Network Administrator Arts Electric. .................................................................................................................... IT Manager . Asbury Automotive Mississippi............................................................................................ IT Manager Ascent Media Group Inc............................................................................ Telecommunication Executive Ash Grove Cementinkom. ...................................................................................... Automation Engineer Ashland Inc......................................................................................................Purchasing Department Ashland Inc....................................................................................................... Director of Purchasing Ashland Inc.......................................................................................................................MRO Buyer Ashley Furniture Homestore................................................................................................MRO Buyer Asi Technologies Inc.......................................................................................................... IT Manager Askov Corporation . ........................................................................................................................... Aspen Technology Inc..........................................................................................Procurement Manager Aspira Inc........................................................................................................................................ Aspira Inc........................................................................................................................................ Assisted Living At Summerplace. ........................................................................Administrative Assistant Assistive Technology Resources. .........................................................................Administrative Assistant Associated Banc-Corporation................................................................................. Supply Administrator Associated Feed Supply Co................................................................................................. IT Manager Associated Grocers, Inc. (LA). ...................................Senior Vice President Distribution and Transportation . Associated Spring..................................................................................................... Purchasing Agent . Asten Johnson.................................................................................................... Chief Financial Officer Asten Johnson Williston. .................................................................................................................... . Astute Technology............................................................................................................. IT Manager ASYR. .............................................................................................................................................. At Home/Care Partners.............................................................................................Telecom Executive Atascadero State Hospital.................................................................................... Chief Financial Officer Atascadero State Hospital...................................................................................Senior Phone Operator Athens Regional Medical Center. ................................................................................ Contract Manager . Athens-Limestone Hospital.............................................................................................. Director of IS Atlantic Methanol Production Company LLC. ..........................................................Purchasing Coordinator Atlas Copco USA............................................................................................................. Procurement Atm Corporation Of America.............................................................................IT Procurement Manager Atomic Box. ..................................................................................................................................... . Atrion Networking Corporation............................................................................Shipping And Receiving ATS Services.................................................................................................................................... AUGUSTA Medical Center........................................................................................... Purchasing Agent Aultman Hospital. ..................................................................................................... Purchasing Agent . Austin Diagnostic Clinic. ...................................................................................Chief Information Officer Autoliv Inc............................................................................................................................... Buyer Page 114 © The HR Chally Group
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    Appendix Company Title Autoliv Inc............................................................................................................................... Buyer Automatic Data Processing Inc.. .......................................................................................................... Automatic Data Processing Inc. (ADP). ........................................................................ Material Handling . Automatic Spring Coiling...................................................................................................MIS Director Automation Electronics Inc.................................................................. Manager of Control System Group Automobile Transport Clearing............................................................................................................ Avantas................................................................................................................. Computer Support Avantile............................................................................................. Customer Service Representative Avery Dennison Corporation............................................................... Senior Global Commodity Manager AVI Foodsystems Inc.......................................................................................................... Purchasing Aviall Inc................................................................................................................. Telecom Manager . Avista Corporation. .................................................................................................Assistant Treasurer . Avocent Corporation........................................................................................Senior Network Engineer Avon Products, Inc.......................................................................... Director of Leadership Development AVS. .................................................................................................................................. President . AVTRON INC.. .................................................................................................................. IT Manager . Axis Dental.................................................................................................................... Senior Buyer . Axxion Group Corporation.................................................................................................................. AZ Motorsports Group. ...........................................................................Systems And Technical Director . A-Z Office Resource. .................................................................................. Network Conference Director Azusa Pacific University. ..................................................................................................... Purchasing . AZZ Inc........................................................................................................................................... B Wholesale Distributors.................................................................................................................... B. Braun Medical Inc.. ....................................................................................................... IT Manager . Bacardi Corporation. .................................................................................................Network Manager . Baddour Memorial Center Inc.. ............................................................................Network Administrator . Badger Meter Inc......................................................................................... Manager of Office Services Baird Kurtz & Dobson LLP. ...................................................................................... Operations Manager Baird Kurtz & Dobson LLP. ..................................................................................... Logistics Coordinator Baker & Mckenzie. ............................................................................................................ IT Manager . Baker Boyer Bancorp.......................................................................................................... Purchasing Baker Donelson Bearman........................................................................................... Records Manager Baker Tanks, Inc................................................................................................................ Purchasing Bakers Footwear Group Inc.................................................................................... Purchasing Manager Balch & Bingham LLP..........................................................................................Network Administrator Balch & Bingham LLP......................................................................................................................... Ball Corporation........................................................................................................ Purchasing Agent Ball State University.................................................................................................. Purchasing Agent Ball, Ball, Matthews & Novak......................................................................................... Office Manager Ballantine Produce Co., Inc.. ...........................................................Manager, Transportation and Logistics Ballard Designs, Inc......................................................................................................IT Department Bally Total Fitness........................................................................................................ Office Manager Baloian Packing Co., Inc............................................................................................Manager, Shipping Balzers Inc.. ......................................................................................................... Purchasing Manager Banjo Corporation............................................................................................................................. Bank Of Hampton Roads........................................................ Vice President and Chief Accounting Officer Banks Corporation. ..................................................................................... Human Resources Manager . Baptist Health Care..............................................................Corporate Director of Materials Management Baptist Health System Inc...................................................................Information Resource Department Barber McCaskil Jones & Hale............................................................................................................. Barberton Citizens Hospital. ....................................................................................... Purchasing Agent . BARCOVIEW. .....................................................................................................Network Administrator Barnes & Thornburg LLP. ................................................................................ Purchasing Records Clerk . Barnes & Thornburg LLP. ................................................................................Office Supply Coordinator . Baroid Drilling Fluids Inc............................................................................... Material Handling Manager Baron & Budd.................................................................................Assistant Manager of Office Services Baron & Budd.................................................................................Assistant Manager of Office Supplies Barrett & McNagny............................................................................................ Purchaser Copy Center Barrett, Burke, Wilson, Castle, Daffin, & Frappier. ....................................... Director, Information Systems . Bar-S Foods Co.. .................................................................................................. Distribution Manager Barstow Fire Dept.............................................................................................................. Supervisor Barton Solvents, Inc.. ............................................................................................Manager, Operations © The HR Chally Group Page 115
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    Appendix Company Title Bart-Sf.......................................................................Communications/Telecomm Maintenance Manager BASCO............................................................................................................................................ BASF Corporation. .................................................................Head of Technical Procurement Department BASF Corporation. ............................................................................................. Procurement Associate Basic American Foods Inc.. ..................................................................................................... Manager Basin Electric Power Cooperative........................................................................ Maintenance Supervisor BASKETVILLE INC............................................................................................................. IT Manager Bass Pro Shops. ........................................................................................................ Purchasing Agent Bass Pro Shops Outdoor World. ........................................................................................................... Batson Nolan Brice Williamson...................................................................................... Legal Secretary Batson-Cook Company. ................................................................................................ Office Manager . Battelle Memorial Institute.............................................Director of Staff and Organizational Development Battelle Memorial Institute......................................................................................... Purchasing Agent Battle Creek Health System................................................................. Director of Resource Management Battlefield Park Elementary. ..............................................................................Administrative Assistant . Bausch & Lomb Inc..................................................................................................... Buyer Expeditor BAY INDUSTRIES INC.............................................................................. Information Systems Manager Bay State Milling Company...................................................................... Plant Manager, Mooresville, NC Bay State Savings Bank.......................................................................... Assistant Senior Vice President Baylor University. ..................................................................................Office Supply Purchasing Agent . Baylor, Evnen, Curtiss, Grimit, & Witt, LLP...............................................................................Secretary BBK Group............................................................................................. Telecommunications Specialist BDP International, Inc...................................................................... President, Global Air Transportation Beam Global Spirits and Wine..................................................................................Office Supply Buyer Bear Creek Country Kitchen LLC. ............................................................................. Sanitation Manager . Bear Realty Of Kenosha Inc....................................................................................... Human Resources Beasley Allen Crow Methvin...............................................................................Administrative Assistant Beaulieu Of America Inc.. ........................................................................................... Purchasing Agent Beaver Creek Coop Telephone. ............................................................................................................ Beaverite Products Inc................................................................................................ IT Administrator Beazer Homes................................................................................................................. IT Specialist Beazer Homes................................................................................................................. IT Specialist Bebco Industries Inc.. ........................................................................................... Purchasing Manager . Bechtel Equipment Operations............................................................................................................ Becket & Lee................................................................................................... Maintenance Supervisor BECU. ............................................................................................................. IT Operations Manager . Beggs & Lane........................................................................................................ Supply Coordinator Begley, Carlin & Mandio....................................................................................................Supply Clerk Behlen Manufacturing Co........................................................................................................... Buyer . Belimo Aircontrols USA Inc....................................................................Information Technology Manager Belk Inc....................................................................................Director of Operations and Procurement Bellinger & De Wolf................................................................................................... Account Manager Beloit Memorial Hospital. ........................................................................................... Purchasing Agent . Bemis Manufacturing Co. .......................................................................................Purchasing Assistant . Bemis Paper - Crossett................................................................................................Plan Accountant Ben E Keith Beer. .............................................................................................................................. Ben E Keith Co Inc. Corporation Ofc. ........................................................................ Executive Assistant . Bendix Commercial Vehicle Systems LLC................................................................... Purchasing Director Benefis Healthcare...................................................................................................Materials Manager Bent Tree Bible Fellowship.................................................................................................................. Bentley Systems, Inc.. ......................................................................................... Employment Manager Bergey’s GMC Inc.. ...................................................................................................Telecom Executive Berkshire Community College............................................................................................................. Berkshire Medical Center. .......................................................................................... Purchasing Agent . Bernard Cassisa & Elliott........................................................................................................Paralegal Bernstein Enterprises. .......................................................................................Secretary to the Owner . Berry Companies Inc......................................................................................................................... Berry Hinkley Industries. ................................................................................................... IT Manager . Berry Plastics................................................................................................................................... Berry Plastics Corporation.......................................................................................... Purchasing Agent Bert Fish Medical Center..................................................................................... Warehouse Supervisor . Bert Nash Mental Health Center........................................................................................... IT Director Page 116 © The HR Chally Group
  • 129.
    Appendix Company Title Bertch Cabinet Mfg Inc.............................................................................................................. Buyer Bertucci’s Corporation. ............................................................................................... Purchasing Agent Bertucci’s Corporation. ........................................................................................ Area Director, Training Berwick Offray LLC................................................................................................Purchasing Assistant Besser Company..................................................................................................... Technical Assistant Besser Company.................................................................................................Corporate IT Manager Best Buy Co., Inc.............................................................................................................. Distribution Best Western Intl Inc.. ....................................................................................................................... Beta Research Corporation............................................................................................ Office Manager Bete Fog Nozzle Inc.. ..................................................................................................IS Dept Manager Beth Israel Medical Center. .............................................................................................. Senior Buyer . Bethany Community Church..............................................................................Pastor of Administration Better Baked Foods, Inc...................................................................................Maintenance Parts Buyer Betts Industries Inc.. .................................................................................................... Traffic Manager Beveridge & Diamond PC. .................................................................................. Office Service Manager . BG CONSULTANTS INC.. .................................................................................................... IT Manager . Big Dog Holdings Inc......................................................................................... Director of Distribution Big J Enterprises LLC......................................................................................................... IS Engineer Big Red Lottery Services Ltd................................................................................. System Administrator Big Red Lottery Services Ltd................................................................................. System Administrator Bill Copps Cadillac Pontiac...................................................................................... Accounts Receivable Billings Clinic........................................................................................................ Director of Materials Billings Clinic........................................................................................................ Director of Materials Bingham McCutchen LLP................................................................................................Office Supplies Biological & Popular Culture. ............................................................................................................... Biomet Inc..................................................................................................................... Senior Buyer Bio-Serv Corporation......................................................................................................................... Bishop Dubourg High School. ............................................................................................... IT Director Bizport Limited..................................................................................................Manager of Operations Blachly Tabor Bozik & Hartman............................................................................... Office Administrator Blachly Tabor Bozik & Hartman............................................................................... Office Administrator Black & Decker.................................................................................................. Director of Purchasing Black & Veatch Corporation................................................................................................................ Black Butte Ranch............................................................................................................. IT Manager Black McCuskey Souers Arbaugh......................................................................................................... Blackman Uhle Specialties Division of Synalloy. ..................................................................................... Blair Medical Assoc. ..............................................................................Information Technology Manager Blandin Paper Company..................................................................................................................... Blank Rome LLP..............................................................................................Chief Information Officer Blasingame Burch Garrad Bryant. ........................................................................ Operations Coordinator Blish-Mize Co.. ......................................................................................................................... Buyer . Blissfield Manufacturing Company....................................................................................................... Blomberg Window Systems................................................................................................................ Blower Dempsay Corporation. .............................................................................. Warehouse Supervisor Blue And Gold Fleet........................................................................................................Manager of IS Blue Cross Blue Shield Assn. ...................................................................................... Purchasing Agent . Blue Cross/Blue Shield Of Mi. ................................................................................. Purchasing Manager . Blue Falls Manufacturing Ltd............................................................................................................... Blue Heron Paper Company..................................................................................Maintenance Manager Blue Heron Paper Company................................................................................................................ Blue Planet Foods, Inc....................................................................................................................... Blue Ridge Area Food Bank Network...................................................................Administrative Assistant Blue Ridge Neuroscience Center......................................................... Information Systems Administrator BMW Manufacturing Corporation......................................................................................................... BMW OF MANHATTAN........................................................................................................ IT Manager BNI Coal Ltd.. ..............................................................................................................Director, Safety Boardwalk Bank....................................... Assistant Vice President and Training and Development Manager Bob Evans Farms, Inc.................................................................... Director of Development and Training BOC Gases........................................................................................................................ Supervisor Boca Raton Resort & Club. ......................................................................................... Purchasing Agent . Body Shops Of America Inc........................................................................................Supplies Manager BOEING..................................................................................................Systems Integration Designer © The HR Chally Group Page 117
  • 130.
    Appendix Company Title Bondioli & Pavesi, Inc........................................................................................................ IT Manager Booklet Binding Inc............................................................................................. System Administrator Booth Radiology Associates................................................................................. Director of Operations Bosch Rexroth Corporation................................................................................................................. Bosley Inc.. ............................................................................................. Telecommunications Manager Boston Consulting Group. ................................................................................................................... Boston Investor Services, Inc.................................................................................. Executive Assistant Boston Medical Center........................................................................................... Purchasing Manager Boston Medical Center........................................................................................... Purchasing Manager Boston Properties, Inc.........................................................................................................Mail Room Boston Properties, Inc......................................................................................Administration Assistant Boston Scientific......................................................................... International Director of Sales Training Bourland, Kirkman, Seidler & Evans, LLP......................................................................... Office Manager Bourland, Wall, & Wenzel, PC. ..............................................................................Network Administrator Bowman Consulting Group................................................................................................. IT Manager Box Board Products Inc.. .................................................................................................... IT Manager Boys And Girls Club King County......................................................................................................... BPC Holding Corporation............................................................................................ Purchasing Agent Bradbury Company. ...........................................................................................Systems Administrator . Bradley & Riley Pc..........................................................................................Central Services Manager Bradley University........................................................................................ Accounts Payable Manager Brake Supply Co........................................................................................ Operation Systems Manager Branch Properties Inc............................................................................................IT Systems Manager Brandeis University...................................................................... Associate Procurement Representative Brandt Farms, Inc................................................ Plant Manager, and Supervisor, Packing, Quality Control Brashers Sacramento Auto Auctions. ............................................................................ IT Administrator . Braun Lift. ....................................................................................... Telecommunications Administrator . Brazen Technology Inc.............................................................. Vice President of Information Technology Bridgeport Professional Pharmacy. ...................................................................................... IS Manager . Bridgewater Home Inc....................................................................... Vice President of Support Services Briggs Auto Group Inc.............................................................................. Information Systems Director Brigham Moore LLP........................................................................................................................... Brinker International Inc............................................................................................... Office Manager Brinker International Inc............................................................................................... Office Manager Brinks Hofer Gilson & Lione........................................................................................ Purchasing Agent Bristol West Insurance Group. ........................................................................Technical Service Manager . Brockton Area Multiservices. ................................................................. Director of Facilities Management Brookegrove Foundation.................................................................................................................... . Brooks & Kushman....................................................................................................... Office Manager Brooks & Trinrud PC............................................................................................. Legal Office Supplies . Brooks Sports Inc........................................................ Director of Global Logistics and Trade Compliance Brookshire Brothers, Ltd.........................................................................................Director of Logistics Brookshire Grocery Co................................................................ General Merchandise Category Manager Broome Tioga Boces.................................................................................................. Purchasing Agent Brown & Brown Insurance...................................................................................................... Manager Brown & Brown, LLP............................................................................................................ Controller Brown Jordan Intl Inc................................................................................................ Purchasing Agent Brown Rudnick Berlack Israels LLP. ........................................................... Customer Operations Manager . Brownwood Manufacturing Co..............................................................................Contract Administrator Brunini Grantham Grower Hewes. ........................................................................................ Supervisor . Brunswick Boat Group....................................................................................................................... Brunswick Boat Group....................................................................................................... IT Manager BSM Financial - Addison, TX.................................................................................... Vice President of IT BUCHART-HORN INC......................................................................................................................... . Buck Knives.............................................................................................................. Tele Department Buck Knives Inc............................................................................................................ Tool Crib Clerk BUCKEYE STATE CREDIT UNION. ................................................................ Information Systems Director BUCKMASTERS LTD.................................................................................. Senior Network Administrator Budd Larner PC. .................................................................................................Procurement Manager . Buffalo’s Franchise Concepts, Inc................................................................................. Director Training . Buffets Inc................................................................................... Director of Training and Development Build-A-Bear Workshop, Inc.. ............................................................................................... IT Director Page 118 © The HR Chally Group
  • 131.
    Appendix Company Title Build-A-Bear Workshop, Inc.. ....................................................................... Managing Director, Logistics BULLET FREIGHT SYSTEMS INC..................................................................Information System Manager Bullivant Houser Bailey PC. ............................................................................... Service Center Manager . Bunzl Distribution Inc..................................................................................................Office Facilitator Bunzl USA, Inc.. ....................................................................................... Vice President of Distribution . Bureau of Engraving & Printing.......................................................................................... IT Specialist Bureau Veritas. ........................................................................................ IT Administrative Coordinator Burke Center.....................................................................................................Network Administrator Burke Williams & Sorensen LLP................................................................................... Purchasing Agent Burk-Kleinpeter Inc...................................................................................................... Office Manager Burleson VOA Housing................................................................................... Community Administrator Burns Control.............................................................................................. Accounts Payable Manager Burtness Chevrolet. ..................................................................................................Service Technician Burton & Mayer Inc........................................................................................................................... Bush Ross Pa. .................................................................................................... Supervisor/Operations Butler Snow O’Mara Stevens. .............................................................................................................. Butt Thornton & Baehr. ................................................................................................. Office Manager Byer California. ...............................................................................................Chief Information Officer Byer California. ...............................................................................................Chief Information Officer C & D Aerospace Inc.. ............................................................................................................... Buyer . C & D Aerospace Inc.. ............................................................................................................... Buyer . C E JOHN COMPANY INC.................................................................................................................... C E NIEHOFF CO............................................................................................................................... C&D Fruit & Vegetable Co., Inc.. ................................................................................Manager, Shipping . Cabela’s INC.. .....................................................................................Corporate Office Of Procurement . Cabot MicroElectronics Corporation. ............................................................................Senior MRO Buyer Cactus Bolt...............................................................................................................General Manager . Cactus Commerce Bank......................................................................................... Operations Manager Cada Froschheiser Cada Hoffman................................................................................... Legal Assistant Cage Williams Abelman Pc. ........................................................................................... Office Manager . Cal State Northridge. .................................................................................................. Network Analyst Calder Race Course................................................................................................ Purchasing Director Calence, Inc............................................................................................................................. Buyer California Pizza Kitchen Inc.. ......................................................................................... Office Manager . Calkins Newspaper.......................................................................................Customer Service Manager Calmar Mapping Services................................................................................................................... Calvary Bible Evangelical. ............................................................................Director of Communications . Calvary Church..................................................................................................... Accounting Manager Calvary Community..........................................................................................Administrative Assistant Calvary Evangelical Lutheran..................................................................................................... Pastor CAMBRIDGE TRUST CO. .............................................................................Assistant Vice President of IT Cambro Manufacturing Co............................................................................................. Traffic Manager CAMEO CONTAINER CORPORATION...................................................................... Computer Coordinator CAMERON................................................................................................................................ Buyer Campbell Cherry Harrison Davis..................................................................................... Office Manager Campbell Hausfeld............................................................................................................. IT Director Canal Barge Company, Inc......................................................................................... Market Secretary Canyon Media Group............................................................................................. Operations Manager CAP AIR FREIGHT INC......................................................................................... Chief Financial Officer CAPCO. ........................................................................................................................... IS Manager . CAPCO PLASTICS................................................................................................................ Controller Cape Cod Hospital. .................................................................................................................... Buyer Cape Coral-Public Safety............................................................................................Network Manager Cape Electrical Supply..........................................................................Manager of Information Systems Cape Fear Valley Health Syst...................................................................................... Purchasing Agent Capehart & Scatchard. ............................................................................... Supervisor of Office Services Capital Engineering..............................................................................Manager of Information Services Capital Printing Co., Inc........................................................................................... Press Maintenance Capital School District. ...................................................................................................................... . Capitol Paging Inc. Dba Capitol.................................................................................Inventory Manager Caplan & Earnest, Atty....................................................................................................................... Capstone Partners LLC.................................................................................................. Office Manager © The HR Chally Group Page 119
  • 132.
    Appendix Company Title Capstone Turbine Corporation........................................................................ Network Systems Manager Caraustar Industries Inc.. ...................................................................................... Manager of Telecom . Carbide Tool Services, Inc................................................................................................... Purchasing CARBO Ceramics Inc....................................................................................................Applied Analyst . Cardinal Brands Inc............................................................................................. Material Management Cardinal Financial. ............................................................................................................ Loan Officer Cardinal Financial Corporation. ................... Assistant Vice President and Director of Training, Cardinal Bank . Cardiovascular Medical Group................................................................Information Technology Manager Career Resources.............................................................................................................................. CAREFREE. ...................................................................................................................... IT Manager . Carel USA, LLC..................................................................................................... Purchasing Manager Carey & Company, P.C.................................................................................................. Office Manager Cargill Meat Solutions................................................................................................ Purchasing Agent Carl Buddig & Company........................................................................................Logistics Department Carl Walker Inc............................................................................................................ Office Manager Carlin Combustion Technology........................................................................................ IT Coordinator Carlin Combustion Technology, Inc............................................................................. Shipping Manager Carlisle Regional Medical Center.................................................................................. Purchasing Agent Carlson Companies Inc.................................................................................. Strategic Sourcing Leader Carlson Restaurants Worldwide, Inc.................................................................... Vice President Diversity Carman Callahan & Ingham............................................................................................ Administrative Carmichael International Service. ........................................................................................ IT Manager Carmike Cinemas Inc.. ........................................................................................................ Controller . Carnegie Museum............................................................................................................................. Carnegie Science Center............................................................................... Network Systems Manager Carnegie Science Center............................................................................... Network Systems Manager Carolina Meadows Inc.. ..................................................................................................... IT Specialist Carpenter Co. ............................................................. Data Processing and Telecommunications Manager Carrius Technologies. ................................................................................................ Telecom Manager . Carroll Fulmer Logistics Corporation. ....................................................................Network Administrator . Carson Boxberger.................................................................................................... Business Manager Carter BloodCare - Fort Worth. ........................................................................................................... . Carver Pump Co. .............................................................................................................. IT Manager . Casa De Oro Foods. ............................................................................................Plant Manager, Omaha Cascade General Inc.. .........................................................................................Systems Administrator Cascade Windows............................................................................................................. IT Manager Casey’s General Stores, Inc.......................................................................Vice President, Transportation Castle Rock-Town Hall/Adm............................................................................................ Administration Catalyst Semiconductor..................................................................................................................... Caterpillar Inc.. ................................................................................................................................ . Catherine’s Stores Corporation. .............................................................................Procurement Manager Catholic Charities Of Nevada. .............................................................................................. IT Director . Catholic Church Of St. Ann..................................................................................... Parish Administrator Catlin Gabel School.............................................................. Finance & Operation Administrator Assistant Caven Enterprises............................................................................................................ Receptionist CB Richard Ellis. .................................................................................... Regional Chief Financial Officer . CB Richard Ellis - N.E. Partners, LP.....................................................................Administrative Assistant CBCA. .......................................................................................................... Call Center Administrator . CC PACE RESOURCES.....................................................................................................Vice President CCI Telecom........................................................................................................................ President CDO TECHNOLOGIES INC.. ................................................................................................ IT Manager . CED........................................................................................................................... Office Manager Cedar Fair LP............................................................................................................ Purchasing Agent Cedar Lake Health Care Center..................................................................................Telecom Executive CEDRA CORPORATION....................................................................................................Vice President Celanese Corporation. .......................................................................................... Commodity Manager . Cendant Corporation......................................................................................................................... . CENT GA CENTER FOR DIGESTIVE HLTH. ...................................................................Personnel Manager . CEN-TEC SYSTEM INC.. ...................................................................................................................... Center Point Energy. ............................................................................................Contract Department . CENTER/FIN’L TRAINING. ...................................................................................................... President Centex Corporate. ........................................................................................................ Office Manager Page 120 © The HR Chally Group
  • 133.
    Appendix Company Title Centigon. .........................................................................................Warehouse and Assembly Manager Central Garden & Pet.................................................................................................... Office Manager Central Procurement. ............................................................................................................ Manager . Centralia Presbyterian Church. ...............................................................................................Secretary CENTURA/ST MARY-CORWIN................................................ Materials Management Resource Coordinator CENTURA/ST THOMAS MORE............................................................. Director Supply Chain Management CEQUENT ELECTRICAL PRODUCTS...................................................................................................... . Cerner Corporation. .......................................................................................................................... . CertainTeed Corporation. .................................................................................... Purchasing Supervisor . CertainTeed Corporation. .............................................................................................. Tool Crib Buyer . CERTEX........................................................................................................................................... Certified Oil CO HQ. .......................................................................................................................... . CF Industries Holdings, Inc.. ............................................................ Vice President, Supply and Logistics . CF Industries Holdings, Inc.. ..........................................................................Supervisor Office Services . Cf Industries Inc.....................................................................................Manager Corporate Purchasing CFAN. .................................................................................................................. Purchasing Manager CGL Electronics Security....................................................................................................... President Chamberlain Hrdlicka White. ..........................................................................................Office Supplies . Chamberlain Manufacturing Corporation.......................................................................... Safety Director Champion Ministries.......................................................................................... Chief Operating Officer Champion Parts Inc............................................................................................Systems Administrator Chandler & Udall LLP......................................................................................................................... Chandler Signs................................................................................................................................. CHANNEL 39 INC.............................................................................................................................. Chapal Zenray Inc.. ............................................................................................................. Controller Chapman Construction Design................................................... Vice President of Information Technology Chapman/Leonard Studio Equipment, Inc.. .............................................................. Shipping Coordinator Charleston Area Medical Center. ................................................................................. Purchasing Agent . Charleston Forge. ............................................................................................................. IT Manager . Chart Industries Inc.......................................................................................................................... Charter Steel. .......................................................................................Manager of Telecommunications Chartered Semiconductor Mfg. ............................................................................................ IT Manager Chartone Inc.................................................................................................................... IT Manager Chase Products Co.....................................................Executive Vice President, Manufacturing Operations Chase Wellness Center. ....................................................................................Administrative Assistant . Chattanooga Housing Authority. .............................................................................. Procurement Officer Chehalem Care Center. ................................................................................................... Administrator Chem Processing, Inc......................................................................................................... Purchasing Chem Processing, Inc................................................................................................................ Buyer Chemeketa Community College. ......................................................................... Shipping and Receiving . Cheraw Yarn Mills Inc.......................................................................................................... Controller . Cherry Corporation. ....................................................................................Coordinator, Office Supplies . Cherry Hill Photo Enterprises, Inc...........................................................Shipping & Receiving Warehouse CHERRY HILLS COMM CHURCH................................................................... Building Operations Manager Chestnut Hill Realty..............................................................................Administrative Services Manager Chevron Phillips Chemical Co.............................................................................................................. CHEVRON PHILLIPS CHEMICAL CO.............................................................................Line Administrator Chevron Phillips Chemical Co...............................................................Manager of Motor Carrier Services Chevy’s Fresh Mex....................................................................................... Manager/Office Equipment Cheyenne Mountain Conference...............................................................................................Telecom Cheyenne Village Inc................................................................................................ Property Manager Chicago Children’s Museum................................................................................................................ Chicago District Evangelistic................................................................................ Director of Purchasing Chicago Extruded Metals Company........................................................................Maintenance Manager Chicago Mercantile Exchange Holdings Inc.. .......................................................................................... Chicago Sweetners. ........................................................................................................................... Chicago Transit Authority..................................................................................................... Controller Chicago Tube & Iron......................................................................................... Transportation Manager Chickasaw Nation. ............................................................................................................................. Chick-Fil-A Inc........................................................................................ Director of Corporate Services CHILD NET INC.. .............................................................................................................. IT Specialist Children’s Clinic PC. ............................................................................................................... Manager © The HR Chally Group Page 121
  • 134.
    Appendix Company Title Children’s Hospital. ................................................................................................... Purchasing Agent . Choctaw Nation of Oklahoma....................................................................................Assistant Treasurer Chopin Wagar Cole Richard. ..............................................................................Administration Assistant . CHORDUS INC..................................................................................................................Web Master Christian Church/Rockies. .................................................................................Administrative Assistant . Christiana Care Health System. ...................................................................................... Staff Assistant . Christiana Care Health System. ...................................................................................... Staff Assistant . Christie Clinic................................................................................................................ Director of IS Christopher Carvell Architecture..............................................................................................Architect Chromalloy Component Services......................................................................................................... Chrysler Financial. ................................................................................ Manager, Sales Education Team . Church Ave Merch Block Assn.........................................................................................IT Department Church Of Scientology of NY............................................................................................................... Church’s Chicken...................................................................................................... Purchasing Agent . Ciba Vision Corporation. ...........................................................................Manager Global Transportation CIC Associates. ................................................................................................................................. CIC Associates. .....................................................................................Information Systems Technician CIGI Direct. ........................................................................................................Director of Marketing . Cincinnati Financial Corporation.................... Assistant Vice President, Education and Training, Property Cas Cincinnati Intl Airport-Cvg...................................................................................... Purchasing Manager Circuit Research Labs, Inc.................................................................................. Shipping and Receiving CIRCUIT SCIENCE INC.. ....................................................................................................MIS Director Citi Trends Inc.................................................................................................... Chief Financial Officer Citizens Bank Of Las Cruces. ...........................................................................................Vice President . Citizens Memorial Hospital. ........................................................................................ Purchasing Agent . Citrus County School Board...............................................................................................Maintenance City Of Anderson. .............................................................................................. Telecom Administrator . City Of Boston.................................................................................................................................. City Of Carrollton.................................................................................................. Purchasing Manager City Of Fort Worth............................................................................................................................. City Of Homestead- Public Safety.............................................................................. Computer Analysis City Of Hurst.......................................................................................................Assistant IS Manager City Of Lake Oswego........................................................................................Chief Technology Officer City Of Melbourne........................................................................................... Facilities Superintendent City Of Mesa Police Dept....................................................................... Telephone Service Administrator City of Moraine................................................................................................................. IT Manager City of Phoenix City............................................................................................................ IT Director City Of Rochester......................................................................................................... MIS Technician City Of Royal Palm Beach.................................................................................................. IS Specialist City Of Tyler........................................................................ Administrative Assistant/Computer Services City Of Waynesboro. ........................................................................................... Director Of Purchasing City Of West Palm Beach.................................................................................. Senior Purchasing Agent C-K POWER PRODUCTS. .................................................................................................................... . Ckc Laboratories............................................................................................................... IT Manager Clackamas Bakery. .............................................................................IS Technologist/Site Administrator Clackamas County. ..................................................................................... Computer Service Manager . Claims Center. ......................................................................................................... Telecomm Analyst Clarian Health Partners Inc.. ....................................................................................... Purchasing Agent Clarion Mortgage Capital-Hq/Gv............................................................................................ Controller Clark & Ward PLLC......................................................................................... Office Service Supervisor Clark & Washington................................................................................Assistant to the Office Manager Clark County Credit Union................................................ Chief Financial Officer, Chief Information Officer Clark Memorial Hospital....................................................................................... Material Management Clay Park Labs Inc.. ..................................................................................................Net Administrator . Clean Earth Technologies. .................................................................................................. IT Manager . Clean Seal, Inc.....................................................................................................Manager, Purchasing Clean Water Services. .....................................................................................Field Operations Manager Clean Water Services Inc................................................................................................... IT Manager . Cleanco Maintenance Corporation. .......................................................................................... President Clear Channel Colo-Hq. ........................................................................................... Assistant Controller Clear Channel Comm Lim-001. ........................................................................................................... . Clear Channel Hlg-001. .............................................................................................. Market Controller Page 122 © The HR Chally Group
  • 135.
    Appendix Company Title Clearsnap Inc............................................................................................................General Manager Clearview Investments LTD....................................................................................................Assistant . Cleary Chemical Corporation. ................................................................................. Manager, Production . Cleveland-Cliffs Inc......................................................................................... Manager/Office Services Client Services Manager. ....................................................................................Plant Services Manager Cliffstar Corporation.............................................................................................. Purchasing Services Climco Coils Inc................................................................................................................................ Cline Williams Wright Johnson. ........................................................................................... IS Manager . Cloudmark....................................................................................................................................... Clougherty Packing LLC. ........................................................ Assistant to the Vice President of Financing . Clovernook Center For The Blind......................................................................................................... Cloyes Gear Co............................................................................................................. Plant Manager Clyde Bergemann Inc............................................................................................... Systems Manager CMA CGM. ........................................................................................... Vice President of Administration . CMC SHEET METAL............................................................................................................................ CMH. ....................................................................................................................... Purchasing Agent CNC DEVELOPMENT. ................................................................................................... Financial Officer . CNF INC................................................................................................................... IT Administrator . Coachmen Recreational Vehicles. ................................................................................ Purchasing Agent . Coakley & Williams Hotel Management Company.................................... Director of Personnel and Training Coast Casinos Inc................................................................................................... Telecomm Director . Coastal Pet Products. ........................................................................................... Chief Financial Officer Coastal Transportation Inc.. ................................................................................................ IS Manager COATS and BENNETT PLLC............................................................................................ Office Manager Coblentz Patch Duffy Bass...............................................................................................Manager of IT Coco Communications Corporation..........................................................Facility and Purchasing Manager Coco’s Bakery Restaurant. ....................................................................................... Vice President of IT COFFEYVILLE RESOURCES LLC. .......................................................Manager Of Network & Infrastructure . Cogburn Goosman Brazil & Rose.......................................................................................... Purchasing Cognis Corporation. ................................................................................................. Purchaser, Mauldin Cognis Corporation. ..................................................................................................... Technical Buyer Cohen & Paiva P. A.................................................................................................... Purchasing Agent Cohen Weiss & Simon LLP............................................................................................. Office Manager Colantonio Inc............................................................................................................. Office Manager Colden Associates................................................................................................................ President Cole Raywid & Braverman LLP. ...............................................................................Mailroom Supervisor . Coleman-Glass Construction.......................................................................................... Office Manager Collateral Mortgage Capital. ......................................... Senior Vice President and Chief Technology Officer . Collection Service Of Nevada................................................................................................. President College Of The Holy Cross..................................................................................Purchasing Coordinator College Of The Ozarks....................................................................................................................... Colliers Arnold................................................................................................................... IT Director Color Me Beautiful. ..........................................................................................................Director of IT Color Spot Nurseries Inc...................................................................................Administrative Assistant Colorado State University........................................................................................... Purchasing Agent Colorado West Regional Mental Health............................................................................. Director for IT . Columbia Bancorp............................................................................................. Bookkeeping Specialist Columbia Distributing....................................................................... Senior Infrastructure Administrator Columbia River Mental Health................................................................................ Facilities Coordinator Columbus County Hospital Inc.................................................................................Accounting Director Columbus McKinnon Corporation........................................................................Administrative Assistant Columbus Regional Hospital. .................................................................Director of Material Management . Comanche County Memorial Hosp............................................................................... Purchasing Agent . COMBE INC...................................................................................... Telecommunications Administrator Combined Insurance Co-America. ............................................................ Corporate Treasury Department Combined Transport.......................................................................................................................... Comcast Spotlight.................................................................................... Business Operations Manager Commerce Energy Group, Inc......................................................... Vice President Back Office Operations Commerce Energy Group, Inc........................................................ Vice President Information Technology Commercial Capital Bank. ...................................................................................... Information Systems Commission For Minority Affairs.....................................................................Administration Coordinator © The HR Chally Group Page 123
  • 136.
    Appendix Company Title Commonwealth Architects.................................................................................... Chief Financial Officer Commonwealth Commercial Partners.............................................................................. Office Manager Commonwealth Hosiery Mill Inc...........................................................................................Accountant . Commonwealth Insurance Company.............................................................................. General Clerk II Commonwealth School. ............................................................................................ Business Manager . CommScope, Inc.. .........................................................................................................MRO Manager . Communication Test Designs Inc................................................................................................. Buyer Community Financial Services, Inc...................................................................................................... Community Health Systems Inc.................................................................................. Purchasing Agent Community Healthlink............................................................................................Director of Facilities . Community Medical Group. ................................................................................................................ . Community Memorial Hospital. ............................................................................... Director of Materials . Community Reach Center. .................................................................................................................. Community Reuse Organization Of East Tenn............................................................ Telecommunications Community Services Inc...............................................................................Manager Business Services Companion Technologies Corporation...................................................................... Vice President, Sales Compone Services. ........................................................................................................................... . Composite Technologies........................................................................ Director of Information Systems Compton Capital Management............................................................................................................ Comsys Information Technology. ............................................................................Branch Administrator Com-Tec Securities. ........................................................................................................................... Con Agra Foods Spec Potato...............................................................................Purchasing Coordinator Cone, Inc.. ....................................................................................................................Vice President Conemaugh Health System................................................................................. Purchasing Supervisor . Congressional School. ........................................................................................Network Administrator . ConocoPhillips.............................................................................................................. Transportation Consolidated Container Co LLC. .................................................................................. Purchasing Agent . Consolidated Container Company LLC...................................................................... Procurement Officer Consolidated Edison Co Of Ny........................................................................................ Office Manager Consolidated Metco Inc.............................................................................................. Purchasing Agent Construction Data Corporation...................................................................................Technical Manager Construction Protective Services, Inc.......................................................................... Ecam Coordinator Continuing Care...............................................................................................Administrative Assistant Contract Freighters Inc.............................................................................................................. Buyer COOK HOSPITAL............................................................................................................... IT Manager Cooley Godward. ..................................................................................................... Facilities Manager . Cooper Cameron Corporation. ............................................................................... Buyer in Procurement Cooper Compression. ................................................................................................................ Buyer . Coors Brewing Co. ............................................................................................................................ . Coors Tek Inc................................................................................................................. Senior Buyer Copaken White Blitt. ..................................................................................... Manager of IS Department Copart Inc.. ....................................................................................................... Chief Financial Officer . Copeland Corporation........................................................................................................................ Cordillera Energy Partners, LLC............................................................................................ IT Director Core Credit Union. ................................................................................................... Systems Operator . Core-Mark Intl Inc.. .................................................................................... Office Services Coordinator . Cornell Companies Inc............................................................................................... Telecom Manager Cornerstone Bank.....................................................................................................Technical Support Cornerstone Brands Inc...................................................................................... Security Administrator Cornerstone Corporation..................................................................................Senior Property Manager Cornerstone Medical Arts Hospital..................................................................... Executive Vice President Corning Inc...................................................................................................................................... Coronado Paint Co. ........................................................................................................... IT Manager . Corporate Travel Management Group.......................................................... Telecommunications Manager Correctional Services Corporation. ......................................................................... Chief Financial Officer Corrections Penitentiary/Division Of Administration. ............................................................................... Corvel Corporation............................................................................................................................ Corvel Corporation...................................................................................Computer Support Supervisor COSI Inc.. ............................................................................................................... Purchasing Agent . COSI Inc.. .............................................................................................................Director of Training . Cosmetic Essence Inc.............................................................................................................Telecom Cost-U-Less, Inc..............................................................................................Vice President, Logistics Page 124 © The HR Chally Group
  • 137.
    Appendix Company Title Cougar Mountain Software Inc.............................................................................Network Administrator Coughlin & Gerhart LLP......................................................................................Administrator Assistant Country Curtains Mail Order........................................................................................... Project Leader Country Insurance & Financial Svc. .......................................................................................Mail Room . Country Style Management................................................................................................................ Countryside Enterprises..................................................................................................................... Cousineau McGuire. ........................................................................................................... Supervisor . Covenant Technology. ........................................................................................................................ Coventry Health Care Inc....................................................................................... Purchasing Manager COWORX Staffing Services.......................................................... Director Business Services and Telecom Cox Communications.......................................................................................... Technology Supervisor Cox Target Media...............................................................................................Contract Administrator CP&O..............................................................................................................Systems Vice President CPI Corporation........................................................................................................ Purchasing Agent CQG............................................................................................................................... Receptionist Crawford Industrial Group, LLC......................................................................Director of VOC Operations CRC Industries, Inc........................................................................... Engineering and Facilities Manager Creation Windows LP......................................................................................................................... Credit Bureau Collection Services,........................................................... Telecommunications Supervisor Credit Union Of Denver.......................................................................................Network Administrator Creighton Brothers................................................................................................... Finance Executive Creighton University.............................................................................................................. Manager Crescent Bank Trust............................................................ Assistant Vice President Telecommunications Creston Publishing.............................................................................................Systems Administrator . Crispin Porter Bogusky LA.................................................................................................. IT Manager Crofutt Smith Moving. ....................................................................................................................... . Crosby Benefit Systems..................................................................................................................... Crossroads Graphics................................................................................................................. Owner Crouse Irving Memorial Hosp.................................................................. Director of Material Distribution Crow Canyon Archeological Center................................................................................... Director of IS . Crown Enterprises Inc.. ..................................................................................................... IS Manager . Crystal Cabinet Works Inc........................................................................... SlS Administrative Assistant CSX Corporation........................................................................... Manager-Procurement, MRO/Services CSX Transportation Inc........................................................................................Manager Procurement CTA Acoustics, Inc.. ......................................................................................................... MRO/ Buyer . CTC Aviation (LAD Aviation). ................................................................................ Chief Financial Officer . CTI Industries Corporation................................................................................................................. CTS Corporation. ..........................................................................................................IT Department . Cubic Corporation............................................................................................................................. Cuivre River Electric............................................................................................... Technical Specialist Cumberland County IMTO.......................................................................................... Telecom Manager Cummings Transfer Co Inc.......................................................................................... IT Administrator . Cumulus Radio Dallas.................................................................................................General Manager Cuna Credit Union............................................................................................................. IT Manager Curative Care Network. ...................................................................................................................... Curtis Mallet Prevost Colt........................................................................................... Purchasing Agent Cushman & Wakefield............................................................................................ Purchasing Manager Custom Building Products. ............................................................................ Administrative Coordinator . Custom Building Products. .................................................................................. Director of Accounting . Cutter & Buck Inc.. ........................................................................................... Director of Distribution . Cutter & Buck Inc.. ........................................................................................... Director of Distribution . CVC Specialty Chemicals Inc.. ............................................................................................................ . CVS Corporation........................................................................................ Manager of Mail Distribution CVS Pharmacy. .................................................................................Purchasing Administrator Assistant CVS Pharmacy. .................................................................................Purchasing Administrator Assistant CYBERDOC. ............................................................................................................................. Owner Cybex International, Inc.................................................................................... IT Operations Manager . Cypress Bayou Casino. ........................................................................................ Chief Financial Officer . D Francis Murphy Insurance Agency........................................................................... Business Manager D P Enterprises LLC................................................................................................... Purchasing Agent D. D. Williamson & Co.. ................................................................... Global Project and Training Manager . D. L. Ryan Companies, Ltd......................................................................................... Purchasing Agent © The HR Chally Group Page 125
  • 138.
    Appendix Company Title D.F. KING. ............................................................................................Director of Telecommunications . Daedalus Books Inc........................................................................................................... IT Manager Dagger, Johnston, Miller, Ogilvie, Hampson..........................................................Administrative Assistant Daily Advance. ................................................................................................................. IT Manager . Daimler-Chrysler Truck Financial...............................................................................Director of Training Dakota Ethanol.................................................................................................................. Purchasing Da-Lite Screen Co............................................................................................... Chief Financial Officer Dallan Construction...................................................................................................... Office Manager Dallas Housing Authority....................................................................................Purchasing Department Dallas Telco Federal Credit Un................................................................................Senior Vice President Dalzielwhite Associates, Inc.. .............................................................................................................. Damon Key Leong Kupchak........................................................................................... Office Manager Damon Key Leong Kupchak........................................................................................... Office Manager Dana Corporation Plumley Div. ........................................................................................................... . DANAHER MOTION.............................................................................................................IT/Telecom Daniels, Fine, Israel, Schonbuch, and Lebovits, LLP..................................Office Manager & Legal Assistant DANSKO..................................................................................................Network Operations Manager Danville Office Equipment...................................................................................................... Manager . Danville Office Equipment...................................................................................................... Manager . Danville Regional Medical Center, LLC............................................................... Director, Learning Center . Dart Container Corporation. ....................................................................................................... Buyer . DARTS. ........................................................................................................................................... . Data Distributing, LLC. ............................................................................................ Shipping Specialist . Data Systems & Software Inc............................................................................................................. Datamation.......................................................................................................................... Manager DataMetrics Corporation. ........................................................................................................... Buyer . DATAVISION INC.. .........................................................................................................Vice President . David Clark Co Inc................................................................................................ Purchasing Manager David Griffin & Co Realtors.............................................................................................Sales Manager David Sherman Corporation. ....................................................... Maintenance Representative Supervisor . Davidson And Bradshaw. ............................................................................................... Office Manager Davies McFarland & Carroll...............................................................................................Site Manager Davis Cedillo & Mendoza Inc............................................................................................................... Davis Furniture Industries.................................................................................................. IS Manager Davis Memorial Hospital. ...........................................................................................Telecom Executive Davis Miles. ............................................................................................................. Corporate Trainer . Davis Rothwell Earle Xochihua P. C...................................................................................................... Davis, Graham, & Stubbs..................................................................................... Chief Financial Officer Daw Technologies, Inc........................................................................................... Purchasing Manager Dawson Metal Company, Inc.................................................................................. Head of Maintenance Day Berry & Howard LLP........................................................................Purchasing and Facility Manager Dayton Daily News............................................................................................................ IT Manager DAYTRONIC INC.. ............................................................................................................................. . DCB Financial Corporation............................................................................... Facility, Director/Security DCB Financial Corporation................................................................................... Security Office/Facility De Bourgh Manufacturing Company......................................................................Systems Administrator Deaconess Hosp. .................................................................................................... Contract Specialist . DeBruce Grain, Inc.. ..................................................................................... Freight and Transportation Decal Custom Homes. ...................................................................................................... HR Manager . Decof & Decof PC......................................................................................................... Office Manager Decorize, Inc..................................................................................................Senior Logistics Manager Deere & Company.......................................................................................................Supply Manager Deeter Foundry, Inc.. .............................................................................................. Receptionist/Buyer . DEFENDER INDUSTRIES INC.............................................................................................. IT Manager Del-Air Heating Air Cond/Rfrgt.............................................................................. Chief Financial Officer Deland Gibson Insurance........................................................................................Executive Secretary . DELEGATION OF COMMISSION EUROP.................................................................................... IT Officer Deli Dynamics........................................................................................ Director of Marketing Services Deloitte, Touche, Tohmatsu-Global Office. ....................................................................... Office Manager . Delphic Associates. ................................................................................................................ Account . Deluxe Media Services, Inc.. ....................................................................................... Purchasing Agent Denman & Davis..............................................................Manager, Quality Assurance and Transportation Page 126 © The HR Chally Group
  • 139.
    Appendix Company Title Denny’s Corporation.................................................................................................. Purchasing Agent Denso Mfg Michigan Inc...................................................................................................... Purchasing Denver Children’s Advoc............................................................................................... Office Manager . Denver Seminary...........................................................Director Of Auxiliary Enterprises & Physical Plant Department Of Corrections. ................................................................................................ IT Manager Depomed, Inc.. .............................................................................................................. Senior Buyer . Deposit Computer Services. .....................................................................Facilities And Security Director . Dept Of The Judiciary............................................................................................... Technical Director Derby Lane.............................................................................................................Telecom Executive Deseret Generation And Transmission Cooperative. .......Human Resources and Training Coordinator, Bonanza Desert Viking Builders. ................................................................................................. Office Manager . Design Works.......................................................................................................................Assistant Desktop Service Center, Inc.. ....................................................................................... Trainer, Acrobat . Detroit Radiant Products Company....................................................................... Director of Purchasing Detroit Radiant Products Company....................................................................... Director of Purchasing Developmental Research Corporation. ............................................................... Associate Director of MIS Devine & Pearson. ....................................................................................Manager Of Office Technology Devorsetz Stinziano Gilberti. ..............................................................................Assistant Administrator . DHL Express. ........................................................................................... Telecommunications Director . Di Giorgio Corporation............................................................................Administration Supply Manager Dial Oil Corporation.....................................................................................................MIS Coordinator Diamond Group.................................................................................................. Procurement Director Diamond Rental Centers Inc............................................................................................... IT Manager Diamond Triumph Auto Glass Inc.. .............................................................................. Purchasing Agent . Digital Federal Credit Union.............................................................. Administrative Services Coordinator Digital Motor Works........................................................................................................................... DIK DRUG COMPANY.......................................................................................................MIS Manager Dillon Companies Inc.. ......................................................................................Office Services Manager Dinse Knapp & McAndrew. ............................................................................................. Staff Assistant . Direct Alliance Corporation....................................................Senior Manager Education and Development DIRECT MEDIA................................................................................Data and Communications Manager Direct Relief International. ................................................................................ Transportation Manager . Distributors Processing Inc.................................................................................................. Purchasing Diversified Systems Inc.. ..................................................................................................... Controller . Dixie Regional Medical Center.....................................................................................Customer Service D-J ENGINEERING INC.. .................................................................................................... IT Manager . DOING STEEL INC.. ........................................................................................................................... Dollar Tree............................................................................................................... Facilities Director Dollar Tree Stores, Inc........................................................................... Vice President of Transportation Dolly Madison..........................................................................................................................Payroll Donnell Abernethy & Kieschnick.......................................................................................................... Dority & Manning......................................................................................................... Office Manager Dorsey & Whitney........................................................................................................ Office Manager Dow Corning Corporation.............................................................................................Supply Manager Dow Reichhold Specialty Latex LLC.......................................Inventory Control Clerk and Accounts Payable Doyle Berman & Gallenstein PC. ............................................................................... Executive Assistant Dr Gertrude A Barber Centre............................................................................. Technology Coordinator Draper Aden Associates.......................................................................................... Purchasing Director Dresser Piping Specialties. ................................................................................................................. . Drew Foam Companies Inc........................................................................................ Purchasing and IT Drinker Biddle Reath. ........................................................................................................................ . DSC Logistics................................................................................................................... IT Manager DSM Engineering Plastics................................................................... Accounts Payable/Receivable Clerk DST Health Solutions. ..................................................................................... Voice Services Technician DST Output, LLC....................................................................................................... Training Manager Du Pont de Nemours & Co................................................................................................ Senior Buyer Dunn Carney Allen Higgins.................................................................................. Office Supply Manager Dunn-Edwards Corporation. ................................................................................................................ Duplin County. ..................................................................................................Deputy Finance Officer . DuPont de Nemours & Co................................................................................................. Senior Buyer DuPont Investa........................................................................................................ Logistics Manager DuPont Powder Coatings USA, Inc.........................................................................Maintenance Manager © The HR Chally Group Page 127
  • 140.
    Appendix Company Title DURACO INC..................................................................................................................... IT Director Dynamex........................................................................................................Administrative Assistant Dynamic Systems Integration.........................................................................................Sales Engineer Dynamics Research Corporation.......................................................................................................... E & J Gallo Winery. .......................................................................................... Transportation Manager . E Com Ventures, Inc.. ............................................. Vice President, Logistics and Distribution, Perfumania . E Osterman Gas Company. ...................................................................... Human Resource Risk Manager E&J Gallo Winery. ..................................................................................... General Manager of Logistics . Eagle Global Logistics.................................................................................................Finance Manager Eagle Press, Inc....................................................................................................... Shipping Manager EAI CORPORATION. .................................................................................................. Facilities Manager Earlie Homes............................................................................................................... Office Manager Earth Sun Moon Trading Company, Inc......................................................................Production Manager Earthwatch Expeditions. ..................................................................................Human Resource Director EAST OHIO MACHINERY CO. ...............................................................................Systems Administrator . Eastburn & Gray..................................................................................................................... Partner EASTER SEALS GOODWILL................................................................................................................. Eastern Connection...........................................................................................Purchasing Coordinator Eastern Kentucky University................................................................... Assistant Director of Purchasing Eastman & Smith..............................................................................................Purchasing Coordinator Eateries Inc.. ................................................................................................................... IT Manager . Eat’n Park Hospitality Group....................................................................................... Purchasing Agent EB GIFTWARE INC.. .....................................................................Executive Vice President of Operations . Ebara International........................................................................................................... IT Manager Ebenezer Baptist Church..........................................................................................Financial Secretary Ebonite International Inc.. ...........................................................................................Industrial Buyer . EBSCO Industries Inc............................................................................. Human Resources and Training Eden Foods, Inc................................................................................................... Head of Maintenance Edens Avant Inc.. .............................................................................................................................. Edson Electric. ...................................................................................................................... Manager Edward M Bernstein & Assoc. ..................................................................................... Facilities Manager Edwards And Kelcey.....................................................................Purchasing and Supplies Administrator Edwin L Heim Co. .............................................................................................................................. Effingham-Clay Service Co................................................................................................ IT Specialist EFP CORPORATION. ................................................................................................. Systems Manager . Eidebailly LLP..................................................................................................Administrative Assistant Eisai Corporation of North America...................................................................................................... Eisenhower Carlson.................................................................................................. Office Coordinator El Dorado Chemical................................................................................Director of Telecommunications Elder Services Of Worcester Area...............................................................................Executive Director Electro Energy Inc.. ........................................................................................................................... Electromark Company. ............................................................................................. Shipping Manager . Electronic Label Technology...............................................................................Administrative Assistant Electrotek Corporation....................................................................................................... IS Manager Elite Show Services, Inc.. ................................................................................................................... Elmont Elementary School. ........................................................................................... Office Manager . Elyria United Methodist Village................................................................................. Purchasing Director EMC CORPORATION. ................................................................................................. Telecom Manager . Emerson Electric Co. ......................................................................................................................... . Emerson Electric Co. .......................................................................................... Engineering Secretary . Emerson Power Transmission.................................................................Supervisor, Office Administration Empire Kosher Poultry Inc.................................................................................................................. Empire Kosher Poultry Inc.......................................................................................... Purchasing Agent Empire South West LLC. ......................................................................................Procurement Manager . Empire Staple Co................................................................................................. Distribution Manager Emroch & Kilduff LLP................................................................................................. Purchasing Agent Encana Oil & Gas (USA)-HQ. ........................................................................Lead USIT for Field Support . Encore Fruit Marketing, Inc........................................................................................... Sales Assistant . Encore Senior Village. ................................................................................................... Office Manager Energy East Corporation..............................................................................Manager Strategic Sourcing . Engelhard Corporation........................................................................................................ Purchasing Engelhard Corporation........................................................................................Systems Administrator Page 128 © The HR Chally Group
  • 141.
    Appendix Company Title Engineered Plastic Designs..................................................................................Systems Administrator Englefield Oil Co. ...................................................................................................... Purchasing Agent . Englund Marine Supply Co.. ........................................................................................Network Manager Enloe Medical Center................................................................................................. Purchasing Agent Ennis Paint, Inc.. ....................................................................................Corporate Purchasing Manager . Ent Federal Credit Union........................................................................................ Training Coordinator Enterasys Networks Inc................................................................................................... Senior Buyer . ENTRANCE RAMP INC........................................................................................................... President Environmental Lighting for Architecture, Inc.......................... Manager of Purchasing and Inventory Control Environmental Systems Research.............................................................................Office Supply Buyer ENVIROTEST SYSTEMS INC................................................................................................ IT Manager Epiphany Evangelical Lutheran Church......................................................................... Church Secretary Equifax Inc.. ...............................................................................................................Office Assistant . EraGen Biosciences, Inc.................................................................................... Manager, Manufacturing ERC INC...................................................................................................................Telecom Director Erickson & Sederstrom. ............................................................................................Executive Director . ERMCO Inc. Communications. ............................................................................................................. Ernst & Young. ......................................................................................................... Purchasing Agent . ESS Group......................................................................................................... Chief Financial Officer Euclid Hospital.........................................................................................................Telecom Executive Eurpac Service Co................................................................................................ Accounting Assistant EVENGLOW LODGE. .......................................................................................................................... . Excellus Bluecross Blueshield...................................................................................... Purchasing Agent Exide Technologies................................................................................................................ Logistics Exopack LLC. .................................................................................................................................... EXTERIOR WOOD INC.. ...................................................................................................... IT Director . Eye Care Centers Of America............................................................. Senior Vice President of Operations F & M Bank Corporation......................................................................................................... Manager F C HAAB CO INC.. ..................................................................................... Computer Systems Manager F L BOOKKEEPING CO.. ........................................................................................................Secretary . F N Manufacturing Inc.. ....................................................................................................... Controller . F&G MECHANICAL CORPORATION............................................................................ Network Technician . F.A. Bartlett Tree Expert Co................................................................................................................ Fairbanks Memorial Hospital...............................................................................Purchasing Department Fairmont Homes Inc........................................................................................................... Purchasing Fairmont Turnberry Isle Resort. ................................................................................. Director of Finance Fairview Red Wing Medical Center..............................................................................Telecom Executive Family Christian Stores...................................................................................................................... Family Christian Stores Inc.. ................................................................................................ Purchasing Family Health Council Inc................................................................................................................... Family Life Line. .................................................................................................... Executive Assistant . Family Physicians Group Inc.................................................................................................... Account Family Physicians Group Inc.................................................................................................... Account Famous Dave’s Of America Inc....................................................................................... Office Manager Famous Footwear.................................................................................................. Purchasing Manager Fansteel Wellman Dynamics. .............................................................................................................. . Farley’s & Sathers Candy Company, Inc.. .............................................Parts and Maintenance Coordinator . Farm Bureau Insurance. ..................................................................................................................... Farmers Furniture................................................................................................................ Receiving Farrell Fritz PC.................................................................................................................................. Fayette Community Hospital................................................................................ Telecom Administrator Fayetteville State University................................................................................ Director of Purchasing Federal-Mogul Corporation. ........................................................ Senior Vice President, Global Purchasing . Federation of Protestant Welfare Agency.............................................................................................. Fehr Foods, Inc.. ....................................................................... Manager, Warehouse and Transportation Fellowship Travel International............................................................................................ IT Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation...................................................................................................... Plant Manager Feralloy Corporation......................................................................................... Maintenance Supervisor © The HR Chally Group Page 129
  • 142.
    Appendix Company Title FF Thompson Continuing Care.................................................................................... Purchasing Agent . FIBER INSTRUMENT SALES. ............................................................................................................... . FIDELITY EXPLORATION-L/CO. ................................................................................ Executive Assistant . Fieger Fieger & Johnson..................................................................................................................... Filtronic Comtek Inc......................................................................................Human Resource Manager Fireside Baking............................................................................................ Purchasing Representative Firestone Industrial Products..................................................................................Purchasing Assistant Firm Advantage........................................................................................................ Purchasing Agent First American Title............................................................................................ Telecom Administrator First Baptist Church. .......................................................................................................................... First Century Bankshares, Inc............................................................................... Assistant Comptroller First Choice Health Networks.............................................................................................. IT Manager First Commonwealth Financial. ................................................................................... Purchasing Agent . First Keystone Corporation......................................................................................... Purchasing Agent FIRST NAT’L BK/FC-205......................................................................................... Purchasing Manager First Regional Bancorp.................................................................................. Human Resource Assistant First Regional Bancorp..................................................................................................Branch Support First Tower Corporation. ................................................................................Technical Support Manager Fischer USA, Inc.................................................................................................................. President Fiserv Trust Company............................................................................................ Manager of Imaging Fish & Richardson.................................................................................................Office Services Clerk . Fish & Richardson...................................................................................... Mail Room Office Supervisor . Fish Breeders of Idaho, Inc.. .......................................................................................... Plant Manager . Fiskars Brands Inc.. ............................................................... Voice Data and Desk Top Support Manager . Five Rivers Electronic Innovations, LLC. ...............................................................Vice President Logistics . FIVE STAR EQUIPMENT...................................................................................................... IT Manager FJORD SEAFOOD USA................................................................................................ Purchasing Agent Flanigan’s Enterprises, Inc.. ................................................................................... Purchasing Manager . FLEET FISHER ENGINEERING. ....................................................................................... Office Manager . FLEET Pride Inc.. .............................................................................................Administrative Assistant . Fleetwood Enterprises Inc.......................................................................................................... Buyer Fleetwood Folding Trailers Inc............................................................................................. IT Manager Flexcon Corporation. ................................................................................................. Purchasing Agent . Flexcon Corporation. ................................................................................................. Purchasing Agent . FLIGHTSAFETY. .....................................................................................Director of Telecommunications . Flowserve Corporation...................................................................Global Commodity Manager for MRO’s Floyd Medical Center................................................................................................. Purchasing Agent Flying Dog Brewery LLC........................................................... Manager, Plant Systems And Maintenance Flying Dog Brewery LLC................................................................................................. Plant Manager FMC Technologies, Inc....................................................................................................................... . FMC Technologies, Inc.........................................................................................Maintenance Manager . Foamex LP................................................................................................................... Plant Manager Foamex LP..........................................................................................Manager Transportation Services FOCUS ENTERPRISES INC.................................................................................... Chief Financial Officer Fol Tape LLC................................................................................................................ Office Manager Foley & Judell...............................................................................................................Office Supplies Foley Machinery Company, Inc............................................................................................................ Footstar, Inc.................................................................................................Manager of Transportation For Kids Only Child Care Center................................................................................................. Owner FOR MOR INTERNATIONAL..................................................................................Network Administrator Ford Division..................................................................................................................... Purchasing FOREIGN CANDY CO. ........................................................................................................................ . Foremost Insurance Co.............................................................................................................. Buyer Forest Products Supply........................................................................................ Chief Financial Officer Forklifts Of Minnesota....................................................................................................Sales Manager Fort Collins-Police. ...............................................................................................Financial Coordinator . Fort Valley State University............................................................................... Information Technology . Foundation For Behavioral Research. ............................................................Information Service Director . Founders Furniture, Division of Thomasville Furniture, Inc..........................................Purchasing Assistant Four Seasons Hotel..................................................................................................Telecom Executive Four Seasons Hotel New York. ................................................................... Telecommunications Manager . Four Seasons Hotels & Resorts. .......................................................... Director Of Information Technology Page 130 © The HR Chally Group
  • 143.
    Appendix Company Title Fowler White Burnett.................................................................................................. Purchasing Dept Foxwoods Resort & Casino. ........................................................................................ Purchasing Agent . Fragrance Manufacturing Inc....................................................................................Support Technician . FRAMES MOTOR FREIGHT.................................................................................................................. . Franchise Foodservice, Inc................................................................................Administrative Assistant . Frankfort Regional Med Center................................................................................Engineering Director Franklin Electric Co Inc.............................................................................................Telecom Executive Franklin Electric Co Inc........................................................................................... Executive Assistant Fred Gutwein & Sons, Inc.. ................................................................................ Maintenance Supervisor Fred Meyer Stores. ...................................................................................................Assistant Manager Fredrikson & Byron Practicing Attorney.................................................................... Telecommunications Freightliner LLC..........................................................................................................Facility Manager Fremont Medical Center............................................................................................. Purchasing Agent Fremont Medical Center..............................................................Information System Project Coordinator FREMONT SAWMILL. ................................................................................................... IT Administrator Fresh Choice Inc..................................................................................Vice President Human Resources Fresh Encounter Inc................................................................................... Loss Prevention Coordinator Friday Eldredge & Clark. ............................................................................................ Purchasing Agent . Friends Of The Orphans...........................................................................................Events Coordinator Frisch’s Restaurants Inc............................................................................................. Purchasing Agent Frito-Lay Inc.. ......................................................................................................... Carrier Technician . Frontera Produce Ltd............................................................................................. Shipping Supervisor FRONTIER OIL/REFINING.........................................Manager of Administrative & Communication Services FRU-CON CORPORATION. ............................................................ Infrastructure/Communication Manager Fulbright & Jaworski................................................................................................................ Partner Full-O-Pep Appliances Inc.. .................................................................................................. Controller . G & H SEED COMPANY INC.. ............................................................................................... IT Manager GACC......................................................................................................................... Office Manager Gagliardi Braden Olson & Capelli.............................................................................................Paralegal Galardi Group, Inc.. ..................................................................................Manager of Operator Training . Gallop Johnson & Neuman LC...........................................................................................Site Manager Gambrell & Stolz LLP........................................................................................... Chief Financial Officer Gamestop Inc.. ................................................................................................................................. Gander Mountain CO...................................................................................Manager Associate Services Gannett Co Inc......................................................................................................................... Buyer Ganong Bros., Limited.........................................................................................Maintenance Manager Garlington Lohn & Robinson. ......................................................................................... Office Manager . GARNER INDUSTRIES INC.. ................................................................................................ IS Manager Gaw, Van Male, Smith, Myers. ................................................................................ Administrative Clerk . GE Contractual Services..................................................................................................................... GE Gas Turbine LLC......................................................................................... Transportation Specialist Geary Porter & Donovan. .................................................................................... Purchasing Supervisor . Gee Development........................................................................................................ Office Manager . GEICO Insurance............................................................................................. Medical Office Assistant Genco Distribution Systems. ............................................................................ Carrier Services Manager General Bearing Corporation. ......................................................................................... MRO Purchaser General Dynamics..................................................................................................................... Buyer General Motors Corporation.......................................................................World Wide Facilities Manager General Wine Liquor Company............................................................................................................ Genesee Packaging Inc........................................................................................ Chief Financial Officer GENESYS Conferencing Inc.. ..................................................................... Telecommunications Manager . Geneva General Hospital............................................................................................ Purchasing Agent GEO SPECIALTY CHEMICALS. ..................................................................................... Network Engineer Gertrude Hawk Chocolates......................................................................... Communications Coordinator Getz Manufacturing....................................................................................................General Manager GI TEST. .......................................................................................................................................... Gibbons Del Deo Dolan......................................................................................................... Mailroom Gibbs Die Casting Corporation................................................................................ Purchasing Manager . Gibbs Wire & Steel Co., Inc.. .............................................................................................................. . Gibraltar Packaging Group Inc.. ................................................................................. Logistics Manager . Gieger Laborde & Laperouse LLC......................................................................................................... Ginsberg Brusilow & Wright................................................................................................Comptroller © The HR Chally Group Page 131
  • 144.
    Appendix Company Title Girls Inc.. ..............................................................................................................Director of Training . Givens Pursley LLP.................................................................................................... Purchasing Agent Givens Transportation.................................................................................... Director of Administration GKN Sinter Metals Inc.. ......................................................... Computer Specialist Systems Administrator . Glacier Northwest Inc...........................................................................................................Secretary Gladney Center. ................................................................................................................ IT Director . Glast Phillips & Murray.......................................................................................Office Services Support Glazer’s Wholesale Drug Co Inc.. ............................................................................Mailroom Supervisor . Glazer’s Wholesale Drug Company, Inc.. .............................................................Vice President, Logistics . Glazer’s Wholesale Drug Company, Inc.. ....................................................... Manager of Mail Distribution . Glencoe Health Regional Service................................................................................ Finance Executive Glenwood Regional Medical Center.............................................................................. Purchasing Agent Global Accessories Inc....................................................................................................... IT Manager Global Accessories Inc....................................................................................................... IT Manager Global Health Care Exchange................................................................................. Facilities Coordinator Global Industries LTD. ..........................................................................Corporate Director of Purchasing . Global Stainless Supply Inc................................................................................................ IT Manager Global Vision Eyewear Corporation........................................................ Shipping and Receiving Assistant . Gloucester County. ............................................................................................ Director of Purchasing . GLS CORPORATION.................................................................................... Manager System Operations GLS Corporation............................................................................................. Senior Purchasing Agent Goetz Fitzpatrick LLP............................................................................................. Office Administrator Gold Coast Hotel & Casino. ......................................................................................... Purchasing Agent Gold Coast Marine Distributors. .................................................................................. Shipping Manager Gold Harbor Commodities Inc............................................................................Manager, Transportation Gold KIST Poultry Processing.................................................................................. Purchasing Manager Gold Mills/Guilford Mills Inc.................................................................................................. Controller Golden Corral Corporation............................................................................. Manager of Office Services Golden Corral Corporation............................................................................... Vice President of Training Golden State Foods....................................................................................................General Manager Golden State Foods Corporation................................................................. Senior Network Administrator Goldenberg Mackler Sayegh. ....................................................................................................... Clerk . Goldstein Ballen O’Rourke............................................................................................. Office Manager Good Shepherd Lutheran Church. ...................................................................Administration Coordinator Goodfellow Bros., Inc.. ...................................................................Safety Manager, Mainland Operations . Goodier Cosmetics, Inc....................................................................................................... Purchasing Goodman & Co.................................................................................................Purchasing Coordinator Goodwill Industries. .............................................................................................. Purchasing Manager . Goodyear Tire & Rubber Co........................................................................................ Purchasing Agent Goody’s Family Clothing, Inc.. .................... Senior Vice President, Distribution, Transportation and Logistics . Gordon Edelstein Krepack Grant. ................................................................................ Office Coordinator Gorton’s. .........................................................................................................Purchasing Coordinator . Gospel Communications International, Inc.. ..............................................................Operations/Shipping Government Perspectives......................................................................................Senior Vice President Goya Foods, Inc.. .............................................................................................Vice President, Logistics Goya Foods, Inc.. ..................................................................................................... Facilities Manager Goya Foods, Inc.. ..........................................................................................Vice President, Purchasing Graceland Fruit, Inc.. ......................................................................................... Manager, Procurement . Graco Inc.. ........................................................................................................................ Purchasing GRADEPOINT. .................................................................................................Administrative Assistant . Graham & Dunn............................................................................................................... HR/Facilities Graham Fire Department. .................................................................................................... Controller . Graham Manufacturing Corporation............................................................................................. Buyer Grand Geneva Resort & Spa..............................................................................Administrative Assistant Grand Hyatt Washington................................................................................ Communications Manager Grand View Lodge Golf & Tennis........................................................................................... IS Director Grand Wailea Resort Hotel. ......................................................................................... Purchasing Agent Grandview Products Co...........................................................................................................Telecom Grange Insurance Co............................................................................................. Purchasing Manager Grant Memorial Hospital. ..................................................................................... Chief Financial Officer . Graphic Packaging Intl Inc.. ................................................................................Purchasing Coordinator Graydon Manor............................................................................................................. IT Coordinator Page 132 © The HR Chally Group
  • 145.
    Appendix Company Title Great American Cookie Co. ............................................................................................ Traffic Manager Great American Products. ..........................................................................Shipping and Traffic Manager . Great Dane Trailers........................................................................................................................... Great Lakes Carbon Corporation. ................................................................................ Purchasing Agent . Green Bay Packaging Inc.. ............................................................................... Voice and Data Manager . Greenbrier And Russel, Inc.................................................................................Vice President, Training Greenleaf Corporation. ............................................................................................. Office Coordinator . Grocery Outlet Inc.. .........................................................................................Distribution Department . Gross & Welch.................................................................................................................................. Gross & Welch.................................................................................................................................. Gross Shuman Brizdle-Gilfillan............................................................................................................ Growmark Inc.............................................................................................................Traffic Manager . GSH Real Estate. .................................................................................................... Director of Finance . Guest Services, Inc.................................................................................................Director of Training Guida Slavich & Flores PC. ..................................................................................... Office Administrator . Guidance Center...................................................................................Director of Information Services Guide One Insurance............................................................................................................. Manager Guilford Mills Inc................................................................................................................ Purchasing Gulf Greyhound Park............................................................................................. Accounting Manager Gunstock Area.................................................................................................................. IT Manager Gypsum Management And Supply....................................................................................................... H & M INTERNATIONAL TRANS. .......................................................................................Vice President . H AND M WAGNER AND SONS..........................................................................................MIS Manager H T Hackney Co.........................................................................................................Human Resource H&H Meat Products, Inc.......................................................................................... Tool Crib Attendant H.O.M.E.. .................................................................................... Manager of Strategic Communications Habersham County Medical Center....................................................................................... IT Director Haier America Trading. ...................................................................................................................... . Hale Indian River Groves Inc.................................................................................. Call Center Manager Hale KOA Hotel...................................................................................................... Telephone Manager Hall Associates, Inc........................................................................................................................... Hall Auto. ............................................................................................................ Purchasing Manager . Hall Industries Inc.. ........................................................................................................... IT Manager Hallowell Center. ......................................................................................................... Office Manager . Hamworthy Inc...........................................................................................................Expeditor/Buyer Hanover Compressor Co. .......................................................................................... Shipping Manager . Hanover Foods Corporation................................................................................... Head of Maintenance . Hanover Foods Corporation.............................................................................................. Senior Buyer . Hansen Mechanical. ....................................................................................................IT Dept Manager Hanson Brick & Tile..........................................................................Senior Maintenance Superintendent Hardinge Inc................................................................................................ Manager Plan Engineering Hare Wynn Newell & Newton LLP. ................................................................................... Office Manager Harrah’s Reno. .......................................................................................................... Purchasing Agent Harrington West Financial Group, Inc..................................................................Retail Banking Assistant Harris Creech Ward Blackerby. ................................................................................ Office Administrator Harris Group..................................................................................................Chief Information Officer . Harris Waste Management Group......................................................................... Purchasing Supervisor Harris Williams & Co........................................................................................................... IT Director Harrison.........................................................................................................Administrative Assistant Harry & David Holdings, Inc.. ............................................................... Lead Parts Inventory Coordinator . Harsch Investment Corporation. ....................................................................................... Director of IS Hartnell College................................................................................................. Director of Purchasing Hawaiian Airlines. ..................................................................................................... Purchasing Agent . Hayes Lemmerz International, Inc........................................................ Customer Improvement Specialist Hayssen Manufacturing Co................................................................................................................. HCA Health Services of Virginia, Inc.. .................................................................... Critical Care Educator . Healthsouth Lakeshore Rehab................................................ Assistant Administrator Telecommunications Heat Pipe Technology, Inc.. ................................................................... Shipping and Receiving Manager . HEI, Inc......................................................................................................................... Senior Buyer Heil Trailer Intl. ........................................................................................................... Office Manager . Heinz Company. ............................................................................................................................... . Henning Bork..................................................................................................... Chief Financial Officer © The HR Chally Group Page 133
  • 146.
    Appendix Company Title Henry Ford Health System. ......................................................................... Employment Representative . Henry Ford Health Systems........................................................................................ Purchasing Agent Henry Schein, Inc................................................................................................................. Facilities Hercules Inc............................................................................................................................. Buyer Hickman Goza & Spragins............................................................................................. Office Manager Hickory Hill Furniture Corporation. ....................................................................................... IT Manager Hickory White Co........................................................................................... Vice President of Finance Higgins Cavanagh & Cooney............................................................................................ Administrator Highland Homes, Ltd....................................................................................................Office Assistant Highland Park Presbyterian Church..........................................................................Mailroom Supervisor Highland Park United Methodist. .............................................................................................. Director . Hilb, Rogal, and Hobbs (HRH)............................................................................................................. Hill Country Memorial Hospital...................................................................................Telecom Executive Hill Wallack............................................................................................... Assistant Office Coordinator Hillis Clark Martin & Peterson.............................................................................................................. Hills Pet Foods.................................................................................................................................. Hillwood Development................................................................................... Director Office Operations Hines Horticulture Inc............................................................................................................ Manager Hitachi Metals America LTD. ............................................................................................................... . Hitachi Metals America LTD. ........................................................................Special Services Coordinator . Hitchiner Manufacturing Co., Inc...............................................................................Maintenance Buyer HMS Host Corporation. .......................................................................... Senior Manager of Procurement . Hobart Agents Group.................................................................................... Accounts Payable Manager Hobson Associates, Inc.......................................................................... Partner And Director of Training Hoffer Plastics Corporation................................................................................... Chief Financial Officer Hoffman Enclosures Inc..................................................................................................................... Hogan & Associates.................................................................................... Vice President of Operations Hogan & Hartson. ............................................................................................................................. . Holiday Builders, Inc.. ...................................................................................................... Receptionist . Holland & Hart LLP of Boise........................................................................................... Office Manager Holland & Hart LLP of Boise........................................................................................... Office Manager Hollywood Casino. ..................................................................................................... Purchasing Agent Holmes Lumber Building Center.......................................................................................... IT Manager Holy Cross Hospital................................................................................................... Purchasing Agent Holy Spirit Hospital. .....................................................................................................Office Assistant . Hom/Ade Foods, Inc................................................................................................. Logistics Manager Hom/Ade Foods, Inc...................................................................................... Manager, Dumplings Plant Homestat Farm, Ltd.. .................................................................................................... Plant Manager . Honeywell Automation and Control Solutions......................................................................... Purchasing Honolulu Community College.................................................................................. Electrical Technician Hood Packaging Corporation............................................................................................................... Hoover Treated Wood Products. .......................................................................................Manager of IT . Horizon Financial Corporation................. Vice President and Employee Development Manager, Horizon Bank . Hoss’s Steak and Sea House, Inc.. .....................................................Learning and Development Director . Hot Topic, Inc...........................................................................................Inbound Operations Manager Houghton Chemical Corporation.......................................................................................................... Houghton International Inc.. .................................................................................................. Engineer . Houston Chronicle Employee CU. ............................................................................ Purchasing Manager . Howard County General Hospital................................................................................. Purchasing Agent Hubbard Construction Inc.. ........................................................................................ Purchasing Agent . Huck Bouma. ................................................................................................................................... . Hudson’s Bay Company. ................................................................................... Compliance Coordinator . Hugg & Hall Equipment...................................................................................................... IT Manager Huitt-Zollars, Inc.. ........................................... Administrative Assistant for Office Manager Small Package . Hull Towill Norman Barrett. ...................................................................................................... Partner . Hull Towill Norman Barrett. ............................................................................ Director of Administration . Huntsman International............................................................................................. Purchasing Agent Hydro-Walk Energy............................................................................................Systems Administrator . Hyster Sales Co..................................................................................................... Executive Assistant IBT Inc.......................................................................................................... Technical Needs Director ICE BUILDERS INC.................................................................................. Information Technical Director ICO, Inc.. .......................................................................... Vice President, Human Resources Risk & Esh . Page 134 © The HR Chally Group
  • 147.
    Appendix Company Title Idaho Supreme Potatoes, Inc.. ............................................................................................ Purchasing . Idaho Supreme Potatoes, Inc.. ............................................................................ Material Analyst Buyer . Ideal Division of Stant Corporation...................................................................................................... I-flex Solutions Ltd.-US Representative Office........................................................ Network Administrator IHOP Corporation........................................................................................................Facility Manager Illinois State University.............................................................................................. Purchasing Agent Immanuel St Joseph’s-Mayo Health............................................................................. Purchasing Agent Imperial Distributors. ........................................................Chief Financial Officer & Senior Finance Officer . Imperial Sugar Co........................................................................................................... Senior Buyer In Town Suites. ................................................................................................................................ . Incredible Christmas Place Inc.............................................................................Systems Administrator Independence Blue Cross.......................................................... Corporate Training/ Learning Department Independent Bank Corporation. .................................................................................. Purchasing Agent . Independent Chemical Corporation.................................................................................. Plant Manager Independent Lighting. ......................................................................................................... Controller . Independent School District #181 Brainerd Public Schools.................................... Administrative Secretary Independent Stave Company. ................................................................................. Purchasing Manager Indian Summer Cooperative Inc..................................................................................Label Coordinator Indian Summer Cooperative Inc.................................................................................. Purchasing Agent Indian Valley Meats, Inc.. ............................................................................................... Plant Manager Indmar Products Co. ....................................................................................... Executive Vice President . INFORMATION BUILDERS INC.. ....................................................................Telecommunication Manager infoUSA Inc................................................................................................... Vice President of Training Ingram and Associates. ..................................................................................................... IT Manager . Inland Empire Paper Company.................................................................................... Purchasing Agent Inn At Turning Stone Casino....................................................................................................... Buyer Innicor Subsurface Technologies Inc................................................................... Manufacturing Manager INNOVEST.................................................................................................................. Office Manager . Inova Loudoun Hospital Center................................................................................... Purchasing Agent INROADS, Inc.. ......................................................................Vice President of Leadership Development . INSCO DISTRIBUTING....................................................................................................... IT Manager In-Sink-Erator................................................................................................. Mail Center Coordinator Institute for Bone & Joint Disorders..................................................................... Administrator Assistant Integrity Systems........................................................................................................ Office Manager . Intelmail Limited. ............................................................................. Manager of Administrative Services Inter Tribal Council of Arizona Inc.. ................................................................................. Office Manager Intermountain Healthcare...................................................................................Materials Management . International Paper Food Svc......................................................................................... Facilities Buyer Intex. ...................................................................................................................................... Buyer Intradeco Investments. ...................................................................................................... IS Manager Invention Machine Corporation. ............................................................................................ Controller . Inyx, Inc.. ..............................................................................................................Materials Manager . Iowa Heart Center. ............................................................................... Support Infrastructure Manager . Iowa Mold Tooling Co. ........................................................................................................ IS Manager Iroquois Pipeline Operating Company. .................................................................... Shipment Operations . Iroquois Pipeline Operating Company. ..................................................................... Shipping Operations . Irwin Mortgage Corporation............................................................................ Vice President of Facilities Isaacson Miller, Inc.. ............................................................................................... Director of Finance . Ism Fastening Systems............................................................................................. Logistics Manager ITW Signode Industries Inc........................................................................................... Traffic Manager J C Ehrlich. .......................................................................................................... Print Shop Assistant . J E Dunn Construction Co.............................................................................................Facility Manager J Frank Schmidt & Son Co.........................................................................................Telecom Executive J J Keller & Associates Inc.................................................................. Telecommunications Administrator J W Marriott Orlando................................................................................................................. Buyer . J.M. Swank Co.........................................................................................................Manager, Logistics J.R. Simplot Company. ....................................................................................................... Purchasing . JAC Products, Inc................................................................................................Maintenance Manager JACK LOEKS THEATRES. .................................................................................................................... . Jackson Lewis LLP........................................................................................................ Office Manager JACOBS...................................................................................................................... Office Manager Jacobs Engineering Group Inc............................................................. Telecommunications Administrator © The HR Chally Group Page 135
  • 148.
    Appendix Company Title Jaeckle Fleischmann & Mugel...............................................................................Mail Room Coordinator Jameson Inns Inc.. ................................................................ Capital Accounting Administrative Assistant Jamestown Paint Company.................................................................................................. Purchasing Jamestown Paint Company................................................................................ Maintenance Supervisor Jamestown Paint Company......................................................................................... Purchasing Agent Jarmer Electric. ........................................................................................................... Office Manager . Jasper Wyman & Son. .......................................................................................................Maintenance JAYSTAR GROUP INC............................................................................................................ President JEFFERSON CTY-ITO PRODUCT. ........................................................................ GIS Production Manager . JEFFERSON CTY-JUDICIAL/DA. ................................................................................... Business Manager Jefferson Lab..................................................................................................Facilities Contract Officer Jenkens & Gilchrist............................................................................................ Office Service Manager Jewish Community Center.................................................................................... Chief Financial Officer JFC Technologies L.L.C............................................................................................................... Buyer Jim Walter Resources, Inc......................................................................................... Shipping Manager JIT Manufacturing, Inc.............................................................................................. Shipping Manager John C Lincoln Hospital.................................................................................... Administrative Secretary John Deere Dubuque Works. ....................................................................Supply Management Specialist . JOHN LAING HOMES. ......................................................................................... Vice President Finance . JOHN MUIR ARCHITECTS.................................................................................................. Biz Manager Johnson & Condon....................................................................................................... Office Manager . Johnson City High School........................................................................................... Purchasing Agent Johnson Controls Battery, Inc............................................................................................................. Johnston Memorial Hospital...................................................................................... Biomed Technician JOY CONE CO................................................................................................................... IS Manager JOY CONE CO........................................................................................................... Telecom Manager JPS Health Network............................................................................................................ Purchasing Kalamazoo Public Schools. ......................................................................................... Purchasing Agent . Kaman Aerospace Corporation.......................................................................................... Senior Buyer Kansas City Power & Light Co..................................................................................... Purchasing Agent Kansas City Southern............................................................................. Document Center Management Kansas State University...................................................................................... Director of Purchasing Kanstul Musical Instruments, Inc.. ............................................................. Shipping and Export Manager . Kay Casto & Chaney PLLC.................................................................................................................. . Kay Casto & Chaney PLLC.................................................................................................................. . Kaye-Smith Graphics......................................................................................................................... Keane, Inc............................................................................................................................ Training Keating Muething & Klekamp PLLC. ..................................................................................................... . Keevican, Weiss, Bauerle, and Hirsch LLC....................................................... Office Services Coordinator Keith Fabry Reprographics......................................................................................................... Owner Keller Williams Realty............................................................................... Telecommunications Manager Kelly Springfield Tire Co.............................................................................................Ariba Coordinator Kennecott Greens Creek Mining. ......................................................................................... IT Manager . Kens Foods Inc................................................................................................................. IT Manager Kerrick Stivers & Coyle Plc. ..............................................................................................Office Supply . KERR-Mcgee Oil & Gas.............................................................................................. Facilities Manager Kesseli And Morse Company.......................................................................................... Office Manager Kettering Fire Department...................................................................................... Captain - Station 34 Kettering Hospital............................................................... Manager Of Network Information Technology Kettering Medical Center Network. ............................................................ Technical Integration Manager . Key Safety Systems, Inc..............................................................................................Facility Manager Key Tronic Corporation. ........................................................................................... Purchasing Director Key Tronic Corporation. ...................................................................................................................... Keystone Shipping Company. ......................................................................... Communications Manager . Kiawah Island Golf Resort.......................................................................................... Purchasing Agent . Kiley & Company. ................................................................................................... Research Assistant . KILLINGTON SKI RESORT. ......................................................................................... Purchasing Agent . Kimball International, Inc.. ...........................................................................Global Commodity Manager King Industries, Inc.................................................................................................Maintenance Buyer King Pharmaceuticals, Inc................................................................................. Manager of Mail Service King’s Command Foods, Inc.. ............................................................. Manager, Warehouse and Logistics . Kintetsu World Express (U.S.A.), Inc.. ...................................................................... Mail Room Manager . Page 136 © The HR Chally Group
  • 149.
    Appendix Company Title Kirby Inland Marine, LP. ............................................................................................. Training Manager Kirkland & Ellis.............................................................................................Office Services Supervisor Knights Of Columbus.............................................................................................. Purchasing Director KnowledgePoints Development Corporation...............................................Director Training and Education . Knox Nursery, Inc................................................................................................................. Shipping Kodak Health Group.................................................................................................... MRO Supervisor Kodiak Fishmeal Company. ........................................................................... Maintenance and Operation Kohler Co.. ....................................................................................................................................... Kontos Foods Inc..................................................................................................Manager, Operations Kootenai Medical Center. ........................................................................................ Purchasing Director . KORN DESIGN......................................................................................................................Designer Kraft Maid Cabinetry Inc...............................................................................Assistant Purchasing Agent Kreider Corporation............................................................................................................ Purchasing Kwik Kopy............................................................................................................................... Owner L & JG STICKLEY Inc................................................................................................. Purchasing Agent . L. B. Foster Company..................................................................................Plant Manager, Track Panels L. B. Foster Company............................................................. Environmental Health and Safety Manager L. B. Foster Company......................................................................................................... Purchasing L-3 VERTEX Aerospace.........................................................................................Procurement Manager LaBarge, Inc.. ...........................................................................................................Senior Purchaser . LaBarge, Inc.. ....................................................................................................Maintenance Manager . Lake Oswego City Hall........................................................................................ Chief Technical Officer Lake Region Health Care Corporation..................................................................... Chief Financial Officer Lakes Mall. .................................................................................................................. Office Manager Lance, Inc.. ...................................................................................................................................... Lang Manufacturing Company.............................................................................. Fabrication Supervisor Lasco Bathware.................................................................................................... Shipping Supervisor Lasermax Roll Systems, Inc.. ..............................................................................Facility/Safety Manager Latham Seed Company.................................................................................................. Plant Manager Lauren Manufacturing Company........................................................................................... Purchasing Law Office of Ailsa DePrada Deitemeyer...................................................................... Business Manager Law Offices of Morton J. Shuman. .................................................................................. Office Manager . Lawson Products, Inc.. ................................................................................... Maintenance Coordinator . Lawson Products, Inc.. ................................................................................... Maintenance Coordinator . LA-Z-Boy, Inc........................................................................................................... Purchasing Agent LA-Z-Boy, Inc.............................................. Director of Organizational Effectiveness and Communications Leading Edge Law............................................................................................Administrative Assistant Leather Factory Inc............................................................................................. Chief Financial Officer Lebanon Community Hospital. ...................................................................................Telecom Executive . Legacy Building Spec........................................................................................................... Controller Legacy Texas Bank................................................................................................ Purchasing Manager Leggett & Platt, Inc......................................................................................................... Procurement Lena Pope Home Inc.. ......................................................................................................MIS Director . Lennox International Inc.................................................................................................................... Leo A Daly Company........................................................................................................ Receptionist Leo A Daly Company.................................................................................Information Service Manager Leo A Daly Company........................................................................................................ Receptionist Leprino Foods................................................................................................................................... Leprino Foods Company...................................................................................................... Purchasing Leslie’s Poolmart, Inc.. ....................................................................................................................... Lester Schwab KATZ & Dwyer LLP........................................................................... Office Administrator . Lexington Industries. .............................................................................Director of Information Services Lexus of Watertown. .................................................................................................... Office Manager . Liberty Day Treatment Center..............................................................................Systems Administrator Liberty Tax.............................................................................. Director of Network and Communications Lifenet................................................................................................................. Purchasing Manager Lifestyle Management Center. ..................................................................................................... Buyer LIGHTING STUDIO....................................................................................................... Office Manager Lillian Vernon Corporation............................................................................ Senior Purchasing Manager Linear Technology Corporation......................................................................................Facility Manager LINK MANUFACTURING INC.................................................................. Director of Management Systems Lion Vallen.................................................................................................................... Administrator © The HR Chally Group Page 137
  • 150.
    Appendix Company Title Litehouse, Inc.. ................................................................................................................. Purchasing . Little Creek Casino...................................................................................................Telecom Executive Lixit Corporation...................................................................................................... Shipping Manager Liz Claiborne Inc................................................................................................................ Purchasing LMI Aerospace, Inc.. ......................................................................................................................... . LMI Aerospace, Inc.. ................................................................. Purchasing & Supply Chain Management . Loansnap.com...................................................................................................Network Administrator Lochinvar Corporation. ...................................................................................... Transportation Manager Lockheed Martin Corporation...................................................................................... Purchasing Agent LONDER FINANCIAL SERVICES.................................................................................................. Owner Longs Drug Stores Corporation........................................................................... Distribution Supervisor Longs Drug Stores Corporation........................................................................... Distribution Supervisor Longview Fibre Company........................................................................................... Purchasing Agent Loose Brown & Assoc. .................................................................................................. Office Manager . Lord & Taylor............................................................................................................ Purchasing Agent LORD OF LIFE CHURCH............................................................................................... Religious Leader Lorro, Inc.. ............................................................................ Director, Purchasing and Corporate Affairs . Los Angeles County Mta................................................................................................... Senior Buyer Louisiana Pacific Corporation. .................................................................................Supply Management . Louisiana Tech University.................................................................................... Director of Purchasing Loveland Distributing Co............................................................................. Vice President of Operations Lowe’s Companies, Inc..............................................................................Vice President Transportation . Loyola University...................................................................................................... Purchasing Agent . LSG Sky Chefs Inc.. .............................................................................................. Operations Manager . Lubriquip, Inc....................................................................................... Manufacturing Service Engineer Lufkin Industries, Inc.. ........................................................................................Maintenance Manager . Luhrs Corporation..............................................................................................Network Administrator Luhrs Corporation..............................................................................................Network Administrator Lumbermen’s. ............................................................................................................. Credit Manager . Lutheran Senior Svc.................................................................................................Telecom Executive Lutheran Social Svc..................................................................................................Telecom Executive Lykins Companies, Inc...............................................................................Vice President Transportation M - E Leasing................................................................................................................ IT Supervisor M & M Mars.............................................................................................................Telecom Executive M&B Products, Inc.. ............................................................................................ Director of Operations M. Wilton Construction, Inc........................................................................................... Office Manager M|C Communications, LLC. .........................................................................Director of Human Resources Maax Inc.. ........................................................................................................ Logistics Manager Usa . Mac Equipment Inc.. ........................................................................................ Transportation Manager . Macgregor USA Inc.. ............................................................................................................. Manager . Mack Trucks Inc........................................................................................................ Purchasing Agent Mackall Crounse & Moore.................................................................................................. Receptionist Macsteel Service Centers USA. ............................................................................................. Purchasing Madelaine Chocolate Novelties, Inc.. .................................................................................................... Magna Donnelly.................................................................................................................MRO Buyer MAGNOLIA STEEL.............................................................................................................. IT Director Mahoney Cohen & Company, CPA, P.C.......................................................................... Office Supervisor Maines Paper & Food Svc Inc.............................................................................Administrative Assistant Malden Mills Industries Inc......................................................................................... Purchasing Agent Malt-O-Meal Company..................................................................... Transportation Operations Specialist Manfredini Enterprises, Inc................................................................................................................. Manning & Marder. ....................................................................................................... Office Manager Manning & Marder. ....................................................................................................... Office Manager Maple Leaf Bakery. ................................................................................................ Purchasing Manager Maple Press Co.....................................................................................................Purchasing Assistant Marathon Cheese Corporation..................................................................... Plant Manager, Medford (WI) Marcal Paper Mills, Inc................................................................................................. Director of MRO Mariani Packing Company. ........................................................................................ Director, Sourcing . Marietta Corporation. ............................................................................... Telecommunications Manager . Mariner Health Care Inc...............................................................................................Project Manager Marisa Industries, Inc............................................................................................. Purchasing Director Markel S.W.. ................................................................................................................ Office Manager Page 138 © The HR Chally Group
  • 151.
    Appendix Company Title MARQUETTE TOOL DIE CO. ................................................................................................................ . Maryland & Virginia Milk Producers Cooperative Assoc............................................................................ Mass Electric Construction Co............................................................................Administrative Assistant Massachusetts Society of CPA’s.................................................... Manager Of Finance And Administration Mastec North America Inc..................................................... Vice President of Investor Relations Finance Master Precision Machining, Inc.......................................................................................................... . Master-Halco.........................................................................................................Office Supply Buyer Material Supplies Distributing................................................................................................. Manager . MATTRESS DISCOUNTERS..............................................................................Network Support Manager Maupin Taylor..................................................................................................Office Services Manager Maupin Taylor..................................................................................................Office Services Manager Maverick Tube Corporation......................................................................................... Purchasing Agent Maximus Folsom......................................................................................................Telecom Executive Maya Telecom, Inc...............................................................................................Shipping Department . Maynard School System............................................................................................ Business Manager MCALISTERS CORPORATION. ...........................................................................................Director of IT . McCarthy Building Co Inc........................................................................................... Purchasing Agent McClung Printing...................................................................................................................... Owner McDermott Ventures, LLC. ................................................................................ Executive Vice President McDonald’s Corporation. ...................................................... Senior Director of Training and Development . MCG Capital............................................................................................................. Accounts Payable McGladrey & Pullen..........................................................................................Administration Assistant . McJunkin Corporation............................................................................................Supply Management McKenzie-Willamette Hospital....................................................................................Telecom Executive McKinney and Co.............................................................................................................. IT Manager McLane Foodservice. ......................................................................................Facility Engineer Manager . McLane Suneast. .............................................................................................................. IS Manager . McLean Home. ................................................................................................. Director of Environment McLeod Alexander Powel Apffel.......................................................................................... Receptionist Mead Westvaco Corporation. .................................................................................Purchasing Assistant. . Meat Commodities, Inc...................................................................................... Assistant in Purchasing Med Assure Inc........................................................................................................................ Owner Medcenter One Q & R Clinic.......................................................................................Telecom Executive Medical Center Hospital. ............................................................................................ Purchasing Agent . Medical Center-Southeastern Ok................................................................................Telecom Executive Medicult A/S. ................................................................................................................Vice President . MEGTEC Systems Inc.. ..................................................................................... Maintenance Supervisor . Memorial Nursing & Rehab Center...........................................................Manager of Telecommunications Mendon-Upton Regional School District................................................................................... Treasurer Mercer Human Resource Consulting. ............................................................................... Office Manager Mercruiser. .....................................................................................................Administrative Assistant . Mercury Air Group Inc.. ............................................................................................. Purchasing Agent . Mercy Memorial Hospital Syst..................................................................................... Purchasing Agent Meredith Corporation................................................................................................................. Buyer MEREEN JOHNSON MACHINE CO. ............................................................................ Purchasing Manager Mergenthaler Transfer & Storage........................................................................Administrative Assistant Merichem Company. ........................................................................................................... Purchasing Meridian Rail LLC.......................................................... Director Operations, Meridian Rail Reconditioning . MERIT BRASS CO.................................................................................. Network/Systems Administrator Merix Corporation..................................................................................................................... Buyer . Merz Pharmaceuticals LLC.................................................................................................................. Metals Inc. Divi Hughes Supply............................................................................... Warehouse Manager Met-Pro Corporation.............................................................................................. Purchasing Manager Metropolitan Airports Commission.................................................................................Telecom Analyst MFM Building Products Corporation.....................................................................................Maintenance MHF Logistical Solutions, Inc.................................................................................. Equipment Manager M-I Swaco. ................................................................................................................. Office Manager . Michael Baker Jr., Inc.. ....................................................................................... Office Service Manager Michaels & Ward, LLP. .................................................................................................. Office Manager . Microcurrent Research Inc................................................................... Production and Purchase Manager Middle Tennessee State Univ. .............................................................................................. Purchasing . Middlesex Hospital.......................................................................................................... Senior Buyer © The HR Chally Group Page 139
  • 152.
    Appendix Company Title Middlesex Hospital.................................................................................................... Purchasing Agent Midway Amusement Games LLC.......................................................................................................... Midway Products Group Inc...............................................................................Administrative Assistant Midwest Industries, Inc.. ..................................................................................................... Purchasing Mile Hi Church...................................................................................................Systems Administrator Milford Manufacturing Service............................................................................................................. Milgard Manufacturing..........................................................................................Support Service Tech Millersville University Of Pa. ................................................................................ Director of Purchasing . Minerals Technologies Inc.. ......................................................................................................... Buyer Minn-Dak Farmers Cooperative.................................................................................... Factory Manager Minor Bell & Neal........................................................................................................... Administrator Minuteman Press................................................................................................................ Proprietor . Missa Bay LLC...................................................................................................Systems Administrator . Mission Del Sol............................................................................................................ Office Manager Missouri State University. .................................................................................................... Purchasing Mitchell’s Gourmet Foods, Inc.......................................................................................MRO Purchasing Mitsubishi Motors North America, Inc.................................................................................... Purchasing Mitsubishi Motors North America, Inc............................................ Vice President Procurement and Supply Mittler Supply Inc.. ........................................................................................................Manager of IS . Mobile Register........................................................................................................Telecom Executive Modcomp, Inc.. ....................................................................................................... Logistics Manager . Modesto Junior College....................................................................................................... Purchasing MOD-PAC CORPORATION................................................................................... Maintenance Purchaser Modtech Holdings, Inc............................................................................................................... Buyer Mohawk Industries Inc.. ............................................................................................................. Buyer Moldflow Corporation............................................................................................. Purchasing Manager Molex Inc.. .................................................................................................................Facility Manager Monongahea Valley Hosp Inc............................................................................... Director of Purchasing Montrose Travel.......................................................................................................................Trainer Monumental Document Services. ......................................................................... Director of Operations . Moody Strople & Kloppel............................................................................. Director of General Services Moog Inc............................................................................................... Corporate Services Supervisor Moonlight Packing Corporation....................................................................................... Office Manager Moonlight Packing Corporation........................................................................................ Produce Seller Moore Graphics. ...................................................................................................................... Owner . Moore’s Electrical & Mechanical........................................................................................... IT Manager Morehead State University. ........................................................................................ Purchasing Agent . Morgan Keegan & Co Inc....................................................................................... Facilities Coordinator Morris James Hitchens Williams. ...................................................................................Facility Manager . Morris James Hitchens Williams. ...................................................................................Facility Manager . Mothers Work, Inc.. ................................................................................................................Delivery Motoman, Inc........................................................................................................................... Buyer MPI Labels Of Tennessee........................................................................................ Shipping Supervisor MRI Network............................................................................................................ Purchasing Agent Mt Holyoke College. .................................................................................................. Purchasing Agent . Mt. Olive Pickle Company Inc.. ................................................................................. Coordinator, Safety MTD Products Inc.. ...............................................................Vice President Operations and Global Supply MTD Products Inc.. ............................................................................................................. Purchasing MTH Mortgage........................................................................................ Assistant to the Vice President Mullin Hoard & Brown....................................................................................................... Receptionist Mutual of America Life Insurance Company. ............... Vice President, Training and Leadership Development . MY OFFICE.COM, LLC. .............................................................................................................. Owner . MYSTIC BULK CARRIERS INC.. ................................................................... Senior Network Administrator NABCO, Inc...........................................................................................................Production Manager Nalco Company Energy Services Division. ............................................................................. Purchasing . Nancy Chandler Assoc....................................................................................... Chief Operating Officer . National Bank of Arizona...................................................................... Transportation Center Supervisor National Bank of Arizona...........................................................................................Mailroom Manager National Food Corporation.......................................................................... Manager, Transportation 236 National Funding Co............................................................................................ Chief Financial Officer National Interiors......................................................................................................... Office Manager National Jewish Medical................................................................................................ Office Manager . Page 140 © The HR Chally Group
  • 153.
    Appendix Company Title National Research........................................................................................................ Office Manager National Security Group Inc.. ................................................................................ Chief Financial Officer National Security Insurance Co................................................................................... Purchasing Agent National Semiconductor Corporation..................................................... Program Manager For Engineering National Starch & Chemical Co. ................................................................................................... Buyer National Travel Service Inc.............................................................................. Vice President of Finance National Vision Inc.................................................................................................... Office Supervisor Nationwide Recovery Systems. .........................................................................................Director of IT . Native American Connections. ........................................................................................... IT Specialist . Natural Fruit Corporation.. ........................................................................................ Shipping Manager . Naumes, Inc.. .................................................................................................Administration Assistant . Nautilus, Inc.. .................................................................................................................. MRO-Buyer . Navarre Corporation..................................................................................................... Traffic Manager NaviMedix, Inc.. .......................................................................................................... Office Manager . NAZARENE PUBLISHING HOUSE. ........................................................................................ IS Manager . NBTY Mfg............................................................................................................. Warehouse Manager NCI Building Systems Inc.............................................................................................Facility Manager NCT Group, Inc.. .............................................................................. Director of Production and Logistics Neighborhood Credit Union. .......................................................Senior Vice President of Support Services Nestlé USA, Inc.. .............................................................................................................................. . Nestlé USA, Inc.. ..........................................................................................Training and Development . Network Telephone Corporation.. .............................................Director Employee Development & Training . New Balance Athletic Shoe Inc.................................................................................................... Buyer New Balance Athletic Shoe, Inc.............................................. Facilities Manager (Massachusetts Location) New England Business Svc Inc.................................................................................... Purchasing Agent New England Confectionery Co. ..............................................................................Purchasing Assistant . New Jersey Transit Corporation..................................................................................Telecom Executive New Millennium Building Systems. ........................... Manufacturing Development Manager, New Millennium . New Piper Aircraft Inc.......................................................................................................... Controller New Process Gear Inc................................................................................................................ Buyer Newcomb Spring Corporation.. ...................................................................................... Office Manager . Newmar Corporation. ..........................................................................................Maintenance Manager . Newmar Corporation. ..........................................................................................Maintenance Manager . Newton Highlands Congregational Church. ........................................................................ Administrator . NEXT, INC................................................................................................................................ Buyer Neyenesch Printers Inc............................................................................................. Shipping Manager Nisshinbo Automotive Mfg Inc.. ........................................................................................................... Nobleworks, Inc.. ....................................................................................................Shipping/Receiving Norfolk Academy. .............................................................................................. Director of Purchasing . Norfolk State Univ............................................................................... Director of Procurement Services North Carolina Central Univ........................................................................................ Purchasing Agent North Carolina State Univ. ......................................................................................... Purchasing Agent . North Vernon Industry Corporation.......................................................................Systems Administrator Northern Hospital-Surry County............................................................................ Chief Financial Officer Northrop Grumman Space Technology.........................................................Sector Procurement Manager . Northwest Natural Gas Co..............................................................................................Office Services Northwest Pipe Co. ......................................................................................................Traffic Manager . NOW FOODS.................................................................................................................................... NS Group Inc.................................................................................................................... Purchasing . NTELOS Inc.. ........................................................................................................Purchasing Assistant Nucor Steel Tuscaloosa, Inc................................................................................................................ NUTRISYSTEM....................................................................................................... Director of Network Nye Lubricants, Inc...................................................................................................Manager, Material Oakley, Inc.. .......................................................................................................... HR Representative . Oakwood Annapolis Hospital................................................................................................. Controller ObjectVideo...................................................................................Vice President, Professional Services . Occidental Chemical Corporation........................................................................Administrative Assistant Oceaneering International, Inc.. ............................................................................................. Mailroom O’Charley’s Inc..................................................................................................Mail Room Coordinator Oconomowoc Memorial Hospital.................................................................................Telecom Executive OEM Logistics.................................................................................................................. Receptionist Oeneo Closures USA. ..............................................................................................Production Manager © The HR Chally Group Page 141
  • 154.
    Appendix Company Title Oil-Dri Corporation of America...........................................................................Director of Procurement Oil-Dri Corporation of America......................................................................................Facility Manager Old Globe Theatre.......................................................................................................................... IT Olmsted Medical Center............................................................................................Telecom Executive On Site.............................................................................................................. Chief Financial Officer O’Neal Steel, Inc.. ...................................................................................Corporate Purchasing Manager Open Wheel Racing Series, LLC................................................................................Director of Logistics OPPORTUNITY ENTERPRISES.............................................................................................. IS Manager Oregon National Primate Research. ........................................................................ Purchasing Expeditor . Osborn Specialty Sewing, Inc....................................................................................Manager, Shipping . Osborn Specialty Sewing, Inc........................................................................................ Screen Printing . Osborn Specialty Sewing, Inc............................................................................................................. . Outsourcing Services Group, Inc.......................................................................................... Purchasing Outsourcing Services Group, Inc.......................................................................................... Purchasing Owens Inc.. ...................................................................................................................... Purchasing . Owens-Illinois, Inc............................................................................................................................ P H Glatfelter Co....................................................................................................................Buyer II P H Glatfelter Co....................................................................................................................... Buyer Pacer Global Logistics, Inc....................................................... President, Transportation Services Division Pacer Global Logistics, Inc...................................................................................................... Manager PACIFIC DESIGN CENTER. .................................................................................Administrative Assistant Pak Mail Center. ................................................................................................................... Manager . Palm Coast District Administration Education Office. ....................Executive Secretary to Director of Finance . Palomar College................................................................................................. Purchasing Supervisor Pantheon Chemical Inc................................................................................................. Office Manager PAPCO Oil.........................................................................................................Buyer And Web Master Parkland College......................................................................................................Telecom Executive ParPharmaceutical. .................................................................................................Director of Training . Parsons Corporation.................................................................................................Administrative Aid Parts Now! LLC........................................................................................................Traffic Coordinator Pason Systems Inc........................................................................................ Manager, Quality and Test Patrick Industries Inc.. .............................................................................................. Purchasing Agent . Patterson Counseling Center. ...................................................................................... Counselor/Owner PAV Republic, Inc.............................................................................................................................. Peabody Orlando. ..................................................................................... Director of Guest Technology . Peace River Citrus Products, Inc................................................................... Corporate Purchasing Agent PEGASUS SOLUTIONS INC........................................................................................ Systems Manager PENCO PRODUCTS............................................................................................................ IT Manager Peninsula Agency on Aging, Inc.. .................................................................. Chief Administrative Officer . Penn State Altoona Campus. .....................................................................................Telecom Executive . Penn State Altoona Campus. .....................................................................................Telecom Executive . Pennsylvania Auto Dealers’ Exchange, Inc...........................................................Administrative Assistant Pennsylvania College Of Tech..................................................................................Purchasing Assistant Pentaflex, Inc.................................................................................................Safety Facilities Manager People, Inc.. ......................................................................................................................... Manager PepsiCo, Inc..................................................................................................................................... Perkins Paper, Inc.. ......................................................................................................Assistant Buyer . Perry Judd’s Holdings Inc............................................................... Vice President Materials Management Perry Judd’s Inc....................................................................................... Systems Software Supervisor PETE DOTY & COMPANY.....................................................................................Client Care Coordinator Petro Star, Inc.................................................. Sales and Warehouse Manager, Lubricants and Field Sales PHB Die Casting. ...................................................................................Chief Financial Officer/Treasurer PHI, Inc....................................................................................................................Director, Training Philips Domestic Appliances & Personal Care North.............................................Vice President Operations Philips Semiconductors Inc..............................................................................Industrial Strategic Buyer Phillips-Van Heusen Corporation............................................................Vice President, Strategic Services Phoenix Mechanical Contracting................................................................................................ Partner Phoenix Suns. ....................................................................................................................Mail Room . Photo Circuits Corporation.......................................................................................................... Buyer Piccadilly Restaurants, LLC.......................................................................................Director of Training PINK SHEETS LLC............................................................................................... Chief Financial Officer . Pinnacle Legal Outsourcing........................................................................................................ Owner Page 142 © The HR Chally Group
  • 155.
    Appendix Company Title Pinnacle Polymers........................................................................................ Transportation Coordinator Pinnacle Polymers........................................................................................ Transportation Coordinator Pitney Bowes Management Services......................................................................... Operations Director Pizzagalli Construction Company....................................................... Employee Development Coordinator Playworld Systems Inc........................................................................................ Supply Chain Manager PMC-Sierra, Inc.. .................................................................................................. Purchasing Manager . POINT Biomedical Corporation................................................................................. Executive Assistant POINT Biomedical Corporation...........................................................................Administration Assistant Polo Ralph Lauren Corporation................................................................................... Shipping Manager Population Services International.................................................... Director of Procurement and Logistics Porter-Cable Corporation. ........................................................................... Vice President, Supply Chain Portfolio Recovery Services. ..................................................................................Senior Vice President . Portion Pac Inc................................................................................................Administrative Assistant . Positions, Inc.. ...................................................................................................... Assistant Controller . Post Danmark. .................................................................................................................... Controller Post Properties, Inc......................................................................... Vice President, Career Development Potlatch Corporation............................................................................ Central Purchasing Group Leader Potter Concrete Ltd...................................................................................... Accounts Payable Manager Pottstown Memorial Medical Center. ............................................................................................ Buyer . Powell Electronics, Inc.............................................................................................. Facilities Engineer Powell Goldstein. .............................................................................. Senior Technical Support Assistant . Powell Goldstein. .............................................................................. Senior Technical Support Assistant . PPG Industries Inc.. ................................................................................................ Purchasing Analyst . PPG Industries, Inc.. ..........................................................................................................MRO Buyer . Pratt Industries Richmond.................................................................................................... Controller Precision Auto Care, Inc..............................................Vice President, Training/Research and Development Premium Standard Farms Inc.. ............................................................................................ Purchasing . Prestolite Electric Inc................................................................................................ Facilities Manager Pridgeon & Clay, Inc.................................................................................................. MRO Coordinator PRIMERA TECHNOLOGY..................................................................................................... IT Manager Primrose School of Littleton....................................................................................................... Owner Principal Financial Group........................................................................................................ Manager Printing Methods, Inc.. ....................................................................Shipping Manager, Sheetfed Division . Product Development Corporation Col.........................................................................IS Inventory Clerk Professional Hospital Supply...................................................................Director of Information Services ProtoTest LLC......................................................................................... Vice President, Client Services Providence Medical Center. ...................................................................Director of Material Management . Provident Bank Of Maryland. ...................................................................................................... Buyer . Puradyn Filter Technologies Inc......................................................................................... Senior Buyer PureTek Corporation........................................................................................................... Purchasing PW Eagle Inc................................................................................................... Transportation Manager PWI Construction, Inc....................................................................................................... Receptionist Quality Plastering Co................................................................................ Facilities/Operations Manager Quietaire Corporation................................................................................................ Purchasing Agent R R. Donnelley & Sons Company.............................................Vice President of Training and Development R.R. Donnelley & Sons Company.............................................Vice President of Training and Development R.W. Sidley, Inc...........................................................................Vice President, Transportation Division Racemark International Inc..................................................................................Corporate IT Manager Rail Works Corporation. ................................................................................................ Office Manager . Rainbow Station. .................................................................................................. Operations Manager . Ralph Pill Electric Supply Co.. ................................................................................. Operations Manager . Rand McNally & Company. .................................................................................... Distribution Manager . Randolph Elementary Schools........................................................................................ Office Manager Randolph-Macon Woman’s College. ...............................................................Campus Service Coordinator RAPID RACK. ................................................................................................................IT Department Rappahannock Electric Cooperative. ............................................................................. Corporate Buyer . RARE Hospitality International, Inc........................................................................................... Training RathGibson Manufacturing. ............................................................................................MRO Specialist . RathGibson Manufacturing. ............................................................................................MRO Specialist . Raybestos Products Co. ............................................................................................Telecom Specialist . Raymond and Associates. .............................................................................................. Office Manager Raytheon Aircraft Company.......................................................................................... MRO Supervisor © The HR Chally Group Page 143
  • 156.
    Appendix Company Title RB Rubber Products, Inc............................................................................................ Purchasing Agent RC2 Corporation...................................................................... Vice President, Logistics And Distribution Red Dot Corporation.......................................................................................................................... Red Gold Inc...................................................................................................................Maintenance Reed Global Advisors LLC..........................................................................................Managing Director RefraCenteron Technologies Corporation. ............................................................ Manager Manufacturing . Regus Business Centers.....................................................................................Owner/Center Manager Reliable Louvers. ..............................................................................................................IT Assistant . Renfro Corporation..............................................................................................Sales, Michigan Office Rent-Way Inc.. ......................................................................................................................... Buyer . Request Foods, Inc.. ...........................................................................Maintenance Purchasing Associate Request Foods, Inc.. ................................................................................... Manager, Plant Maintenance Resource Leasing Company LLC..........................................................President & Chief Operating Officer Revere Supply Co. .........................................................................................Vice President Operations . RF Micro Devices, Inc...................................................................................................... Senior Buyer Rhode Island College................................................................................................. Purchasing Agent Rhode Island Hospital............................................................................................ Purchasing Manager Rich Products Corporation...................................................................................... Purchasing Manager Richardson Electronics, Ltd.. ............................................................................ Domestic Traffic Manager Richmond Fire Dept. Credit Union. ......................................................................................... President . Riverview Community Bank......................................................................... Vice President of Operations Riviera Tool Company.......................................................................................................Maintenance RMA Associates. ........................................................................................................................ Clerk . Robbins-Gioia, LLC............................................................................................................................ Robert W. Baird & Co. Inc.. ......................................................................................Director of Training . Rochester Metal Products Corporation...................................................................................MRO Buyer Rockbestos Surprenant Cable Corporation.................................................................... Purchasing Agent Rock-Tenn Co. ........................................................................................... Internet Voice Administrator . Rocky Mountain Chocolate Factory, Inc.. ................................................................Maintenance Manager . Rodrigo International Commodities Inc.. .....................................................................Manager, Logistics . Rogers Oil Tool Services........................................................................................Logistics Department Rogers Tool Works Inc..............................................................................................Telecom Executive Rogue Valley Manor. .................................................................................................Telecom Executive Romic Environmental. ............................................................................................ Operations Manager Roses Southwest Papers, Inc..............................................................................Purchasing Coordinator Ross Aluminum Foundries................................................................Coordinator of Environmental Safety . Ross Stores Distribution Center. .........................................................................Administrative Assistant Rossi Pasta Ltd........................................................................................................Manager, Shipping Ross-Simons Jewelers. .......................................................................................Network Administrator . RSC Equipment Rental................................................................................................General Manager RSC Equipment Rental............................................................................. Telecommunications Specialist Rubadue Wire Company, Inc.. ...............................................................................Maintenance Manager Rural Metro Ambulance....................................................................................................... Supervisor Rush Enterprises. ...................................................................................... Service Operations Specialist Russell Medical Center......................................................................................................... Controller Russell Sigler, Inc.. ............................................................................................... Operations Manager . Rustoleum.............................................................................................................Director of Training . Rustoleum...................................................................................... National Sales Director-Distribution . RW Pressprich & Company................................................................................................................. . Ryling Communities. ..........................................................................................Systems Administrator . S.B. Restaurant Co........................................................................ Director of Training and Development S.P. Richards Company........................................................................................ Mail Room Supervisor Saenger Consulting Group, Inc.. ........................................................... Director of Compliance Programs . Saint-Gobain Containers, Inc............................................................................................... Purchasing Sale In A Box.................................................................................................................IT Contractor Salvation Army Divisional Hq Texas............................................................................. Business Director San Diego Daily Transcript. .....................................................................................Production Manager . Santa Cruz Beach Boardwalk.............................................................................................................. Sara Lee Food And Beverage.............................................................................................................. Sara Lee Sock Co................................................................................Manager Domestic Transportation Sauder Woodworking Co.................................................................... Director of Finance and Operations Schaefer Marine. ............................................................................................................................... Page 144 © The HR Chally Group
  • 157.
    Appendix Company Title Schering-Plough Corporation...............................................................................................MRO Buyer SCHILLI TRANSPORTATION SVC. ..................................................................................Off Site Manager Schnucks........................................................................................................... Director Enterprise IT SCHWARZ PHARMA, Inc......................................................................................... Purchasing Manager Sea-Dog Corporation................................................................................................ Logistics Manager Securitas Security Svc USA Inc..................................................................................Telecom Executive Securitas Security Svc USA Inc................................................................. Telecommunications Specialist Securitas Security Svc USA Inc................................................................. Telecommunications Specialist SECURITY FIRST BANK............................................................................................................Cashier Seed Restaurant Group, Inc.. ........................................................ Director of Management Development . SENCO Products, Inc......................................................................Plant Engineer/Maintenance Manager SENCO Products, Inc..........................................................................................................MRO Buyer Senior Center of Richmond............................................................................................ Office Manager Sensient Flavors Div....................................................................................Senior Purchasing Assistant Sensor Tech................................................................................................................ Office Manager SeraCare Life Sciences, Inc............................................................................................... Receptionist SeraCare Life Sciences, Inc............................................................................................... Receptionist Service King Collision HQ..................................................................................................... Controller Service Transport Company................................................................................................ IT Manager ServiceCraft, LLC............................................................................................................... Supervisor SEYMOUR TUBING INC........................................................................................... Facility Coordinator Shaklee Corporation.............................................. Service President, International Business Development Shawnee Mountain Ski Area.............................................................................. Guest Services Director Sheboygan Clinic.....................................................................................................Telecom Executive . Shepherd of the Desert. ..........................................................................................Executive Secretary SHERWOOD FOOD DISTRIBUTION. ..................................................................................................... . SHILOH INDUSTRIES. ............................................................................................... Systems Support . Ships Seattle.................................................................................................... Senior Telecom Analyst ShopKo Stores, Inc....................................................................................................Director, Training . Shred First, LLC...............................................................................Manager, Transportation and Safety Shriners Hospitals.................................................................................................. Building Operations Signal Holdings. ..................................................................................... Senior Transportation Manager Simmons Bedding Company.................................................................................Maintenance Manager Sino Swearingen Aircraft Corporation. ............................................. Facilities Safety and Security Manager Sino Swearingen Aircraft Corporation. ...................................................................................... Manager SKD Automotive Group..........................................................................................Corporate Controller Smart Industries Corporation. .................................................................Logistics and Parts Department . Smart Modular Technologies..........................................................................Customer Service Manager Smarte Carte Inc................................................................................................ Chief Financial Officer Smiley Brothers Inc.. ............................................................................................ Front Office Manager SMITH TRANSPORT INC......................................................................................... Operations Manager Smoker Craft Inc...................................................................................................... Telecom Manager . Smurfit-Stone Container Corporation..................................................... Director of Training Development SNOWBIRD CORPORATION. ................................................................................................ IT Manager SolidWorks Corporation. ................................................................................ Manager of Sales Training . SONNENALP REAL ESTATE. ............................................................................................ Office Manager Sony Magnetic Products Inc.. ...................................................................................... Telecom Manager SOS Staffing Services, Inc.. ................................. Vice President Business Development and Sales Training . SOUTHEASTERN METALS MFG CO. ....................................................................................MIS Manager . Southern Benefit. ........................................................................................................Branch Manager Southern Fastening Systems. ................................................................................. Warehouse Manager . Southern Ionics, Inc................................................................................ Plant Manager, Tuscaloosa, AL Southern Ionics, Inc...................................................................................................Process Engineer Southern Refrigerated Transport, Inc................................................................................................... Southern Research Institute......................................................................................Telecom Executive Southern States Cooperative, Inc............................................................................... Facilities Manager Southwest Airlines FCU.....................................................................................Administrative Assistant Southwest Diagnostic Imaging................................................................................... Systems Manager Southwire Company............................................................................................. Commodity Manager Spacelabs Medical, Inc.. ....................................................................................Facilities Manager 5635 . Spansion. .........................................................................................................Maintenance Specialist . Speed Printing & Office Supplies. ..................................................................................................... IT . © The HR Chally Group Page 145
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    Appendix Company Title Speidel, Inc.. ............................................................................................................ Project Engineer . Spenard Builders Supply........................................................................Production Manager, Panel Plant Spencer Gifts LLC. ........................................................................................... Transportation Manager . Sport Chalet Inc.. .................................................................................................... Facilities Manager . Sport Chalet, Inc.. ............................................................. Director, Warehouse Operations and Logistics . Sportif USA, Inc.. ............................................................................... Production and Sourcing Manager Spring Arbor University. ............................................................................................. Purchasing Agent Springfield Hospital Inc...................................................................................................... IT Manager SRA International, Inc......................................................Vice President and Director , Human Resources SRI International............................................................ Director Center for Organizational Development SSI SURGICAL SERVICES. ...................................................................................Telecomm Department ST JOAN of ARC CHURCH.................................................................................. Accounting Department St John Knits Intl Inc........................................................................................................... Controller St Mary’s Food Bank.......................................................................................................... IT Manager St Mary’s Regional Medical Center.................................................................. Communication Technician St. Paul University Hospital. ...........................................................................Senior Training Consultant . Stage Stores, Inc..........................................................................................................Traffic Director Stanley Furniture Company, Inc...............................................................................Office Supply Buyer Stant Manufacturing Inc.. ......................................................................................... Logistics Manager . Staples, Inc.. ...................................................................................................... Logistics/Distribution . Starcrest Products Of Ca................................................................................................ Transportation State Of Tennessee/Dept Of General Svcs-Purchasing.................................... Purchasing Agent Supervisor Stepan Company......................................................................................Shipping and Receiving Clerk . STERIS Corporation. ..........................................................................Manager of Life Science Education . Stewart & Jasper Orchards....................................................................................Shipping Coordinator Stewart Title Guaranty Company. ................................................................................... Office Manager Stiefel Laboratories Inc........................................................Manager, Medical Education and Philanthropy Stiefel Laboratories Inc............................................................................................. Logistics Manager Stockton State College. .........................................................Director of Telecommunications & Networks . Stonewall Jackson Middle School................................................................................ Finance Secretary Strick Corporation.......................................................................................... Maintenance Coordinator Sumter Coatings, Inc.. .......................................................................................... Purchasing Manager . Sun Trust Bank........................................................................... Vice President & Procurement Manager Sunshine Homes Inc.. .................................................................................................. Office Manager . Sunshine Raisin Corporation............................................................................................................... SunSweet Growers. ........................................................................................................................... Superior Industries International, Inc...............................................................Vice President Purchasing SUPERIOR SEWING CORPORATION. ..................................................................................... IT Director . Sustainable Harvest Coffee Importers.......................................Office Manager and Logistics Administrator Swank, Inc.. .................................................................................................................................... . Swift & Company Landscape Architects................................................................................................ Swiss Valley Farms, Co.............................................Plant Manager and Head Cheesemaker , Mindoro, WI Swiss Valley Farms, Co..................................................Manager, Plant Operations –Platteville, WI, Luana Swiss Water Decaffeinated Coffee Company, Inc.. ............................................................. Plant Manager . Symons Frozen Foods, Inc.. ........................................................................................... Plant Manager . Symons Frozen Foods, Inc.. ................................................................................................ Purchasing . Synalloy Corporation......................................................................................................................... Synbiotics Corporation..........................................Senior Manager Production, Planning, Inventory Control Synsor Corporation............................................................................................................ IT Director . Synta Pharmaceuticals Corporation. ......................................................................... Purchasing Director . Syntroleum Corporation............................................................................................. Purchasing Agent Sysco Corporation............................................................................................................................. T C C - Northwest....................................................................... Associate Director of Business Services T C C - Southeast. ...................................................................... Associate Director of Business Services . TAB Products............................................................................................. Manager, Paper Department Taco Inc.. ....................................................................... Supervisor of Accounts Payable and Receivable . Taconic................................................................................................................... Shipping Manager Tamarack Farms Dairy....................................................................................................... IT Manager TAMCO Steel........................................................................... Manager, Customer Service and Shipping Tarrant Baptist Association............................................................... Director of Leadership Development Tarrant County. .............................................................................................................. Senior Buyer . Tate & Lyle Americas......................................................................................................................... Page 146 © The HR Chally Group
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    Appendix Company Title TCIM Svc Inc............................................................................................................. MIS Department Tecnico Corporation............................................................................................................ IT Director Telemasters. ............................................................................................................. Executive Coach . Tele-Performance...................................................................................................... Purchasing Agent Terra Industries Inc........................................................................................................................... Terre Hill Concrete Products. ....................................................................Corporate Purchasing Manager . Tevco Inc............................................................................................................. Purchasing Manager Texas Christian University - Print Shop. ................................................................................................ Texas Health And Human Services. ........................................................................................ Purchaser Texas Scottish Rite Hospital................................................................................Assistant Administrator The Bama Cos., Inc........................................................................................................................... The Boston Land Company.............................................................................. Assistant to the Directors The Boston Land Company............................................................................... Assistant to the Director The Clorox Company.............................................................................................Operations/Shipping The Colibri Group..................................................................................................Mechanical Engineer The Computing Technology Industry Association, Inc............................................................................. The Dial Corporation. ......................................................................................................Site Manager . The Dial Corporation. ........................................................................................................................ . The Green Bay Packers, Inc.. .........................................................................................Office Assistant The Holland Group, Inc.............................................................................Purchasing /Accounting Agent The Kingsley Coach, Inc.. .................................................................................................... Purchasing The Law Offices of Bart R. Anderson.................................................................................................... The New America School. ..................................................................................Administrative Assistant The RETEC Group, Inc......................................................................................Administrative Assistant The Roasterie, Inc..................................................................................................Production Manager The Schwan Food Company..........................................................................Corporate Training Manager The Spinx Company, Inc.......................................................... Manager, Spinx Transportation Operations The Taylor Group, Inc..............................................................................................Maintenance Buyer The Town and Country Trust................................. Vice President Training and Organizational Development The Troxel Company................................................................................................. Logistics Manager The Troxel Company............................................................................................... Executive Assistant The UPS Store......................................................................................................................... Owner The Wizard’s Cauldron, Ltd................................................Manager, Shipping and Receiving, and Logistics Thompson and McMullan....................................................................................................... President Thor Industries, Inc.. ....................................................................................Vice President, Purchasing . Thumann Inc.. ............................................................................................. Certified Public Accountant Thumbtechs................................................................................................................ Office Manager ThyssenKrupp Materials NA, Inc.................................................................. Vice President, TKX Logistics Time Warner Retail Sales and Marketing. ........................................................... Senior Manager of Sales . TIMEC Company, Inc..........................................................Vice President Human Resources and Training Tinnerman Palnut, Inc..................................................................................................Plant Controller . Tiodize Co., Inc.. ...............................................................................................Shipping and Receiving Tishman Speyer Properties, L.P............................................................................ Recruiting Coordinator Titan Tire Corporation. ..............................................................................................Telecom Executive Titus Regional Medical Center....................................................................................Telecom Executive Tokusen U.S.A., Inc............................................................................................... Purchasing Manager Tombstone Pizza Corporation................................................................... Tele-Data Network Coordinator Tompkins Trustco, Inc..................................................................................................Facility Manager Toner Machining Technologies.............................................................................................. Purchasing Toner Machining Technologies......................................................................................... Shop Foreman Toyota Motor Sales, U.S.A., Inc.............................................................................. Facilities Department Transamerican Technologies International. ........................................................................................... . Tri-anim Health Services Inc.........................................................Corporate Trainer and Product Manager Tribune Broadcasting.........................................................................................Senior Network Analyst Trinity Medical Center West........................................................................................ Purchasing Agent . Trinity Representative Company..................................................................... Assistant General Manager Tripifoods Inc.. ...........................................................................................Delivery and Transportation . TRIPLE-S STEEL SUPPLY CO. ..................................................... Vice President of Information Technology . Trizec Properties......................................................................................................Property Assistant Troup County Schools ....................................................................................................................... Trover Clinic............................................................................................................Telecom Executive TurboChef Technologies, Inc................................................................................................ Purchasing © The HR Chally Group Page 147
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    Appendix Company Title Tyco Adhesives Inc................................................................................................Supply Chain Leader TYR Sport, Inc................................................................................................................... Purchasing Tyson Foods, Inc............................................................................................... Director of Distribution Ulbrich Stainless Steels & Special Metals, Inc........................................ International Logistics Coordinator Ultra Motorcycle Inc.................................................................................................Purchase Manager Umass Memorial Medical Center........................................................................................ Senior Buyer Umbra Inc.. ............................................................................................... Senior Operations Manager . Umbra Inc.. .................................................................................................... Maintenance Supervisor . Unifrax Corporation........................................................................................................................... Union Hospital Of Cecil County. ..................................................................................Telecom Executive United Components, Inc.. .............................................................................. MRO Commodity Manager . United Control Company.................................................................................................Vice President United Gilsonite Laboratories............................................................................ Plant Manager, Scranton United Memorial Medical Center.................................................................................. Telecom Manager United Research Laboratories, Inc..................................................................................... Senior Buyer United States Can Corporation............................................................................ Manager of IT Services United Technologies Corporation............................................................................ Commodity Manager . United Way of Virginia Peninsula........................................... Vice President of Finance and Administration United Wisconsin Grain Producers, LLC. .................................................................Maintenance Manager . United-Guardian, Inc.......................................... Vice President, Director of Plant Operations, and Director UNIVAR...................................................................................................................... Office Manager University Medical Associates. ..........................................................Training and Development Specialist . University Of North Alabama. ................................................................ Telecommunications Coordinator . University Of South Carolina. ...................................................................Data Communications Manager University Of The Sciences............................................................. Assistant Director of Communications University Of VA School- Medicine............................................................................................... Buyer University Of VA School-Medicine................................................................................ Purchasing Agent University-Pacific Conservatory of Music................................................................... Network Engineer II USF Bestway Inc.. .............................................................................................................. Purchasing Valeant Pharmaceuticals International. ..................................................... Maintenance/Facilities Manager . Valley Community Services Board. ........................................................................................ Purchaser . Valley Dynamo LP............................................................................................................... Controller Valpey-Fisher Corporation..................................... Quality Assurance/Quality Control and Crystal Engineer Value Click Inc.. ............................................................................................................IT Department Vans, Inc............................................................................................ Facilities and Safety Coordinator Vantage Custom Classics Inc................................................................................ Chief Financial Officer Varel International Acquisitions LP. ..........................................................................Manager, Operations VARMINT HUNTERS ASSOC.................................................................................Chief Executive Officer VECO Corporation............................................................................................Administrative Assistant Verdelli Farms East Inc....................................................................................................... IT Director VERMONT Energy Investment Co.............................................................................................Telecom . Vi Water And Power Auth....................................................................................Network Administrator ViaCell, Inc................................................................................... Manager of Purchasing and Materials . Victaulic Company. ...........................................................................................Purchasing Department . Virginia Automobile Dealers. ................................................................................................. Controller Virginia Comm. Policing Institute. .......................................................................Administrative Assistant Virginia Crossings Conf Center and Resort.......................................................................Sales Executive Virginia Municipal League.................................................................................... Director of Technology Virginia Realty and Relocation........................................................................................ Office Manager Vishay Intertechnology, Inc....................................................................... Manager of Logistics Services VISION. ..............................................................................................................Technology Specialist Volunteers Of America - Fort Worth........................................................Manager of Office Administration Von Zipper, Ltd...........................................................................................................Facility Manager W. S. Badcock Corporation.....................................................................................Purchasing/Shipping Walker Die Casting, Inc.. ....................................................................................... Purchasing Manager . Wallach, Andrews, & Stouffer. ............................................................................................................ . Waller Todd and Sadler Architects. ................................................................................. Office Manager . Walnut Hill Baptist Church.................................................................................Administrative Assistant Walsh Group. ..................................................................................................... Chief Financial Officer . Walter E. Smithe Furniture, Inc.................................................................................Director of Training WALZ Label & Mailing Systems. .................................................................................. Purchasing Agent . Warehouse Cabinets.............................................................................................. Operations Manager Page 148 © The HR Chally Group
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    Appendix Company Title Washington Henry Elementary School.................................................................. Administrator Assistant Washington Penn Plastic Co., Inc................................................................................. MRO Coordinator Water Resources Authority......................................................................................................... Buyer Watkins Eager................................................................................................................... IT Director Watson Pharmaceuticals, Inc............................................................................................... Purchasing Weaver & Tidwell LLP. ....................................................................................................................... . Weber-Stephen Products Co.................................................................................. Director of Education Welch Foods Inc., A Cooperative. ............................................................................ Purchasing Manager . Wellman Inc................................................................................................................. Senior Analyst West Coast Industries. .............................................................................. Systems/Operations Manager West Coast Netting, Inc......................................................................................... Purchasing Manager West Georgia Health System. ............................................................................... Chief Financial Officer . West Hills Health and Rehab......................................................................... Director of Medical Records West Point Home. ......................................................................................................... Plant Engineer . Western Kentucky University...................................................................................................... Buyer Western Office Plus............................................................................................................... Manager Westminster Canterbury Richmond. .......................................................... Manager Material Management Westminster Reform Presbyterian. ...................................................................................................... . Weston Solutions Inc.................................................................................................... Office Manager Wetherill Associates, Inc........................................................................................................ Manager Whalley Computer Associates, Inc................................................................................Director, Training Wheeling Corrugating Company........................................................................................ Senior Buyer Wheeling Corrugating Company....................................................................................MRO Purchasing Whirlpool Corporation............................................................................................ Purchasing Manager Whirlpool Corporation............................................................................................ Purchasing Manager Whitaker, Chalk, Swindle & Sawyer, LLP................................................. Director of Systems and Services White Oak Plantation.............................................................................................................. Director Whites Tire Svc. ............................................................................................................................... . Whitney Smith Company, Inc.. ................................................................................................... Owner Widener University.................................................................................................... Purchasing Agent Wikoff Color Corporation........................................ Vice President, National Sales and Regional Operations Wilbur-Ellis Company. .................................................Plant Superintendent, Agribusiness Division, Farwe . Wilbur-Ellis Company. ................................................ Operations Manager, Agribusiness Division, Warden . Wilbur-Ellis Company. ................................................................................................... Plant Foreman . Wilbur-Ellis Company. .............................................................................................. Facilities Manager . Wilcox Paper Co.................................................................................................................... Manager Wild Oats Markets Inc.. .........................................................................................Mailroom Supervisor . William L Bonnell Co Inc.. ................................................................................................MIS Manager . William O’Neill & Co Inc...................................................................................... Telecom Administrator Williams Industries, Inc...............................................................................................Project Manager . Williams Kastner & Gibbs.................................................................................... Plant Service Manager Williams Lea. .................................................................................................................. Senior Buyer Williamsburg James City County Schools............................................................................... Director IT Willow Brook Foods Inc....................................................................................................... IT Director Wilson Industries, Inc................................................................................ Director of Material Sourcing Wilson Smith Cochran Dickerson.................................................................................... Office Manager Wilson Sonsini Goodrich Rosati................................................................................... Purchasing Agent . WIN CO Foods, Inc...........................................................................................Administrative Assistant WIN CO Foods, Inc................................................................................ Vice President of Transportation Wincup Holdings, Inc......................................................................................................................... Windemere West. ........................................................................................................Branch Support . Windermere Mortgage Services. ........................................................................ Executive Vice President Windes & McClaughry Accountancy Corporation. ................................................Human Resource Director . Winnebago Industries, Inc.. ............................................................................................................... . Winterplace Ski Resort. ........................................................................................... Executive Assistant Winterplace Ski Resort. ........................................................................................... Executive Assistant Witherspoon Kelley Davenport....................................................................................... Office Manager Woeber Mustard Manufacturing Company............................................................Administrative Assistant Wolters Kluwer.......................................................................................................Director of Training Womble Carlyle Sandridge & Rice..................................................................................Supply Manager Womble Carlyle Sandridge & Rice......................................................................................Site Manager Wood Flooring International. .......................................................................Shipping/Receiving Manager . © The HR Chally Group Page 149
  • 162.
    Appendix Company Title Wood Group ESP, Inc..................................................................................................... Plant Manager Woodard Emhardt Moriary Henry. ........................................................................................ Purchasing . Woodharbor Doors Cabinetry...............................................................................Network Administrator Woodson Wholesale Inc..................................................................................................... Manager IT Workforce Network. .................................................................................... Resource Support Assistant . World Gospel.................................................................................................................... IT Manager World Wide Stone.................................................................................................Purchasing Assistant Worth Inc.. ............................................................................................. Information Systems Director . Worzalla Publishing Co............................................................................................................... Office WP Malone Inc.. .......................................................................................................... Office Manager . Wright Pierce. ................................................................................................................... IT Manager WS Packaging Group Inc.......................................................................................... Corporate Director WTOL.................................................................................................................. Operations Manager WUSA-TV..............................................................................................................Production Manager Wynn & Wynn. ....................................................................................................................... Partner . Wyrick Robbins Yates & Ponton...................................................................................... Legal Assistant X Ray Optical Systems Inc.. .................................................................................... IT/IS Administrator . Xavier University. ..................................................................................................... Purchasing Agent . Xentel Inc.................................................................................... Corporate Communications Executive XEROX CORPORATION...........................................................................................Sales Administration Xomox Corporation. .........................................................................................Director of Procurement . YANCEY BROS. CO...............................................................................Manager of Information Services Yellow Cab.......................................................................................Communications Systems Manager Yohay Baking Company, Inc.. ......................................................................................... Plant Manager . Youville Hospital & Rehab Center.............................................................................. Telecomm Manager Zachry Construction Corporation....................................................................................... Procurement ZEE CREATIVE.................................................................................................................................. ZETA ASSOCIATES............................................................................................................................ Zila, Inc.. ......................................................................................................................................... Zimmer Holdings Inc............................................................................................ Distribution Manager Zimmer Holdings, Inc.......................................................................................Distribution Coordinator Zimmerman Axelrad Meyer Stern & Wise. ...........................................................Administrative Assistant . ZOO ATLANTA. .......................................................................... Director of Retail Sales and Distribution . ZULTYS TECHNOLOGIES.....................................................................................Systems Administrator . Zweigle’s Inc................................................................................................................ Plant Manager Page 150 © The HR Chally Group
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    All photographs Copyright© Stephen J. Krieg Stephen Krieg PhotoGraphics www.naturalmoment.com
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    ass Sal esA Cl d w l r ar Wo d © HR Chall y Copyright © The HR Chally Group Telephone: (937) 259-1200 Fax: (937) 259-5757 website: www.chally.com