Work History

Work History
Mar 2012 - Present

CEO

Advanced Working Capital

Formed this merchant capital finance company to serve the growing needs of small and mid-cap companies who fall outside traditional bank lending requirements. I have recruited and trained the core team, advisory board and channel sales agents. We're now in the process of conducting a $50M debt/equity raise to accelerate our growth and to position us as the #1 provider in the marketplace. You can learn more about our alternative financing solutions and other community-related programs by visiting us at www.AdvancedWorkingCapital.com

Dec 2009 - Sep 2011

President/Chief Commercial Officer

International Bancard

International Bancard is ranked as one of the fastest growing merchant service/credit card payment processors in the United States with operations in thirty-seven states serving more than 60 unique industry sectors and a partnership with one of the country’s top 50 Banks.

President/Chief Commercial Officer Recruited by the Chairman/Founder to develop and execute a volume-multiplying channel strategy. Designed scalable ROI-focused payment transaction solutions for industry-specific partners including; Banks, Software Development Companies, Multi-Channel Big Box Retailers, Associations and Chambers. Engineered, packaged and promoted a full suite of solutions ranging from credit/debit payment processing and point-of-sale hardware and software to loyalty rewards and gift card programs.

  • Grew processing volume by 163% in the first 18-months
  • Designed organizational structure and filled key executive positions
  • Engineered call center and sales team compensation plans
  • Designed the innovation process for identifying new market opportunities
  • Re-engineered agent bank program and won the Citizens Bank RFP
  • Produced integrated marketing programs to support sales
  • Developed the Business Xpress® multi-channel retail program at Staples for selling POS solutions in-store and activating merchant accounts online
  • Positioned International Bancard as “Your Passport to Profitability” supported by a superior service-level commitment.
  • Led continuous improvement initiatives in operations, customer service, IT, sales and marketing
  • Negotiated partner contracts 
Sep 2007 - Nov 2009

President/Brand Specialist Consultant

Moncur Associates - Miami & Detroit

National web-centric advertising agency helping companies build brands that expand business by seamlessly integrating traditional advertising, branding, and public relations with sophisticated web, interactive, and other network-centric strategies.

President/Brand Specialist Consultant Retained by company founder to establish Miami office and to lead strategic account planning services for several key clients in Detroit and Miami. Repositioned firm to expand from selling time and materials on a project basis to include consulting and integrated media planning as additional revenue sources.

  • Signed clients to monthly retainer agreements for advice and support on brand development, PR, reputation management, creative development, online and offline media planning, search engine optimization, and online social network marketing initiatives.
  • Enabled B2C and B2B clients to be discovered more easily by their target audience in a cluttered online world and to connect with and close customers by using Web 2.0 tools.
  • Spearheaded business development initiatives, defined sales processes, and implemented operational efficiencies.
  • Designed web-based branding and targeted marketing strategies for key accounts such as Xede.com, InktelDirect.com, ParkwestGallery.com, BenefitDriven.com, and PatientsCount.com.
  • Recruited, supervised, and motivated 14-person team, creating a meritocracy where staff was rewarded for specific contributions to the business rather than length of service.
  • Assembled client service teams of executive creative director, director of strategic planning, director of PR and/or media planning, and chief technology officer.
Aug 2005 - Aug 2006

Chief Strategy Officer/Chief Marketing Officer

Plex Systems

Provides SaaS (Software-as-a-Service) Enterprise Resource Planning Software System to manufacturers as the antidote to costly and disruptive ERP implementations.

Chief Strategy Officer/Chief Marketing Officer Recruited by Chairman/Founder and Board of Directors to design and develop an integrated sales and marketing program. Evaluated market and customer demands, performed competitor analysis, implemented a market intelligence discipline (e.g. CIA intelligence gathering), and partnered with market analysts.

  • Contributed to product roadmap design, created campaign budgets based on booked revenue, and developed multichannel go-to-market strategy. Developed and selected members of several advisory boards of industry experts and customers to refine marketing strategy and sales tactics.

  • Grew sales while reducing marketing costs by setting up channel partner program to augment national sales force and by creating internal integrated marketing agency to purchase online and offline media at wholesale prices.

  • Repositioned Plexus Online brand as the best-of-breed software solution for implementing Lean principles within the automotive supply community against incumbents SAP, QAD, and Infor.

  • Established Plexus as the first true web-based ERP Manufacturing Performance System; launched an integrated visibility and credibility sales and marketing campaign.

  • Increased deal sizes, grew EBITDA, and nearly doubled top-line revenue from $12 million to more than $23 million in less than one year.

  • Positioned the company as an attractive investment for private equity firm Apax Partners.

Feb 1998 - Aug 2005

CEO/Chief Strategy and Marketing Officer

Above All Marketing, Inc.

International strategy consulting firm and integrated marketing and branding consulting firm.

CEO/CMO – Identified market niche and formed an organization that combined expertise of a seasoned strategy-consulting group with capabilities of an award-winning product commercialization company and full-service advertising and marketing services agency. Recruited executive team and board members, negotiated global agency alliances, and designed systems, infrastructure, and several proprietary business models.

Consulting Engagements:

  • PANASONIC, Outsourced Chief Marketing Officer – Recruited by Panasonic’s President to spearhead commercialization process and produce a series of integrated marketing campaigns for launch of ELS Surround, a first-of-its-kind DVD/audio product, and Rear-Seat DVD Entertainment System. Result: Project propelled the Automotive Group to become Panasonic’s most profitable division, contributing more than 67.5% of gross profits in less than two years.
  • AUDI, Outsourced Strategy Officer – Positioned Audi as the leader in Tier 1 luxury certified pre-owned programs through 360° re-engineering of lease-end vehicle grounding, reconditioning, and remarketing program. Result: Improved actual cash and residual values, increased certified pre-owned vehicle sales, and eliminated end-of-lease term spikes that had distressed the product portfolio by as much as $2,000 per unit.
  • MICROSOFT, Program Strategist/Architect – Provided strategic direction, creative approach, and production specifications for US launch of Microsoft’s warranty management and early warning solution for automotive segment. Result: Positioned Microsoft as “The Answer” to reducing warranty costs (estimated at $14 billion industry-wide in 2003 and growing 15% annually) for an anticipated overall 3:1 ROI in the first year.
  • EDS, Brand Consultant – Recruited to help EDS and its Product Lifecycle Management (PLM) team. Recommended positioning, branding, and launch strategy for two newly acquired software products (Unigraphics and I-deas). Result: Developed new, unified competitive product, promoted as Real World, Real Smart, Real Fast, which was sold in May 2004 for $2 billion and continues to achieve 16% average year-over-year growth.
  • SUPPLYSOLUTION, Outsourced Chief Marketing Officer – 1) Launched go-to-market strategy for ASP-based supply chain management software solution. Result: Saved several hundred million dollars by eliminating last-minute premium shipping and overtime shifts; 2) Developed integrated brand campaign that moved awareness from almost zero to half that of industry giants Oracle and SAP and enabled several capital funding rounds. Result: Grew business from 4 customers to 2,000+ and achieved 10-fold return on marketing investment within 18-month timeframe.
  • THE COMPANY JET, Chief Brand Architect and Strategist – Conducted the VOC3 market research, developed the sales and marketing strategy and rebranded Northern Jet to serve three degrees of business traveler pain associated with commercial business travel. Developed the brand, trademark, signature standards, collateral and the direct advertising campaign. Result: The brand has been well received by the media, industry and most importantly customers. 90 days after launch The Compay Jet exceeded its sales plan for the year and had to order additional aircraft.
  • RAYTHEON, Chief Strategist – Recruited to support General Motor’s request for large-scale product training. Result: Revised process for bidding, designing, and developing more-effective integrated training programs in support of the Cadillac Escalade launch that created a benchmark for future GM introductions.
  • JETONE, Outsourced Chief Marketing Officer – 1) Developed the brand positioning and go-to-market strategy for the regional fractional time share jet operator against encumbents NetJets, FlexJet and FlightOptions. 2) Developed the integrated marketing campaign and metrics for quantifying results in near real-time. IMC programs included broadcast drive-time radio, outdoor, print, web, SEO and several co-branded product launch events with such notable brands as Aston Martin and the Ritz Carlton. Result: We generated 1 new lead per day. The average closing rate on those leads – 1 in 35. 
1997 - 1998

VP Director of Integrated Marketing

McCann Worldgroup

The World's Largest and Most Globally Experienced Advertising Agency.

VP/Director of Integration – Managed P&L for $280 million consumer-influence budget, created a cohesive vision, and designed and executed integrated marketing campaigns for this GM division.

  • Launched first-ever integrated “Mother Brand” campaign for five Buick car lines.
  • Conducted due diligence and planning for carline introduction into China
  • Created first CRM (Customer Relationship Management) initiative for Buick.
  • Developed the first digital dealer ad planner to ensure brand consistency in regional and local dealer advertising. 
1992 - 1997

President

Hofer& Beatty - Salemakers, Inc.

One of the first Global Digital Advertising Agencies.

President – Transformed this traditional lower margin sales promotion agency into a forward thinking full-service interactive media agency with average 29% margins. Grew topline revenue from $6million to $20 million by securing interactive agency assignments with Akzo Nobel, Masco Corporation, Delta Airlines, Allsteel, Caterpillar, GM, Ford, and Chrysler.

  • Achieved 130% revenue growth within 28-months
  • Expanded operations into Frankfurt, Germany and Toronto, Canada.
  • Ford Motor Company's 5-Time Marketing Excellence Award Winner 
  • DMA Award Winner for “Most Effective Interactive Direct Response Campaign”

Education

Education

BA

Michigan State University

As Michigan State University advances knowledge and transforms lives through innovative academic programs, research, and outreach, the university is recognized internationally as a top research university and a leader in international engagement. The media and information studies program in the College of Communication Arts and Sciences was ranked second, only after Harvard, in the mass communication category by the Chronicle of Higher Education.

Skills

Skills

Published Author

Agile Creative 6/08; Reputation Management 2/08; Branding 12/07; Innovation 12/07; Executive article and White House response to Sarbanes-Oxley Act of 2002: A Few Good Men and Women (regarding corporate malfeasance) 10/02  

Professional Speaking Engagements

Public Relations Society of America – The spirit of the law as it relates to Sarbanes-Oxley; Chief Executive Forums (700 CEO Membership) – Developing strategies for the launch of new technologies/products and quantifying marketing communications ROI  

Custom

Memberships: Forgotten Harvest (Board Member); Sandler President’s Club Executive Sales Training; Shop.org Member (affiliate of the National Retail Federation); Harvard Business School of Detroit; Chief Executive Forums and US Chamber of Commerce.

Interest

I enjoy spending time with my wife Kim and my two sons Alex (age 12) and JP (age 10) traveling, skiing and scuba diving. I enjoy networking with other successful executives and entrepreneurs who share the same passion for growing their business by finding new ways to add value in the marketplace.

Summary

Growth Focused Operations Executive

(Served as; CEO-President-CCO-CSO-CMO)

  • Instituted volume-multiplying channel strategy and grew processing income by 163% in 2 years
  • Built Staples Business Xpress® multi-channel POS distribution and account activation program.
  • Re-engineered agent bank program to help Citizens and other banks grow non-interest income.
  • Repositioned SaaS/Cloud ERP software and grew revenue from $12MM to $23MM in year 1.
  • Secured $60 million contract for GM; achieved 130% revenue growth for marketing firm.
  • Negotiated multimillion-dollar contracts and JV relationships in European and Asian markets.
  • Launched integrated direct response campaign that achieved 1,000% return on investment.
  • Grew service revenues and profits by 35% over 14 months by packaging new repeatable services.

Talent for assembling high-performance teams. Proven business acumen in building double-digit revenue increases, boosting profitability, and expanding market share in domestic and international arenas for such industries as advertising, automotive, banking, IT services and software, aviation, financial services, consumer electronics, and professional services.

Core Strengths

Competitive Intelligence          

Channel Development & Distribution                    

Integrated Marketing

Situation Assessment              

Product Positioning & Branding                        

Capital FormationGlobal

Business Growth              

Customer Acquisition & Retention                      

Board RecruitmentProcess Engineering                          

Team Alignment & Development                        

P&L Oversight