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Work experience

Jun 2008May 2011

Director of Sales

AIR Graphics

As Director of Sales, I reorganized the ACT Contact Management System, making the tool a mandatory element of sales reporting. Sales compensation is now tied to activity that is recorded in the software tool. I developed an incentive based compensation program that reduced overall cost while rewarding new business development. To reduce billing errors, I codified our service offerings and executed a long overdue price increase of 15% across the board.

In my role as marketing manager, I wrote a quarterly newsletter that was broadcast, via Constant Contact, to approxiamtely 1,800 recipients. I also wrote and managed offerings and special deals that were sent to our various target markets. Finally, I used Constant Contact to manage networking events we held in our facilities.

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Jun 2004May 2008

Director of Sales

Georgia Blue

I was originally hired by Quality Reprographic Services, a division of American Reprographics Company,  to introduce ACT Contact Management and Franklin Covey Time Management programs. ARC consolidated it's holdings in Atlanta with the purchase of Georgia Blue and I was named Director of Sales for the new company. The merger elevated Georgia Blue’s sales expense to 10% of revenue. Within 12 months, I was able to reduce that cost to 6%.

In 2007, I exceeded all sales objectives while posting 11% organic growth. Sales objectives included an increase in digital services by 6.1% of revenue, and an increase of on-site services revenue by 23%.

Mar 1981May 2004

Partner

Reprographics Plus

As a partner in a successful, family run reprographics business, we prided ourselves on clearly seeing, and betting on the "next big thing". For example, in 1988 we introduced digital color to the market utilizing the first Canon color laser copier in Fairfield County. We then expanded our offering with the first oversized color output device in Connecticut. By 1993, digital color accounted for 45% of total company profitability. 

In 1995, Reprographics Plus purchased the first operational Oce 9800 printer in the United States, which revolutionized the blueprint industry and eliminated Diazo-technology competitors. Due to our superior technology and savvy sales and marketing, we doubled our production from 1995 levels, allowing Reprographics Plus to capture an extremely large market share by leading the new era of wide format copy technology.

In 1997, my business partner took a position as executive director of an industry trade organization. I was promoted from Sales Manager to CEO of a 22-member team.

In 1999, my partner and I successfully managed the merger of our firm with the American Reprographics Company, expanding our ability to provide cutting edge solutions and sophisticated technology to our clients. I was kept on as CEO of the division while my partner was named a director to the holding company. 

In 2002, we captured additional market share by opening a branch office in Bridgeport, CT. 

In 2004, I realized cost savings and synergies for the shareholders, our clients and employees by merging the $2 million operation with ARC's New York branch, bringing the business unit to $18 million in annual sales.

References

Dean Snellback

I enjoyed working with John for many years as print vendor for my Corporate Communications Company. His passion for providing expert professional service with a high degree of technical expertise was an incredible asset to us. John is very responsive and shares his creative intuition to solve even the most difficult challenges. I would work with him again anytime and recommend him highly

Kevin Cully

"John brought many new and interesting sales approaches to AIR Graphics. His enthusiasm for life, people and the reprographics business all contributed to his success while at AIR Graphics. John always took the challenges in stride and worked to find the solution that best helped our clients.”

David Hamm

John is innovative and energetic. He elevates the level of enthusiasm of clients and associates alike. His commitment to the relentless effort of increasing sales through marketing and the management of sales professionals is first class and is an asset to any organization in which he is engaged.

David Stickney

John and I have known and worked together for years. He has been a consistent source of clear thinking on a multitude of issues, and possesses a thorough understanding of our business and industry. Whether in sales, marketing or technology, he has always been a clear communicator, an inspiring manager, and an asset to our company and its clients.

Chris Chalifoux

I worked with John a number of years as I pursued national accounts. His grasp of the technology and trends in the industry was a critical factor in the success of our pursuits. I learned a lot from John. As John has moved on to other endeavors, I still keep in touch to dip my bucket in his wellspring of knowledge

Jonathan Styrlund

John is an enthusiastic sales manager, who works extremely hard to achieve his goals. He is creative in his thinking and not afraid of change or trying new ideas. He manages the mechanics of the sales process well, understands and can sell technology and is sensitive to how a customer relationship needs to be developed to be successful.

Stan Jernigan

John is a person of exceptional integrity, talent and skills. He is a top-notch sales manager who totally understands the sales process. He is tech-savvy, enthusiastic, energetic, dependable, and multi-talented. One would be blessed to have John on their team. I totally endorse him.

Summary

As an entrepreneur and a business leader, I have extensive experience in both operations and sales management, P&L, business plan development, relationship development, and trade show coordination.  I am an effective communicator, who has earned corporate recognition for combining effective training and motivational management techniques to help sales teams exceed all productivity, profitability and service quality objectives.

My personal passion is implementing software tools that enhance productivity and smooth communication between team members.

Custom

BUSINESS RECOGNITION

ARC Largest Sales Increase Award - 2nd place, 2000

ARC Leadership School Graduate, 2003