Matt Mc Intosh

All Phase Electric Supply is a distributor for a wide range of electrical products and components, systems, and services for residential, commercial, OEM, MRO and industrial market places.  Estimated total company revenue is approximately $3 Billion.

�Implemented aggressive sales and marketing plan, emphasizing account development, customer service, and up-selling.Utilizing teaming techniques and communications, grew the branch from $1.6 million to $2.2 million within 1 year, a 37% increase in revenue, with an anticipated growth rate of 24% for the 2009 fiscal year, despite a declining economy.

�Developed an “on site” stocking program for a customer based upon their continuous equipment demand, and later expanded the offering to include a shop inventory program, generating additional business.Provided exceptional customer service in assisting the client with the writing and meeting of bidding requirements, and teamed with them in approaching and driving consulting engineer specifications.This initiative grew this account from $120 thousand to over $500 thousand in sales per year---a 316% increase in annual volume.

�Increased large project sales by over 60% within my first year.Changing our sales approach from that of a “responding” to a “proactive” organization, anticipated customer needs through a value added selling approach that provided plus services to the contractor base, gaining the company credibility and preferred status in the bidding world.

�Developed and implemented a pricing matrix to ensure consistent and repeatable customer pricing.Teamed with manufacturers in tabulating quantity pricing breaks, identified specific sales targets, and formulated pricing strategies for OEMs, contractors, cash customers, and end users based upon the market place, the competition, the type of sale, and the order size, increasing the company gross profit percentage from 13% to 22%.

�Increased the Annual Sales Generated per Employee (ASGE) from $266 thousand to over $440 thousand, an increase of 65%, within my first year as branch manager.Empowered each employee with decision making abilities, while holding them accountable for their performance, greatly improving employee moral and production within a teaming environment.

�Led weekly sales meeting, covering all topics pertaining to sales, account management, pricing, support functions, specific industry trends and customer feedback. Implemented initiatives based upon team feedback and sales successes and failures.Monitored the progress throughout each program implemented, maximizing the effectiveness of the team and the program.

�Mentored and trained the sales team in solution based and value added sales, as well as closing techniques, greatly improving their sales hit rates and confidence.Demonstrated these methodologies by teaming with sales associates during sales calls through real case scenarios.Identified, monitored, and addressed their strengths and weaknesses, coaching them in effective presentations.

�Cross trained members of the team, thus ensuring continuity to customers during periods of employee absence.Put in place, a system that provided communications between individuals and departments to minimize potential problems while keeping all members of the team informed.

�Provided both in-house and outsourced training, driving team members to develop the expertise and know how to approach more difficult situations in the field.Appointing product specialists within our organization, improved their product knowledge and efficiency by having them serve as the point of contact for more technical knowledge issues pertaining to their specialty.

�Provided opportunities for members of the inside team to interface with customers outside of the office environment, creating good will with both team members and customers.

�    Oversaw the operation, adjusting internal programs and procedures to ensure fluency in all aspects of the branch, increasing the branch ROI from 55% to 82%, accounts payables from 40 to 53 days, and sales from $3.2 million to $3.9 million, while maintaining a gross profit of 30%.

�      Expanded the company’s offering from its residential forte into the commercial sector.Keying off of our past performance and relationship with a contracting firm, secured the opportunity to work with them on a brand new venture for our company.Teaming with vendors to secure pricing and deliveries, provided project management and great customer service, securing a $650 thousand project, despite heavy competition.This mile stone led to major other projects, including another school, a large marina, and a project with a local utility.

�Decreased stocked inventories from $700 thousand to $475 thousand while maintaining delivery dates, product availability, and customer service.Worked with customers to proactively anticipate their future requirements, and worked with the internal team in developing special buying programs, staggered purchasing scenarios, and a proactive ordering schedules.

(Participated in a 2 year training program consisting of 1 year of inside sales, and 1 year of outside sales.Received significant training in logistics, sales procedures and methodologies, project management, proposal preparation, order processing, and credit handling.)

�Pursued Western Michigan University, a previously neglected account, as a sales target during my outside management training period.Developed significant relationships at the account, implemented customer service procedures, identified and counteracted competitive measures, and teamed with the customer in supporting an on-site inventory program, growing the account from $150 thousand to $400 thousand within the 1 year period—at 166% sales increase.