Work History

Work History

Jul 2014 - Present

Senior Consultant

Franchise Well LLC
  • Responsible for soliciting new clients and providing consulting services to franchisors and non-profit organizations.
  • Provide ongoing sales and management support to franchisors on a contract basis.
  • Consult with non-profit organizations to develop business and franchise opportunities to support their mission.
  • Implement industry research projects, provide data acquisition and analysis, and present recommendations to management.
Feb 2013 - Jul 2014

Director of Non-Traditional Development

The UPS Store - 2004-2014
  • Rotated back into the non-traditional department to manage a four-person development team. Currently developing several opportunities for non-traditional franchisees in hotels, military bases, universities and convention centers.  
  • Secured commitment for a Public University location to be owned by the University Auxiliary at Jackson State University. 
  • Expanded the "Express" concept beyond hotels and into other non-traditional and seasonal venues.
  • Worked with the National Institute for the Severely Handicapped (now Source America) to develop non-traditional franchise opportunities for member non-profit organizations.
May 2011 - Feb 2013

Director of Franchise Sales

The UPS Store - 2004-2014
  • Led The UPS Store's franchise Sales Department consisting of six field sales representatives and nine sales support, marketing and call center staff. Responsible for all sales marketing, management, legal compliance and coaching for our franchise sellers, including 47 The UPS Store Area Developers.
  • Sold 114 franchises in 2012; the first time in 5 years that The UPS Store had sold more than 100 locations and 36% more than the previous year's result of 84 sales.
  • Generated over 20,000 new franchise leads in 2012 through a variety of online and offline media and activities.  Managed inbound leads via an in-house call-center and Franconnect lead management system. The call center now converts more than 32% of incoming leads to franchise applications, up from 24% one year ago.
  • Implemented the company’s first Item 19 Financial Performance disclosure and revised the lead management process to improve year-over-year lead-to-application conversion rates by over 25% and new franchise sales by 36%.
  • Implemented a dedicated franchise sales website and Search Engine Reputation Management (SERM) program to improve online search-engine reputation scores by 50% year-over-year.
  • Engaged the Area Developer network to participate in a geo-targeted pay-per-click (PPC) lead generation program and developed franchise sales landing pages on Linkedin, Facebook and BizBuySell.  Area Developers' participation in PPC advertising added over $75,000 to our annual marketing spend. 
  • Implemented twice-weekly franchise opportunity webinars to prepare applicants for their first call.  This has helped us increase our lead to application conversion rate by over 15% since inception.
Jul 2009 - May 2011

Director of Non-Traditional Development

The UPS Store - 2004-2014
  • Responsible for the development, negotiation and sales of all non-traditional franchise development in locations such as hotels, universities, convention centers and military bases. Managed a three-person team to prospect for new sites, respond to RFPs and negotiate lease and service agreements with client properties nationwide.
  • Researched and developed the company's first public entity franchise at the Ernest N. Morial Convention Center in New Orleans.  The UPS Store within the Convention Center facility is 100% owned and operated by the City of New Orleans and the Convention Center Authority.
  • Worked with franchisees, hotel clients and our hotel kiosk vendor to develop, test and successfully roll out a new “Express” business center franchise concept for 300-500 room hotels. We will open four locations in 2012 with at least 10 more planned for 2013. We forecast the potential to open up to 1,500 of these types of locations in hotels and conference centers.
  • Founding member of the UPS Las Vegas Strategy Team to build UPS business, including placing business centers in casino hotels.  Initial meetings and activities eventually led to winning all of Caesar's Entertainment business center business in Las Vegas and Atlantic City. 
May 2004 - Jul 2009

Director of International Operations

The UPS Store - 2004-2014
  • Managed global operations, compliance and support for the Mail Boxes Etc. (MBE) & The UPS Store international master franchisee network of 19 Master Licensees in 33 countries and annual retail sales of over $440M. Exceeded annual budgets and generated over $4.1M in annual royalty revenue in 2008 with a support staff of three supervisors and two administrators.
  • Responsible for Master Licensee support and sharing best practices, royalty reporting and data collections. Specified and implemented the Franconnect online franchise management system used by Master Licensees for royalty reporting that improved on-time monthly royalty reporting and collections compliance from less than 50% to over 98%.
  • Initiated and facilitated business development activities between Master Licensees and UPS. Analyzed the market in Malaysia and proposed a new retail program with UPS that, when only partially implemented, increased the number of packages shipped by over 300% in a six-month period.
  • Participated in the direct negotiation and sale of Master License agreements and other contracts. Provided classroom training and start-up coaching for all new international Master Licensees, and on-site supervision of pilot center construction.
  • Participated on the conversion team for the 2005 re-branding of the Mail Boxes Etc. Canada franchise network to The UPS Store brand.
Sep 2000 - May 2002

Vice President of Business Development

MBEC Communications Inc. (Mail Boxes Etc. Canada) - 1998-2002
  • Managed large cross-functional teams - including personnel from other departments, vendors, landlords, Franchisees and strategic partners - to implement new retail development and e-commerce projects on time and within budget.
  • Successfully researched, developed and sold co-branded franchises and other alternative franchise concepts, including the first co-branded location within a major retail bank, and a multi-unit conversion in Winnipeg, Manitoba.
  • Responsible for managing exclusive strategic vendor partnership with Xerox Corporation. Directed dedicated Xerox account executives and MBE Canada staff to grow same-store document services revenue by more than 12% and to complete the network’s transition from analog to digital copier technology in 2001. (See Case Study)
Apr 1999 - Sep 2000

Executive Director of Franchise Development

MBEC Communications Inc. (Mail Boxes Etc. Canada) - 1998-2002
  • P&L responsibility for all new and resale franchise development activities throughout Canada.
  • Generated over 3,500 new franchise sales leads annually using a variety of advertising and promotional activities including websites, franchise seminars, and an enhanced Franchisee referral reward program.
  • Managed Area Franchisees and 5 in-house sales staff to achieve department budget of 32 new franchise sales and 25 re- sales in FY2000. Contributed $8M in turnover, and earned over $2M in franchise fees and related revenue.
Apr 1998 - Sep 2000

Director of Area Operations

MBEC Communications Inc. (Mail Boxes Etc. Canada) - 1998-2002
  • Responsible for providing Mail Boxes Etc. Area Franchisees with coaching in sales, operations, and Franchisee support activities.
  • Worked with CEO to retire and replace five under-performing Area Franchisees.
  • Served as interim Area Franchisee for the province of Quebec and parts of Northern Ontario.
1996 - 1998

Manager of Franchise Relations

Cruise Holidays International
  • Provided marketing and operational support, and business coaching to 80+ Cruise Holidays Franchisees in the Eastern half of the United States and Canada.
  • Participated in the development and execution of co-op direct marketing programs with cruise line partners.
  • Responsible for 30-minute infomercial production, media buying, and phone center activities across North America.
1995 - 1996

Director of Sales and Technical Support

Timeline Vista Inc.
  • Sold digital audio workstations and synchronization equipment for audio and movie soundtrack production. Managed a 5-person inside sales and support staff team, and 5 dedicated outside sales representatives in the U.S., Asia and Europe.
  • Developed new dealerships and communicated regularly with the dealer network to provide training, software updates and sales support.
  • Supervised technical support and field service staff, and implemented a comprehensive in-house user-training program.
  • Developed and implemented technical support, RMA tracking, and product warranty databases using MS Access.  Recovered over $200K in overdue memo loan merchandise.


Sep 1989 - Dec 1992

Masters Degree

University of San Diego

Sep 1980 - Dec 1984

Bachelor of Arts

Claremont McKenna College

1975 - 1979

High School Diploma

Webb School of California