CAREER & PROFESSIONAL HIGHLIGHTS:
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- Demonstrated ability to create and enhance infrastructure for fast growing companies while
focusing on profitability and cash flow management.
- Improved profitability for one client by over 20 percentage points.
- Lead and mentored staff through change management including performance improvement and
re-engineering processes.
- Visionary with the ability to recognize market opportunities through ongoing interaction with
customers, prospects, market influencers and staff members.
- Increased sales over 1500% at a client company through market segmentation, the development
and the implementation of a strategic plan.
- Reduced SG&A by over 30% in eight months for a fast growing company.
- Instrumental in developing custom software solution improving company operations through
technological efficiencies.
- Self-employed management consultant for last ten years.
- MBA from top-ranked business school.
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WORK HISTORY:
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1994 - Present |
GRAGE & ASSOCIATES
Rochester, New York
Principal & President (Consultant)
Provide professional business management services to client companies based
on a participating management style. Services are provided for a select
number of non-competing companies prescribing and helping to execute the
implementation of projects and programs initiated across all functional
areas.
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- Performed and lead turn-around management services for many troubled
clients keeping them solvent.
- Grew one client’s revenues by over 450% during course of participation and
over 200% during one fiscal year.
- Sourced, integrated and debugged new POS system for retail stores and
corporate operation while doing the same for a new general ledger system at
same client site.
- Lead organizations through change management including the creation and
implementation of the process.
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1998 - 2000
1994 - 1995 |
ULTRAFORM SYSTEM CABINETRY, INC.
www.ultraform.com
Scottsville, New York
General Manager
Managed client company, manufacturer of portable trade show equipment on a part-time basis (20+ hours per week). First stint was when owner was recovering from cancer surgery and second stint was to enhance growth of profit and sales.
Started consulting with UltraForm in 1991 providing professional business
management services focusing on strategic planning, sales and marketing. |
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- Increased sales 1500% and improved profitability significantly after involvement began in 1991.
- Reduced warranty work from 10% down to 1% by instituting new quality standards, driving standardization of components, improving hiring practices and implementing a bar code system.
- Increased active national and international dealer network 4000% and built an on-line dealer resource site.
- Drove extensive trademark and copyright protection to enhance branding.
- Directed establishment of the largest business-to-business website in the tradeshow industry.
- Instituted and recasted hiring, review and compensation system to lower turnover, improve morale and create a more productive workforce.
- Was instrumental in developing a custom software package improving company
operations through technological efficiencies.
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1993 - 1994 |
INDEPENDENT TITLE SERVICES COMPANY, INC.
Rochester, New York
Principal, Vice President & General Manager
The company is a provider of abstract and title services to financial
institutions, municipalities, and attorneys. Prepared business plan to
present to investors to raise additional capital, profit and loss,
budgeting, strategic planning, customer interface, and staff meetings with
managers and special projects.
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- Developed comprehensive sales and marketing plans targeting specific
opportunities while applying a consultative sales approach.
- Grew the company in one fiscal year by 100% and over 2000% during course of
participation.
- Worked as a consultant with the company starting in January
of 1991 when the company had $650,000 in revenue and 14 employees.
- Opened the Buffalo branch in 9/92, Syracuse branch in 2/93, Albany branch in 3/93,
and White Plains branch in 6/93.
- Hired, trained, and developed the staff.
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1990 - 1993 |
MARKET SENSE, INC.
Rochester, New York
Executive Vice President (Consultant)
Worked with business owners and their management teams across all functional
areas focusing on areas that needed improvement including personnel.
Companies served varied in size from $200,000 to $20 million and the number
of employees from 10 to 200. These companies included manufacturers and
service organizations. |
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- Developed comprehensive sales and marketing plans targeting specific opportunities for clients and self.
- Increased sales for client companies. More than doubled net revenues for an employee leasing company and real estate provider.
- Reduced turnover at a computer refurbisher from 110% annually to
less than 20% by focusing on personnel issues.
- Redesigned distribution and
operation facility for client including secured mezzanine area, customer
service area plus the installation of bar coding and on-line computer
system.
- Initiated the budgeting process with several clients, while
improving their accounting processes at the same time.
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1988 - 1990 |
WILLIAM E. SIMON GRADUATE SCHOOL OF
BUSINESS ADMINISTRATION
University of Rochester
Rochester, New York
Full-time Graduate Student
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1989 |
INTERNSHIP DURING GRADUATE SCHOOL
CANDLE CORPORATION OF AMERICA
Chicago, Illinois and Elkin, North Carolina
Consultant
Analyzed the practicality of integrating separate manufacturing facilities
(IL and NC) for this $55,000,000 company. Recommended new manufacturing and
warehousing layout and consulted with the Vice President of Operations on
manufacturing and distribution procedures. |
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Company followed advice -- left plants separate, offered IPO in 1993 and
have grown to over $1,000,000,000 in annual revenues.
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1984 - 1988 |
WAHPETON CANVAS COMPANY, INC.
Denver, Colorado
Regional Manager
Bottom-line management responsibility for this national manufacturing
company; Denver region covered 15 states. Reported directly to President,
located in corporate headquarters in North Dakota.
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Turned-around money losing region to profitability within one year.
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Developed comprehensive sales and marketing plans targeting specific
opportunities, which lead to increased sales within region by 27% in the
first year and over 80% during time of employment with company.
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Managed Denver branch including manufacturing, inventory and distribution
of truck equipment parts to Western Region.
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Increased inventory turnover with better projections while reducing
over-head and employee turnover rate at local facility.
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1981 - 1984 |
NASH FINCH COMPANY (Fortune 200)
St. Cloud, Minnesota
Assistant Warehouse Manager, 1982 - 1984
Accountable for warehousing and distribution operations including inventory
control, shipping, staffing, and special projects. |
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Managed $76,000,000 operation in absence of Warehouse Superintendent.
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Responsible for bringing on-line and then managing warehouse and
distribution operations for single largest account in entire company --
$12,000,000 in first year.
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Located approximately 5,000 SKUs into the facility within a two-month
period to accommodate a new customer.
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Lead-Man Trainee, 1981 - 1982
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First employee hired for this position immediately after completing an
undergraduate degree. Learned warehousing operations by working through all
operational positions.
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EDUCATION: |
WILLIAM E. SIMON GRADUATE SCHOOL OF
BUSINESS ADMINISTRATION
University of Rochester
M.B.A. - Finance and Operations Management, June 1990
Class President, Member Graduate Business Club, Member Investment Club and
Assistantship with Executive Development Program.
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MOORHEAD STATE UNIVERSITY
B.S. - Management and Marketing, May 1981
Small Business Institute Consultant, Varsity Football and worked part-time
during school year.
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AFFILIATIONS: |
Member, Rochester Chamber of Commerce: 1990 - Present
Member, Pittsford Chamber of Commerce: 1997 - Present
Pittsford Mustangs Soccer: 1997 - Present
Rochester Venture Capital Group: 1996 - Present
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PAST
AFFILIATIONS: |
American Management Association: 1981 - 1988
American Production and Inventory Control Society: 1981 - 1988
Board Member, Rochester Small Business Council: 1990 - 1998
Chairperson Rochester Small Business Council Education Comm.: 1991 & 92
Chairperson Rochester Small Business Council Gala Luncheon: 1993 & 94
Executive Committee (Founding) Member, Rochester's Child: 1990 - 1996
Member, Alumni Advisory Council (Founding), William E. Simon
Graduate School of Business Administration: 1992 - 1996
Member, William E. Simon Graduate School of Business Administration
Rochester Club Steering Committee: 1994 - 1996
Memorial Art Gallery, Corporate Council Advisory Committee: 1995 - 2000
New York State Land Title Association: 1993 - 1994
President, Rochester Small Business Council: 1997
Rochester Enterprise Zone\Economic Committee: 1993 - 1994
Software Executives Group: 1996 - 1998
Start-Up Resource Award Business Consultant: 1996 - 2000
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