Resume Supplement: Business and Distribution Channel Development

This resume supplement provides more details on my business development, distribution channel, territory and dealer management and franchise development experience. Throughout my career, I have almost always been involved in the development of new business through the planning and launch of new offerings, new customer segments, distribution channel development or direct sales office implementation.

Cassano’s Inc – Dayton, Ohio (5 Years)

As director of business development for a retail food service restaurant chain, I developed several new revenue streams and distribution channels. I helped grow the wholesale dough business through the expansion and diversification of the existing distribution and broker network. I also developed and implemented a unique vertical market catering business in addition to researched, developed and implemented a multiple-channel franchise network.

School of Advertising Art - Dayton, Ohio (3 Years)
One of the subjects in the Marketing Course that I teach deals with B to B distribution territory, channel development and dealer management as well as B to C (retail) network development and management.

Marketing and Advertising Agencies – Dayton, Ohio (3 Years)
While working on the agency side of the marketing business, I developed a vertical market marketing program to sell agency services. I also helped develop and implement an agency distribution channel for an interactive multi-media program that we produced.

Technology Resource Group - Dayton, Ohio (3 Years)
As president of my marketing and sales consulting business, I helped small and large technology businesses to identify customer segments and new market segments. I also helped them develop and implement new distribution channel strategies through channel dealer business start-up, development and management training programs.

NEC America, Inc. - Dallas, Texas (13 Years)
As VP of marketing for the Corporate Networks Group (telecommunications), I was instrumental in identifying, developing, implementing and training the direct and dealer distribution channel in America and Canada. During my NEC career, we also acquired new product groups and new territories such as Latin America, which required business and channel development. I also developed channel promotion programs designed at increasing sales and market share through the dealer channel.

Telecom Resources of America - Dayton, Ohio (8 Years)
In addition to starting and successfully managing my own telecommunications industry consuleing business, I was directly involved in helping manufacturers develop, implement and train distribution channel dealers. I also helped train direct sales force sellers as well as authorized dealer sales representatives. We also helped manufacturers to develop dealer incentive programs to increase sales through channel outlets.

Business Telephone Systems (BTS) – Columbus and Dayton, Ohio (10 Years)
Throughout my tenure with BTS, I helped to establish direct sales offices in the Dayton and Cincinnati area. I was responsible for all aspects of establishing and managing regional sales and service offices in these markets. I was often called upon to help other start-up operation in other markets through business modeling, training and temporary management.

Retail (B to C) and Commercial (B to B) Sales – Nebraska and Ohio (6 Years)
During my time in retail sales and my initial venture into commercial sales, I was instrumental in developing new markets through the establishment of new retail store locations and local and regional direct sales offices for some of the companies that I worked for.