GEORGE L. CARSON, JR.

Chicago, IL Area

SALES & MARKETING – BUSINESS DEVELOPMENT

B2B sales professional experienced in leading change through identifying new opportunities and developing creative solutions to customer and business problems and training team on new approaches.

• Business development and key account management expertise using analytical, fact based approach to developing out of the box solutions to drive new business at national account and local levels.

• Success creating Value Selling programs to document customer benefits and take focus off price selling.

• Professional education includes an MS Management from Northwestern University.

PROFESSIONAL PROFILE

ANCHOR BOLT & SCREW – Fastener Mfg/Distributor, Director Sales & Marketing (2008 – Present)

Custom Cold Headed Fastener Manufacturer to OEM & industrial distributor markets., 

• Implemented turnaround plan to stabilize business, conserve cash and focus on profitable segments.

• New pricing strategy to maximize gross profit generated a 20% price increase, first one in 3+ years.

• Created unique Priority Deposit program resulting in $600,000 annualized sales first 5 months.

• Marketing campaign promoting custom manufactured fasteners led to 200% increase in quote activity through new literature, blast fax & email advertising, direct mail, trade press releases, industry shows.

• Reduced inventory levels over $300,000 as part of effort to generate additional cash.

AKZO NOBEL/GLIDDEN PAINTS – Paint manufacturer, District Sales Manager (2004 – 2008)

Sales $24 million and sales staff of 18. Sell to residential and commercial construction and professional contractor repaint markets through 19 company owned stores.

• Number 1 district Midwest Region in sales performance 2006, up from #2 in 2005.

• Upgraded 40% of sales reps to better position for future growth potential

• Won opportunity to bid $8.2 million new construction projects in first 100 days after re-engineering and restructuring test sales effort to align resources for profitable sales. Now going national.

• Co-developed “Pump in the Truck” promotion for high margin product in decline. Led Midwest Region test resulting in a 44.5% trend swing to positive. Boosted sales of non-promotion items 50%. Was #1 district in national rollout following year, selling 25,000 incremental gallons.

• Created value selling estimator tool, D.A.V.E., to quantify customer material & labor savings for key product line. Sales up 80% first year. Led to nomination for ICI’s Chairman Innovation Award.

• Organized Solider Field “Pro Show” customer event which drew 600+ customers, selling $529,000.

• Developed district tele-sales program to qualify construction project leads with GC’s. Made 3,000 calls in 90 days, qualifying over 700 projects. Program expanded to other key ICI markets. Next phase “Daily Hot Sheet” streamlined process and led to $500k in won projects over 6 month period.

• National account refocus led to $300k in first year growth: Village Green, AIMCO, Autozone, Midas.

BARNES DISTRIBUTION, Industrial parts distributor, Regional Sales Manager (1995 – 2004)

Sales up to $12 million and sales staff of 30. Sold 1,300 MRO/OEM industrial, commercial and fleet accounts. Value selling approach targets supply chain cost reduction through customized vendor managed inventory. Sell 55,000 sku’s: fasteners, PVF, chemicals, electrical, safety, abrasives, cutting tools, hydraulics, tools.

• Sales growth among top regions in North America (Top 25% 1997, 1999, 2000, 2004).

• Created sales template for tier-two partnership with National Account, Motion Industries, selling 60 new customers worth $900k and #1 region for sales growth. Nationally, sales grew to $10 million.

• Through innovative partnership with electricity reseller, New Energy, sold $240k in new business.

• Successfully managed new $410k tier two partnership with Nova Machine which led to opening 2 ComEd nuclear and 3 Midwest Generation coal power plants as their MRO fastener VMI supplier.

• Top region 2004 GM/SPX dealer launch, with highest close rate and most sales during rollout.

• Eliminated downtime at $400k OEM account, Pentair Pump, with new service and consignment model for $150k sales gain with 3 year agreement at 5%-10% higher prices on commodity items.

• Success with National Accounts included UPRR, CSX, WM, Quebecor through restructured approach.

• Resolved problems and gained new business through cross functional plant management project teams with major customers such as Pentair, Com-Ed and Abbott Labs.

FERRELL GAS, Retail Propane Distributor, Area Manager (1994 – 1995)

Managed 7 unit retail business with P&L responsibility. Sold Propane to 18,000 retail, industrial and commercial customers. Cash flow $2.5 million, $3.5 million expenses, staff 95 people, 46 unit truck fleet.

• Recruited to turn-around company's highest growth potential area.

• Innovative restructuring plan to refocus business from operations to sales/marketing driven led to significant new sales activity.

TENNECO AUTOMOTIVE – Walker Mfg, Manager Market Dev, Newly created position (1988 - 1994)

Managed 6 unit automotive distribution business with P&L responsibility. Sold auto parts to 2,400 customers. Sales $26 million, $8 million expenses, $2 million receivables, staff of 90 people, 40 unit truck fleet.

• Reorganized operations, lowered costs for $6.3 million favorable swing to profitability.

• Initiated an integrated "Team Selling" program between Inside Sales - Route Truck Sales - Field Sales for better account management resulted in 105% sales increase in six years.

• Rewrote all job descriptions, developed new incentive plans, upgraded entire management team to refocus business on driving profitable sales growth and develop a customer first philosophy.

• Overall service quality as measured by independent survey company 15% better than competition.

• Decentralized, reorganized credit functions, reducing past due 60%.

• Backhaul program to deliver inbound raw material to plants resulted in $250k savings.

• Implemented a $540k CRM solution to improve productivity and customer focus of inside sales reps.

TENNECO AUTOMOTIVE – Walker Mfg, Manager Special Markets, Newly created position (1984 - 1988)

• Grew sales from $4 million - $22 million in flat market to penetrate new market segment.

• As part of $30 million acquisition, led marketing and sales team during due diligence, then asked to run a 12 person, 90 day implementation team and subsequently promoted to run the new business.

• Invited as speaker at 3 National Sales Conferences and 1986 Tenneco worldwide manager meeting.

TENNECO AUTOMOTIVE – Walker Mfg, Regional Coordinator Newly created position (1982 - 1984)

• Pursued new automotive dealer and distributor market. Trained 26 man regional sales force.

• Sold new business worth $800k first year using test market. Promoted to develop nationwide.

TENNECO AUTOMOTIVE – Walker Mfg, Installer Specialist, Newly created position (1980 - 1982)

• Sold business worth $450k first year calling on 600+ automotive dealers. Trained sales force.

• Won "Outstanding Sales Leadership" award and trip to Mazatlan, Mexico

TENNECO AUTOMOTIVE – Walker Mfg, Territory Manager (1979 - 1980)

• Won Outstanding Sales Achievement award and 2^nd place in national dealer promotion.

• Was 160% of goal in sales contest and won trip to Aculpuco, Mexico

EDUCATION/PROFESSIONAL DEVELOPMENT

M.S. in Management, Executive Masters Program, Northwestern University, Evanston, IL, 1988

B.S. in Commerce, Cum Laude, Washington & Lee University, Lexington, VA, 1978

Northwestern University - Consumer Marketing, Tenneco courses in sales management, leadership, Xerox PSS II & III, Karass Effective Negotiating, 7 Habits Highly Effective People.

OUTSIDE ACTIVITIES

Crossroads Career (Job Search Skills) Ministry, Hessed House homeless shelter 2 years, Nursing home ministry 6 years, Meals On Wheels 8 years, Fundraising Chairman Cub Scouts 3 years, Eagle Scout