Agriculture and Farming

Ask SCORE
          I recently completed development of a new item for the pet industry and will be receiving
the first shipment of product shortly. Though my background is in engineering, I now need to go
out and sell the product to distributors. Any tips on how to become a successful salesman?

          Among the many titles you take on when owning a small business is Chief Salesperson.  Your business literally cannot live without sales growth, and it’s up to you keep start—and keep—those customers coming.

About the Author

          This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly
70 current and former business executives available to provide free, confidential, one-on-one
business mentoring and training workshops for area businesses. Call 603-666-7561 or visit
merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer
opportunities. SCORE is a national, non-profit organization and a resource partner of the U. S.
Small Business Administration.

Workshop Poster Spring 2014 High Resolution

Cash Flow Template in Excel 

Short Business Plan Template in Word

Warren J Cook

Warren J Cook

Current City: Kalamazoo, MI

 

President

Cook & Associates Consulting,                                                                           1995 to present:

  • Secure financing components for industrial investments and commercial start-ups.
  • Guide and coach firms through industrial tax abatement application processes.
  • Certify industrial parks within communities throughout Michigan for MEDA.
  • Site consultant sub-contractor for international horticultural consultant.
  • Tri-annual golf outings with extremely well seasoned Michigan E.D. practitioners.

 

Business Growth Specialist                                                                             2005 to 2012:

  • Conducted industrial retention visits and managed follow-up actions,
  • Managed two business Revolving Loan Funds - 15 loans totaling

     $2.8mm, leveraging $27mm with 135 jobs,

  • Provided admin support for Industrial Tax Increment Financing Authority,
  • Provided EDC project management for special projects,
  • Chair Statewide Certified Business Park Program within Michigan Economic

            Development Association (MEDA).

 

Vice President for Resource Development

The Enterprise Group of Jackson, Inc., Jackson, MI                                              1996 to 2004:

  • Exec. Dir. of the County Econ. Dev. Corp. (EDC) – managed Industrial Revenue Bond

     and $1.5 million Revolving Loan Fund Programs,

  • Established and Exec. Dir. of the County-wide Brownfield Redevelopment Authority,
  • Maintained industrial site and building location inventories,
  • Provided industrial facilities tax abatement guidance,
  • Conducted industrial retention visits and managed follow-up actions,
  • Provided relocation assistance to industrial and commercial inquiries,
  • Successfully secured $1.35 million EPA brownfield clean-up and site assessment grants

     & $450,000 in HUD grants for industrial infrastructure.

 

Executive Director

Branch County Economic Growth Alliance, Inc., Coldwater, MI                              1990 to 1995:

  • Created and presented incentives packages to firms resulting in 17 new firms and

                 $5,000,000 new investment,

  • Conducted retention visits with local industries; results included: $85+ million new

                 investment and 2,000 new jobs,

  • Guided development of three industrial parks in separate communities;
  • Prepared over $2.8 million in a variety of grant applications,
  • Guided Kellogg Community College development of new academic center in Coldwater.

 

Economic Development Coordinator

Southcentral Michigan Planning Council, Portage, MI                                            1987 to 1990:

            Responsible for industrial assistance throughout two rural counties resulting in over 2700 jobs and $56 million in investment.

            Responsible for annual development of community created local improvement project inventory in 3 rural and 2 urban counties.

 

Program Manager - Economic Development

West Michigan Shoreline Regional Development Commission, Muskegon, MI         1986 to 1987:

            *           Assisted communities in one rural and two urban counties to  develop physical and human resource infrastructure needed to meet local objectives.

 

 

RELATED EXPERIENCE

Assoc. Dean of Instruction - Business and Technical Studies

Kalamazoo Valley Community College, Kalamazoo, MI                                         1983 to 1985:

            *           Responsible for 58 FTE faculty and staff; 34 Associate Degree and Certificate Programs; developing and managing a $1.8 million budget; evaluating faculty and staff; establishing articulation agreements with area high schools and colleges; and re-activating academic program advisory committees.

 

Regional Community Development Agent

Cooperative Extension Service

Pennsylvania State University, Reading, PA                                                         1980 to 1983:

            *           Worked with local government officials and groups to determine needs; provided legislative process information for citizen use; created, packaged and delivered community education programs including:

                                    - legislation impact on local government

                                    - land development ordinances (subdivisions)

                                    - land use planning and zoning

 

Research Assistant

Illinois State Geological Survey

University of Illinois

Urbana-Champaign, IL                                                                                        1978 to 1980:

            *           Conceived, developed and co-authored "Land Use Impacts of Subsidence Over Illinois Coal Mines".

 

Assistant Planning Director

Kankakee County Planning Commission

Kankakee, IL                                                                                                     1974 to 1978:

            *           Supervised staff and technicians; directed community needs assessments; created community development plans with local officials and citizens; directed and completed successful Community Development Block Grant applications; and successfully re-initiated federal HUD contract activities.

 

Staff Writer

Governor's Office of Management and Budget

State of Michigan, Lansing, MI                                                                            1973 to 1974:

            *           Co-authored report on staffing Michigan's multi-county planning districts.

 

Management Analyst

United States Air Force

L. G. Hanscom Field

Bedford, MA                                                                                                      1969 to 1974:

            *           Co-developed computerized management program to monitor Department of Defense research and development contracts.

Resume

Education

<p> Graduate: Economic Development Institute (EDI), University of Oklahoma, 1996</p> <p> M.U.P., Urban &amp; Regional Planning, University of Illinois, 1980</p> <p> B.S., Urban Studies, Michigan State University, 1969</p>

Kate Grover

Kate Grover

Current City: Etna, ME
Chapter: Bangor SCORE

   

K                                           

Kate Grover

Kate.grover@yahoo.com ·  540 Old County Road, Etna, ME 04434· 207.423.5252

Summary

Multifaceted, dynamic sales and managerial leader with a strong background in prospecting and sourcing new business, account development, and human resources. Uncompromised commitment to management and customer service excellence balanced by the highest degree of integrity in all relationships and transactions. Characterized by demonstrated leadership and mentoring abilities, initiative, and strong communication and presentation skills. Proud career track with consistent success in driving growth, generating revenues, improving team performance and enhancing business value at all levels. Mentors, motivates, and leads operations, sales, business development, and team development.

Experience

Director of Membership Services

Bangor Region Chamber of Commerce 20 South Street, Bangor, ME 04401

March 2012 – Present 

Responsible for the growth and development of a vital membership program, including the acquisition of new members and the retention and satisfaction of existing members. Tasked with raising $500,000.00 in membership dues, sponsorships and event fees each calendar year. Realized 105% of budget goals for 2012. Repeated performance for 2013.

 

Business Account Executive

Time Warner Cable Business Class Central Maine Territory

May 2011 – April 2012

Function as a key account executive guiding and implementing sales activities for the organization. Executed creative strategies and programs to achieve maximum sales volume potential for products. Directly conducted sales, prospecting, proposals, pricing, presentations, and marketing to new and existing business customers in the Maine market

 

Business Account Executive

Verizon Wireless 6 Union Street, Bangor, ME 04401

May 2010 – April 2011

Resourceful thinker with a focus on creative sales, customer service strategies, and performance improvement. Unparalleled record of achieving business results through all levels of organizational change demonstrated by key performance indicators.

 

Leader

US Cellular 770 Center Street, Auburn, ME 04021

September 2004 – November 2009 

Fast-track promotion from Business Consultant realizing Store Manager based on strong performance in customer service, process optimization, key account management, and productivity. Lead sales and support team for multiple retail locations. Afford continuous staff training, development, and operational leadership to effectively manage and drive business. 27 direct reports.

 

Regional Manager

Geiger Mount Hope Avenue, Lewiston, ME 04210

1999 – 2003 

 

Over saw the process of an order from start to finish with 37 employees in product research, order entry, order tracking, customer service, billing, and credit checks. Communicated and negotiated with Independent representatives’ to drive an efficient order process. Traveled to a myriad of regions within the United States, building strong rapport with the independent sales team.

 

Regional Manager

Cole Haan One Cole Haan Way, Yarmouth, ME 04494

September 1991 – September 1998 

Traveled the country, recruiting retail staff to train then open up new retail locations. Involved in the site selection, architectural build out, punch list, IT, inventory, merchandising, operations and sales training prior to store opening. Opened 11 locations on time and under budget.

Education

Attended University of New Hampshire, Whittemore School of Business-1984-1986

University of Phoenix, Business Administration-2001-Present

Skills

BlackBerry and iPhone Power User

September 2004 – Present

Servant Leadership

August 2005 – Present

Microsoft Office Suite

September 2005 - Present

 

Business to Business Sales Training

June 2010 – Present

            

Resume

Regis Rulifson

Regis Rulifson

Current City: Morrisville, NC
Chapter: Raleigh SCORE

Completed a 36-year career with John Deere, retiring in 2014.  Over the course of my career with Deere, I participated in the development and growth of a start-up health management company, created new business and product segments within the health care and equipment business units, developed and led strategic planning and business growth efforts and led the divestiture of several business units.

Resume

Education

<p>
2002&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; University of Chicago, Graduate School of Business, Executive Program in Corporate Strategy</p>

<p>
1999&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Stanford University, Graduate School of Business, Financial Program for Executives</p>

<p>
1986&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; University of Iowa, M.B.A.</p>

<p>
1976&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Iowa State University, B.S., Computer Science</p>

Jeff Twiddy

Jeff Twiddy

Current City: Louisville, OH
Chapter: Canton SCORE

Experience

Registered Representative at Western & Southern Brokerage Services

Western & Southern Financial Group

May 2013 – Present (9 months)

6539 Market Avenue N Canton, Ohio 44721

 

Financial Representative at Western & Southern Life

Western & Southern Life

2012 – Present (2 years)

Canton, Ohio

 

Mathematics Instructor

Canton City Schools

2006 – 2013 (7 years)Canton, Ohio Area

Canton McKinley Sr. High School
• Advanced Calculus
• Advanced Geometry
• Advanced Algebra 2 w/ Trigomometry
• Probability (Senior Level)
• Ohio Graduation Test Prep

Football Coach

Canton McKinley Bulldogs

2006 – 2013 (7 years)Canton, Ohio Area

• Coordinate Varsity Wide Receivers
• Passing Game Coordinator
• Quarterback Coach
• Head JV Coach
• Head Freshmen Coach

 

Supervisor

Enviroscapes

June 2011 – August 2012 (1 year 3 months)

Louisville Ohio

Organizations

AmSpirit - Hall Of Fame Chapter

Vice President

January 2014 – Present

 

Canton Regional Chamber of Commerce

Member

January 2013 – Present

 

Jackson Regional Chamber of Commerce

Member

February 2013 – Present

 

Louisville Regional Chamber of Commerce

Member

October 2013 – Present

 

Certifications

 

Six Sigma Certified

Aveta

March 2012 – Present

 

CPR / First Aid

American Red Cross

August 2012 – August 2015

 

 

Projects

Game Plan Your Future: A Guideline to Collegiate Athletics, Academics, & Funding

January 2013

  • We help parents and student athletes make sure they are prepared for college academically, athletically, & financially. 

Volunteer Coach

NFL All Pro Dad

July 2008 – Present (5 years 7 months)Children

http://www.allprodad.com/

  • Since 2002, the All Pro Dad Father & Kids Experience has been held 70 times in 21 different NFL, MLB, and NCAA markets (Indianapolis, Tampa, Miami, Buffalo, Pittsburgh, Green Bay, Kansas City, St. Louis, St. Petersburg, Charlotte, Detroit, Jacksonville, Houston, Chicago, Cincinnati, Minneapolis, Nashville, Canton, Athens, Tallahassee, and Baltimore).

 

  • We host this event annually in several NFL markets. The Father & Kids Experience is held at the team's practice facility or stadium. During the three-hour event, dads and kids rotate through stations and participate in interactive games designed to strengthen their relationships and deliver useful fatherhood tips.

Resume

Education

<p>
<span style="font-size:18px"><strong>Education</strong></span></p>

<p>
<a href="http://www.linkedin.com/college/?eduSchool=Walden+University&amp;trk=prof-edu-school-name" style="outline-width: 0px; color: rgb(0, 0, 0); font-size: 16px; line-height: 1.125em; font-family: inherit; margin: 0px; padding: 0px; border: 0px; font-style: inherit; vertical-align: baseline; font-variant: inherit;" title="Find other members who attended Walden University">Walden University</a></p>

<div>
<div>
<h5>
Masters of Business Administration,&nbsp;<a href="http://www.linkedin.com/search?search=&amp;keywords=Risk+Management+and+Corporate+Finance&amp;sortCriteria=R&amp;keepFacets=true&amp;trk=prof-edu-field_of_study" style="outline-width: 0px; color: rgb(0, 0, 0); margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-family: inherit; vertical-align: baseline; font-variant: inherit;" title="Find users with this keyword">Risk Management and Corporate Finance</a></h5>
2011&nbsp;&ndash; 2013</div>

<div>
&nbsp;</div>
</div>

<div>
<h4>
<a href="http://www.linkedin.com/edu/school?id=19107&amp;trk=prof-edu-school-name" style="outline-width: 0px; color: rgb(0, 0, 0); margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-family: inherit; vertical-align: baseline; font-variant: inherit;" title="More details for this school">Kent State University</a></h4>

<h5>
Bachelor of Science,&nbsp;<a href="http://www.linkedin.com/search?search=&amp;keywords=Mathematics+%2F+Education&amp;sortCriteria=R&amp;keepFacets=true&amp;trk=prof-edu-field_of_study" style="outline-width: 0px; color: rgb(0, 0, 0); margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-family: inherit; vertical-align: baseline; font-variant: inherit;" title="Find users with this keyword">Mathematics / Education</a></h5>

<p>
2001&nbsp;&ndash; 2006</p>

<p>
&bull;&nbsp;OMNOVA&nbsp;Physics Scholarship Recipient<br />
&bull; Pioneer Field of Dreams Scholarship Recipient</p>
</div>

Ask SCORE
          Our veterinary practice began doing online marketing, including social media, about six
months ago. We believe it’s having a positive impact, but would like to know how we can
accurately measure its effectiveness.  

About the Author

       This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly
70 current and former business executives available to provide free, confidential, one-on-one
business mentoring and training workshops for area businesses. Call 603-666-7561 or visit
merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer

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