Sales Customer Service
Resume:
Joseph A. Farinacci
Kkk
Chardon, Ohio 44024
Phone: 440-***-****
********@**********.***
OVERVIEW
I am a decisive leader with success in strategic thinking and problem solving. I help organizations grow top line sales revenue
while also increasing profitability. I possess the ability to thrive in dynamic and fluid environments while remaining
pragmatic and focused.
Significant experience in business operations, negotiation and contract management, multi-channel product distribution,
strategic positioning of growth organizations, use of databases and sourcing analysis, cost control, inventory management,
logistics, event management, marketing, sales, sales training and new product identification. Core competencies include:
Visionary Leadership Strategic Business Planning New Market / Product Identification
Change Management Operations Management Policy / Procedure Development
Contract Negotiations Team Building / Motivation Productivity / Process Improvement
Integrated Horticultural Alliance (IHA) Burton, Ohio 5/08 – Present
Formed in 2008 Integrated Horticultural Alliance is an alliance between the three largest distributors of horticultural and
greenhouse grower products in the United States. The three distributors represent over $350 million in annual revenue.
Managing Director (5/08 – Present)
Recruited to create and develop the direction of the alliance. Diverse responsibilities include strategic planning, program
management, vendor partnership and management, sales force product training and professional development, evaluation of
member operations, sharing of best practices, researching and developing opportunities for improvement in operations and
profitability.
• Collaborated with the IHA Strategic Partners (vendors) to create 12 Month Strategic Plans focusing on education,
marketing and sales goals per quarter resulting sales increases of as much as three times the previous year and
increased market share year over year.
• Negotiated an exclusive agreement with the top controlled release fertilizer manufacturer in the United States
resulting in over $1.5 million in increased sales.
• Currently developing an IHA Marketing Data base. A web based data portal designed to streamline the process of
catalog and marketing material creation, as well as, share product images and specific product attributes.
• Designed and moderated IHA Departmental Summits, where key departments (operations, purchasing, marketing
and human resources) shared best practices, identified bottlenecks and developed solutions.
• Created and managed IHA Key and Strategic Partner (vendor) program generating over $150,000 in membership
dues.
• Developed & orchestrated IHA Education Initiative to train sales and other distributor personnel in product
knowledge, industry cultural practices and professional development. Graduated the first class of IHA Certified
Horticultural Specialists in December 2010.
• Planned and implemented process of exchanging sales data along with product and pricing information with top
vendors representing over $150 million in annual revenue.
• Published bi-monthly IHA “ChainLink” company newsletters for both vendors and employees.
• Created IHA “Grow Green” webinar series for customers featuring green products and sustainable business practices.
• Implemented a plastic pot recycling program resulting in over 1 million pounds of recycled material
• Created and administered multiple surveys for customers and vendors to evaluate IHA member distributors resulting
in improved customer service and vendor communication.
SHIFFLER EQUIPMENT SALES, INC. Chardon, Ohio 10/02 – 5/08
A 30+ year old $14 million national distributor of replacement parts, finished products and maintenance supplies to public,
private & parochial schools, universities, churches and other facilities.
Purchasing Manager (10/02 –5/08)
Recruited to create and develop a purchasing department. train, direct and motivate purchasing team of 6. Diverse
responsibilities included planning and directing of materials and supply to reduce costs and improve quality, vendor relations,
domestic and international sourcing of products, and work with sales and marketing to identify and develop new channels of
business.
• Created and staffed purchasing department in 3 months ahead of scheduled 6 month time frame.
• Designed and implemented results reporting system to evaluate and facilitate daily purchasing functions. Increased
daily product available fill rate from mid-80% to 95%.
• Worked directly with the Chief Operating Officer to establish gross profit margin guide lines. Abated 3% decline in
gross profit margins.
• Orchestrated and participated in international sourcing venture to Taiwan and China in spring of 2006. Identified 10
new vendors with a potential savings of 25% - 50% in product costs.
• Sourced 26 new items for the 2004 catalog generating over $192,000 in incremental sales and over $105,000 in
incremental gross profits This represented over 28% of the organizations total gross profit increase and 11.6% of
total sales increase versus 2003.
• Negotiated licensing agreement of $100,000 for the rights to manufacture and distribute a proprietary product.
Reduced Shiffler cost by 50%.
• Developed and marketed exclusive vendor parts distributor program.
• Sourced the organization’s first-ever exclusive distribution agreement with nation’s largest manufacturer for the
targeted market resulting in incremental revenue of over $100,000 in the first 6 months.
PHD, INC., Wickliffe, Ohio 12/01 – 10/02
A 25+ year old, $100 million, national distributor of small kitchen appliances and housewares, servicing national and regional
brick and mortar retailers and ecommerce retailers.
Merchandise Manager (12/01 – 10/02)
Responsible for $25 million inventory of small kitchen appliances and housewares. Reviewed inventory levels of routine
stock items and initiated purchase orders for four regional warehouses. Maintained and negotiated new vendor relationships to
ensure best pricing, appropriate quantities, and delivery terms to meet customer demand. Calculated customer cost to increase
sales and profit margins.
• Purchased product from 30 different vendors across all small kitchen appliances and housewares categories.
• Managed 5 of the company’s top 10 largest vendors with $20+ million in sales.
• Maintained products available fill rate of over 95%.
• Increased inventory turns from .75 times per month to .9 times per month.
• Supervised and directed assistant buyers in California, Texas, and Ohio Warehouses.
U. S. GARDEN SALES, INC., Warrensville Heights, Ohio 1/96 – 10/01
A 26+ year old, $25 million, regional lawn and garden product wholesale distributor, servicing over 1000 customers in Ohio,
Michigan, Pennsylvania, Indiana and Kentucky.
Purchasing Agent (9/97 – 10/01)
Responsible for $10+ million inventory of lawn and garden wholesale products. Reviewed inventory levels of routine stock
items and initiated purchase orders. Maintained and sought out new vendor relationships to ensure best pricing, appropriate
quantities, and delivery terms to meet customer demand. Calculated customer cost to increase sales and profit margins.
Planned and coordinated two trade shows annually.
• Purchased product from 125 different vendors across all lawn and garden categories.
• Managed the company’s largest single vendor with $3+ million in sales.
• Maintained products available fill rate of over 95%.
• Increased inventory turns by 25%.
• Increased gross profit by 5%.
• Reduced outbound shipping costs 10% by implementing competitive bid process requiring multiple pallet discounts and
volume rebates.
SOFTWARE Microsoft Office (Excel, Word, Page Maker, Publisher, Power Point, Outlook)
IBM AS400 inventory system
Mach 2K catalog software
EDUCATION BA – Business Administration, The Ohio State University – 1990
Major: International Business Minor: German
Universitat Hamburg, Hamburg, Germany 8/88 – 8/89
Participated in international study program to supplement my international business
degree and fluency in the German language.
Contact this candidate