Sales Customer

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Robert L Small

Objective Put my 30 years of project management, technology,

sales and marketing experience to work for a dynamic

customer focused automotive group.

Experience 1977-1994 Crystal Homes West Haven, CT

Asst Foreman / Framing Carpenter

Father started business in 1959 over 4,000 homes

built

Developed Over 500 single family homes

Developed Over 800 Multi family condominium units

Light Commercial, Historic Renovation and Retail

Projects

From digging ditches to running equipment to framing

to punch-out

80's recession recovery switched to primarily custom

homes

Implemented CRM & Softplan CAD system for customer

relations and design

Implemented realtor referral program for 95% realtor

referrals.

1995-2001 Designer Auto / Managing Partner Founder

Automotive Business Development Manager

Recruited by Lucent Technologies to develop CRM

system for auto dealers nationally.

Designed and implemented business development

centers for auto dealers.

Worked with Toyota to develop TQM Toyota Quality

Experience.

Designed and implemented outsourced business

development center to manage auto dealers follow up

and after sell.

One of the first Auto by Tel Managers McDermott Auto

Group

Conceived and implemented Executive Auto Groups

business development department. Managed 13

dealerships Internet Leads

Conceived and implemented Toyota of Wallingford

Business Development Department and managed

inbound/outbound phone, internet leads, managed

customer follow-up program.

2002-2004 Crystal Homes. Woodbridge, CT

Partner sales & design

New home semi-custom subdivisions

Design Build Renovation.

Semi-custom scattered lot speculative homes.

2004-2006 RLS Design Build Orange, CT

Partner sales & design

4 million in sales 1st year

Focus on 2nd floor additions

Featured on HGTV What you get for your Money

2006-Present Frontier Contractors Inc. Orange, CT

General Manager sales & design

Education New home semi-custom subdivision

Design Build Renovation.

Semi-custom scattered lot speculative homes.

Southern Connecticut University 1980 - 1984

Major: Economics with concentration in Information

Technology

NAHB 1987

Project Management

Project Scheduling

16 years Softplan / Softlist CAD experience

www.softplan.com

UDA Construction Management Software

Goldmine CRM software

Salesforce.com CRM

Panterra Networks Cloud Based Unified Communications

Interests Motor Sports, Snow Skiing, Off Shore Fishing,

family.

Portfolio www.frontiercontractorsinc.com

www.centerforgreendesign.com

www.usenergyaudit.org

Closed this business in 2001 to return to home building, this business

concept was years ahead of the industry and can be implemented today with

today's technology.

Executive Summary:

Designer Auto, Inc. is a business services company offering professional

marketing, sales and consulting services for the retail automotive

industry. We employ a state-of-the-art, proprietary customer relationship

management (CRM) application, along with a database interface module that

allows for automated, efficient data mining of legacy databases rendering

high-yield marketing campaigns. The resulting "one-to-one marketing"

converts post-sale and post-R/O opportunities and promotes repeat customer

transactions through Designer Auto's specialized telesales, direct

marketing and e-marketing contracted services.

Value Proposition:

A remote data connection between the automotive dealer's legacy system and

Designer Auto's secure information management environment enables the web-

based "mining" of information-rich customer records residing at the

dealership location. Through this off-site "strategic partner" model,

Designer Auto's offering allows automotive dealerships to:

a) Achieve incremental, "found" revenue and profits from after-sale, up-

selling and cross-selling opportunities;

b) Avoid the staggering costs of a custom, enterprise-level information

technology solution, and the training and personnel costs associated

with implementing and maintaining it (i.e., both IT and marketing

staff expenditures);

c) Focus on their core competency of selling, delivering and servicing

new and used vehicles.

This model is designed to support improved performance and efficiencies in

the following key areas:

1. Customer satisfaction index ratings

2. Lead qualification, opportunity management and customer relationship

management

3. Penetration of original equipment and after-market parts and

accessories and service contracts

4. Same-customer repeat sales, customer referrals and customer retention

5. Fixed operations revenue and profitability

Designer Auto capitalizes on a striking void in information management,

technology infrastructure and marketing sophistication at the local

dealership level. Typically, dealerships control large customer databases

with valuable demographic data that allow for sales opportunities with

inherently high closing probabilities. Yet customer-specific (e.g., a

family vehicle without "safety and comfort" after-market products) and time-

sensitive (e.g., lease expiration and soon-to-expire manufacturer's

warranties) sales opportunities are rarely pursued or consistently closed

by either the new/used vehicle sales staff, F&I managers, or service

department personnel. As a result, significant incremental revenues are

lost since most dealerships have neither the technology infrastructure and

know-how to reliably "mine" their data, nor the business processes and

staffing to effectively "monetize" it. Over time, a dealership can spend

hundreds of thousands of dollars to acquire and archive a highly valuable

business asset-an information-rich customer database-yet the asset remains

largely dormant and underutilized. Designer Auto addresses this void in

customer development through a technology-driven, professional one-to-one

marketing capability aimed at increasing the value of existing customer

relationships through proven and systematic telesales, direct marketing,

and customer development business processes.

An average auto dealership selling between 60-150 new and used vehicles per

month can increase its after-sale penetration by 20-300% through the use of

Designer Auto's data mining, specialized marketing and customer development

services-thereby increasing revenue and profitability by tens of thousands

of dollars each month.

Founders:

Robert Small, BS, 16 years experience business management and marketing,

technology development and operations-8 years in the automotive industry.

Mark Ostrowski, BA, MBA, 14 years experience sales, marketing, business

development and business management.

Leigh Small, BA, 18 years experience business management and operations,

financing and capital development, private placement venture capital.

Competitive Advantage and Barriers to Entry:

Designer Auto's "strategic partner" business model leverages the automotive

dealership's existing customer database for post-sale and post-R/O customer

satisfaction canvassing, follow-on telesales and sophisticated one-to-one

variable data marketing campaigns utilizing business intelligence and

customer demographic data. Such highly focused, "soft sell" campaigns

routinely garner 9-40% response rates, versus the 1-3% response rates

resulting from generic, mass marketing (mail) campaigns directed at a low-

specificity audience.

The founders of Designer Auto wholly own a proprietary automotive-specific

CRM application that integrates with the prevalent dealer management

systems (DMS), allowing for fast, automated and cost-effective data mining

of large customer databases. The technology platform has been developed

specifically around these DMS architectures and can be fully customized and

modified without any direct changes to the source code. The Company is

applying to the US Patent and Trademark office for both copyright and

patent protection for its software application and business processes.

Future Opportunities:

Designer Auto's founders and management team have proven business skills

and a history of success in professional marketing, sales, and business

development. The principals have built a robust network of industry

contacts, strategic partners, parts/accessories manufacturers and

distributors, and many large-dealer-group relationships during the research

and development phase of this enterprise. Designer Auto is now fully

staffed and capitalized to offer this solution to retail automotive

franchises throughout the country, starting here in the northeastern United

States.

Designer Auto seeks to be the nation's leading provider of customer

development, specialized marketing and management consulting services in

the retail automotive sector. We intend to expand a variety of product

categories and services to offer greater value to our customers-e.g., after-

sale product offerings, lease renewal services, service agreement sales,

internet sales support, service reminders and promotions, unsold showroom

traffic sales support, etc. These additional business services have shown

high initial acceptance by our early adopters, due to their potential to:

create significant additional revenue streams, improve key dealership

business metrics, and render long-term competitive advantage, improved

customer retention and consistent repeat sales to existing customers.

Contact this candidate