Sales Development

Joseph R. Benney, cfe

** ******** **** . *******, ** 10506

813-***-**** . ********@***.***

Business Consultant / Executive Coach / Franchise Developer

Leveraging comprehensive business knowledge and experience to assist

businesses, executives, and franchisees to meet the expansion and

profitability challenges of the 21st century's business environment

Professional Experience

CHECKERS DRIVE-IN RESTAURANTS, INC., Tampa, FL 2006 - 2010

Director of New Business Development: Northeast, Mid-Atlantic, and

Southeast Regions - Recruited to jump-start development of brand and

identify and recruit strong franchisee base. Supported franchisees with

lease negotiations and other business decisions. Sold multi-unit or

single-unit development plans.

. New York Market: Initiated and executed plan for first

successful in-line (versus drive-through) restaurant in Brooklyn;

opened additional seven restaurants in other New York boroughs.

Restaurants generated average annual sales of $1.2 million to $1.5

million.

. Expense Control: Decreased average development costs from

$850,000 to $400,000 by promoting development of inner city

restaurants; time and investment necessary to open these restaurants

was significantly lower than opening suburban restaurants.

. Real Estate Broker Network: Resourced and negotiated with real

estate companies to support franchise expansion by identifying

potential restaurant sites based on demographics; company had no real

estate department or process for this function. Established a broker

network stretching from Connecticut to Maryland.

. Talent Recruiting: Leveraged extensive contacts within the

franchisee network to recruit new franchisees with proven ability to

succeed. Exceeded new franchisee target 10%, recruited 24 new

franchisees, and opened 20 restaurants in 2009. Continually focused on

developing the right sites and pairing them with the right franchisees.

. Non-Traditional Growth: Leveraged prior experience with non-

traditional site development to benefit company; negotiated highly

profitable multi-unit development contract with Delaware North

Corporation resulting in a restaurant at Buffalo Airport and four

restaurants on New York Thruway and Florida Turnpike. Developed

additional locations in colleges, travel plazas, and other airports

including the Atlanta airport.

COLDWELL BANKER COMMERCIAL REAL ESTATE, Parsippany, NJ 2005 - 2006

Director of Business Development: Southeast Regional - Prospected for new

business partners and influenced them to become franchise owners.

Nurtured and developed new business relationships and strengthened

existing ones.

. Results: Delivered $3.5 million in income and exceeded goals

12% by closing 10 acquisition and merger deals.

Joseph R. Benney, cfe Page Two

Professional Experience continued

DUNKIN' BRANDS, INC., Canton, MA 1980 - 2006

Franchising Manager (2001 - 2005) - Directed franchisee recruitment

process, managed real estate development, and sold multi-unit development

agreements.

. Franchisee Quality: Significantly improved quality of

candidates by identifying 10 to 12 core competencies necessary for

success and creating a behavioral-interviewing process to measure those

competencies. Core competency assessment also assisted field managers

to better manage and develop existing franchisees.

. Innovation: Played critical role in creation and execution of

highly successful market strategy that placed stores in colleges,

universities, airports, travel plazas, sports stadiums, and gas

stations; partnered with high-level executives to implement concept.

Opened 15 restaurants and signed development agreements with Marriott

Corporation and Delaware North as well as several independent

foodservice companies.

. Manhattan Market: Increased market penetration from 17 stores

in 2002 to 70+ in 2005 by implementing strategic development plan.

. Additional Sales: Sold average of 10+ multi-unit development

agreements annually with commitments to open up to five restaurants per

agreement.

. Project Team: Selected by executive management for three-member

team charged with implementing new projects and systems that impacted

overall business brand.

. Results: Surpassed forecast development goals 15% for three

years, generating $3.5 million to $4 million in annual income. Earned

sales excellence awards 2000, 2001, 2002, 2003, and 2004.

Business Consultant (1980 - 2001) - Challenged with increasing sales and

operating standards for 30 to 40 franchisee operations; held P&L

accountability. Advised franchisees on business plan development, lease

negotiations, and lease renewals. Promoted to position after serving as

senior training instructor at Dunkin' University and as a store operator.

. Sales Results: Exceeded market sales average 2% to 3% four

consecutive years while continuing to supervise franchisees.

. Training: Led training of approximately 200 new and existing

franchisees annually; kept training material current and managed team

of three other instructors.

EARLIER EXPERIENCE includes positions as director of franchise development

for Choc full o' Nuts Corporation and Auntie Ann's Inc. Evaluated failing

Choc full o' Nuts concept and created and executed strategic plan for

repositioning it. Generated more than $1 million for Auntie Ann's Inc. by

signing 12 multidevelopment deals with mall management companies; recruited

10 new franchises within 12 months and opened 15 new restaurants.

Education & Professional Training

CERTIFIED FRANCHISE EXECUTIVE (CFE)

International Franchising Association

FRANCHISE MINI MBA

H. Wayne Huizenga School of Business and Entrepreneurship, Nova

Southeastern University

Series of three programs designed to help franchise leaders develop and

enhance their capacity to take on 21st century franchise challenges by

building leadership skills; fostering continuous, systematic improvement

and innovation; and expanding knowledge and awareness of best practices in

franchising.

ASSOCIATE DEGREE IN BUSINESS

University of Maryland and Fisher College

DALE CARNEGIE INSTITUTE

STRATEGIC PLANNING

American Management Association

Taught franchise business workshops at the H. Wayne Huizenga School of

Business and Entrepreneurship.

Member of International Franchising Association & International Council of

Shopping Centers (ICSC).

( Certified Franchise Executive (CFE) with extensive business

experience and proven ability to effectively analyze business platforms

and financials, evaluate growth, and identify ways to diversify and

expand.

( Hands-on leader and strategic thinker who focuses on results,

implements best business practices, and understands the big picture;

history of clearly articulating expectations and holding stakeholders

accountable.

( Excellent networker with extensive experience building and

maintaining productive relationships with executives from a variety of

industries as well as key players in the franchise industry.

( Strong training, operations, and P&L background; able to look at a

business from an owner's viewpoint, think innovatively, and see challenges

rather than obstacles. PC proficient.

( Winner of multiple awards for exceptional sales performance including

one of Dunkin' Brands most prestigious national awards; consistently

exceeded development goals.

Core Competencies

Leadership & Strategic Planning

New Business Development

Talent Recruitment & Development

Brand Building

Team Building & Leadership

Expense Control

Contract Negotiation & Closing

Project Management

Conflict Management

Customer Relations

Team Building

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