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James Miltner

** ********* *****

Garnet Valley, Pennsylvania 19061

610-***-**** - Home

610-***-**** - Cell

abm7eu@r.postjobfree.com

PROFESSIONAL EXPERIENCE

Sales Representative

**/**06 - Present Verizon Information Services / Idearc Media Chadds Ford, Pa.

Sale of marketing and advertising solutions to wide variety of companies in Delaware Valley

territory.

Proposed solutions for web/internet, direct mail, digital billboards, directories and

specialized publications.

* Achieved 15% positive client spend for total assigned accounts

* Added over 40 new accounts in last fiscal year including WEB performance-based advertising

agreements

Territory Manager

4/2003 - 9/2006 - ADP Dealer Services, Hoffman Estates, Ill

Sales of dealer management systems, network solutions, CRM, ASP, and voice over

IP Cisco telephone systems to new and dealerships in large New York/New Jersey/Pennsylvania

territory.

Responsible for sales within large territory and high volume multi-unit dealerships. Proposed

and sold marketing solutions including Internet sales applications and Full Maintenance Lease

and Rental

* Increased sales each year including new I/P phone customer and 5 new dealership locations

* Successful fixed platform to ASP transition of the 2 largest dealer groups in Northeast

* Extensive contact with northeast commercial truck dealers

General Manager

7/1999 - 2/2003 Freightliner Market Development Corporation Portland, Oregon

General / Sales Manager - Sterling of Syracuse, LLC

Responsible for dealer development and general management of nation's first Sterling / Western

Star

commercial truck dealership. Venture was operated as Freightliner-owned dealer development

branch until

successful sale and transition to outside private capital dealer in January 2003.

* Increased fleet unit placements yearly under challenging market conditions,

* Secured new commercial business with winning award of large New York state municipal truck

bid

* Implemented first 24-hour service and parts operation in area

* Expanded Sterling/Western Star parts penetration through aggressive advertising and

internet marketing

* Sold venture as stand alone Sterling / Western Star dealership

* Developed additional dealer site locations

Education / Skills

Philadelphia University, Philadelphia, Pa - Master's Degree in Business Administration

St. Joseph's University, Philadelphia, Pa. - B.S. Degree - Accounting

Dale Carnegie Training - 2006

Additional Work Experience of James Miltner

Controller

Holman Truck Center 1997 - 1999

Accounting / Financial Reporting - Controller for 50 Mill commercial truck sales

and leasing division selling Sterling, Ford and Kenworth commercial trucks and

aftermarket products and services.

Budget and Control - Comprehensive profit planning including preparation of annual operating

Plan

and continuous monthly budgets of all departments and formalized documentation of system

processes

Controller

ITS Office Systems, Inc. 1993 - 1997

Finance and Operations - Direct staff responsible for all financial and

administrative operations including financial reporting, distribution, and

information systems for privately held multi-state 12 Mill office equipment

company. Negotiate all banking services, financing, and insurance services.

Acquisitions - Hands on experience with office equipment company acquisitions

and divestitures. Successful acquisition of two office equipment companies and

creation from start up of affiliated mailing system company

Controller 1983 - 1993

Vu/Text Information Services, Inc. ( Subsidiary of Knight-Ridder, Inc. )

Finance / Human Resources - Managed staff responsible for general accounting,

cash operations, customer service, payroll and Human Resources of high growth

technology and online information company.

Financial Planning /Reporting - Directed preparation of annual operating and

capital budget for Company's diverse database retrieval operation and 60+

staff. Directed financial reporting function and subsidiary relations with the

corporate office of Knight-Ridder, Inc.

Facility Development and Staffing - Project manager for the design, development

and construction of two center city office and data center facilities over

eight year term. Both projects were completed on time and under budget

February 23, 2010

Human Resources

RE: Presentation of Qualifications - James Miltner

IP Telephony Sales Manager

Dear Sir or Madam:

I'm interested in applying for the IP Telephony Sales Manager position. I'm enclosing this

letter, a resume and a question and answer sheet about my sales background.

My sales and management experience as been successfully achieved with several large and

well-known organizations. I have an industry specialization with commercial truck dealers

where I have been both General Manager of a commercial Sterling/Western Star truck dealership

with Freightliner Market Development Corporation and as a Territory Manager with ADP Dealer

Services. At ADP Dealer Services, I sold complete commercial truck dealer management

solutions including CRM, ASP, Cisco IP Telephony Systems and Cisco Network solutions. My

clients were car and commercial truck dealerships in the northeast. I would contract with

these dealers for 5 year Dealer Management Systems ( hardware and software ) that would

generate significant upfront and recurring revenues. I have extensive contact with car and

commercial truck dealers in this territory of all manufacturers including GMC, International,

Freightliner, Mack/Volvo and Paccar.

Please note my dealer development experience with Freightliner Market Development Corporation.

This General Manager position was responsible for development and operation of Freightliner's

first Sterling and Western Star only dual dealer operation in North America. My

responsibilities were to direct dealership operations, transform the physical site, train

managers and staff, oversee independent sales agents, develop new OEM dealer locations,

implement marketing / sales / advertising strategies and secure new ongoing revenue accounts

and fleet accounts. I have led sales teams and directed the sales, service and retail

parts operations of a 24 / 7 dealership. I oversaw 25 employees at this dealership in

Syracuse New York ( including 10 salespersons ) and had overall P & L

accountabilities. This venture was successfully sold and returned to private capital under

my management.

In my last position with Verizon / Idearc Media, I have specialized in various advertising

sales medium including direct mail, electronic digital billboards and sale of

performance-based internet marketing solutions and search optimization strategies. My

client base included dealerships, HVAC companies and industrial corporations. Idearc operates

SuperPages.com., the 10th largest search engine in the world. I have had excellent results

adding new customers and generating significant add-on monthly revenue.

Since May 2008, I've been functioning as the Director for the Toth Trust in Pennsylvania

which contributes to a number of nationwide charities, schools and educational institutions.

I complete all Trust accounting and tax filings in this position. This position will be

ending at the conclusion of the month with the dissolution of the Trust and I have been

pursuing outside sales positions where I would like to focus. I have also earned a Master's

Degree in Business Administration from Philadelphia University and a B.S. Degree in Accounting

from St. Joseph's University and have been a Controller of a Fortune 500 subsidiary.

Thank you for considering my qualifications and I have added a Q & A below which may answer

some additional questions about my background.

Sincerely,

James Miltner

610-***-**** - cell 610-***-**** - home

Questions and Answers - James Miltner

1. What are some of your sales successes?

I sold several significant applications at ADP Dealer: Cisco IP phone systems to Freedom

International in Philadelphia and ASP agreements with two multiple unit dealership groups,

Freightliner of Harrisburg and Gabrielli Truck group. These were 5 year agreements of

significant upfront and recurring monthly revenue. My largest telephone deal closed was a

Cisco IP Telephony phone system for $140,000 upfront and continuing monthly support of $800

over 5 years. One of my ASP agreements had a 5 year monthly service fee of $14,000 a month

for several networked locations. At Freightliner, I successfully sold dealer agreement and

truck dealership to large New York state equipment dealer and established VAR agreement for

specific truck manufacturer's parts in the state. Our dealership also won a 25 truck GSA bid

in New York for a municipal placement of Sterling 7500 tractors. Plus, A CRM system at Van

Buren Pontiac Buick that was $44,000 and $1,800 / month. I sold PartScan, an automated bar

coding part inventory solution to 5 branches of a dealership group that generated $60,000

upfront and $3,500 a month over 5 years.

2. How can your experience with solution selling help in this position?

Successful solution selling must present a strong economic case. The ability to construct a

strong economic justification and ROI for the implementation of, let's say, a rotary lift is

key for your position. In my example, I am very comfortable developing an ROI for a potential

client that will consider the economic opportunity of an unused service bay, or how a current

non lift operating bay could benefit from a lift installation. Factors to consider are number

of technicians, number of hours sold per day and current shop rate to reach a figure of

additional profit per day for the affected bay. This can be matched against lift cost,

incremental facility enhancement expenses and other costs to reach a key decision metric of

days to payback for the lift implementation. Once these metrics are in front of the customer,

it sharpens the purchase discussion and takes the" too expensive" counter argument off the

table and sets up the close. Environmental advantages, increased safety features and "green"

solutions help bring more positive points to the value proposition for the customer. My

experience with a car and commercial truck vertical also brings increased credibility to my

representation of this type of product to the end-user. I would expect to present similar

presentations that would demonstrate the value proposition to the end user and a solution

determined through discovery and needs analysis with the client.

3. Please provide some examples of how you have utilized the internet for building sales.

At Idearc Media I sold a performance based internet sales agreement to a builder of specialty

agricultural facilities. We developed a campaign to focus search results on his specialty

which gave him top page placement under his selected categories and the new geographical areas

where he wanted to expand. His traffic to his website expanded significantly and he was able

to target more qualified leads and use the website to get preliminary quote specifications

from the customers. This allowed him to save an initial customer account call and visit a

potential customer with more discovery information to enable him to close new business more

quickly.

At Idearc Media I sold a performance based internet sales agreement to a new beauty salon

that was just opening up. We developed a campaign to focus search results on higher revenue

assignments such as perms and coloring. We instituted a performance plan that was a pay for

call agreement meaning that the salon would only be charged for actual calls to their salon

that were sourced and generated by people seeing the salon on search page results and calling

a specific number. The proprietor wanted a pay for call because she felt that if she could

speak directly with a new prospect, she could get an appointment scheduled. The campaign

worked because it was targeted to new customers seeking a specific salon specialty and could

deliver new prospects directly to the persuasive sales pitch of the proprietor who could get a

new appointment and long term customer for the new shop.

4. How have you attracted new business with State and Local Municipalities?

We targeted municipal gov't for new truck unit sales as it was fastest way to build truck unit

sales. We bid and won on a New York GSA contract. We responded to all government RFP's and

worked with municipal gov't to incorporate our specifications into their truck bids. We would

work county by county and bring in other county supervisors to test drive and examine a

completed Sterling unit to get good word of mouth. Our dealership would demo at the truck

superintendent conventions and advertise heavily in their directories and publications. We

developed comprehensive preventative maintenance agreements and volume parts sales agreements

to try and capture parts and service transaction business with municipalities within our

dealer area. The ability to gain a foothold in the municipal market was a key factor in

generating a key revenue source for the dealership and attracting interest from those

interested in buying the business

5. How do you train a salesperson as to important beliefs that should be practiced on every

sales call?

I practice and instruct salespersons to approach every sales call the following way: 1) I

will have a Belief in my company - its mission, the value of its products and services, what

part I contribute to this mission, and complete enthusiasm about the worth and acceptance of

these products and services in the marketplace. 2) I will have genuine Respect for my

customer - understanding their business, the decision makers time commitment, coming to the

sales call prepared and knowledgeable about how my product / service will deliver on its value

proposition. 3) My pledge of personal Accountability - I represent the face of my company,

maybe the only face the customer sees. I'll be accountable to my client for my actions,

commitments I make, honesty and integrity in my business dealings with them, confidentiality

with their business intelligence and prompt follow-through on any outstanding questions,

issues and concerns. 4) Finally, whether or not you transact business with my company,

I will deliver Value from our meeting together. I pledge to leave you something you will

remember from our meeting - new information or something newsworthy, a trend, technique or

success story. Important information for you to consider, or a new product that will make our

next meeting together beneficial and productive for both of our organizations. Hopefully,

if I have followed my sales beliefs, the value you will receive is our product or service.

6. Please provide examples of how you have been creative and innovative to create a new

customer base of commercial truck customers?

I decided to create a 24 hour parts and service at the Freightliner dealer development

location. In other words, trucks could be serviced and parts sold on an overnight shift.

This change allowed my salespersons and me to stand before a new potential large fleet or

vocational customer and tell them that we can eliminate down time caused by their trucks

needing to go in for routine maintenance and service. We told them we would pick up your

truck at your site in the evening when it had completed its daily shift, service it at our

dealership overnight and return it the next morning before the day shift started. No

downtime. This was a very powerful message that we could bring to a customer. The concept of

a dealer providing comprehensive service to a truck customer at the customer's timeframe and

convenience and without adversely impacting their operations in any manner. This gives us a

hook and a niche against the other competitors. "Let me help reduce your downtime" - this

statement, delivered directly to the customer, gave us something additional to sell in an

account call other than a new truck, parts and service.

7. How did you market to get new commercial truck customers?

At the Freightliner position, I was faced with a choice - I could spend an enormous amount of

resources to commit to a fixed monthly advertising spend in one large regional publication or

I could spread the money around into different channels. I chose the latter. We started

regular monthly color advertising in several smaller targeted and vocational publications,

billboards, and direct mail to specific mailing lists of vocational, fleets, owner-operators.

I would sponsor a racing car in a state road racing league on the local circuit and also

engage in barter. I would set up an automatic callboard at truck stops within 100 miles of

the dealership that would advertise the dealership services and could provide a hotline where

a truck driver could call the dealership for help. I also established a website where I

would display new and used inventory and generally describe the services of the dealer. I

increased the number of trade shows where we would demonstrate the trucks since we had close

access to a convention center in Syracuse. I took 10 of the previous dealer's biggest

customers to a tour of the Sterling truck manufacturing factory in Canada.

Other prospecting techniques I used were truck registrations of new large class 5-8 owners

and specific mailing lists. This helps me with market share info. For all past assignments,

I would get industry views through Profile America to understand the industry, critical

success factors and trends of the customer's industry and would give the customer market share

information about my competitor's coverage area. For internet customers - I could prep total

impressions on search page results, how many clicks into their website and through what search

categories they came in to the site. When prospecting a new geographical area, I have looked

to Thomas Business Registry or Duns to get information about a business through its location,

SIC Code, revenue size, number of employees, etc. Of course, always carry a pencil and paper

while driving to copy down customer information or type of truck. Pull into your competitors

business and see who is in there. Walk up to a customer who is driving your type of truck and

start talking.

8. What are two of your strengths you believe to be most valuable to a future company?

A great strength is that I have had success closing major deals. I understand dealer

operations as I have functioned in this capacity for Freightliner Market Development Corp. I

started a Sterling truck dealer development project for an open commercial truck territory in

Central New York for Freightliner and built the dealer business so it could be successfully

sold back to private capital. I found the buyer and qualified him according to Freightliner's

dealer guidelines and specifications and performed all required dual diligence to complete the

dealer agreement. This was a successful deal for all parties and continued to advance

Sterling and Western Star truck brand's market share in a large Central New York AOR.

A second strength is my successful professional background of sales and financial management.

I have successfully sold a variety of products and services to different companies and have

been successful with both long and short sales cycles. I'm very comfortable walking step by

step through an ROI analysis with clients to cost justify a product or service. I understand

dealer/distributor business processes and contractor businesses and objectives and have

presented a variety of marketing/advertising solutions to businesses to help advance their

revenue growth objectives. I'm able to establish a productive and successful business

relationship with a client's top decision maker and present my company's solutions in an

intelligent manner that fully addresses their needs and the value proposition on the table.

Decision makers trust me since I have been one myself and they feel comfortable dealing

through me.

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