Sales Manager

CAREER SUMMARY

Transformational leader with over 20 years of experience developing and

executing innovative sales strategies for start-up, mid-market, and global

technology companies. Outstanding record of increasing sales, managing

acquisition and strategic alliances, extending market penetration,

optimizing operations, and building strong management teams. Expanded 2

companies into the international arena and successfully targeted and

integrated 5 significant acquisitions that served as growth catalysts and

greatly increased the market value of the enterprises. Experienced in

profitably launching new sales channels, strategic planning, market

development, software development, product deployment, raising capital, and

managing public companies.

NU HORIZONS ELECTRONICS, INC. (NASDAQ:NUHC) June 2007 to Present

Nu Horizons is a global leader in delivering complex technology solutions

to OEM businesses in the telecommunications, medical system, media &

entertainment, and defense sectors. With nearly $1 billion in sales, Nu

Horizons was the fastest growing company in their sector over the past 5

years. Publicly-traded with offices, operations hubs, and customers on 6

continents.

Senior Vice President, Systems Division June 2007 to

Present

Recruited by the company President to run the underperforming $100 million

systems division.

Full profit and loss responsibility for division with the charter to

transform the business model into a value-rich, integrated solution with

improved and sustainable operating margins.

Results:

. Immediately improved operating performance from a negative profit

contribution to a positive one by restructuring costs and realigning the

sales organization.

. Implemented new product and go-to-market strategy that improved gross

margin contribution by over 80% and operating profit by over 200% in the

first five quarters.

. Designed, built, and launched manufacturing and integration center to

expand product offerings and improve service levels.

. Increased revenue stream by over 20% in first full fiscal year by closing

over 50 new FORTUNE 500 and emerging accounts including GE Energy, Pitney-

Bowes, Philips Medical, Cisco, Tyco, Viasat, and Loglogic.

. Negotiated with IBM to become their first new Tier 1 channel partner in

North America in over 10 years by developing an innovative market

strategy that took them into an underserved customer segment.

. Became Alcatel-Lucent's first North American Master Distributor for their

Enterprise Group by developing an integrated supply chain and integration

solution to serve their global partner community.

. Developed and implemented new operating processes and sales information

systems which resulted in a 75% reduction in processing time and record

new business closes.

Into Great Companies/e-Play, LLC May 2006 to June

2007

Into Great Companies is a venture capital-run business incubator that

acquires emerging companies and grows them into self-sustaining and

profitable enterprises. e-Play is a portfolio company focused on deploying

a patent-pending, internet-based, DVD and game kiosk. Launched in 2005,

the company has successfully reached the production stage and has

established contractual relationships with major retailers, distributors,

and content providers to support its platform launch in Q3 2006. NCR took

a significant investment stake with the intent of taking a controlling

interest.

Chief Operating Officer May 2006 to June

2007

Recruited by the majority investors to evaluate and acquire new portfolio

companies and run selected enterprises.

Full profit and loss responsibility for all e-Play company operations.

Brought in to establish a sound strategy, build a team, develop an

operating infrastructure, and launch the solution. Successfully took the

company from prototype stage to revenue generating in 5 months.

Results:

. Established a recurring revenue business model that is growing at over

100% per month.

. Secured over $4 million of invested capital.

. Recruited and hired a strong leadership team including CTO, VP of

Engineering, and operations and marketing management.

. Led the software development effort from concept through production

release.

. Established and turned-up the company's infrastructure including a

manufacturing facility, redundant data centers, and customer support and

field service operations.

. Implemented financial discipline with systems, budgeting, controls, and

detailed financial reporting.

. Secured 7 significant customer organizations to support initial product

launch including Wendy's International, Meijer, Blockbuster and The Ohio

State University.

. Led the company from the prototype stage to full production and revenue

generation in 5 months.

. Assisted in negotiating investment by NCR.

. Hired and installed COO replacement.

PINNACLE DATA SYSTEMS, INC. (AMEX:PNS) 2000 to 2006

A global provider of system integration, custom software development and

engineering services to the telecommunications, enterprise computing,

imaging, defense and medical systems OEM marketplace. Publicly traded with

a market leadership position in the carrier-grade server, network appliance

and medical imaging sectors.

President, Chief Operating Officer, and Director 2004 to

2006

Recruited by the Board of Directors to transform the company from a niche-

oriented engineering firm into a global provider of outsourced technology-

based products and services.

Full profit and loss responsibility for all company operations.

Transformed the business strategy from an engineering model to a market

driven model resulting in revenue growth from $15 million to $70 million,

operating profit turnaround from a loss to over $1 million in net profit

and a market capitalization increase of over $15 million. Managed over 150

people globally with responsibility for strategy, planning, and execution.

Member of the board of directors and accountable for the support of

Sarbanes-Oxley compliance and other corporate governance matters.

Results:

. Led the development and implementation of a new and innovative strategy

that resulted in revenue growth from a post-tech bubble low of $15

million in 2002 to a $70 million run-rate at the end of 2005. The

strategy involved targeting the leading companies in each sector (i.e.

Xerox, Alcatel, GE, Motorola, HP, and Northrop-Grumman) and offering a

unique set of professional services and technologies that shortened their

time to market and lowered their cost of goods. This solution set lead

to the execution of 6 multi-year, multi-million dollar contracts with

Global FORTUNE 500 companies.

. Identified, negotiated, and integrated a major acquisition in 2005 that

was immediately accretive and productively capitalized, and launched the

business into several new strategic markets. Through successful planning

and negotiation, 100% of the customers were retained through the

transition as well as all of the desired employees while delivering

positive profitability in the quarter it was acquired.

. Brought the Company into the global marketplace by establishing both

sales and operational presences in the Netherlands, China, Singapore, and

Hong Kong. International revenue grew at a compounded rate of 150% per

year from 2003 until 2006 through new sales at European leaders such as

Bayer and Siemens and Pacific Rim leaders like Samsung, Fuji, and Huawei.

. Hired and organized an entirely new management team to lead the company

to its next level of growth.

. Expanded the product line and market penetration by developing strategic

partnerships with key industry leaders Sun Microsystems, AMD, Intel,

Hewlett Packard, Microsoft, and Agilent Technologies.

. The company was Central Ohio's number one performing public company in

2004 according to the Columbus Business Journal.

. Nominated as the Central Ohio Technology Executive of the Year for 2005

by TECHColumbus, an industry group supporting Columbus technology

companies.

Vice President, Sales and Marketing 2000 to

2004

Created the infrastructure and was responsible for company-wide sales,

marketing and supply-chain functions. Grew run-rate revenue by nearly

400%, grew number of customers by 500%, and expanded solution offerings

that grew the addressable market from less than $100 million to well over

$10 billion.

Results:

. Closed a record number of new accounts during this period including multi-

million dollar contracts with GLOBAL FORTUNE 500 companies, Lucent,

Alcatel, Xerox, Texas Instruments, GE, Kodak, Philips, Motorola and

Hewlett Packard.

. Created the company's first outside direct sales force with offices

across the US that was the key to the company's rapid recovery and

industry-leading growth rate following the technology industry crash.

. Developed a strategic alliance in Europe that led to the expansion of

business opportunities with several FORTUNE GLOBAL 500 companies.

. Lowered the cost of goods by nearly 10% through the development of

strategic supply agreements and global partnerships.

METATEC INTERNATIONAL (now Zomax) 1992 to 2000

An international software distribution, media services and third-party

logistics company serving the entertainment, software, hardware, and

professional publishing marketplace in the U.S. and Europe. Publicly

traded (NASDAQ:META; later acquired by private equity firm) with worldwide

sales of over $120 million and a leadership position in several key

markets.

Executive Vice President and General Manager (1998 to 2000)

Recruited by the founder and CEO to accelerate the marketing strategy when

the company was $17M. The company grew to over $120M in revenue in less

than eight years.

Full profit and loss responsibility for all aspects of the core business.

Promoted to newly created position with the charter to turn around the

business. Company returned to profitability within three quarters.

Results:

. Improved gross margin by over 20% by developing a global software channel

distribution model through the establishment of strategic partner

relationships and key infrastructure deployment.

. Led the development and release of new e-commerce services including web-

based catalog management, integrated order fulfillment and real-time MRP

collaboration.

. Expanded product set and sales channels through the development of

industry alliances and technology partners.

. Reorganized European operations, which resulted in dramatic improvement

in sales volume, margins, and a shift from a history of heavy losses to

profitability in 120 days.

. Reduced the operating budget 15% through business realignment and focus

on strategic profit models.

. Raised over $23 million dollars in new capital through two rounds of

secondary stock offerings.

Senior Vice President, Operations 1996 to

1998

Responsible for all aspects of worldwide manufacturing and distribution

including product management, engineering, planning, logistics, and

production. This included managing two U.S. and one European site, 650

employees, with an operating budget of over $90 million per year.

Results:

. Led the contract negotiations and integration of business acquired from

3M including closing one plant and relocating assets and production to

two other sites. By successfully retaining over 90% of the customers and

over 95% of the targeted employees, the acquisition increased the company

revenue by 100%.

. Drove the development of leading edge products including DVD and e-

commerce fulfillment services.

. Reduced per unit operating costs by 65% and quality costs by 25% by

certifying all sites under ISO-9002 standards, utilizing SPC,

implementing an Activity-Based Costing process, and installing a

sophisticated shop-floor management system.

Vice President, Sales and Marketing 1993 to

1996

Responsible for sales, product management, customer support, and

distribution.

. Increased sales at a compounded rate of over 40% annually while

increasing gross and net profits.

. Closed numerous world-class customers including Computer Associates, HP,

Sun Microsystems, Thomson Financial, Bell & Howell, and Microsoft.

. Built a global sales organization from 2 specialists to a cohesive team

of over 25 people. Built a customer care group that sustained customer

ratings in excess of 9 on a 10 point scale.

Director, Marketing 1992 to 1993

Launched the industry's first turnkey electronic publishing model for

professional publishers in the financial, entertainment, medical, and

industrial markets.

COMPUSERVE INCORPORATED (now a Verizon company) 1984 to 1992

Recruited out of college to join the direct sales force. Given a remote

territory after 60 days.

An international data communications and information service company

serving FORTUNE 500 corporations and consumers with private network

services and online access to information.

Manager, Product Marketing 1989 to 1992

Created the company's first product marketing group and hired the staff,

established the operating processes, and formally launched the industry's

first broadband network offering using Frame Relay technology.

Sales and Sales Management 1984 to 1989

Exceeded quota and made the President's Club in each eligible year.

Promoted to regional sales manager after three years in the territory.

Grew the territory from $25,000 in revenue per month to over $200,000 per

month in less than five years.

EDUCATION

BS, Business Administration, Marketing Major, The Ohio State University,

Max Fisher School of Business. Recognized as one of OSU's Top Ten

Marketing Students and selected to represent OSU in a national marketing

contest sponsored by General Motors.

Post Graduate studies at the University of Southern Illinois, University of

Michigan Business School, Harvard Business School, Northwestern University,

Kellogg School of Business, and The Ohio State University, Max Fisher

School of Business.

OUTSIDE PARTICIPATION

Founding Member, Board of Trustees, Industry and Technology Council of

Central Ohio

Founding Member, TechColumbus Chief Operating Officer Forum

Member, Board of Trustees and Treasurer, Upper Arlington Historical Society

(community board)

Director, Upper Arlington Civic Association (community board)

Former Member, Sun Microsystems OEM Executive Council

Former Member, Board of Directors, Optical Disc Manufacturers Association

Former Member, ANSI telecommunications standards body

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