Robert A. Ponchak

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

Parma, OH 44129

440-***-****

abmayu@r.postjobfree.com

Product Marketing / SALES

A self motivated, highly productive and accountable Marketing Professional

that consistently delivers as a team member, team leader or in an

individual role. Over 20 years of progressive responsibilities in

Marketing, Purchasing and Sales within small and large distribution

companies. Well versed in the strategic aspects of Industrial Marketing and

Product Development. Highly accomplished in developing and executing

tactical initiatives to support strategic direction for sales growth,

margin enhancement and inventory cost saving goals. Also well versed in the

Purchasing and Procurement functions. Customer focused with excellent

communication skills at all levels internally and externally.

PROFESSIONAL EXPERIENCE

3B Supply, Inc. - Cleveland, OH Oct

2009 to Present

[Privately held nationwide industrial supply distributor concentrating in

the area of integrated supply services to large manufacturing customers

with multi-location operations]

Business Intelligence Analyst

As an outside contractor, focused on building customer to 3B product

databases through the identification and cross-referencing of customer

products/part numbers to 3B part numbers. Responsible for sourcing and

securing a competitive purchase cost for items not currently in the 3B

database.

. Assisted in the development of product databases for three new

customers. Responsible for the addition of over 3,000 new item entries

to the 3B database.

. Traveled to customer locations and conducted on site plant surveys of

product being used in production and building maintenance. Met with

plant personnel to identify key "must have" items and vendors.

Strengthened customer relations and confidence in 3B as the new

integrated supplier.

Parts Associates, Inc. - Parma, OH Jan 2004 to Jan 2009

[Privately held, nationwide distributor of industrial supplies

with 150 employees.]

Product Manager / Buyer / Market Manager

Recruited to invigorate marketing effectiveness. Focused on building brand

identity as a single source supplier. Managed four of the five major

Strategic Business Units (SBU's). As a Product Manager / Buyer maintained a

98% first day shipping service level. Mentored and worked with product

managers to create and improve internal and external communications.

. Directed the design and development of a single source, 1250-page product

catalog. Commended by outside sales personnel for significant improvement

in the effectiveness and efficiency the new catalog brought to their

sales efforts. Consolidated five separate catalogs into one, reducing

catalog inventory and printing cost. Exposed more products to the

customer through one media source.

. Created and managed at a strategic level a marketing program for the

release of bi-monthly sales promotions and quarterly sales contests.

Averaged incremental sales growth of 50% over historical sales during

contest / promotion period. Post program analysis indicated demand

stayed above historical averages indicating new and existing customer

share penetration.

. Negotiated a packaging program with the primary drill bits supplier

resulting in all incoming product packaged in private branded envelopes

and in standardized selling unit quantities. Developed brand identity

with customers and eliminated the need to internally re-pack product from

a bulk state to selling units resulting in an overall annual cost savings

of 6% or $18,000.

. Developed a plan to add, in phases, a Safety / First Aid program to the

product line. First line introduced, Spill Control, returned $50,000 -

$75,000 annual sales.

. Teamed with Materials Manager and IT to design and develop sales reports

for critical product line management information. Provided a valuable

decision-making tool for Product Managers.

. Created and managed a competitive cross-reference database for the

collection and storage of competitive products, part numbers and pricing.

Increased marketing intelligence assisting in the development of pricing

strategies and new product introductions.

. Delivered a weekly Product Spotlight to the sales force focusing on the

features, advantages and benefits of a featured product or product line

and the techniques required for successful selling. Resulted in an

immediate spike in sales. Sales increase varied by product or product

line featured.

Barnes Distribution, Inc. (Bowman) - Cleveland, OH Feb 1984 to Nov 2003

[Top 50 industrial products distributor - division of

Barnes Group, Inc.]

Product Manager / Pricing Analyst

Experienced in managing a diverse product mix with primary responsibility

to the Tools and Shop Supplies business unit. Increased sales and profits

through the development and implementation of plans, strategies and

programs to better promote existing products and product lines and through

the introduction of new products and product lines. Managed product line

with P & L responsibility, developed sales contests and promotions, created

sales literature, managed assets, established competitive selling prices,

product specifications and suppliers and provided sales product training to

internal and external customers.

. Increased sales for Tools, Abrasives and Shop Supplies product lines from

$7 million to $22+ million. Managed the only SBU to record positive sales

growth in 1998.

. Created, implemented and managed the Quad-Cut cutting tool program. The

Quad-Cut drill bit was the first drill bit to be designed and marketed

directly to the professional MRO hand-held drill user. The unique feature

of a mechanic's / maintenance length was introduced to help offer the

user greater control when drilling with a hand drill. By 2003 Quad-Cut

drill bit sales were over $7.5 million with an above industry average

profit return. Currently all U.S. drill manufacturers and all major

national industrial distributors offer a mechanic's / maintenance length

drill bit as a stock line in their catalogs.

. Attended and worked the company trade show booth at the annual Plant,

Engineering and Maintenance (PEM) trade show in Chicago. Supported sales

effort and retrieved valuable market information for future new product

planning through the interaction with customers and gathering of

competitive information.

. Consistently added successful new item product programs that contributed

to the company's overall sales and profits. Introduced new abrasives

program consisting of 700 new line items resulting in sales of $2.2

million over a three-year period.

. Provided technical product training on cutting tools and abrasives to

company sales reps and external customers. Educated sales reps and

customers on the product line; Increased sales, built stronger customer

relations.

. Authored three cutting tool technical product manuals and two product

training modules for the training of the outside sales force. Facilitated

product training for new and advanced sales agent schools and customer on-

site workshops. Provided sales tools for the sales force to more

confidently sell the assigned product categories. Increased customer

relations.

EDUCATION

. BBA-Marketing, Cleveland State University, Cleveland, OH

. AA - Business, Cuyahoga Community College, Parma, OH

CEU Courses

. Certificate, Dale Carnegie Course, Cleveland, OH

. Certificate, Fluid Power, CSU Cleveland, OH

. Certificate, Salesmanship, CSU Cleveland, OH

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