Customer Service Sales
Resume:
JAMES W. HESPE
Park Ridge, NJ 07656
******@*********.***
COO/GM
WHOLESALE DISTRIBUTION
Wholesale distribution executive with a successful background in
Operations, Sales and General Management, heavily involved in strategic
financial decisions. Experienced in acquiring companies and forming
strategic alliances. Able to manage large projects across multiple
locations. Well developed leadership and management abilities. Strong
strategic planning and business development skills.
PROFESSIONAL EXPERIENCE
RESIDEX LLC, Cranford, NJ 2003 -
Present
General Manager/Vice President
Full sales, financial and operational responsibilities for a 17 location,
multistate, $35.5 million pest control products distribution business.
Staff of 72 with 28 direct reports and $8.4 million budget.
. Implemented a procedure to manage excess/obsolete inventory which had a
value over $150k. Obsolete inventory has been driven below
$50k. Monthly reserve expense has become nominal:
o Implemented parameters to develop reporting to identify
excess/obsolete inventory.
o Set up monthly operating expense to reserve against
excess/obsolete.
o Developed strategies to sell through or write off excess/obsolete
inventory.
o Implemented an exit strategy to sell through product being
replaced.
. Reduced inventory shrink from $60k to $15k:
o Implemented regular cycle count procedures.
o Introduced procedures for redundancy for order entry, order picking
and receiving of product to promote accuracy.
o Initiated security procedures.
o Changed metric, for branch locations, from a % of on-hand inventory
to .1% of sales.
. Introduced two new product lines, a mattress encasement and a gutter
filter product, which will generate $1.5 million in sales with margins 10
points above company average: Met with manufacturers, gathered product
information and an understanding of the market place. Identified
vertical markets and developed "go to market strategy". Developed
comprehensive training program for employees and customers.
. Converted from a central warehousing model to a regional approach to
stocking locations and the utilization of more vendor direct purchasing:
Experienced an 11% reduction in freight out and delivery costs, a $100K
reduction in warehousing expense, and a $60K savings in payroll.
. Led team to evaluate, negotiate, and purchase a regional wholesale
distribution company, with sales of 1.8 million. Raised 1st year sales
to $2.2 million, 2nd year sales to $2.8 million: Evaluated financials,
reviewed competitive analysis, and evaluated market potential. Visited
location, interviewed "key employees", evaluated facility, and inventory.
Structured purchase agreement. Developed business plan to immediately
capture the market potential.
JAMES W. HESPE PAGE TWO
RESIDEX (continued)
. Purchased and implemented an ERP software solution: Fully automated
purchasing system has allowed centralized purchasing saving on average 4
hours per week per location on purchasing and increased the fill rate to
95%. Also improved customer service abilities through a fully functional
backorder system and one click access to information.
. Previously Operations Manager, Residex Corporation, Clark, NJ.
SHEMIN NURSERIES, INC., Greenwich, CT 1988 -
2001
General Manager
Complete P&L responsibility for a $22 million dollar, multisite, wholesale
distribution business. Staff of 70 employees with 5 direct reports and
budget of $5 million.
. Reduced customer wait time to get serviced by 8 minutes while cutting
payroll costs by 15% through reduction in head count and overtime:
o Organized task force to analyze inefficient use of labor and break
downs in customer service.
o Developed and implemented a functional organization that could be
deployed across all product lines and operational functions.
o Evaluated existing staff, hired and fired accordingly, to maximize
implementation.
o Put new employee scheduling policy, with rotating start times, in
effect to assure adequate coverage, throughout hours of operation.
. Turned an opportunity to sell nursery stock via a strategic alliance with
a Recycling and Hard goods Distribution Center: Generated 1.3 million in
new revenue first year with a net profit of 4%. This location is still
in operation 10 years later.
. Generated $400k in new business: Outside Sales representatives were
getting beat to the punch by competitors and missing opportunities on
large projects. Networked with associates in the construction industry
on what they were doing to proactively identify projects. Dodge Market
Leader was highly recommended. Met with Dodge Representatives, developed
plan, with tracking and follow-up system, and implemented the use of
Dodge.
. Added $400k in new revenue and for the community added a legal,
environmentally friendly answer to yard waste: Customers requested a
convenient and legal method for the recycling of yard waste. Developed a
recycling program with a supplier and business plan to recycle yard waste
out of Greenwich CT facility. Worked with supplier to obtain permits
and licenses. Managed project, hired contractors and purchased
equipment.
. Previously Regional Sales Manager and Operations Manager.
Previously employed by Chemlawn Service Corporation, Upper Saddle River,
NJ.
EDUCATION
Masters of Science, (50% completed)
UNIVERSITY OF MAINE
Bachelor of Science, 1981
MONTCLAIR STATE UNIVERSITY
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