General, Operations, P & L, Sales Manager

MELVIN I. STARKEY

OPERATIONS, FINANCIAL, FACILITIES/SECURITY, SALES, RETAIL P & L MANAGEMENT

PROFESSIONAL with a diverse background of significant and innovative

accomplishment as President/Owner of two retail/wholesale businesses, in

the automotive and investment arenas and in the public sector.

EXPERTISE

Innovative Manager and Sales Motivator . Multi-Million Dollar P & L

Oversight . Branch/District Management . Facilities Maintenance and

Security Management . Cash Control Management . Retail and Call Center

Sales Management & Training . Business Process Development . Systems Design

& Implementation . Staff Development . Financial Reporting/Operational

Writing . Due Diligence .

Project Management . Budget Development /Variance Analysis & Reporting .

Cost Controls . Strategic Planning . Financial Forecasting . Financial

Reporting & Analysis . Investment Consulting and Sales

EXECUTIVE PERFORMANCE HIGHLIGHTS

RETAIL/WHOLESALE

Acquired and operated two retail/wholesale businesses under the corporate

name of Advenire, Inc.

Purchased a troubled retail franchise location. Took location from negative

cash flow to #20 in revenues, #1 in sales per square foot, #1 in inventory

turnover and #1 in gross margin percentage among 270 locations nationwide.

Total annual revenue from franchise and allied pet service businesses $ 5.3

million:

...Developed unique "entertainment" retailing concept with ongoing in-store

events that fostered customer involvement in an educational format;

...Served as resource for franchisees nationwide in areas of accounting

systems; inventory management, merchandising, security & cash controls,

sales training and tax reporting;

...Initiated sales/customer service training, performance enhancement tools

for sales staff and incentive programs ultimately adopted nationally by the

franchisor;

...Reconfigured store to maximize traffic flow, modified department

sizes/locations based on revenue/margin generation;

...Expanded advertising to include direct mail/radio, increased community

activity participation, established outbound telephone sales program,

implemented in-house and telephone customer quality surveys;

...Developed on-site customer seminars, departmental customer club

memberships, introduced financing program for large ticket items and formal

promotional planning process;

...Expanded business to 5 retail locations and initiated wholesale

operations with delivery functions;

...Expanded revenue/expense accounting categories, revised budgetary

process and installed formal pricing/markdown and cash flow management

systems for enhanced management control.

Acquired a marginally profitable retail/wholesale candy & vending services

firm. Grew customer base from 900 to 1,200, achieved 18% sales increase to

$ 10.5 million, a 25% inventory reduction and a 20% net profit increase in

first 12 months of operation:

...Introduced new sales/delivery compensation systems and created

sales/customer service training

programs;

...Revised and expanded product line, sales staff and territory serviced;

...Modified routing and downsized delivery fleet, reduced fleet maintenance

costs through use of service contracts;

...Intensified vending efforts in small office market through a pilot

program with Pepsi-Cola Co. resulting in significant revenue gain;

...Expanded to 3 retail locations and initiated wholesale division;

...Designed/initiated customer service quality telephone surveys and

outbound telephone sales program, inventory analysis system, introduced

comprehensive routing and accounting software, designed and initiated cash

control and shrink control systems.

STATE GOVERNMENT

...Designed/implemented the State of Maryland's first cash flow forecasting

system ($ 28 billion annual cash flow). Installed processes statewide to

accelerate cash flow. Such process entailed policy development and

direction to agencies statewide on systems/procedures to generate accurate

and timely tax and and other revenue/expense forecasts;

...Increased average daily investments by 100k through initiation of bank

contractual services on ledger versus collected balance basis;

...Headed development team that computerized statewide disbursement

processes and designed timing controls for state disbursements to maximize

funds available for investment. Computerized disbursement process resulted

in substantial manpower and equipment maintenance expense reductions and,

along with improved cash forecasting and expenditure control measures,

permitted lengthened duration between state bond sales with resulting

interest savings in excess of 500k annually. Forecasting accuracy and

accelerated cash flow combined to generate an increase in investment

returns of $ 6 million annually;

...Responsible for the management of the State's $ 1.2 billion U. S.

government securities investment portfolio...modified investment policy to

broaden approved investment instruments and lengthen permissible investment

durations. Developed investment swap analysis program and increased bond

swap activity. Such changes resulted in 250k in additional annual

investment revenue. Monitored investment activity for compliance with

state/federal laws/regulations, supervised Treasury bank services bidding

operations;

...Established "zero based" Treasury budget processes and modified Treasury

investment accounting systems. The revised budgetary processes and the

resulting elimination of programs and program cost reductions earned the

agency favorable recognition statewide;

...Noteworthy recognition in authoring State Treasurer's Annual Report.

INVESTMENT SECURITIES

...Designed/implemented sales incentive plans and managed business

development, customer service and quality assurance functions for assigned

investment broker teams, with

such teams consistently improving performance and ranking in the top 10%

nationally in asset attainment and customer service quality rankings.

Assigned sales/customer service teams supervised averaged in excess of $

300 million annually in new deposits;

...Developed sales motivational programs and sales/customer service

training/coaching techniques/tools/sales scripts adopted by firm nationwide

for Call Center Operations;

...Designed and implemented metrics to analyze individual and team

performance and to determine training focus;

...Active in business process improvement analysis and systems development;

...High level of personal and team performance resulted in numerous

assignments to new sales/service programs for evaluative input prior to

national introduction;

...Personally generated in excess of $ 125 million in new customer assets

for the one year period ending 06/30/2004;

...Awarded "Chairman's Club" and "Circle of Excellence" membership for team

and individual sales production respectively;

...Establishment of a company 401k plan for a leading sports equipment

manufacturer, the sale and installation of a cash management system for a

rapidly growing construction firm and capturing personal and family

investment accounts of a prominent Kuwati businessman with worldwide

construction, manufacturing and commercial real estate holdings.

AUTOMOTIVE LEASING/REGIONAL MANAGEMENT

...Developed fleet operational analysis system for a $ 20 million annual

revenue 6 location truck rental/leasing region resulting in a substantial

decrease in leased vehicle inventory and savings in excess of 250k

annually;

...Created sales teams at the branch level with a resulting average 15%

annual daily rental revenue increase per location;

...Modified leasing and daily rental sales training and incentive programs

were instrumental in achieving consistent revenue attainment in the top 5%

of Sales Regions nationwide.

AUTOMOTIVE MANUFACTURER/BRANCH MANAGEMENT

...Designed formal budget development/variance analysis system for a $ 15

million truck sales branch that was ultimately adopted for use by branches

nationwide;

...Initiated a service/parts sales team with a resulting first year

increase of $ 1.2 million in annual service/parts revenue;

...Outsourced significant portions of new vehicle installation functions

and achieved average preparation cost savings in excess of 20% ;

...Promotional programs to emphasize "glider kit" sales (new vehicle less

engine/drive-train) created additional revenue of 500k annually.

EMPLOYMENT HISTORY

Self Employed - Property Management 04/13 - Present

E*Trade Financial...Financial Consultant...03/05 - 04/13

Charles Schwab & Company...Consultant ISG...09/04 - 03/05

Self Employed - Property Management...07/04 - 09/04

Charles Schwab and Company...Senior Registered Representative...03/95 -

07/04

Self Employed - Property Management...01/94 - 03/95

Merrill Lynch and Company...Registered Representative...05/92 - 01/94

Advenire, Inc...President/Owner...03/83 - 04/92

Office of the State Treasurer of Maryland...Administrator/Investment

Portfolio Manager - 03/75 - 03/83

Avis Truck Leasing...Regional Office Director - 01/70 - 03/75

White Motor Corporation...Branch Business & Credit Manager 03/64 - 12/69

EDUCATION/LICENSES

...JOHNS HOPKINS UNIVERSITY - Undergraduate Studies

...TOWSON STATE UNIVERSITY - B.S. Social Sciences/Sociology -

CUM LAUDE...Graduate studies in Sociology

...Phi Alpha Theta - National Honor Society for academic achievement

...Series 63, 7, 9-10 (Supervisory) Securities Licenses

...Series 66 (Registered Investment Advisor)

...College for Financial Planning CMFC (Chartered Mutual Fund Counselor)

791 Andover Circle . 407-***-**** Home. 407-***-**** Cell . email:

***********@*****.***

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