Sales, Marketing and Training Specialist

Reno Giammara

***** ********** **.

Southfield, MI 48076

248-***-**** . ****.***@*****.***

SENIOR SALES / MARKETING / TRAINING LEADER

Results oriented leader with a history of success in consulting with

automotive and commercial vehicle retailers and manufacturers. Proven

ability in creating strategy and execution of performance-based operating

systems and training, designed to improve customer retention and

profitability.

Automotive Retail Training:

. Research

. Needs Analysis

. Process Mapping

. Curriculum Design

. Instructional Design

. Policy & Procedures

. Layout and Design

. T3, Pilot and Evaluation

. Classroom Instruction

. In-Dealership Consulting

. Web/Mobile Production

. Financial Analysis

. Analytics/Metric/KPI's

. Fixed Operations SME

. Variable Operations

Marketing:

. Owner Communications

. Strategy and Design

. Membership Clubs

. Motor Sports

. Live Events

. Direct mail

. CRM

. Product Launch

. Meetings

. Video and Print Production

. Writer

. Website

. Focus Group Research

. Magazines

. Sponsorships

Professional Experience

CRM LTD, Southfield, MI 2000-

Present

President and Consultant

Manage marketing agency start-up to $3M in annual sales. Responsible for

account sales and project management, including: design, development,

implementation and measurement. Create and deliver proposals and manage

budgets, project staff and operational activities. Developed and managed

relationships with Volkswagen of America, Bering Truck Corporation, Harley-

Davidson Inc., Ford Motor Company, Washington Management, Group 1

Automotive, Mercedes-Benz USA, Piaggio Group America and more than 30

independent dealerships.

. Moderator: Michigan Harley-Davidson Dealer Association. Manages and

coordinates special interest groups, retail advertising, event marketing

and retail training.

. Management Consultant: Foresight Research Inc: Consults senior

management and leads process team to develop and expand service offering

into the Automotive Accessories and Experiential Service segments.

. General Motors Inc. Fleet and Commercial Operations Consultant

(Contract). Dealer commercial sales training, 2014 Product Announcement

Show, Web analytics, Sales Process App and CRM.

. Served as Commercial Truck Specialist at Mercedes-Benz USA for commercial

vehicle dealer network. Benchmarked best practices, process mapped best

practices, wrote curriculum, designed and wrote sales training e-learning

courses, managed train-the-trainer process and training implementation.

Designed, wrote and produced Sprinter marketing material including the

Upfit Sales Process Guide and Sprinter SalesPro News Magazine with Head-

to-Head competitive comparisons.

. Assistant Service Manager, Jay Chevrolet Inc., Milford Michigan

. Provided consulting services on Fixed Operations for Group 1 Automotive,

Houston, TX. Wrote, designed, and produced fixed operations management

training and CRM marketing collateral. Designed and produced Fixed

Operations Policy & Procedures Manual. Designed and managed production

for website.

. Served as Liaison between Piaggio Group USA, New York, NY and Harley-

Davidson on a potential joint venture. Additionally, designed and

presented Vespa membership club program and dealer operation training

university. Consulted with senior executives on new product development

and business infrastructure strategy.

. Fixed Operations Consultant, DealerPro LLC, Columbus Ohio. Provide in-

dealership Fixed Operations management training and consulting.

Certified Fixed Operations Specialist.

. Prepared dealership financial audits, succession plans, evaluations, and

buy/sell agreements for power sports dealer group operator, Washington

Management, Clarkston MI.

. Served as General Manager over two stores for Ray C's Harley-Davidson,

Lapeer MI. Managed daily operations and improved financial performance.

Reorganized parts and service departments, installed business processes

and trained and staff of 26 at 2 locations resulting in a 20% improvement

in gross income. Launched second location. Installed Fixed Operations

business process and trained managers.

. Provided consulting services to Ford Motor to develop and manage the

Specialty Vehicle Team Owners Association. Designed and managed

implementation club-based experiential marketing joint venture with Ford

Motor Company's Ford Racing Division. Managed team of 12 to design and

produce membership program including: Website, enrollment program,

direct mail renewal campaigns, sponsorship program, On-Track performance

driving school, Chapter activities and events. Wrote and produced chapter

operations handbook and track training material, maintained track

insurance, merchandise program and provided on-boarding training for 50

SVT Dealerships and 300 chapter officer volunteers.

. Provided CRM strategic planning services for Ford Truck Division to

develop and manage web-based Ford Truck Enthusiast Clubs.

. Provided focus group research to Ford Truck Division to develop content

and protocol for re-launch of Ford F-150 Harley-Davidson truck.

. Served as Bering Truck Corporation's, Dealer Development Consultant

working with senior management to on-board new dealers and provided in-

dealership assistance and training for new dealers. Prepared sales

training, competitive comparisons, and in-dealership vocational sales

training strategy.

. Acted as Account Executive for Volkswagen of America, Auburn Hills, MI

managing the Volkswagen Club major event sponsorship program and SUV

parts and accessories program launch communications.

ADP-Sandy Corporation, Troy, MI 1990-

2000

Customer Relationship Management Director 1999-2000

Appointed and reported to CEO on launch of new Audience-of-One digital

print on demand product. Introduced and launched the product nationwide to

internal and external clients. Created data reporting strategy and

supervised print design work for target industries. Managed budgets and

creative staff of 7 project managers, IT consultants, print producers, and

administrative personnel. Generated $3M in annual sales revenue.

. Penetrated new customers and developed key relationships with new

business clientele. Conducted needs analysis and prepared sales strategy

and proposals to gain executive buy in and close the sale. Successfully

developed and managed business with McDonalds Corporation,

Volkswagen/Audi, Harley-Davidson Inc., General Motors, Ford Motor

Company, Monsanto, and Panasonic.

. Sold new first time business with Marriott Corporation.

Account Director 1993-1999

. Sold and managed training and owner and dealer marketing communications

and production for Volkswagen & Audi of America After Sales Marketing

including Passat launch brochures, dealer service technical

communications, PDI process, forms, and brochure content, print

production and distribution, managed dealer/field meetings and

presentations and special projects. Project managed service training,

and facilitation.

. Account Sales and project management for the development and

implementation of Harley-Davidson University Dealer Operations Training,

HOG and various owner marketing communications programs.

Account Manager 1991-1993

. Distance Learning Communication Consultant and program manager for

developing business with McDonalds, Ford Motor Co., VWoA V-Crest and

General Motors Corporations.

. Managed development and implementation of VW Service Training for Fixed

Operations Managers.

Account Executive 1990-1991

. General Motors Satellite Network Account Executive. Sales and marketing

responsibilities for training and marketing communication satellite

communications networks.

. Consult with McDonalds Corporation, Harley-Davidson Inc, Holiday Rambler

and Volkswagen of America on retail training, organizational development

and marketing communications.

Designed and wrote proposals and business white papers, prepared project

budgets, produced presentations, prepared sponsorship contracts, customer

research, needs analysis, business process re-engineering consulting and

focus group facilitation. Corporate responsibilities include cross selling

amongst various divisions, requiring development of core product,

information systems, consulting, communications and training products and

services.

. Consulted with C-Level clients on retail business process improvement and

management training and development. Assisted senior client management in

restructuring retail distribution channels.

. Managed develop of Corporate University and training implementation

reaching more than 1,000 global dealers, contributing to a 300% increase

in profitability.

. Designed and supervised development on volunteer leadership chapter

training and operations handbook for 1,000 Harley Owner Group

international chapters. Led a team to develop chapter rally coordinator

training and managed implementation. Served as creative program designer

. Managed and participated in curriculum design and development, program

development, train-the-trainer, implementation and performance

measurements.

. Executive producer and program manager for Harley-Davidson's 95th

Anniversary Homecoming live event. Generated $2M in sponsorship funding

offsetting the $5M cost of the program.

. Published affinity/direct mail owner magazines and advertising. Managed

editors, creative staff, writers, and print production. Generate

advertising and sponsorship program.

. Managed development for programs taught in the Pacific Rim, Europe, South

America and Canada.

. Sold and managed development for Sales Training Learning System with

testing, certification and recognition.

. Supervised design and development on interactive distance learning

communications systems for corporation data and voice/video

communications. One program (McDonalds') resulted in the $270M McNet

international satellite communications network with more than 12 regional

uplinks and 20,000 down links.

. Led a team of Organizational Designers and Consultants to re-organize and

restructure several divisions within McDonald's in preparation for

digital communications network for store training and corporate

communications.

. Assisted in development of White Papers with benchmark protocol for best

practices in corporate communications.

MDI Creative, Detroit, MI 1988-

1990

Account Executive

Sales and marketing position requiring nationwide, cold calling, client

development, and project management responsibilities associated with Ford

Heavy Truck University.

Education / TRAINING

BS, Business Management, Detroit College of Business, Dearborn Michigan

MBA, Attended Davenport University, Dearborn, MI. 1 year

Recognition

. Adobe Connect Certification

. Fixed Operations Specialist Certification

. Center For Creative Leadership

. Harley-Davidson University

. Bondurant High Performance Driving

. European Rally Car Certification

Technical skills

Operating Systems: Windows XP/Vista

Software:

. Microsoft Office

. QuickBooks Pro

. Visio

. MapPoint

. Adobe Acrobat 9 Pro

. Adobe Connect

. Reynolds & Reynolds

. ADP DMS

. Talon DMS

VOLUNTEER EXPERIENCE

Co-Chairman: Henry Ford Health System Heart and Vascular Institute.

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