Sales Management
Resume:
Vern K. Schroeder
Bloomfield Hills, Mi 48304
**************@*****.***
Financial Services Executive
Capital Equipment Leasing and Finance
Income Generation Portfolio Management Personnel Development
Results driven executive with strong and demonstrated track record of
leading national Finance, Bank, and Captive organizations in profitable and
sustainable growth. Entrepreneurial spirit with diverse experience in a
variety of market and equipment segments. Full P&L responsibility.
Strategic thinker and team player with strong implementation capability in
start-up, rapid growth, acquisition, or restructuring opportunities.
Core Competencies
. Acquisition/Sale of Financial Assets
. Budgeting & Financial Analysis
. Generating Strategic Alliances
. New Business Development
. Project Operations
. Staff Recruitment & Motivation
. Strategic Planning
. Marketing Programs
. Strategic Alliances
. Systems Development
PROFESSIONAL EXPERIECE
EQUIPMENT FINANCE AND LEASE SOLUTIONS
Troy, MI
Private Consulting Company providing strategic and creative programs for
Bank, Captive, Vendor, and Independent Finance Organizations.
Managing Director (2008-Current)
. Solutions include Sales and Income Generation, Fee Income generation,
Portfolio Management, New Market Development, Purchase and Sale of
Assets, and Maximization of Operational Efficiencies.
HUNTINGTON EQUIPMENT FINANCE
Troy, MI
Huntington Equipment Finance is a division of Huntington National Bank. It
services a $1 billion equipment lease portfolio.
VP Sales Management (2006-2008)
Responsibilities included the management of 18 middle market and small
ticket sales executives to support bank and non- bank customers on a
national basis.
. Exceeded Middle Market and Small Ticket lease budget by 25% in 2006, 2007
and YTD 2008 growing annualized volume from $145 million to $300 million.
Volume exceeded Huntington's yield requirement and was within credit,
operational, and expense guidelines.
. Added 14 new sales executives to Huntington Equipment Finance to support
bank and non-bank customers. All new hires were at or exceeding
individual budgets.
. Developed, trained and implemented new CRM system for sales forecasting
and customer tracking. New credit application and documentation system
and revised insurance requirements which were outsourced to a third party
reducing administrative support and follow-up exceptions.
VP Vendor Program Manager (2005-2006)
Responsibilities included the development of the Vendor product line to
support bank and non -bank customers on a national basis. This included
the development of the sales, marketing and infrastructure to support
profitable relationships.
. Initiated and executed "lift out" of competitor's national vendor group
which included management, sales, credit, and operations personnel.
Initial annual volume of $100 million with projected 3 year annual volume
of $200 million.
FEDERATED CAPITAL CORPORATION Farmington
Hills, MI
Federated Capital was a wholly owned subsidiary of Nissho Iwai America
Corporation (NIAC) New York, NY. NIAC had approximately 50 subsidiaries and
affiliates with more than $7 billion in sales. Sold in 2005.
President, CEO and Director (2002-2005)
Responsibilities included the leadership and management of Federated
Capital including complete P&L oversight. Led a staff of 125 professionals
with 9 direct reports in Sales, Credit/Operation, Finance, HR, IT, Legal
and Insurance. The company had over $350 million in owned and managed
leases in the small ticket, franchise, and specialty vehicle markets.
. Positioned the company for sale and profitability by implementing the
following:
o Developed two purchasers which met NIAC's servicing and capital
requirements.
o Eliminated unprofitable vendor relations as well as exited the
specialty vehicle market. Grew profitable programs which had better
credit/operational characteristics and fee income potential.
o Established performance measurements, incentive plans, and reduced
staff to meet profitability requirements.
Executive Vice President, Chief Operating Officer and Director (2001-2002)
Responsibilities included management of the Credit, Operations, IT, HR, and
Remarketing functions.
. Reduced charge offs by over 50% while reducing delinquencies from double
digits to under 2%.
. Accomplished by tightening credit originations, collection and payment
metrics, accelerating litigation, repossession, and recoveries, and
emphasizing late fee collection.
. Developed corporate website for online applications, application status
and vendor information. Also used for selling off lease equipment
particularly vehicles with photos and condition reports.
FLEET CAPITAL LEASING TECHNOLOGY FINANCE Troy, MI
Technology Finance is a wholly owned subsidiary of Fleet Capital Leasing,
Providence, RI. Fleet Capital Leasing is a $13B subsidiary of Fleet Boston
Financial.
President (1998-2001)
Responsibilities included the leadership and management of the Technology
Finance Group which included P&L oversight, a $500 million portfolio, a
staff of 225 professionals, with seven direct reports in Sales,
Credit/Operations, Finance, Legal, HR, and IT. Five million dollar
individual credit authority.
. Grew new business volume from $287million to $420 million and increased
above Plan income to $13.2 million. Increased residual realization by 31%
by expanding resale market and improving processes.
SANWA LEASING CORPORATION
Troy, MI
A wholly owned subsidiary of Sanwa Business Credit. Sanwa Business Credit
was a $5 billion Commercial Finance Subsidiary of Sanwa Bank. Acquired by
Fleet in 1998.
President (1989-1998)
Grew Sanwa leasing from $15 million to $250 million in sales, with a staff
of 180. Identified as a key retention person at the time of the sale to
Fleet. Organically grew company lease volume from start up to over 20% per
year with ROA's exceeding 2.5% while maintaining portfolio and audit
quality.
. Initiated and developed the industry's first automated credit scoring
application using a statistically derived scorecard. Result was
consistent credit decisions with turnaround in seconds and at 60% reduced
cost.
. Initiated and developed one of the industry's first Internet based credit
application system allowing credit decision to be rendered in seconds.
. Recruited and managed an outstanding sales and marketing organization
which included a New Business Development Team, Program Managers,
Telemarketing and Outside Sales Reps, and an in-house Marketing and
Graphics Department.
. Developed numerous programs and products for national manufacturers and
distributors to increase sales, profitability, and customer retention.
These included private label financing products, Municipal, Federal, and
Major Account programs as well as leases, loans, and "Cost per Use"
rentals.
. Developed numerous automated systems to process over 80,000 payments per
month, including establishing metrics for the various job positions to
track productivity and ensure consistent and reliable service.
LAKE LEASING
Rochester, MI
Start up independent Finance and Leasing Company serving the small ticket
and vendor market. Sold to Sanwa to provide the capital for accelerated
growth.
EVP and Co Founder (1987-1989)
Responsible for Sales, Credit, and Operations.
. Raised $2 million in capital and grew volume to $15 million per year.
EDUCATION
St. Thomas University, St. Paul, Minnesota
Mini MBA Business Administration
US Bank Commercial Lending School
University of North Dakota, Grand Forks, North Dakota
BS Business Administration
REPRESENTATIVE CLIENTS
. Sharp
. Panasonic
. Konica
. Ricoh
. Apple
. Dell
. Lexmark
. CompUSA
. Radio Shack
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