Sales Service

GLENN HEILWEIL

phone: 561-***-**** email: *********@***.***

Executive Management

Strategic Planning & Development + Product Marketing & Management + Effective Leadership

Highly skilled individual with major accomplishments in significant areas. Such accomplishments include: Negotiating directly with agents of the Aluminum Cartel, saving as much as 70% in rising markets; Thru developing new stainless steel modifiers and special grade purchase strategies, saved 18-40% on s/s purchases; Leveraged Federal laws to promote a State Empowerment Zone, saving millions in taxes and increasing property values 13 times supported values; By interfacing with chain merchandising, operations and engineering, sold something to everyone of the top 200 Fast Food Restaurant Chains, and redesigned an entire refrigerated products line to develop a new NSF standard, promoting refrigerated products to eliminate competition geographically and chain wide.

Results-oriented, decisive leader with proven success in new market identification and strategic positioning for multimillion-dollar manufacturing, service & distribution companies and marketing organizations. Track record of increasing sales and growing bottom line while spearheading operational improvements to drive productivity and reduce costs. Excels in dynamic, demanding environments while remaining pragmatic and focused.

CORE COMPETENCIES

Visionary & Inspirational Leadership Tactical Alliances & Key Partnership Development

Innovative Sales, Marketing & Distribution Skills Strategic Market Planning

Exemplary Negotiating Skills Growth Management & Business Development

Professional Experience

HEILWEIL PROPERTIES (2000-2015)

President and Principal of Heilweil properties a real estate development and management company

Highlights:

Through a series of valuation enhancements, with no capital improvements included, increased the value of property for sale previously valued at $55K/acre to $680K/acre (more than a 1300% increase) and a record high.

Negotiated a $10 million lease with a division of a $3 billion company, maintaining the relationship and implementing significant marketing concepts - resulting in a turn around on the property for the tenant from a $1 million annual loss to profitability and the sale of the lessee’s business to GE for $7.9 million.

Created a tax benefits package and business plan for GE, resulting in their payment of $4 Million for the plan.

Overcame huge obstacles in the property sale to GE of a 300K sq. ft. building on 18 acres for $27 million.

Satisfied Blackstone as agent for GE on environmental issues resulting in a non-aquifer for the property.

Facilitated a property tax relief package with the Philadelphia BRT- initially reversing a $239K annual property tax revision down to $90K. Ultimately, orchestrating a PA KOZ on the property, eliminating any property tax for a period of 10 years - saving a minimum of $2.5 million over the term and, abating state and local business taxes (NPT, BPT…) saving an additional $6 million.

Worked with Urban Engineers to successfully repair deteriorating corbels to save the building and restore its structural integrity.

As compensation for marketing a turnaround for the lessee, they agreed to pay $1.2 million for the building roof’s replacement that was the landlord’s responsibility.

WORLDWIDE REFRIGERATION (1997 to 2000)

Regional Manager and Director of Strategic Development for the largest Remanufacturer of Supermarket Refrigeration Equipment in the U.S.

Highlights:

Positioned Company to do business with large chains and become consultant specified, not

just selling thru brokers to independents.

Reduced costs on cabinet ends 40%, resolving a significant pricing issue.

BUSINESS SHOPPER/BUSINESS ADVANTAGE MAGAZINES (1991 to 1995)

Publisher and 100% shareholder overseeing staff on prototypes for national rollout of business help magazine. Expanded readership to 30,000 businesses in PA/NJ/DE market – the most circulated business-to- business publication in the Tri-State Market.

Highlights:

Hosted “Technology Meets Business” Conference and developed seminars for business leaders to broaden their ability to be competitive at the Philadelphia Convention Center with IBM,

Panasonic, GTE, Ricoh, Apple, Radius… and “Growing Your Business” Conference with Dale

Carnegie.

Created Business Advantage Program partnering with AT&T resulting in long distance calling generating $12 million revenue in just 38 days.

Became one of ten companies on AT&T’s original website, before The Internet in August 1994.

Promoted Windows 95 at an event hosted for SCORE with the banking community and other businesses two days before the worldwide introduction by Microsoft, distributing specially designed floppies for the event.

As the distribution conduit for the Philadelphia Chamber of Commerce’s Business Fair created and circulated the Show Guide, developed an island of 8 technology based exhibits and videoconferenced business advice to hundreds of show attendees.

Worked with GTE Sylvania and Peirce Phelps on an integrated videoconference program, resulting in GTE’s acquisition of the significant regional distributor.

Corporate partnered Simon & Schuster with Peirce Phelps to promote the #1 business author Jay Conrad Levinson and his Guerrilla Marketing through the magazine and via video conference to businesses in one-on-one conferences at The Philadelphia Business Fair (one of the largest business fairs at the time).

QUALITY BEVERAGE/QUALITY REFRIGERATION & HEATING (1989 to 1996)

Bensalem, Pennsylvania

Principal for a group of commercial HVACR, Cooking, Beverage and Refrigeration Sales, Service, Installation and Design Companies operating in Pennsylvania, Delaware, New Jersey, Maryland, Virginia, Massachusetts, Rhode Island, Connecticut and New York. Revenue increased from $250,000 to $16,000,000 with NOP improving from 3% to 19.6%.

Highlights:

Developed Best Trained and Most Diverse Technical Staff in the area.

Reduced callback rate from approximate industry standard of 29% to less than 1%.

Saturated geographic area for PM contracts to maximize service route efficiency. This

reduced service calls by 30%.

Invested in fully stocked service trucks for PM’s and service - reduced downtime by 43%

and, reduced parts pickups by 78%.

Used chain PM contracts to become factory-authorized service.

Used chain specifying ability to facilitate extended manufacturer’s warranties and better

parts pricing.

Capitalized on supermarket overload problems caused by expanded seafood, deli, bakery

and salad bar concepts.

Increased account retention from 63% to 94%.

Both Coca Cola USA and Pepsico USA Authorized Service Agent.

Partial Accounts List: McDonalds, Burger King, Wendy’s, Cinnabon, TGI Fridays, Au Bon Pain, Bennigans, Pizza Hut, Little Caesar’s, Taco Bell, KFC, Hardees, Roy Rogers, Boston Market, Acme (183 stores), Super Fresh and Genaurdi’s Supermarkets. Convenience stores - Wawa and Southland.

GLENCO-STAR (1969 TO 1988)

President - Division of Household Manufacturing (1986 to 1988)

Restructured Sales Representative incentive program to maximize new product features, line extensions and developments.

Increased revenue 42.3% and incoming orders 54.8%. At time of departure,

was one of only 2 divisions out of 21 that were ahead of plan, in both revenue and profit objectives.

Successfully completed sales of equipment to every one of the Top 200 US Fast Food and Restaurant Chains.

President and Principal (1984 to 1988)

Executive Vice President and Principal (1981 to 1984)

Vice President and Principal (1978 to 1981)

Highlights:

Redesigned entire line - increased overall performance, reliability, marketable features and reduced costs on entire line.

Improved NOP from 7% to 12%, while increased revenue 67% over 3 years.

Reduced number of parts in uprights 43%.

Reduced parts 17%, increased flexibility and eliminated 30% of man hours on

undercounters.

Re-engineered refrigerated sandwich units, display cases and prep tables to hold 38 F to

40 F temperature. Developed new NSF standard to require industry compliance.

Negotiated aluminum with agents of the cartel preventing 60% price

escalation in shortage market. Saved $1,400,000.

Developed special stainless steel grades for use in food service applications saving 14% -

38% on costs. Saved $400,000 to $1,100,000 annually.

Distilled polyurethane foam wash to reclaim 100% of solution and eliminate any toxic

waste disposal.

Sales Coordinator/Regional Sales Manager (1974 to 1977)

Assisted in customer service, strategic and comparative selling, working with sales

representatives, consultants and customers.

Credit Manager (1972 to 1974)

Facilitated better account relationships while reducing average receivables from 63 days to

47 days and ultimately 37 days with bad debts reduced to less than one-half of one percent.

Plant Laborer (1969 to 1972)

Heliarc welding, spot welding, electrical wiring, foam insulating, press operator.

Refrigeration assembly and General assembly work.

Redesigned 17 parts for improved efficiency, easier fit and greater reliability.

EDUCATION

B.S. Accounting - St. Joseph’s University 1972

MEMBERSHIPS/AFFILIATIONS/DISTINCTIONS

Commercial Refrigeration Manufacturer’s Association

North American Association of Food Equipment Manufacturer

Food Equipment Distributors Association

International Interactive Communications Society

Philadelphia Delegate to the Regional White House Business Conference

Pennsylvania Direct Marketing Association

Pennsylvania Database Marketing Council

Pennsylvania Creative Council

Pennsylvania Telephone Marketing Council

Philadelphia Business Executives Council

Philadelphia Sales & Marketing Executives Council

Philadelphia Ad Club

Greater Philadelphia Chamber of Commerce - Communications Committee, Business Fair

Guest Lectured on Entrepreneurship at Wharton School of Business

Judge at The Pennsylvania Republican Gubernatorial Debate

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