Preliminary Business Overview

Experience and Qualifications

October 16, 2012

Presented to:

Cube Management

Developed & Submitted by:

Jim Duckworth

Table of Contents

>Overview of Sales Process

Preliminary Business Plan:

I. Overview

-Development of Strategic Partnerships

-Selling Results Oriented Service

-Strategic Planning Focus with Customers

-Providing for a Customer’s Specific Needs

-Selling Multiple Lines of Business

-Gathering Information to Develop a Plan

II. Territory

III. Prospective Customer Markets

IV. Some Potential Opportunities

V. Sales Focus

VI. Plan of Action

VII. Financial Commitment

VIII. Conclusion

IX. Contact Information

X. Resume

Overview: Development of Strategic Partnerships:

Working Together to Provide a Solution to My Customer’s Facility Needs:

Research, Contact, and Meet Customer Committee

Provide Education of Available Financial Models and Processes

Identify Customer Business Goals

Identify / Prioritize Mission Critical Processes & Financial Situation

Jointly Develop an Action Plan to Proceed

Impacting Their Budget:

Identify Current Operational and Financial Needs

Provide Recommendations

Gain Joint Agreement on

Solutions and Financial Plan

Partnering to Maintain Their Assets:

Implement Strategy

Monitor Results

Future Improvements

Overview: Selling Results Oriented Services

Strategic Management

of a customer’s assets.

Finding a strategy that has

the greatest financial impact on their facility and their business.

Focus on a Planned Strategy:

Analyze Based on Criticality Determine Strategy

& Priority

Benefits: Solving the Underlying Cause of Problems.

Reduction of overall annual costs Cost effective facility decisions

Quality assurance Assists in budget planning

Facility improvements funded via Long-term Relationships

energy savings

Overview: Strategic Planning Focus with Customers:

• Focused on their operation and financial needs, not individual pieces of equipment

• It’s not these parts & pieces, but what they accomplish

• A Result that can be measured

• My primary goal was to drive costs out of their budget, improve productivity, safety, and comfort – and to fund projects with savings

• Improve the way customers do business

The Process:

Targeting Phase:

The identification of prospective customers and sales opportunities.

Qualifying Phase:

The discussion with the prospective customer to identify their needs and to evaluate if the specific opportunity is ‘real’ and can be won.

Discovery Phase:

Gathering the required financial and technical data to formulate a solution for a qualified opportunity.

Verification Phase:

Review of the needs and desired outcomes with the customer, in order to make sure that nothing has changed and that everyone is on the same page, prior to the delivery of the final proposal.

Presentation Phase:

The formal presentation and delivery of the final solution to the customer.

Closing Phase:

Any and all activities designed to finalize the contract and get the order.

Overview: Providing for a Customer’s Specific Needs:

HVAC Mechanical Systems

Building Automation Systems

Fire Systems

Security Systems

Financial Planning

Mi Facility Improvement Measures

Refrigeration Systems

Energy Systems

Utilities Supply Side / Demand Side Procurement

Negotiations Rate Analysis Reporting

Load Management Deregulation Preparations Retrofits

Recommendations Energy Efficiency Strategies Lighting

PM Agreements House Bill Projects

Outcome Based Solutions:

• Performance Contracting / House Bill Projects

• Joint Facility Planning

• Operations & Maintenance Agreements

• Predictive Maintenance Service Agreements

• Facility Upgrades & Installation Projects

• Customized Solutions / Asset Management Agreements

Overview: Selling Multiple Lines of Business

Siemens Power Engineering Siemens Energy & Automation Specialty Laboratory Services

Overview: Gathering Information to Develop a Plan:

Critical Equipment & Facility Review

Equipment Type, Average ASHRAE Life Cycle, Estimated Replacement Cost, Manufacture, Forecasted Useful Life, Location, Redundancy, Priority, Criticality, Repair Cost, Existing Problem, Cost For Replacement, Utility Costs, Downtime, and other associated costs and operating expenses.

Using this data, I began the development of our recommendations for a Strategic Facilities Plan for my customers.

Mod

Reducing Costs:

The goal of this plan is to increase the productivity, efficiency, and profitability of the client organization, and to fund improvements through costs savings.

__________________________________________________________________

Example:

Existing Cost Our Solution

Mechanical Service $ $

Predictive Services $ $

Fire System Service $ $

Security System Service $ $

Automation System Service $ $

Repair Costs $ $

Operational Expenses $ $

Utility Services $ $

Downtime $ $

Equipment Replacement $ $

Other Facility Costs $ $

ENERGY SPEND $ $

Positive

Total Cost: ___________ Financial Impact: ___________

_______________________________________________________________________________

The purpose of this comparison is to demonstrate how I have gone to market in the past, in terms of selling energy retrofit projects and service agreements, using the customer’s data and using this to develop a financial model to help gain their business.

II. Territory

Observation

My initial idea of the areas in which to focus comes from my exposure to these areas over the last several years. I do not want to send the message that good business opportunities in any certain area should be ignored, and I will go wherever I am needed to find new business, but that I believe that is very important to initially focus activity in the areas where we have the best chance to win projects.

Greater Columbus Area

I believe that it would be time well spent to call on customers in the Greater Columbus Area and suburban communities within half an hour of the city proper. With regard to EES type projects, this would involve state, local, and county customers and whatever other customer markets we decide make sense. The areas below are just an initial idea and the actual areas I may branch out into may very well be more expansive.

Greater Columbus Area:

• Columbus Metro

• Pickerington / Reynoldsburg / Gahanna

• Grove City

• Dublin / Hilliard / Powell

• Polaris / Worthington

I-71 Corridor and South

• Washington Courthouse

• Circleville

• Chillicothe

I-71 Corridor and North

• Delaware

• Marysville

• Mt. Gilead / Galion

• Mansfield

I-70 Corridor and West

• Springfield

I-70 Corridor and East

• Newark

• Zanesville

• Byesville

III. Prospective Customer Markets:

Observation:

This preliminary list (of potential customer categories) represents what I would see as a potential starting point, based on my past experiences with these and similar customers. I believe in creativity, and there may be customer types outside the traditional, that might be candidates for PC or Energy Projects, but the types below represent where we could probably develop the best / most opportunities.

State, Local, and County Government

I have spent some time, both at Siemens and previously, calling on some of the commissioners of some of the surrounding counties and the majority have similar needs. They are often facing less funding and have aging facilities. I worked on the initial sales lead for several potential HB 300 type projects, and understand the process. This might be a very good market for us locally and regionally, as they also often outsource their HVAC preventive maintenance services.

Colleges & Universities

I have called on a number of public and private universities, previously, and have primarily focused on selling service agreements and upgrades, in addition to bringing in leads for larger energy type projects. Typically, I would work in conjunction with a PC rep to develop some of the scope and help with the financial calculations, as well as development of the customer presentations and proposals. This may also be a very viable market to pursue, based on the volume of systems that service their buildings.

K-12 Schools

My involvement, as a board member with OPFMA – the Ohio Public Facility Maintenance Association, has helped me develop a network with school districts. In conjunction with these activities, I have been able to find leads, both for standard service contract / project work, as well as PC type work. Based on the number of districts in Ohio, this could also be a very good market. Districts are often seeking competitive, quality companies to provide service on anything from rooftop units to kitchen equipment.

Industrial Facilities

My involvement in selling mechanical service agreements and projects has helped me to develop relationships at a number of local and regional industrial facilities. These types of customers always have a lot of needs and, if the right sales strategy is followed, can be great contract customers and sources for on-going project work. There are many opportunities to provide a wide variety of different services on many low complexity types of systems. Relationships and getting the opportunity to prove your quality of work are very important in this market.

Restaurants

I have sold multiple service contracts to retail food service business such as Damon’s, Texas Roadhouse, Macaroni Grill, etc. and understand the right manner to approach this market. This sale typically involves the local store manager, possibly a regional manager and / or a chain owner. These contracts can be very lucrative in generating time and materials and repair calls, as well as help to add quick volume to the service contract base.

Regional Medical Facilities

These types of building can be a very good market to pursue. The rural hospitals and clinics are often either not part of a larger healthcare group or are responsible for their own budgets. Due to their proximity from the cities, not a lot of companies call on them and they are often seeking qualified service partners.

Small and Mid-sized Office and Commercial Buildings

Owner occupied buildings are the best candidates, as the decisions are made by the individual or individuals that also live and work in the space. These types of facilities generally do not have a high level of system complexity and often use DX vs water cooled systems, which might be a good market for you to pursue. In addition, there are many buildings that are managed by property managers and if the right relationship is developed with one of these companies, it can lead to a lot of reoccurring business. Competitive hourly labor rates and execution of timely service are very important to these companies and a mid-sized contractor can usually compete effectively for their business.

Distribution Centers

This region has a number of retail distribution centers and these types of facilities can often be very good PM contract customer candidates. A number of them utilize refrigeration and most have HVAC for their office spaces and have heating service needs in the warehouse areas. The system complexity not generally at a high level and they are usually looking for a qualified contractor the offers competitive rates and good service. Some companies have multiple locations, which can provide the opportunity to sell them a nice contract.

IV. Some Potential Opportunities:

Listed below are some of the current opportunities that are were in my sales pipeline. All of these particular jobs are in the phase that we classify as ‘above the funnel’ or in the developmental phase. I am using generic customer names, but the opportunities are real and the majority could fall within FY 2011.

The reason I’m sharing this information is to provide an overview of the types of jobs that I purse on a regular basis and to give you an idea of the customer markets that I have been active within recently.

This list is what I would consider my ‘Hot 10’ list for new customer business, for both maintenance contracts and projects. I have considerably more opportunities further on in the sales cycle, but if I should become a part of your team, new business and customer relationships that I have will be an important part of my being able to have an immediate impact on your growth goals.

TSP Opportunities: (PSA’s, Service Contract Line of Business:

Heavy Industrial Plant: $120,000 HVAC Mechanical

Heavy Industrial Plant: $300,000 HVAC Mechanical

Manufacturing Facility: $ 10,000 HVAC Mechanical

Manufacturing Facility: $ 11,500 HVAC Mechanical

K-12 School District: $100,000 HVAC Mechanical

K-12 School District: $200,000 HVAC Mechanical

Hotel: $ 40,000 HVAC Mechanical

K-12 School District: $ 50,000 HVAC Mechanical

Retirement Village: $ 5,000 HVAC Mechanical

State Facility: $ 25,000 HVAC Mechanical

Total: $83

Project Opportunities: (Retrofit) Line of Business

Private Commercial Building $130,000 Controls

Heavy Industrial Plant: $300,000 HVAC Mechanical

Heavy Industrial Plant: $ 50,000 HVAC Mechanical

Manufacturing Facility: $ 20,000 HVAC Mechanical

Manufacturing Facility: $ 10,000 HVAC Mechanical

City Facility $ 30,000 HVAC Mechanical

County Government: $400,000 Controls

K-12 School District: $100,000 HVAC Mechanical

Assisted Care Facility: $ 50,000 Lighting

State Facility: $ 30,000 Controls

V. Sales Focus:

Service Contracts

My first and foremost sales focus has been the negotiation and sale of service contracts. These agreements generally involved HVAC mechanical preventive maintenance, but can also include controls, fire, security, energy savings, as well as other specialty services as a part of the scope of work. My methodology in securing these types of contracts is based on primarily a financial sale, versus just a technical solution.

Projects

I have generally had some level of project plan and generally make this number by project opportunities discovered through my efforts to qualify and close new service contracts. I can sell any type of project, but do not come from out of the field or from an engineering background, so designing systems is no one of my key strengths.

VI. Plan of Action

Business Planning

I will not spent too much time detailing the business plan that we would develop together, but I would anticipate it would look something like this draft that I am providing. I believe that it is imperative to have a good plan, in order to reach the goals that are desired. Should I become a part of the team, I would anticipate that this would the first task to complete.

Sales Activity

A high level of call activity is always the first and most critical factor, in finding new customers. Based on my past experience and what I have seen work, I put together what I believe would be a realistic preliminary model. Initially, the first or cold calls will carry the weight of activity, until such a point is reached that the other areas begin to flush out. The relationships I have, with customers that are not currently Siemens accounts, would be where I plan to start.

Normal Sales Activity: Weekly Monthly Annually

Estimated Example: Post Ramp-up Period

Cold Calls (Prospecting) 10 40 480

Networking / Relationship Building 1 4 48

Qualifier Calls (First Calls) 2 8 96

Concept Presentations 2 8 96

Surveys / Gathering Initial Data 2 8 96

Proposals (quotes) 2 8 96

Closing Calls (Sales) 2 8 96

Estimated Future Sales Volume:

FY 2012 $ TBD, based on your market

FY 2013 $ TBD, based on your market

FY 2014 $ TBD, based on your market

FY 2015 $ TBD, based on your market

Note: My plan at Siemens Industry was $700K annually, split between PM service contract and service executed projects. This is based on being able to sell chiller PM work, as well as higher margin projects using Siemens equipment to existing customer and new clients. Generally speaking, a PM service contract only goals I have had in the past, working for smaller companies, were in the range of $200K to $400K annually, plus some incentive credit for projects, depending on their service business and goals. We can jointly discuss your needs, goals, and expectations, based on your specific business model and I’m confident that we can find what will benefit you the most.

Service Contracts / Projects: By Sept. 30

TOTAL $ TBD, based on your market

Ramp-up Sales Activity:

October Weekly Monthly

Cold Calls (Prospecting) 10 40

Qualifier Calls (First Calls) - 2

Networking / Relationship Building 1 4

November Weekly Monthly

Cold Calls (Prospecting) 10 40

Qualifier Calls (First Calls) 2 8

Surveys / Gather Data 1 4

Proposals - 1

December Weekly Monthly

Cold Calls (Prospecting) 10 40

Qualifier Calls (First Calls) 2 8

Surveys / Gather Data 2 8

Proposals 2 8

January Weekly Monthly

Cold Calls (Prospecting) 10 40

Qualifier Calls (First Calls) 2 8

Surveys / Gather Data 2 8

Proposals 2 8

February Weekly Monthly

Cold Calls (Prospecting) 10 40

Qualifier Calls (First Calls) 2 8

Surveys / Gather Data 2 8

Proposals 2 8

Closing Calls 2 8

_____ ______

Sales Volume - $ TBD, based on your market

VII. Financial Commitment

Compensation

In order to become a part of your team, I would be willing to make an investment up front, in order to be provided with the opportunity that will allow for increased earnings potential in the future. We can discuss what would be reasonable, based on your expectations.

I have a lot of flexibility regarding my base salary and I am willing to work with you in order to jointly determine a fair starting point, should I be fortunate enough to be considered.

Incentive

Commission is the reason I am in sales. It is the reward for success.

Incentive Rate: Based on your specific plan / guidelines

Personal Vehicle

I have a reliable automobile to utilize for work and have typically in the past received a rate per month for business use. The has been on the Runzheimer Plan or on some other plan based on mileage and / or a flat monthly rate. I will participate accordingly to your specific plan.

Cell Phone

In the past, I have had both a company cell phone or have used my personal cell phone with a monthly reimbursement for business use. Either option is fine with me.

Training

Continuing education is very important and I believe should be an on-going process. That being said, I have completed numerous training courses in the past. I will follow whatever learning path that is developed for me.

Healthcare

My wife and I would participate in whatever healthcare plan, should they be available.

Laptop

I have previously had a business desktop or laptop, but possess a personal laptop, so purchase of a company computer is not necessary for me, depending on your specific internal policies. Either option is fine with me.

PTO

Based on my level of seniority and experience, I typically receive 15 days PTO annually, plus the normal company holidays. This is negotiable and I don’t think I’ve ever used all my days, but since this is usually a part of a compensation package I mention it here.

VIII. Conclusion

It was my goal to provide a preliminary overview of how I can help you grow your business. Based on the fact that you appear to be adding staff, I would like the opportunity to become a part of your organization.

I believe my extensive sales experience and background in expanding existing accounts and securing new customers can only help you meet and exceed your goals. If I am someone that you feel could help you, please feel free to call on me. Thank you for taking the time to review this information.

IX: Contact Information

Personal Contact Information:

Mobile: 614-***-****

E-Mail: dz8iqz@r.postjobfree.com

Home: 614-***-****

Local Mailing Address:

314 Frambe Drive

Sunbury, OH 43074

X: Resume

Jim Duckworth

314 Frambe Drive,Sunbury, OH 4304 614-***-****

Objective To continue to grow within my role as a sales professional, supporting the business growth and development goals of my team, as well as achieving my professional, financial, and personal goals.

Mission Statement

I shall proactively support the specific needs of my customers through the professional delivery of benefits oriented, world class products and services.

Professional Experience April 2010 – March 2012 Siemens Industry, Inc.

Senior Sales Executive

Negotiated Sales to New Customers and Expanding Offerings to Existing Clients

HVAC Preventive Maintenance Contracts & Service Projects

Providing Bundled Solutions to Customers, Incorporating Multiple Lines of Business

Cold Calling / Development of Leads & New Customers / Growth of Existing Customer Base

State and Local Government, Higher Education, K-12 Schools, Industrial, Commercial, Retail, Healthcare customers and facilities in the greater Columbus Area

Strategic Account Planning, Management, Business and Relationship Development

October 2009 – April 2010 Air Force One

Account Executive

Negotiated Sales to New Customers and Expanding Offerings to Existing Clients

HVAC Preventive Maintenance Contracts & Service Projects

Cold Calling / Development of Leads & New Customers / Growth of Existing Customer Base

State and Local Government, Higher Education, K-12 Schools, Industrial, Commercial, Retail, Healthcare customers and facilities in the greater Columbus Area

Strategic Account Planning, Management, Business and Relationship Development

September 2006 – May 2009 Perfection Group, Inc.

Account Executive

Negotiated Sales to New Customers and Expanding Offerings to Existing Clients

HVAC Preventive Maintenance Contracts & Service Projects

Cold Calling / Development of Leads & New Customers / Growth of Existing Customer Base

State and Local Government, Higher Education, K-12 Schools, Industrial, Commercial, Retail, Healthcare customers and facilities in the greater Columbus Area

Strategic Account Planning, Management, Business and Relationship Development

May 2006 – August 2006 S.A Communale, Inc.

Account Executive

Negotiated Sales to New Customers and Expanding Offerings to Existing Clients

HVAC Preventive Maintenance Contracts & Service Projects

Cold Calling / Development of Leads & New Customers / Growth of Existing Customer Base

State and Local Government, Higher Education, K-12 Schools, Industrial, Commercial, Retail, Healthcare customers and facilities in the greater Cleveland and Akron Areas

Strategic Account Planning, Management, Business and Relationship Development

March 2005 – May 2006 Integrated Control Solutions, Inc.

Business Development Manager

Negotiated Sales to New Customers and Expanding Offerings to Existing Clients

HVAC, Lighting, Card Access, and Video Monitoring Automation System Projects & Service Contracts

Gas Detection System Projects & Service Contracts

Labor & Material Contracts

Cold Calling / Development of Leads & New Customers / Growth of Existing Customer Base

Customers: Mechanical Contractors, Engineering Firms, Higher Education, K-12 Schools, Industrial, Commercial, Retail, Healthcare customers and facilities in the greater Cleveland and Akron Areas

Strategic Account Planning, Management, Business and Relationship Development.

December 2004 – March 2005 Kaplan Mechanical Corporation

General Manager - Service

Negotiated Sales to New Customers

HVAC Preventive Maintenance Agreements

Labor & Material Contracts

Cold Calling / Development of Leads & New Customers / Growth & Maintenance of Existing Customer Base

Industrial, Commercial, Retail, Healthcare customers in the greater Cleveland Area

Service Team Management & Leadership

Scheduling, Contract PM Tasking, Problem Resolution, Collections, Warranty

Concerns, Billing, Business Development Strategies, and other tasks associated

with managing, guiding, and growing a service team.

2000–2003 Johnson Controls, Inc. Memphis Branch Office

2003-July 2004 Johnson Controls, Inc. Cleveland Area Office

Service Solution Sales Representative – Mechanical Systems

Providing JCI customers with customized technical and financial solutions with a mechanical focus, utilizing the Results Oriented Service (ROS) process to assist myself, my team and the area in meeting & exceeding growth and secured margin thresholds.

Development of proper solutions with focus on mechanical discipline,

expanding other offerings in all assigned accounts

Support Sales Team efforts to deliver mechanical solutions to customers.

Support Operations Team efforts to deliver service solutions to customers.

Seek out, target, and initiate contact with perspective customers and present solution based maintenance agreements, retrofits, financial solutions which fulfill the

customer’s needs

Forecasting & Job Backlog Management

Customer Account Management & Support

Development, Generation, & Delivery of Solution Based Proposals

Driving Qualified Opportunities Through the Sales Process to Close

On-going Learning & Development

1995-2000 Perfection Services, Inc. West Virginia / Kentucky

Service Consultant

Outside Sales of Bundled HVAC Programs

HVAC Preventive Maintenance Agreements & Mechanical Projects

Detailed Financial Analysis, including Cost / Payback Summaries of Facility Operating Costs

Cold Calling / Development of Leads & New Customers / Growth & Maintenance of Existing Customer Base

Industrial, Educational, Commercial Markets in Louisville, Central Kentucky, Southern Indiana, West Virginia, Southeastern Ohio

1993-1994 Ogden Directories Fairmont, WV

Sales Representative

Outside Sales of Competitive Yellow Pages Advertising and Development of Customized Ad Layouts for Clients

1991-1992 West Virginia University Morgantown, WV

Undergraduate Tutor

Providing Tutorial Services in Political Science & History for Student Athletes

Education 1985-1991 Fairmont State College Fairmont, WV

Bachelor of Arts Degree: Political Science

Bachelor of Arts Degree: History

-Dean’s List -Student Government

-Freshman Counselor -TKE Fraternity

1992 West Virginia University Morgantown, WV

Masters Degree Program: Public History

1993 West Virginia University Morgantown, WV

Masters Degree Program: Public Administration

Training & Learning Development Johnson Controls Institute Courses Completed:

New BASE for Account Management - Cypress, CA – August 2000

Selling Technical Solutions I - Milwaukee, WI - March 2001

Selling Technical Solutions II - Milwaukee, WI - April 2001

Selling Systems Integration & 3rd Party PSA’s - Louisville, KY - April 2001

Selling Technical Solutions III – Milwaukee, WI - May 2001

Spin Selling Sales Training – Milwaukee, WI – February, 2004

Gulf South & Ohio Area Training:

OZ Principle Training, Introduction to SMIS, Introduction to Account

Management, Introduction to PFM, Monthly Toolbox Safety Training,

Annual Safety Training, Diversity Training, On-line Training Modules

Introduction to JCI Security Projects & Metasys Extended Architecture

Additional Formal Training:

Siemens Industry, Inc. Learning Path: Various Courses

S.P. Group Training – Atlanta, GA – September 2008

LINC Service Training – Pittsburgh, PA - October 1995

Perfection Services Maintenance Contract Sales Training – December 1995

Awards & Achievements Eagle Scout

Dean’s List (High School & College)

Sales Associate of Quarter Awards – Perfection Services

NL West MVP – Service World Series - January 2002 – Johnson Controls

Most Secured PSA Margin, NL West Division

FY 2002 Technical Sales Leadership Award – Johnson Controls

Highest Secured Margin, Gulf South Area Technical Sales Team

Professional Organizations

Ohio Public Facilities Managers Association (OPFMA)

-Member, Board of Directors

References Available Upon Request

Contact this candidate