About Michael P. Marshall, PhD
Senior Marketing & Business Development Executive
Appleton, Wisconsin
Home Tele: (920) 734-8678
E Mail: michaelmarshall@new.rr.com Personal website: www.AskTheBusinessDoctor.com
In-depth knowledge and extensive experience in business development, marketing, sales management in several markets plus an engineering and a medical/healthcare background
I am able to perform multiple positions functions which are beneficial and desirable.
No position is too low or too high for me.
I am a team player with high energy that gets along well with others and contributes significantly and regularly.
*Expertise, knowledge and experience in finding new business opportunities with new
& current customers, finding new clients and new markets
*My passion is finding ways to ‘Grow The Business’
My ability utilizing “Creativity”, “Out of the Box Thinking” and “Bold Innovations” are critical for business development. I am formally trained in this.
US Federal legislators from the legislative branch, judges from the judicial branch, presidents and vice presidents from the executive branch; have strongly encouraged and promoted the importance for individuals to seek out and obtain higher education and training to increase skills and knowledge.
This is good for the country, business organizations and the individual.
I support this mindset and understanding, and comply with these ‘Federal Level Directives’.
The US federal executive branch is encouraging businesses to increase their ‘creativity’, ‘outside the box thinking’ and ‘innovation’ + ‘Expand International Business’.
I have expertise with this that can be of benefit to you.
My expertise includes business development, creative business thinking, marketing, sales, branding, market expansion, accounts expansion, referrals expansion and finding ways to grow a business.
This is based on extensive experience, research and study, continual education and trainings.
Those with the higher level business attitudes and insights will see value in this,
understand the importance, and be interested in aggressively recruiting such aggressively,
to integrate in quickly without delay.
Anything less than this contributes to business struggles and failures, which is a major shame.
My psychology background has proven to be a solid foundation for my skills in ‘Business Development’, ‘Sales’, ‘Marketing’ and ‘Management’
To understand how psychology is critical for business development, marketing and business growth, there is an article ‘The Psychology of Business Dvelopment’ on the website.
My passion is ‘Business Development’, ‘Marketing’, and ‘Growing The Business’
The academic world views the business world as lacking the education in solid business fundamentals and not applying them which is contibuting to business struggles and failures.
The business world views the academic world as lacking real experience.
My extensive real world business experience, higher education and trainings affectively bridge this gap.
Sales Management and Marketing includes:
B to B / Business to Business
B to C / Business to Consumer
B to O / Business to OEM
B to R / Business to Retail
B to H/M, Business to Healthcare and Medical
Direct
VAR’s
Distribution Channels
Independent Representatives
Inside
Outside
National
International
Referrals Network
Business Development, Sales, Accounts Expansion, Expanding Markets,
Marketing, Marcom, Branding, Customer Service, Business Strategy
Business Positions held include:
Executive Advisor
VP Vice President
International
National
Director
Regional Manager
District Manager
Outside Sales
Industries and Markets include:
Marketing Communications and Promotions
High Tech Electronics
Electronic Components
Electrical
Electrical Transformers and Power Supplies
Batteries, Computer Room and Motive
Power, Power Back-up and Power Conditioning
IT and Software Technology
Computer Training
Capital Equipment
Healthcare
Medical
Manufacturing and Industrial
Marine
MRO and OEM Products
Retail Displays
Scientific
Sports Merchandising
Testing and Measurements/Test Equipment
Water Quality
And Others
*Skills in finding new business opportunities, new customers/clients and new markets
STRUCTURED EDUCATION
Advanced Post Grad Marketing Certification
UCLA University of California
Anderson Graduate School of Business
Los Angeles, California
Advanced Post Graduate (PhD) Degree in Business
Marketing, Sales & Business Development Concentration
Dissertation: “Effects of Telemarketing and Personal Sales Visits on Sales”
California University
Santa Ana, California
MBA Masters Degree in Business
California University
Santa Ana, California
Graduate studies in Psychology
University of Illinois, Chicago
Double Major Bachelor Degrees of Science
Psychology
+
Social Human Behavior and Administration of Justice
Southern Illinois University
Carbondale, Illinois
Associates Degree
Social Human Behavior, Law Enforcement and Corrections
Southern Illinois University
Carbondale, Illinois
Advanced Engineering Program
Southern Illinois University
Carbondale, Illinois
Two-year International Business Certificate
Federal and State Certified
Oakton College
Des Plaines, Illinois
Sales Force Productivity Certification
University of North Carolina
Chapel Hill, North Carolina
Professional Selling Skills
Xerox / Learning International Corporation
Adult Learning and Train The Trainer Certification
Washington Pacific University
Seattle, Washington
Effective Speaking and Human Relations Certification
Dale Carnegie Institute
Chicago, Illinois
Advanced TESOL Certification for teaching Internationally
+
TESOL for Business Certification for teaching internationally
TESOL Institute
Miami, Florida
Two-year Engineering Program
Morton West/East School
Berwyn/Cicero, Illinois
SPECIALIZED EDUCATION and TRAINING
‘Acquisitions and Mergers’ Association for Corporate Growth
‘Finding/Buying and Selling Businesses; Direct Marketing Association
Positioning & Preparing a Company for Sale’
“Expanding International Business’ US Chamber of Commerce
Skills Include:
1. Account Relationship Development
2. Personal Selling & Account Penetration
3. Marketing Communications
4. PR, Public Relations, Advertising, Literature, Promotions
5. Database Marketing & Lead Generation
6. Sales Channels Expansion
7. Competitive Analysis & Differentiation
8. Value Analysis & Strategy
9. Branding, internal & external
10. New Product Introduction
11. Product Positioning & Pricing Analysis
12. Leads / Prospects Generation
13. Conjoint Analysis & Target Marketing
14. Segmentation Analysis and Time Cycles
15. Profile Marketing & Strategic Selling
16. International Business & Marketing
17. Relevance Marketing
18. Improving Sales Force Effectiveness
19. Compensation & Incentives Programs
20. SWOT Analysis
21. Niche Marketing & Market Analysis
22. Strategic Alliances
23. Strategic Selling & Marketing Strategies
24. Gap Analysis & Bench Marking
25. Competitive Analysis
26. Business Networking & Referral Sources
27. Contract Negotiation
28. Training and Coaching
29. Consultative/Solutions Approach
30. Needs Analysis
31. New Account Development
32. Organizational Development
33 Finding Profitable Market Segments
34. Developing Additional Revenue Sources
35. Psychology of Marketing, Selling & Buying
36. Root Cause Analysis & Applying
37. Team Oriented
39. Visionary and Innovative
37. Creativity & ‘Out of The Box Thinking’
40. Forward Thinking
41. Referral network expansion
42. Market niches expansion
43. Differentiation marketing
44. Team development
45. Strategic planning
46. Communication strategies
47. Marketing strategies
48. Sales channels expansion
49. Direct sales management/expansion
50. Independent reps management/expansion
51. Customer service management
52. Advance customer service to value add
53. Value added marketing and sales
54. Market research
55. Special events management
56. Knowledge management
WORTHY TO MENTION
Early in my university education I studied engineering for 4 years where I learned
the importance of a strong foundation, individual components and structure
- Right after completing my undergraduate university studies, I was a mental health staff counselor (certified & credentialed) for about 4 years learning and practicing the dynamics of people skills, why people do what they do, what influences and motivate people, and how to motivate positive change
- Prior to business career I worked as a Beahvioral Health Counselor in the well-known Rush, Presbyterian, St. Luke’s Medical Center in Chicago and Forrest Hospital in Des Plaines, Illinois for 5 years due to my formal psychology education plus have additional 7 years counseling internships
Received a mental health counselor certification from Rush Medical Center.
- Prior to an extensive business career and business education, I was a top selling realtor for 2 years and graduate of realtors institute learning fundamental sales and marketing
PROFESSIONAL BUSINESS BACKGROUND
Many being CONTRACTED POSITIONS under special agreements
All positions were career advancements with experience, responsibilities and income
A good progressive career path establishing extensive skills and solid experience
Director of Marketing & Client Relations Assignment
A Marketing Communications & Promotions Company in Wisconsin
Tasked for aggressive turnaround management efforts.
Transitioning company leadership to 2nd generation family members during fast changing business environment including; loss of key revenue accounts, new product & services launches delayed, stagnated in poorly performing market niche, potential new markets not explored and increase of competition.
This diverse company offers leading edge technologies of HD high definition digital media, dynamic video content development and management, RFID, directional audio that eliminates noise nuisance, interactive software and graphic design.
Also, a custom designer and manufacturer of displays, kiosks, point of purchase displays, and trade show exhibits.
Capabilities extend into websites, digital photograph, literature/marketing communications collateral design both print and electronic, large format printing both interior and exterior applications, full trade show management services and special corporate events.
Integrating some of the leading technologies lead to new applications for large market needs.
Major advancements and contributions include:
*active member of Grant application/project team,
*establishing an inside account management & customer service team,
*developed a customer database and CRM,
*launched new products and services that have higher market demand,
*developing new accounts in new markets,
*developing strategic alliances,
*updated marketing communications and expanded promotional materials,
*developing international sales/marketing networks,
*PR articles published in professional publications,
*implemented aggressive marketing programs into new market segments,
*expanded branding,
*led reorganization to SBU’s strategic business units,
*transitioned company leadership to family 2nd generation.
Personal advisor of business development, sales & marketing to the president and owner of a capital equipment company in the Midwest.
Their challenges included a need to communicate their differentiation, value and significant benefits over competition, and need for strategic alliances and partnering.
Developed business development strategy national and international, implemented new marketing communications, national & international,PR, expanded sales channels and numerous niche markets national and international.
Developed a confidential business plan & strategy to fit owners personal (confidential) objective.
Advisor/Acting Director of Business Development & Client Relations for an IT Training & IT Consulting Company in the Midwest
Services of computer training, IT consulting, project management, human performance technologies and organizational development.
Their challenges included; lack of profit, increase of local competition with major advantages difficult to compete with, major accounts loss due to the fast paced business environment of mergers and acquisitions, increased competition and increased employee turnover.
Retained to evaluate business development, sales and marketing efforts along with implement possible improvements.
VP Business Development & Marketing (CMO)
Medical/ Healthcare Group
North Carolina
A statewide medical group that provides professional level primary medical care, psychiatry & psychology services with MD’s, PA’s, NP’s, PhD’s, MSW’s; to community agencies, hospitals and medical facilities including long-term care, skilled nursing and assisted living.
Launched innovative new tele-medicine with video conferencing service for designated underserved areas that was the first of its kind in the state.
The state’s medical director referred to it as “Leading Edge and Innovative; just what the state needs to advance and solve real issues.”
Other states are now calling to see how they can duplicate.
Business increased 73% surpassing staff availability & profit margins increased 14% from the sales & marketing programs implemented.
Current business plan & strategy is for 3x revenue growth contingent on staffing.
Director of Sales & Marketing
A Scientific Company in water chemistries & testing.
South Carolina
Under a special agreement to assist in strategic growth and a major market re-positioning for confidential company goals and until owner’s daughter transitions into leadership role.
Worldwide markets include; municipalities, waste treatment, pharmaceutical, food processing, automotive, marine, scientific labs, education, military, government, numerous industrial markets, pool/spa, environmental, & small-large retail. Several products having patents & EPA status.
Overall sales increased 30% while their major market being significantly down.
The sales increase was accomplished with aggressive sales/marketing programs, pursuing numerous new niche markets and large account opportunities.
Several new key products were introduced and new markets penetrated along with creative value add approach, kitting, packaging, merchandising, cross selling and marketing.
If 20% of the key potential accounts quoted become bookings, the company’s sales will increase
2-3X
Sales channels include; direct sales, independent representatives, distribution/dealers, retail, special accounts relationships, and e-commerce.
All sales growth came from the advancements that were implemented.
Manager of Sales, Customer Service & Business Development
Action Performance Corporation
A $400 Million Sports Merchandising Co. in the NASCAR market
(licensed collectibles and clothing)
Charlotte, North Carolina
Responsible for an aggressive turn around of the sales & customer service departments.
Significant results included increased sales of 3X, profits, productivity and service quality; all measurable.
Public stock price increased from $2.50 to over $48.00 per share with Wall Street recommending stock to “Buy”.
Directed company Business Development, Sales Programs, Web Site, Marketing Communications, and Most active contributing member of company’s “Think Tank”.
Led corporate efforts to stay compliant with merchandising ;aws and regulations.
Major market change and internal company issues caused a reorganization and down sizing.
Director of Sales and Marketing
Delta Corporation in Pennsylvania
Markets include distribution/warehousing/logistics, industrial, manufacturing, computer/telecom, environmental.
Products included power batteries for computer/telecom systems, industrial power batteries for material handling equipment and fork lift trucks, racking/handling equipment for the large batteries
(Sackett Systems), environmental systems to convert LP/gas fueled equipment that emits pollution to clean natural gas.
Implemented ’strategic account management’, creative database searches, telemarketing, direct marketing, PR, advertising, niche marketing; and marketing communications including developing new sales support literature pieces that “got customers calling”.
Knowledge of top-level accounts increased by 12x from 110 to over 1300 and increased total potential accounts by 3x from 1100 to over 3500.
Developed extensive database that many wanted to purchase.
Developed sales agreements with strategic VAR sales channels.
Vice President of Sales & Business Development
Central Region (based out of a Chicago, Illinois office)
MGE UPS Corp./Square D/EPE/Topaz
Costa Mesa, California
Manufacturer of UPS uninterruptible power systems for computers, power conditioners, power distribution equipment, and inverters for telecommunications equipment.
Coordinated the penetration of numerous key markets.
Besides establishing large accounts, contributions include:
* Identifying product and services modifications needed to enter more markets
* Developing and implementing programs to penetrate emerging/growing markets
* Establishing lead generation for sales channels
* Actively paticpaed in launcing new product line
* MOST active contributor and participation in the company’s “Think Tank.”
Sales channels include direct sales force, independent sales representatives, distributors, and retail.
Some of the key markets include: Computer, Financial, Telecom, Automation, Process Controls, Industrial, Power Generation, Medical, Retail, VAR’s, Electrical Contractors, Engineering Design Firms, and more.
Successfully negotiated large profitable sales agreements.
Advisor/Vice President of Sales, Marketing, & Business Development
North America (based out of San Diego, CA.) (Mfring. In China)
Interim Management Contract Position
Elytone Electronics Co.
Taiwan, R.O.C.
Responsible for establishing a presence with spec-ins at major US Companies plus set up sales representatives for this manufacturer of PC board transformer components and sub assemblies.
Successfully specified on numerous new customers high volume programs worth over $35 Million
in sales. Biggest challenge was bridging the business culture gap.
National Account Manager
Pulse Engineering Corp.
San Diego, California
Manufacturer of PC board level electronic components. Increased sales 600%. Negotiated company’s historical first master purchasing agreements, technical/engineering partnering agreements and subcontracting arrangements. Personally increased sales more than $12 Million and profits of over
$4 Million.
Personally involved in the first micro SMT surface mount technology for power components.
This was proprietary development between Pulse Engineering Corp., Celestica Corp., and IBM.
As you know, this technology and product development significantly advanced electronic design and engineering.
Company quarterly profit results went from negative to positive.
Company stock price increased from $4 to $17 per share before merging with another company, reorganizing and downsizing.
Director of Sales Support and Marketing
Exide Electronics Corp.
Raleigh, North Carolina
Manufacturer of uninterruptible power systems (UPS), including service contracts for the computer & telecom markets. The National/International sales networks include independent sales representatives, distributors, resellers, OEMs, field sales managers and direct sales application engineers, US Federal Government and US Military.
Responsible for the sales and marketing programs, application engineering, advertising, public relations, literature, trade shows, database marketing, lead generation and follow-up, incoming and outbound telemarketing, key accounts direct support, product and market research, competitive analysis, sales strategies and training.
Sales increased from $50 Million to $130 Million.
Involved in the first automated universal input for power conditioning and power backup equipment.
This was proprietary development between Exide Electronics and AT&T.
As you know, this technology and product development significantly advanced electronic design and engineering.
Two new product lines were introduced and four new markets were successfully entered.
New sales from old accounts were obtained at a rate of 67%.
OEM/key accounts increased 43%.
Company stock price increased from $6 to $24 per share, before merging with another company, reorganizing, and downsizing.
Regional Sales Manager (based out of a Chicago, Ill. Office)
ACME Corp.
Lumberton, North Carolina
Managed distribution channels, catalog distributors network, independent sales representatives and national accounts for this manufacturer of power supplies, power loads test equipment, transformers, small printed circuit board size up to the larger utility power size, standby power systems, and voltage line regulators.
Sales increased 34%.
New Successfully negotiated sales contracts.
QUICKLY ADVANCED UP THROUGH FIELD POSITIONS AND LOWER LEVEL MANAGEMENT POSITIONS
First Regional Sales Manager (based out of a Chicago, Illinois office)
Weston Corp.
Marion, Ohio
Managed distributor sales network, an independent representative sales agency network and national accounts for this manufacturer of microprocessor controllers/meters, tach generators and test equipment.
Increased sales 28%.
Expanded distribution channels and markets
First position as District Sales Manager
Deltec Corp. out of Pennsylvania;
A manufacturer of transformers printed circuit board component size to larger size, power supplies, power backup equipment and power line conditioning equipment.
First position in Field Sales based in Chicago, Ill.
Marshall Industries
A distributor of electronic components and MRO supplies for the electronic assembly such as solder, soldering equipment, chemicals, tools, electronic assembly equipment, adhesives and more.
Professional Business Memberships have included:
ACG Association for Corporate Growth
ABMA American Bank Marketing Association
AMA American Management Association
AMA American Marketing Association
DMA Direct Marketing Association
FMA Food Marketing Association
HCMA Medical and Healthcare Communications & Marketing Association
LMA Legal Marketing Association
MMA Medical Marketing Association
RMA Retail Marketing Association
SCIP Society of Competitive Intelligence Professionals
SHSMD Society for Healthcare Strategy & Market Development
SMEC Sales and Marketing Executives International Association
TDA Training and Development Association
TMA Turnaround Management Association
WWIBP Who’s Who of International Business Professionals
plus other niche market and market segments associations
A life time learner with extensive business experience along with a passion to apply knowledge
A citzen of the United States with a very clean personal record
BUSINESS TRAVELS
* U.S.A. Coast to Coast South America Mexico
* Puerto Rico Asia; China, and Taiwan
* Canada Europe
SPECIAL MENTIONS
* AMA American Management Association Divisional Certifications/Awards in Marketing, Sales Management and Sales Essentials (rare awards)
* Medical Marketing Certification from UCLA May 2008
* Alumnus at 6 Universities and Colleges
* Successfully completed all 4 education degrees plus advanced certifications;
Associates, Bachelors, Masters and Post Grad / PhD
Of those attending college: 2% achieve Post Grad / PhD, 13% Masters, 32% Bachelors and 3 % Associates Degree or advanced certifications (drop out rate for college is 50%)
* Numerous certified trainings in Business Development, Management, Sales, Marketing,
Contract Negotiations, Strategic Alliances
* Numerous business, sales and marketing articles published in professional
publications
* Contributing writer to “Journal of Personal Selling and Sales Management”
Pi Sigma Epsilon Publication, National Fraternity for University Business
Professors
* Participated/membership in professional trade associations in many key
vertical markets
* Formally trained in public speaking, training and adult learning
* Special guest teaching engagements with colleges on various business subjects
* Developed and implemented numerous training programs and have personally trained
* Formally trained in contract negotiations
* Formally trained in “Creativity” & “Out of the Box Thinking”
* Achievement award for engineering design from Illinois Institute of Technology (IIT)
* Prior to high school I worked as a caddie at a private golf club in the Chicago area where I learned how to golf as well as the importance of hard work, strategy, confidence and team work
Earnings went into my college fund.
* While in high school I was on the varsity golf team
* Worked full time during high school and college to fund my own college
education
* Achieved Eagle Scout Rank, Boy Scouts of America
Only 4% of boy scouts reach the Eagle Scout rank
* Past marketing advisor and board member to Okalahoma Jazz Society and Museum in
Tulsa, Oklahoma
* Marketing advisor to Wisconsin Gem & Mineralogy Museum and Weis Earth Science Museum
in Appleton, Wisconsin
Contributor and donator of a $100,000. collection of gems, minerals, fossils, and Indian Artifacts
* Personal interests include; travel, cultural activities, golfing, hiking, fishing, reading, writing business articles for publications, Native American artifacts & cultures, mineralogy
Additional Structured Education and Training
CEU (certified education units) earned and is equal to an additional three years of college
American Management Association
- Advertising: Strategy and Design
- Competitive Strategy: How to Develop Marketing Plans, Strategies, and Tactics
- Creative Problem Solving
- Creating a Winning Marketing Campaign
- Finance and Accounting for Non-financial Managers
- How to Analyze the Competition
- How to Deliver Exceptional Customer Service
- How to Develop Successful Trade Show Presentations
- How to Get Products to Market Faster
- How to Manage Successful Sales Promotions
- How to Market Your Product Through Distributor Sales Networks
- How to Plan and Manage a Telemarketing Operation
- Keeping Customers for Life
- Marketing Value-added Services and How to Compete Against Price
- Motivating Sales People Through Incentives and Compensation
- Niche Marketing
- Pricing Strategies
- Strategic Planning
- Successful Planning
- Successful Product Management: How to Make Your Product a Winner
- Value Added Selling
Career Track Corporation
- How to Build and Manage Your Team
- In Search of Excellence II
- Management Effectiveness
- Practical Budgeting Skills for Managers
Cross Country Education Co. - Medical & Healthcare Marketing Certification
Dale Carnegie Institute
- Effective Speaking and Human Relations
Washington Pacific University
- Adult Learning and Train the Trainer Certificate
University of North Carolina
- Increasing Sales Force Productivity
Conway/Deming
- Quality Management System of Continual Improvement
Dun & Bradstreet
- Managing Multiple Priorities
AIMS/Oxicon Group
- Recruiting, Selecting and Retaining Top Sales Talent
Xerox Corp./Learning International
- Professional Selling skills
High Yield Management Inc. - How to Make Your Prices Stick
Keye Productivity Center - Coping With Difficult Customers
Franklin Covey - Project Management
Rochester University - Basics of Knock Your Sox Off Customer Service
Performance Technologies - Human Performance Technologies/Organization
Development
