About

About Michael P. Marshall, PhD
Senior Sales, Marketing & Business Development Executive

(Experienced, Educated, Well Trained)
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

Open for full time direct position, advisor, consulting, tele-advisor, mentor, coach, trainer, special training workshops, special speaking engagements, teaching

Open for national and international/global

I am able to perform multiple positions functions which are beneficial and desirable

Able to research new markets and new applications, develop and implement aggressive business development programs, and integrate into the organization.

Open to opportunities with all size business organizations

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’, national and international/global

 

My ability utilizing “Creativity”, “Out of the Box Thinking” and “Bold Innovations” are critical for business development.  I am formally trained in this.

 My expertise includes business development, sales, creative business thinking, marketing, 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.

My psychology background has proven to be a solid foundation for my skills in ‘Business Development’, ‘Sales’, ‘Marketing’ and ‘Management

 

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 contributing 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.

Throughout my career advancements and all positions, I have worked in the field directly with customers, clients and potential new customers, uncovering new business opportunities and new market niches.

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

 
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 And Expertise Include:

1. Sales and Selling
2. Finding new customers, new business, new markets
3. Personal Selling & Account Penetration
4. Account Relationship Development

5. Research new markets and new applications

6. Develop and implement business development programs and integrate into the organization

7. Psychology of Selling, Marketing & Business

8. Referral network development and expansion
9. Strategic Alliances; develop and manage
10. Business networking

11. Sales Management
12. Develop/ manage customer service
13. Utilize customer service to grow sales
14. Develop/ manage inside sales, inbound/ outbound
15. Develop/ manage field sales, direct staff and independent representatives, national/international
16. Develop/manage distribution networks, national/international
17. Cross selling, up selling
18. Consultative/Solutions Approach

19. PR, Advertising, Literature, Promotions
20. Communication strategies
21. Improve websites
22. Utilize digital media technology

23. Lead Generation & Database Marketing

24. Develop sales and marketing tools that help develop business relationships and help close sales

25. Competitive Analysis & Differentiation
26. Value Analysis & Strategy
27. Competitive Analysis
28. Gap Analysis & Bench Marking
29. Developing competitive edge and advantage

30. Investigating needs of customers’ and markets’
31. Needs Analysis, Sales Analysis

32. Branding, internal & external
33. Market positioning

34. Finding profitable market segments
35. Segmentation Analysis and time cycles
36. Conjoint Analysis (pricing)
37. Product Positioning & Pricing Analysis
38. Services and products expansion and enhancements
39. New product introduction

42. Develop customer database
43. Research potential new customers
44. Develop database for potential customers
45. Knowledge management

46. Market research
47. Marketing strategies

48. Target Marketing    /  Segmentation Marketing
49. Relevance Marketing
50. Niche Marketing & Market Analysis
51. Market niches expansion
52. Market penetration
53. Differentiation Marketing
54. Value Added Marketing & Sales
55. Creative Merchandising

56. International Business & Marketing
57. Expanding business, internationally/globally

58. Improving Sales Force Effectiveness
59. Team development
60. Compensation & incentives programs & motivating higher performance
61. Recruiting, hiring and retaining good staff and top talent

62. Motivating improvements, higher performance and excellence

63. SWOT Analysis & Application
64. Organizational Development
65. Risk Management
66. Root Cause Analysis & Applying
67. Decision Analysis

68. Finding cost savings and eliminating wastes
69. Developing additional revenue sources
70. Contract Negotiations

71. Training & Coaching
72. Mentoring and coaching executive level and others

73. Special events management & trade shows

74. Visionary, Innovative, Team Oriented

75. ‘Creative’, ‘Forward Thinking’ and ‘Outside the Box Thinking’
76. ‘Finding Ways to Grow the Business’

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

currently -on an International contract teaching assignment in South Korea at Konyang University teaching business, international business, business strategies, business conversation, business finance English, medical English, critical thinking, creative thinking.

Students are primarily from three cultures:  Korea, China and Japan

Teaching both university classes, teachers and evening special adult classes.

Adult students include: military officers and staff, teachers, medical doctors and medical staff, government officials and staff, staff from government department of economic development & trade, engineers, research engineers, business executives and management staff

I teach & tutor adult Korean teachers under a special government program called IETTP

I am a private tutor of business conversation in English for Korean military officers

In addition, I am a private teacher & tutor to business corporations through the university’s special business education program for international business and advance business conversation

I also edit & proof the university’s advanced graduate level abstracts for publishing

This international assignment is expanding my skills, experience and global cultural understanding:  A life changing experience that has extensive applications in business

Returned to school for additional advanced certifications, further my 100+ business writings and advance my 28 international business publishing’s and do some part time business teaching
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.

Active in the field working directly with clients, customers, potential new customers and new markets.

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, Taiwan, Japan
* 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