John Archibald

   
36380 Union Lake Rd
Harrison Township, MI 48045

Home: 1586-791-3153

SUMMARY

SALES AND MARKETING MANAGEMENT PROFESSIONAL – with extensive experience in distribution network management, serving industrial manufactures including the metal working industry, Tier-1, Tier-II markets and OEM’s. Particularly adept at implementing marketing programs to increase sales revenue. Recently helped $100 million holding device manufacturer increase sales 15% by establishing new distribution channels. Strong analytical, sales, interpersonal, communications and team working skills.

EXPERIENCE

 

 De-Sta-Co Industries – A Dover Resources Company – Birmingham, Michigan  1997-Present

NATIONAL SALES MANAGER

Reporting to the President. Responsible for a $700,000 budget and a 700 branch distribution system, including a 13 person network of independent manufactures’ representatives generating annual revenues of $26 million.

        Reduced cost of doing business $500,000 per year by establishing a new distribution discount structure.

        Increased annual sales revenues $150,000 by developing an equitable compensation program.

        Implemented new sales development programs forecasted to boost customer base 20%.

        Eliminated cost of outsourcing sales lead fulfillment and database compilation by bringing process in-house.

 

Carboloy Incorporated – Warren, Michigan        1989-1997

MANAGER, DISTRIBUTION DEVELOPMENT                (1994-1997)

The second largest worldwide supplier ($100 million) of carbide cutting tools – A division of Seco Tools, AB – Fagersta, Sweden.

 Reported to the Corporate Manager of Sales and Distribution Programs. Responsible for the distribution of cutting tools throughout the domestic market. Primary customers were Tier-1 and Tier-II suppliers and the farm implement sector.

        Developed Ready-Stock Express, a stocking program that guaranteed customers same-day delivery from any of 250 distributors nationwide.

        Implemented and monitored a new functional discount program for the distribution network.

        Developed and presented “Inside Sales Development Program”, a sales training seminar designed exclusively for distributor customer service agents.

        Implemented “Distributor Stock Offering”, a program to identify the products each distributor sold and what products each needed to have in stock.

 
MANAGER, SPECIAL PROJECTS                                        (1992-1994)

Responsible for establishing network to focus on small-to-medium sized end-users.


 MANAGER, TECHNICAL TRAINING                                        (1990-1992)

Reported to the Manager of Distribution Programs. Responsible for the training of direct sales staff, distributor sales staff, and customers. Managed a team of five imparting technical information telephonically. Designed training programs for in-house and field training sessions.

        Developed specialized week-long training classes as part of the total Carboloy curriculum.

        Reduced annual training costs $200,000 by negotiating new long-term hotel, food and transportation rates.

        Authored technical copy for trade publications.

 SPECIALIST, TECHNICAL TRAINING                                        (1989-1990)

Reported to the Manager Technical Training. Responsible for providing technical information to distributors and customers. Also co-authored in-house and field training material.

 

DeVleig Machine Company – Royal Oak, Michigan       1975-1989

QUALITY CONTROL MANAGER                                       (1987-1989)

Reported to the Plant Superintendent. Responsible for the quality efforts plant wide.

 
INSPECTION FOREMAN                                                                 (1985-1987)

Reported to the Quality Control Manager. Responsible for final inspection and assembly. Also responsible for the stockroom and shipping functions.

 

STANDARD PRODUCTS ENGINEER                                       (1982-1985)

Reported to the Chief Engineer. Responsible for design, detailing and checking of standard products.

 

MACHINIST LEADER                                                                    (1980-1982)

 

MACHINIST                                                                                     (1977-1980)

 

TOOL PRE-SETTER                                                                     (1975-1977)

 

Education

B.S. – Industrial Management – Lawrence Technological University – Southfield, Michigan