Prompt, cost efficient, profitable results
occur when this Senior High Tech, Software and Business Development and
Sales professional takes on an assignment.
His direct experience with fast growth, generating
systematic revenue growth, launching new products, raising money, developing
joint ventures, establishing systems, setting up selling and fulfillment
systems, with overall operations and with all aspects of revenue creation
can help you work through creating or reshaping a product line or
a business.
Able to profitably grow revenue at a superior rate with minimal investment, and to find new ways to generate revenue using existing capabilities. Has direct experience with fast growth, systems, operations and with all aspects of revenue creation -- face-to-face executive and IT selling, telephone selling, script based lead generation, direct mail, advertising, OEM, reseller and international distribution, strategic relationships, etc. Experienced with and strong technical understanding of business processes and with every major and most minor software technologies: Database (relational, hierarchical, network), OOP, CASE, ERP, EERP, OLAP, EIS, communications of all kinds, expert systems, rapid prototyping, natural language, user interface design, operating system design, class libraries, etc. As a temporary executive, as a consultant, as a part time vice president increased revenue and profits, turned around operations, negotiated settlements and raised money with consistent success. As founder and CEO started and grew a software company at 53% compounded per year for 8 years to $35 million, raised money privately, and through IPO. Double Revenue, Focus Strategy, implement Systematic Revenue Generation Within 6 months the computer service company set up alliances with suppliers, expanded with customers, implemented systems for lead generation, daily financial measurements, sales management. Doubled revenue again in IT staffing market. Opened doors and closed business with national firms. Prompt Direct Response Success Within 3 months as a consultant Bruce helped start and make profitable a direct consumer marketing system. An herbal product sold through print ads generates over 15% pre-tax on revenue and over 70% compounded per year cash-on-cash return to investors. Bruce defined the strategy, created the ads, the telephone scripts and the fulfillment materials. Quick Turnaround, Merger, Financing In a total of 6 months Bruce lead take over of two medical instrument companies. As CEO on assignment from an investment group he helped close a $2.7 million financing with accredited investors, merged the two companies, cut staff from 70 to 42, turned the run rate from ($200,000) in losses to $500,000 in profits. A high caliber Board was recruited and the a new CEO was selected and groomed. |
Top Market Share, Distribution Bruce started and grew the Programmer's
Shop from zero to $30 million in revenue. A specialty software
mail order company it had twice the market share of the nearest competitor
through constant innovation, superior sales and marketing and systems.
One major innovation was a 500,000 circulation entirely paid for by over
$1 million in ad revenue per issue. Other elements included originating
automated fax-back, 8 pages per month of ads resold in trade publications,
national account sales, and international distribution.
Top Market Share, Software Publishing In the course of 4 years Bruce started and grew Solution Systems, a publisher of technical PC software, to $6 million revenue, 18% pre-tax with 45% market share. With three times the share of the next competitor among over thirty the products were later sold to Borland. Successful PC Store Prototype In 14 months starting in 1981 Bruce founded and grew a PC Retail Store with telephone and outside sales to $3 million revenue and 5% pre-tax. As a potential prototype of a chain of stores it surpassed the local headquarters of Entre and the major Computerland stores. Surpass the Leader Within 10 months as a consultant Bruce restructured marketing and pricing of a technical PC software publisher. Revenue climbed from $350,000 per year and break-even to $2 million per year, 30% pre-tax. Market share went from about 10% to over 40% while the previous market leader fell behind. Over the following two years Bruce grew revenue, closed a significant OEM customer, and then guided the company to get out of the way profitably while Microsoft entered the market. Background Bruce has direct and successful experience with just about every way that revenue is generated. Experience includes direct response and image advertising, direct mail, catalogs, inbound sales, outbound phone sales, OEM sales, national account face-to-face, team selling, setting up resellers, and international distribution. |
Employment
1999 - Present Vice President of Maxsol.
The assignment includes VP Sales, Product Management and Client Services.
Now is process of completing "early referencable account" stage personally
closing one large account, helping sales people actively to close 2 others
and participating in a variety of roles with others. Shaping and molding
sales process, product content, and marketing. Deep involvement in project
estimating, proposing, management.
Products and technologies of Maxsol involve substantial improvements to business operating costs and revenue generation, high complexity made simple. Technologies include "back en integration" with MVS, CICS mainframes, AS400, Solaris, Linux, Oracle, DB2, VSAM, executing programs, etc. Software and services sold include Rapid Application Development for a thin client browser, application software products to tie members of a value chain together, and to be shared invisibly as hosted by a value chain participant. Business development work includes developing alliances with vertical and tool software and service companies, and outsourcing to freelance developers of highly challenging work. 1997 - 1998 Vice President of Computer Smart. Helped to transform this company from a retail computer store primarily serving families into a Temporary Staffing company specializing in WAN, LAN Network Engineers provided full time and from 1 day per week up. Opened initial clients. Solved technical issues. Opened first business development, wholesale relationship with 1,000+ FTE staffing firm placing several engineers. Improved sourcing of candidates. Revenue climbed 500% and the ratio of sales time invested to annual revenue improved dramatically. 1994 - Present Exxel International Executive Consultant working with small companies and start-ups. Helped create herbal company with $120,000 investment to generate over $3 in revenue per ad dollar, up-sell 800 script lifting average over from $47 up to $73, "virtual" operations. Several assignments helped companies shift marketing budget to increase revenue from internal funds, decrease cost per lead, re-orient product strategy, etc. Implemented consistent lead generation, sales methods and recruiting to increase revenue and gross profit by 300% in one year for a computer services and recruiting company. Actively raising money for 'emerging market' customers for a specialized general contracting company. |
1994 - 1994 Source Scientific President and CEO
ran this company for 6 months. Completed turnaround, reverse merger with
public company, $2.5 million Reg. D financing, turned from loss to profit
and trained replacement CEO.
1992 - 1993 Exxel International Executive Consultant worked with software and high tech companies to increase revenue and to develop and launch new products. 1983 - 1991 Software Developers Company Inc. Founder and CEO of this specialty catalog and direct response retailer and publisher of PC programming software. Grew over 50% per year compounded for 8 years, to $35 million revenue. Innovative direct marketer, profitable 500,000 circulation publication. Editor for successful magazine start-up, widely quoted. Started with $11,000; first financing at $5 million revenue as Reg. D private placement with accredited high tech people, IPO in 1989. Published product held over 40% share of its market; reseller two times the size of next competitor. 1982 - 1985 Computer Innovations Consultant as head of sales and marketing. Grew this PC programming software publisher from $350,000 per year to $2 million per year within 11 months using internally generated funds and no significant new release to software product content. 1981 - 1982 Business Computer Store and Used Computer Exchange Founder and VP Sales for PC retail store. By 12th month was running at the rate of $3 million revenue and $150,000 pre-tax profit using less than $100,000 of start-up capital. 1977 - 1981 Boeing Computer Services Sales Manager in Chicago was significantly above quota while training raw recruits, managing small software projects and helping sales team sell analytical, engineering and MIS applications to Fortune 1000 and service companies. As product planning manager used a $35,000 cash budget and another $75,000 of allocated people time to create a $6 million revenue, $750,000 profit revenue stream. 1974 - 1977 Computer Sciences Corporation Sales Person was rookie of the year and consistently among top performers selling business analysis applications to Fortune 1000 companies including Morton Norwich, Borg Warner, Arthur Young, Ernst and Whinney, CNA Insurance, Esmark/Swift, Trans Union Leasing, Chicago Northwestern Railroad 1973 - 1974 IBM mainframe division Sales Trainee and assistant helped analyze needs for large applications, volume of hardware forecasted, lease versus buy for Insurance companies. |
Education
1974 - 1975 University of Chicago, MBA program. Took six key courses to enhance analysis of businesses.
1973 - 1981 Boeing, IBM, CSC Management, sales, negotiation, planning training.
Formal sales training from IBM, Computer Sciences, Boeing,
3M, Xerox plus various seminars.
For those of you interested in IT Skills, Bruce has substantial experience as a Project Manager, project estimating, scheduling and planning, and presentations. He is competent with Microsoft Word, Excel, Access, Powerpoint, Outlook, Publisher, Project, Internet Explorer, FrontPage; Netscape Navigator and Communicator; Eudora; dBase, Basic; Photo Shop; Internet Phone, ICQ. Experienced with and strong technical understanding of business processes and with every major and most minor software technologies: Database (relational, hierarchical, network), CASE, ERP, EERP, OLAP, EIS, communications of all kinds, operating systems, expert systems, rapid prototyping, natural language, user interface design, operating system design, etc.
Business Skills include: sales, face-to-face, executive selling, sales management, sales training ; business development, strategic alliances, OEM, international distribution; forecasting, planning, presentations, business plans, marketing plans, budgets; marketing, direct response, advertising, trade shows, telemarketing, scripts, catalogs, Internet marketing, web marketing; raising money, Reg D, private placement, selling stock, angels, venture capital, debt, subordinated debt, factors, asset-based.
Industries where Bruce has substantial experience include: software, hardware, computer services, recruiting, staffing, insurance, banking, manufacturing, IT, financial services, brokerage, engineering, consulting, accounting and others.
Hobbies
Swimming, meditation, biographies, career and start-up and business counseling, investments.
Bruce is strongly motivated by helping to "make it happen."