EXECUTIVE PROFILE
COO · Vice President, Sales Development · Director, Business Development
· Associate Publisher · Director Sales & Marketing · Entrepreneur
Experienced, results oriented media executive with solid accomplishments in strategic planning, business development, project management, marketing, sales and operations. Successful in identifying, capturing and building new opportunities. An innovative problem solver and team leader with an established record of profit and revenue enhancement. Corporate and industry speaker, moderator and committee chairman.
· Strategic Alliance Development · New Market Penetration · Client Management
· Contract Negotiation · Acquisitions · Turn-Arounds · Product Development · Marketing · Sales Management · Operations & Distribution · Merchandising · Asset Management & Leveraging
Bantam Doubleday Dell Publishing Group · Great Wisdom Publishing Group · Berkeley Daily Planet · Information2K · Adventure2K.com · Michiana News Service · City Pulse
PROFESSIONAL EXPERIENCE
BERKELEY DAILY PLANET, Berkeley, Newspaper, CA, AUG 2005 – PRESENT
Associate Publisher
· Restructured and rebuilt an atrophied Advertising Sales Department to achieve 40% revenue increase over 4th quarter 2004.
· Reorganized Distribution methods and staff causing fewer returns and an annualized 30% cost reduction.
· Managed Graphic & Production Department.
· Implemented new invoicing and AR procedures and policies.
PUBLISHING CONSULTING, JUL 2004 - AUG 2005
CITY PULSE, Lansing, MI, Weekly newspaper, JAN 2003 - JUL 2004
Director, Business Development
· Initiated and organized sales and marketing efforts for this weekly newspaper including rate analysis, media kit and training.
· Generated advertising revenue growth of 73% in 2003.
· Created Business Plan and Executive Summary for dual purposes of management tool and for securing investment capital.
· Developed and monitored sales, expense and cash flow budgets. Reviewed and revised accounting procedures.
INFORMATION2K, Suttons Bay, MI, Publishing / Information Consulting, JUN 1998 - JAN 2003
Principal
· Advised and consulted publishers, distributors and authors in print media, rights management, and business development.
· Wrote business plans for several new businesses including a fulfillment company and a publishing start-up.
· Founded Adventure2K.com, an unprecedented Internet travel-information publishing company utilizing licensed content and emerging POD (print-on-demand technologies).
· Negotiated strategic partnerships with international information companies such as Rand McNally.
· Solicited, negotiated and signed clients for BOOKWORLD SERVICES, INC. (Sarasota, FL) increasing revenues by 50% for this $6 million book distributor.
· Researched and advised on the creation of a new distribution / fulfillment company.
GREAT WISDOM PUBLISHING, INC., Publishing and distribution, OCT 1996 - JUN 1998
Chief Operating Officer
· Responsible for all operations for two wholly owned subsidiaries (ACCESS PUBLISHERS NETWORK, INC. and ACS, INC. located in Grawn, MI and San Diego, CA).
· Managed turn-around of ACCESS (formerly Publishers Distribution Services).
· Successfully grew Access’s revenues from $1.8 million to nearly $5.0 million in 16 months.
· Created and presented to investment bankers and investors a publisher "roll-up" proposal that successfully secured multi-million dollar equity investment and line of credit allowing for subsequent publishing acquisitions.
· Restructured ineffective independent sales group into an in-house sales organization that doubled sales in top 20 key accounts.
Paul Stafford
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· Reorganized operations of 30,000 square foot distribution center lowering associated costs and significantly decreasing order turn-around time.
BANTAM DOUBLEDAY DELL PUBLISHING GROUP, INC., New York, NY, 1985-1996
Vice President, Director of Sales Development 1994-1996
· Responsible for developing sales and marketing strategies for the Dell/Delacorte Division ($160 million in revenues) to maximize return on assets (including John Grisham, Danielle Steel, etc.).
· Facilitated inter-departmental communications (acquisition/editorial, operations, finance, production, marketing, sales and administration) to affect packaging, pricing and scheduling decisions.
· Initiated annual sales and marketing budgets, schedules and plans and presented regularly to CEO and Chairman.
· Successfully closed fiscal year 1995 with a 15% return on assets.
· Managed marketing, distribution and sales strategies for THE HORSE WHISPERER, a record setting $3 million first novel acquisition that sold over 4 million copies and became a major Disney movie.
· Led consumer research team to ascertain methods to further leverage editorial assets, resulting in additional revenues of $16.5 million annually from the works of best-selling author Danielle Steel.
· Developed an integral sales forecasting process incorporating key account sales data for use in inventory, fulfillment and receivable management.
Vice President, Director of National Distributor Sales 1992-1994
· Responsible for New York based sales and marketing team that successfully achieved $200 million in sales.
· Organized versatile yet focused programs allowing effective and efficient presentation of over 1,200 new products annually to national accounts.
· Developed and aligned an integrated sales and merchandising team that grew market share in mass merchandise retailers.
· Affected an 11% increase in sales and an 8% decrease in sales expenses.
· Negotiated new pricing policies with major distributors that added $4 million to the bottom line.
· Restructured an outdated $5 million co-op advertising budget into a proactive retail merchandising fund for national accounts ( Wal*Mart, Target, Sam’s Clubs, etc.).
· Instituted industry's first "pallet" promotion for best-selling author John Grisham's books allowing for unprecedented inventory display and sales velocity.
· Implemented purchasing and inventory controls for major accounts.
· Reduced bad debt exposure from $7 million to $3.5 million within six months.
Director, Wholesale Sales and Marketing 1990-1992
· Responsible for channel sales and marketing team of 45 and annual revenues of $75 million.
· Reorganized division responsibilities and territories for a 6% reduction in division expenses.
· Decentralized customer marketing/ merchandising programs.
· Pursued growth in specialty markets by developing Retail Chain marketing channel.
· Created and implemented unique point-of-sale display units.
Director, Field Sales 1989-1990
· Responsible for personnel, administration, and sales planning for combined sales force of 105.
· Managed the execution of major sales force restructuring.
· Planned and organized 3 sales conventions each year.
Manager, Wholesale Sales 1987-1989
· Responsible for sales management, planning and administration. Promoted to Director, Field Sales.
· Directed annual term-of-sale review and account incentive programs.
Manager, Education & Library Sales 1985-1987
· Responsible for sales management, planning and administration. Annual revenues of $20 million.
· Managed the integration of the Dell and Doubleday educational divisions during their acquisition by Bantam Books.
MICHIANA NEWS SERVICE, INC., Niles, MI, Distributor of Magazines, Books and Newspapers 1983 - 1985
Manager, Book Division
· P&L and operations responsibilities for this $3.0 million division.
· Conceived and executed specialty publishing and distribution programs.
· Advised on and implemented early distribution software package.
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