A few examples of solutions to various business and sales challenges throughout my career. I am currently looking for a new opportunity.

1. Dan Veronese - Business Cases
Management Turn Around, Sales Training, New Market
Development and Strategy Implementations
AutoTrader Publishing-Southern CA-5 offices in region
Challenge-Launch a new online product-AutoExtra.com-to compete with
Autotrader.com and integrate it into current print offerings. Train, measure and support all
reps in 5 offices and develop marketing strategies and stand-alone sales process.
Strategy-I was hired to implement corporate strategy, train field reps, develop
marketing tools and reporting for all 5 local offices to report to home office in Virginia and
scale to other markets.
Solution-After meeting with local VP to develop strategy, I worked directly with 12
managers in the 5 offices to train them and develop training programs, measurement tools
(there were none-they did not know their market penetration even on the print advertising)
and pricing for new product integration, including stand-alone pricing and programs to sell
to non-print clients. After finding several managers that “bought in” to the program, we were
able to show very strong gains in market growth to existing and new clients just using the
online product. I then hired 3 more direct reps to support my programs and training and
better support the 85 sales reps and we increased sales throughout the region by proving the
program worked to those not yet engaged. Training, support, reporting and new
hire/sales/reporting processes became standardized for national sales teams. Eventually
merged with Autotrader.com.
Car.com-Troy, MI (Later purchased by Autobytel, Irvine)
Challenge-Continue to grow market share, revenues, brand and revenues via in
market reps. Previously all sales via telemarketing-in house.
Strategy-I was the first person in a key market to prove the concept.
Solution-I was hired with limited training, except some product. After being on the
road for approximately 6 months visiting every major auto center and dealer group in CA, we
began to gain market share and revenues. I developed all marketing materials, sell sheets,
powerpoint presentations, follow up processes, pricing and later, the on-boarding processes.
Through constant CRM management, reporting and developing a scalable new hire, new
client and follow up processes, I was able to hire 6 in market reps for the West Coast and
scale to allow for the same process and enable hiring of 3 other Regional Sales Directors and
a total of 35 in market reps. We became the leader in automotive leads and I also developed
new products based upon the needs and goals of our clients, further enhancing our product
lines and generating more revenues. Car.com was later purchased by AutoBytel for approx.
$14,000,000.

2. Tomorrow Publishing-Stockholm, Sweden
Challenge-International Environmental Business Magazine, losing money and in
danger of folding after 2 years of partnership with London publishing rep house to sell
advertising.
Strategy-hire in house for sales, marketing and advertising and develop new revenue
opportunities.
Solution-I developed corporate partnerships with the World Business Council for
Sustainable Development (WBSCD) to grow advertising relationships. We became their
partner publication for all companies that were part of the Council. Grew ad revenues to such
a point we were able to go from a quarterly to bi-monthly publication, further growing
revenues. Tripled the “Corporate Partnership Program” (10 to 34) in which corporations
purchase bulk magazines to be distributed to internal, external, NGO and political
stakeholders. Launched “Tomorrow.com” to profit by developing sponsorships and cross-
branding with print clients. Also developed stand-alone pricing and integration for web-only
clients.
Global Media-(International IT publishing house, purchased by VNU
Holland) San Francisco
Challenge-Maintain, Retain and still grow client base after IT bubble.
Strategy-Developed approach to maintain (possibly grow) yearly revenues and clients
even in tough economic environment.
Solution-After IT market collapse, I met with VP of company. We decided that I would
be the “face” of VNU and visit every major client in a 3 month span-throughout the US. I
developed specific pricing models based upon past advertising spends and refocused on
cross-branded campaigns to include print, online and database marketing. (We had also lost
3 key reps during this time) I traveled extensively, spoke with key clients and stakeholders
and did not lose a client during that year. We developed more specific campaigns based
upon a consultative approach for both short and long term results-branding, product
launches and direct order revenues via website integrations and direct to client ordering
programs.