Sales Influence, Sales Trainer and Consultant (June 06 - present) 

Force, Inc., CEO, (Dec. 04 - May 06)

A manufacturer of Data, Video, Satellite and Broadcast transport equipment.  Force Optical Broadcast Systems can be found in a variety of private and public network applications. Force specializes in the optical transport of video, audio and data signals for Satellite L-Band and IF, Wireless and Mobile Communications, Digital Broadcast for Networks and Cable Service Providers, and CATV video distribution for Private Networks and Educational Distance Learning applications. Specialty video, audio, and data links offer optical transport for control instrumentation, security and surveillance. Force continually develops new products that incorporate the latest technology.  We sold the company to EMCORE (EMKR) who was looking for a quick, go-to-market strategy in the cable and satellite business.

Personal Time Off: ( May 2002 – Nov 2004)
During this time I decided to pursue some of my personal goals.  I wrote several books and delivered lectures on Leadership, Motivation and Personal Development at colleges and universities throughout the United States.  I’ve also delivered keynote speeches and conducted workshops at major corporations such as: Intel, FedEx-Kinkos, BellSouth, Verizon, 4Life, Johnson and Johnson, United Way and others.  In my spare time I donated my time and expertise to the Small Business Administration (SBA) by becoming a member of their SCORE program helping small businesses and entrepreneurs with their sales and marketing plans.

FTDC (spinoff to New World Network) was an integrated communications provider offering a complete package of telecom / IT services to commercial, government, education and residential customers. Services include local, long distance, high-speed data transmission, Web Hosting, Internet services, Storage, SMS Messaging (Oracle) and business-to-business services. I negotiated agreements with carriers like AT&T, BellSouth and New World Network.  My primary responsibilities were developing a sales force, designed pricing structures, leasing agreements, and agent contracts, resulting in sales of $36M in contracts the first year. 

ADC Telecommunications, International Sales  Latin America-Vice-President  (April 1995 - Oct. 2000)

Responsible for direct sales and distribution channels for ADC product lines: connectivity products (fiber optics & DSX, E1, E3), xDSL & Cable modems, ATM transport equipment and concentrators, Digital & Analog Video systems, Wireless MMDS, and other broadband technology. Revenue growth went from $14M in FY98 to $98M in FY00. Awards Received: Century Club 1999, President’s Advisory Council 1999, Century Club 2000 and Chairman’s Advisory Council 2000.  ADC was a $3B corporation in 2000.

ADC Telecommunications, Product Manager-Network Management

My role was to manage the profit and loss statements for product lines that support and enhance various aspects of a fiber optic network (i.e., product testing, accessing and documenting broadband networks). Products included: Remote Fiber Test Systems, Test Access Switches, Network Management Software and other peripheral products used to monitor a fiber optic network. Other responsibilities included: product forecasting, field sales support (domestic and international) and developing marketing programs. Program went from a $1.7M loss (no sales) to $1.2M in sales during my tenure as Product Manager.

Trident Micro Systems, Sales Director (Nov. 1993 - Mar. 1995)

Trident manufactured of products data and voice products for the mobile industry. I was responsible for the implementation of a distribution network throughout Latin America and some portions of Pacific Rim. I also created channel partners and sales representatives through a qualification procedure I implemented. Noteworthy Accomplishments: (1) increased presence and sales by setting up a dealer network in most major countries and (2) sold the largest system for commercial use in the region. Sales increased from $1.3M to $3.2M during that time.

E.F. Johnson Company, Systems Design, Application Engineer (June 1991 - Nov. 1993)

Wireless Company specializing in 800-900 MHz base stations and radios.  I was responsible for reviewing the system design specifications, designing the data/voice system and creating the formal proposal, both technical and financial, for bids. Proposal content included: RF/Data propagation studies, equipment list, and margin analysis on the overall cost and profit potential. Noteworthy Accomplishment: Designed & implemented a four statewide telecom/data network for a US Power Company.

Alliant Techsystems, Inc. – Honeywell, Product Test Engineer (Dec. 1986 - June 1991)