David Cochran Email & Phone Number

Texas, Oklahoma & Arkansas Dealer for Wabash Trailer

Completed all assigned training including International truck specifying and orderingConcentrated on dormant accounts and conquest customers as defined by Navistar CorporateSales driven thru face to face cold calls in assigned areaTargeted small to medium company and industries to achieve immediate sales goalsAccomplishments Achieved Fleet sales targets to new accounts Targeted specific usage platforms, vocational, food, dry van delivery and over the road fleets, to attain sales and income goals

Government (2007 to 2010)Identified need, prepared plan, implemented program to increase sales and financing for end-users in southwest, focusing on vocational markets (construction, waste, cement)Assigned specific territory and using face-to-face, mail, and internet achieved sales and income goals in first yearPrepared and presented all municipal bids and managed accounts and used value-added sales skills in presenting the best maintenance program, life cycle cost and return on investment productsAccomplishments:Achieved sales to Government agencies that exceeded previous year's sales by 150%Grew medium duty truck (Ford) sales to small business segment thru associations and cold call business segments and territory

Mobile PlatformManaged a multi-state territory calling on OEM (John Deere-Komatsu-Pierce Fire-Oshkosh Trucks Waste-McNelius-Wayne), construction equipment dealers, rental companies, waste equipment dealers and end users Represented the company at trade shows, conferences, and other sales events to identify and generate new business opportunities and created new revenue sources through securing new accounts Planned and provided training of Vogel product to Off-Road OEM and distributor personnel AccomplishmentsTop sales producer, Off Road Division, (Mobile) for Automatic Lubrication Systems 2005 & 2006 calendar yearsExceeded municipal sales targets by 200% in 2005Exceeded construction (yellow iron) targets by 100% in 2005 and 2006 Upon hire assigned to a new Vogel territory and exceeded sales target in 10 months with a goal of $600,000 and achieving $1.4 million.

Assisted customers in the Waste industries in obtaining lease and finance options for equipment purchases and worked with dealers in the brokering of purchases for waste customers Managed the development of the annual budget and operating plan that fully supported the company's strategic and financial goals, business model and core values Developed, established, and directed execution of operating policies to support overall company objectives and managed and oversaw the monthly, quarterly, and year-end financial statements and close processesAccomplishments:100% of Income goals met in 2002180% Gross income goals met in 2003

Increased market penetration in dormant territory by securing new customers, winning back former customers, and developing existing accounts along with enhancing territory with OEM finance programs. Identified needs, proposed solutions and implemented marketing plans for non-performing assets including appraisals and reconditioning reports Researched and prospected companies and scheduled face-to-face presentations with high level decision makers, using consultative selling skills to identify customer needs and develop a value added propositionAccomplishments:Achieved 100% of target goals in 2000Reduced delinquency by 70% in 2001 by aggressive collection and facilitating sales and mergers of customersQ4 2001 into Q1 2002 was on target to exceed loan volume by 150% and achieve yield goals

Maintained knowledge of equipment by studying characteristics, capabilities, and features and qualified buyers by understanding buyer's requirements and interests and matching them to various modelsStudied local market conditions, demographics, and past sales history and made recommendations to the general manager regarding short- and long-range advertising plans, sales & lease promotions.Coordinated logistics of total sales cycle from negotiations, service, financing, delivery and customer follow up and satisfaction enhancing dealer reputation and customer rapportAccomplishments:Achieved sales results exceeding territory history focusing on Government, construction, transportation and waste industries Gross profit averages exceeded industry and company standards

Municipal Market Demonstrated waste and recycling equipment to customers on a national scope in an effort to achieve the sale of new and refurbished recycling trucks to both small to medium waste haulers along with targeting municipal marketsBuilt and maintained high-level relationships with local and federal authorities, leveraging understanding of client needs, market conditions, and industry characteristics as they related to company offerings Closed municipal business by overcoming objections, negotiating price, and completing all financing and lease requirements for each transactionBuilt value added sales to private haulers usinng ROI and custom finance products strategies

Directed short-term and long-range planning and budget development to support strategic business goals. Developed, implemented, and managed profitability management processes including P&L statementsEnsured quality control of all company output as pertained to customer acquisition and delivery of services and set operational objectives and performance goals for each employeeDeveloped a nationwide customer base with a strong export market and monitored individual performance versus production in order to achieve company wide goals Negotiated purchase, reconditioning, resale and transportation of all equipment for company, focusing on capital equipment with an emphasis within the construction and waste industries