James A. (Jim) Duncan Email & Phone Number

Orange County, California Area

Assisted clients in:Strategic PlanningSWOT Analysis of Sales/Marketing OrganizationEvaluation of Market Expansion Opportunities

Lexington, Kentucky Area / Cerritos, Ca

A $220M private equity distributor of uniforms and equipment serving public safety, private security, and the military. • Drove the rollup of Quartermaster into Galls, the number one and two performers in the commoditized uniform industry, after CI Capital Partners, Inc. acquired both. Quartermaster represented approximately $59M of revenues as the strongest supplier of private security and commercial business.•Strategized new opportunities for increasing uniform sales while reducing operational expenses as the industry began dealing with withdrawals in the Middle East of military and private security, creating a dramatic decline in demand.• Executed the market growth of Galls, Inc. sales from $222M to $226M post-acquisition of Quartermaster in 2012.• Increased 2013 Galls ecommerce revenues from $27.1M to $33.2M, on plan to deliver growth of 22% year over year, by turning around Galls’ ecommerce operation with a simultaneous platform migration, cost containment strategies reducing operational expenses by $215K annually, and integrating the Quartermaster ecommerce business.• Transformed account management performance, trending ahead of plan by stratifying the combined Galls and Quartermaster accounts to eliminate duplicate efforts and focus on the top 2500 customers.• Instituted cost containment strategies to improve EBITDA immediately, including a rapid reduction in the employee headcount, restructuring compensation to performance-based packages, and consolidation of two retail locations.• Reduced costs in manufacturing of private label uniforms in Asia by consolidating multiple private label product offerings.• Streamlined the team of 99 inside/outside support and sales with a headcount reduction by 14 associates. • Improved merchandising product assortment and vendor relationships.

Cerritos, Ca

A $59M private equity owned distributor of law enforcement and military uniforms and equipment. Manufacturer of extensive private label product offering under the LawPro trade name. • Produced 2010 net revenues of $51.3M, with growth of $7M and containment of operational expenses to 27% of revenue. Produced EBITDA of $4.4M.• Grew EBITDA from $3M in 2009 to $5.8M in 2011 through private contracts for reconstruction security in the Middle East, a new ecommerce platform migration, and strong growth in our B2B customer base.• Maintained 2011 operational expenses to 24.3% of net revenue.• Led the process to successfully sell the business to CI Capital Partners in January 2012, with net revenues of $59M and EBITDA at $5.8M.• Saved $1M in costs in 2009 by strategizing and implementing corporate reorganization/marketing spend rationalization to minimize revenue drop due to macro-economic impact on Federal, state, and local budgets; protected income statement and EBITDA.• Contained decrease in EBITDA in 2009 by $400K with decrease in operational expenses, as the year ended with net revenues of $44M, down $1.4M from 2008 to 2009. Operating expenses were $13M, 30.5%. EBITDA $3.1M.• Grew revenues to $45.4M from 2007 to 2008, while managing costs and the efficiency of the business; containing salaries and wages from $6M to $6.7M, 14.8% of net revenue; and operating expenses to approximately $14.9, 33% of net revenue; with EBITDA at $3.46M.• Added value to the Quartermaster business by driving B2B web platform migration projects resulting in an increase of customer loyalty and “share of pocket” performance; as well as a customer service focus to increase market share in the commoditized uniform industry.• Executed changes in print marketing strategy to achieve savings while increasing financial metrics of customer files.• Increased sales in private label program through product additions and sales goal achievement while concurrently exiting poor performing segments.

Cerritos, Ca

• Executed due diligence and integration of company acquisition by Parallel Investment Partners (PIP) in 2005.• Grew revenues by $4.5M to $45.5M in 2008. • Drove banner year in 2007, with net revenues of $41M, operating expenses of $13.5M, 33% of net revenue; EBITDA of $4M.• Maximized revenues in 2006, with an increase of EBITDA from 3M to 3.9M by year-end. • Implemented winning Phase II B2B web ordering platform for corporate client base in 2007, launched after web development system was created. • Consistently grew revenue and profitability within the national sales department and inbound call-center.• Landed first national platform corporate client, with 21,000 employees, in company history.• Led design and implementation of custom CRM system to manage customer contact strategy.• Achieved industry leadership with employee unity and purpose, service differentiation, accountability, and creation of a value-added customer service focus, with no change in the product.• Implemented granular prospecting strategy supporting significant new customer acquisition. • Designed and implemented client service platform for custom ordering, fulfillment, and marketing support to assist clients with their sales growth efforts.

Cerritos, Ca

• Awarded GSA contract and started government sales subset of newly created national sales department. • Aggressively led the business from industry-leading direct mail supplier to a true multi-channel business. • Added two additional retail locations; created customer contact strategy to move beyond that of a catalog company.• Began installation of CRM system and B2B platform.• Established client qualifying methodology and placement within proper servicing department.• Worked with CEO and manufacturing partners in building out private label offering. • Implemented design and testing practices to measure the impact of 14 different biannual catalog covers and varied product offers based upon different clientele interests and needs.• Led effort to establish first ecommerce platform for Quartermaster.

Cerritos, Ca

• Created and developed this new position in the company, with a business plan focused on B2B accounts.• Grew the revenues of the national sales team to $15M in 2005, resulting in promotion to VP Sales and Marketing.• Started the National Sales Group, and transformed account managers for $1.5M in revenues from order takers to sales representatives to grow the business, and salvage customer relationships throughout the order management process.• Improved call center performance with a sales focus along with a customer service orientation, providing opportunities to generate revenues while addressing customer needs.• Oversaw two retail stores.

Greater Los Angeles Area

• Hired to drive revenues and service accounts in the greater Los Angeles area through its struggling retail location to bolster the division by increasing inside and outside sales.• Appointed retail sales executive to service the law enforcement products market, atypical of the retail industry, more like a boutique, with owner-operators performing merchandising, inventory, sales and uniform solutions.