Michael Light Email and Phone Number

• Asked to assume this role and manage all corporate Purchasing activities after identifying dramatic cost savings for start-up division.• Developed new price methodology for $20 million retail division to improve Gross Margin by 20%.• Identified $1.5 million in purchasing savings opportunities to improve EBITDA results.• Created new Purchasing team to reduce material cost expenditures and streamline ordering process.• Managed 20+ facility openings in 2015, including property search, lease negotiation and roll out timelines.• Developed specifications for new iPad ordering system to improve accuracy of sales estimates.• Created new Merchandise Catalog to eliminate order entry errors and improve Cycle Times.• Negotiating with product vendors to reduce material costs and shipping lead times.• Liaison and communicate directly with internal Home Depot partners to set performance expectations.• Responsible for development of all Standard Operating Procedures and systems used by Operations team to manage order fulfillment and customer service responsibilities for all new contracts. • Meet regularly with Operations, Sales and Finance teams to discuss productivity and quality issues and identify solutions to improve operational performance and revenue recognition. • Report project status updates directly to CEO and COO during weekly meetings.• Develop Blogs for internal and external communications to promote new program developments.

* Managed $120 million operation, including P & L accountability, installation, procurement, warehousing and distribution processes, management of employees and independent contractors, development of standard operating procedures & software systems, strategic planning and business analysis.* Developed, sourced and launched new product line in 120 days producing $5 million in 1st year revenue.* Developed a new flat-rate payment process to independent contractors eliminating cost overruns.* Created new employee installer recruitment program to reduce labor costs by 30-plus percent.* Drafted and defined requirement for new Web-based CRM and sales forecasting software system, dramatically reducing cycle time and improving accuracy of sales revenue predictions.* Partnered with Group CFO to develop annual budgets and sales forecasts, identifying opportunities to reduce installation, distribution and overhead costs to improve EBITDA performance. * Convinced CEO to allow me to complete in-depth distribution analysis vs. relying on expensive third-party consulting firm; my 4-week analysis revealed savings of $50K in freight and $400K in overhead annually.* Developed new operational performance reports and present them during monthly financial review meetings as a member of the Board of Directors to measure costs, highlight performance achievements and forecast future revenue trends. * Partnered with National Sales Director to radically improve sales results by pre-booking installation appointments at time of sale, reducing cancellation rates by 5%, slashing installation costs by 10% and significantly lowering refund allowances. * Worked with global manufacturing partners to improve product quality, reduce shipping damage and errors and establish new product development requirements for future product offerings.* Successfully resolve all customer disputes and liaise with legal counsel as required.

* Managed new start-up venture for MASCO with Home Depot, including P& L responsibility, business analysis, product development, strategic planning, marketing management, recruitment of personnel, branch management, securing real estate, training, development of comprehensive information systems, day-to-day “hands-on” management, and trouble-shooting analysis.*During first 24 months, booked sales grew from $0 to $17 million. * Managed eight new service center regions (Atlanta, Baltimore, Boston, Chicago, Hartford, Miami, New York and Philadelphia Metro areas) as part of plan to roll out to forty regions.* Recruited and hired sales managers, installation managers and customer service support staff.* Report to senior management on day-to-day problems, issues, and opportunities and provide specific plans, programs and recommendations for improving operational inefficiencies.* Manage and mentor staff in handling operational, sales, marketing, customer service and staffing issues.* Located and secured real estate locations for Service Centers, including selection of potential sites, negotiations and finalization of leases with landlords within a 60-day period.* Completed Six Sigma project to reduce measurement errors and improve installation cycle times.* Drafted and implemented 500-page Operational Procedure Manual for use by regional Service Center Managers, improving sales, customer service, shipping and installation performance metrics.* Conducted random operational reviews, using ”Training Assessment” techniques to evaluate overall performance of each service center and determine additional training requirements.* Developed P & L forecasts, highlighting booked sales, installed sales and accounts receivable projections to help determine future operational needs and strategic planning for national expansion. * Partnered with plant and field managers to develop in-house ground delivery program, reducing annual shipping costs by more than 30%.

* Led team of marketing managers, sales representatives, Web developers and operations staff to facilitate design and roll out of Franklin Templeton’s Strategic Alliances Web site. * Roll out of Strategic Alliances Web site was completed on time, to specification and within budget, coordinating resources from multiple departments who didn’t report directly to me.* Drafted sales and marketing resources for Strategic Alliances Web site, including on-line promotional literature, sales ideas and investment fund articles.* Developed marketing content plan for proposed "Global" Institutional Web site, which helped to dramatically increase number of on-line resources offered to financial professionals.* Produced extensive competitive analysis report used to help determine Franklin Templeton's future on-line positioning for FTI Institutional and Fiduciary Trust divisions.

* Coordinated design of new corporate Web site, www.federatedinvestors.com, by overseeing team of designers, developers, marketing managers and sales representatives, increasing Web traffic by more than 150% in one year.* Managed vendor relationships, requirements definition process, release production schedules, and Web application enhancements, successfully launching new Web site in less than 120 days.* Developed promotional literature and Web marketing resources for financial intermediaries, including broker/dealers, CPAs, consultants, financial advisors and variable annuity producers contributing to increased assets under management. * Conducted interviews with portfolio managers to produce daily Web market commentaries. * Co-chaired Web Management Team, steering corporate-wide marketing initiatives and collaborating with product and sales management teams as well as Web development staff.* Drafted Institutional “Internet Action Plan” for presentation to senior executives, outlining corporate-wide Web marketing agenda for 2000.* Created promotional contest to help launch new corporate Web site and encourage customers to register on-line to gain access to sales and marketing resources.* Produced investment management “Requests for Proposals”, generating several new clients.* Conducted customer interviews, focus groups and data analysis to establish requirements for future Web site enhancements. * Designed and maintained first Institutional Intranet database for national sales force, utilizing HTML programming skills and contributing to shortened B-to-B sales cycle.

* Assessed impact of legislation and regulation on the U.S. financial markets for Wall Street investors.* Produced daily newsletter outlining investment implications of latest political developments (e.g., The Blackstone Group, George Soros, Goldman Sachs, Merrill Lynch and Tiger Management). * Conducted in-depth analyses of financial services and electric utility deregulation, tobacco regulation, NAFTA and telecommunications, health care and environmental reform. * Managed team of research assistants who contributed to the publication production process. * Developed marketing literature (e.g., sales brochures and sample portfolios).* Conducted weekly presentations and conference calls to prospective and existing clients.* Appeared routinely on business television and radio programs to promote predictions, including Bloomberg Business News and Reuters Financial Television.