James "Rusty" Gates Email & Phone Number

State Of Arkansas

Greater Memphis Area

I recruit, train, coach and maintain an outside counselor sales group for a combination funeral home and cemetery that protects families through funeral, cremation and cemetery pre-need sales.

Greater Memphis Area

I work with families to create a pre-needs funeral solution for them and their loved ones.

Greater Memphis Area

I lead and managed a multi-unit district consisting of 15 high volume offices and more than 260 employees. My major responsibilities included: District Business plan development, full P&L oversight, recruitment and retention of seasonal employees, training, coaching and mentoring 15 office managers to meet hiring, training and sales goals. Frequent office visits to help with coaching, internal and external client satisfaction and coaching in the moment for manager and associate personal development and success.Selected Accomplishments:World Class Net Promoter Score of 83.9% in Tax Season 2016. (Top 10 in Market)Top 10 in Market for Attached Products in Tax Season 2016Top 10 in Market for New Latino Growth in Tax Season 2016

Greater Memphis Area

Work with Hobby Center Operators and Managers to assess issues impacting stores performance. Coach and support HCO’s and HCM’s utilizing Games Workshop established Retail Standards and Doctrines so they can effectively plan improvements to their KPI’s to achieve sales growth. My Multi-Unit Responsibilities include:• Ensuring each Hobby Center delivers an increase in sales each year.• Ensuring each store delivers the performance standards set by Games Workshop.• Coaching and mentoring store managers to develop an understanding of the behaviors that drive the business KPI’s and ensuring their performance on a daily basis.• Managing the performance of 20 to 30 store managers using the established process and standards ensuring consistent application.• Evaluating the needs of each store then prioritizing travel and scheduling based on the overall impact to the business.• Maintaining consistent follow up with each manager.• Participating in the delivery of training sessions at quarterly sales conference and ensuring the implementation of best sales practices in the stores.

Recruit, train, and motivate outside direct sales force utilizing the Home Depot's marketing and selling systems adapted to a franchise business model. Create and encourage productive relationships between the store associates and sales consultants. Work directly with store managers and district service managers to maintain sales and installation consistency in territory. Selected Accomplishments:Grown territory from 7 to 13 Home Depot stores in under 2 years.Successfully hired, trained and maintained 9 new sales consultants.Exceeded sales goals by 25% in 2008.Exceeded sales goals by 55% in 2009.

Spearhead all aspects of sales relationship with The Home Depot in DFW market at store, region, and corporate levels. Efficiently manage $2.5 million P&L and $600,000 budget. Recruit, train, and direct outside sales, inbound/ outbound call center, and administrative personnel. Orchestrate sales forecasting, budgeting, and market trend analysis. Create training programs/materials. Identify and procure new sales channels to escalate sales revenue.Selected Accomplishments:Generated $135,000 more in sales revenue than forecasted over 3 month period.Re-engineered selling system along with marketing and sales collateral.

Secured/strengthened strategic relationships with The Home Depot at local, regional, and corporate levels. Orchestrated recruitment and development of regional vice president for Atlanta market and support staff (landscape program managers and market contractor managers) for Texas and Oklahoma markets. Developed and maintained contractor base for The Home Depot Landscape Installation Program in Texas, Oklahoma, and Georgia. Identified/established new customer prospects to utilize contractor matching software and existing contractor base. Created new channels of revenue by identifying complimentary installation services and building programs to integrate into The Home Depot Landscape Program umbrella. Devised grill install program for national retailer and holiday lighting installation program for national franchise. Directed staff of three field consultants, two administrative employees, and 105 independent install contractors. Accountable for $3.5 million P&L and $850,000 budget.Selected Accomplishments:Doubled sales from previous year, exceeding sales goal of $3.5 million by $247,000.Streamlined operations and reduced expenditures, resulting in operating at $48,000 less than budgeted.Led team to #1 Service Provider Model for The Home Depot.

Partnered with president in start-up of this business venture. Directed development, implementation, and training of all landscape sales, design, and operations systems. Conceived innovative sales/training techniques for landscape-based sales with emphasis on "one-sit close." Tracked and reported progress of sales force development and success. Created and implemented sales and operations aspects of The Home Depot Landscape Installation Program based on company's Contractor Screening and Recruitment and Store Award programs. Trained employees on sales and design systems. Wrote/edited all sales and design operations manuals. Hired, trained, and directed six field consultants to manage daily sales and business development issues. Managed $550,000 budget and $1.7 million P&L.Selected Accomplishments:Led team to successfully create franchise business model within fragmented industry.Escalated revenues from $525,000 to $1.9 million during first year.Secured investment group, which produced $1.5 million in investment capital.Developed and launched The Home Depot and Home Depot Landscape Supply store support systems.Commended by The Home Depot for being the "the most successful Home Depot installation program ever."

Pioneered franchise operations systems development, implementation, and training. Created/implemented innovative marketing and merchandising strategies to enhance franchisees' transition from direct sales to retail sales environment. Conceptualized new sales and training methodologies for franchises with emphasis on customer service and follow-up from retail sales perspective. Championed inventory forecasting, purchasing, and tracking systems to assist franchisee with inventory controls. Processed all franchise disclosures. Directly supervised all prospective franchisee Discovery Day visits. Tracked/reported progress of prospective franchisee from initial inquiry through closing and training. Recruited, trained, and directed three field consultants handling daily operational/business development issues.Selected Accomplishments:Directed franchisee support and growth programs.Designed Aerus' New Owner Training Program; trained all new franchise owners in franchise systems and reporting through training sessions held twice a month.Directed training on all franchise systems (retail/direct sales training, marketing, merchandising, servicing).Wrote/edited franchise operations manuals for Marketing and Merchandising, Sales Recruiting and Training, POS Software Training, and Human Resources Development and Training.Developed/implemented store support systems with emphasis on increasing sales and controlling inventory.Successfully led franchise team to convert 450+ company-owned locations into franchises within two years.

Spearheaded new business development, adhering to Fastsigns' franchise system to increase local unit sales. Directed training, marketing, and sales support from corporate office, ensuring completion of training and certification through corporate training programs for all customer service representatives. Collaborated with field consultants to increase productivity and bottom line revenues. Created and administered sales forecast, budget, and inventory projections. Hired, trained, and developed inside and outside sales forces. Orchestrated all in-store marketing and direct marketing campaigns. Secured/cultivated key accounts, including those with Texas Rangers, Pavestone, and Cummings Diesel.Selected Accomplishments:Increased revenues 25% and profitability another 8%.

Launched openings of seven new quick sign stores in different areas across US. Assisted new franchise owners in understanding and completing store layout and merchandising through standardized plan-o-grams. Coached new franchise owners in establishing vendor and subcontractor relations, vendor training opportunities, sales, key account acquisition, and production crew training. Consulted with 30 franchise owners of high-volume stores and advised them on store budget, cash flow forecast, P&L analysis, annual marketing campaigns, capital investment, in-store merchandising, and inventory analysis and control management issues.Selected Accomplishments:Conceptualized/pioneered company-wide production system (Gate Keeper System), a visual system that allowed anyone within organization to determine where projects were within production cycle.

Created this retail franchise from concept to implementation. Became district manager of 7 DFW company locations as the franchise concept was proven out and the franchise documents were prepared. Converted all DFW locations to franchise units in first year of franchising. Developed and maintained all phases of franchise support and operations.Selected Accomplishments:Created new in-store merchandising packages used company wide.Developed and maintained vendor relations and rebate programs.Created AMI's retail sales and support workshops.Developed and implemented the franchise training system.Trained and certified all internal franchise crews. Directed 3 Field Consultants to cover franchise openings and franchise support.Personally sold, opened, trained and supported 30 of AMI's original 64 franchise units

Bachelor Of Fine Arts (Bfa), Theater

Theater