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BILL HORRICKS, P.

Eng, MBA
bill.horricks@gmail.com Rockwood, ON (519) 856-4329 http://ca.linkedin.com/in/billhorricks

SENIOR BUSINESS LEADER


Championing Dramatic Improvements in Revenue and Profit by Developing and Inspiring World-Class Employee Teams
Fluently Bilingual
Tenacious International Business Executive, passionate about driving results in Industrial B2B markets. Comprehensive understanding of whole-goods distribution in North American mass retail and independent dealer markets and developing off-branded products in Asia. Accomplished sales and marketing strategist known for participative and collaborative managerial style that inspires employees to achieve sustainable breakthrough performance results.

Expertise

Vision, Strategy & Execution Executive Leadership Resource Management Process Improvement Revenue & Profit Growth

Strategic B2B Sales New Market Development Distributor Optimization Contract Negotiation Product Design/ Development

Financial Management Operational Leadership Driving Business Results Team Building Change Management

Career Experience
Dimplex North America Ltd.
2009 - Dec 2012
Canadian Manufacturers and Distributors of Electric Fireplaces and Commercial Electric Heaters sold through all big box and independent Retailers as well as two-step Distributors. Reported to the President.

Senior Vice President Sales

Grew sales ($100 Million) to big box retailers, independent retailers, internet retailers, electric distributors, construction distributors, OEM accounts, national furniture chains and specialty hearth dealers by developing consistent sales and pricing policies. Minimized channel conflict while accommodating the needs for varying price points and discount structures in each market. Championed the introduction of a revolutionary new electric heater for the electric distribution and hardware retailer markets, coordinating sales, marketing, engineering and supply chain departments. Earned supplier of the year status with a major big box retailer and increased company profits over $2 million. Lowered sales expense in excess of $800K, focusing resources on growing revenues and eliminating waste. Installed Key Performance Indicators to add accountability and measure progress towards productivity goals. Restructured 11 sales channel silos into 2 cohesive business units focused on overall revenue and profit growth. Developed Vision and Core Values Statements to promote an entrepreneurial spirit and drive responsibility and decision-making throughout the sales teams. Coordinated product development and successful launch of 15-20 new products each year. Instrumental in improving the product development process to reduce the time from conception to market release by several months. Gained market penetration and recovered previously lost share in the Quebec electric heating market by selectively choosing the optimum geographic mix of retail and distributor customers. This approach maximized revenues for all stakeholders and increased market share without having to compete on price. Realigned customer service department to providing improved service levels with 15% fewer resources. Optimized profit builder system to maximize pricing across North America retail outlets.

B ILL H ORRICKS , P.Eng, MBA

(519) 856-4329

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John Brooks Company Ltd. and Uniquip Canada Inc.

1998 - 2009

Canadian Distributors of Construction and Power Equipment to dealers in the Rental, Turf Care markets. Reported to the Board of Directors.

Director Corporate Business Development John Brooks

(2007- 2009)

As a precursor to forming a partnership with the owners of JBC, set up and operated a division to sell proprietary products developed in Asia to large corporate clients and distributors in the US and Canada.

Prepared comprehensive US and Canadian market analysis. Identified and connected with target distributors in key markets. Developed a complete distributor program for the US and Canadian turf-care distribution markets and the US floor care tool market with a comprehensive implementation plan to penetrate these markets. Negotiated a supply contract with a large hardware retailer (US & Canada) for three off-shore products with sales potential of $1.2 Million in the first year. Negotiated a supply agreement for floor sanders with a US International paint company and redesigned the equipment to meet their specific requirements. Annual sales volume of $1.5 Million. Designed a private label flooring tool for a US manufacturer serving the rental market. Negotiated a supply arrangement with another US manufacture serving the commercial flooring market with anticipated annual revenues of $1 Million. Created two websites which promoted brand recognition and minimized marketing costs.

President CEO Uniquip Canada Inc., Division of John Brooks

(1998 - 2007)

Recruited to run and revitalize this French-speaking, Quebec-based rental tool distributor in the middle of a recession with declining margins and consolidation of the customer base.

Engineered and implemented aggressive growth and restructuring plans to take the company from a one-man, sole-proprietorship to becoming a modern, national distributor with sales offices and warehousing across Canada... Dramatically increased sales by 300% in the first few years with no influx of capital or operating bank line; margins increased 20%; became the leading nationally recognized distributor in the market. Consistently provided substantial annual dividends to the owners. Designed and installed a system of KPI reporting and accountability, allowing the company to grow and to instill a sense of ownership among employees. Redesigned the top-down autocratic corporate culture to a collaborative autonomous style with empowered team members. Raised customer service levels earning Canadian Supplier of the Year award for 3 years. Reorganized warehousing, adding CSRs and technicians, installed sales representatives and sales agents across Canada. Developed a marketing plan to lessen the effect of sales seasonality which extended the sales cycle from 7 to 11 months and increased inventory turns. Renegotiated supply agreements in Canada, the US and Europe which increased inventory turns from 2.5 to 6. Reduced total inventory by $500K. Overhauled the inventory management practices and pricing policies which improved customer service, increased GMROI, drastically reduced dead stock and freed up cash. Developed strategic partnerships with several Chinese manufacturers resulting in the introduction of 14 new products under 2 house brands. Introduced several existing suppliers to Asian partners enabling them to become more competitive. Along with John Brooks, opened an office in Hangzhou, PRC to coordinate sourcing, QA inspections and supplier relationships. Built long-term partnerships with Chinese suppliers resulting in high quality products. Gained quick acceptance in the marketplace realizing an increase in market share. Set-up a retail rental program with a major hardware retailer in the US to train hardware store owners to operate small rental outlets. Negotiated an exclusive national supply arrangement with them.

bill.horricks@gmail.com

http://ca.linkedin.com/in/billhorricks

B ILL H ORRICKS , P.Eng, MBA

(519) 856-4329

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Russel Metals Inc.

1992 - 1998
(1996 1998)

Publically- traded $1.5 Billion multi-national Steel Service Centre providing products to manufacturers in Canada and the US. Recruited to provide change management leadership during consolidation of 2 Quebec divisions.

Sales and Marketing Manager Non-ferrous Products


Accountable for half of the corporation's total sales in the non-ferrous and stainless business. Restructured a key business unit to make it the strongest performer in the region with sales of $35 Million, EBIT of $1.1 Million and Return on Net Assets of over 20%. Reduced stainless inventory by $3 Million in 3 months; doubled the turn rate while maintaining fill rates. Increased sales and profitability by 3% and 14% respectively. Oversaw the marketing of all stainless steel products on a national level resulting in sales increasing over 3O% and gross profit increasing by 51%.
(1993 1996)

Operations Manager Quebec Region

Re-vitalized a unionized workforce of 135 and supervised production of over $100 Million. Increased throughput by 86% per day, productivity by 78% and total product shipped by 52%. On-time delivery of two plants increased from 75% to 94%.
(1992 1993)

Non-Ferrous Marketing Manager Quebec Region


Enerfin Inc.

1989 - 1992

Owner, Vice President, Comptroller


Designed and built ASME heat exchangers and custom heat transfer systems for utilities and large industrial accounts. Over three years grew sales 600% with a 15% pre-tax profit on combined capital of only $120K. 1981 - 1989

Keeprite Inc. Unifin Division

Sales Manager, Canada & Europe (1988 - 1989) Canadian Sales Manager (1986 - 1988) Montreal Branch Manager (1984 - 1986) Sales Engineer (1981 - 1984)
Atlas Copco Canada Inc.
1978 - 1981

Sales Engineer
Stadler Hurter Inc.
1977 - 1978

Engineer Education & Certification


MBA, McGill University (1985) B.Sc. (Mechanical Engineering), Queen's University (1977) Member Professional Engineers of Ontario Volunteer with Tetra Society Building Adaptive Devices for Persons with Disabilities

bill.horricks@gmail.com

http://ca.linkedin.com/in/billhorricks