RICHARD A. KUSMER .......

WHEN RESULTS MATTER MOST

Chief Operating Officer/Senior Sales & Marketing leader skilled in business deve
lopment, marketing, strategy leadership and focused execution in several diverse
industry sectors.
A "hands on" approach to leadership with experience in world class consumer prod
uct, beverage, manufacturing, professional services and distribution companies l
eading to improved results in every role. History of leading underperforming bus
iness units to sustained improvements in revenue, market share and profit. MBA i
n management and advanced marketing studies at The Harvard Business School.
Seeking to apply my general management, sales and marketing leadership skills an
d experience with best practices to improve organizational performance ranging f
rom startups to mid-size companies. Business results include:
* Increased Revenue - As COO of Management Recruiters International (MRINetwork)
, we increased revenue 9.7% year over year and at Coca-Cola USA, my team increas
ed revenue 38% over a 7 year period.
* Improved Profitability -The MRINetwork increased profitability 7.4% from $16.2
M to $17.4M year over year during my leadership and my business unit improved pr
ofitability 43% over a 3 year period with The Pepsi-Cola Bottling Group.
* Cost Control - Reduced manpower by 15% in the MRINetwork operations group whil
e providing personalized service to 50% more of the franchise community and trim
med SG&A at Fisher Safety from 24.1% to 21.1% as a percentage of sales.
* Business Turnaround - Orchestrated a successful turnaround effort to save Mid
East Beverage Systems, a subsidiary of Coca-Cola, from dissolution, transforming
a loss of $300,000 to $320,000 profit.
STRENGTHS THAT IMPACT ACROSS THE ENTERPRISE
* Strategic Planning * Communication Skills
* Sales Leadership * Organizational Development
* Marketing * Training/Development
* Finance * Leadership
* Focused Execution * Interpersonal Skills
CREDENTIALS
MBA in Management- University of Tampa
BA in Political Science- Ohio Wesleyan University
Strategic Marketing Management- Harvard Business School
Principled Centered Leadership- Covey Leadership Center
Six Sigma Green Belt Certification- AlliedSignal Inc.
CORPORATE & COMMUNITY BOARD AFFILIATIONS
Iron Age Corp. of Canada & Iron Age Corp. of Mexico
St. Edwards Episcopal School
Youth for Christ
American Red Cross, Chairman - Treasure Coast Chapter

CAREER AT A GLANCE
Management Recruiters
International
2007-2008
COO
American Telemanagement Solutions
2006-2007
Senior Consultant
Iron Age Corporation
2002-2004
EVP, Sales & Marketing
Fisher Scientific, Inc.
2000-2001
VP & General Manager
AlliedSignal/Honeywell
1997-2000
VP Sales & Marketing, Americas
VP, Sales - Americas
VP, Field Sales
VP, Sales - West
The Coca-Cola Company
1985-1997
VP, Northeast Region
Area Manager, South Central
EVP, Mid East Beverage Systems
The Pepsi-Cola Bottling Group
1982-1985
Area Food Service Manager
Scotts Miracle-Gro Company 1975-1982
Regional Sales Manager
Assistant Marketing Manager
Account Executive

4849 River Village Drive Vero Beach, Florida 32967 * 772/538-3056 * rk7c04ea@wes
tpost.net

CAREER DEVELOPMENT & ACCOMPLISHMENT

MANAGEMENT RECRUITERS INTERNATIONAL (MRINETWORK) INC. - the largest management r
ecruitment network in the world, with 1,100+ franchise offices in 35 countries a
nd system revenue of $570M+
Chief Operating Officer_________________________________________________________
_______2007 to 2008
When I arrived at MRINetwork, the franchisees were skeptical of management's abi
lity to add value to the franchise offices. As leader of operations, marketing,
public relations, contract staffing and the learning & development groups, I hel
ped lead the company to record revenue and profit as the franchise community beg
an to flourish and trust our leadership and vision.
* Boosted operating income as COO by 7.4%, from $16.2M in 2006 to $17.4M in 2007
* Drove 9.7% growth in royalty and contract staffing revenue in 2007, to $75M+.
* Restructured the operations group, reducing manpower by 15% while providing se
rvice to 50% more of the franchise network.
AMERICAN TELEMANAGEMENT SOLUTIONS - a boutique management consulting firm with a
specialty in government and telecommunications organizations
Senior Consultant_______________________________________________________________
______2006 to 2007
Developed a global communications network with the US Army and Air Force Exchang
e Services (AAFES) that bundled cable television, wireless telephone and interne
t communications on bases worldwide.
* Led the marketing strategy for implementing the "Triple Play" product group wo
rldwide while developing a new brand identity named Resillian.
* Built an in-house marketing organization to meet worldwide demand and manage t
he project in the future and championed strategic focus on customer relationship
management (CRM).
IRON AGE CORPORATION - the leading manufacturer and distributor of protective wo
rkplace footwear in the US
Executive Vice President of Marketing and Sales_________________________________
_________2002 to 2004
Hired to turn around a company that was in financial distress, I led all marketi
ng activities focusing on electronic commerce, product selection and merchandisi
ng. Concurrently, I drove sales with focus on strategic customer alignment, new
business development and training.
* Generated year-over-year sales growth of 12% at the store level with profit ga
ins of 21%.
* Focused 112 person sales efforts on corporate partnerships, including Timberla
nd and Rockport, which reduced corporate switching to another supplier by 45% an
d expanded the customer base by 18%.
* Revitalized brand imagery and company communications to customers and associat
es via new logos, POS material, truck signage, and store designs.
FISHER SCIENTIFIC INTERNATIONAL INC. - a global $2.8B distributor of occupationa
l health and safety, laboratory, and healthcare products
Vice President & General Manager, Fisher Safety_________________________________
_______2000 to 2001
Led this $155M division specializing in the distribution of 35,000 occupational
health and safety products from 1,200+ manufacturers to a base of 3,000+ custome
rs worldwide. Drove the business plan for all functional areas, encompassing fin
ance, distribution, operations, purchasing, marketing and sales.
* Slashed SG&A from 24.1% to 21.1% as a percentage of sales by leveraging revenu
e growth against controlled expenditures in the sales, marketing, and distributi
on areas.
* Drove revenue growth of 18.3% to $154.7M via deeper penetration and retention
of existing accounts.
* Led an operating income increase of 64% to $34M through revenue growth and ope
rating expense reductions, including customer service and transportation savings
.

Richard Kusmer * 4849 River Village Drive Vero Beach, Florida 32967 * 772/538-30
56 * rk7c04ea@westpost.net
ALLIEDSIGNAL INC. -A $15B international manufacturing organization with three co
re businesses (Automotive, Aerospace, and Engineered Materials) that has since m
erged to become The Honeywell Corp.
Vice President of Sales & Marketing, Americas___________________________________
_______1998 to 2000
I led the sales and marketing groups in this underperforming unit for the $300M
Bendix brake business. I directed advertising, promotions, e-business, and new p
roduct development while driving sales targeting national and regional retail ac
counts and wholesaler B2B sales in North, Central, and South America. Supervised
148 sales, marketing and customer service associates.
* Increased revenue growth 5%, to $300M (twice the industry average) for AlliedS
ignal Inc., delivering operating income growth of $15M to transform an operating
loss to a profit of $13M.
* Developed and implemented a marketing strategy focused on e-commerce, new pack
aging, new product introduction, and targeted advertising.
* Spearheaded the launch of Tuf Stuf brake pads as well as a new line of packagi
ng across all products, providing consistency of design and ease-of-use informat
ion.
Vice President of Sales, Americas ______________________________________________
_______________1998
Led sales, marketing execution, and customer support functions of 133 associates
throughout North and Latin America for Bendix brake products.
Vice President of Field Sales___________________________________________________
_________1997 to 1998
Managed 98 field sales associates throughout the US for Fram, Bendix, Autolite,
and Prestone brands, totaling $400M in annual revenue through regional auto spec
ialty chains and wholesale distributors.
* Achieved revenue growth of 6%, to $400M, versus the previous year with a corre
sponding profit increase of 12%.
* Slashed operating costs by 35%.
Vice President of Sales, West___________________________________________________
_______________1997
Directed sales operations with 36 associates for the western half of the US, tot
aling $175M in annual revenue.
* Facilitated restructuring of the sales organization and the upgrading of 40% o
f the sales force by creating a national strategic management framework for a sa
les force of 150 associates.
THE COCA-COLA COMPANY - the leading supplier of non-alcoholic beverages in the w
orld, with total revenues of $20B+
Vice President, Northeast Region _______________________________________________
________1988 to 1997
Directed a team of 76 operations, marketing, sales and financial associates to
create and execute effective marketing strategies with retail customers and Coca
-Cola bottlers representing annual revenue of $940M+ per year. Managed P&L budg
ets of $100M+. Oversaw market segmentation and promotional marketing efforts, b
ottler relationships, and chain store sales in diverse distribution channels, in
cluding grocery, mass, drug, petroleum, and convenience stores.
* Fueled an 84% increase in operating income over a seven-year period (the large
st percentage increase in the nation), from $39.5M to $73M, for The Coca-Cola Co
.
* Delivered 38% volume growth over a seven-year period, surpassing comparable in
dustry growth of 21%.
* Boosted soft drink market share from 25.4 to 30.8, outpacing the industry and
competition.
Area Manager, South Central Area________________________________________________
______1986 to 1988
Led 68 associates in operations, finance, sales, and marketing to maximize reven
ue, market share, and profitability via diverse distribution channels including
national/regional restaurant chains, third-party "feeders," hotels and local res
taurants utilizing partnerships with local bottlers.
* Secured 68.5% market share within two years, an increase of 4.4%.
* Increased volume by 13% in two years, to $112M, the largest increase in the na
tion.

Previously employed by Mid East Beverage Systems (a subsidiary of The Coca-Cola

Company) as the Executive Vice President & COO, The Pepsi-Cola Bottling Group as
an Area Food Services Manager and by The Scotts Miracle-Gro Company as a Region
al Sales Manager, Assistant Brand Marketing Manager and Account Executive.

Richard Kusmer * 4849 River Village Drive Vero Beach, Florida 32967 * 772/538-30
56 * rk7c04ea@westpost.net