Provides Testimony In
Railroad Transportation, Intermodal Transportation, Rail Pricing Structure, Shipping Costs, Transportation Economics, Contract Negotiating, Business Development, Problem Resolution, Supplemental Bills Rail Demurrage Tariffs Contracts, Warehouse rate Negotiation, Distribution Rate Negotiation, Warehouse Practices, Dispute Settlement, Rail Pricing, Supplemental Billing, Demurrage Issues, Demurrage, Rail, Railroad, Rail Railroad Demurrage, Railroad Supplemental Billing, Railroad Billing Disputes, Railroad Pricing Marketing Sales, Rail Economics, Pricing Reasonableness Fairness, Railroad Costing, Transloading Practices, Bulk Transloading Cross Docking Practices Economics
MS Economics, University of Maryland
BS Finance, University of Maryland
Massachusetts Institute of Technology, Executive Studies Supply Chain Management
2004-Current, President, Trade & Distribution, INC, Ponte Vedra Beach, FL
Provide business growth solutions, sales representation, logistics analysis, market strategy and implementation, expert witness-rail issues, and demurrage issue resolution and contract negotiation. Current clients include several third-party warehouses, sales organizations, an international warehouse association, and manufacturers.
2004-Current, VP of Sales, Distributing, LLC Ponte Vedra Beach, FL
Lead sales and marketing efforts for exclusive stocking distributor of Pratley Products in North America. Responsible for marketing plans and sales implementation for the several lines including, electrical products, do-it-yourself adhesives, splice kits, fuel resistant cable, and industrial adhesives.
1990-2004, Vice President, Logistics CSX Corporation, Jacksonville, FL
Lead sales and marketing team responsible for providing logistic services, linking rail and non-rail served customer. Create, promote and maintain a network of over 600 warehouses. Built an organization to design, sell and implement supply-chain logistics solutions by developing Company’s X Premier Provider brand and creating promotional and sales materials. Developed and implemented operator agreements with network participants. Segmented warehouses into focused service offerings to concentrate sales on individual industry verticals. Designed and implemented customer relationship management system to manage business development. Led workgroup to change demurrage rules for warehouses and implemented solution. Directed the initial expansion of Company’s X’s bulk trans loading company to Union Pacific locations, trained personnel and led the first market studies. Sponsored a Six Sigma project of business mapping process for logistics services. Wrote procedures for improving Company’s X process of invoice payment.
2000-2003, Director General, Mexico City Mexico
Directed and managed all aspects of CSX de Mexico’s two offices (Mexico City and Monterrey) including market strategy, market research, sales and sales management, budgeting, resource allocation, and reporting market trends and office accomplishments to headquarters. Grew sales from $84 million to $120 million in three years (16% annual growth). Created company brand recognition by developing relationships with Mexican government officials, customers, Mexican business leaders and diplomatic community to protect long-term infrastructure growth plans. Participating member of the ARR Transborder Working Committee, subgroup of Railroad Security Task Force, working on land and water cross border issues including security, customs, and immigration. Committee worked with U.S. Customs, STB (Surface Transportation Board), and Homeland Security. Introduced intermodal service generating $14 million in first year. Built business case for expansion of TRANSFLO bulk terminals in Mexico (Currently operating six terminals). Opened a regional sales office in Monterrey generating $12 million incremental revenue during first full year. Controlled operating budget of $1.2 million. Hired and trained 11 employees.
2000, Director, International Sales and Marketing, Jacksonville, FL
Directed the sales and marketing team focused on growing the domestic rail transportation of international (import/export) traffic including creation and implementation of strategy, direct sales and advertising, asset utilization budget and forecasting, and pricing of service product. Accomplished 12% growth of $148 million sales revenue plan. Opened a Latin America Regional Sales office to focus on growing markets in Brazil, Venezuela, Argentina and Chile.
1997-2000, Manager-International Sales and Marketing
Marketed and sold domestic, rail-centric supply chain solutions for international metal traffic including creation and implementation of strategy, direct sales and advertising, asset utilization, budget and forecasting, and pricing of service product. Initiated and coordinated the building of a bulk metals terminal without CSX investment resulting in $9 million revenue in the first year. Developed flat rolled international steel manufacturer accounts and designed a logistic product using CSXT east coast ports improving supply chain economics for customer and increasing CSXT revenue by $4 million.
1995-1997, Market Manager, Metals
Responsible for revenue, profit and asset utilization of $100 million scrap metal market. Devised market strategy and led implementation team resulting in an increase of over $4.5 million in revenue and a $10 million (50%) increase in profit. Instituted public pricing documents that enabled the reduction of headcount. Tightened sales cycle through better reporting generating incremental $1.2 million revenue.
1992-1995, Market Manager, Agriculture
Responsible for revenue, profit and asset utilization of $40 million feed ingredient market, sales responsibility for Agri-business, and development of grain train loading program.
1990-1992, Assistant Marine Manager, Operations
Created and implemented stowage plans and managed longshoremen during the working of container vessels.
Native English, Proficient Spanish, Conversational Italian
IWLA, International Warehouse Logistics Association
IFPTA, International Forest Products Transport Association
CLM, Council of Logistics Management
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