- A track record of effectiveness in key aspects of the
marketing and sales function:
- Sales management - as Operations Manager for
CIGNA-Insurance Company of North America, National Sales Manager of
JO-NA's International, and as Sales Manager of Transprint Corporation, and as VP - Marketing and Sales of K-Lift Industrial & Equipment Center. Performed the entire range of sales management work.
- Brand management - as Senior Product Manager for
Bristol Laboratories Phils. Formulated and implemented
comprehensive marketing strategies and advertising / promotional campaigns
for deodorants / anti-perpirants, non-fat milk, shampoos, and men's
hairdressing, resulting in increased sales and market share.
- Promotions management - as Promotions Manager for
PepsiCo International. Designed and implemented regional
as well as nationwide promotional campaigns for the company's
softdrink brands.
- Marketing research - as Market Research Associate for
Colgate-Palmolive Philippines. Designed research studies, wrote
non-biased questionnaires, field-implemented, supervised the tabulation,
analysed and reported the results of advertising recall studies, usage and
attitude surveys, product tests, package tests, taste tests, color
preference tests, distribution surveys, etc., both for established brands as
well as those in test market.
- Distribution research - as Project Manager for Dealer
Pulse Inc. Helped set up a nationwide panel of stores for the
quarterly conduct of consumer product retail audits. Wrote a comprehensive
Field Manual to guide Field Supervisors in the efficient hiring and training
of field staff and the proper administration of their fieldwork.
- Actual field selling - as Sales Underswriter for
Philamlife Insurance Company through its agency L.E. Ponio
Associates, as Sales Manager cum Account Executive for
Transprint Corporation, as General Manager of Edelstahl Drainage Systems Asia, Inc., and as VP - Marketing & Sales of K-Lift Industrial & Equipment Center.
- Successful experience in the general management. Served effectively as General Manager of Edelstahl Drainage Systems Asia, Inc., a small, newly established joint-venture marketing and sales firm specializing in stainless steel drainage products (drain channels, floor gullies, electro-polished gratings).
The sanitation products - aimed at food establishments in the entire Southeast Asian region - are designed in Germany but fabricated in the Philippines under an exclusive manufacturing agreement with a long-established Philippine stainless steel kitchen-equipment fabricator.
Effectively performed the whole gamut of general management responsibilities including the following:
- preparation of the annual budget and business development plan;
- local and export sales operations;
- sales organization recruitment, training, motivation, supervision and development (including termination of sub-performing salespersons as needed);
- development of advertising and sales presentation materials (including translation of the new product catalogue from the German to English);
- development of a sales training program;
- market reseach and end-user/customer needs reseach; development of foreign sales agents;
- management of relationships with exclusive manufacturer, ensuring both quality and on-time delivery of sales orders;
- participation in trade shows, both domestic and foreign, as a form of advertising and for lead-generation purposes;
- conduting sales and product presentation before client prospects;
- rationalization and protection of the office LAN;
- protection of the company's intellectual properties;
- legal defense of the company against complaint of illegal dismissal by terminated salesman;
- crisis management and handling of complaints by export customers;
- documentation of operating systems and procedures;
- regular reporting of operating results to the German head office; etc.
- Versatility and broad experience developed through exposure and a track record of successful performance in several industries:
- Material handling equipment / industrial trucks (K-Lift Industrial & Equipment Center)
- Stainless steel drainage products, entrance mattings, grease separators (Edelstahl Drainage Systems Asia, Inc.)
- Commercial printing services (Transprint Corp.)
- Sweetened preserves and snack foods (JO-NA's International Inc.)
- Life insurance (Philamlife / L.E. Ponio Associates)
- Non-life insurance (CIGNA-Insurance Company of North America)
- Camera bags and luggage (Phil-International Footwear, Inc. and Whale of a Bag, Inc.)
- Beverages (Pepsi Cola)
- Distribution research services (Dealer Pulse Inc.)
- Personal care and household products (Colgate-Palmolive and Bristol Laboratories)
- Recent achievements.
- As VP - Marketing & Sales for K-Lift, more than doubled the sales versus previous year of K-Lift Industrial & Equipment Center in my first 7 months with the company. Topped the company's market share for newly delivered forklifts from Japan in my second year.
- As General Manager of Edelstahl, maintained and consolidated Edelstahl's stainless steel drainage products business in both the local and the export markets as it adjusted to a key leadership change.
- As Sales Manager of a commercial printing company, Transprint Corporation:
- Tripled sales over a 6-year period, from 1997 - 2002.
- Helped win several new high-potential accounts for the company, including Nestle, Johnson and Johnson, Caltex, AstraZeneca, �lan Pharmaceuticals, Janssen Pharmaceutica, Asian Development Bank, and S & R Price Club.
- In their awarding ceremonies last February 2002, Johnson & Johnson gave the top award to our company as the Supplier of the Year for 2001 under the category of promotional and merchandising materials.
- Set up and implemented a total-sales-performance monitoring system based on key results areas (KRAs). This dramatically enhanced the Sales Force's consciousness of the importance not only of invoiced sales but also of collections and receivables, new accounts developed, calls per day by company and by contact-person, number of printing jobs quoted, quotation winning rate, etc.
- Based on the above performance, top management decided to embark on a major expansion program, putting up a new 4-storey building, doubling the company's printing capacity via the purchase of a new 5-color Heidelberg printing machine, and acquiring a new automatic gathering and stitching machine with a 3-knife trimmer, also from Heildelberg.
- Other notable achievements.
- Developed a completely new market for CIGNA's accident insurance business by discovering and developing a new market niche - rural electric cooperatives.
- Helped set up a bag manufacturing operation (Whale of a Bag, Inc.) from scratch by writing the business plan required by the government Board of Investments for the issuance of a permit for the tax-exempt importation of sewing machines - the heart of its manufacturing operations.
- Helped a bag manufacturing and exporting company (Phil-International Footwear Inc.) to get back on its feet by building-up its export clientele from zero to over twenty in 3 years.
- Launched 8 promotional concepts in 15 separate promotional campaigns for Pepsico International in a period of less than one year (1983 - 84), effectively defending Pepsi's market share against its main competitor Coca-cola.
- People-handling and team-leadership.
- Led a national organization of 70 salesmen (booking as well as ex-truck salesmen), with their Area and Regional Sales Managers, as National Sales Manager of JO-NA's International.
- Handled a staff of 9 office and field personnel as General Manager of Edelstahl Drainage Systems Asia.
- Managed 8 Branch Managers, each one supervising 40-plus independent agents, as Operations Manager of CIGNA's "basic book" non-life insurance business.
- Supervised a force of 7 Account Executives as Sales Manager of Transprint Corporation.
- Supervised 6-member field interview teams as Market Research Associate for Colgate-Palmolive.
- Recruited, trained, and supervised 6-member dealer-panel recruitment teams as Project Manager for Dealer Pulse.
- Supervised a 2-person export documentation staff as Export Manager for Phil-International Footwear.
- Computer literacy and other skills.
- MS-Word, Excel, and Powerpoint
- HTML with Cascading Style Sheets
- Pagemaker 6.5
- Familiar with desktop publishing tools such as Photoshop
- Some Javascript
- Early programming languages FORTRAN and Basic.
- Regularly surf the internet
- Typing speed, 40 - 50 words per minute
- Business travel experience.
- Traveled to Western Europe (Germany, Netherlands, U.K., France, Italy, Spain) 5 weeks a year from 1985 - 1989 in my capacity as Export Sales Manager for Phil-International Footwear Inc. and Whale of a Bag Inc.
- Went to to several training conferences to Bali, Indonesia and Singapore in connection with my job as Operations Manager for CIGNA.
- Spent a week in Penang, Malaysia to evaluate and confirm the purchase of a reconditioned Muller-Martini perfect binding machine.
- Went on a tour of Hongkong with the TRANSPRINT sales team as price for outstanding sales performance.
- Education.
- Silliman University, units in A.B. Political Science (College Scholar)
- University of the Philippines, Dean's Lister in A.B. Economics but acccepted employment before submitting the thesis to obtain the degree. Obtained very good grades in mathematical and quantitative economics.
- Hobbies and sports.
- Reading (business, politics, environment, information technology, health, religion, philosophy ~ all subjects "in the universe and beyond"!)
- Self-taught German language; passed Level 4 German at Goethe Institut, Quezon City, Philippines. Now learning Japanese.
- Web design (HTML, CSS, Javascript)
- Self-study of Visual Basic 6 and other computer software
- Singing and guitar-playing
- Basketball, Karate, Kung-fu, walking
- Gardening
- Family.
- Married to Delfa E. Matic, now serving as Director of Children's Ministry at the Union Church of Manila.
- With three children.
- Tommy (28) a Film graduate at the University of the Philippines.
- Shiloah (25) graduate of English and Russian Language and Literature at Wesleyan University in Middletown, Connecticut as a full college scholar under the Freeman Asian Scholarship Program. Now editor of two magazines published by Summit Media.
- Joshua (20) is third year college at the University of the Philippines, taking up A.B. Communication Arts. Participated in the 1997 Junior Summit in Boston, Massachusetts, sponsored by the MIT Media Lab, and worked as a child reporter for a children's television variety show, "Five and Up".
- Others.
- Board Member, AMG - Philippines, the Philippine arm of AMG International (Advancing the Ministries of the Gospel)
- An active member of the Union Church of Manila, served as member of the Christian Education Committee and teaching Adult Sunday School Classes.
- A qualified life- and non-life insurance underwriter. Passed the government qualifying examinations for both types of insurance in 1996.
- Served a three-year term as Council Member of the Union Church of Manila, 1993-1995, Chairman of the Evangelism and Outreach Committee.
- Served part-time as Public Information Officer for Habitat for Humanity Philippines, 1999.
- References:
- George Tan, COO, K-Lift Industrial and Equipment Center, Makati City, Philippines, Tel. (+63 2) 844-5031.
- Martial Beck, ex-General Manager, Edelstahl Drainage Systems Asia, Inc., presently Vice President, Marketing and Sales, Rademaker Far East RHQ, Makati City, Philippines, Tel. (+63 2) 757-3401.
- Nathaniel G. Velasco, President, Transprint Corporation, Quezon City, Philippines, Tel. (+63 2) 372-6453.
- Noel del Mundo, Vice President, JG Summit, Pasig City, Philippines, Cellphone (+63 922) 922-2220.
- Raveendranath Rajan, Head, OAGS-PG (Printing Department), Asian Development Bank (world headquarters), Mandaluyong City, Philippines, Tel. (+63 2) 632-4444.
- Pastor Dave Ginter, Senior Pastor, Union Church of Guatemala (www., Tel. (+502) 2361-2037. Former Associate Pastor of Union Church of Manila.
- Philip C. Young, President and General Manager, JO-NA's International (Phils.), Inc., Novaliches, Quezon City, Philippines, Tel. (+63 2) 939-3643.
- Emmanuel M. Cabusao, Ex-Marketing Director, Bristol Laboratories (Phils.), Inc., ex-CEO, CIGNA-Insurance Company of North America, Makati City, Philippines; ex-Supreme Council Officer, Order of the Knights of Rizal, Manila, Philippines
Photos
- Professional
- 2006, K-LIFT. With George Tan, President & COO of K-LIFT INDUSTRIAL & EQUIPMENT CENTER.
- 2006, K-LIFT. At the "Greener Choice" Asian regional training on Mitsubishi forklift's warehouse products in Singapore, December 2005.
- 2005, K-LIFT. With the warehouse staff of Omnipack Corp., on their training on the proper operation of the Mitsubishi GRENDIA forklift truck which they recently purchased.
- 2006, Tom attending the Porter & Miles Ex_SELL_lence sales rally at the Galleria Suites.
- 2005, K-LIFT. Tom explaining the features of the new Mitsubishi GRENDIA to Ms Joji de la Cruz of the Department of Trade and Industry.
- 2004, Edelstahl. With Ms. Michelle Sanchez, Commercial Attache to Philippine embassy in Bangkok, May 2004.
- 2004, Edelstahl. Meeting with Paul Sheppard and Suresh Vanalia of Tri-Arc Enterprises, commercial kitchen design specialists, Bangkok, Thailand. May 2004
- 2004, Edelstahl. At the Hongkong Disneyland Hotel construction site with Grace Lee of Wealthmark, Ltd., agent for various construction products, Hongkong.
- 2004, Edelstahl. Tom at the World of Food show in Bangkok, Thailand.
- 2004, Edelstahl. Tom presenting Edelstahl's drainage systems before architects and product detailers of Recio + Casas Architects.
- 2004, Edelstahl. Tom presenting before HACCP seminar attendees.
- 2004, Edelstahl. At the 11th Internation Food Exposition, World Trade Center, Manila, with client representatives.
- 2004, Edelstahl. With truck and crating crew, after loading shipment for Hongkong client.
- 2004, Edelstahl. With Engineering Head of Magnolia Chicken Plant in Pampanga Province, Philippines.
- 2004, Edelstahl. Tom presenting to Architect Joseph Chua, builder of several high-rise condominium and office buildings. Quezon City, Philippines, 2004.
- 2003, Edelstahl. At the 2003 BIG FIVE Construction Show in Dubai.
- 2003, Edelstahl. At Edelstahl's stand in the NAMPAP convention in Cebu City, Nov. 2003.
- 1996, HABITAT. With Stewart Kawasaki, Vice President of Nikken Phils, on receiving their donation to Habitat Philippines
- 1993, CIGNA. With CIGNA team, presenting the Office of the Year Award trophy to Insurance Commissioner Edgardo Malinis, 1993
- 1992, CIGNA. With CIGNA team, at a training conference in Bali for CIGNA-Southeast Asia
- 1992, CIGNA. Presenting the "Scroll of Commitment" to SEARO VP Kevin McCarthy.
- 1992, CIGNA. With Kevin McCarthy and Stewart Steffi, SVPs of Cigna-Worldwide, after a yearend training conference.
- 1990, WHALE OF A BAG. With Neil Copp, Managing Director, Targus, UK
- 1987, PIFI. With Chris Thomas of Hamaphot KG, Germany
- 1987, PIFI. With Mr C.H. van der Heijden of Transcontinenta BV, Netherlands
- 1987, PIFI. With Dirk van der Stighelen of Frimpex, France
- 1987, PIFI. With Franz de Buck and Christian Waasdorp, ORWO, Germany
- 1987, PIFI. With Mr Malliard, Phot'import, France
- 1987, PIFI. With Mr Clement Dana and staff, SICOPH, France
- Personal / family
- Tom, with AMG-International CEO Paul Jenks, on the latter's visit to Manila, January 2006.
- Tom, with members of the Men's Tuesday Group, Union Church of Manila, September 2004.
- Tom & Delfa, at the Holyland Experience theme park in Orlando, Florida, August 2004.
- Tom and Delfa at Milwaukee airport, August 2004.
- Tom with an
old friend from the University of the Philippines
- Tom with wife
and daughter, "a rainy graduation day at Wesleyan"
- Tom
with Wesleyan University's cardinal mascot
- Daughter
Shiloah with very proud Mom
- Daughter
Shiloah with very proud Dad
- Happy pose by
the Wesleyan sign
- Sons Tommy
and Joshua having a laugh
- Playing the
guitar in a Singapore hotel cafe.
- Playing the
guitar while a colleague plays the violin.
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