Brady Corporation

Companies around the globe trust Brady because of our deep expertise and knowledge across a wide range of industries and applications with customers in electronics, telecommunications, aerospace, oil & gas, mining, manufacturing, electrical, construction, education, medical, healthcare, hospitality... and a host of others.

“We do what others can’t”… this has now extended into technology based solutions using Barcode & RFID Hardware & Software solutions that are scalable.

See RFID data in just the way you need to, with custom developed reader apps or software. Harness the technology’s full power with RFID data that's easy to collect, that fully fits your processes, and that unlocks the next level of efficiency for your business.
Brady offers a complete, fully customisable RFID solution that can generate considerable efficiency gains, both on operational and decision-making levels.

RFID has the potential to considerably increase workplace efficiency and productivity.
• Locate, identify, track and trace multiple assets at once, without needing line of sight
• Avoid errors by quickly guiding employees to every asset they need
• Save time by automating inventory audits to just a couple of clicks
• Gain efficiency by checking outgoing cargo completeness in seconds

Brady manufactures products that make the world a safer and smarter place. We are a global leader in safety, identification and compliance solutions for a diverse range of workplaces. From the depths of the ocean to outer space, from the factory floor to the delivery room — we’re just about everywhere you look.

Senior Business Development Manager - Technology

TES – Sustainable Technology Lifecycle Solutions

New Business Development across all of TES Lifecycle Management Services. Focusing on large fleet Customers of IT Assets, seeking solutions for asset management, deployments, collections, redeploy or dispose. Value recovery and secure disposition. 

Also Responsible for managing global OEM Partner relationships and facilitating “Lifecycle Management Services" on their behalf, including SOW's, MSA's, Deployments and Professional Services.

Senior Business Development Manager - ANZ

Sharp Corporation of Australia

General Manager and Head of Sharp's Business Solutions Group in Australia, encompassing both Office Solutions & Visual Solutions Divisions. Sharp's Business Systems transcends the average office technology provider by offering a consultative approach to improve customers' internal and external communication to drive business success faster. Sharp’s Business Solutions Group comprises of three business units in Australia; Office Solutions Group, Visual Solutions Group and the Software Solutions Group. Each Group delivers products and services via various sales and distribution models; Direct Sales, Dealer, Channel (VAR's/S.I.’s) and via distribution.

At Sharp our core technology offerings include:
• Managed Network Services
• Managed Print Services
• Outsourcing
• Security
• Document Management
• State-of-the-Art Multifunction Printers (MFPs)
• Professional Displays, Digital Signage and Content management. 

As the leader of the organisation, growing revenue and profitability, improving customer retention, and expanding our customer base are what I strive for every day. I oversee all aspects of the business for B2B including, but not limited to;
• P/L Management
• Sales
• Service
• Administration
• Human Resources
• Marketing

Head of Business Solutions Group

Head of Marketing & Product Strategy, Office & Visual Solutions Groups

B2B Business Manager, Business Solutions Group

DJG Consulting

GREAT Athletes have GREAT Coaches...

Business Owners can visualize a bigger future, but the path to executing on that vision can be rocky. Running a business is comparable to participating in a high performance fitness program - it is natural to experience plateaus. When this occurs, we have to dig deeper, adapt, and execute differently. A Fitness Coach might preach “muscle confusion”, the proven concept that constantly changing your workouts will “confuse” and stimulate the muscles into increased growth. Who coaches you through “growth execution muscle confusion” to break through business plateaus? Our clients share growth challenges such as:

☛How do I get to the next level of growth?
☛How do I convert my best ideas into action?
☛How do I relay to my team, it’s not just me, it's us?

Sharing on years of experience and a wealth of sales channel knowledge, Daniel consults through:

☑evaluation of company and product positioning - branding
☑research and validation of current / new market opportunities
☑ competitive analysis 
☑market analysis and market mapping
☑ gap analysis and SWOT
☑marketing and sales tools
☑go-to-market strategies
☑ sales, business development and partner recommendations
☑voice of the customer surveys
☑Speaking at round table and technology trade show conferences to impact sales channel insights.
☑Consulting directly with manufacturers sales and marketing leadership on enhancing the success of their programs.
☑Advising IT solution providers on increasing sales and enriching their bottom line through immerse partner program practices.
☑ Coaching and Mentoring Independent Business Imaging Providers on the development of: Strategy, Business Planning, Human Resources, Sales Management, Vendor Selection, Best practice and Bench marking, Social Media Marketing, Business Transformation, Financial Planning, SWOT, Technical Service process and deliverable- and of course, PROFITABILITY

Principal Owner

FUJIFILM Business Innovation Australia (Fuji Xerox Printers - Australia)

General Manager - A3 Value Products and Software Solutions. Responsible for the formulation and execution of the “Go to Market” strategy for the launch of a new A3 - Colour Multifunction Printer/Copier for the Office Equipment Channel and Software Solutions to deliver an MPS capability, (Y-Soft, Papercut and various embedded print, scan and archive FXP solutions).

Key Responsibilities: 
1. Lead, develop and implement the overall A3 Value and Solutions Strategy for Fuji Xerox Printers across various sales channels and resellers

2. Review & define the ‘Solution offerings’ available from FXPC (Japan and US), then develop &   implement the ‘GTM’  each Sales Territory respectively based on technical competency, market research and market maturity for solutions and software delivery.

A key member of the leadership team, contributing to the strategy, performance, and reputation of the whole business. Accountable for the quality and effectiveness of the ‘Value and Solutions’ business success.

3. Responsible for the total Managed Print Services ‘GTM’ in ANZ

General Manager - Value Products & Solutions

Ricoh Australia Pty Ltd

National Manager in charge of Ricoh’s Indirect Sales Operations and Sales Staff in Australia, PNG and the Pacific. Key responsibilities; Managing a business in excess of AU$115M and a national Dealer Network of 100+ Dealerships comprising of Key Ricoh Business Partners and Overseas Distributors in the Australia & APAC region with a strong focus on developing Ricoh’s Printer business as part of an overall MPS strategy. Responsibilities included the management of sales and marketing efforts including; Channel Sales & Supplies revenue annuities business. A strong focus on growing Ricoh Managed Services offering via these channels, incorporating Managed Print Services and Professional Services through established accounts and via new account acquisition programs… with a strong focus on new business generation.

National Dealer Manager - Wholesale & Export

Reporting to the General Manager - Wholesale... as the Northern Region Sales Manager I was responsible for managing geographically QLD, PNG and Pacific Dealers. As the Northern Region Manager I successfully grew the Northern Region and APAC revenues 17% - 18% year on year. During this time I also increased the penetration of Ricoh Printer sales in the region and grew Ricoh’s Managed Services offering through the Wholesale Channel. Over achieved the Sales Budget in the region.

Business Development / Account Management:

- Meet assigned financial targets monthly and exceeded budget each year I was in the role
- Achieved a balanced sales performance across all customer segments
- Provided accurate sales forecasts and sales pipeline data
Business Management:

- Developed trusted relationships with customers that delivered mutual benefits for both parties
- Provided sales leadership and direction to Ricoh Business Partners and APAC Dealers
- Worked with Managed Partners to engage in proactive sales opportunity pipeline generation and management
- Organised regular joint business development activities and customer visits with third party sales people in the AP Region to develop new business opportunities. 
- Appointed several Key 'NEW' Business Partners for Printer Hardware sales and Ricoh’s Managed Services, (MDS)

Regional Channel Manager - Northern Region, PNG & Pacific

Lexmark International (Australia) Limited

Northernn Regional Channel Sales Manager; Responsible for SMB Channel business in Queensland, Northern Territory and the Pacific Islands. 

•Specialist in IT Solutions relating to ECM, Intelligent capture and routing, document on-ramping and business workflows.

Strategic Channel Partner Manager - QLD  NT & Pacific

Appointed specifically to grow Lexmark’s penetration into the “Mid-market” and to target annuity based business in the SMB/SME markets via Print Partners who sold Printers and Office Equipment on a ‘Contracted service basis’, providing a full managed service offering. The role was 100% NEW business acquisition focused… and targeted at new ‘Channels and new Partners’ in the AP Region. Traditional IT Resellers were also engaged with less emphasis. During this time I successfully recruited many “Best of Breed” Partners from competitor Office Equipment brands and developed a new type of Dealer – a ‘Print only’ Reseller focused on MDS & MPS business. This included the appointment of many new Print Partners in AP for Lexmark’s, Managed Services and Software Solutions businesses.
 
Key Achievements:

–	Developed a full Business Plan for the SMB Market in AP
–	Built a $42M Business in the SME and SMB Market for Managed Print Services from a zero base
–	Maintained a full year Pipeline, clearly defining E&G and SMB opportunities
–	Grew Unit sales in the SMB market 400% via new channels
–	Appointed Key Partners in ANZ/AP for Print
–	Increased Toner revenues 118%
–	Grew A3 MFD Business 220%
–	Grew A4 MFP Business 114% (mono)

SMB Channel Sales Manager

Konica Minolta Business Solutions Australia

International Marketing Manager / Sales Trainer
Responsibilities: South East Asia, EMEA (Middle East), Central & Sth. America
National Marketing Manager – Minolta Australia
Appointed by Konica Minolta Japan, the role was to provide Head Office support on behalf of Japan to Overseas KM Sales Companies, (including OS Subsidiaries, Dealers and Distributors) in the AP Region.
This included Australia, Singapore, Thailand, Malaysia, Taiwan, Hong Kong & the Philippines, (later this also encompassed the Middle East, India, SE & Central Asia, Central and South America). The role was a Business Development role… focusing on growing Konica Minolta sales of A3/A4 Colour MFD sales, Printer unit sales… while promoting various Konica Minolta Software Solutions. Often negotiating at Managing Director level with overseas business partners, success was measured in gaining the business confidence of the partner, along with them investing in new product segments & new product categories. This was done by assisting in developing business plans and marketing programs to develop these markets with them in their respective territories. Extensive “on the ground” sales training was provided in each country.
Responsibilities
•	Drive the expansion of MFD business across Australia and APAC markets as defined by Japan:
o	Directly manage all sales channels from a marketing mix perspective;
	Dealer
	Direct
	Digital Printing Solutions
	Alliance Partners
	OEM’s
•	Manage and facilitate sales training / development of APAC Subsidiaries and Distributors
	Re-focus sales channels on target markets, (Colour MFD’s, Printers)
	Redesign commission structure to link performance to opportunity and skills
	Undertake initiative to upgrade skills of all sales people in line with strategy across the AP Region

International Marketing Manager

Responsibilities:
•	Building on the growth of the existing digital products portfolio:
o	Increasing, “connectivity” ratios while planning for the future growth of colour
o	Launch new digital products. Conduct comprehensive market analysis and positioning
o	Develop national Dealer sales channel for digital and colour MFP’s and provide better “E” initiatives and ways of making business dealings easy for the dealer channel to conduct business with Minolta.
o	Translate these marketing strategies into online systems that encompassed Minolta’s e-commerce initiative, web strategy, and formed part of Minolta’s key stakeholders extranets and B to B activities.


Achievements

•	Grew national sales 400% in less then one year, achieving number two position in Seg. 2C. Australian market;
o	Annual sales growth FYI 2003/2004 – 70%
o	Lifted ‘connectivity rate’ in excess of 50% with digital products
o	Introduced printer product range – Minolta-QMS, (30% market share)
o	Grew ‘Direct’ operations 14%
o	Brand profile awareness raised to 14% from 9%
o	Established Minolta Australia’s Corporate Identity

NB Position transferred to Konica Minolta after Merger - Position relocated to new Konica Minolta

National Marketing Manager

GES Singapore

•	Change management role to lift GP% and gross margin, (turned around a negative GP% based business relying on rebates) to trading profitably.
o	Hired new sales force nationally
o	Introduced improved work standards and procedures
o	Developed and implement staff training programs 	
o	Introduce new product ranges for distribution and gross margin 	
o	Establish new IBM Hard Disk Drive division
o	Implementing new customer service standards
o	Improved vendor relations		
o	Managed P&L revenue line		
Achievements
o	Number one HP distributor nationally in Laser and Inkjet sales, ($14M per month)
o	Number two HP PC vendor nationally in eight months
o	Number one HP Mobile PC, (Laptop vendor) in six months
o	Set up distribution of NEC Server product line
•	Introduced new sales channels into sub-distribution, (second tier)
o	Revenue increased by 10%
o	Gross margin: up 4%
o	Sales Revenue: up 6%
o	Number two Distributor nationally in Australian IT market

General Manager Sales and Marketing

Responsibilities:
•	Manage IT Wholesale Channel, (Tech Pacific, Ingram Micro, Digiland, Prion – (now known as eXeed), Dicka Data)
•	Manage Distributor relations, supply chain and achieve annual sales budget
•	Participate in Wholesale Advisory Council meetings
•	Coordinate sales efforts with direct / indirect reseller / VAR channel
Achievements:
•	Establishment of “Specialist Wholesale Program” for second tier, adding AU$10M per month “NEW” business to the wholesale division at the direct expense of major competitors such as Canon and Epson
o	Developed Business Plan / Accreditation process and T&C’s for the program resellers
o	Grew wholesale business 23% in one year
o	Appointed new sub distributors
•	Grew Corporate business channel (Fortune 500 companies) business 300% - AU$37M
o	Achieved HPA “Top Performer” award at kick off meeting - 1998
o	Developed new dealer and retail channels for selected additional product offerings via wholesale channel	on the back of the success of the specialist wholesale program

National Wholesale Sales Manager - Channel

Professional Summary:
Experienced professional in sales, marketing, product management, and senior leadership across diverse industries, including Print, RFID, Software Solutions, Document Workflow, ICT, Channel Business Development, MDS and Lifecycle Management. Proven history of exceeding financial and strategic goals with strong communication and sales training skills.

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