Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Connect with Mike Romanie



Email Mike Romanie mromanies@worldnet.att.net

About Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

The founder closes sales with the company, the sales person closes with relationship, value, or price

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

 

Topics: Sales, Featured, Blog Posts

Getting to “NO!”

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Most sales efforts, training and management focus on getting to Yes. In most cases, Yes, or an order, takes a full sales cycle. A lot of time and resources are spent on your leads and prospects pipelines. Getting to “No” while not as lucrative as a “Yes” can be just as important especially in the early stages of the sales cycle as getting to “Yes”.

Topics: Sales, Featured, Blog Posts

Startup sales by the founder

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Many entrepreneurs and small businesses, especially when they are starting their businesses or their founder is a dynamic evangelical individual, make the initial sales for the company.

Topics: Sales, Featured, Blog Posts

Fire Some Of Your Customers

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Most every business eventually has to, or should, fire some customers at some point. It’s counter intuitive to most businesses and entrepreneurs that some customers may just be customers that they cannot afford. It may be your oldest or highest volume customer, or a friend of a friend that you do business with, it doesn’t matter sometimes it just can no longer be justified or make sense.

Topics: Sales, Management, Blog Posts

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Sales leads – part 1

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Sales leads and prospects come from a variety of sources. A long time ago, and dating myself with my copyright statement in the image below, I had to present to investment bankers that were providing interim financing and representing our company in a pending IPO. The investment community wanted to know how we were going to market and sell our products, and spend our healthy marketing budget, to attain the fast growth in revenue we were committing to.

Topics: Sales, Management, Blog Posts

The goal: To be a credible vendor/supplier at the time of purchase consideration

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Start-ups do not have a Brand or reputation and while immediate sales are critical, long term success hinges upon your ability to become a creditable vendor/supplier at the time of purchase consideration. Simply stated; “Will the buyer seriously consider us and our products or services when they need to buy”.

Topics: Sales, Featured, Blog Posts, Marketing

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