Senior Leader: Innovation Integration Entrepreneurial Engagement Demand Creation

Paul Gill, JD | 856.555.5555 | Page 3 of 3

Paul Gill, JDlinkedin.com/in/paulgillsample |

856.555.5555| Haddonfield, NJ 08033

Senior Leader: Innovation Integration • Entrepreneurial Engagement • Demand Creation

Turning Icons into Disruptors by Integrating Innovation into Longstanding Sales and Distribution Channels

Tech connoisseur and entrepreneurial insider accelerating shifts for traditional industries that will change more in the next 5 years than they have in the last 50. Generate consumer demand for traditional companies’ next-generation offerings and communicate the resulting value to private shareholders and public markets.

Integrate new strategies and technologies into longstanding organizations. For example:

• Powered leaps in commercial high-speed internet.
• Helped Ford turn sales around after auto crash, built first-of-its-kind online platform for upstream leased vehicle sales.
• Turned dying retail location into one of the fastest growing companies in New Jersey.
• Helped culinary nonprofit exploit new funding sources and expertise to cultivate small business and job growth.

CAREER SNAPSHOT

“Big companies can change the world. Most of them just haven’t figured out how.”

Founder/Director, Mobile Market Solutions (MMS): Built novel platform giving small businesses access to mobile and geotargeted marketing that has been the domain of retail giants like Macy’s, Walmart, and Starbucks.Tech incubator runs at 50% profitability and proved concept in auto industry—across 400 dealers—with relevance for brick-and-mortar and virtual businesses.

Automotive Product Specialist and Sales Motivator, Ford/AutoSales Inc.: Member of “Dream Team” sales trainers that helped Ford turn sales around after auto crisis by introducing trailblazing product training and sales approach. Steered initiative in the most challenging region, New York Metro, cementing their rise to #1 in program’s key performance metrics. 36-month engagement renewed to 84 months.

Founder and Vice Chairman, DriveMe.com: Built first web-based platform to aggregate off-lease vehicles upstream. Cut post-lease friction 70%, adding $500 to $1500 in revenue-per-unit for fleet leased vehicles. Philips Medical added $106K net realization in 3 years with their reDrive! program powered by DriveMe.com winning coverage in The Wall Street Journal.

Cofounder/President/CEO, ConnectBiz, Inc.: Pioneered high-speed ISP for small- to mid-sized businesses in office buildings, the first affordable and practical alternative to T3 lines. Raised $17M in Round-1 and Round-2 funding and realized rapid growth before selling stake.

Sales and Marketing Consultant, Ford/GM/Jaguar: Shifted fleet sales paradigm for major auto makers, rolling out nationwide programs embraced by even the most “old school” dealerships. Programs generated millions of dollars in sales, are active 20 years later at Ford and GM, and have become industry standard for cultivating higher-margin, high-loyalty small- to mid-sized fleet sales.

Dealer Principal, Pauly’s County Motor Sales, Inc. Chrysler Plymouth: Grew sales of dilapidated dealership >3000%, $1.6M to $50M, in 3 years by taking a new approach to fleet sales. Named 2nd-fastest growing company in New Jersey and #5 dealership nationwide.

Intern/VP, Janney Montgomery Scott, Inc.: Youngest person offered VP role in firm’s 100-year history after founding its first currency options analytics and trading division. As an intern earning JD degree, recognized opportunity and coordinated studies of legal/financial ramifications.

ACADEMIC QUALIFICATIONS

Juris Doctorate in Commercial Transactions & Business Law, Law School at the University of Pennsylvania; Philadelphia, PA
Pennsylvania Attorney License #44198 | Member, Pennsylvania Bar Association

Bachelor of Science in Economics with Entrepreneurial Management Concentration, magna cum laude

Wharton School at the University of Pennsylvania; Philadelphia, PA

THOUGHT LEADERSHIP

“Old-guard businesses can transmit passion and salesmanship that can rival any Silicon Valley startup maven. They just have to be sparked.”

Speaker on emerging technologies whose writing and/or cutting-edge business leadership have been featured in DigitalDealer.com’s Workshop, Industry Summit, Dealer Summit WardsAuto.com, Auto Dealer Monthly, Fleet Financials, and The Wall Street Journal

Advisory Board Founding Member, Dorrance H. Hamilton Center for Culinary Enterprises—part of Wharton’s The Enterprise Center (TEC):Helped nationally recognized, not-for-profit shared food incubator kitchen in West Philadelphia foster food entrepreneurship and local job creation. TEC provides access to capital and other resources to high-potential minority entrepreneurs. Led movement to rethink funding sources, opening facilities up for rental/event attendance opportunities in competition with popular local business and recruiting relevant help outside of culinary disciplines, such as videography, photography, and for-profit culinary experts.

Volunteer and paid advisor to entrepreneurs, most recently in the prepared food sector

Past Counsel to Board of Automotive Fleet & Leasing Association, 1989 to 2016

EXECUTIVE HISTORY OF DISRUPTING TRADITIONAL INDUSTRIES WITH PARADIGM-SHIFTING TECH AND IDEAS

MOBILE MARKET SOLUTIONS (MMS)—Haddonfield, NJ2012 to Now

Trendsetting startup helping small- and mid-sized companies expand customer reach and close ratios via text and proximity marketing.

Founder & Director—Launched first company with the vision to translate new text/chat technology into powerful sales and marketing tools for business that would otherwise not have access. Tested concept in auto industry. Success set the stage for incorporating proximity marketing and geofencing capabilities, adding reseller channel, and expanding to other industries.

Quickly Translated New Mobile Marketing Trends into Practical Sales Tools for Traditionally Low-Tech Businesses

Situation:Recognized trend of increased consumer preference for text communications in parallel with accessibility of proximity marketing technologies. For smaller companies and traditional industries, their primary platforms, email and web chat, would become ineffective.

Approach & Results:Worked in incubator environment to create proof-of-concept application using text and web-based chat for auto dealerships, a retail distribution channel that has traditionally been very slow to adopt new technology.

• Shrank cost-per-customer 97% via the most advanced text/chat and proximity marketing platforms, in use today by hundreds of dealerships—SalesSMS®/ServiceSMS®. New tech yields 50 new customers for $99, vs. $3000 on traditional platforms.
• Gave dealers the means for text-based close ratios of 25%, the highest for any leads besides walk-ins. Also, dramatically increased the number of leads while enhancing perceived value for the consumer.
• Proved change-averse organizations can internalize innovationas core component of sales/marketing operations and culture.
• Set stage for next-generation products to include new technologies and cross-industry customizations. New functions include Mobile Wallet (Apple/Google) marketing, geofencing, and beacons with insights-based coupons, push messages, and reputation management.
• Broadened reach and brand recognition by opening new distribution channel. Enabled resellers to license SalesSMS®/ServiceSMS® for sale to their B2B clients.

FORD/AUTOSALES, INC.—Dearborn, MI2009 to 2016

Global auto industry vendor; leader in business communication, events, consumer engagement, product evaluation, and corporate training.

Automotive Product Specialist and Sales Motivator, Training and Education—Hired onto national “dream team” of consultant product and sales trainers to help Ford execute new product rollout to top 650 US dealers.

Gave Ford Credibility with Its Dealers While Delivering and Enhancing Novel Product and Sales Training Yielding Double-Digit Growth

Situation:Ford’s continued existence depended on the successful rollout of its drastically redesigned products in 2009. Ford asked vendor AutoSales to build an elite team of trainers and motivators.

Approach & Results:Assigned most challenging region, New York Metro, helped Ford execute revolutionary method of dealer training with the country’s best trainers forming a team with a single vendor for a multiyear, nationwide program that gained prospects’ interest by enabling them to drive cars not yet on the market. Perspective as industry sales thought leader helped gain credibility with skeptical dealers for this manufacturer-sponsored program.

• Enabled Ford to leverage the 80/20 rule to realize double-digit boost in Focus sales and the first sales rise for pick-ups since 2006.Worked with dealers in the top 20% of sales performance to make the greatest impact on Ford’s overall sales.
• Built on Ford’s and vendor’s platform by incorporating themes of new tech and connectivity tools into sales interactions, imparting customer motivation skills as much as product knowledge.
• Catalyzed New York Metro region’s #1 ranking in key program metric, winning trust of most reticent dealers. Stellar performance expanded 36-month engagement to 84 months. Sales training and motivation practice became industry benchmark.

DRIVEITME.COM— Philadelphia, PA & Chicago, IL2001 to 2008

First online site to aggregate off-lease and off-rental vehicles of fleet remarketers to increase revenue-per-unit.

Founder and Vice Chairman — Conceived and launched new platform to improve complex practice of reselling open end lease units.

Added $500 to $1500 (up to 5%) Revenue Per Unit, Conceiving Unique Platform Serving Commercial Lessors, Corporate Fleets, Etc.

Situation:Auto dealerships tended to be over-stocked on lease and rental returns without effective sales channels for them. Also, dealers were not motivated to move these vehicles because the liability for them rested with the leasing company and original lessor.

Approach & Results:Established first upstream, online remarketing company in the auto industry and led creation of web-based platform.

• Attracted semi-institutional investor from Europe to expedite launch and growth plans.
• Delivered rapid growth on this game-changing platform, now industry standard,by focusing on corporate lessors that made up 20% of leasing market. Emphasized excellent, documented maintenance typical of corporate-leased cars.
• Cut post-lease friction 70%, 50 days to 15, quickly captured lion’s share of newly defined corporate lessor market and adding car rental companies shortly thereafter.
• Boosted Philips Medical System’s net realization $106K in 3 years and add perceived value to employees. Powered their reDrive! upstream program selling commercial fleet vehicles to employees.

EXECUTIVE HISTORY OF DISRUPTING TRADITIONAL INDUSTRIES WITH PARADIGM-SHIFTING TECH AND IDEAS, CONT.

CONNECTBIZ INC.— New York, NY1998 to 2001

First-of-its-kind ISP providing affordable, reliable high-speed internet access to small- and mid-size companies in office buildings.

Cofounder, President, and CEO— Conceived, launched, and led internet service provider startup to meet the needs of companies for whom T3 lines, the only existing option, were cost prohibitive and logistically cumbersome.

Created 8-Figure, First-to-Market Commercial ISP Helping Small and Medium Businesses Take Advantage of the Digital Boom

• Raised $5M in private seed capital after successful pilot program.Gained early momentum with groundbreaking communications, such as being the first independent venture to launch online with a press release.
• Captured $12M in Round B VC funding from Norwest Venture Partners and Dolphin Communications.
• Achieved high-multiple growth before establishing a succession plan and cashing out to launch DriveItMe.com. Company was later acquired by WebAccess, which was acquired by Allied Riser.

VARIOUS AUTO MANUFACTURERS— Detroit, MI1994 to 1997

Recognized innovator in fleet sales helping auto makers conceive and execute commercial fleet initiatives.

Sales and Marketing Consultant— Worked with Ford, GM, and Jaguar to design and rollout small commercial fleet initiatives.

Forged New Approach to Fleet Sales on Behalf of National Auto Manufacturers, Using Existing Infrastructure of Dealerships for Rollout

Situation:Ford had discovered that sales to smaller commercial fleets were more profitable and the customers more loyal. They admired the small fleet sales program at Pauly’s County Motor Sales but knew it would be difficult for them to roll out due to the lack of manufacturer credibility with dealerships whose participation was needed to reach a fragmented, geographically diverse target market.

Approach & Results:Developed “business within a business” for Ford. Rebranded lackluster small fleet program as Business Preferred, modeling it on personal success with small commercial fleets. Defined concept, generated and presented dealer training, and completed high-ROI pilot. Worked across Ford organization with Fleet, Commercial Credit, etc.

• Rolled Ford program out nationwide, with the pilot and full implementation success resting largely on gaining the trust of the dealers, one entrepreneur to another. Dealers set up small fleet departments inside stores with unprecedented dealer acceptance, including Lincoln Mercury dealers—a first and a major win.
• Led groundbreaking Business Vehicle Services rollout for GM—the first time all 5 divisions signed up for the same program simultaneously. Led program development, engaging PMH Caramanning, a GM sales program support vendor. Dealer presentation won buy-in from dealers, such as on memorable Cadillac dealer in Texas, who had never participated in manufacturer initiatives. Presentation was studied be Detroit executives. Exceeded program goals.
• Surpassed all targets applying small fleet learnings to luxury executive vehicle market for Jaguar.Developed program and introduced it to the national dealer body. Supported select dealers with onsite business consulting.
• Established long-range revenue- and profit-generating businesses, with programs still intact at Ford, GM, and Jaguar and similar models put in place by other manufacturers.

PAULY’S COUNTY MOTOR SALES, INC. CHRYSLER PLYMOUTH— Oaklyn, NJ1986 to 1994

Then on of the fastest-growing dealerships in the U.S.

Dealer Principal— One of the youngest approved franchise holders for Chrysler Plymouth.

Grew Small, Poorly Located Dealership into One of the Largest and Fastest Growing in the US: $1.6M to $50M Sales in < 3 Years

Situation:Out of law school, turned down offer to be youngest VP at a respected financial institutionto purchase 50-year-old declining auto franchise. Infrastructure and cash position were tenuous, and two big franchise competitors were in close proximity.

Approach & Results:Identified an unfilled market need for fleet sales in the region. This was an accessible growth area studying fleet sales, as those happened offsite, so location and competitor landscape mattered less. Also, this lowered the cost of reaching potential clients. Intensely studied fleet sales, networked, and attended fleet sales events and conferences.

• Named 2nd-fastest growing company in New Jersey in 1990.
• Earned widespread recognition from Wharton Small Business Development Center, Automotive News, and Automotive Fleet Magazine for sales growth and customer satisfaction.
• Codified driving themes of career:bringing innovative tech and business strategies to “smokestack” industries and building strong to enable organizations to accept and internalize new tech and strategies.