Scott Pepin: in TACOMA, WA

Responsible for the west region for ECD. Introduced ECD to Midwest and East customers showing at trade shows and individual meetings. Responsible for the west region for Nova Solutions. Covered the western states and hired 5 leading rep groups in to the marketplace. Growth was immediate and substantial for the company. Nova decided to remain a small manufacturer which was not in my strategy. Key targeted markets were higher ed, government and corporate customers. Involved with hiring, training and selling to customers and dealers.

Responsible for WA, OR, ID, MT, NM, CO, UT, CA, AK, HI, NV, AZ. I was responsible for all sales in this region. I managed seven rep groups in these markets. Our main product categories include healthcare, higher-ed, K-12, A&D and commercial businesses. We offer ergonomic solutions and innovative training tables. ISE doubled sales in the west in 2012 vs. 2011 sales. We also double sales from 2014 vs 2013 and 2015 from 2014. These sales increased due to our new adjustable height table introduced in 2014 and increased activity in LOS sales to higher education. 2015 sales ended the year at over $5,000,000. When I started in 2010 sales were less than $1,000,000 total.

Responsible for WA, OR, ID, MT, WY, CO, AK, HI and Western Canada. Responsible for all safe sales in these markets. Also responsible for FKI's filing sales in the same territory. National Accounts included Starbucks, Costco, REI and other regional customers. I expanded sales in both filing and intelligent safe business.

Responsible for seven territories from Hawaii to the Mississippi River. This includes seven independent rep groups. Allseating is a seating manufacturer in the Office Furniture Industry. Sales are in the mid $30MM range. My position is on the senior management team and is responsible for the direction of the company, establishing new distribution channels and managing sales for two companies (NOW Seating). In my short tenure at Allseating, I have added input for the strategic planning process and management of the sales goals and objectives. Year to date sales growth for Allseating is over 30% for 2004.

I assisted these companies with establishing territory sales in the NW and West Region of the United States. I worked as a region manager for both companies to provide product introductions and customer awareness of these companies.

Promotion to West Region manager position in 1996. This position reported directly to the Vice President of Sales and Marketing. Maxon sales reached just under $100MM in year 2000. The West region represented 42% of that total. This position managed 13 states and 6 independent sales representative firms totaling 35 sales reps and included training, presentations, sales, product introductions and strategic planning. Accomplishments included: Analyzed due diligence data for acquisition of a $25MM company. • Led new product introductions to set record for new product sales for all Hon Industries divisions. • Built business plan and implemented strategy to close facility in Southern California which increased corporate profitability by $1.2MM in the first year. • Designed strategic direction for the West Region by reorganizing independent rep groups. This involved hiring, merging and eliminating rep groups. The strategy improved sales by $10MM in the first year of operation. • Established goal setting process for the western territories that was then implemented nationally to all territories. Tools used in analyzing business trends included MBO's, Goals and Controls and topgrading individual sales members. • Conducted training classes for customers and representatives that achieved record sales for those customers with our products. • Managed west region rep groups that included sales in certain territories of over $1MM per month and $13MM per year. • Improved and established record for annual operating income to over 10% per year. • Implemented corporate initiatives developed through annual strategic planning session. This led to sales growth of 20% per year through year 2000. • Received Customer Choice award voted by all customers of Maxon Inc. for service rendered.

Position reported directly to the Vice President of Sales and Marketing and interacted directly with all major customers of Maxon and included negotiating contracts and establishing proper marketing of our company and our products. Sales of Maxon tripled to $50 MM in this timeframe. • Built Mail Order channel business from under $1MM per year to over $8MM per year in sales. • Negotiated long-term contracts with business partners in Mail Order, Superstore, Wholesale and Contract channels of distribution. • Supervised trade-show participation by company members and independent rep groups. • Designed new products and presentations for efficient layouts in all marketing materials for Maxon and each customer. • Evaluated all new product introductions established pricing to achieve annual operating income of over 6% annually. • Wrote original training plan for "University" type sales and product training for customers and representatives.