STEPHEN D. YATES
3924 S 325th Place, Federal Way, WA 98001 // 253-235-5094 //

MANAGER/BRANCH OPERATIONS
P&L / Consultative Sales / New Business Development / Operations / Inventory Management
Cost Reductions / Account Management / New Markets / B2B & B2C / Training and Development

Results-driven leader combining proven sales, marketing and operations track record for construction product manufacturers and distributors. Identified, developed and expanded key accounts, meeting customer needs and delivery times. Adept at team building, market development, product pricing, and contract negotiations.

- Stabilized sales and restored customer confidence at Florida Tile branch.
- Cut transportation costs by 35% and overall expenses by 15% at Florida Tile branch
- Increased specialty product orders ten-fold at Mutual Materials branch, achieving 2.4M annual sales.
- Penetrated new market for Mutual Materials, increasing branch sales 17% in first year.
- Transitioned Mutual Materials operations to newly constructed branch with no disruption in service.
- Demonstrated superiority of Mutual Materials product, securing $75K sale to townhouse siding project.

Special Skills: Building first rate teams to improve sales while personally accounting for revenues . . . Streamlining operations to cut costs . . . Negotiating major deals . . . Analyzing complex business challenges . . . Creating profitable solutions through out-of-the-box thinking . . . Dynamic team leader, maximizing loyalty and retention..
CCTS Certification authorized by CTDA

BS, International Business and Marketing, double major, Warner Pacific University, Portland, OR.

Highlighted Accomplishments
Stabilized sales and restored customer confidence. Branch sales declined 50% during first 6 months of 2006. Restored customer confidence by having current inventory in stock, updating customer displays, developing consistent relationships, prompt and courteous service.

Cut transportation costs by 35% and overall expenses by 15% from 2008 at Florida Tile branch. Decreased total inventory by 20%. Increased productive inventory resulting in a 35% decrease in transportation costs. Reviewing expenditures and making adjustments resulted in cutting overall expenses by 15%.

Increased specialty product orders ten-fold at Mutual Materials branch, achieving $2.4M annual sales. Branch was losing contractor business because of insufficient landscaping inventory. Reorganized work yard to accommodate larger quantity of products. Improved training, increasing staffs ability to answer product-related questions. Referred business to targeted accounts, establishing closer relationships with contractors to grow sales.

Penetrated new market for Mutual Materials, increasing branch sales 17% in first year. Company wanted to penetrate brick market in new location, but found local contractors reluctant to change vendors. Identified gray brick product that was not available from competitors. Established relationships with local mason contractors, demonstrating product quality and delivery service reliability. Secured initial orders, growing add-on orders to $500K annually.

Transitioned Mutual Materials operations to newly constructed branch with no disruption in service. Company built larger facility, expanding marketing territory while incorporating existing branch to create showcase branch. Set up new facility and cleared out old facility simultaneously, without any downtime. Balanced inventories at both facilities, maintaining JIT deliveries. Transferred receiving process to new facility seamlessly, providing uninterrupted service.

Demonstrated superiority of Mutual Materials product, securing $75K sale to townhouse siding project. Company targeted project slated to use outside siding products other than bricks. Built several sample brick panels and demonstrated value and quality of brick siding, securing commitment to use brick on first ten townhouses in project. Captured additional order for five remaining townhouses to use brick siding after contractors viewed finished results.

Career History
Branch Manager, Florida Tile - Seattle, WA Sept. 2006 - October 2009. Oversee operations and sales force from Chehalis to Bellingham, Spokane , Idaho, and Alaska. Stabilized sales and restored customer confidence. Cut expenses. Put company goals into practice w/introduction of new porcelain plant and complete product line.

Branch Manager, Mutual Materials, Inc. 1986 - 2006
- Vancouver WA Branch, 1998- 2006, 1986 - 1991. Grew annual revenues from $2M to $8M+. Managed 13 staff. Managed wholesale accounts such as Home Depot. Scheduled deliveries in Southwest Washington, North and Northeast Oregon to meet JIT customer demands. Advised customers on new products, maximizing sales. Conducted sales training sessions.

- Clackamas, OR, 1991 - 1998. Grew annual revenues from $2.5M to $3.5M+. Conducted product demonstrations of masonry and hardscape materials generating interest and improving sales. Sourced, hired, and trained ten staff. Controlled 1000 product inventory, reducing costs. Maintained delivery schedule. Held full P&L responsibility.