DENNIS G. P. HOTH

Develops Sales Teams that Deliver Outstanding Results! PO Box 60172
Irvine, Ca 92602
909.297.6486





Excellent at creating relationships and developing a team atmosphere; motivating
staff to high levels of individual and group performance

Strong organizational, interpersonal, and communication skills, with the ability
to lead and motivate others  *  effective presentation skills 

Adept at identifying & capturing market opportunities, accelerating expansion, &
positively impacting profits and growth in “specialty shops * 

Efficient, detail-oriented, skilled at time management and works well under
pressure

An outside-of-the-box thinker
 SALES MANAGEMENT / BUSINESS DEVELOPMENT

**Developed and implemented high-caliber sales and marketing strategies within
the lighting industry  *  extensive operations experience

**19 years management experience

**Consistent, verifiable record of sales achievement and positive growth through
increased profitability and market analysis

**Recruits, trains and motivates sales teams to learn product and consistently
increase sales

**An effective communicator, who listens to customer needs, and builds and
maintains great customer rapport 

**BS, LYNDON STATE COLLEGE, Lyndonville, VT

Core Competencies include: Marketing ~ Operations ~Sales Training ~ Account
Development & Management 
Strategic Planning ~ Influential Selling ~ New Product Launch ~ Territory
Development ~ Relationship Management ~ Merchandising
Leadership ~ Negotiating ~ Customer Service ~ Merchandizing ~ Budgets & Finance
~ Written/Oral Communications ~ Promotions
PROFESSIONAL EXPERIENCE

Yosemite Home Décor, Fresno, CA
Manufacturer of home décor building products
NATIONAL SALES MANAGER, 2010  *  Present

Challenged with increasing sales and gaining national exposure for a young
regional company, in a weak economy. 
 *  Established 22 new territories.
 *  Trained, overhauled and expanded the sales force nationally going from 16
sales agencies to 37.
 *  Doubled the average monthly sales within 9 months.
 *  Personally oversaw the set  * up new permanent showrooms and participated in
additional regional trade shows.
 *  Landed exposure in major industry publications
 *  Consulted with revamping analytical information used for effective
management purposes
 *  Consulted with product development and was instrumental on the hiring of a
product design professional

MAXLITE, Fairfield, NJ
Manufacturer of commercial and residential energy efficient lighting
VICE PRESIDENT OF SALES, WESTERN REGION, C&I DIVISION, 2007  *  2009

Challenged with increasing revenue and market share, developing strategic sales
and marketing plans, implementing communications and sales strategies, develop
budgets, direct the 10 sales territories, explore new channels and regain the
confidence of the sales staff and customers.
 *  Surpassed profit goals, showing the highest margins ever in the region
 *  Regained trust of sales force, after being the fourth sales manager in 2  
years, by setting a clear vision, investigating past issues, and being available
to the team 24/7
 *  Corrected inventory issues, thus regaining the confidence of the customers
and the sales force, and substantially increasing sales
 *  Worked with California utilities to capitalize on energy rebate programs

DENNIS G. P. HOTH PAGE TWO

WOODBRIDGE LIGHTING, Fontana, CA
Manufacturer of decorative residential lighting
NATIONAL SALES MANAGER, 2007

Established and trained a national sales force that accurately reflected company
objectives.
 *  Increased sales after revamping the Dallas showroom to highlight more
product
 *  Key player in designing new fixtures and introducing them in the showroom
 *  Developed market promotions that increased sales, yet addressed inventory
concerns


AMERICAN-DEROSA LAMPARTS, Los Angeles, CA
Manufacturer of commercial and residential lighting fixtures and furnishings
NATIONAL SALES MANAGER, 2004  *  2007

Handled the training, productivity enhancement, and overall day-to-day
management of a national sales team, consisting of 24 sales agencies, and 47
agents Supervised, trained and did scheduling for OEM House Reps. 
 *  Increased sales from $20 million to $$50 million by:
o Developing customer awareness to the product line by obtaining customer
feedback as to desired fixture design, and implementing those product changes.
o Switching company culture from a parts company to a fixture company, where
revenue had been from 20% fixtures and 75% parts, and going to revenue coming
from 75% fixtures and 20% parts
o Created a Quote Matrix, designed to give reps the authority to quote customers
immediately thereby facilitating sales closure 
o Overhauling the Dallas Market Showroom and upgraded promotional products,
bringing in substantially more revenue
o Taking on an active role in the layout and development of new company
catalogs, in order to better reflect the goals of the company and to facilitate
sales.
o Increasing sales proficiency, providing sales training, sales guides, support
materials & sales incentives

QUOIZEL, Phoenix, AZ
A lighting and home furnishings company
SALES REPRESENTATIVE, 2000  *  2004 

Marketed and sold lighting products and home furnishings to independent and
national dealers. Planned and implemented targeted sales activities to build and
maintain the business.
 *  Doubled sales volume by implementing business strategies that increased
company profitability
 *  Quadrupled the customer base by establishing a sales territory in Arizona,
Nevada, and eastern California
 *  Collaborated with customers on how to re-merchandise their showrooms in
order to have better turns of company products
 *  Feedback from Rick Seidman, President of Quoizel: “I know that you are a man
of high integrity and admire your professionalism and upbeat attitude. * 

AGWAY RETAIL GROUP, Syracuse, NY
A regional chain of retail farm, home and garden stores
MANAGER, 1998  *  2000 

Managed nine eastern New York store locations, energizing initiatives in the
areas of new business development. Supervised and trained staff on purchasing,
product knowledge, merchandising and sourcing for gardening and home décor
products.
 *  Redesigned home décor departments at branch locations, and assisted in
purchasing nursery products for the locations
 *  Recognized as leading Sales Representative, receiving numerous awards for
leadership, outstanding work performance, and contributions to the organization

PROFESSIONAL AFFILIATIONS
Member  *  American Lighting Association ~ Member  *  American Landscape
Contract Association