This document summarizes the experience and qualifications of a senior sales and business development executive. They have a proven track record of exceeding metrics and generating revenue. Their experience includes turning around unprofitable businesses, successfully selling entrepreneurial ventures, and holding global leadership roles in sales for large technology companies. They have experience leading worldwide sales teams, developing new markets and channels, and building profitable businesses.
Gary P. Williams has over 20 years of experience in product development, marketing, sales, and leadership. He has a proven track record of success in start-ups, turnarounds, and established companies. His areas of expertise include new business development, sales strategies, product launches, and operational improvements. He currently serves as Vice President of Product Management and Marketing at Broadview Networks, where he has delivered strong growth and increased revenues.
Mark McEwen has over 25 years of experience in sales and consulting roles within the technology industry. He has consistently exceeded sales quotas across multiple companies and achieved several of the largest sales deals within Australia and globally. McEwen has expertise in both selling software/solutions and managing the delivery of consulting services to customers such as the Australian Federal Government.
Michael P. Bradley has over 20 years of experience in sales, marketing, and leadership roles in the technology industry. He has a proven track record of exceeding sales quotas and growing revenue. Bradley's background includes positions at Cisco Systems, Nexthaus Inc., Point-One Communications Inc., and BTI, where he managed teams, developed marketing strategies, negotiated contracts, and consistently exceeded sales targets. Currently, he owns and operates Work-Link, a nonprofit that places inmates in jobs upon release.
Rod Kennard is an operations and sales executive with over 20 years of experience leading complex organizations across multiple industries. He has a proven track record of driving productivity, revenue, profitability and value. Some of his accomplishments include improving operating profit by 63% and sales by 11% as Central Region Director of Operations, and growing government sales by over 82% as National Director of Sales, Government Services. Kennard holds a Master's Certificate in Project Management and served in the United States Army, earning a Bronze Star.
Mark Campbell has over 20 years of experience managing multi-site retail operations and has consistently improved performance and increased profits and sales. He is currently an Area Director for Pep Boys overseeing 10 stores with over $26.5 million in annual revenue. Previously he held leadership roles at RadioShack and American Golf Corporation.
This summary provides the high-level information about Christopher M. Szal's resume in 3 sentences:
Christopher M. Szal has over 25 years of executive sales leadership experience in wireless communications and real estate development. He has a proven track record of accelerating growth and maximizing profits through strategic sales programs, team building, and new market development. The resume highlights his accomplishments growing revenues over $500 million as Regional Vice President and General Manager for two wireless companies.
Cecil Augustine is seeking a leadership role in operations, sales, marketing, or customer service with 19 years of experience achieving business growth objectives. He has a track record of streamlining operations, invigorating businesses, and enhancing productivity and controls. His core strengths include strategic planning, business development, channel management, product promotions, and team management.
Andrew Singleton is an experienced key account manager and sales executive with over 20 years of experience driving revenue growth. He has a proven track record of exceeding sales goals through strategic partnerships, new client acquisition, and process improvements. Singleton is fluent in Spanish and has worked across various industries including financial services, healthcare, manufacturing, and retail.
James Yeagle - Regional & National Sales LeadershipYeagleJames
• I.T. Staff Aug, I.T. SOW
• Led sales teams with revenues that have ranged from $17 million to over $100 million.
• Led sales teams as small as 6 to teams as large as 75.
Alan Gilchrest - eCommerce ; multichannel leaderagilchrest
Alan Gilchrest has over 13 years of experience in senior-level management roles focusing on strategic planning, program and portfolio management. He is currently a Senior Program Manager at Target Corporation leading their multichannel strategy initiative. Previously, he held management consulting roles at Deloitte advising clients on direct to consumer and technology integration strategies.
Todd W. Smith - Senior Sales & Marketing Professional ResumeTodd W. Smith
An innovative, results-oriented, leader qualified by more than 13 years of successful, business-to-business, consultative solutions sales, marketing, account/channel management and business development experience. Recognized as one of the Top Client Managers within IBM’s Americas’ organization. Proven track record of consistently exceeding sales goals. International experience selling to senior executives in both Fortune 500 and Small and Medium Business customers throughout North America. A creative thinker with strong analytical, strategic planning and problem solving skills. An enthusiastic, high-energy individual with a tenacious sales attitude. Exceptional customer service, interpersonal, time-management, organizational, communication and relationship building skills and solid ethics and integrity.
Don Repshas has over 20 years of experience in general management, business development, marketing, and operations. He has a proven track record of growing revenue and profits. His experience includes overseeing marketing, national accounts, and a $100M direct distribution business. He has experience developing strategic plans, building teams, and driving business growth.
Barbara Santoro Resume - Sr Level Mgmt Mar 2015Barbara Santoro
Barbara Santoro has over 20 years of experience in senior level management and leadership roles in the waste management and telecommunications industries. She has a proven track record of developing high-performing teams, exceeding sales and operational targets, and driving key metrics. Her areas of expertise include account management, business development, revenue growth, customer service, and client relations. She is currently seeking a new leadership opportunity where she can utilize her skills developing strategies, motivating employees, and delivering results.
Brenda Keller is a sales executive with over 15 years of experience exceeding sales goals across multiple industries. She has a proven track record of developing strategies to achieve record-setting sales and developing relationships to expand distribution. Her expertise includes business development, product launches, negotiations, and team leadership. Keller currently works as a Region Sales Manager, where she manages a team of 30 brokers and exceeds sales targets at national accounts.
Shaun Wheeler has over 10 years of experience in business development, sales, and marketing. He has a track record of exceeding revenue goals across various industries. Wheeler is skilled in developing strategic plans, managing client relationships, negotiating contracts, and leading sales teams. He aims to help organizations increase productivity, lower costs, and boost revenue through new business acquisition and improved processes.
John Valdez has over 25 years of experience leading large sales teams and setting sales records across multiple industries. He has received national awards for his success in sales, productivity, and profitability. As the National Director of Sales and Marketing at InterServ, he oversees $220M in annual revenue and leads a team of 220 people. Prior to this role, he held several Vice President roles where he exceeded sales goals and developed new business. He has a proven track record of turning around underperforming teams and developing high-potential employees.
William Vargo has over 16 years of experience in senior management roles focusing on operations, sales, marketing, and business development. He has a proven track record of improving profitability through process improvements and cost reductions. The document provides a summary of his qualifications and professional experience in various leadership roles within the telecommunications, manufacturing, and military industries.
Nicholas Ledingham has over 30 years of experience in senior leadership roles across various industries. He helped transform underperforming businesses by developing strategic plans and implementing organizational changes. This included recruiting new management teams, establishing sales and training programs, and improving processes. As a result, the businesses experienced substantial revenue growth, increased profitability, and were well-positioned for long-term success.
Nicholas Ledingham has over 30 years of experience in senior leadership roles in a variety of industries. He helped transform underperforming businesses by developing strategic plans and implementing organizational changes. This included recruiting and developing high-performing teams, establishing sales and training programs, and improving processes. As a result, the businesses experienced substantial revenue growth, profit increases, and market leadership.
Michael Hofbauer is a highly accomplished professional with extensive experience in general management, program management, customer relationship management, business development, sales, marketing, and IT consulting. He has over 10 years of experience managing teams and projects across multiple industries and countries in the Middle East, Europe, and Africa. Currently, he works as the General Manager for NovaTec Consulting in the Middle East region, where he is responsible for establishing the company's operations and developing new business lines.
SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVEClayton Bonn
Clayton Bonn has over 15 years of experience in senior sales and business development roles. He has a track record of consistently exceeding sales goals and driving double-digit revenue growth. Clayton has expertise in strategic planning, customer relationship management, and sales management. He builds strong customer relationships through his industry knowledge and customer advocacy.
The document is a global business plan for exporting fruits and vegetables from Pakistan to Australia. It provides details on the company, products, target markets, competitors, and environmental analyses. The business will be financed with $10,00,000 from the owner and a $5,00,000 bank loan. The goals are to gain 50% market share, export 175,000 tons worth $60 million annually, and increase sales and jobs over time.
Sales business development account plan ahnna wAhnna Weber
Ahnna Weber is applying for a strategic accounts and business development role. She has a strong sales background and has exceeded goals and sales targets in previous roles. Her goals are to exceed expectations, take on additional responsibilities, assist with margin expansion, and contribute to making her future employer the #1 company in their industry. She outlines her thoughts on developing strategic partnerships, conducting a state of the union analysis in her first 90 days, conducting customer and account snapshots, and other strategic account management best practices.
My First 90 Days - Strategies for SuccessSuresh Kodoor
Your First 90 days in a new organization are critical in laying a strong foundation for sustained long-term success. Plan to follow a defined framework to make your transition to the new Company a success for everyone involved!
This document outlines Nat Evans' 30-60-90 day plan as a new sales consultant. It includes an overview of Nat's professional experience in IT sales and the military. The plan details activities for the first 30 days such as learning company offerings and developing sales goals. Activities for days 30-60 include managing past performance and prospecting new opportunities. Activities for days 60-90 focus on monitoring results, closing opportunities, and exceeding sales quotas to prove impact within 90 days.
The document outlines the career experience and qualifications of Patrick Stayer, including over 25 years of experience in senior sales leadership roles in the enterprise software industry. Stayer has a track record of driving revenue growth and optimizing sales processes at companies like Compuware, CA Technologies, and as an independent consultant. He brings expertise in strategic planning, sales operations, business development, and leading organizational change to maximize revenue generation.
This document provides a summary of Timothy J. Rowe's experience including over 15 years in marketing, services, sales, software development and operations roles at both startup and Fortune 100 companies. It highlights his experience in strategic planning, community development, customer support, cross-group coordination, innovation management and performance management. Specific experiences at Microsoft from 1998-2010 are detailed covering roles such as Adoption Strategy Lead, Infrastructure Optimization Lead, and Senior Product Manager.
- Richard Gatz is a sales management professional with experience leading teams and driving revenue growth for technology companies. He has expertise in strategic planning, business development, sales operations, and turning around underperforming organizations.
- Gatz holds an MBA and has launched new products and programs to increase sales, diversify offerings, and generate over $2 million in new revenue opportunities.
- His career includes regional leadership roles with HP, Belkin, and startup companies where he developed sales strategies, trained teams, and exceeded sales goals.
Constance N. Cascaddan is a business development professional with over 20 years of experience in marketing, sales, and account management. She has a proven track record of exceeding sales goals across multiple industries including printing, telecommunications, and information management. Her strengths include strategic planning, solution design, contract negotiation, and new business development.
Wooyong Shin has over 20 years of experience in business management and marketing roles. He has a proven track record of driving growth, developing strategic plans, managing teams, and launching new products successfully. Some of his past roles include General Manager of Misty Mountain Inn & Suites, Country Manager of Sunrider Korea, and various product management and marketing positions at Anam Legrand and Philips Korea. He has strong skills in leadership, strategy, operations, marketing, and communication.
Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
Michael Taylor Resume Sales, Business Development,Account Management & Cl...Michael Taylor
Michael Taylor has over 25 years of experience in business development, sales, and strategic account management. He is currently the Director of Business Development at Taylored Services, where he has increased annual sales from $10 million to over $25 million. He has a proven track record of exceeding sales quotas and securing large accounts. Taylor possesses strong communication, negotiation, and leadership skills and has consistently earned top sales performance awards throughout his career.
Herbert Edwards has over 20 years of experience exceeding annual revenue goals in business software, IT services, and data solutions. He has a track record of leading high-performing sales teams to achieve multi-million dollar quotas. His expertise includes technical consultative sales, cloud solutions, contract negotiation, market segmentation, and client needs assessment.
Donald Paladino has over 25 years of experience leading marketing and sales for various companies. He is currently the VP/Director of Marketing & Sales at Balance Point Fitness, where he helped grow membership from zero to 120 members through coordinated marketing and sales strategies. Previously, he held leadership roles at Seragio Group Consulting and Vertex Packaging, where he developed strategic plans and executed projects that increased sales by over $1 million. He has a proven track record of growing businesses and generating revenue through marketing, sales, and operations management.
Richard Lopez del Rincon has over 25 years of experience leading high growth sales, marketing, and customer success teams. He has a proven track record of scaling organizations and growing revenue from $0 to over $40 million. He is an expert strategist with extensive experience developing business models and raising capital from investors.
Jeff Walters has over 20 years of experience in retail merchandising management. He is currently the Vice President of Operations at Signature Retail Services, where he leads a team of 1,000 employees and oversees $25 million in revenue. Previously, he held Director of Operations and Regional Operations Manager roles with increasing levels of responsibility. Walters has a proven track record of improving sales, operations, and customer satisfaction through restructuring, implementing best practices, and developing strategic plans. He is skilled at analyzing opportunities and driving profitable growth.
Michael Disser is a sales and marketing executive with over 20 years of experience growing revenue through strategic initiatives. He has a proven track record of expanding market share and accelerating sales growth in competitive industries. His core competencies include expertise in the industrial and construction equipment industry, new business development, cross-functional leadership, and technology solutions innovation.
Ron Shell has over 20 years of experience in marketing and sales management for enterprise technology companies. He has a track record of growing revenue through strategic planning, business development, and overseeing sales teams. Some of his accomplishments include developing global partnerships that increased revenue from $0 to $650k, launching new products that generated 15 pilot projects, and facilitating deals that resulted in $4 million in gross revenue. He holds an MBA from Carnegie Mellon University and specializes in sales leadership, software sales, and technology sales.
Brian Harbaugh has over 16 years of experience in recruiting, sales, and human resources. He has a proven track record of exceeding sales goals and recruiting top talent. Harbaugh has recruited for companies like Burns and McDonnell, Kiewit, and Yoh. He consistently achieves over 100% of his sales goals and has received numerous awards for his performance. Harbaugh has strong communication, negotiation, and problem solving skills.
Joseph Young has over 25 years of experience in regional sales management and business development. He has a proven track record of consistently delivering sales growth and budget overachievement. Most recently, he served as Regional Sales Manager for Atmel Corporation in Canada from 1995 to 2014, where he managed annual revenues of over $15 million and expanded market share for a key product from 0% to 30%. He maintains expertise in strategic sales planning, CRM systems, and managing global client relationships.
Andre Muller has over 20 years of executive experience in sales, marketing, distribution, operations, finance, and HR across the video game industry. As CEO of Alpha Games LLC since 2008, he has focused on broadening the video game industry. Previously, as President/COO of Alliance Distributors from 2003-2007, he grew annual revenues from $10 million to $81 million through sales growth, marketing campaigns, and key partnerships. He also established distribution facilities. As EVP of Jack of All Games from 1998-2002, he drove revenue growth from $20 million to $35 million through aggressive sales and marketing initiatives.
Diana M. Sweetwood is a seasoned executive with over 13 years of experience managing consulting practices at IBM. She has a proven track record of developing strategies, leading teams, and driving growth. Her experience includes managing teams of up to 400 consultants, exceeding revenue targets, and successfully leading international assignments in Australia. She holds an MBA in Finance and certifications in accounting.
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2. SENIOR SALES AND BUSINESS DEVELOPMENT EXECUTIVE
Decisive, results-driven executive with global high tech expertise and record of exceeding corporate & client metrics
High-energy sales executive with a proven track record for generating revenue and building profitable businesses. Hands-
on, transformational leader, who conveys vision, inspires people to action and executes with urgency across all functions of an
organization. An individual possessing a positive attitude with a good sense of humor, high values, strong work ethic and
unquestionable integrity. Broad leadership experience in sales, marketing, process development, and executive-level operations.
• As President and General Manager of the SunKorea operation, successfully turned around an unprofitable business to achieve
sustained growth and profitability by resolving internal operational and staffing issues.
• Masterminded an innovative, cutting edge business venture and successfully positioned it for a lucrative sale.
Industry reputation as an executive with successful experiences in diverse disciplines including direct, global, and international sales
– ranging from leading worldwide sales teams at Fortune 500 corporations to entrepreneurial ventures.
EXPERIENCE & ACHIEVEMENTS
ClearEdge Power, Inc.
Director, Global Strategic Sales • March 2011-Present
Responsible for developing and executing new business opportunities including: new geographical markets, partner
programs and the global energy industry. Closed the largest order in the companies history-$40M.
Boston-Power, Inc.
Sr. Director, World-wide Sales • August 2010-November 2010
Recruited to develop and lead a global sales force, create an indirect sales channel and to develop scalable sales process to
manage the business.
3. VERSATILE
Executive Vice President, Business Development • 2007 to July 2010 (Acquired Sagent Solutions)
Retained as EVP following acquisition of Sagent Solutions to transform the company from a product-oriented reseller to a
solutions-driven service organization.
Lead the virtualization practice that designed, developed, and delivered end-to-end mission critical information solutions – from the
data center to the desktop. Representative projects:
• Education —Centralized infrastructure and focused global access development capacity, intellectual property, and key
architecture for the largest provider of educational content in the industry. Garnered offshore business agility on a global scale
with VDI mechanism.
• Financial Services — Architected a solution for Fortune 50 investment banking firm to enable disaster recovery
solutions, compliant with SEC mandate and conforming to corporate risk and mobility concerns. Unseated incumbents and
provided a more agile solution at a lower cost.
SAGENT SOLUTIONS; Somerset, NJ
Managing Director & Founder • 2005 to 2007 (Sold to Versatile 2007)
Developed business model, business plan, and execution strategy to launch a new business enterprise that provided bundled
virtualization products and services addressing the full range of IT infrastructure needs.
Built boutique system integrator focused on virtualization technologies enabling enterprises to leverage cost efficiencies and agility
benefits of virtualizing their IT infrastructures. Provided an extensive suite of services in the areas of desktop, server, and storage
virtualization. Originated and maintained strong business relationships with several Fortune 50 clients and numerous mid-markets
customers
Grew company from zero to a multimillion-dollar organization and proactively positioned and sold Sagent Solutions to
Versatile, which expanded their solutions portfolio to their customers.
GRAHAM CONSULTING GROUP LLC; Edison, NJ
Principal Partner • 2004 to 2005
Provided sales and marketing consulting services focused on channel strategy and go-to-market initiatives from startup companies to
Fortune 10 corporations.
Independently engaged business opportunities to provide strategic direction, fuel fresh strategies, and propose technology insight along with
practical operational management, program/project leadership, and business intelligence for diverse clients and industries. Selected projects
included:
• Top Fortune 50 Technology/Electronics Corporation — evaluated competitive programs and presented assessments to compete in the
global channel; developed comparisons and practical marketing solutions.
• Startup Software Company — engaged by parent company to perform due diligence/assessment of their business plan; made
recommendations on long-term sales focus, messaging, and go-to-market strategies.
4. LUCENT TECHNOLOGIES; Murray Hill, NJ
Group Vice President, Global Business Partners • 2003 to 2004
Recruited to champion a top strategic initiative to develop business partnerships and alliances for the enterprise.
Led 200-person global sales team with revenue quota of $575M to Lucent’s second tier accounts through its 300+ channels and
alliance partners. Hired a new senior leadership team in both APAC and China.
• Spearheaded a cross-functional team uniting Lucent’s diverse, multiple channel programs into one corporate-wide channel
architecture providing a consistent message to partners, customers, and analysts.
• Successfully launched new channels for the enterprise market that generated $100M in pipeline opportunity.
SUN MICROSYSTEMS [1988 to 2003]; Menlo Park, CA
Vice President Sales Operations & Partner Sales – Asia Pacific Region • 2000 to 2003
Provided leadership for 500-person organization with a broad array of responsibilities including Partner Sales, APAC
Corporate Accounts, Call Centers, eBusiness, M&A integration, sales processes, productivity initiatives
Led $2.5B partner sales organization across multiple Asian geographies that were responsible for recruiting, developing, and
managing all partner types: Independent Software Vendors (ISV’s), Distributors, Value Added Resellers (VAR’s), Systems
Integrators (SI’s). and Original Equipment Manufacturers (OEM’s).
• Restructured the sales strategy and resource alignment to concentrate on SIs, ISVs, and OEMs resulting in hundreds of new
partners and generating $100M+ incremental revenue in new markets.
• Successfully advanced APAC’s corporate/major accounts to an average 20% growth in a down economy while increasing
customer satisfaction 30% by implementing a new coverage and engagement model.
• Integrated disparate sales and service organizations into one cross-functional team resulting in $2M cost savings and increased
levels of service to employees, partners and customers. Achieved highest partner satisfaction ratings in the world.
• Architected and implemented five new calls centers across Asia and incrementing revenues by $20M in low-end products and
services.
President – SUNKOREA; Seoul, Korea • 2001 to 2002
Appointed to interim position to turnaround six consecutive negative quarters of both revenue and profitability. Relocated to
Korea to assess situation and take corrective actions.
• Accountable for $350M in revenue and full P&L responsibility; directed a team of 325 multicultural sales and service
professionals. Led a cross-functional team to officially license Samsung, LG, SKTelecom on Sun’s Java technology and eliminating
any IP violations.
• Transformed SunKorea into a profitable organization within two quarters; achieved both revenue and profitability metrics 103%;
refocused the sales and service organization around targeted accounts.
• Rebuilt the Korean leadership team by hiring a new, permanent President and senior management team.
5. Sun Microsystems (continued)…
Regional Sales Director, US Channels • 1997 to 2000
Responsible for leadership of 80-person sales and technical organization focused on recruitment, development, and
management of channel partners and revenue responsibility exceeding $1B.
Achieved quota assignments each year by an average of 120% through innovative recruitment initiatives; teams were consistently
recognized for performance. Transformed a stagnant sales organization into a highly functioning business unit through rigorous
performance management.
• Generated $100M incremental sales by refocusing the partner recruitment strategy to attract Proprietary Value Added Resellers.
• Successfully launched the new iForce channel program to 700+ Value Added Resellers and Distributors in the United States
resulting in $1.7B revenues and 30+% growth.
• Team received numerous worldwide leadership and excellence awards including Rookie of the Year, US Sales Representative of
the Year, District Manager of the Year, and Regional Director of the Year.
Marketing and Business Development Director, North East Area; Paramus, NJ • 1994 to 1997
Led a 20-person cross-functional field marketing and business development organization aligned by industry, application, or
product sales and marketing. Managed a $5M marketing budget.
Built the first field business development organization focused on industries, applications, and product sales initiatives; fueling the
next wave of growth opportunities such as storage, ecommerce, and new industries.
• Transformed Sun’s sales coverage model by segmenting and aligning resources around targeted industries and large, named
accounts resulting in dozens of new accounts and 40% growth.
• Orchestrated innovative go-to-market sales initiatives for emerging growth opportunities and provided solution-selling
expertise, which was subsequently rolled out worldwide.
Global Account Manager, Merrill Lynch; NY, NY • 1993 to 1994
Responsible for the global sales leadership of 6 sales representatives and $25M sales quota.
First Sun financial services team to penetrate into the core back office applications that formerly resided on the Mainframe.
Exceeded sales objectives by 148%.
Enterprise Computer Consultant, North East Area; Somerset, NJ • 1991 to 1993
Business Development Manager responsible for expanding Sun’s growth beyond the technical workstation markets into the
commercial markets with enterprise servers.
Exceeded Revenue target by 200% and 150% respectfully and was the highest performing region in enterprise server sales
worldwide.
Sales Representative AT&T; Somerset, NJ • 1988 to 1991
Achieved revenue targets in the 120-180% range each year. Closed new OEM design wins resulting in $100M+ annually and
beating incumbent HP.
6. Other experience:
FLOATING POINT SYSTEMS; Woodbridge, NJ — Sales Representative • 1986 to 1988
DIGITAL EQUIPMENT CORPORATION; Los Angles, CA — Sales Representative • 1980 to 1986
EDUCATION
BS Degree in Business Management, THE PENNSYLVANIA STATE UNIVERSITY • 1979
7. Over 30 years of progressively diverse general management, sales and business
development experience in hardware, software and services both domestically and
internationally. Founded a successful business and held senior roles with companies
ranging from venture capital-backed, early stage firms to Fortune 500 technology
organizations. An established and proven track record for generating revenue, building
profitable businesses and providing successful leadership. A reputation as an
innovative, hands-on leader with unquestionable integrity. Relentless focus on people
development and transforming organizations through up and down business cycles.
Lives by the "Golden Rule" and believes that "positive thoughts produce positive
results" and good humor makes all things tolerable.