Southeast affiliated food sales, inc



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MICHAEL K. SCARBROUGH

3260 Boulder Drive

Stockbridge, GA 30281

Tele: (678)413-1208

Fax: (678)413-4684

Cell: (404)542-4682

E-mail: msfds@comcast.net


EXPERIENCE

February 2000 –Present

SOUTHEAST AFFILIATED FOOD SALES, INC.
Owner/ Sales Manager

Started my own sales company covering the Southeast. I represent foodservice manufacturers in marketing

their products in the region.
Most noteworthy achievements include:
Sunshine Fresh (refrigerated pickles)


  • Established broker sales representation in five states

  • Increased dollar sales in five years from $1.3M to $3.0M

  • Key accounts sold: Atlanta Bread Company, Ted’s Montana Grill, Buffalo’s Café, Sub Station II, I-Hop Franchise Group (Florida), Rising Roll Deli’s, Lenny’s Subs, Roadhouse Grill, Hops Bar & Grill

Mount Olive Pickle Company (shelf stable pickles)



    • Sold Huddle House private label pickle program

  • Awarded Florida school bids through US Foodservice, Florida

Duda Celery Company (canned celery)



    • Sold B&H Foods – manufacturer of retail salad products

    • Awarded Florida school bids through US Foodservice, Florida



CONAGRA FROZEN FOODS May 1998 – February 2000
Regional Sales Manager

Responsible for sales in Southeast, including Georgia, Florida, Tennessee, Alabama, Mississippi. Customer base includes foodservice distributors, Walt Disney World Company, regional chains, major healthcare accounts, and colleges and universities. Product categories - Frozen steam tray entrees, breakfast entrees, retail pack entrees, frozen pastas and sauces.


Most noteworthy achievements include:


  • Increased sales in FY’99 by 24% (period ending May 1999) - $325,000.

  • Opened new buying distributors in FY’99 - Sysco Atlanta; Sysco Jacksonville, FL; Sysco Jacksonville, MS; Sysco Central Alabama; Alabama Food Group; PYA Montgomery, AL; - potential volume increase $650,000.

  • Manage six brokers (two new hires) in the Southeast. Involved in extension sales and product training with all brokers.

  • Involved in Sodexho/Marriott - Marriott roll out. Coordinated new program with Regional Managers, District Managers, Distribution network and operator accounts.



MICHAEL K. SCARBROUGH Page 2

SORRENTO CHEESE COMPANY Sept. 1997 - May 1998
Regional Sales Manager

Responsible for sales in Southeast/Southwest, including Georgia, Florida, North and South Carolina, Tennessee, Alabama, Mississippi, Arkansas, Louisiana, Texas, Oklahoma. Customer base includes foodservice distributors, regional chains and major Italian restaurants and pizzerias. Product categories - Italian and specialty imported cheeses.


Most noteworthy achievements include:

  • Increased sales in last quarter of FY’97 by 15% - $2.5M.

  • Increased volume for first two months of FY’98 by 32% over FY’97 - $1.8M.

  • Opened new buying distributors since November 1997 - Sysco Southeast Florida, Robert Orr Sysco, Hardin Sysco, Cochran Sysco, Parkway Foods - potential annual volume increase $6.0M.

  • Manage eight brokers (three new hires), and three in-house Italian Specialists.

  • Involved in Sysco Corporate Italian Specialist training program throughout my region.


JOHNSONVILLE FOODS 1994 - 1997
Southeast Regional Sales Manager

Responsible for sales results in Alabama, Georgia, Florida, North Carolina, South Carolina, Tennessee, Virginia, and Mississippi through the management of seven foodservice brokers. Customer base includes foodservice distributors, C-Store Groups, Regional Chains, and major end users in all foodservice segments: Product categories - Specialty sausage products (“Brats”, Italian, polish, breakfast sausage) fresh pastas and sauces, and appetizers.



Most noteworthy achievements include:



  • Increased Regional sales volume from a zero base to $1.5 M in two years.

  • Interviewed, hired, and trained brokers for seven new territories.

  • New business developed - (annual sales - $600,000) - Walt Disney World, Apple South Inc. (Applebee’s franchise group), all major league sports teams in South Florida, Atlanta Braves Baseball, Opryland Theme Park, Hooters Management Corp., large school systems.


BORDEN FOODSERVICE 1988 - 1994
Southeast Regional Sales Manager (1993-1994)

Responsible for sales results in Georgia, Florida, Alabama, and Puerto Rico, through the management of five brokers. Customer base included foodservice distributors, regional chains, and major end users in all foodservice segments. Region - $40.0M annual volume. Major producer of salad dressings, portion control condiments, soup bases, and Borden branded products.

Most noteworthy achievements include:


  • Increased Regional sales by 10% - $2.6M over previous year during transition from direct sales force to broker network.

  • Interviewed, hired and trained new brokers.

  • New business developed (annual sales - $1.2M) - Wood Fruitticher, SYSCO-South Florida, Efrain Nunez, CP Foodservice.


District Manager (1988-1993)

Responsible for sales results in Georgia, Florida, Alabama, and eastern Tennessee, through the management of five direct people and two brokers. Customer base included foodservice distributors, regional chains and major end users in all foodservice segments.

Most noteworthy achievements include:


  • Sales growth of 45% in 5 years, from base of $25.0M to $36.2M.

MICHAEL K. SCARBROUGH Page 3



  • New business of $2.5M developed at distributors - SYSCO-Atlanta, Milton Institutional, Beaver Street Foods,

Summit Distributors and Huddle House, Inc.

  • New business of $1.0M annual sales developed at key operators, Woody’s BBQ, Famous Amos, Salad Scene, The Loop Restaurants, Provino’s and Simon Malone’s.

  • Received the national award in 1990 for “District Manager of the Year”.



SERVAPORTION (purchased by Borden in 1988) 1986 - 1988
District Manager

Responsible for sales results in Georgia, Tennessee, western North Carolina, Virginia and Kentucky through direct sales to foodservice distributors, regional chains and major end users in all foodservice segments. Major producer of Portion control condiments (branded and private label).


Most noteworthy achievements include:

  • Sales growth of 36% in two years, from base of $6.2M to $8.4M.

  • 12 distributors opened, resulting in $1.7M in new business volume.

  • New business developed at distributors - Roanoke Restaurant, Frigid Freeze (PYA), Staunton Frozen, Mazo Lerch, Bell SYSCO, Kelly’s Foods, Tenneva Foods, Milton Institutional and Asheville Packing.

  • New business of $700,000 annual volume developed at key operators - Cobb County Schools, DeKalb County Schools, Vendor Supply, Omni, Six Flags Over Georgia, University of Georgia and Texaco C-Stores.






BEATRICE/HUNT WESSON 1974 - 1986
Senior Territory Manager (1980-1986)

Responsible for sales results in Georgia through the management of two direct people. Customer base included foodservice distributors, regional chains and major end users in all foodservice segments. Major producer of Tomato and shortening products, and Hunt Wesson Branded products.


Most noteworthy achievements include:

  • Sales growth of 72% in 6 years, from base of $5.2M to $8.9M.

  • 12 new distributors opened, resulting in $2.0M in new business.

  • New business resulting in $800,000 in annual sales developed at Huddle House, Inc., El Toro’s, Malone’s, Provino’s, and Rhodes Bakery.

  • Received “Most Valuable Producer” for the region in 1982.

  • Received “The Big Man in Little Packages” - ServAPortion awards for 1979, 1981, 1982, and 1984, for region (Hunt Wesson was broker).


Territory Manager (1975-1980)

Assistant Territory Manager (1974-1975)
Responsible for direct sales in Georgia.

Most noteworthy achievements include:



  • Sales growth of 60% in 6 years from base of $3.2M to $5.2M.

  • Six distributors opened, resulting in $1.0M in new business.

  • New distributors-Institutional Wholesale, Mulberry Provision, State Wholesale, L.W. Roach Co., Fleming Wholesale and SYSCO Rome Foods.

  • New business of $600,000 in annual volume developed in key retail bakeries, Danco Bakery Co., Atlanta Stadium and Katherine’s Restaurants.

  • Received “Most Valuable Producer” for region in 1976.




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