E. James Hanly

Keywords: General Manager, Chief Marketing Officer, Equipment Finance and Leasing, Computers, Aircraft, International, Sales

An international marketing and finance executive with exceptional business judgment and over fifteen years of global P&L senior management experience building a small entrepreneurial organization to a $550 million corporation providing custom designed capital equipment and financing solutions to major corporations throughout the world. Self-motivated, and results oriented with the established ability to develop profitable organizations from the ground up or by building upon existing structures. Comprehensive industry knowledge and team management experience with outstanding achievements in corporate turnarounds, strategic planning, new business development, contract negotiations, fee generation, and product management.

PROFESSIONAL HISTORY AND RESPONSIBILITIES

CONTINENTAL INFORMATION SYSTEMS CORPORATION
Syracuse, NY.
From 1976-Present Continental Information Systems Corporation is a publicly held solution-oriented computer and capital equipment sales, leasing, and remarketing company.

Senior Vice President and Chief Marketing Officer - 1992-Present

Vice President International and General Manager of Europe - 1986-1989

Vice President, Marketing - 1981-1984

Product/Sales Manager - 1979-1980

Product Manager - 1978

Regional Sales Representative - 1976-1977

Senior Vice President and Chief Marketing Officer
1992-Present

Served on the Executive Committee that was responsible for developing the corporate mission statement and the business strategy that streamlined the organization and improved procedures and policies, reducing operating expense by 31% and substantially improving customer service.

As a member of the senior management team, was responsible for evaluating, approving, and managing corporate investments in highly complex multimillion dollar transactions involving the buying, selling and leasing of computer and telecommunication systems, aircraft, medical, and other productive capital assets.

Reorganized and expanded the Computer Sales Force, Telemarketing Department, and Product Management Group to form a cohesive team of over one hundred professionals who managed the existing $1.8 billion portfolio and increased new business origination by 22% while generating a return on assets in excess of 20% through solution-oriented marketing and sales strategies.

Designed and implemented a comprehensive computerized sales compensation plan that motivated and fairly compensated sales personnel for both portfolio and new business origination while simultaneously providing the necessary responsibility and accountability for profit and loss.

Increased revenue by developing global retail and wholesale distribution channels to remarket equipment from the computer portfolio that ultimately comprised over 22,000 leases and 330,000 units of enterprise mainframe, storage, printing, communication, and banking equipment.

Directed the development and the initial implementation of a detailed corporate budget and $100 million revenue plan.

Senior Vice President and Chief Reorganization Officer 1990-1991

Spearheaded the company's mammoth reorganizational program. Hired, trained, and directed a team of specialists from various disciplines within CIS to form the Reorganization Group responsible for researching UCC filings, wrap and end user leases, securities, subleases, and remarketing agreements. The team worked closely with outside counsel, and the CIS legal staff to negotiate settlements with investors, lending institutions, and customers that resulted in the collection of millions of dollars of receivables and an additional benefit to the company of over $200 million.

Vice President International and General Manager of Europe
1986-1989

Complete profit and loss responsibility. Full accountability for the strategic planning, development and leadership of the European and Pacific Rim companies.

Recruited and trained key multinational management and sales personnel and thereafter drove international revenue from $8.6 million to $122.5 million (1,424.4%).

Increased market penetration by creating a new company in England. Improved procedures and policies for the three existing companies in Germany, France, and Switzerland, reducing administrative expenses by 28% and increasing customer service.

Installed a new cost effective PC-based international management information system that produced measurable improvements in data integrity and the utility value of management reports.

Enhanced customer service and increased corporate revenue through the development of a total equipment management and finance program that provided multiple currency financing, and the worldwide acquisition, remarketing, transport, cycle conversion, reconfiguration, refurbishment and installation of corporate computer systems for international organizations.

Negotiated successful trade agreements with several Japanese Trading Companies that resulted in the trading of over $25 million of computer equipment between Japan, CIS USA, and CIS Europe.

Arranged the financing of over $40 million to finance a European Aircraft Reservation System. This was one of the largest computer transactions financed and managed by an independent leasing company in Europe.

Personally generated additional domestic revenue of $22 million and an extraordinary net profit of $9.5 million (95% ROI) by developing and implementing a business plan to purchase and sell or lease used DC-8 commercial aircraft in Europe and the United States.

Vice President, Business Development - 1985

Vice President, Marketing - 1981-1984

Increased revenue from $43 million to $153 million (355%) and net income before taxes from $4.58 million to $8.8 million (192%).

Developed a national expansion program for the computer sales force to change the company's focus from a regional concentration to a national presence that eventually resulted in the addition of over one hundred sales representatives and twenty-nine strategically positioned sales offices throughout the United States.

Increased the company's competitive advantage by developing a Computer Product Management Group that was responsible for gathering, analyzing, and disseminating information about market trends, equipment pricing, technical data, logistics, and residual value projections.

Enhanced revenue through the creation of a Telemarketing Group that generated sales leads, provided information to the user community about CIS products and services, and updated CIS' computerized customer data base by canvassing the major Fortune 1000 computer users in the United States.

Product/Sales Manager - 1979-1980

Product Manager - 1978

Developed a strategic business plan that launched CIS into the computer disk, tape, printer, communication and systems marketplace in addition to its traditional mainframe business. The implementation of this plan eventually contributed to approximately 50% of the company's annual profit.

Regional Sales Representative - 1976-1977

Achieved the highest profit margin on the team during the first year as a Sales Representative. During the second year, achieved the highest profit margin and percentage of quota (214%) and named "Salesman of the Year."

XEROX CORPORATION - 1974-1975 - Sales Representative

Graduated from the Xerox Center for Training and Management Development at the top of the class.

Based on performance, was designated the top producing Area Sales Representative.