JOSEPH VANHOORN 2112 145th Street – Plato, MN 55370 952-250-7191 – joevanhoorn@gmail.com

Summary Energetic, Experienced Territory Sales Leader with a creative flare for establishing new business relationships with commercial and industrial OEM clients. Consistently produces results with proven process for executing sales strategies resulting in Millions in revenue in the HVAC industry. Wildly successful at securing Corporate Level accounts (Fred Meyer, Dillard’s, Shopko Stores). Proficient in ACT! And SALESFORCE CRM database management software. Skills

-Excellent Presentations (Power Point and Keynote) -Detail oriented, self motivated and disciplined -Windows Office and MAC program applications -Strong decision-making and organizational skills -Energetic, innovative, and flexible personality -Establish meaningful business relationships

Professional Experience National Sales Manager, XeteX, Inc., AIRotor, LLC, Minneapolis, MN 10/2014 - Present (Manufacturer – Custom Packaged HVAC Equipment, incorporating Heat/Energy Recovery)

• Travel as needed representing 2 companies in the U.S. and Canada. o Represent XeteX, managing 60 Rep firms in the US and Canada. o Represent AIRotor, LLC to Daikin Reps and OEM Manufacturers in 50 US states, and 7 Canadian provinces.

• Developed ideal Rep profile, giving clear focus to our partner profile, removed under-performing Reps, re-igniting existing relationships, increasing sales from $8.8MM to $11.3MM in 2015.

• Expanded Sales network to 5 untapped Canadian Provinces generating $100k in sales in the first 6 months. • Developed & documented processes for new and underperforming Reps. • Customer Exposure - Implemented 2 Rep Training Expos at our factory – repeating annually.

o Trained & Certified 30 Reps, many of which were not aware of our product line. o Attended 8 customer product shows – 4 events with semi trailer product showcase, 4 customer open houses

with smaller products. • Improved Customer Communication

o Quarterly email newsletter to reps, highlighting featured product, product specialists, new reps. o Implemented uniform Out of office reply - Implemented uniform email Response/Back-up person – followed

by all.

Sales Professional, AES Industries, Tallassee, AL 1/2014 – 7/2014 (Manufacturer – Custom HVAC Roof Curbs, Custom Decorative Screen Systems Enclosing HVAC Equipment)

• Secured agreements across the country for Roof Curbs and HVAC recycling contracts to Corporate Accounts, Property Management, and OEM customers.

• Performed market share analysis to identify opportunities.

o Implemented value added selling model to channel partners and end users across the country. o Worked in conjunction with office based account manager to acquire new account leads in all segments of

our product offering. • Improved overall customer experience by implementing 5 new processes utilizing with Salesforce CRM software.

o RFP Acknowledgments – Updated customers with anticipated proposal date. o Order Acknowledgments – Updated customer on anticipated delivery date. o Order Shipped Notification – Provides customer with tracking and shipper contact information o Customer Feedback Survey – Allowed customer feedback on performance. o Developed graduated price levels for Distributors & Contractors – Eliminated pricing issues at different

levels. • Secured AES’ brand as the SPEC for 3 National Accounts, resulting in $1MM in revenue pipeline.

o Fred Meyer Stores, Dillard’s Department Stores, Wasco Skylights

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Joe VanHoorn

From: Joe VanHoornSent: Friday, August 14, 2015 3:45 PMTo: 'Joe VanHoorn'Subject: PSU Visit with Joe VanHoorn

  From: Marty Behm [mailto:mbehm@TriStateHVAC.com] Sent: Wednesday, August 12, 2015 9:50 AM To: Joe Abrahamson Subject: PSU Visit with Joe VanHoorn   Joe,   I just wanted to pass along my appreciation to Joe VanHoorn as it pertained to his visit and presentation to The Penn State University and the Office of Physical Plant yesterday in State College PA.  Joe was terrific in his approach and it was received by the attendee’s quite well.  As someone who does many preso’s myself I was quite impressed with Joe’s ability to adapt to the audience (as it varied from engineers and maintenance personnel) and to speak to them at their level and capacity.  He worked the room like a true professional and really made some valid points.  Also, and what was just as impressive was Joe’s ability to conference call Mark in as it pertained to “wheels and wheel maintenance”.  Mark  truly knocked it out of the park and I cannot thank him enough for taking the time and to work “off script” to answered every and all questions..  Great job guys…  Please relay to Mark and Joe as TriState appreciates their efforts.   Regards,   Martin Behm Sr. Account Executive TriState HVAC Equipment 3115 Bear Creek Blvd. Bear Creek PA 18702 (570) 824‐7728 ext 3  Office (570) 824‐7732 FAX (570) 332‐4106 Cell <image001.png>     

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JOSEPH VANHOORN 2112 145th Street – Plato, MN 55370 952-250-7191 – joevanhoorn@gmail.com

Sales Professional, CDI (Crystal Distribution Inc.) Elk River, MN 2003 – 2013 (Manufacturer - Custom HVAC Roof Curbs and Roof Curb Adapters.)

• Developed multi-state distributor network driving dramatic revenue growth. • Superior proficiency in ACT! Contact management software to track sales activity and client interactions. • Envisioned, developed and deployed innovative and effective strategies to secure new business, driving significant

gains in revenue from $150,000/yr to $6MM with recognition as the most profitable sales representative in the company.

• Initiated and established meaningful business relationships over the phone. • Introduce marketing designed to more effectively qualify prospects, guaranteeing secure appointments with

decision-makers, resulting in a direct and positive impact to the bottom line. • Created 12 new client markets by analyzing existing client base and identifying underserved niche areas, resulting

in an additional 80 off-brand distributors in the market. • Developed personal relationships with leading HVAC brands including TRANE, CARRIER, YORK, and AAON.

o These relationships lead to personal requests by Bass Pro Shops, Scheels, Wendy’s and Dillard’s to address specific business needs.

o Collaborated extensively with customers to focus product requirements resulting in customized high dollar, high profit products tailored to address unique customer needs.

Sales Professional, Industrial Supply Co, inc., Plymouth, MN 1997 – 2003 (Distributor – Power Transmission Components)

• Established new client relationships while securing new business opportunities from an existing customer base • Consulted with OEM clients to define specific custom, proprietary electric motors, creating a pipeline of revenue for

years to come. • Consistently lead company sales team at promoting new product launch effort in the assigned territory.

Professional Development

• Broadcasting Degree, School of Communication Arts – Minneapolis, MN • SolidWorks 1 Engineering CAD Technology – Hennepin Technical College, Mpls, MN. Completed 12/2014 • Published, My success story in the book by Christine Aquin Pope in “How to Blast Open Big Doors”