TRACY S. MATTERN 7710 Stone Rd., Medina., OH 44256* Cell: 330-350-6257* H: 330-350-6257* tm119457 0@westpost.

net BUSINESS, SALES, MARKET DEVELOPMENT EXECUTIVE MANAGER Accomplished, adept senior business development professional offering successful experience in B2B, B2C, transportation and logistics services marketing and sal es. Possess career history marked by growing market share, creating competitive value, formulating effective strategies to target capacity balance and fulfillme nt, utilizing unique and targeted sales and marketing solutions. Possess commitm ent to work as a team in achieving or exceeding company goals. Recognized as pa ssionate, dedicated, results-oriented professional with exemplary work ethic and proven ability to adapt to market challenges and leverage company resources to reach corporate goals. A leader in building and motivating high performance tea ms by demanding pursuit of excellence in every endeavor while leading by example , utilizing a mentoring and coaching style and demeanor. CORE MANAGEMENT COMPETENCIES Strategic & Tactical Planning Client Relationship Management P & L Management New Market Identification Service Launch & Management Marketing Communications Competitive Analysis Lead Generation & Sales Growth Marketing Plan Creation Contract Negotiations Team Cross-function Leadership Brand Positioning PROFESSIONAL EXPERIENCE: TOWNE AIR FREIGHT, INC., South Bend, IN; (2007-2010) (3rd largest scheduled ground transportation provider, serving the 3PL and airli ne cargo niche) Vice President of Operations, U.S. East Region Originally was hired as Director of Sales, U.S. East Region. Initial responsibi lity was to build a sales team from New England to Florida. Success resulted in being promoted to VP of Eastern Operations 14 months later. Responsible for all business segments, including Regional P&L with two major hubs in Newark, NJ and Atlanta, GA along with terminal stations from Boston to Miami. Subsequently bec ame Director of National Account Business Development targeting and managing rev enue growth strategies for major accounts and prospective accounts. Key Achievements: * Developed targets and strategies to develop profitable business to fulfill bot h LTL and Truckload/Backhaul available capacity, adding to profitability per loa d and per mile. * Reversed seven year trend of increasing losses in region under my tenure and p ositively reversed profitability over 600% during the most challenging economy o f our time. Accomplished primarily via cost control and operational efficiencie s and "surgical" sales strategies, targeting backhaul revenue for truckload and selling into available LTL capacity. * Increased National Account revenue increased 158% year-over-year, despite an e xtraordinarily soft economy. ALL CARTAGE EXPRESS; Cleveland, OH (2005 - 2007) (Leading provider of multi-modal services and inland international freight trans portation and warehouse services in the I-80 core between NJ, NJ and Illinois) DIRECTOR OF BUSINESS DEVELOPMENT Started as independent consultant and subsequently was offered employment with A ll Cartage Express after the merging of four entities to create All Cartage. Be came responsible and spearheaded all sales, marketing and branding initiatives a fter assessing all company business segments and implementing a strategic 2- yea r plan with monthly achievement tiers and metrics. Key Achievements: * Working with operations group, we improved equipment utilization, revised lane capacity, created agency marketing pipelines and balanced truckload services to optimum operating efficiencies. * Developed agency relationship with Advantage Transportation, Inc., (now Dart A

dvantage Logistics) the brokerage sister entity to Dart Transit, Inc., increasin g top-line revenue 38% in 4 months, adding profit to existing capacity. * Established common, unified operations and branding by creating internal "Cust omer First" program and attitude, in conjunction with restructuring sales and ma rketing team focus and strategy. CRST, Inc., Major Airport Xpress (MAX); Cedar Rapids, IA (2001- 2004) (A top 10 long-haul truckload carrier and nation's largest team-based operator) GENERAL MANAGER, MAX OPERATIONS AND SALES Task one after transitioning from consultant to employee, was finalizing the bus iness plan for CRST, MAX Division start-up. Division was an expedited LTL and E UV/FTL high performance ground network service product. Managed all aspects of division from day-one start-up, including building sales team, MAX brand image a nd market position, while procuring company assets to meet specifications and wo rked in conjunction with CRST Logistics to qualify owner operators and purchased transportation vendors. Key Achievements: *Initially consulted to CRST Van Expedited after meeting with 11 carriers with p ositive interest in a business plan I researched and authored, ultimately leadin g to employment with CRST for MAX start-up. *Garnered initial revenue and customer base by targeting major 3PL/Forwarder cor porations for horizontal start-up revenue. *Created and implemented all promotional strategies and directed development of sales team and marketing collateral. *Authored white papers and position papers internally and externally to client b ase on market trends and strategies after dynamics changed due to the 9/11 attac ks (occurring 3 months after MAX start-up). *Structured National Account Sales Program with a Lead Account Rep teamed with a Senior Manager "Account Mentor". *Drove exponential increase in client-company opportunities by creating schedule d plan for participation in tradeshows and client national meetings and leveragi ng strategic alliances with local and regional agents for referral business into MAX service offerings. *Structured MAX team including screening/hiring all MAX sales and operations man agers and personnel. *Located and negotiated lease for Columbus OH based HUB operation terminal prope rty. Dedicated Transportation Services, Inc.; Santa Anna, CA (1998-2000) (2nd largest expedited LTL carrier in Western U.S., serving 3PLs and freight for warders) DIRECTOR OF SALES AND SERVICE-EASTERN U.S. Hired to target expansion and build density of west coast based core business in to the eastern half of the U.S. Responsible for business development and servi ce in geography east of the Mississippi River. Assessed, structured and built e astern U.S. sales team and operational service offerings and schedules. Maintai ned sales and operational oversight in eastern U.S. and implementation of correc tive action plans with vendor carriers. Key Achievements: *Worked closely with company vice president to identify and develop competitive and marketable schedules and service offerings based upon customer needs researc h. *Implemented sales strategy to include national account target business program and negotiated eastern based national account business. *Developed and implemented uniform sales presentation and marketing position, ta rgeting customer needs and competitors' shortcomings. *Increased Eastern U.S. region revenue 16% in less than 2 years. [Note: After consecutive purchases of Dedicated, the latter being an asset only purchase of the parent concern by an industry competitor, I declined an offer fo r a position.]

Express America, Div. of Transport America; Eagan, MN (1997-1998) (E.A. was a new business segment launched by Transport America, originally brand ed as Transport International Express, to compete in time-definite LTL and FTL s ervices to the 3rd party logistics providers.) OHIO VALLEY SALES AND SERVICE MANAGER Responsible for business development in the Cleveland HUB region, which include d lane development to/from Detroit, Columbus, Cincinnati, Indianapolis, Dayton, Pittsburgh, Philadelphia and Western NY. Key Achievements: *Expanded territorial sales revenue 22% and profit by 17% in one year by targeti ng International Import and Export business clients. *Managed service offerings in Midwest region, including short-haul Cleveland HUB operations services, managing company assets and purchased transportation. *Balanced capacity and improved profitability by developing increased partnershi ps with freight forwarding, 3PLs and domestic and international flag air carrier s to/from region. AFD Transportation, Inc.; CLEVELAND, OH (1992-1997) (New player in the then growing services to airlines and freight forwarding comp anies. Star-up began with local and short-haul LTL cartage and expanded to a re gional force, becoming the dominant service provider in the Cleveland airport co mmunity. ) GENERAL SALES AND MARKETING MANAGER First sales and business development person retained by the privately held partn ership, to assess market potential, create brand and market position and strateg ically drive company growth. Key Achievements: *Increased short-haul company transportation revenues of fewer than 700K annuall y to 4.9 million. *Managed sales and strategic growth strategies for company and partner customers . *Served as General Sales Agent for the North American Van Lines and subsequently , Landair Transport, Forward Air System ('93-"95), increasing Cleveland Terminal Service Area revenue from $1550 per month to over $32,000 per month. *Launched new services in Pittsburgh, Columbus, Chicago, Buffalo, Rochester and Syracuse accomplishing successful strategy to built AFD into a regional, short-h aul, multi-modal company, serving the air and ocean forwarders and 3PLs. *Opened trans-border market to/from Midwest to Pearson Airport, in Toronto ON, C anada and became Emery Air Freights primary provider for their import/export gat eway airfreight over Toronto. Subsequently opened Ottawa, Montreal and Quebec wi th Canada domiciled interline partner carrier. *Developed logistics plan for gateway road-feeder network in Midwest for US Airw ays and increased their monthly expenditure by 33% by demonstrating their return on investment coupled with increased service levels. RELATED PRIOR BUSINESS EXPERIENCE: * SELF EMPLOYED SALES AND TRANSPORTATION CONSULTANT * SALES MANAGER-INDUSTRY TRAINING PROGRAMS * ADVERTISING AGENCY SALES AND CREATIVE EXPERIENCE * LICENSED ACCIDENT INSURANCE SALES AGENT EDUCATION: UNIVERSITY OF AKRON; Akron OH (1972-1976) Major course studies targeted business communications and media, with minor work in psychology. Self-funded education with 3 part-time jobs. Won cash scholarship award for outstanding work in Major. PERSONAL TRAITS: Integrity. Work Ethic. Goal Oriented. Perseverance

PERSONAL SNAPSHOT: *God, family and community. *1st Lieutenant in US Air Force Auxiliary, County Civil Air Patrol Squadron. *Past-President of the Cleveland Airfreight Association. *Serving 2nd term at on local school district board, as Board President.