Lance Dumigan

A p or t fol io of le a d ersh ip , s a l e s , a n d m ar ket i n g .

Lance Dumigan

Leadership

Sales

Marketing

US Navy, Commander and Aviator

Opportunity The Cold War was at its worst point. The US Navy needed to
keep the shipping lanes open and project power globally.
Soviet submarines were constantly positioning to strike if the
Cold War turned hot. Knowing their location was a national
priority. The job of the P-3 Orion aircraft and crew was to
detect, locate and track those Soviet submarines.
Solution The P-3 Orion was the surveillance platform and far-reaching
projection of the US fleet; often referred to as the trip
wire. The primary mission to accomplish this was to identify
and investigate potential threats in any type of weather.
Missions were sometimes 20 hours long filled with tedious
procedures and mind-numbing boredom, searching endless
miles of ocean. Contact with an enemy vessel triggered an
immediate transition to an high level of intensity and activity.
The progression to target acquisition and tracking required
a high level of professionalism and composure by the entire
crew. Each encounter held the potential for an international
incident being a potential catalyst for World War III. This
required vigilance, team work, professionalism and an
intense situational awareness was required at all times. I led
an Orion crew as Patrol Plane Commander (PPC), who
ensured the safe and orderly conduct of the flight, and the
Patrol Plane Mission Commander (PPMC) who planned and
directed the crew, systems and aircraft to accomplish the
mission objectives.
Result Our missions to detect, identify and track threats against the
USA, our fleet and commercial shipping made a quiet but
significant contribution in maintaining the balance of power
throughout the Cold War.
Follow-up These were the formative years of my professional life. I
learned the value of leadership by example and balancing
command and compassion. I became acutely aware of the
value of a team work and team cohesion. This was delicate
and dangerous work. Thankfully, the public remains blissfully
unaware of the efforts of Naval reconnaissance, and
demonstrating that we have done our job, as quiet
professionals, even in the face of continued Russian
brinksmanship

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

The First Debit Card, Point of Sale Activation

Opportunity Prepaid calling cards were being regularly stolen as
they had real cash value. The dilemma for retailers
was that the cards had to be counted as cash and
could not be openly displayed.
Solution Several systems were built by several companies
throughout the industry, but all cumbersome and
inelegant. We were the first and only team to build
a real-time system to activate prepaid calling cards
at the point of sale (POSA-Point of Sale Activation)
Until the cards were activated, electronically,
though a countertop "credit card machine" or
through a properly configured integrated cash
register they had no value whatsoever.
Result Sales skyrocketed. Financial losses were eliminated
and retailers could create a secure cash flow from a
hot product with very little risk.
Follow-up This centralized electronic and instantaneous
authorization of prepaid (stored value) cards was
the forerunner of what is now an everyday product.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

Time Warner Telecom, Regional Expansion

Opportunity The competition for telecom market share was at a
fever pitch. The industry was flooded with upstart
telecom providers and businesses were moving
away from legacy telephone companies. Our
company had the infrastructure, processes and
capacity to capture important geographic segments
that were cost prohibitive for telecom start-ups to
acquire.
Solution I developed and executed a specific market
expansion plan, using my knowledge of the key
processes to capture customers from legacy
telephone companies, coupled with a deeper
understanding of the technology involved, and the
geographic market it was intended to serve.
Result My companys reach grew an additional 150% and
revenue and profitability (EBITA) grew by more
than 75% in one year

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

Flightline, Post 9-11 Military Build-up

Opportunity After the 9/11 attacks, American air travelers were
faced with restrictions and security delays boarding
their airliners. Meanwhile defense spending was
rising rapidly and process times were shortening.
Travel delays were directly impacting sales
processes, client relationships and profitability. Our
company needed to open new markets and
develop additional revenue streams despite these
business travel challenges.
Solution After carefully identifying our core competencies, I
developed a marketable portfolio of services
appealing to defense contractors. I then created a
focused marketing zone within a three-hour drive
from Rochester, NY. Defense contractors could
easily assign their work to us and still maintain costeffective one-day travel visits, sustaining project
momentum and allowing for impromptu meetings.
Result Approximately forty defense contractors were
identified and presented to. This resulted in an
immediate growth in revenue and a direct
marketing program that required no additional
investment to put into action.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

Paetec, Telecom Equip, Services and Financing

Opportunity The telecommunications infrastructure within
small businesses was growing rapidly. However,
the cost, complexity and support necessary for
modern technology was burdensome and
distracting to smaller organizations.
Solution I was a critical part of a team that developed a
solution that allowed a business of any size to
reduce the cost of acquisition, configuration, and
support by focusing the equipment, installation,
support services and financing through a single
source provider.
Result This solution proved to be a highly disruptive
force in the marketplace that challenged
competitors in all three areas (telecom services,
equipment providers, and financers) to provide
enhanced services or reduce cost, or both. As the
first mover in this segment, we created a new
business category and resulted in greater market
share and an unprecedented customer retention.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

REDCOM Laboratories, Transportable Communications

Opportunity A commercial telecom provider was becoming
overly dependent on one customer for its
revenue. Their technology was not leading edge
but extremely reliable and offered much that
could not be found in modern commercial
telecom equipment. After significant research we
learned that the business offering did not
represent useful market differentiation while
adding significant development and market
retention costs.
Solution The attributes in the system architecture made
this legacy system ideal for an untapped
category of communications equipment. After
9/11 and Hurricane Katrina, many municipalities
and emergency management teams needed
communication systems that could be configured
in a package and easily inserted in a disaster zone
to allow emergency responders, local leaders,
FEMA and others to communicate using one
system that integrated satellite, radios, cellular
phones, standard telecom and VOIP
communications. One complete system could be
flown-in, setup, and fully operational with two
hours of deployment.
Result This system of systems was immediately
recognized as a primary solution for transportable
communications that could be deployed from a
transport aircraft or the back of a Humvee.
Several governments and NGOs took advantage
of this system, most notably in disaster relief after
an earthquake devastated Haiti.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

UTC Retail, POS Equipment Depot Repair and Storage

Opportunity The economy was in a rapid decline and our
customers needed to consolidate operations,
requiring constricting the company architecture
and closing stores. As the POS equipment was
stored and the associated maintenance contracts
were eliminated. This meant that the cost per
POS machine increased under most depot-level
service agreements and the decommissioned
machines had to be managed by either relocating
them to customer-owned storage or another
storage facility.
Solution Understand the customers need for 100%
availability of POS capabilities for our customers,
the current cost (structure) of the maintenance
contracts, and our capabilities to support depot
level support and a massive storage capability I
developed a business plan that offered depot
level service, assistance in reorganizing the
customers regional support and storage of
unused POS equipment.
Result Our service offering was estimated to bring in
$1.1M in the first 18 months through the process
of acquiring new depot level support contracts,
regional support consolidation, plus consulting to
optimize regional operations, and POS depot level
storage.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

Tenrehte, A New Design in Semiconductors

Opportunity A small group of technologists in a start-up
company, originated an idea that would
revolutionize the growing smart appliance
market. The market challenge was to get the
semi-conductor device into use; connecting with
the early adopter segment among product
development and engineering professionals.
Solution Starting from a concept based in the core
technology a full marketing and business plan
identified the market and validated the need for
the device. My complete marketing plan created
an accurate customer profile, called out the
unique value proposition, and developed a core
message with a tag line that expressed the value
proposition. I conducted extensive research using
secondary source materials and also leveraged
direct customer contact to create both three and
five-year revenue projections. These were used in
our presentations to investors and advisors as
well as competitions for funding and support.
Result The marketing and business plan was the basis
upon which the company won a local business
plan competition and received their initial Angel
funding.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

GH Induction Atmospheres, New Process Automation

Opportunity The industrial induction heating power supply
industry was overrun with competition.
Manufacturers (users of the machines and
induction heating power supplies) were only
interested in making parts that utilized both of
those technologies. The market need was for a
machine builder that could implement induction
heating and achieve the necessary production
results.
Solution A Spanish manufacturer achieved this capability in
Europe, and then acquired an induction heating
company in the US. I joined the team to expand
the US market. Developing a business plan, value
proposition and tenacious sales execution, I
engaged two independent sales representatives
in the areas that offered the highest potential. I
developed the sales agreement with the two
representatives that promoted collaboration and
eliminated competition between their efforts and
mine, while I supported them in a national sales
initiative. I authored an article in the leading
industry periodical Industrial Heating in May of
2013
Result I increased the company sales by nearly 100%
over a 12 month period. My personal contribution
was 258% of my goal and I helped increase the
representatives sales by approximately 75% over
the previous agreement.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

Rochester Rehabilitation, Business Transformation

Opportunity A 501 (C) 3 was under extreme financial pressure.
These pressures required a professional to reexamine their available cash and revenue stream.
As government subsidized medical and
occupational payments became more difficult to
acquire, increasing administrative and cash flow
burdens, and as the personal and corporate
contributions became more difficult to acquire, a
new plan was necessary. A new way of doing
business was required.
Solution We created a new organization under the 3P
principal (People, Planet, Profits). What began as
a program within Rochester Rehab became the
mantra of the business. The mission remained the
same: to rehabilitate people. But the business
was restructured as a matrix of different business
units, each with its own specific offerings, their
own staff and P&L. Each business unit hired and
assisted people in developing their soft skills.
Companies would partner with individual business
units and after touring the facility and reviewing
the performance of various people, they could
then select either unskilled, semi-skilled or skilled
laborers. The profits from these business units,
their recruiting and placement fees, was then
directed to the parent 501 (c) 3.
Result The board approved the plan. Greater
productivity and local business engagement
ensued.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

Leadership

Sales

Marketing

Dau Thermal Solutions NA, Strategic Marketing

Opportunity A third-year start-up was still lacking an identity, a
clear message, and a cohesive marketing plan to
generate necessary market penetration.
Solution Leveraging my knowledge of internal processes,
customer needs, and the available technology, I
pursued extensive research on market drivers and
market potential. I identified four specific
markets and created a value proposition that
could be offered to them all collectively or each
market individually. I identified and brought in
freelance marketing experts to refine the
messaging, and the communications tools. Our
team developed breakthrough collateral that
served as our core communication piece, along
with four market-specific data sheets, three
technology-specific data sheets, revised website
content, numerous sales presentations and a
white paperall within six months.
Result While also being directly accountable for sales
through five of our ten independent sales
contractors, I was able to witness the energizing
affect these pieces have on the individual
representatives, their morale, and their new
aggressiveness in selling our products.

585.738.9947
Dumiagan@rochester.rr.com

58 Reddick Lance, Rochester, NY 14624

www.linkedin.com/in/lancedumigan

Lance Dumigan

How wil l I help your comp any ?

585.738.9947
Dumiagan@rochester.rr.com
www.linkedin.com/in/lancedumigan
58 Reddick Lance, Rochester, NY 14624