Miles Clarkson

Formed a new business offering wood-burning, reduced-smoke fire pits and inserts.

Being one of the first to enter the market in this space, we saw a need for low smoke fire pits in the outdoor living space, especially, a quality product handcrafted in the USA.

• Product Development: Spent one year building prototypes that functioned well and separated us from the competition. Researched and partnered with a local manufacturer to fabricate the full line of fire pits and accessories.
• Brand Launch: Worked closely with a local marketing agency to build a brand and develop such marketing needs as website, brochures and various point-of-purchase items.
• Market Growth: Helped set up and establish an online sales presence and began to seek both local and out-of-state distributors/retailers.

Recruited by Heritage Landscape Supply Group(HLSG) to help fulfill its vision of growth by building the nations leading family of independent landscape supply distributors throughout the US.

Quickly used industry contacts to seek out and acquire companies in the Mid-Atlantic and Southeast while increasing HLSG's value with top manufacturers as a trusted partner in the industry.

• Mergers & Acquisitions: Sought out and qualified companies along the East Coast and Midwest that would fit into HLSG's model. Evaluated size of company, current state of the company, sales footprint and owner's willingness to meet with a possible buyer. Created a lengthy tracking list of companies interested in selling and successfully closed four within one year.
• Vendor Relations: Tasked to strengthen relationships and create new partnerships with top manufacturers in the US. Used industry contacts to help negotiate best pricing and rebate programs. Asked to join HLSG's newly formed hardscape committee in order to bring more consistency among branches with vendor lines across the country.
• Greenfield Location: Tasked to open a new branch in Richmond, VA. Within one year, successfully found a four-acre property that was cleared and ready for development. Helped oversee the design and construction of two 5,000 SF buildings along with yard layout. While underway, spent time interviewing and hiring a staff of industry veterans to lead the new branch.

Brought on as their only US employee to help grow and expand a distributor presence throughout the Mid-Atlantic and Southeast. Hired and trusted by the two owners/founders to work remote.

Expanded the distributor network by 40% while also training and educating dealers and contractors about the unique imported natural stone products.

• Dealer Network: Successfully opened up 15 new distributors. Helped promote the companies easy-to-do business philosophy with both new and existing customers.
• Brand Development: Instrumental in making the brand well-known in the Southeast & Mid-Atlantic through industry contacts and social media presence.
• Team Work: Worked closely with the owners on marketing and various sales initiatives. Grew stronger during the outbreak of COVID and turned a very uncertain time into a positive growth experience.

Organized a group of investors to purchase a production facility and subsequently founded NewLine Hardscapes, LLC.

Launched a new brand of hardscape products in a competitive market with overwhelming initial buy-in from Mid-Atlantic dealers and contractors.

• Brand Development: Directed a local marketing agency through developmental brand, mantra and initial marketing strategy.
• Dealer Network: Partnered with 30 distributors year one and over time established 100 dealer locations. Planned and held successful dealer events at hotel conference centers with guest speakers, training and social gatherings.
• Sales & Market Growth: NewLine generated close to $30 Million in revenue in the first six years and was considered one of the most successful new up-and-coming hardscape product lines in the mid-atlantic region.
• New Product Development: Played a critical role in the development of new competitive products and their initial launch into the market.
• Business Development: Created trustworthy relationships with hundreds of customers who bought into our solid brand of products, philosophy and core values despite frequent operational challenges.

Expanded penetration of Hanson Hardscapes into the Mid-Atlantic region with a focus on the Virginia/North Carolina market and improved quality, packaging and brand awareness.

Increased sales 35% within the first six months through a combination of team training and marketing initiatives.

• Market Penetration: Expanded outside of the greater Richmond market by obtaining 12 new qualified distributors in Virginia and North Carolina, exceeding expected distributor growth by 50%.
• Training & Marketing: Improved performance of customer sales representatives through training and mentoring; initiated and orchestrated an effective marketing campaign with limited marketing funds.
• Customer Relationship Management: Deepened customer relationships and increased sales within target markets by creating and organizing training classes and customer-appreciation events.
• Product Development: Established and led a team through the development of a variety of new products to differentiate us from the competition and identified a line of resale items that generated incremental higher margin revenue.
• Pricing: Successfully implemented a price increase that covered material and product improvement costs; developed and rolled out a comprehensive new price guide.

Grew a new division established to promote manufactured retaining and free-standing wall products to masonry suppliers, nurseries, garden centers, landscape architects/designers/contractors, and builders.  Managed 30+ distributors and commercial hardscape installers in Virginia, West Virginia, and Maryland.  Reported to the president & general manager.

Played key role in positioning company as #1 hardscape producer in central Virginia and one of the top in the Mid-Atlantic.

• Division & Distributor Growth: Helped grow division from $2M to $10M; captured and managed 30 accounts worth $3M annually.  Helped increase distributors to 60+ in eight states selling a complete line of hardscape products.
• Product Branding: Played key role in launch of new Eagle Bay brand. Partnered with local marketing agency on branding, promoting products and the creation of a website and marketing collateral.
• Product Expansion: Spearheaded addition of auxiliary products and concrete pavers to compliment existing product mix; established and managed relationships with concrete paver manufacturers in North Carolina and Montreal, Canada.
• Facility Building:  Influenced owners to manufacture and sell concrete pavers;  collaborated on building of $25 million, state-of-the-art-plant; surveyed other plants and assisted with machinery purchase and product decisions.