Larry Burke

Co-Founder | Victory Management As Co-Founder of Victory Management, I empower sales professionals with the tools, skills, and strategies they need to succeed. I’ve designed our seven-module sales training programme, covering key areas like personal management, relationship building, closing deals, and overcoming objections. This ensures salespeople, Sales Managers, and Sales Directors gain practical skills they can apply immediately. Our gold standard approach combines live coaching with 24/7 access to our full training library, allowing clients to revisit key lessons and sharpen their skills whenever they need. I lead live training sessions that provide real-time insights, motivational coaching, and practical strategies to help sales teams improve performance. Through engaging content, video training, and lead magnets, I provide valuable resources that help sales professionals sharpen their skills and stay motivated. I’m passionate about building a strong sales community where professionals can connect, share ideas, and support each other. At Victory Management, I’m committed to helping salespeople unlock their potential, deliver results, and build rewarding careers. Visit: www.victorymanagement.co.uk

Arlon Graphics EMEA Director of business development, within the Graphic arts Industry providing leadership and direction. Maximising ROI & Implementing strategic road maps with opportunity costs activities. Responsible for the international EMEA sales team based in 8 countries, managing several geographical regions. Reporting directly to EMEA President. Member of the Senior Management Team.

Litho Supplies / Agfa Graphics UK National Sales Manager within the Graphic arts Industry providing leadership and direction. Maximising ROI & implementing strategic road maps with opportunity costs activities. Increase Sales. Litho Supplies an Agfa Graphics Company Responsible for 10 Account Managers / Sales people. Reported directly the Managing Director.

UK & Ireland Regional Sales Manager - Graphics, Films and Substrates Responsibility and position profile Arlon Graphics, LLC Europe Regional Sales Manager. My Role is to manage and grow sales through distribution channels and direct sales, including specification-driven sales to corporate and fleet accounts sold through distribution and direct to large printers/sign fabricators and personally positioning Arlon products to the the second largest Fleet application supplier in the UK. Primary responsibility is for UK & Irish Market, with additional responsibilities. I have built the core business from 300,000 to 7 Million in 4 years. This is a new brand, new market Pioneering Management position.. Main Duties Include: • Manage and work directly with and build distributor relationships • Recruitment of new distributor partners • Business development of specification and bulk sales opportunities • Development of marketing and stocking plan for the region

Sensible affordable value added training delivered professionally. Helping businesses to improve their customer relationships and in turn their sales ! It is said that companies who train their Account Managers/Sales people experienced an average of: · 15% increase in sales from new customers. · 35% reduction in sales cycle. · 20% increase in sales of high margin, add-on business to active customers. International research shows that over 90% of training is forgotten within 1 month. (Mercurie International research 2007). The Victory management process is designed to provide tangible improvements in sales performance, by making the experience memorable & measurable We draw on 25 years of experience, we understand what is needed and how to get the best from your account managers/sales team. We ensure participants are committed to a mind set of change. We will unlock and remind your team of their potential that already exists and add our own experience to helping the sales team change.

Direct day-to-day commercial and personnel responsibility for 14 Account Managers with a turnover of £14 Million. P&L accountability for two of the most profitably branches in the Midlands, covering all print consumables; electronic equipment, computer to plate systems, Xerox digital print engines and wide format requirements. This is both a man manager, coaching and customer-facing role. Litho Supplies is the number one print supplies company in the UK and represents the best route to the print market. Litho Supplies acquired Andersons/Graphica Plus in October 2007 Andersons focused on selling wideformat media consumables and equipment to Sign, Screen, Exhibition companies. • Doubled both my area of responsibility and turnover in the first 12 Months from 6 account managers and £6 Million to 14 Account Mangers and £14Milloin turnover. • Introduced a Monthly documentation system to enable account managers to focus on each area of the business and achieve the given sector targets in consumables, electronics, CTP, digital and wide format. • Full budgetary control and forecasting for account managers and areas, including commercial expenditure, expenses etc. • Management of yearly sales targets and future forecast planning for each individual account manager in all sectors of the business. • Supplier review responsibility ensuring that all best practice guidelines are set met and achieved, in order to give the best possible service, products and value to the customer base and profit to the shareholders. • Account manager review and assessment on personal development training and day-to-day coaching in field and back office. • Personally responsible for selected blue chip key accounts with over £1 Million turnover & 30% Average Margin

Set up a satellite Company in the U.K for a French graphic arts manufacturer. Built sales from nil to £2.5m in 3 years (8% total U.K market share). Negotiated building lease and purchase, salary structures, car purchases, office equipment and commercial expenses. Total U.K operations management responsibility. • Created private label agreements including complete design and marketing concept. Implemented and presented full training programme (technical and sales) to over 150 salesmen. • Pioneered direct business overseas in Russia, Malaysia, Ireland, Africa and mainland Europe. • Devised planned and implemented national and international sales exhibitions. Full budgetary control for IPEX. Stand manager and co-ordinator at DRUPA, TPG and IMPRINTA for past 6 years. • Recruited and trained a new U.K independent distributor network. • Developed personally 36 direct volume users, including BPC, Waddingtons, Quebecor and other large format sheet fed and heat set web accounts. • Managed IT project from research level through to implementation of Sales and Marketing tracking programme, Maximizer and Palm Pilot. • Designed and managed the European marketing programme including sales literature, technical literature, product branding, labelling and full budgetary control whilst conforming to given deadlines. • Initiated total quality fault tracking procedure to enable prompt customer service that reduced the time the client had to wait for feedback.

Area Sales Manager Initially started as the National Film Specialist progressing through to Area Sales Manager. Lead team of 6 salesmen, servicing over 1800 customers. Consistently met targets ,and generating over £6m turnover. • Responsible for key Blue Chip accounts and development of new business/clients. • Full budgetary control and forecasting for sales team including commercial expenditure, expenses etc. • Entire management of yearly sales targets and future forecast planning for each individual salesman. • Introduced time management systems increasing personnel productivity by over 25%.

Originally started at the company as darkroom technician progressing to Department Head. Led a team of 4 technicians with full departmental responsibilities. Within the department generated all of Tesco point of sale and marketing literature. • Sole buying responsibility for all prepress materials and outwork with a yearly budget of £100,000. • Restructured service & maintenance programme on graphic arts equipment, generating a budget savings of £80,000. • Researched, designed and installed (with Chubb Security) a 24 hour disaster recovery system. System enabled Tesco to generate point of sale material and documentation in event of a fire. • Proposed and successfully introduced a £500,000 electronic imaging system within 18 months deadline, including full training package.

I learned to develop my ability to lead people and other resources I expanded my knowledge of current issues in business I developed my approaches to management problem solving I learned the language of other areas of business and management and thus interact with them I gained a rounded or "helicopter" view of organisations I learned to take a more strategic perspective on management issues and problems I increased my confidence to manage in a broad range of situations and organisations

Becoming a high-performance professional selling level three