Gary Hotchkies

Wildcard
DISC Type : cis

Operations Director at I M KELLY AUTOMOTIVE LIMITED

Greater Derby Area, United Kingdom

Overview

Gary is an experienced Operations Director with a demonstrated history in the automotive and industrial sectors. A strong operations professional skilled in negotiation, purchasing, and transport management, he studied Purchasing at the University of Derby and consistently delivers results.

He appears to be a supportive family man, having used his professional network to help his son with academic work. He also values a positive team dynamic, publicly recognizing colleagues for their contributions and going above and beyond.

Unique fact: In a previous role, he supervised purchasing not only for the UK but also for the entire North Region, including Sweden, Finland, Norway, and Estonia.

Personality Overview

Requires Proof

Curious But Skeptical

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Automotive Operations
As the Operations Director for I M KELLY AUTOMOTIVE, his focus is on the operational efficiency and management within the automotive parts and services industry.
Logistics Modernization
He has a background in modernizing logistics for multi-site companies, including implementing 4PL providers to improve transport operations.
Strategic Purchasing
With formal education in purchasing and extensive experience as a Purchasing Manager, he is an expert in procurement and supply chain management.

Media Appearances

Gary has no verified media appearances

Work History

5-2018
Operations Director at I M KELLY AUTOMOTIVE LIMITED
7-2014 - 5-2018
Purchasing Manager - UK and North region at Recticel
1-2010 - 5-2018
UK Purchasing and Logistics Manager at Recticel
11-2005 - 12-2009
Plant Manager at Recticel
11-1998 - 12-1999
Engineering Project Manager at Caradon Catnic

Education

2012 - 2013
Purchasing from University of Derby
Transport management from TIR Training centre

More Information

Social Presence :

Prographics :

Exp : 37 Location : Greater Derby Area, United Kingdom Job Level : Mid-senior Designation : Operations Director at I M KELLY AUTOMOTIVE LIMITED
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Share testimonials from known people and give multiple examples of product value
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Gary

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Gary take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Gary

Personality Compatibility


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