Rosenbaum To Head Fiducial's National Accounts Program

Frank Rosenbaum was recently asked if he would be interested in revitalizing Fiducial's national accounts program and further developing the department. He didn't have to think long before giving his answer.

"It would be fun, a real challenge," said Rosenbaum who last week visited key corporate staff at Fiducial's Technical and Administrative Support Center (TASC) in Columbia, MD.

The new director of national accounts is the former owner of a Troy, MI, accounting firm that was acquired by Fiducial in December 2004. A Certified Public Accountant, Rosenbaum brings with him over 30 years of accounting experience and expertise in servicing high profile clients such as McDonald's and Harley-Davidson.

Rosenbaum admitted the post "is not going to be easy" but hopes his reputation in those industries "will make this a successful operation for Fiducial." After working for some major companies in the corporate arena, he started his own firm from scratch in a suburb of Detroit that was enjoying some rapid growth.

"It was the place to be, the financial hub of the area with a lot of small, high-tech companies," he said. "There was a definite need to provide financial services for small business owners from someone like myself who knew the ropes to get financing." It's a good fit His first assignment is to re-establish relationships on behalf of Fiducial that he built with McDonald's restaurant owners and franchisees. Back in the early to mid-1980s, he developed a reputation for knowing the McDonald's financial systems and had 100 owner-operators as clients in Michigan. As word of his expertise spread throughout the McDonald's franchises, he took on clients from across the country.

Based on his experience, Rosenbaum believes that Fiducial is well-positioned to work with the McDonald's system because it's a good fit.

"I see it as an existing opportunity for both companies," he said. "McDonald's owner-operators will benefit from the use of a well-founded system and Fiducial will benefit with its relationship with McDonald's. Primarily we have to convince the owner-operators that we have a great package. That's my job to bring that package to them." His strategy is to meet with McDonald's owner-operators initially and by attending their regional meetings and national convention, introduce them to experts in local Fiducial offices.

"We'll show them what Fiducial has to offer and the benefits we can bring to the table," he said. "We have the ability to provide the back room services for the McDonald's franchise. We can receive the invoices, set up accounts payable, pay the bills, prepare financial statements and make bank reconciliations so we can literally perform the background functions for owner-operators at a much lower cost and more efficiently." Close client contact Fiducial's role will be to reduce the overhead of the McDonald's owner-operator, improve their efficiency and provide better information.

Additionally, Rosenbaum will also be looking at Harley-Davidson owner-operators because the Fiducial system matches their dealers' needs. Another avenue that he will explore focuses on looking at limousine companies since they have the same requirements as McDonald's and Harley-Davidson.

"They require our financial systems and expertise in assisting small businesses," he said.

According to Rosenbaum, the real benefit Fiducial offers to its national accounts is a network of conveniently located offices around the nation so a company representative can easily visit a small business in a timely manner. "We are able to have close contact with clients so we're able to assist them easily and maintain a personal relationship with their business," he said. "All those things are important to the success of any business."

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