EMPLOYMENT HISTORY

• AMERICAN CONSULTING GROUP, LLC
  1989 to present
  President & founder of a highly successful consulting & business training business. Expert witness for a range of marketing & sales related cases. Special strengths in technical business-to-business products.
  
  Clients include AT&T, Allied Signal, Borax, DuPont, Hoechst-Roussel, Horton, Ingersoll-Rand, International Paint (Newcastle, UK), ITT, Lamb Technicon, Lockheed-Martin, Lutron Electronics, Motorola (Moscow), New York State Electric & Gas, Panama Canal, Pittsburgh-Corning, Rhone-Poulenc, Riso, SKF, Snap-on Tools, Symbios Logic, Tyco Electronics (Shanghai), Volvo & West.
  Expert Witness
  • Economic loss to a business: Quantify lost share, sales, profits & other critical issues.
  • Intellectual property: Evaluate claims & value of patents, trademarks, copyrights & trade secrets.
  • Distributors, dealers & representatives: Evaluate claims & economic loss.
  • Marketing & sales effectiveness. Evaluate claims of impact to market share, sales, profits & other objectives.
  • Marketing research: Define market size, share, growth & key trends. Competitive sales, share & strategy. Custom & practice in vertical markets. Prices & practices.

  Experience includes 51 cases with 41 written reports, 15 depositions, 3 jury trials & 2 arbitration hearings. My legal references are outstanding.

  Consulting
  • New product & business marketing & sales: Define market sizes, growth rates, primary market segments, competitive sales, competitive strengths & weaknesses, product specifications, pricing & entry strategy.
  • Distributors, dealers & manufacturers’ representatives: Establish, evaluate, terminate & effective management of distributors, reps, dealers & wholesalers.
  • Competitive intelligence: Legally & ethically secure public & privately available information on a competitor. This information is summarized & with the client, we develop defensive & offensive marketing & sales action plans.
  • Revitalize an existing business: Define marketing & sales programs to increase market share, sales & profits.

  Executive Education, University Teaching & Public Speaking
  Business training activities are primarily custom programs for specific clients.
  Typical seminars include:

  1. Evaluation, development & launch of new products
  2. Effective product & marketing management
  3. Establish & management of reps, dealers & distributors.
  
  My historic relationships include:
  
  • Cornell’s Graduate School of Management
    1989 to 1991
    Part-time faculty. Voted as top ten faculty
    Courses included:
    • Marketing. Fully accredited semester course.
    • Business & Marketing Strategy. Fully accredited semester course.
    
    
  • American Management Association
    1989 to 2007
    Course developer & trainer
    Average 3.85 on score of 4.00. Defined as “best of the best”
    Courses included:
    • Managing the Sales Distribution Network. 3 day program.
    • Defining & Implementing New Product Programs. 3 day program.
    • Marketing & Product Management. 4 day program.
    
    
  • University of North Carolina’s Executive Education Program
    1990 to 1992
    One of the very few non-UNC faculty. Three-day program was Business-to-Business Marketing Strategy
    
  • Semester length university teaching assignments with the University of Wisconsin & Milwaukee School of Engineering on marketing research & business statistics.
  
  Public speaking engagements include:
  • Foley & Lardner Attorneys at Law: Law of Product Distribution & Franchising Seminar. “How to Easily but Effectively Evaluate Your Distributor’s Performance.”
  • Automotive Marketing Research Association: Annual conference. “Competitive Intelligence: Securing, Analyzing & Implementing Strategies & Action Plans.”
  • National Association of Professional Allowance Administrators: Annual conference. “Effective Management of Distributors.”
  
  
  
• THE HILLIARD CORPORATION
  1986 to 1989
  DIRECTOR OF MARKETING & SALES Four industrial product groups: oil filtration, air filtration, clutches-brakes & turbine starters. Sold through independent distributors & sales representatives. Accomplishments:
  • Increased profits from break-even to industry standards. Orders up 23% in 2 years. Total growth in prior six years was only 4%. Profits up 900%.
  • Motivated & structured sales department to focus each person's strength. The impact was significant growth in sales & profits.
  
  
• BRUNSWICK FILTRATION SYSTEMS GROUP
  1978 to 1986
  DIRECTOR OF MARKETING & SALES Responsibility included the Filterite, Fluid Dynamics & Membrane business units. Products included liquid cartridge filtration to the chemical process, electronics, pharmaceutical & industrial markets. This business was sold by Brunswick in 1987.
  Accomplishments:
  
  • Promotion in 1983 expanded responsibility to include a new venture with startup problems.
  • Increased orders 23% to $43,100,000 in 3 years.
  • Introduced 28 new products comprising 22% of total orders.
  • Integrated San Diego & Baltimore marketing & sales groups.
  
  
• MARKETING & SALES MANAGER - Filterite Group
  Depth & pleated cartridge filtration products to the chemical, industrial, food & beverage markets.
  • Increased profits to 43% over industry standards. Group was break-even in 1979.
  • Increased sales 51% to $28,800,000 in four years.
  • Replaced seven distributors & increased their personnel by 15%.
  
  
• HEATING SYSTEMS GROUP, COCA-COLA
  1972 to 1978
  MARKETING & BUSINESS PLANNING MANAGER Industrial firetube & watertube boilers, burners & accessories to commercial & industrial buildings. Sold through independent distributors & sales reps.
  • Promotion in 1976 expanded responsibility to Group function.
  • Introduced two new products that grew to $3,000,000 in 3 yrs.
  • Increased orders 20% to $80,000,000 in three years.
  
  MARKETING RESEARCH MANAGER Industrial firetube & watertube boilers to commercial & industrial buildings.
  Accomplishments:
  • Implemented sales analysis program that quickly identified market segment opportunities & rep upgrade targets.
  • Increased profits 53% through planned shift in product mix & price increases.
  
  
• JOHNSON CONTROL CORPORATION
  1967 to 1972
  MARKET ANALYST Pneumatic & electronic control systems for heating & air conditioning systems in commercial & industrial buildings. Sold through direct sales offices.
  Accomplishments:
  • Increased service contract sales by 20%/year. One key program was developing a system that permitted clerical personnel to estimate contracts rather than sales engineers.
  • Developed branch office sales analysis program that increased profits by 18%.

• 1966 MBA, Marketing. University of Pittsburgh
• 1965 BS, Mechanical Engineering. Carnegie-Mellon University
• 1960 Diploma. US Military Academy Preparatory School for West Point. Nine-month program of college level academics & military training. One of 15 selected from the Army’s active-duty enlisted personnel. I declined my West Point appointment to attend Carnegie-Mellon University.
• Active duty 1958 to 1961

• Borax. Distribution Program Leadership.
• Cornell Graduate School of Business. Top ten faculty.
• Brunswick Advanced Management Program.

• Defining & Developing New Products. 4-day public seminar developed for the American Management Association. Presented seminar & trained other leaders. 1992 to 2002
• Marketing & Product Management. 4-day public seminar developed for the American Management Association. Presented seminar & trained other leaders. 1990 to 2000.
• Business-to-Business Marketing. 3-day public seminar developed for the University of North Carolina’s Executive Education Program. Presented seminar. 1990-1992.
• Managing the Distributor Sales Channel. 3-day public seminar developed for the American Management Association. Present seminar & trained other leaders. 1993 to 2005.
• How to evaluate distributors & dealers. Foley & Lardner’s 1999 conference on the “Law of Product Distribution & Franchising.”
• The $763 marketing research department, Part 1 & 2. 11/96 & 12/96. CNY Business Journal.

• American Marketing Association. Member
• American Management Association. Member

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