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Sales and Marketing Consultants

• Wrote a business plan for a company in the Internet space which resulted in $3.0M in funding

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• Worked with a company to create a US made product that was competitive with China and featured in WalMart's "Made in USA" program

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• Recovered 90% of lost schedule and $1.0M in overruns on a $10M product initiative.

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• Worked with an industrial controls company to standardize their product offering across several different platforms

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• Worked with a start-up nutraceutical company to develop its intellectual property, business plan and marketing strategies

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• Worked with a polystyrene recycling company to develop its business plan and start-up strategy

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• Implemented several reengineering projects and new product programs in the irrigation industry

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• A niche manufacturer of traditional office products feared that office automation would make its line obsolete. New growth strategies were developed to grow with automation rather than fighting against it. Results: guided by that strategy new products were developed, market share was regained, and sales grew six fold!

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• A major brand consumer products was struggling with the rise of power of big box retailers. A simultaneous 3-part strategy was developed including accelerated new product introductions, aggressive cost reductions, and tactical use of a price fighter line. Results: market shares increased, combative customers became more collaborative, and profits increased 25%.

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• A small consumer furniture line was acquired by a major brand leader whose efforts leverage its brand name were seen as heavy handed and dictatorial by trade customers. A strategy of demonstrating the value of the acquisition and of the leading brand was developed, under which three new product lines were created. Results: defecting trade customers returned, consumer interest increased, and profits increased 50%

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• A middle market food manufacturer was attempting to grow in three distinct product segments and was fragmenting both its resources and its brand image. A strategic review of strengths, weaknesses, and opportunities led to eliminating one of the target segments while strengthening efforts in the other two. Results: both targeted segments produced strong growth and profits; overall business doubled!

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• A family owned marketer of premium paper products had a complex accumulation of pricing practices, discounts, rebates that had developed over decades. Inconsistencies were being discovered and leveraged by powerful customers. A detailed analysis of SKU and family level pricing produced a new pricing system. Result: increased margins and reduced operating complexity.

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• A conglomerate of printing businesses was competing in a commoditizing market. Customer profitability analysis showed where the company’s real profitability was generated, leading to refocused sales efforts. The analysis also identified a new industry that the company could expand in. Result: higher EBITDA and higher enterprise value for the company’s private equity owner.

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• Established effective lean organizations at staff and plant levels

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• A major consumer product company had high quality costs and poor packaging design that lead to dissatisfaction at the retail location. Designed an internal and external product effectiveness audit that led to a re-design of the product line addressing these issues, reducing quality costs by 75% and calls/100 units by 90%.

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• Completed a sales force study and reorganized sales and marketing along channels of distribution

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• Authored a next generation product road for a consumer durables company

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• Evaluated the market opportunity for a new medical device for use in organ transplants and extended preservation. Performed primary and secondary market research, created business plan, and sought investment funds from angel investors for a start-up venture.

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• Explored market opportunity for new adjustable armrest for use in the hospital, laboratory and blood banking market segments. Conducted secondary market research and assisted with an evaluation of distribution options enabling client to target its initial marketing and selling efforts to the most easily penetrated segment. On-going support being provided.

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• Analyzed market opportunity for new protein drug delivery system for use in hemophilia care for an industry leader attempting to develop a paradigm shift in technology to strengthen its worldwide market position. Project required interviews with over fifteen physician specialists and fifty hemophilia patients. Despite keen interest on the part of survey participants, the client was unable to overcome certain technical hurdles and ultimately dropped the project.

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• Drafted a comprehensive market analysis for a plasma derivatives manufacturer that was exploring a significant acquisition opportunity. Project required interviewing 30 industry participants including physicians, patients, pharmacists and third party reimbursement agencies within a two week timeframe from the initial meeting. A detailed written report with analysis and suggestions was presented to the client and proved influential in subsequent negotiations. A deal to acquire the target company was struck within three months of the assignment.

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• Created a standardized Patient Satisfaction survey which it promoted to dentists and orthodontists. In exchange for a set fee, and with the support of the practitioner, we conducted mail surveys of 100 randomly selected patients currently in the professional’s practice. Data were collected, analyzed and recommendations offered to improve patient retention and satisfaction. This proved valuable to many ‘newcomers’ to an area or locale as they attempted to compete with existing providers.

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• After purchasing the sales training licensing rights from Results Unlimited, Dish/Network trained over 6,000 sales agents worldwide in which they experienced an increase of over one million in new subscribers.

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• Sencore a 25 million dollar electronics firm exceeded sales training expectations by increasing revenue 12% over the next two quarters and is on track to do 3 million in additional sales.

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• T-Mobile call center experienced record revenues within 90 days after 215 people completed the sales training program.

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• Over 2,400 people received sales training at Comcast in which their return on investment was accomplished within two weeks at a 14% increase in top line revenue.

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