Foreign market penetration strategies, set-up, start-up, and management-to-profit for
technology intensive companies
Work Area: Major World Markets -- Residences - Japan, Illinois, and Florida
Unique project work for more than 55 clients · Businesses setup and run in 40 countries · Sales to over 100 countries · Wide variety of industries · Projects usually required competitive analysis, sales potential estimates, cash flow analysis, penetration alternatives, business plans, risk assessment, penetration strategies, foreign negotiations, agreement drafting, design of offering package, problem solving, technology training, sales training, and project management until successful.
SAFETY-KLEEN, Elgin IL -- Route automotive & industrial solvent service business (grew faster than McDonalds in USA for 18 consecutive years)
Problem: Japanese licensee withdrew from the business after 18 months with only 200 customers spread across 3 branches
Solution: · Found Japanese buyer to take over the business· Negotiated sale to new licensee· Directed new licensee for 36 months· Opened 7 branches across Japan· Daily hands-on management, training, and rework of US systems for Japan· Phased out as when licensee had 2,000 customers
TECHNICAL PUBLISHING COMPANY, Div. Dunn & Bradstreet., Barrington, IL-- Maintenance training through 145 self-study technical books.
Problem: Wanted foreign sales with few expenditures
Solution:· Costs paid only from profits on sales over longer set-up time· Set up distributors in 22 countries· Conducted worldwide workshops, expositions, and seminars· Doubled sales each year for 5 years· Phased out whendivision was sold
TOYOTA, Columbus, IN -- Manufacture of fork lift trucks
Problem:Needed to source quality parts for their newUS factory
Solution:· Found and qualified casting and machining suppliers prior to new plant openingBought truckloads of castings, machined, and arranged delivery· Taught just-in-time KANBAN system to suppliers · Supplied all cast parts bought in US during their 18 month start-up operations· Phased out when their purchasing team was hired and trained
LA-MAN Corp., Hamilton, IN -- Manufacture of cost effective filter/dryers for compressed air
Problem:Good product & patents with no growth in US
Solution:· Negotiated and drafted manufacturing license· Negotiated and drafted patent acquisitions· Ran foreign sales for the IMD-Japanese joint-venture licensee · Set-up and trained distributors throughout Europe, Asia, and Pacific Rim·Grew sales from $0 to $6.5 million USD (5 times the US sales level) in 5 years· Phased out when network was established and operating.
BELL & HOWELL EDUCATION GROUP, INC. (DeVry),Evanston, IL1978 – 1980
General Manager - International & Industrial Operations
Work Area:Africa, Middle East, India, Indonesia, & Philippines-- Residence - Barrington Illinois
Administered electronics train-out to students at 700 industrial companies · Monitored and invoiced overseas training · Managed and controlled $1.2 million USD Saudi Arabian and Nigerian military training contracts in US · Closed inefficient $8.0 million USD home study electronics training business · Created DeVry curricula license profit center · Quoted $58.0 million USD in training projects to foreign ministries · Wrote requests for funding, worked through committee, and had approved a $52.0 million USD Asian Development Bank grant ·Phased out when management abandoned international commitments
INTERNATIONAL MARKET DEVELOPMENT GROUP, INC.,Newcastle, England
1976 – 1978
Work Area:Europe, South America, America, & Japan--Residence - Newcastle England
Established network of 35 associates in 16 countries · Sold sporting goods, medical disposables, and machine tool modules · Company spin-off sales for water treatment and medical prosthetics companies · Marketing leader of LBO team acquiring $35.0 million USD farm equipment manufacturer · Set-up sales for 5 Japanese company consortium · Put in abeyance when managing international business in client’s name.
1968 - 1976DELTA OIL PRODUCTS COMPANY, INC. - Milwaukee, WI
Manufacture of 175 specialty chemical compounds used in metal casting
Helped a 40 employee company grow sales from $8 to $23 million USD in 8 years as one of their 5 managers ·Authority, budget, and responsibility for all new projects. · Made and implemented company plans · Learned formulae, manufacturing and laboratory tests · Phased out when family company was broken into 5 separate companies lacking critical mass
Vice President - International Operations1973 - 1976--Work Area:Europe--Residence - Brussels Belgium
Negotiated licenses in England, Germany, Spain, Italy, and the Netherlands· Negotiated 3-company joint-venture to manufacture under license in 7 European countries· Created a European profit center·Learned EEC law and competition· Taught manufacturing, control, and sales to licensees· Advisor to Swedish and Japanese licensees
Product Manager 1972 - 1973--Work Area:8 States--Residence - Wadsworth Illinois
Developed line, territory, distributors, and direct men·Doubled sales each year·Introduced new metallurgical products with 85% first call close rate
Territory Manager 1971 - 1972--Work Area:3 States--Residence - Elk Grove Village, Illinois
Turned around territory that had lost 80% of its sales through plant closings· Increased sales 300% over sales levels before closings· Consolidated & collected receivables· Appointed and trained distributors
Technical Representative1970 - 1971--Work Area:2 States--Residence - Davenport, Iowa
Increased sales to top 100 accounts by 400% in 2 years· Lowest cost of sales in the company· 80% of sales Fortune 500 companies like Caterpillar, John Deere, General Motors, and White Farm Equipment.
Manager DEMASCO Div.1968 - 1969-- Work Area:1 State--Residence - Milwaukee, Wisconsin
Secured 53 lines to sell· Opened 305 accounts · Profitable in 2 quarters after start-up· hired and trained replacement
1967 - 1968JAMES P. ANTONIC SUPPLY CO.-Milwaukee, WI
Warehouse and supply for foundry industry
Owner--Work Area:Wisconsin--Residence - Shorewood, Wisconsin
Started company with no capital · Broke even in 2 months · Profitable in 4 months · Increased sales at a rate of 50% per month · Merged company into Delta Oil Products Company, Inc.
1966 - 1967MIDWEST FOUNDRY SAND & MATERIALS CO. - Wauwatosa, WI
Agent for silica sand
Salesman--Work Area:Milwaukee--Residence - Shorewood, Wisconsin
Paid back draw in 6 months at 5% commission · Owner didn't transfer promised shares so I started my own company
1964 - 1966COMBAT ENGINEER, UNITED STATES ARMY - Fort Belvoir, VA
Cartographic analysis & topographic map production training for all allied armies
Operations Coordinator --Residence-- Annandale, Virginia
45 weeks cartographic training · Managed and coordinated a 200 man plant producing accurate topographic maps used during combat · Part of U.S. Government Coast & Geodetic Survey