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Work experience

Apr 2008Dec 2008

Business Development Manager


Hired to develop a market for a financial benchmarking database among world-wide Aerospace and Defense firms.“Top-Performing Companies” had been a series of financial analyses conducted over an 11 year period in AVIATION WEEK and SPACE TECHNOLOGY magazine.M-H wanted to market the database and analytics as a stand-alone syndicated product using an interactive on-line tool.I worked with the database analyst, software design team and existing sales staff to present the tool to potential clients in domestic markets and at international trade shows.

Mar 2007Apr 2008

Vice President, Business Development

PERT Survey Research

PERT Survey Research is a 29 year-old CPG market research firm that had been recently acquired by its three senior managers.I was hired to create a sales strategy to attract high potential new clients, primarily Fortune 200 consumer packaged goods targets.The firm has extensive experience in adult beverage consumer research and concept testing.Despite this, PERT had been virtually unknown outside its own client base because the firm had never marketed itself externally.  Using a basic "five forces" strategy that would identify targets with above-average profitability and significant potential revenue for PERT.  During my tenure we developed projects with Kellogg’s Cereal (Snacks Division) and Jack in the Box Restaurants.Other clients include Otis Spunkmeyer Cookies (testing concepts and branding within Subway Restaurants) and Crane Fencing.Other responsibilities within PERT included creating industry speaking engagements to highlight proprietary statistical techniques in concept evaluation and multi-dimensional preference analysis.

Jan 2004Feb 2007

Vice President

Hired to start up an “Airport Practice” within Phoenix Marketing International and secured custom studies with San Diego International Airport, MarketPlace Development at Philadelphia International Airport, Delaware North Companies (CA One Services), Transportation Safety Administration, Triple A and Smarte Carte Corporation. Responsible for the initial contacts, sales efforts, pricing and contract negotiations for all accounts. The Delaware North Companies project involved measuring and evaluating all service points locations within the Company (approximately 454) including 248 concessions locations/franchises at 25 North American airports.A full range of service evaluations were provided for each outlet including quality, perceived variety and pricing. The TSA project involved measuring and analyzing TSA performance and customer satisfaction at 30 airports across North America (from Anchorage, AK to San Juan, PR).This project involved the coordination of field operations at all airports, the collection and cleaning of data, the analysis and reporting of individual airport operations and system-wide performance. The MarketPlace Development project encompassed evaluating and benchmarking all marketing aspects of concessions marketing including quality, variety, pricing, “street pricing”, signage, advertising, internet presence, promotions, etc.

Mar 1998Dec 2003

Senior Director

J. D. Power and Associates

Expanded the “Airport Practice” within JDPA, beginning with the Port Authority of New York and New Jersey (JFK, EWR, LGA).Expansion included syndicated and custom projects with Detroit Metropolitan International Airport (DTW), Dallas/Fort Worth International Airport (DFW), Portland International Airport (PDX), Cleveland Hopkins International Airport (CLE), Baltimore/Washington International Airport (BWI), Austin-Bergstrom International Airport (AUS), Los Angeles World Airports (LAX), Denver International Airport (DEN), Memphis International (MEM), British Airports Authority (PIT), Las Vegas International (LAS), Salt Lake City International (SLC), Tokyo Narita (NRT) and Aeroports de Paris (CDG, ORY).As Senior Director also responsible for Rent-A-Car (clients included Hertz, Avis, Dollar-Thrifty, Alamo-National), North American Air Carrier (clients included Continental, TWA, US Airways), Financial Services (clients included A.G. Edwards, Brown and Co., Edward Jones, TD Waterhouse,Ameritrade, Charles Schwab), Hotel and Hotel Services (Marriott and Host Marriott) and proprietary Home Appliance customer studies (clients Hoover, Maytag).Contributor to Airport Revenue News.  Frequent speaker at Airports Council International events in North America and Europe.


Account Director


Served as primary client contact for corporate accounts at advertising and promotions agency for Bayer North America, Meijers North America. 


Group Manager

rsc the quality measurement company

Principal client contact for the leading television advertising testing firm.Major accounts included SmithKline Beacham Consumer, Frito-Lay, General Motors, S.C. Johnson Wax Companies, Novartis Consumer Pharmaceuticals.Responsible for new business acquisition at RSC.


Product Marketing Manager - Shotshells

Olin Chemical - Winchester Ammunition

Responsible for all marketing and sales efforts for shotgun shells.Introduced new upland game shotshells and new technology in waterfowl steel shotshells. 


Asst Category Manager

Ralston Purina Company

Responsible for marketing and sales of dog food brands including Dog Chow, Puppy Chow, Hi Pro, Fit ‘n’ Trim and other Ralston brands.Brand sales budget exceeded $350 million annually.Advertising and promotion budget of $59.9 million annually.


Asst. Marketing Manager

Abbott Laboratories - Ross Labs

Responsible for marketing and sales of Murine, Selsun Blue and Ensure Adult Nutritionals.


Brand Assistant

Responsible for marketing and sales of Alberto Mousse, Gels and Hairspray.


May 1986Present


University of Chicago

Double concentration in Marketing and Corporate Finance. Interned as “Market Specialist - Acquisitions” for American Can Corporation.

Jun 1983Present


Indiana University

Double Major with Honors



I like international travel and combine that with my enthusiasm for oenology and cooking.  My wife and I volunteer with various canine rescue organizations and we foster abandoned dogs.  I attempt to lower my golf handicap each year.  I am a member of the Connecticut Classical Guitar Society.


Marketing research professional, skilled at business development, account development, account management and research analysis.  I've worked with clients in airlines, airports, rent-a-cars, aerospace, defense, packaged goods, financial services and home appliances.  I've developed new clients in North America, Europe and Asia.


I'm interested in obtaining a position with a marketing research supplier or analysis firm.  Ideally, the position would involve existing account development and new business development.