Expert Details

Expert in Commercial and Product Development for Industrial, Medical and Electronics Markets

Expert ID: 723449 Connecticut, USA

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Expert has thirty years experience in business development of specialty chemicals, adhesives, materials, coatings, foams, films and conductive polymers in specific markets of automotive, aerospace/defense, construction, electronics, food, industrial, medical and transportation. He has identified new niche markets for specialty products such as medical adhesives, automotive materials, industrial assembly materials and printable electronics. He has worked closely with clients to link their strengths with viable market opportunities.

Expert has managed acquisitions, integrated new businesses and turned around ailing divisions that were losing money. Extensive P&L responsibility and General Management experience with manufacturing operation, sales force development, technical marketing and new business development. Some examples are:
1. turned around ailing automotive business to achieve 28% growth in sales
2. managed two acquisitions, built new manufacturing plant and integrated businesses
3. managed New Ventures group to capture new strategic businesses for acquisition, licensing and distribution.

Extensive experience with major distribution channels for industrial materials, medical devices, electronics materials, food, automotive tiers and contract manufacturing. He has developed new business initiatives and technical marketing programs for manufacturers, distributors, converters, medical precision fabricators and contract manufacturers.

Expert has managed international marketing assignments in Europe, North America, South America and Pacific Rim. He has worked with industrial, medical device, specialty electronics materials and specialty chemical manufacturers to develop new business with validation of new opportunities, technical marketing for launching new products into target accounts and sales development to add new sales resources in expanding regions.

Assisted clients with strategic decision making with market assessments or validations to identify specific information relating to market size, competitive assessment, unmet customer needs, developing market trends and key contacts for client follow-up and testing. Extensive market contacts facilitate accuracy, confidentiality and successful business ventures. Examples of past assessments have been conductive printable materials, medical devices, automotive insulative materials and medical wound dressings.

Expert has thirty years experience with both market and commercial development of industrial, automotive, medical, electronics, food and transportation applications. His extensive knowledge of products, markets and applications provides a extensive network of companies and contacts to provide market insight and competitive information.

Extensive expertise in technical marketing in key areas of medical devices, automotive, industrial, food, aerospace/defense, construction and transportation. Extensive use of cost effective marketing communications techniques such as search engine marketing, web PR, CRM, stage gate product development and intensive focus on customer realtionships to provide new market opportunities. Developed applications based technical assistance group that generated $1 million in new applications annually.

Expert's eighteen years with Loctite Corporation in a variety of business development, marketing and sales management roles has provided extensive experience with brand management and image and consistent sales performance. International development of eight new trademarks and dozens of new product introductions. Enhanced Loctite's brand recognition in the medical, industrial and electronics markets to significantly grow business. While at Scapa Tapes, the business was grown from $22 to 118 million during the nine years of Expert's role as Vice President of Marketing.

Developed very cost effective methods for enhanced marketing communications techniques, such as Web PR, search engine marketing, new product releases, technical articles, web site enhancement and news releases via web, CRM and electronic communications of new application techniques. Developed marketing communications system, in sync with applications solutions group that provided a technical source for incoming application questions, which resulted in annual new sales exceeding $1 million.

Expert developed business, techical marketing, sales specialists and product teams that were well trained in the execution of price, product, pipeline and promotion of the marketing mix. Developed significant new product ranges of new adhesives, conductive materials and medical wound care products. Achieved reduced time to market of new products with simplified stage gate process, coordinated with pipeline and promotion activities.

Developed targeted strategic plans for specialty chemical, conductive electronic materials and medical device manufacturers. Extensive market research, competitive intelligence process and application knowledge base of medical device, automotive, industrial, aerospace/defense and contract manufacturing. Integrated planning process to capture company core competencies and focus on significant market opportunities.

Medical device market assessment for specialty materials that identified target applications, key manufacturers and growth trends for specialty fabricated, die-cut components. Developed strategic plan for specialty materials manufacturer that identified significant new, multi-million dollar applications in electronics, medical, industrial and aerospace markets. Technical marketing and sales development for specialty adhesives manufacturer to expand business globally. Identified global sales representation, segmented markets, developed sales and marketing plan and developed global target opportunities to significantly grow business.Market assesment and strategic plan for industrial cleaning and degreasing equipment for automotive, industrial, medical and electronics markets. Also developed sales development and sales compensation plans to accelerate company sales growth.Pricing and competitive assessment for medical wound care market. Provided competitor pricing analysis, along with recommendations for distribution and market trends.

Education

Year Degree Subject Institution
Year: 1972 Degree: BS Subject: Marketing / Management Institution: Tri-State University
Year: 1989 Degree: MS Subject: Management Institution: RPI Hartford

Work History

Years Employer Title Department
Years: 2003 to Present Employer: Undisclosed Title: President Department:
Responsibilities:
New business and product development, technical marketing and sales development focused in the medical device, electronics, industrial, automotive, food packaging and aerospace markets. Market assessments, product integration and business valuations provide increased growth from acquisitions. Strategic planning, marketing communications and internet search engine marketing enhance client lead generation and business growth.
Years Employer Title Department
Years: 1994 to 2003 Employer: Scapa Tapes Title: Vice President Department: Automotive Business Unit and NA Marketing
Responsibilities:
Vice President North American Marketing: business development, communications, advertising and product management.
Vice President Automotive: sales and business development of specialty adhesive film and tape products for NA business.
Years Employer Title Department
Years: 1976 to 1994 Employer: Loctite Corporation Title: General Manager Technology Ventures Department: North American Industrial Business
Responsibilities:
Integrated new businesses, technologies and products into segmented distribution channels to facilitate significant new business. Previous management positions held were General Manager, Director Product Management, Director Market Development, Commercial Development Manager and National Accounts Manager.

International Experience

Years Country / Region Summary
Years: 2002 to 2002 Country / Region: Europe Summary: Developed automotive global plan, strategic products and integrated sales force
Years: 1998 to 1998 Country / Region: Japan Summary: Joint venture development, market assessment and due diligence for global automotive and industrial adhesive development.
Years: 1992 to 1992 Country / Region: Asia Summary: Global market assessment for specialty adhesives for electronics and medical device assembly and protection. Product technical roadmap developed and led to significant growth for electronics and medical businesses.

Career Accomplishments

Associations / Societies
-Product Development Management Assoc.
-Society for Information Displays
-Chemical Consultants Network
Publications and Patents Summary
Scapa North America: developed 3 registered Trademarks
Loctite Corporation: developed 3 registered trademarks

Additional Experience

Training / Seminars
- Innovation training for product and market development, technical and marketing projects. Accelerate time to market of new products.
- Strategic Planning
- New Product Scale-up and Introduction
Vendor Selection
- New sourcing for materials: adhesives, coatings, tape backings, liners, foams, fabrics

- New sourcing for die cut components, coated substrates, adhesive coated materials, pilot coating, custom prototyping
Marketing Experience
- New business development
- Technical marketing
- Sales development and training
- Compensation plans
- Market assessments
- Product development
- Internet search engine marketing
Other Relevant Experience
- Interim management
- Innovation prioritization and planning
- Acquisition identification, validation and integration
- Divestitures
- Company valuation

Fields of Expertise

business development, business management, distribution channel, international marketing, market assessment, market development, marketing, marketing brand management, marketing communications, marketing mix, strategic planning, industrial medicine, international development, business, customer segmentation, gap analysis, economic market development, plastics competitive benchmarking, plastics business intelligence, competitive intelligence countermeasures, counterespionage, brand extension licensing, commercialization, e-business strategic planning, e-business organizational assessment, merger, business startup, business ethics, ecommerce, entrepreneurship, business operations, marketing database, Japanese marketing, consumer survey, consumer demographics, finance, advertising, customer management system, new consumer product development, market potential, competitive chemical production analysis, food marketing, business intelligence, polymer marketing, laminated plastic, cannula, steel marketing, electronic marketing, plastics industry, market forecasting, rapid product development, chemical management, medical adhesive tape, chemical research and development, adhesive material film, disposable medical device, telecommunications strategic planning, corporate strategic planning, competitive analysis, product development cycle time, integrated product development, electrical product development, device product development, medical equipment marketing, business system design, plastic material, proposal, new product development management, health care marketing, service marketing, electronic medical device, strategic research planning, biomedical diagnostic instrumentation, business process re-engineering, automotive plastic

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