Summary of Qualifications

Experienced executive with proven expertise developing revenue enhancing strategic plans. Demonstrated track record of effective management through turnaround situations. Recognized for leadership ability and communications skills.

Professional Experience

Contract work at Specialty Filaments, Inc. directing the company’s high end marketing and selling efforts, and product development.

Bay State/Sterling, Inc., Westborough, MA, 1998

President and CEO

Bay State/Sterling is a $60 million subsidiary of Tyrolit, which is headquartered in Austria. The company manufactures a broad scope of abrasive products serving industrial, consumer and OEM markets direct and through distribution. Reported to the CEO, Tyrolit Group with full P & L responsibility.

Implemented $3.2 million in annualized cost savings initiatives through P&L line item analysis resulting in discipline to insure long-term savings.
Strategic planning included focussing on most profitable product/market mix supported by technology transfer and R&D coordination with Tyrolit-Austria.
Upgraded financial reporting quality resulting in elimination of surprises and improved forecasting accuracy.
Developed and implemented customer service improvement plan based on significant upgrades in production scheduling and interdepartmental communications methods.
Introduced project management discipline resulting in greater overall productivity.

FlexOvit USA, Inc., Angola, NY, 1989 - 1997

Vice President of Sales and Marketing

Flexovit is a privately held manufacturer of abrasive products. Responsible for private label sales, strategic planning, pricing, corporate marketing, customer service, marketing services and sales training. Reported to the President/owner.

Major contributor to 20% sales growth by establishing new customers and significantly increasing sales to existing ones.
Recovered $2 million in lost sales through crisis plan implementation following July, 1995 fire, which shut down production and interrupted supply for months.
Achieved and maintained 98% annual on time delivery through establishment and leadership of a cross-functional service team.
Led the company’s strategic planning process for six business units through the development of a guide and facilitation of planning sessions.
Increased GP annually through development and implementation of economies of scale pricing strategy.
Created and presented "Selling Value vs. Price" and "Pricing Wisdom" seminars resulting in a more effective value-added go to market strategy.

Dresser Industries, Inc., Dallas, TX, 1982 - 1988

Bay State Division, Westborough, MA, 1986 - 1988
Vice President of Sales and Marketing

Bay State, formerly a division of Dresser Industries, was a $55 million broad scope manufacturer of abrasive products. Reported to the President with responsibility for all sales and marketing functions with a total staff of 100.

Major contributor to eight(8) percentage point pre-tax profit gain resulting from successful implementation of turn-around strategy.
Developed and implemented product/market mix change strategy, which contributed to profit growth and share loss trend reversal.
Created new sales compensation plan in support of mix change strategy resulting in improved morale and productivity.
Saved $1.5 million through marketing and sales group reorganization and elimination of redundant distribution channel costs.
Established first distributor advisory board resulting in channel communications improvement.
Developed accurate sales forecast integral to turnaround success.

General Abrasives Division, Niagara Falls, NY, 1982 - 1986
Vice President of Sales and Marketing

Senior Consultant, Reese Associates (Executive Search), Pittsburgh, PA
Vice President of Sales and Marketing, Schaffner Manufacturing, Pittsburgh, PA
Vice President of Sales and Marketing, A.P. de Sanno (Radiac), Philadelphia, PA
Sales and Marketing Management positions, The Carborundum Company, Niagara Falls, NY

Education and Training

State University of New York, Buffalo, NY

Bachelor of Arts, Psychology

American Management Association, Strategic Planning
Logistics International Management Consultants, Pricing Strategy
Dresser Industries, Advanced Management Series
Sterling Livingston Institute, Management Practices