Expert Details
Marketing: Lost Sales-Profit, IP, Distributors-Agents, Marketing Effectiveness, Expert Witness, etc.
ID: 723592
New York, USA
His primary expert witness assignments are in four areas:
(1) Define business economic loss including sales, share and profits.
(2) Intellectual property. Patents, trademarks, copyrights and trade secrets.
(3) Distributors, dealers and independent representatives.
(4) Marketing and sales effectiveness.
He has written many expert reports and has testified in jury trials and arbitrations. His legal references are outstanding.
Expert has been the President of the Employer since 1989. Clients include AT&T, Hoechst-Roussel, Ingersoll-Rand, ITT, Lutron, Lockheed-Martin, Pittsburgh-Corning, Panama Canal, Rexam, SKF, Toshiba and US Borax.
His training associations include Cornell's Graduate School of Management (voted as top ten faculty), University of North Carolina's Executive Education Program & the American Management Association (scores average 3.81 on 4.0 scale). His international training includes assignments in Europe, Moscow (Motorola), Ukraine, Panama Canal (US Panama Canal Commission) and China.
Prior to the Employer, he had a very successful 25-year career in a range of middle management and executive marketing-sales positions with business units of Coca-Cola (heating systems), Brunswick (filtration) and Johnson Control (HVAC control systems).
Expert has in-depth expertise in distributor, dealer and independent sales representative contracts, evaluation, management and termination. This expertise was gained during his (1) 25-year career of establishing and managing independent sales channels for Fortune 500 companies, (2) Teaching 3-day seminars to business executives on how to establish, manage, upgrade and, as required, to terminate select sales channel partners, (3) Working with his clients to establish, manage, upgrade and, as required, to terminate select sales channel partners. One of his most common expert witness assignments is related to disputes with distributors, dealers and independent sales representatives.
Array
CONSULTING:
Lutron Electronics, leading manufacturing of dimming products & dimming systems for residential & commercial applications. Long-term client since 1991 with 2-5 projects annually. Typical projects include (1) Market research to define a product or market opportunity, (2) Consulting to help define business strategy, (3) On-site seminars focused to improving marketing and product management skills. BUSINESS SEMINARS:
American Management Association, leading marketing of business 2 to 4 day seminars. Developed notebooks and trained the trainers for (1) Defining & Implementing New Product Programs, (2) Marketing & Product Management, (3) Managing the Sales Distribution Network. Defined as Best of the Best. Average score of 3.93 on 4 point scale. EXPERT WITNESS:
Marketing expert for 37 cases in which he was deposed 10 times, testified at 3 jury trials and testified at 2 arbitrations. Legal references are outstanding. Most common assignments include (1) Defining lost sales and profits, (2) Defining market size and competitive share, (3) Marketing & sales effectiveness, (4) Expressing opinions on intellectual property disputes, contract disputes and contract language definitions. INTERNATIONAL BUSINESS SEMINARS:
My international seminars are typically 2-4 day customized seminars focused to corporations improving their new product programs, marketing & sales programs and sales channel programs. Engagements include Grand Carson (China), Motorola (Russia), Panama Canal (Republic of Panama), Tyco Electronics (China), US Dept of Commerce (Ukraine).
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1965 | Degree: BS | Subject: Mechanical Engineering | Institution: Carnegie-Mellon |
| Year: 1966 | Degree: MBA | Subject: Marketing | Institution: University of Pittsburgh |
| Year: 1960 | Degree: Diploma | Subject: West Point preparation | Institution: US Military Academy Preparatory School |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 1989 to Present | Employer: Undisclosed | Title: President | Department: |
Responsibilities:President and primary consultant. Three primary services: (1) Marketing consultant, (2) Seminars and (3) Expert witness.Consulting: (1) Evaluate new product and business opportunities. (2) Revitalize an existing business. (3) Competitive intelligence. (4) Independent sales channels. Clients include AT&T, Borax, Hoechst-Roussel, Ingersoll-Rand, ITT, Lockheed-Martin, Motorola, Panama Canal, Pittsburgh-Corning, SKF, Snap-on Tools, Toshiba, Volvo and West. Expert witness: (1) Define business economic loss including sales, share and profit. (2) Intellectual property. Patents, trademarks, trade secrets. (3) Distributors, dealers and reps. (4) Marketing and sales effectiveness. Seminars: Marketing, new product development and sales channels. Associations include Cornell Graduate School of Management (top 10 faculty), University of North Carolina Executive Program, American Management Association. |
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| Years | Employer | Title | Department |
| Years: 1986 to 1989 | Employer: Hilliard Corporation | Title: Director of Marketing and Sales | Department: |
Responsibilities:Define and implement marketing and sales programs for 4 business groups: Oil filtration, Air filtration, Clutches-brakes & turbine starters. Dramatically increased sales & profits. Orders up 23% in 2 years; growth in prior 6 years was only 4%. Profits up 900%. |
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| Years | Employer | Title | Department |
| Years: 1978 to 1986 | Employer: Brunswick Filtration Systems Group | Title: Director of Marketing and Sales | Department: |
Responsibilities:Define and implement marketing and sales programs for 3 business groups: Industrial filtration, Electronics & pharmaceutical filtation & Polymer filtration. Dramatic increase in sales and profits. Introduced 28 new products comprising 22% of total orders. Major promotion expanded responsibilities. |
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| Years | Employer | Title | Department |
| Years: 1972 to 1978 | Employer: Coca-Cola Heating Systems Group | Title: Marketing and Business Planning Manager | Department: |
Responsibilities:Define and implement marketing and for boilers and burners for commercial and industrial markets. Dramatic increase in sales and profits. Promotion expanded responsibilities to include other divisions, including the Coca-Cola acquisition team. |
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| Years | Employer | Title | Department |
| Years: 1967 to 1972 | Employer: Johnson Control Corporation | Title: Market Analyst | Department: |
Responsibilities:Define and implement market, sales and service programs for heating, ventilation & air conditioning control systems. |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 2007 to 2009 | Country / Region: China | Summary: Training: Develop and taught three 3-day seminars on how to define and implement more effective new product programs. Product and market managers from large Chinese and international companies. This included two public seminars and a custom in-house seminar for Tyco Electronics in Shanghai. |
| Years: 2004 to 2004 | Country / Region: United Kingdom | Summary: Consulting: Client was Akzo-Nobel. Define global market, competitive share and product requirements for interior paint & varnish for shipbuilders of 30+ foot boats. |
| Years: 1999 to 1999 | Country / Region: Russia and Ukraine | Summary: Training: 3-day marketing seminars to two organizations: (1) Motorola, Moscow. (2) Group of Ukrainian business owners and marketing-sales employees. |
| Years: 1998 to 1998 | Country / Region: Panama Canal | Summary: Consulting and training: Client was US Panama Canal Commission. Defined new business options (potable water, reliable electric power, ship pilot training school, ship repair) to be implemented by the Republic of Panama after the ownership transition of the Panama Canal. |
| Years: 1996 to 1996 | Country / Region: British Virgin Islands | Summary: Consulting and training: Client was AT&T. Define marketing programs to improve existing business and to define new products and services. |
Career Accomplishments
| Associations / Societies |
|---|
| (1) American Marketing Association. (2) American Management Association |
| Awards / Recognition |
|---|
| (1) Cornell Graduate School of Management. Top ten faculty. 1990-91. (2) Brunswick Advanced Management Program. 1985 (3) Borax Distribution Program Leadership. 1994. |
| Publications and Patents Summary |
|---|
| Expert has several publications widely used by speakers in the marketing field. |
Additional Experience
| Expert Witness Experience |
|---|
| Marketing, sales and marketing research. Specialty: (1) Economic loss. Define lost sales and profits. (2) Intellectual property. Trademarks, copyrights, patents & trade secrets. (3) Distributors, dealers & representatives. (4) Marketing & sales effectiveness. (5) Market research defines market size, sales, share, competitors, pricing and key trends. Expert in over 50 federal, state and local cases including 41 written reports, 15 depositions, 3 jury cases & 2 arbitrations. Outstanding legal references. |
| Training / Seminars |
|---|
| Nationally known marketing seminar leader and public speaker. Current and prior associations include Cornell Graduate School of Management (top ten faculty), University of North Carolina Executive Education Program, American Management Association. Most common multi-day seminars include: (1) New product ideas, evaluation, development and launch. (2) More effective product and marketing management. (3) Establishing and managing independent representatives and distributors. |
| Marketing Experience |
|---|
| Primary consulting focus: (1) Market research to define new product opportunities or revitalize existing products. (2) Establish, evaluate and upgrade independent distributors, dealers and representatives. (3) Competitive intelligence and action plans. (4). Due diligence for potential acquisition or business alliance. Clients include American Standard, AT&T, Borax, Hayward, Hoechst-Roussel, Ingersoll-Rand, Lutron, Lockheed-Martin, Motorola, Newell-Rubbermaid, New York State Electric and Gas, Rexam, Snap-on Tools, Toshiba, Verizon, West and Zellweger Analytic. |
Fields of Expertise
business development, business, business ethics, business intelligence, business management, business strategy, competitive analysis, competitive benchmarking, competitive intelligence, consumer product marketing, corporate strategic planning, customer segmentation, distribution channel, market, market assessment, market development, market forecasting, market potential, market trend, marketing, marketing brand management, marketing mix, market research, new product assessment, new product development, new product development management, new product market survey, product development cycle time, product management, stage gate process, strategic planning, strategic research planning, technical marketing, marketing ethics, economic loss analysis, lost profit, marketing training, distribution, channel management, distribution management, ownership, sales effectiveness, commercial gas appliance, trend forecasting, oil distribution, brand valuation, business analysis, business process management, business valuation, false advertising, economic market development, advertising perception survey, competitive intelligence countermeasures, commercialization, market positioning, business operations, marketing database, trade show, promotion, strategic market planning, marketing communications, advertising, overall cycle time, new consumer product development, time-to-market, ideation, field testing, voice of the customer, product testing, rapid product development, integrated product development, economics, device product development, service marketing, decision-making, innovation