Typical Client Assignments
Client assignments varied depending upon the key issues of interest to management. Many involved:
- Sizing a product market, identifying major competitors, profiling the industry's structure, and identifying major factors influencing future growth.
- Objectively gathering target customers' reactions to a proposed new product ... perceived value, desired design features, target price points, and compatibility with the client's sales organization.
- Performing commercial due diligence regarding potential acquisition candidates ... e.g. how they were perceived and valued by their customers, outlook for their future business, and technological/competitive threats.
Typical assignments can be found in the "Sample Projects" section of this site at the link below.
Most Recent Activities
In 1996, at a client's request, I completed all "open projects" to devote full-time to help them penetrate and establish a presence in North America. For the past 22 years I have successfully served as North American Managing Director for a large, privately-held German manufacturer of industrial automation and other control products. In this capacity I founded, managed and profitably grew two new, diverse business entities into domestic market share leaders (>30%) in their respective niches ... SCHMERSAL USA , INC. and STEUTE MEDITECH USA, INC.
Doing so involved:
- Assessing the competitive environment,.
- Identifying and implementing effective positioning strategies.
- Creating distinct brands with unique competitive advantages.
- Developing pricing consistent with the competitive environment and the selected market strategy.
- Building domestic sales and customer service organizations that fit the products and target customers for each of these two diverse businesses.
- Staffing and managing each organization to address and achieve our client's growth objectives.