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 Expert  721861

Expert in Promoting Customer Value through Supply Chain Management and Value Selling Technique

Available for your Consulting and Expert Witness Needs

California (CA)
Education Work History Career AccomplishmentsPublicationsConsulting Services Expert Witness Market Research

Summary of Expertise:

Listed with other top experts in: 

Expert writes extensively on the subject of business ethics, distinguishing between ethics as a moral concept and ethics as a popular notion. He was instrumental in putting together the Code of Ethics for the National Association of Purchasing Management. He trains management, marketing and sales, and purchasing people on how to apply ethical principles to everyday business situations.

He is the author of the book, "The Value Network." Its basic theme is that companies must be managed as networks of internal and external processes that create and add value necessarily. This demands an assessment of internal processes in terms of: (a) Do they create or add value, as the customer perceives it? And (b) Are they world-class in terms of performance excellence? If the answer to these questions is "No," then outsource them. This is the basis of process reengineering.

He is a consultant to presidents and CEOs of companies ranging from Fortune 500 to small, midsize, and startup. He advises and coaches these senior managers on business strategy and management practice, and has successfully helped them increase return on capital investment and market share.

He has recently completed a seven year assignment with an international food processor, which has resulted in moving the company from being an engineering-production oriented one to a company that is now customer-value focused. This has resulted in increased market share, and a vastly improved return on capital invested.

It is difficult to differentiate between "business reengineering" and "process reengineering," but Expert's consulting, training, writing, and speaking experience addresses both. He has helped companies enter new markets, develop new products, and establish new relationships and alliances. These have all reflected business reengineering.

Expert is the author of the book, "Value Selling." He does consulting and training in the concept of marketing "Customer Value," which he defines as "the satisfaction of customer requirements at the lowest total cost of acquisition, ownership, and use." This definition does not ignore price as a marketing factor, but it does stress the point that price is only one cost to the customer. He works with clients in developing customer value marketing strategies and training their people to avoid competing on price by stressing value.

He consults with clients on systems and procedures for doing material requirements planning (MRP). He has worked with a wide range of companies, including computer, telecommunications, electronics and related industries at one end of the spectrum and food processing, medical supplies, and gas-electric utilities at the other end. MRP demands, necessarily, are different for these different kinds of business. The semiconductor business is a prime example of these differences. Whereas MRP for most products involves an explosion of a bill of materials from finished product down to lowest level materials, for semiconductors, that explosion is an inverted pyramid. Understanding these differences is part of his expertise.

Materials management is the forerunner of what is now known as Logistics Management, and Supply Chain Management. Expert was a pioneer in the development and implementation of these concepts. He was Executive Director of the Materials Management Institute, which conducted seminars and workshops in Europe, Asia, North and Latin America. He is the author of the book, "Materials Management," which develops the concept of managing materials from source of supply, to the ultimate market as an integrated system.


business ethics


business process re-engineering


business management


corporate strategic planning


strategic planning


business re-engineering




material requirements planning


materials management

Expert conducts extensive consulting and training in supply chain management, which he defines as "the integration of the physical material and information flow of materials from initial, external sources through ultimate consumer use." The thrust of his approach to supply chain management is that it must be customer-value focused.

supply chain management


supply chain


market share

Show Secondary and Basic Areas of Expertise
Expert may consult nationally and internationally, and is also local to the following cities: Los Angeles, California;  San Diego, California;  Long Beach, California;  Santa Ana, California;  Anaheim, California;  Riverside, California;  Glendale, California;  Huntington Beach, California;  San Bernardino, California;  and Chula Vista, California.

Year   Degree   Subject   Institution   Honors
1965   MBA   Business Management   NYU Graduate School of Business  
1963   BS   Business Management   Fordham University   Magna Cum Laude

Work History:
Years   Employer   Department   Title   Responsibilities

1978 to







Expert markets, manages, and implements management consulting and training assignments with clients.

1954 to 1962


Fordham University


School of Business Administration


Professor and Chairman of the Business Management Department


He managed a seven member faculty in business management subjects, and personally taught three courses.

Career Accomplishments:

Expert is a member of the Institute of Management Consultants and the American Arbitration Association.


He is a Certified Management Consultant (CMC).

Professional Appointments

Expert was Editorial Advisor to Aeronautical Procurement and Purchasing World Magazines. Additionally, he was a member of the Procurement Advisory Commttee of the U.S. Senate.

Publications and Patents Summary

He is the author of five books. He has also written hundreds of articles in trade and professional publications.

Selected Publications and Publishers  
 - Industrial Marketing Management  
 - Materials Management Institute  
 - Management Center of cambridge  

Consulting Services:
Selected Consulting Examples:
  • Expert guided the management of an international telecommunications company in formulating and implementing an outsourcing strategy for warehousing and distribution services.
  • He helped restructure the procurement and logistics operations of a leading computer systems integrator.
  • He conducted market surveys for a major supplier to the brewing industry. On the basis of survey resuts, Expert helped develop strategic and operational plans resulting in increased market share and reduced operating costs.
  • Expert conducted company-wide evaluations of purchasing, inventory management, and physical distribution for a manufacturer of health care products.
  • He developed a program for improving the acquisition of capital equipment and engineering services for an international steel and bearings manufaturer.
Click the green button above to contact Expert for a free initial screening call regarding your expert consulting needs.  Expert is available for consulting to corporate, legal and government clients.  Remember, your initial screening call to speak with Expert is free.

Expert Witness:
Expert Witness Experience Summary:
Expert testified before the U.S. Senate and House committees on government procurement regulations.
Recent Litigation Client Requests:
  • Expert witness for consulting on assessment of "power/fuel" surcharges in a bulk carbon dioxide requirements contract.
Click the green button above to contact Expert for a free initial screening call regarding expert testimony, litigation consulting and support, forensic services, or any related expert witness services.  A few litigation needs include product liability, personal injury, economic loss, intellectual property (patent, trademark, trade secret, copyright), and insurance matters.  Remember, your initial screening call to speak with Expert is free.

International Experience:
Years   Country / Region   Summary
1989 to 1989   France   Expert conducted purchasing training courses for the European operations of IBM.
1983 to 1983   Italy   He conducted purchasing training for Olivetti personnel.
1984 to 1984   Netherlands   Expert conducted purchasing training courses for Monsanto Chemical personnel in Europe.
1987 to 1987   Germany   He conducted Purchasing training for IBM-Germany.
1995 to 1996   Latin America   He conducted market research studies for an international food processing company.

Language Skills:
Foreign Language   Description
French   Expert is moderately fluent in the French language.
Spanish   He can speak basic conversational words in Spanish.

Market Research:
He has marketed and promoted his books and articles, as well as the on-line training courses that he developed.

Click the green button above to contact Expert for a free initial screening call regarding your marketing research, industry research, and company research needs.  For research needs involving multiple experts or secondary research, a Research Director can be assigned to coordinate the work into a custom report for you as a potentially quicker and more cost effective alternative to doing this work yourself or hiring a boutique consultancy.  Remember, your initial screening call to speak with Expert is free.

Additional Skills and Services:

He has provided the following seminars and workshops: “Value Selling” “How to Negotiate Purchase Prices,” “What, Why, and How to Outsource,” and “Supply Chain Management.”

Supplier and Vendor Location and Selection

Expert locates subcontractors through his association with the Institute of Management Consultants.

Other Skills and Services

Expert does considerable public speaking in each of his areas of expertise.


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