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 Expert  723592

Expert in Marketing: Lost Sales-Profit, IP, Distributors-Agents, Marketing Effectiveness, Expert Witness, etc.

Available for your Consulting and Expert Witness Needs

New York (NY)
Education Work History Career AccomplishmentsPublicationsConsulting Services Expert Witness Market Research

Summary of Expertise: Listed with other top experts in: 
Expert is a nationally known expert in marketing and sales gained through 40+ years as an executive, consultant, instructor and Cornell MBA faculty. He has been an executive with Fortune 500 companies, part-time faculty with Cornell Graduate School of Management and a consultant and a trainer for world-class Fortune 1000 companies.

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 Expert's Firm 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 Expert's Firm, 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).


business development




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 assessment


market development


market forecasting


market potential


market trend




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

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.



channel management


distribution management

Show Secondary and Basic Areas of Expertise
Expert may consult nationally and internationally, and is also local to the following cities: Rochester, New York;  Syracuse, New York;  Utica, New York;  and Scranton, Pennsylvania.

Often requested
with this expert:

Customer-Focused Marketing and Organization Strategy,...
Pharmaceutical Marketing and Litigation, Major...
Distribution, Retailing, International, Mergers, Consumer...
Composites, Materials, and Processes for Multi-Industry...

Year   Degree   Subject   Institution   Honors
1965   BS   Mechanical Engineering   Carnegie-Mellon  
1966   MBA   Marketing   University of Pittsburgh  
1960   Diploma   West Point preparation   US Military Academy Preparatory School   One of 15 regular Army personnel chosen to attend this 9 month prep school for West Point.

Work History:
Years   Employer   Title   Responsibilities

1989 to


(Undisclosed Consulting Company)




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.

1986 to 1989


Hilliard Corporation


Director of Marketing and Sales


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%.

1978 to 1986


Brunswick Filtration Systems Group


Director of Marketing and Sales


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.

1972 to 1978


Coca-Cola Heating Systems Group


Marketing and Business Planning Manager


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.

1967 to 1972


Johnson Control Corporation


Market Analyst


Define and implement market, sales and service programs for heating, ventilation & air conditioning control systems.

Career Accomplishments:

(1) American Marketing Association. (2) American Management Association


(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.

Selected Publications and Publishers  
 - American Management Association  

Consulting Services:
Selected Consulting Examples:
  • 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).
Recent Client Requests:
  • Expert in software sales for consulting on forming a proposal and business plan for Microsoft distribution in Libya.
  • Expert in manufacturing distribution for consulting on establishing the coca cola business system model.
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:
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.

Recent Litigation Client Requests:
  • Expert witness sales and marketing for consulting on Sales and Marketing.
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
2007 to 2009   China   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.
2004 to 2004   United Kingdom   Consulting: Client was Akzo-Nobel. Define global market, competitive share and product requirements for interior paint & varnish for shipbuilders of 30+ foot boats.
1999 to 1999   Russia and Ukraine   Training: 3-day marketing seminars to two organizations: (1) Motorola, Moscow. (2) Group of Ukrainian business owners and marketing-sales employees.
1998 to 1998   Panama Canal   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.
1996 to 1996   British Virgin Islands   Consulting and training: Client was AT&T. Define marketing programs to improve existing business and to define new products and services.

Market Research:
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.

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:

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.


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