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 Expert  723618

Expert in Representing Manufacturers, Representative Agreements, Distribution, Distributor Agreements, etc.

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: 

For several years, expert managed all sales and marketing activities throughout Asia-Pacific for an American semiconductor company. Upon his entry into the Asian market, his company had a sales presence in Japan and Hong Kong. He created a sales and marketing presence in Taiwan, South Korea, Singapore, Malaysia, India and Thailand. During this time, he created networks of industrial distributors and manufacturers' representatives in order to minimize the time-to-market. He was able to grow sales in Asia (exclusive of Japan) from $10 million to over $175 million, and sales in Japan from 12 billion Yen to over 26 billion Yen.

For over two decades, half of the sales for which he was responsible were made through industrial distributors. He managed sales and relationships with all of the distributors involved. During this time, he was involved with creating his company's distribution strategies while simultaneously upgrading the the quality and size of distributors.

He was his company's primary interface with its largest distributors as those distributors grew sales from $100 million to several billion dollars. For two years, Expert served as SVP of Sales and Marketing, and president, for a $100 million North American industrial distributor. The distributor sold American and Japanese products throughout the USA.

During expert's tenure in American and Asian markets, he sold product on a direct basis, through manufacturers' representatives, and through distribution channels. Use of the distribution channel proved particularly valuable when growing sales in emerging markets. In Asian markets, he developed unique terms and conditions for dealing with particular distributors in order to exploit rapidly emerging markets.

When responsible for the Asia-Pacific market, expert developed marketing strategies for each of the markets involved. He migrated his company's strategy from the use of traveling foreigners, to expatriate managers, to local nationals. In the Japanese market, he developed marketing and advertising strategies that were completely different from those used in America and Europe.

Expert was responsible for all product marketing while managing the Asia-Pacific operations for an American company, and later, for managing the North American operations for a Dutch multinational company. His sphere of marketing includes product marketing, corporate marketing, as well as management of sales through direct teams, distributors and manufacturers' representatives. Expert has worked as an expert witness in cases involving representative agreements, mergers and acquisitions, distribution agreements, intellectual property, and asset purchase agreements. He has testified in deposition, arbitration, and trial.


Asia-Pacific market


business management


business management




distribution channel


international marketing




representative agreement


expert witness

Show Secondary and Basic Areas of Expertise
Expert may consult nationally and internationally, and is also local to the following cities: San Jose, California;  San Francisco, California;  Sacramento, California;  Oakland, California;  Stockton, California;  Fremont, California;  Modesto, California;  Salinas, California;  Santa Rosa, California;  and Hayward, California.

Year   Degree   Subject   Institution  
1973   MBA   Finance, Marketing   California State University Sacramento  
1971   BSEE   Electronic Engineering   California Polytechnic State University  

Work History:
Years   Employer   Title   Responsibilities

1998 to 1998


Be Here Corp.


President, CEO


He was responsible for all operations of the VC-funded Internet start-up company.

1994 to 1998


Philips Semiconductors


VP, North American Sales & Marketing


He managed a team of 420 throughout North America, generating $870 million in revenue annually. The sales channel consisted of direct sales, manufacturers' representatives and industrial distributors.

1988 to 1992


Advanced Micro Devices


Vice President, Sales & Marketing, Asia Pacific Operations


He managed a team of 200 in Japan, Korea, Taiwan, Hong Kong and Singapore, growing revenue from $100 to $360 million annually. His responsibility included sales, marketing, finance, logistics, IT, physical distribution, quality, reliability, HR and design.

1988 to 1992


AMD Japan, K.K.




He managed a team of 200 in Japan, growinging revenue from ¥12 to 26 billion annually. His responsibility included sales, marketing, finance, logistics, IT, physical distribution, quality, reliability, HR and design.

1984 to 1988


Advanced Micro Devices


VP, North American Sales & Marketing


He managed all field sales & marketing throughout North America, to OEM customers and distributors.

Career Accomplishments:

Business Marketing Association, Forensic Expert Witness Association, IMC-USA, American Management Association, American Marketing Association. Formerly a member of the Institute of Electrical and Electronic Engineers.

Professional Appointments

Advisory Board, EverFile Systems. Former Board President of Forensic Expert Witness Association. Former Member of the Board of Directors at Be Here Corp.

Publications and Patents Summary

He has 36 articles published on issues relating to distribution relationships and agreements, manufacturers' representatives and representative agreements, and creating sales presences in foreign markets.

Selected Publications and Publishers  
 - ExpertPages.com  
 - Agency Sales  
 - Industrial Distribution  
 - Repertoire  

Government Experience:
Years   Agency   Role   Description
1962 to 1966   U.S. Navy   Electronics Technician   He maintained surface-search and air-search radars and repeaters; ECM equipment; communication transmitters and receivers; shipboard test equipment.
1966 to 1973   U.S. Naval Reserve   Electronics Technician   He maintained surface- search and air-search radars and repeaters; ECM equipment; communication transmitters and receivers; shipboard test equipment.
1973 to 1975   U.S. Naval Reserve   Ensign and LTjg   He provided management and support in Naval Intelligence.

Consulting Services:
Selected Consulting Examples:
  • He developed a representative agreement and a distribution agreement for a fabless semiconductor manufacturer. Later, he negotiated for the manufacturer, one contract with a distributor and one contract with a manufacturers' representative.
  • He created the first Representative Agreement for a manufacturer of consumer electronics furniture. He reviewed and upgraded an existing Distribution Agreement for the same manufacturer.
  • He performed as an arbitrator between the buyer and seller of a small business. Both the buyer and seller were represented by attorneys. Upon review of all applicable documents in the case, he held an eight-hour hearing, allowing both parties to state their claims and counter-claims. Upon completion of the hearing, he produced a final report and decision.
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:
He works frequently as an expert witness in cases between suppliers, manufacturers' representatives, and industrial distributors. He has delivered opinions in cases surrounding representative and distribution agreements. Through 2010, he has been deposed eight times; he has testified in arbitration six times; and he has testified at trial, (California Superior Court) three times. He was declared an expert witness in several additional cases.
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
1988 to 1992   Japan   He served as president and representative director of an American semiconductor company in Japan. He directed a staff of 200 with responsibility for all sales, marketing, finance, physical distribution, design, programming, quality and test operations. He grew revenue from ¥12 billion in 1987 to ¥26 billion in 1992. During 1988, he integrated two companies into one upon an acquisition. Throughout his tenure in Japan, he participated in all semiconductor industry trade negotiations between Japan and USA.
1986 to 1991   Asia Pacific Region   He served as VP, Sales & Marketing, Asia Pacific Operations for an American semiconductor company. He developed a staff from 6 to 32 in four key Asian markets: Hong Kong, Taiwan, Korea and Singapore. He customized sales channel strategies for each Asian country. During his tenure, he increased market share from less than one percent in 1986 to more than five percent in 1991. He grew revenue from $10 million in 1986 to $175 million in 1991. During 1987 and 1988, he consolidated two companies into one upon an acquisition.
1977 to 1982   Canada   As Northwest Area Sales Manager, he was responsible for all sales for an American semiconductor company in Western and Central Canada, both OEM and through distribution.
1982 to 1984   Canada   As VP of North American Sales, he was responsible for all sales for an American semiconductor company in Canada, both OEM and through distribution.
1985 to 1988   Europe   As VP of Strategic Sales for an American semiconductor company, he was responsible for sales to the company's European customers, (IBM, Hewlett-Packard, ITT, AT&T, and Digital Equipment). He created a strategic sales team among the European sales force. He improved the supplier's service perception for delivery, electronic data interchange, returns policies, change notification procedures, and guaranteed lead times, during a time of rapidly rising customer expectations.

Language Skills:
Foreign Language   Description
Japanese   He possesses sufficient Japanese language skill to get around in Japan.

Market Research:
As president of the Japanese subsidiary of an American semiconductor company, he created and led a marketing campaign for a new RISC microprocessor family. The product line was revolutionary and required new methods of entering the market. Under his direction, an advertising campaign was created and implemented that drove the supplier to achieve No. 1 market share for RISC microprocessors. The advertising program won awards from the Japanese advertising and marketing press.

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:

As a Director and Vice President of Sales, he has routinely been involved as a sales trainer. Courses include 1) Sales Management, 2) Strategic Sales Management, 3) Distributor/Supplier Relationships, 4) Contract Negotiations, 5) Presentation Skills.

Supplier and Vendor Location and Selection

As SVP and president of an industrial electronics distributor, he routinely sought out new suppliers in order to add value to the distributor line card. During the process, he identified, qualified, and negotiated contracts with American and Japanese electronic component manufacturers.

Other Skills and Services

In 2000, he co-founded Sand Hill Angels, a Silicon Valley angel investing group. Sand Hill Angels invests in companies focused on the Internet, Information Technology and Life Sciences. He served as Secretary, Treasurer and Chief Financial Officer. He served on the board of directors until 2008.


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