Richard G. Goulter

14 Coppermine Road, Topsfield, MA 01983

(978) 887-3249

GoulterR@aol.com

Senior Executive with a track record of driving revenue, profit and market share growth through expertise in building and managing industry leading sales teams, general management, business development and strategic planning.

Managed the turnaround of a failing manufacturing company achieving growth in new business in excess of 26% per year.

Developed effective market channel strategies that resulted in 30% annual growth in sales through distribution.

Developed $40 million in new revenue from sales to the North American and Mexican markets.

Results-driven leader skilled in delivering profit maximization and revenue growth in turn-around and rapid-growth environments.

· Produced double-digit revenue growth from new business during a period of heavy manufacturing recession.

· Transformed a failing commodity and price-based sales strategy to one focused on technology and performance implementation leading to a 16.5% increase in gross margins.

· Mentored senior sales and marketing team through an intense product line rationalization that reduced the number of product lines by 31.4% while achieving a 26% growth in new business.

· Generated a 26.4% increase in net operating margins in a fourteen-month period.

Astute change agent with keen business acumen and a proven ability to build revenue growth profitably.

· Restructured the North American sales force, cutting overhead by 33%, while maintaining industry leading new product and customer sales growth.

· Built effective relationships with traditional and master distribution networks that developed and strengthened the corporate brand equity.

· Introduced an industry segmented selling program capturing major gains in the automotive, aerospace, heavy equipment, petroleum, die and mold and medical industries

Professional Background

Tyrolit North America, Inc., Westborough MA 2000-Present

($50 million manufacturer and subsidiary of Tyrolit Schleifmittlewerke Swarovski K.G)

President

Recruited to be the primary agent of change dedicated to the business transformation of a struggling U.S. bonded abrasives operation.

· Dramatically improved the financial condition of the company by restructuring the strategic plan, sales force and distribution network.

· Eliminated the strategy of growing sales by competing on price and focused the culture on implementing technology and application performance.

· Established flexible market channel strategies with Tier-1 distribution channels focused on integrative supply and targeted niche industry customers.

· Introduced a master distribution program to handle over 700 small distributors and market commodity products through an e-business platform integrated directly to the corporate IT platform – SAP R3.

· Launched four major product lines over the course of a 2-year period, resulting in a shift of 26% in new business from Tyrolit’s total sales volume in 2001.

VALENITE, INC., Madison Heights, MI ($200 million manufacturer and subsidiary of Milacron Inc.) 1979-2000

Director of Sales and Marketing 1996-2000

As the top sales and marketing position, reporting to the President, generated an incremental sales growth in North American market of $40 million.

· Responsible for global sales and marketing for Valenite products and services. Managed a direct sales force of 200 sales and application engineers, 150 industrial distributors and the entire North American product engineering staff.

· Developed effective market channel strategies that increased sales through distribution by 30% per year, while focusing the sales force on major direct accounts.

· Introduced an industry segmented selling program, resulting in market share gains with higher margin, value-added products in the automotive, aerospace, heavy equipment, petroleum, die and mold, and medical industries.

· Implemented a private label branding strategy for Milacron products, using the Valenite market channels. Mentored the Valcool cutting fluid line to become Milacron’s most historically successful product line.

· Redesigned the sales force compensation package to focus efforts on higher margin products that were critical to the long-range strategic plan.

· Focused the Mexican market through a period of explosive, high growth for the automotive industry. Achieved sales growth of 200% while securing 35% market share through a direct tool management program.

· Effectively managed the corporate catalog sales strategy resulting in a 100% growth with MSC Direct.

Eastern Zone Manager 1994-1996

Promoted to manage direct sales and market channel development in the Eastern region, increasing sales 14%.

· Changed market coverage philosophy from a direct sales strategy, adding 12 industrial distributors and 4 major integrated supply companies. Also maintained strong direct presences with the addition of new sales districts, adding 15 sales engineers to team.

· Developed training programs, focused on higher level selling skills. Training included, strategic presentation skills, managing industrial distribution and technical training for new product launches.

· Lead the corporate development of new product strategies, launching new super abrasive products, Spectra turning products, Widia milling products and Valcool cutting fluids into the North American market. Sales from new products grew from less than 5% of total sales to 28%.

· Formed important alliances with major machine tool OEM and importers. Increased sales to special machine tool builders by 20%, utilizing Consumable Turnkey rebate program.

District Sales Manager – Ohio and Kentucky 1993-1994

Entered sales management after 14 years of direct sales, managed 19 sales and service engineers

· Improved market coverage and implemented target industry sales planning strategy, increasing sales 13.5% in one year.

· Lead special task force with Milacron team, integrating Valenite products into the manufacturing and OEM departments of all subsidiaries.

· Achieved membership to the Presidents Club for the top sales district in 1993.

Sales Engineer 1979-1993

Responsible for several sales territories in New England, consistently showing accelerated growth in sales of existing products and new technologies being introduced to the market.

· Developed Valenite’s major account base in New England with major successes at General Electric, Raytheon, Dresser Industries, Inco International, Parker Hannifin, General Dynamics, Bath Iron Works, and many other companies.

· Achieved member to the Presidents Club and was the recipient of the top Milling Cutter Program award.

· Selected to participate in the GTE Marketing Management Program.

BROWN AND SHARPE MFRG COMPANY, North Kingstown, RI (Manufacturer of measuring instruments) 1976-1979

Brown and Sharpe – Technical Management Training Program

· Graduated from an extensive 2-year training program working in all areas of manufacturing, production control, quality, supervision and engineering.

· Developed proposals, coordinated trade shows, programmed CNC machining centers as a Sales Application Engineer.

· Certified by the NMTBA as a toolmaker during the program.

R AND K PRECISION MACHINE CO. (Massachusetts based contract machine shop) 1973-1974

Machinist

Worked nights and summers an all around machinist.

· CNC lead man on aerospace applications.

Education and Personal

AAS, Manufacturing Engineering Technology, Wentworth Institute of Technology, Boston, MA

Industrial Engineering Program, University of Rhode Island, Providence, RI

GTE Marketing Management Program, Stanford CT

Age 46. Married, 3 children. Open to relocation and travel. Excellent health. Enjoys running, golfing and family activities.