M.E. Gilligan Consulting, dba
Martin & Associates
Relationship and Organizational Strategic Consulting
Foreign / Domestic Business

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Martin E. Gilligan, Jr.

SUMMARY OF PERSONAL COMPETENCIES

As consultant, successfully drafted strategic plans, business plans, and marketing scenarios for clients instrumental in obtaining private capital investment and working capital through commercial banks, investment bankers, private angel investors, and state/federal agencies. Excellent track record of assisting in the commercialization of new technology products in domestic and foreign markets through licensing and joint ventures. Outstanding record of assisting in resolution of organizational problems, dysfunctional family member challenges, and succession organizational succession planning. Performed risk analysis, due diligence reviews, sales, purchasing, employment agreement drafting.

As corporate executive, successfully accomplished significant domestic and foreign manufacturing and sales P & L responsibilities, with specific emphasis on technology R&D and licensing, marketing and sales of new products. Headed up International Operations for capital goods manufacturing company.

Exceptional personal competence in facilitating strategic plan development and implementing relationships, drafting contracts and technology transfer agreements, and in recruiting, developing, and retaining key personnel under difficult circumstances. Have successfully mediated intra-family and ownership disputes in closely held companies.

Significant economic development involvement in chambers of commerce, international business and industrial development organizations, and in state-sponsored economic development agencies - including active Board of Directors membership, Advisory Board membership, and working committee membership.

Mission Statement: "Using the experience, knowledge, and wisdom gained over the years from observing others and by my own personal effort., assist Owners to ethically manage available and acquired resources to produce outstanding and sustainable results."

BUSINESS HISTORY

1990 - Present MARTIN & ASSOCIATES, with Home Office in Mechanicsburg, PA and Branch Office in Frazier, PA Principal Consultant/ Owner focusing on facilitating development of corporate strategies and relationships; negotiating strategic and technology agreements, licenses, and joint ventures; creating international/domestic marketing organizations; and organizational relationship problem solving. Specialize in Human Resources and management matters relating to closely held companies. Interrupted by two-year assignments for Frog, Switch & Manufacturing Company and for Zeigler Bros., Inc..

  • STRATEGIC RELATIONSHIPS - Working with executive management of both dynamic and faltering companies, the Consultant facilitates the realistic assessment of market and asset strengths and weaknesses, along with the company’s marketing and profit growth goals, to develop strategic relationship, operation goals and working budgets in foreign and domestic licenses, joint ventures, and organization expansion.

  • TECHNOLOGY TRANSFER - Working with inventors and R&D managers to protect, develop and commercialize new products/processes, the Consultant assists in locating, proposing and negotiating funding from governmental, industry and private sources in the early stages of demonstration and commercial application and in preparing marketing and implementation plans for distribution, sales, or relationships.

  • GENERAL SMALL BUSINESS CONSULTING - The Consultant performs advisory and problem-solving roles relating to organizational, strategic, technology/marketing issues by performing risk analysis of purchasing liabilities, sales terms and warranties exposures, pricing effectiveness, and distribution/sales network performance result in revitalized profitability and increased sales; by assisting in establishing an advisory (non-legal) board to bring outside experience and policy-making talent into play without diluting the Owner’s control; and by transitioning the strategic plan into a business plan into an operating budget into a marketing/sales plan. The Consultant often mediates among differing opinions and goals of owners and executives to achieve organizational effectiveness.

  • CONTRACT ASSIGNMENTS - The Consultant will take full-time or nearly full-time assignments to establish new functions or to achieve specific goals, while retaining a reduced consulting practice.

1998 - 1999 Frog, Switch & Manufacturing Co., Carlisle, PA $30,000,000+ foundry for manganese steel crusher and excavator wear parts for the mining and aggregate markets; Director, Acquisitions & New Product Development, responsible for the implementation of the strategic plan developed during consulting relationship with Frog Switch. Mining industry upheaval caused retrenchment.

  • Successfully mentored the development of the National Sales Manager into the Director, Sales & Marketing and then into Vice President, Sales & Marketing.

  • Accomplished the resolution of warranty claims for less than 50% of stated amount with savings of $50,000+. Successfully discontinued an exclusive O.E.M. agreement allowing the pursuit of aftermarket sales.

  • Drafted Warranty Conditions, Purchasing Terms, and Terms & Conditions of Sales to significantly reduce market risks and liabilities. Eliminated non-stocking dealers and replaced with buy/resell Stocking Distributors and Commissioned Sales Representatives.

  • Dramatically upgraded company web site both through internal web improvements, hiring a professional web site management company and by setting up Spanish language site. Hired Spanish speaking International Marketing Manager and located a Spanish business language translator.

  • Began implementation of strategic plan of diversification through strategic relationships (two relationships established, two others located), strategic purchasing agreements (one domestic and one foreign relationship established, with two foreign located but not consummated), and through acquisitions (one outstanding acquisition candidate was approved by the Board of Directors but not consummated due to external factors).

1994 - 1995 Zeigler Bros., Inc., Gardners, PA: General Manager - Technology for $12,000,000/year animal nutrition company specializing in feed market niches for specialty and private label products to negotiate and finalize international licenses and joint ventures for shrimp feed production.

  • Re-structured and staffed international sales effort for shrimp feed resulting in slightly increased sales in spite of disastrous virus-caused crop losses in major shrimp growing countries.

  • Established two former employees as Aquaculture Equipment Division sales representatives, changing a four-year cumulative loss of (> $500,000) into net profits of $100,000 in 1994 and in 1995.

  • Wrote and negotiated manufacturing joint venture agreement in Belize, technology licenses in Belize, Mexico, Panama, Egypt, China, and USA, and negotiated joint venture in Murmansk, Russia. Cumulative license royalty revenues in 1995 and 1996 were in excess of $150,000.

  • Participated in preparation, editing, and negotiation of Phase I and Phase II SBIR project proposals, both successful, with the US Department of Agriculture for development of abalone feed stock.

1979 - 1990 DONLEE Technologies Inc., York, PA - $20,000,000+/year capital goods energy equipment company, (previously York-Shipley, Inc.), manufacturer of: York-Shipley® firetube boilers, EXIJET® fabric/cartridge filters, York-Shipley® fluidized bed combustors and Jackson-Church® heating, ventilating and air conditioning (HVAC) equipment.

  • 1986 - 1990 As Senior Vice President - Marketing, restructured Canadian HVAC sales office into stand-alone profit center, achieving sales of $1,270,000 (1988) and $1,990,000 (1989) with net operating profits of $90,000 and $225,000 respectively. Established Government and Special Products Group in 1986 with cumulative sales of $6,600,000+ and net profits 30% higher than core products by 1989. Wrote and negotiated technology license with Danish boiler company. Successfully proposed and negotiated major research, development and commercialization programs to State, Federal and Utility project funding sources for natural gas and coal fired combustion systems resulting in $12,000,000+ of committed multi-year awards.

  • 1983 - 1986 As Vice President - International Operations, traveled extensively to set up technical exchanges/licenses/joint ventures in Mexico, Peru, Venezuela, Columbia, Egypt, Singapore, Thailand, Finland, Denmark, Portugal, Australia, Canada, and England. Preferred shareholder in original leveraged buyout of York-Shipley, Inc. in the formation of DONLEE Technologies Inc..

  • 1979 - 1983 As Vice President - Operations, achieved sales [operating profits] of: 1979: 18.8 MM [+1.8 MM]; 1980: 21.2 MM [+2.0 MM]; 1981: 23.8 MM [+2.6 MM]; 1982: 23.4 MM [+2.3 MM]. Headed technical/marketing teams for development and commercialization of: YS-7000 Flame Safeguard™ Controller (with Honeywell Controls, Inc.); Integrated Superheat Firetube Boiler (Y-S alone); Combustion Controller (with Control Techtronics, Inc.); and CYCLIN™ industrial waste incinerator (with Institute of Gas Technology).

1977 - 1979 Moore-Memphis, Memphis, TN - As Vice President & General Manager of division of Moore International (a subsidiary of Industrial America, Inc.) manufacturer of lumber dry kilns and wood energy systems, introduced new kiln product line, tripled sales to $7,300,000/year, reduced loss from ($250,000) to ($90,000) in 1977 and made $150,000 profit in 1978. Won union elections in 1977 and 1978. Parent company declared bankruptcy in 1979.

1973 - 1977 Precision Structures, Inc., Abilene, TX - As Vice President, Sales & Administration at subsidiary of Automation Industries, Inc. specializing in precision skin milling/profiling, doubled sales volume to $13,700,000/year with net profit before taxes of $950,000 (+9.0%) in 1976 and $1,301,500 (+9.5%) in 1977. Diversified from 100% aerospace to 45% non-aerospace sales (i.e. oil tool, deep hole drilling) until facility & assets were acquired by Rockwell International, Inc. as part of the Space Shuttle expansion program. Developed & managed production scheduling system for 24/7 (in 0.5 hour increments) to handle 100% of capacity backlog.

1967 - 1973 Precision Products Division, Western Gear Corporation, Inc., Lynwood, CA - As Manager of Contracts of $120,000,000/year capital goods and power transmission equipment engineering and manufacturing company, managed proposals, negotiations and contract administration with government agencies as well as various government prime contractors. Established computer-based sales order entry system and quoting/cost estimating system. Member of ASPR reform task force, representing President of company as member to Industrial Advisory Committee (IAC). Original member of National Contracts Management Association in South Bay, CA chapter.

OUTSIDE PROFESSIONAL ACTIVITIES

Directorships:

Founding Advisory Board Member, Ben Franklin Partnership Program, South Central Advanced Technology Center, Chairman of Entrepreneurial Small Business Committee & Member of Founding Charter Committee (1983 to 1989); Proposal Evaluation & Awards Review Committee, Ben Franklin Partnership Program, SCATC (1983 to 2001).

Board of Directors, Small Enterprise Development Corp. (1984 to 1989); Board of Directors, York Area Chamber of Commerce (1985 to 1988); Founding Member, York Area Labor/Management Council (1986-7); Chair, Small Business Council, Susquehanna Alliance, (1996 to 1998); Operations Committee Member, Technology Council of Central PA (TCCP - 1997 to 1999); Board of Directors,Carlisle Chamber of Commerce (1999 to 2002).

Board of Directors, Control Techtronics, Inc., Harrisburg, PA (1985 to 1997); Board of Advisors, Daisy Data, Inc., Enola, PA (1991 to Present); Board of Advisors, CGS Thermodynamics (1997 to 2000), Board of Advisors, Golden Lake Recreational Pet Camp (1999 to 2001); Board of Advisors, Nurion-Racal, Inc. (1999 to Present).

Professional Memberships:

Licensing Executives Society (LES - Co-Chair National Small Business Outreach Subcommittee 2000 through 2002); National Contract Management Association (NCMA); Society of Manufacturing Engineers (SME); South Central PA International Network (SPIN), now World Trade Center, Harrisburg, 1996 to 2002.

EDUCATION

Bachelor of Science - Major in Mechanical Engineering, curriculum emphasis in English and Philosophy, Loyola-Marymount University, Los Angeles, California (5 year program);
Juris Doctor - Emphasis on Labor Law & Contract Law, Loyola-Marymount University, Loyola Law School, Los Angeles, California (4 year evening program);
Certificates: 1) "Executive Program for Smaller Companies" and "Financial Management Program," Graduate School of Business, Stanford University, Palo Alto, California; 2) Sales and Management training from: The Pennsylvania State University, Lee DuBois Sales Institute, Dale Carnegie Institute, American Management Association (AMA) and the Machinery and Allied Products Institute (MAPI).

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