Create, build, move on:
United Rep & Marketing, Inc., Cleveland, OH
There’s no more reliable indicator of a consultant’s business development capability than his own business success. Joe founded his own firm, United Rep & Marketing, Inc. (UR&M) in 1980, working as an independent manufacturers’ representative, covering four states for eight medical equipment and supply manufacturers.
In the years that followed Joe steadily grew the business, soon adding a sales staff to handle increased volume. He also designed a fully interactive medical product showroom in Cleveland to give customers hands on exposure to products. Little by little he shifted his own time to a number of consulting opportunities, while UR&M grew to more than $28 million wholesale volume.
Tripled sales in 35 months:
Seca Corporation, Hanover, MD
Beginning in 1982, Joe served as one of the first US reps for Seca Corp., a worldwide market leader in the manufacture medical weighing equipment, running the company’s top US sales territory for 11 consecutive years. He later returned to Seca in a consultative role and helped increase its national sales by 300% between 1999 and 2002 by organizing a new rep network and adding several new national accounts.
From the ground up:
Hemosure, Inc., El Monte, CA
Hemosure produces what is a rapidly becoming the IFOBT (immunochemical fecal occult blood test) of easy-to-use screen for colorectal cancer. The company is owned and operated by Dr. John Wan, a U.S. board certified anesthesiologist with facilities in Beijing and El Monte. Joe has helped Dr. Wan in a many aspects of his business. Hemosure is claiming its rightful place as the best choice for this test.
Joe helped the start-up company understand and operate within workplace safety and environmental regulations and develop an appropriate set of HR policies and practices, He was also instrumental is writing contracts, rep agreements, presentations to lenders, setting up the national rep network, getting new customers and training new managers. In short: building a modern business structure and creating a winning strategy to enter the US marketplace.
A dynamic startup:
Summit Doppler Systems, Inc., Golden, CO
What a great new player in this fast-growth healthcare category. Only in its fifth year, Summit is destined to become the market leader in Doppler technology and is already a force in the rapidly emerging ABI market (screening and evaluation for peripheral arterial disease) with its new and ever improving “Vista AVS” (advanced vascular system) unit. Companies and products as good as this don’t come around very often. It’s the people who run it that make all the difference. If their stock ever comes available, buy it!
Joe began consulting with Summit in early 2005 (two years after its founding) to help them transition from a direct-sell newcomer to a significant vendor with links to hundreds of distribution organizations. “Over several months we carefully set up the rep network are still refining and building it to support the company’s rapid growth,” Joe recalls. “We have improved and developed relations with the mega national distribution organizations who now have a very high opinion of this manufacturer.”