Leverette Background Info 29092015 A4

Lance Leverette

Lance Leverette ([email protected]) Page 1

Background Information

Summary K.S.A.’s (Knowledge, Skills, Abilities) Accomplishments Examples Conclusion

Summary: Overall, my education and experience covers a breadth of areas in the analysis, intelligence, new product development, value stream management, sales analysis, and strategy fields. The purpose of this paper is to demonstrate through specifics:

• What I bring to the table • What positions I am capable of filling • Technical knowledge in chemical, mechanical, manufacturing, medical, and logistics markets • Expertise as a Market Analyst and where it can be used • Flexibility in quickly identifying problems and developing solutions • Ability to organize my department, coordinate with other departments, and liaise with customers

In order to make these points clear the following method shall be used:

This should help in showing my flexibility, adaptability, drive, methodologies, and overall expertise as they can be applied to the following positions and demands:

Categories Specific Positions / Applications Market Analysis Market Research & Analysis, Competitive Intelligence, Financial Analysis , Surveys,

Reporting, Pricing Analysis Intellectual Property Analysis Patent Research, Market Sizing, Customer Matching, Licensing, Value Determination Operational Analysis Supply Chain Strategy Analysis Market Strategy Company Positioning, M&A Strategy, Product Strategy Marketing Product Positioning, Advertising, Trade Show Identification & Development, Press

Releases New Product Development R&D Development, Market Research, Application Matching, Commercialization Product Management Market Entry Mapping / Development, Coordination, Administration Value Stream Management Administration, Coordination, Data Management & Analysis Sales Customer Liaising, Trade Show Networking, Presenting Consulting Strategic Management, Contract Analysis, Product Line / Divisional / Asset M&A

Decision Activity Freelance Reporting, Interviews, Primary Research

What I can do/ What I know

What I have accomplished

How I have accomplished it

Methods I have developed

What I am capable of doing

for you

257 Gano Street #7 Providence, Rhode Island 02906 US

Phone: +1 (404) 825-0214 Email: [email protected] LinkedIn: www.linkedin.com/in/lanceleverette

mailto:[email protected]


Lance Leverette


K.S.A.’s: (Knowledge, Skills, Abilities) This section should help explain in more depth the various industries in which I have worked directly in, researched and analyzed, positioned products toward, and in which I have managed products. It should also give a brief explanation as to what my roles have been, as well as how I have accomplished tasks.

Knowledge – Experience working in and researching the following markets / applications

• Industrial Manufacturing

• Polymers- most experience with fluoropolymers (PTFE, PFA, FEP), ketones (PEEK & PEKK) • Nonwovens, Membranes (ePTFE), Nanofibers (electrospinning) • Injection Molding, Extrusion, Braiding, Hoses, Couplings (plastic & metal), Films, Fibers • Gaskets, Battery Separators (users of ePTFE) • Electronic & Semiconductor Manufacturing (filtration of process chemicals) • Filtration (see example below) • Oil / Gas - specifically down hole well pumps • Wiring (specifically high temperature wire) • Solar Panels (see example in Zeus)

• Automotive • See SupplierBusiness & UPS – vast experience in supply chain strategies

• Aerospace • See Barnes Aerospace- experience in aircraft engine, nacelle, and airframe parts • Additional experience with aircraft wiring, composite materials (carbon fiber), and cabin

filtration

• Defense • Experience working with Natick Soldier Center to conduct market research on new materials

• Medical Device

• Experience in catheter based devices as well as ePTFE, bioabsorbable (PGA, PLA), and PTFE nanofiber based applications

• Wound care, tissue scaffolding, and sutures (knowledge of companies, materials, and manufacturing process)

• Stents- esophageal, colorectal, pancreatic, and vascular (drug eluding included)

• Luer fittings, Handles • Contract Manufacturing (ex. Teleflex Medical OEM)

Air / Gas Example: Cement Plant Filtration → Dust Collection in Acidic Environment → Bag House Filter → Bag Filter Converter

Liquid / Chemical Example: Chemical Plant → Pigment Filtration → Chemical Filtration Converter / Filter Maker

Air / Gas Example:

Bio/Pharma → Clean-Room Air Filtration →ULPA Filter→ ULPA Media Converter

Liquid / Chemical Example: Electronics Manufacturing → Process Chemical Filtration

Industrial Filtration Example- An example of the multitude of applications searched to find potential fits for a PTFE nanofiber product


Lance Leverette


Skills- my experience using the following tools

Research Lexis Nexis Thompson One EDGAR

Using these databases for research, have the ability to conduct financial analysis and collect general data. Financial data can be used to perform ratio analysis, while qualitative data can be coupled to interviews to further triangulate research.

Data Oracle CRM (Seibel)

(See Barnes Aerospace) Have received training in the Admin function from Oracle. Have created sets of data that represent the different functions in the business as well as run various reports depending on need. Can create data sets, reports as well as enter data

Surveys Vertical Response Qualtrics

Have developed survey questions as well as running surveys using these systems (see Zeus)

Patents (see below)

Innography Nexis TotalPatent Espace (EPO)

Extensive experience conducting research in these programs. Have ability to work beyond Innography’s limited data using TotalPatent and its wider search range (within patent & translations)

Spreadsheets Excel

(See below) can run models using data from any number of sources to create regression models, and filter for segmentation purposes. Can create a system of formulas to form a calculator and can also create pivot tables to analyze data (see below)

Sum of Value Column LabelsRow Labels US Rest of World Grand Total1976 2 8 101977 3 8 111978 2 5 71979 1 21 221980 2 16 181981 3 48 511982 2 16 181983 3 65 681984 5 120 1251985 7 141 1481986 4 140 1441987 3 120 1231988 12 275 2871989 24 299 3231990 39 234 2731991 28 190 2181992 39 207 2461993 51 354 4051994 39 406 4451995 54 461 5151996 68 562 6301997 59 515 5741998 92 545 6371999 93 383 4762000 63 318 3812001 46 267 3132002 62 226 2882003 75 247 3222004 65 305 3702005 73 269 3422006 73 305 3782007 80 328 4082008 67 345 4122009 65 298 3632010 79 276 355Grand Total 1383 8323 9706

y = -0.0291x2 + 3.8542x - 17.45R² = 0.8314

y = -0.8013x2 + 39.694x - 135.35R² = 0.7076

-200

-100

0

100

200

300

400

500

600

19761977197819791980198119821983198419851986198719881989199019911992199319941995199619971998199920002001200220032004200520062007200820092010

W.L. Gore Patents1976-2010

United States / Rest of World (with future projections)

US Rest of World Polynomial Regression US Polynomial Regression Rest of World

Assignee Publication Numb Publication C Publi Publica Publication Ye Publication Date Source Title Abstract Applicatio Citations Est. Expiration Date Family ID File Date First ClaimAll Claims Inventors First IP ClaAll IPC Cla Kind CodePriority DaNormalize Number o Number o Number o Original A Strength Ultimate PUS ClassificationW.l. Gore AT498328 AT 3 15 2011 3/15/2011 AT Patents Handschuh AT0672453 4/24/2026 36791632 ######## Klug, Helm A41D01900A41D 19/0 T ######## W.l. Gore & 0 0 0 W.L. GORE 0th-10th PW.l. Gore & Associates, Inc.Gore Ente AT498486 AT 3 15 2011 3/15/2011 AT Patents Stichloses nahtsystem zur verbindun AT0783653 8/6/2027 38698821 8/6/2007 Hannon, G B29C06500B29C 65/08 T ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente AT495785 AT 2 15 2011 2/15/2011 AT Patents Apparat zur verringerung des embol AT0094281 6/14/2020 43525433 ######## Parodi, Jua A61M0290A61M 29/0 T ######## Gore Ente 0 0 0 GORE ENT 30th-40th W.l. Gore & Associates, Inc.Gore Ente AT493046 AT 1 15 2011 1/15/2011 AT Patents Vorrichtung zur herstellung einer di AT0276686 4/29/2022 23105021 ######## Meager, B A01K09700A01K 97/00 T ######## Gore Ente 0 0 0 GORE ENT 30th-40th W.l. Gore & Associates, Inc.Gore Ente AT491407 AT 1 15 2011 1/15/2011 AT Patents Vorrichtung zur reparatur von weichAT0585462 12/15/2025 36793539 ######## Crawley, J A61F00200A61F 2/00 T ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente AU2007200974 AU 3 31 2011 3/31/2011 AU Patents Kink resistant bifurcated prosthesis AU2007200WO952159 3/6/2027 38515615 3/6/2007 Lau, Lilip A61F00208A61F 2/82 B2 ######## Gore Ente 0 4 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente AU2007259343 AU 3 3 2011 3/3/2011 AU Patents Improved recirculation filter AU2007259US5597645 5/17/2027 38704858 ######## Miraj, Nikh B03C00303B03C 3/30 B2 6/7/2006 Gore Ente 0 10 0 GORE ENT 10th-20th W.l. Gore & Associates, Inc.Gore Ente AU2011200361 AU 2 17 2011 2/17/2011 AU Patents Highly porous self-cohered web matAU2011200 1/28/2031 37695371 ######## Farnswort A61F00202A61F 2/28 A1 ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente AU2007205085 AU 1 27 2011 1/27/2011 AU Patents Reduced filter disk/shroud filter con AU2007205US6296691 1/9/2027 38231426 1/9/2007 Dauber, Ed G11B03301G11B 33/14B2 ######## Gore Ente 0 3 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente BRPI0614506 BR 3 29 2011 3/29/2011 BR Patents Tecido arquitetÃƒË†nico TECIDO AR BRPI06145 7/21/2026 37718211 ######## Kelmartin, B32B02701B32B 27/12 A2 8/2/2005 Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente CA2542014 CA 4 12 2011 4/12/2011 CA Patents Kink resistant stent-graft This inven CA2542014 12/13/2016 36646311 ######## Martin, Ge A61F00200A61F 2/06 C ######## Gore Ente 0 0 0 GORE ENT 30th-40th W.l. Gore 6.06E+08Gore Ente CA2575978 CA 4 12 2011 4/12/2011 CA Patents Implant deployment appaA delivery CA2575978 12/9/2017 37872153 ######## Leopold, E A61F00208A61F 2/82 C ######## Gore Ente 0 0 0 GORE ENT 30th-40th W.l. Gore 6.06E+08Gore Ente CA2487796 CA 4 5 2011 4/5/2011 CA Patents Implantable product with An implan CA2487796 5/23/2023 29583039 ######## Cook, Alon A61B01700A61B 17/00 C ######## Gore Ente 0 0 0 GORE ENT 20th-30th W.l. Gore & Associates, Inc.Gore Ente CA2593239 CA 4 5 2011 4/5/2011 CA Patents Filament-wound implanta A self-exp CA2593239 12/15/2025 36597132 ######## Cully, Edw A61F00200A61F 2/06 C ######## Gore Ente 0 0 0 GORE ENT 10th-20th W.l. Gore & Associates, Inc.Gore Ente CA2616895 CA 4 5 2011 4/5/2011 CA Patents Composite self-cohered w The prese CA2616895 7/21/2026 37694589 ######## Drumhelle A61F00202A61F 2/28 C ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente CA2616919 CA 4 5 2011 4/5/2011 CA Patents Highly porous self-cohere The prese CA2616919 7/21/2026 37695371 ######## Farnswort A61F00202A61F 2/28 C ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente CA2529087 CA 2 15 2011 2/15/2011 CA Patents Waterproof and high mois The prese CA2529087 6/16/2024 33541718 ######## Jain, Muke B32B02701B32B 27/12 C ######## Gore Ente 0 0 0 GORE ENT 10th-20th W.l. Gore & Associates, Inc.Gore Ente CA2618798 CA 2 15 2011 2/15/2011 CA Patents Low stress to seal eptfe ga A low stre CA2618798 7/24/2026 37402600 ######## Dove, Kev C08J00501C08J 5/12| C ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente CA2626916 CA 2 15 2011 2/15/2011 CA Patents Implantable electrophysio The inven CA2626916 11/3/2026 37685676 ######## Squeri, Joh A61N00100A61N 1/05 C ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.Gore Ente CA2518473 CA 1 18 2011 1/18/2011 CA Patents Ptfe membranes and gask Improved CA2518473 3/8/2024 32926937 3/8/2004 Bowen, Ch B01D07103B01D 71/36 C 3/6/2003 Gore Ente 0 0 0 GORE ENT 10th-20th W.l. Gore & Associates, Inc.Gore Ente DE60336391 DE 4 28 2011 4/28/2011 DE Patents Implantierbare vorrichtung mit hydr DE6033639 5/23/2023 29583039 ######## Cook, Alon A61B01700A61B 17/00 D1 ######## Gore Ente 0 0 0 GORE ENT 20th-30th W.l. Gore & Associates, Inc.Gore Ente DE602007012554 DE 3 31 2011 3/31/2011 DE Patents Stichloses nahtsystem zur verbindun DE6020070 8/6/2027 38698821 8/6/2007 Hannon, G B29C06500B29C 65/08 D1 ######## Gore Ente 0 0 0 GORE ENT 0th-10th PW.l. Gore & Associates, Inc.

An example of patent modeling, this model shows geographic trends and gives a view of R&D strategies & growth. Further intelligence can be gathered using names, modeled using IP designations, and analyzed to determine strategy. Using programs such as Nexis TotalPatent, searches within the patents can reveal material usage and components. Below is data from Innography that was brought into Excel to conduct a model using pivot tables.


Lance Leverette


Abilities- What I am capable of performing

• Strategic Analysis • Planning • Segmentation • Macro Level Tasks

Have conducted studies that map competitive (product lines, offerings, facilities, expertise, R&D investment, financial ratio analysis, M&A activity, general intelligence) and customer environment (surveys, interviews, intelligence on what customers are seeking, partnerships, agreements).

These studies have been used as tools for planning / investment (organic versus acquisitions), market prediction, forecasting, and where the company should look to expand or divest.

Able to determine key ratios used by public companies when they expand or divest (using SEC 10K, annual reports, press releases, etc.), economic indicators that will predict growth or decline, and develop models using financial and economic data.

Also can determine the supply chain strategies, supply lines, purchasing strategies, and operation strategies of competitors, customers, and potential acquisitions or partners for the purpose of planning

• New Product Development

• Commercialization

(See Zeus Example for more in-depth explanation) Have developed methods that coordinate R&D with sales activities through a methodology of systematically validating a product to applications.

• Product Management

• Value Stream Management

• Micro Level Tasks

Have worked directly with customers, sales data, specification data, and market data. Can formulate comparative models to quantitatively evaluate performance. By segmenting customers, creating surveys, speaking with customers, and conducting market research; have the ability to evaluate current sales channels and identify and validate new sales channels.

• Licensing • IP Valuation

Ability to conduct studies to determine worth of IP / patent using patent searches (both competitive and potential fit in market), trial data (where percentages are released in patent infringement cases i.e. WL Gore v. Bard), university agreements (with start-ups, venture capital, and companies), and market / application matching using potential application sizes and current price points

• Medical Device • Pharma

Have conducted studies to determine market size and viability of devices using interviews from surgeons (to understand adoption curve), patient occurrence (number of patients with disease/ ailment), if device will be 'significant' according to Medicare (using FDA 510K approvals), and possible time to market (clinical trial data and pipeline competitive data)


Lance Leverette


Operational Competitive

Analysis

Plant

Patent

Personnel

Product

Abilities Example:

Qualitative Operational Competitive Research Methodology

(4P Competitive Approach) During my time at Zeus I was often tasked with conducting competitive research on private companies with no publically available financial information. The method I developed (although laborious) did help in understanding their operations in a simple format that could be made dynamic as intelligence came in from various sources (outside sales reps, customers, advertisements, etc.)

• Plant- by looking at facilities a better idea of what the company is capable of can be assessed. For larger operations, it can be seen where they are investing and how they organize their operation.

o Property location(s) - (what customers is it near, are plants clustered, ISO cert., etc.) o Size- (is the plant new, old, leased, number of loading bays, outside filtration units, etc.) o Equipment- (number of lines, type of equipment, separate development pilot lines, etc.)

• Product- taking from all their marketing materials, spec sheets, etc. and consolidating them into a simplified format, direct analysis can be conducted.

• Personnel- looking at whom they hire (education, experience) can reveal for example, their ability to innovate or if they are production focused (R&D scientists or Process Engineers). Head counts will reveal productivity (square space to personnel) and job advertisements show where they are planning to go. Further investigation can show corporate culture (Ex. Have scientists or engineers left at the same time new products were introduced?)

• Patent (IP)- Although a process driven company will often not have patents (cannot enforce), if the company does have patents it will reveal

o Top personnel and R&D structure o What areas in which they are concentrating o Possible methods they are using and sometimes their internal market projections


Lance Leverette


Accomplishments:

Freelance & Consulting

Published articles on filtration & membrane markets

Successfully developed commercialization information for European Commission - Horizon 2020 proposals

Currently working with

publishers, universities, and start-up organizations on a variety of market analysis and commercialization projects

AJ Oster

Organized sales and production data for the upcoming ERP and CRM implementation

Successfully managed contracts with strategic accounts

Gathered & analyzed market data in relation to sales data

Developed collateral materials & website content

Barnes Aerospace

Aligned all sales activities in Oracle CRM

Captured information from various ERP systems for alignment

Organized a dynamic pipeline

report system


Lance Leverette


Zeus Industrial Products

Saved the company from making investments into applications with no potential (see Solar Panel Back-Sheets in Zeus example subchapter)

Formulated several research & analytical methodologies

From the market side- Took PTFE

nanofibers from concept to the first stages of commercialization. Wrote the roadmap for future market entry

Discovered, attended, and sold the company on displaying at tradeshows in the nonwovens sector (techtextil)

Helped write business plans, directed advertisement (Lab Manager Magazine), and helped the eventual decision to rationalize a new division (Polymathic Analytical Labs) from efforts that had reached all possible customers, research that showed limited potential, and research that showed more investment was needed


Lance Leverette


UPS (United Parcel Service)

A template I developed depicting the automotive and industrial manufacturing supply chains, where they could be matched to UPS assets, was adopted by the company

The strategic plan (shown right) contained market information and analysis that I researched and analyzed

I supplied automotive industry knowledge gained while working at SupplierBusiness and while doing my MBA dissertation to help the overall decision-making process

SupplierBusiness

Predicted breakup of Daimler / Chrysler through research into their operations that showed no significant joint production or common supply chain

Wrote article on Suzuki (a notoriously secretive company) mapping their operations

Conducted interviews in the US and Europe with senior automotive purchasing, manufacturing, R&D, and logistics executives


Lance Leverette


Examples:

Freelance & Consulting Areas Covered

• Horizon 2020 R&D Proposals • Commercialization • Market Research & Analysis • Publications

Currently, I work as a consultant applying my experience in market analysis, commercialization, and new product development to R&D proposals, start-up organizations, and reports for publication.

Europe / North America I work between the US, UK, and Europe to gather information and contacts on markets, opportunities, and procedures.

R&D Proposals With expertise in water, transport, logistics, and a variety of calls available for funding under European Horizon 2020 schemes, I am able to provide vital market and commercial information that is increasingly being demanded in order to receive funding.

Start-Up Technologies & Organizations Having worked in a variety of organizations, I understand best-practices and how to match the company or product to the market. Strategic positioning, valuation, contact and partnership development are services that I provide.

Mature Technologies For companies and technologies that are at a stage of maturity I am able to find new markets and applications that have not previously been explored.

Market Analysis & Forecasting Whether for a publication or for intelligence, I am able to deliver reporting using a combination of sources and approaches including patent trending, financial analysis, economic forecasting, and company profiling.


Lance Leverette


Examples:

AJ Oster

Areas Covered • Metals • Data Management • Marketing

Background: AJ Oster is a division of Global Brass & Copper with sister division Olin Brass. The company is the largest distributer of copper and brass sheet in North America. It has locations in Rhode Island, Ohio, California, Illinois, Puerto Rico, and Mexico. They carry, cut, package, and ship a variety of copper and aluminum alloys in sheet and foil form to manufacturers in a variety of industries including building and construction, hardware, automotive, aerospace, ammunition, energy, electrical, and medical.

Tasks: My tasks at the company included the creation of new marketing campaigns, marketing content, organizing their data for an upcoming Oracle ERP and CRM implementation, and market analysis

Problem(s): The company had a 25 year old ERP system that was antiquated and had been pieced together over the years. The system had few variables so that sales prices and costs could not be recorded at the same time, companies with multiple divisions could not be linked, and part numbering was done on an ad-hoc unstandardized basis. Sales information such as contacts, locations, etc., was recorded inconsistently and weekly and monthly sales reports were non-standard. Comparing sales data to the market had never been done in an organized fashion and was difficult due to the ERP system not allowing for the recording of each customer’s market.

Marketing was non-existent, with no specification or sales sheets, web content that gave almost no information, and no campaigns to target new business or markets.

Solution(s): From the first week I set about understanding the ERP system and how to develop a system to normalize data. This meant understanding the customers, the alloys, and the terminology so that my reporting would be consistent and future upgrades would be seamless. By understanding the data and the customers I began to build the marketing materials for the new marketing campaign. This meant the creation of specification sheets for each alloy, website content, and content and themes for email campaigns.

As the company got closer to upgrading to Oracle, any points needed in the new system were ready. Reporting was standardized. As the company began to adopt a marketing model, materials and content were ready. Standardization has resulted as the company now has one approach to markets and data. Oracle implementation was ready as any faults in sales reporting had already been addressed.


Lance Leverette


Examples:

Barnes Aerospace:

Areas Covered • Mature Products • Data Management • Value Stream

Management • Quantitative Data

Background: Barnes Aerospace is a machining company with locations in Connecticut, Arizona, Utah, Michigan, and Ohio. Working with titanium, stainless steel, Inconel, and aluminum they build to order parts for aircraft engines, nacelles, and airframes using CNC machining, heat pressing, stamping, and electric discharge machining.

My Task: At Barnes my main task was that of Oracle CRM/Seibel administrator. Unofficially functioning as a Value Stream Manager I was tasked with aligning legacy systems into a linear accounting system within Oracle CRM. The goal was to eventually create a system that could be matched to market data.

Problem(s) • Divisions operating independently • Different ERP systems • Different part number methodologies • No standard for counting purchase orders

or assemblies • Multiple SharePoint systems

Solution(s) • Align ERP data into linear CSV

spreadsheet • Build CRM system to incorporate all facets

of the part to delivery process (pipeline, RFQ, contract, and ERP)

• Eventually create models charting sales / delivery performance to market and content per platform (aircraft) reports

Although the project was cancelled, I was able to learn valuable information on how to quickly align data from multiple legacy systems containing multiple redundancies and no direct compatibility. Using a spreadsheet to database approach, I now have the ability to formulate data into a linear format and not be reliant on database systems (that are cumbersome and slow to implement with various users). Using this approach data can be transferred quickly, pulled into multiple formats, and compared to market and other internal data to formulate models.

Divisions •Part Numbers •Deliveries •Purchase Orders

Customer Service

•RFQ's •Parts Ordered

Contracts •Terms •Orders

Sales •Potentials

Pipeline to Part Number

Accountability

Content per Platform


Lance Leverette


Examples:

Zeus Industrial Products

Areas Covered • New Product Development • Market Research & Analysis • Product Management • Financial Analysis • Patent & IP Research • Polymer Expertise • Ability to understand multiple markets (medical & industrial) • Mentoring/coaching, managing • Vendor Management

Background Zeus Industrial Products based in Orangeburg, South Carolina, with facilities in South Carolina, New Jersey, and Ireland is a polymer extrusion company whose specialty is in fluropolymers. Its main customers are medical device manufacturers as it is able to build precise tight tolerance tubing. However, it also is a large player in industrial and aerospace markets. During my tenure the company also added PTFE nanofibers, a project that I worked on from conception to the commercialization phase.

As Zeus had within the last few years begun to transition from a traditional order based supplier to an R&D based model, where they are adding intellectual property to their assets, I was in the middle of a strategy change. This meant there were no set parameters to the job description. Reports and market intelligence were used to develop an entire new strategy, to lead generation being given to Product Managers.

Being a traditional material supplier based on process techniques, the company had to learn patents, licensing, and partnerships (both private and government). I was on the forefront of these exercises and was tasked on finding, as examples, how co-development in R&D projects work with the government, what patents might be in direct conflict, additive suppliers that could complement their products, and start-up companies that might have a complimentary product. This meant direct contact with governmental agencies to universities and resulted in more knowledge on how these processes work.

My Tasks Starting as a Strategic Market Analyst attached to the R&D department, the position involved market research covering specific types of polymers or projects. A largely qualitative task, it helped to verify if a potential investment was worthy of further research. If further research was warranted then my task was mapping market entry strategies (competitive to customer). This entailed knowing the polymer chemistry, the process, and the market.


Lance Leverette


R&D Sample Batch Development

Production Rolled Goods

Customer Testing Application Validation

Marketing / Sales Gather Info Determine Application Sizes

Coordination between all

three functions

As the position evolved so did my scope of duties to include:

• Monitoring competitor activity on a daily basis (sending updates) • Working with vendors to conduct competitive interviews • Conducting customer satisfaction surveys in compliance with ISO 13485

o Formulating questions o Analyzing results

• Working with sales when new products were introduced (proof of sale and roadmap) • Working with Product Managers to make sure all avenues were being explored (i.e. Are they

capturing all the applications they can?) • Strategic reports that mapped market environments for long term planning (i.e. Is the market

becoming more consolidated? Ex. Parker Hannifin- Tubing → Hoses → Braiding → Fittings → Certification)

• Business development for a new division (Polymathic Analytical Labs) o Business Plan o Customer Contacts o Advertising

• Coaching and working with new market research staff • Identification of trade shows

Product Management As the company began to become more driven by IP (intellectual property) I further expanded my duties to more specific products (ePTFE commonly known as GoreTex & electrospun PTFE). This meant the aforementioned research into intellectual property procedures, as well as mapping entry strategies for these products. (See right)

As the PTFE nanofiber passed the experimental stage and was approaching pilot production I proposed and was rewarded a position working directly with sales but as liaison between sales, R&D, and potential customers (previously identified in market research).


Lance Leverette


Solar Panel Back-Sheets:

A prime example of what I can save a company, involves solar panel back-sheets. During a proposed investment into this space using a new polymer, which on the surface showed promise due to high temperature resistance and low water permeation, I was tasked with

showing if it actually had efficacy in the market.

Taking the point on this project, I conducted research into market sizing, material specification demands, material pricing targets, competitive information (i.e. DuPont, Saint Gobain, etc.), and general information surrounding the industry. Further, contacts at NREL,

the US Air Force Laboratory, and DARPA were made that gave more ground level information and showed that no matter how viable the material was, it would have to be warrantied for20 years and would have to show durability in the field in other applications before any company would approach it. This coupled with competitive positioning, the fact that competitors had divested their investments in this particular material, and price targets were shown in the report and subsequent updates. The recommendation not to invest saved the

company an initial $200,000 investment in equipment, further testing costs of $100,000, and ultimately kept the company from venturing into that application due to the findings.

This position would bridge the gaps between sales, scientists, and customers and help develop the product through a process of incremental steps by:

• Approaching potential customer R&D departments (In applications identified in market research as having potential)

• Giving samples for them to test and verify / Receiving broad specification requests • If customer verifies sample then application is verified as a potential • Receiving price points and volume estimates from customer • Determining market size across all potential customers in that application • Determining possible production costs and cycle times

Production Specification Development

Market Information

Sample Validation


Lance Leverette


Examples:

UPS (United Parcel Service)

Areas Covered: • Strategy • Market Segmentation • Market Analysis

Background UPS, a Fortune 50 Company based in Atlanta, Georgia had acquired logistics company Supply Chain Systems. At the time of my arrival the company was in the midst of formulating their segment strategies. The department I worked for was in charge of the automotive and industrial manufacturing market segment. Our task was formulating a market strategy in this segment based on using existing assets.

Tasks Although a contractor, my prior experience conducting research of automotive purchasing strategies allowed me to provide the background of the industry UPS internal data lacked. My contribution was therefore:

• Segmenting the automotive supply chain into inbound, outbound, tiers, manufacturing, finished vehicle, aftermarket, and dealer

• Segmenting the industrial manufacturing segment into pieces based on complexity and volume

• Conducting macro level market research that scoped the size of the various markets

• Giving general background info of how the industry behaved, trends, and OEM strategies


Lance Leverette


Examples:

SupplierBusiness

Areas Covered: • Qualitative Market Research /

Analysis • Interview Experience • International Experience • Supply Chain Strategy Experience

Background: SupplierBusiness located in Stamford, Lincolnshire, England, was later purchased by Global Insight (which was later purchased by IHS). It is a business that conducts reports on the automotive industry specializing on the purchasing, manufacturing, and logistics strategies of OEM and Tier 1 suppliers. Its main concentration is in Europe and North America.

Tasks: My tasks while working there included secondary research, conducting primary research (interviews), and working on reports. I travelled to auto shows in order to collect interviews and gain intelligence. These included the Detroit International Auto Show, the Geneva Auto Show, Auto Logistics Europe (Montreux, Switzerland), and Auto Slovakia (Bratislava, Slovakia).

Interview Experience

I have conducted formal interviews with Bo Andersson (former Global Purchasing Manager at GM), senior

purchasing executives with PSA Peugeot Citroen, Volkswagen, BMW, Volvo, and Fiat, and asked questions from

logistics executives such as the CEO of Panalpina, the VP of Ryder Logistics, and the head of logistics for Mahindra &

Mahindra. I have also informally interviewed manufacturing and R&D executives such as the head of North

American R&D for Honda and plant managers for Mitsubishi and Kia in Slovakia.


Lance Leverette


Conclusion (What I am able to do for you): Combining my education and experience as a professional Market Analyst I have the ability to complete a multitude of tasks using quantitative and qualitative methods.

I understand the New Product Development process, how to manage and align existing product data in a Value Stream role, and can drive further effectiveness by analyzing sales data and market data, identify marketing channels, match complimentary technologies / materials / processes, and coordinate various functions (departments and customers) in a Product Management role.

My expertise is flexible enough to cover both strategic as well as product centric roles and can be used to target potential partners, acquisitions, organic investments, intellectual property assessments and investments, as well as understand competitive positioning. I can run predictive Financial Analysis on competitors, customers, and potential acquisitions or partners, as well as conduct Economic Analysis on market conditions.

Beneath these points however, is a foundation built from my ability to organize the chaotic and my ability to raise the standard; using creativity, a solid work ethic, and team work.

Categories Specific Positions / Applications Market Analysis Market Research & Analysis, Competitive

Intelligence, Financial Analysis , Surveys, Reporting, Pricing Analysis

Intellectual Property Analysis

Patent Research, Market Sizing, Customer Matching, Licensing, Value Determination

Operational Analysis

Supply Chain Strategy Analysis

Market Strategy Company Positioning, M&A Strategy, Product Strategy

Marketing Product Positioning, Advertising, Trade Show Identification & Development, Press Releases

New Product Development

R&D Development, Market Research, Application Matching, Commercialization

Product Management

Market Entry Mapping / Development, Coordination, Administration

Value Stream Management

Administration, Coordination, Data Management & Analysis

Sales Customer Liaising, Trade Show Networking, Presenting

Consulting Strategic Management, Contract Analysis, Product Line / Divisional / Asset M&A Decision Activity

Freelance Reporting, Interviews, Primary Research

Product / IP Strategy & Operations

Sales Data Analysis

Market Development

Mapping

Competitive Positioning

Company Strategy

Product Line Effectiveness

M&A Potentials /

Threats

Competitive Positioning

Using analysis of all market indicators, coordination of internal sources, creativity, and flexibility I have

provided market focused intelligence that can be used for individual products to company strategy


Documents

Leverette Background Info 29092015 A4