Online Marketing in an International Context
European Business Development in the IT industry.
Tel./fax. 415/680-2423 (U.S.)
or +331/5301-0741 (Europe)
email: bill@euromktg.com
URL: http://www.euromktg.com
PROFILE: International Online Marketing and Business Development
EXPERTIZE:
- Develop and implement strategic sales and marketing programs for American high-tech vendors: launch their products and penetrate European markets successfully, find distribution partners, establish a European company presence, to increase sales, and build a European Sales Office.
- Design and launch new sales and marketing campaigns in Europe.
- Identify emerging technology sources at their inception and assisting in all aspects of a company's entry into Europe (examples: Compaq Computer, AST Research).
- Evaluate the best distribution channel for a given computer product to maximize its sales: distributor, dealer, OEM, bundling, direct marketing, etc.
- Implement translation of marketing materials, leading to local market acceptance and consequent sales growth.
- Document translations (English <—> French), as I am bilingual.
- Conceive, write and translate documents and marketing materials for Europe's multi-lingual environment.
- Computer literate, with effective, working knowledge of diverse applications used in developing a firm's business: word-processing, database management, spreadsheet and Internet skills, for both Windows and Macintosh platforms.
- Multilingual Web-site development (mastery of HTML publishing)
- Writing, editing and translation of marketing documents.
- Training (in English and French).
- International trade show planning and implementation.
- Market research (phone interviews, interpretation and written conclusions).
SIGNIFICANT ACHIEVEMENTS:
- Developed "Global Reach" and "Global Promote", the only Website marketing services operational in all online countries
- Developed a European dealer/distributor network for many U.S. computer firms. Best example: Compaq Computer (developed sales from $0 to $250,000 per month in their French launch). Compaq was just ramping up its European operation at that time, and there was a great opportunity for being part of their team. Most of my time was spent recruiting new dealers, training them to sell, and managing Compaq's explosive growth.
- Trained new Compaq dealers in France and Scandinavia, to establish their product knowledge and motivate them to concentrate on Compaq sales.
- Established the initial European distributor network for AST Research (PC add-on and communication boards) and Texas Instruments (TIGA board product line).
- Researched disributor margins for Lexmark's European competition in laser printers, to position their pricing and margins against Hewlitt Packard (Dataquest project).
- As Director of Business Development (at the Corporate Development Agency for the City of Paris), developed and implemented a marketing strategy to attract American investment in the Paris region. Identified prospective American companies who intend to set up a European Headquarters.
- Identified American computer products in emerging graphics and multimedia vendors for potential distribution in Europe.
- Developed large European distributor network for MTC (Marin Telemanagement Corp.), a large U.S. telecom services supplier (1994-96).
- Publisher of the "Internet Times".
- Publisher of the "Global Business Centre"
PROFESSIONAL EXPERIENCE:
- Founder and Managing Director (1986-present: Paris, Amsterdam, San Francisco).
- Most recently, the company focuses uniquely on online marketing in an international context, through its Global Reach service
- Identify products and services for emerging niche markets; European channel development and sales/marketing management of American computer peripherals and software. Internet marketing developer.
- Representative clients: Texas Instruments-Europe, Spinnaker Software, Dataquest, European computer distributors, Corporate Development Agency for the City of Paris.
- European Regional Sales Manager (1984-86: Paris, Munich).
- Developing French and Scandinavian sales channel development, management reporting, public relations, exhibition management, conducting dealer training programs.
- European Sales Manager (1983-84: Irvine, California).
- Recruiting new European distributors and managing current ones, in order to develop European sales. Setting up AST's European distributor network through qualifying interviews. Sales presentations in English, French and German.
- Located exportable American computer software and peripherals for the European market
- Establishing distributor channels and developing sales.
EDUCATION
- B.S. (Massachusetts Institute of Technology, Cambridge, Mass. -- physics/humanities, 1971)
- M.A. (University of British Columbia, Vancouver, Canada, Asian studies, 1975)
- M.A. (University of California, Santa Barbara, European literature, 1977)
LANGUAGES: Total fluency in English and French, moderate fluency in German.