Regional Manager responsible for Iron Silicate Sales direct and managing a network of distributors. Region includes Washington, Oregon, California, Montana, Idaho, Utah, Wyoming, Nevada, Alaska, Hawaii, British Columbia, Alberta, Saskatchewan.

* Create short and longer-term Business Plans that establish market and customer strategies, budgets and investment needs for the Region.* Lead and Direct the Region’s Sales efforts associated with new product sales and aftermarket services.* Direct the Region’s Field Service requirements associated with new product deliveries, technical support and end user training and service.* Provide accurate forecasts of orders and sales and maintain and communicate market information related to developing sales opportunities and industry trends.* Provide market information and analysis for the development of products.* Provide visit reports with action plans and schedules.* Participate in trade shows and media events * Manage accounts as it relates to present budget objectives on sales and orders, complaints, receivables and travel/entertainment expenses.* Cooperate and interface with all functions of customer service, manufacturing, technology and optimization and administrative support to accomplish objectives.* Determine with sales management and regional team members prescribed levels of call frequencies through accounts planning including machine downtime coverage.* Annually forecast with sales management growth and opportunities for the future. Must maintain good customer files and records for account planning, forecasting, production scheduling, and inventory control.* Coordinates and assists in installations* Promotes value-added products and technical services and exhibits the results for customer understanding and acceptance, including any necessary data analysis and reports

* Increased sales of existing territory by 50% in a region consisting of Southern Washington, Oregon, Northern California, Alaska, and Hawaii.* Consolidated two sales regions to one provided smooth hand off accounts in Hawaii and Northern California to a branch in Southern California without a loss of sales * Introduced new products or techniques and provided training for installations* Started a program working closely with customer estimating department, improving their bid success while in turn winning greater sales for the company. * Opened new accounts by overcoming past obstacles from previous employees* Communicated accurately with customers and internally within W&O insuring we met the customer’s requirements and deadlines * Planned sales calls, made presentations, and gave product demonstrations

* Responsible for sales and service for Forming Fabrics, Press Felts, and Dryer Felts* Maintained and even increased sales by offering specific services that competition could not provide, such as: * Ceramic maintenance to reduce wire wear * Table layouts to improve formation and drainage * Micro Photography for wire wear field analysis as well as documenting roll condition problems * High Speed Video used for clothing inspection during machine operation * Press section monitoring and drive load studies * An example of this was an account we did not have business with on a twin wire former, where wire life was averaging 24 days for the conveying position. By identifying contributors to the wear issue and working on the ceramics, I helped improve wire life to a 97-day average, saving the customer $1.1 million in fabrics and unscheduled shut down time annually, while also winning trial orders for Voith. * Continued learning paper making skills from Jerry Hurst, who was a Superintendent at Norpac before I recruited him. His skills included a manager’s point of view with that of mill operators.* Accurately communicated customer needs and involved with product selection* Planned sales calls, created PowerPoint presentations using Excel for data analysis from customer’s computer data historians* Managed fabric inventories and ensured timely deliveries by coordinating with supply chain.* Company underwent a merger during which I continued to work and added to my skill set and machine knowledge.

 Forming Fabric, Fourdrinier Table Equipment Sales Working with a strong Field Service background I won customers through customer specific service. Ceramic Maintenance to reduce wire wear  Table layouts to improve formation and drainage Continued using my 35mm camera for Micro Photography used for wire wear field analysis as well as documenting roll condition contributing to wire wear  Continued learning more about paper making from Frank Enriquez Sr. Weavexx resulted from a merger of Huyck and Niagara Lockport during which I continued working until I was hired away by Scapa

 Promoted from Field Service to Sales Representative for the region in 1992 Continued using strengths from previous service position to influence sales of Forming Fabrics and Fordrinier table elements  Recruited Frank Enriquez as a Forming Service while he taught me about paper making from the operator and start up specialist point of view. Continued success at Norpac and Wallula Mills

 Responsible for service of two sales territories covering Washington, Idaho, Montana, California, Arizona, New Mexico This is the position where my Forming Fabric education truly began. Huyck Applications managers included Arnold Giles (Table Harmonics, Weave pattern patents), John Eames (Hydrofoil Blades co-patent, table expert), Roy Jones (table and fabric patents). These men were part of the original development teams that created Synthetic Forming Fabrics as well as Hydrofoils Blades. Highlights during my service include: Secured 100% Forming Fabric Business at Boise Cascade Walllula mill Sold a record month of $1.221,331.00 Forming Fabric sales combined West Coast territories I created my own lens for a 35mm camera for Micro Photography used for wire wear field analysis as well as documenting roll condition contributing to wire wear  Continued servicing ceramics which no other competitor could duplicate

 First introduction to paper manufacturing. Was responsible for installation and repair service for Ceramic dewatering elements for paper machines. Major life lessons; Service Earns Sales – Example: Wilbanks provided most of Beloit corporations ceramics except in Japan (Mitsubishi Beloit). In 1987 Mitsubishi awarded a trial order for complete ceramics for a new machine with twin Bel-Bonds and Fourdrinier. With efforts not only to complete the work to a highly scrutinized level of accuracy on time, I also endeared myself to Japanese culture. Results of my efforts were Mitsubishi placing orders for 8 new machines with a note that they would only except Dan Schaefer San for the installations for the next 2 years.  Perseverance and effort are rewarded with success Stay calm regardless of the situation Personal relationships are vital in business  Provided technical sales assistance and leads to international agents and national sales representatives Worked with Customers worldwide  Europe: Sweden, Finland, England, Denmark, Netherlands, Belgian, France, Germany, Italy Asia: Japan, Thailand, Taiwan, Philippines,  South Africa

 Instructed Reciprocating Engine Theory and Engine Rebuild, with instruction time being 50% lecture and 50% hands-on shop training.

 All Trades Maintenance troubleshooting including; Mill Wright Electrical Welding Pipe Fitting

 Licensed Airframe and Power Plant Mechanic responsibilities; 100 hour complete inspections Basic Power Plant services Engine overhaul Airframe Painting Controls Maintenance Maintain Aircraft Records