Loran Schmidt Email & Phone Number

Revised pricing structure. Conducted an extensive cost analysis on the Industrial Division’s product line. Revised the pricing structure on custom fabricated work to ensure minimum profit margins. Met with key accounts and signed long-term pricing and sole-source of supply agreements to ward off competitor challenges. Result: Improved the gross profit margin across the full product line. Reduced manufacturing costs. Reviewed the manufacturing operation with the VP of Manufacturing, including raw materials cost, manufacturing processes, equipment capacity, vendor analysis, and product/materials specifications. Result: Reduced manufacturing costs by 10%. Reorganized the Sales Department. Recruited and hired a group of aggressive competent technical sales representatives and refocused the sales effort away from price-based selling to value-based selling. Result: Created an energized sales team and turned operation from a 5% loss to profitability in 18 months.

Sales and Business Development for a major steel fabrication company.Opened the Houston office for the company and called on Architectural and Engineering firms west of the Mississippi. Generated bids and inquires for structural steel and plate fabrication for major projects across North America.

Responsible for the sales and marketing of pollution control and gas conditioning equipment and design services across North America.Developed a proposal modification for a Weyerhaeuser paper mill. Met with the FLS internal design team to analyze the project and create a proposal response. Suggested a reconfiguration of the project components (flu stack, electrostatic precipitator, and exhaust fan system) and submitted bid accordingly. Result: The design approach saved $1MM on the total ($80MM) project and our bid was accepted.

Established an After Market Division and wrote a comprehensive business plan, developed a Database of clients, wrote policies & procedures & developed commission remuneration based on net earnings. Result: Added sales of $2.5 million per year at an average of 35% net profit.Consolidated two businesses. Led the consolidation of two Air Pollution Control businesses & fused them into one P&L. This required closing an operation in Denver and transferring key personnel and assets to Atlanta. Result: Realized more than $250,000 per year in synergies for the company. Developed and implemented a Project Management Instruction Manual to provide all employees with a working document defining Project Management process from the initial customer inquiry through the sales process, execution of the contract and warranty procedures. Result: The document served as an important part of the training curriculum and defined the various policies, procedures and roles in the organization.