Ralph Waite
Ralph Waite is founder of Cimation, CIM Automation Consultants which is
actively involved in reviewing MES, SCADA, software, Process DCS and
Programmable Control trends with vendors and users in this changing industrial
market. He has spent his career implementing,
directing and managing product and service sales.
http://ralphwaite.com
Versatile Senior Executive
skilled in all aspects of P&L management and responsibility for leadership
of sales, marketing, QA, engineering, operations and outside consulting.
Demonstrated success in growing a business by managing technical
personnel, development projects, key strategic acquisitions, marketing and
sales programs.
Proven
turnaround and expansion specialist with the ability to quickly assess the
situation and act to maximize the company’s bottom line profit.
Qualifications:
·
Skilled manager of technical professionals in difficult and multi-variable
projects.
·
Company
recognized ability to manage difficult assignments while achieving objectives
with fast track performance.
·
Built and
directed Marketing while implementing a new company strategic vision into Industrial Computer and Communications and was later
promoted to Vice President of that Division.
·
Experienced
with Venture Capital management while leading a struggling software company
offering a Management Information product.
·
Leadership
details in project and operations while developing a matrix of people for a
common success.
· Developed reporting infrastructure for a fast moving
company with multiple offices worldwide.
·
Developed a product marketing organization providing the business rolling product
mix forecast for operational growth consistent with the approved strategic
plan.
·
·
·
Managed the existing organization while integrating new business
acquisitions using a uniform method for reporting and controlling these
businesses.
·
Small Company
Startup expertise with Board reporting, private investors and team
relationships in a different Corporate Culture
·
Venture
investors demanded performance with a quarterly forecast for business growth
and cash flow. Built operating forecasts and measured them to achieve the
company’s strategic vision. Presented detailed presentations
outlining progress and issues for both the short and long term.
·
Consistent
past job performance reviews averaging above 5.
Accomplishments:
·
Obtained funding Venture Capital
investors for UNIX software startup. Merged technologies and then sold to ABB
Power the necessary product software for their Southern California Edison
project.
· Founding partner in software product company funded by FLV (
· Founded new products for new markets leading a large
company with partnerships, technology acquisitions and joint venture programs
with IBM, Nippon Denso, Acer, Olivetti, 3M.
· Implemented new sales with 400 customer sites and $30
million in cumulative sales while staffing the division to fast track developed
new technology.
· Formed outside software development
company, partnered with IBM for hardware then signed over 180
distributors who sold over $2 million of these products in the first two years.
· In one year, created a promotion directed marketing of
the sales force that increased the revenues by $100 million and added profits
of $50 million.
·
Turnaround large company business losses
of $4 million to breakeven while growing sales to $20 million in one year. Rationalized the acquired and sold businesses before merging with
Toledo Scale.
Professional Experience:
·
OnCuity, Inc.,
· AccessWare, Inc.
(formerly PCT, Inc.),
· Rockwell Automation, Cleveland, Ohio 1981 to 1989 - Vice
President - Business Development, Vice President General Manager - Industrial
Computer & Communications, Director Marketing - Programmable Controls.
·
Reliance Electric Co., Cleveland, Ohio
1962 to 1981 - Regional Sales Manager, Control Division
General Manager, Product Marketing
Manager - Drives, Area Sales Manager, Project Manager, Industry Manager, Sales
Engineer.
Education:
93 High
Meadow Lane, Mystic, Connecticut 06355
860-235-5827, ralphwaite@dexnow.com
BS in Mechanical Engineering,
Professional Experience
AccessWare,
Inc.,
CEO, President, Chairman
Formed this company with PCT software technology and obtained funding to
start this company. Sold ABB Power $2 million of AccessPoint software for the
Southern California Edison project and the company made its first profit.
Developed OnCue Windows NT software prototype acquired by OnCuity.
OnCuity, Inc.,
Partner CEO and Chairman
Formed company and finished development with Flanders Language Valley
Ventures investment. OnCue software product is used in
Pioneering
Controls Technologies, Inc.,
President, CEO, Board member
Recruited to grow software business for Process
Control SCADA UNIX (supervisory data acquisition and control). Products needed
a complete redesign. Sales were exclusively to oil and gas customers in a
recession period. Turnaround required downsizing the business as well as new
product development, which was achieved.
Rockwell
Automation,
Rockwell acquired Allen-Bradley Co. which supplied $1 Billion in industrial
controls.
Vice
President, Business Development (1987 to 1989)
Corporate assignment with President related to new industrial control products
and new markets. Successfully led
several technology acquisitions and joint venture programs with Nippon
Denso in Japan, Acer in Taiwan, Olivetti in Italy, 3M LAN Communications,
Masscomp Computer, Concord Data Systems, GM
(Manufacturing Automation Protocol chaired by Bob Eaton) MAP Factory broadband project. Many public speaking engagements and
published articles including MIT/Harvard provided high visibility for company
promotion.
Vice
President General Manager Computer/Communications Division (1983 to 1987)
This business sold 400 sites with $30 million in cumulative sales. Started and
staffed a new division and acquired and formed 26 technology relationships
including joint ventures to successfully bring a hardware and software product
to market in just 6 months.
These
industrial communications and computer products were sold to General Motors for
manufacturing MAP cells. Formed Decision Software Company
with lTP
Commercial
& Marketing Director Programmable Controls (1981 to 1983)
In one year, increased revenues by $100 million and added profits of $50 million.
Organized and implemented a Pyramid Level marketing and product positioned
sales campaign that grew the PLC business share from 30% to over 50%. Created strong product marketing and business forecasting for
operations. Introduced and staffed Strategic and Industry Marketing for
planning expansions. Directed customer training and sales
advertising promotion to educate the market.
Reliance Electric Co.,
Acquired by Exxon company (and now Rockwell), a leading supplier of industrial
drives, motors, control, mechanical power transmission, and Toledo Scale.
Regional
Sales Manager
Implemented the merging of sales forces: Federal Pacific, Toledo Scale,
Mechanical and
Electrical Groups within this region. Produced 25% cost savings and increased
sales over 50% to users, OEMs and distributors.
General
Manager. Controls Division (1977 to 1979)
Consolidated and turned around business losses of $4 million to breakeven while
continuing $20 million in sales. P&L responsibility for an acquired textile
process control computer business, programmable logic controller family, custom
panels business. Sold the stand-by power UPS business to
another company. Planned and headed up the merged Control Division and
Toledo Scale Process Control Systems.
Product Marketing Manager, Drives and Controls (1976 to 1977) Expanded sales by 25%.
Industry Marketing Manager, Metals (1970 to 1972) Established and
introduced SIC selling.
Project
Engineering Manager Metals (1968 to 1969) Managed
$8 million in
Education:
BSME, Penn State University, University Park, Pennsylvania, 1962
AMP Advanced Management Program, Case Western Reserve University, 1977.
Personal
Married, three married children, activities include music, photography,
history, art, biking, and swimming.
http:/ralphwaite.com
mailto:ralphwaite@snet.net