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Management Consultant

Work Experience

Jan 2001 to date : Brussels - Belgium
Owner/manager
Self-employed consultancy business, performing research and management consultancy projects for several international companies, mainly in the automotive industry. The majority of clients are international companies, mainly non-European, commissioning a Market Research report to evaluate their sales and distribution potential in Europe or a European region. This often leads to a Business Development project, where I work out a development strategy and manage the introduction of the company’s products into specific markets. In some cases this has lead to an ongoing Sales Agency agreement with my client. Current projects include a Business Development project for Continental Europe undertaken for a British OEM clutch manufacturer, a pan-European Sales Launch project for a Chinese manufacturing group producing VAG-parts by seeking strategic alliances with key distributors, as well as some specific market penetration projects for a large automotive distributor in Germany. I employ all the multidisciplinary skills I gained throughout my career, combined with my overall broad knowledge of the European automotive industry, to assist my clients in some of the more complex Marketing or Business Development challenges they face. I perform both comprehensive market research projects, evaluating Product Life Cycles and integrating detailed Market data direct as well as market penetration projects. Non-automotive projects included a Market Penetration study for the German market for an exclusive producer of design sphere lighting products from New Zealand.

Feb 2001 – Jul 2002 : A.R.D. BELGIUM NV, Brussels - Belgium
Managing Director
Market leading Belgian distributor of automotive cooling equipment (radiators, heaters, oil coolers, condensers), including a comprehensive repair shop specialising in heavy duty applications. ARD is a private company with an annual turnover of € 10million and excellent profitability, employing 25 people of which 5 in a subsidiary near Paris, France. I reported to the shareholder who did not work at the company, and had full overall responsibility for all aspects of the business. The business grew by 15% in 2001 after 3 years of stagnation thanks mainly to increased export sales. Completed projects included setting up and launching a local shop targeting the end user directly. Furthermore some large Marketing projects were performed, re-organisation of the Product Management function, creation of a CD-Rom catalogue, Product diversification and launch of an air-conditioning product range. I personally handled Purchasing and Key Accounts management. I performed this job as a full-time and exclusive in-house consultant (see above).

Mar 1997 – Dec 2000 : International Radiators (Unipart Group), Brussels - Belgium
General Manager
European Sales & Distribution company of a British manufacturer of automotive cooling equipment (radiators, heaters, oil coolers, condensers) for the aftermarket. Formerly known as Serck Marston, the company was part of the UK’s number one automotive parts distributor, Partco PLC (turnover £530 million p.a.), which was listed on the London Stock Exchange until taken over by the Unipart Group in June 1999. The Brussels business I was managing covered the entire Continental European market place and had a turnover in 2000 of 6.8 million Euros p.a. (from 4.1million Euros in 1997). The products were distributed to the highest level of the market, i.e. national or international distributors, large independent wholesalers, and other manufacturers. Started as a sales office in 1991, I further developed the company by opening a warehouse in 1997, and installing subsequent logistical operations and procedures, including a new software system from 1998 onwards. This made the business fully self-sufficient, with 60% of products sourced from the UK factory, and the rest from various other manufacturers. Commercially, the business grew at a rate of 25% p.a. in the last two years through new geographical strategies and development of new channels, despite strong adverse effects of currency fluctuations influencing the production cost base. In the end we traded with 27 different countries (including some from North Africa). In my role as General Manager, I had overall responsibility for the company (reporting directly to the MD in the U.K.), supervising sales, accounting and logistics, and taking care myself of all Marketing and Personnel issues. In complementing the own produced range more and more with sourced products, I negotiated several large sourcing deals with other manufacturers, the most important ones with the Far-East and China. I was heavily involved in the commercial side, and spent about 30% of my time on business trips in West and Eastern Europe. Other developments included setting up a sales office in Italy functioning as a subsidiary from the Brussels business, to better serve the Southern European and North-African markets.

Aug 1994 - Mar 1997 : Deceuninck Ltd, Calne (Wiltshire) - United Kingdom
Project Manager
In-house general commercial role in a £23m turnover subsidiary of an international group. The company produced a wide range of PVC profiles sold to window-, door- and conservatory manufacturers, or to major stockists and distributors. Most of these products were branded and marketed through several levels of the distribution process. As right-hand man for the MD, I was very much involved in the entire operation, working out and streamlining offers and business deals, developing general pricing strategies, as well as coordinating the communication and interaction between the local Production unit, the HQ Production unit and the UK Commercial side of the business. Being entirely responsible for the Marketing, I managed several product launches, and was dealing with the company’s exhibitions, advertising, and PR management. From November 1995 onwards, the redundancy and non-replacement of the Sales Manager added the management of the sales force to my brief, which involved negotiation with major accounts, target setting, recruitment and results analysis. I also introduced an automated reporting system for the sales force through a network of portable computers. From 1996 onwards, I managed a major strategic Business Development project launching a comprehensive range of home improvement products, which were produced in the UK subsidiary, into European markets. This involved market research, coordinated sales through the group’s other foreign subsidiaries, and distribution channel management.


Nov 1991 - Jul 1994 : Deceuninck Plastics Industries, Hooglede - Belgium
Group Marketing Manager
Responsible for the Marketing department of this £120m turnover industrial group, producing PVC profiles for the building industry. This was a pioneering role in a company that had rapidly grown. I initially set up a pricing and product range management system for the entire group. This included comprehensive investment analysis for new product developments, and setting up a full inter-company transfer pricing system in several local currencies. Furthermore, I developed into an “ambassador” type role, coordinating the interests of Head Office with those of the 11 European subsidiaries. I introduced pan-European market research projects and headed a 3 man strong Promotion and Advertising team ; I managed several in-house organisational projects, such as changing the group’s product codification. I also got involved in distribution channel management and business development into new territories in Eastern Europe.

May 1991 - Oct 1991 : Deceuninck Ltd, Calne (Wiltshire) - United Kingdom
MBA Project & Marketing Assistant
Project : “Marketing strategy for the launch of a new range of interior building products in the British commercial and shop fitting market”
Four months project with dissertation involving market research and comprehensive launch strategy, followed by two months as Marketing Assistant responsible for the implementation and development of the above marketing strategy.

Jan 1990 - Oct 1990 : Belgian Military Forces, Propsteierwald - Germany
Sergeant-Major’s Assistant
Ten months compulsory military service conducted in a French-speaking Unit.

Education

1990-1991 : School of Management, University of Bath - United Kingdom
Master of Business Administration
Intensive full-time 12 month course, business strategy focussed.
Involved lots of teamwork, as well as an individual 4-month project/thesis.

1989 : Paris Chamber of Commerce and Industry - France
Higher Certificate in Business French
3-month course followed by 2 days of oral and written exams ; achieved
distinction

1989 : Institute of Touraine, Tours - France
Certificate of French Studies
3 months of general French language courses.

1988-1989 : Catholic University of Leuven - Belgium
Post-Graduate degree in Actuarial Studies
1-year course specialising in insurance and other financial instruments.

1983-1988 : Catholic University of Leuven - Belgium
Degree : Applied Economics (specialised option : Finance)
Undergraduate course, equivalent of mathematically oriented Business course.
Specialised in last two years in Financial topics, with courses including Cost
Accounting, Financing Foreign Trade, Bank and Credit Systems, Investment
Analysis.
Dissertation : “Financing & Development of Social Housing in Brazil, 1960-1980”

1977-1983 : Sint-Amandscollege Kortrijk - Belgium
Secondary education : option Latin/Mathematics
University admission test : Dutch literature, the works of Hugo Claus

Skills

Broad experience in General Management, running Business Units, with strong commercial and international focus. Career to date in Industrial BB sector, specialised in automotive industry.

Languages

English, Dutch, French, German

Other

computer literate

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