New Era Consulting
171 Main Street, Suite 624
Los Altos, CA 94022
650-917-0703 Fax: 650-618-8692
Email: Glen@NewEraConsulting.com
Web Site: www.NewEraConsulting.com
Glen Balzer is a management & forensic consultant in marketing & sales. In Asia, he creates networks of manufacturers' representatives & industrial distributors for American suppliers. In America, he develops networks of representatives & distributors for Asian & American suppliers. He promotes conflict resolution between parties involved in representative, distribution, & purchase agreements. For 30 years, he created, upgraded & managed marketing & sales organizations throughout America, Europe & Asia.
EXPERIENCENEW ERA CONSULTING, Los Altos, CA
President - 1999 to Present
Forensic & management consultant specializing in international & domestic marketing & sales.
- Create & upgrade distribution & representative agreements tailored to meet specific needs of suppliers, distributors, & manufacturers' representatives.
- Testify at trial, arbitration & deposition as an expert witness in cases between global suppliers, manufacturers' representatives and industrial distributors, on behalf of attorneys both plaintiff & defense.
- Introduce American suppliers to manufacturers' representatives and industrial distributors in Asia. Recruit American manufacturers' representatives & industrial distributors for Asian & American suppliers.
- Provide support to suppliers during mergers & acquisitions.
- Develop sales incentive programs for suppliers & distributors.
- Prepare & file trademarks with the U.S. Patent & Trademark Office.
Cofounder, Secretary & Treasurer - 2000 to 2008
Co-founded a group of seed-capital investors with a focus on semiconductors, life sciences & enterprise software.
- Screened hundreds of start-up business plans.
- Registered several LLCs with all federal, state & local government agencies.
- Managed relationships between investors and entrepreneurs during fund-raising.
President, CEO & Director - 1998
Directed start-up company in development of imaging products for 360º photography used in remote viewing & teleconferencing, & transmittable via the Internet.
- Maximized resources & brought new technology into production stage by creating & implementing new Strategic Plan & system of fiscal discipline.
- Recruited & hired key managers, & built an effective team among engineering, sales, marketing, & manufacturing units.
- Designed innovative Marketing Plan for quickly introducing targeted industries to dramatic utilization of products.
- Conducted all Board meetings & developed solid working relationships with investors.
Vice President, North American Sales & Marketing - 1994 to 1998
Assumed full P&L responsibility for sales & marketing throughout North America, including logistics, finance, & quality assurance.
- Restructured & led team of over 400 in improving service to strategic customers (IBM, Lucent, Compaq, Hewlett-Packard, Ford, & Motorola) while lowering operating costs from 12% to 8% of sales..
- Drove public relations campaign that established brand-name awareness of Philips among end-users & significantly enhanced employee pride.
- Grew revenues from $590M to $870M without increasing headcount, & turned around a five-year decline in market share.
- Integrated entire Western Digital division into Philips upon acquisition.
- Negotiated contracts with strategic customers, industrial distributors, manufacturers' representatives, and contract equipment manufacturers, CEMs.
- Led the North American sales and marketing team to become ISO-9001 certified.
President, Components Division - 1994
Senior Vice President, Sales & Marketing - 1993
Responsible for P&L & revenue growth of a $100 million industrial electronics distributor.
- Returned organization to profitability after four consecutive years of losses. Grew revenue 34 percent during first full year.
- Upgraded several management positions & instilled a "can-do" attitude nationwide.
- Shifted focus from commodity to higher profit, value-added products.
- Switched from a revenue-driven to a profit-driven incentive program, resulting in a seven-fold increase in corporate profits.
- Negotiated with & added complementary suppliers to the line card.
President, AMD Japan, Tokyo, Japan - 1988 to 1992
Vice President, Sales & Marketing, Asia Pacific Operations - 1986 to 1991
- Japan
- Developed 140-person sales, marketing, design, programming & test organization.
- Grew revenues from ¥12 billion in 1987 to ¥26 billion in 1992.
- Integrated MMI & AMD operations into a single entity throughout Japan upon merger.
- Regularly participated in U.S.-Japan semiconductor trade negotiations.
- Asia
- Built staff from 6 to 32 in four Asian markets: Korea, Taiwan, Singapore, & Hong Kong & achieved 61% compound annual growth in sales from 1986 through 1991.
- Improved market share from less than one percent to more than five percent by customizing distribution strategies to meet each country's requirements.
- Regularly participated in U.S.-Japan semiconductor trade negotiations.
- Grew revenues from $10 million to $175 million in five years.
- Consolidated MMI & AMD operations into single entity throughout Asia Pacific after merger.
Created strategies, business plans, & tactics to increase market share with the world's largest users of semiconductors.
- Focused sales resources on six North America-based strategic customers & managed DEC, Hewlett-Packard, IBM & ITT account development in Europe.
- Developed & strengthened strategic alliances through semi-custom product offerings.
- Improved AMD's service perception for delivery, electronic data interchange, returns policies, change notification procedures, & guaranteed lead times, during a time of rapidly rising customer expectations.
- Rationalized MMI & AMD strategic sales organizations into single entity after acquisition.
- Negotiated all product & several technology contracts with strategic customers.
Responsible for all OEM & distributor sales throughout 35 eastern states & Canada.
- Developed a team of 60 professionals in 18 locations that generated $250M in consumption & grew sector sales by more than 65% in 1984.
- Negotiated contracts with AMD's North American customers.
- Refined AMD's distribution strategy while managing distributor relationships.
- Managed a network of manufacturers' representatives throughout 35 eastern states & Canada.
- Achieved dramatic increase in annual sales from $40M to $260M.
- Negotiated contracts with all North American strategic customers.
- Developed & implemented a rigorous On-Time Delivery program worldwide.
- Grew sales from $12 million in 1977 to $101 million in 1982.
- Managed seven manufacturers' representatives' organizations.
- Negotiated contracts with all major customers.
- Managed half of Southern California sales through a network of four industrial distributors.
- Coordinated OEM sales to AMD's largest military customer, Hughes Aircraft, at all locations.
- Managed the Los Angeles manufacturers' representative throughout Southern California.
- M.B.A., California State University, Sacramento, 1973
- B.S.E.E., California Polytechnic State University, 1971
- Institute of Electrical & Electronic Engineers, Member, 1971-2002
- American Management Association, Member since 1978
- Semiconductor Industry Association, Japan
- Director, 1988-1992
- Chairman, 1990
- Vice Chairman, 1991
- SIA Telecom Committee, Founding Chairman, 1990-1992
- International Semiconductor Cooperation Center, Tokyo, Director, 1988-1992
- American Electronics Association, Tokyo, Executive Committee Director, 1988-1992
- American Marketing Association, Member since 1991
- San Antonio Hills, Inc., Board Director since 2002.
- Professional & Technical Consultants Association, Member since 2003
- Silicon Valley RoundTable chapter, National Association for Business Economics since 2003
- Forensic Expert Witness Association, Member since 2003
- Secretary & Treasurer, Northern California Chapter - 2004
- Vice President, San Francisco Chapter - 2005
- National Board President - 2005
- National Board Director since 2008
- Secretary & Executive Committee Member, 2010
- Institute of Management Consultants USA, Professional Member since 2004.
- EverFile Systems, Inc., Member of the Advisory Board since 2006.
- Business Marketing Association, Member since 2006
- American Bar Association, Associate Member since 2007
- HT MicroAnalytical, Inc.
- Member of the Advisory Board, 2007 to 2009
- Board Director since 2009. Compensation Committee since 2010
- IEEE Consultants' Network of Silicon Valley, Member since 2009
- Direct v. Manufacturers' Representative: How Best to Organize a Sales Team, Experts.com, July 2013
- Problem-Free Distribution Agreements, Experts.com, July 2013
- Tips for Improving Supplier Relationships, Experts.com, June 2013
- Balance is Beautiful: A Balanced Distribution Agreement Pays Dividends, Experts.com, May 2013
- Proven Techniques Improve Supplier Relationships, Experts.com. April 2013 Getting the Most out of Your Distribution Relationship, RechargeAsia magazine, Issue 107, March 2013
- Distributors Must Manage Supplier Relationships, Experts.com, March 2013
- How to Manage Sales Reps' Split Commissions, EzineArticles.com, March 2013
- Managing Supplier Relationships: The Difference between Strategic and Tactical Relationships, Industrial Supply Magazine, January/February 2013
- Six Rules for Negotiating a Better Distribution Agreement, Experts.com, January 2013.
- Cross-Territory Sales Bring Split Commissions: Splitting Commissions across Multiple Territories, Experts.com, November 2012
- Avoiding the Top 10 Mistakes with Distributor Agreements, RechargeAsiamagazine, Issue 101, September 2012
- Building Value into Representative Agreements, LegalNetWorker.com, September 2012
- Constructing a Balanced Distributor Agreement, LegalNetWorker.com, September 2012
- Launching a Sales Presence in a Foreign Market, Experts.com, August 2012
- Traits of Successful Representative Agreements, Experts.com, July 2012
- Launching a Sales Presence in a Global Distribution Channel, Experts.com, March 2012
- Rep v. Direct: How to Best Organize a Sales Team, EzineArticles.com, March 2012
- Avoiding the Top 10 Mistakes with Distributor Agreements, Experts.com,January 2012
- Why Renew Representative Agreements Every Year?, EzineArticles.com, February 2011
- 10 Mistakes to Avoid with Distributor Agreements, Witness.net, June 2010
- Sales Expert Witness on Representative Agreement: Traits of Successful Representative Agreements. Expert Witness Blog. June 2010
- Houston: Birth of a Chapter, Forensic Expert Witness Association Newsletter, Spring 2010
- Preventing Mistakes with Representative Agreements, AllBusiness, May 2010
- Problem Free Distribution Agreements: How to Avoid the Pain & Expense of a Broken Business Relationship, Industrial Supply Magazine, March/April 2010
- Avoiding the Top 10 Mistakes with Distributor Agreements, DistributorSalesManagement.com. February 2010
- Don't Ignore that Distribution Agreement, Sales and Marketing Management Magazine, January 2010
- Six Rules for Negotiating a Better Distribution Agreement, Industrial Distribution magazine. Vol. 98, No. 11, November 2009
- Integrating Convenience into Representative Agreements, AllBusiness, July 2009
- Value-Added Reseller Agreements: Improving Results, ExpertPages.com, April 2009
- How to Negotiate a Better Representative Agreement, Articler.com, February 2009
- Launching a Sales Presence in the Global Distribution Channel, EzineArticles.com, February 2009
- How to Negotiate a Better Distribution Agreement, ArticlePros.com, February 2009
- Hiring the Start-Up Team in Asia, The Chip Hatchery, February 2009
- Representative Agreements Must Be Rewritten Annually, AllBusiness, November 2008
- Midwest and Arizona Mark Latest Expansion, Forensic Expert Witness Association Newsletter, Fall 2008
- Creating a Sales Presence in the Global Marketplace. Agency Sales Magazine. Vol. 38, No. 8, August 2008
- Building Value into Representative Agreements, Lawyer’s Forum, July 2008
- Expansion Notes: Chapter Growth Continues, Forensic Expert Witness Association Newsletter, Summer 2008
- Constructing a Balanced Distributor Agreement, Lawyer’s Forum, July 2008
- Resources Helpful When Entering Asian Markets, The Chip Hatchery, May 2008
- Balance Is Beautiful, MROwired.com May 11 2008
- Preventing the Top 10 Mistakes with Distribution Agreements, ExpertPages.com, April 2008
- Networking Helps Create a Sales Presence in Asia, The Chip Hatchery, April 2008
- Distribution & Dealers Expert Witness Shares Top Ten Mistakes to Avoid with Distributor Agreements – Part 6: Termination by One Party Only, Expert Witness Blog, March 3, 2008
- Distribution & Dealers Expert Witness Shares Top Ten Mistakes to Avoid with Distributor Agreements – Part 5: Frequency of Price Changes, Expert Witness Blog, March 1, 2008
- Selecting & Entering the First Asian Market, The Chip Hatchery, February 2008
- FEWA Expands into the Lone Star State, Forensic Expert Witness Association Newsletter, Winter 2008
- Distribution & Dealers Expert Witness Shares Top Ten Mistakes to Avoid with Distributor Agreements – Part 4: Exclusive or Nonexclusive, Expert Witness Blog, February 28, 2008
- Balance Is Beautiful: A Balanced Distribution Agreement Pays Dividends, Progressive Distributor Vol. 13, No. 1, January/February 2008
- Distribution & Dealers Expert Witness Shares Top Ten Mistakes to Avoid with Distributor Agreements – Part 3: Annual Termination & Semiautomatic Renewal, Expert Witness Blog, February 26, 2008
- Balance is Beautiful, MROtoday.com, February 23, 2008
- The Life & Death of a Distributor Agreement, AllBusiness, February 2008
- Distribution & Dealers Expert Witness Shares Top Ten Mistakes to Avoid with Distributor Agreements – Part 2: Termination for Cause Only, Expert Witness Blog, February 2, 2008
- Equal Partners, Balanced Terms, AllBusiness, January 2008
- Distribution & Dealers Expert Witness Shares Top Ten Mistakes to Avoid with Distributor Agreements – Part 1: Too Much – Too Fast, Expert Witness Blog, January 31, 2008
- Launching a Sales Presence in a Foreign Market, MWorld: The Journal of the American Management Association. Vol. 6, No. 2, Summer 2007
- Avoiding the Top 10 Mistakes with Distributor Agreements, National Expert Witness Network, June 2007
- Seeking Balance in Distribution Agreements, The ExpertPages Newsletter, May 2007
- Eight Steps to Building a Sales Presence in a Foreign Market, InsideChips, March 2007
- Seeking Balance in Distribution Agreements, ExpertPages.com, March 2007
- Preventing Mistakes in Distributor Agreements, MROtoday.com, February 12, 2007
- Creating a Sales Presence in a Foreign Market. Consultants United, December 2006
- Representative Agreements Must Be Rewritten Annually. Agency Sales Magazine. Vol. 36, No. 11, November 2006
- Avoiding the Top 10 Mistakes in Representative Contracts, ExpertPages.com, August 2006
- Managing the Distributor Relationship, Spotlight, Power Transmission Distributors Association, August 2006
- Preventing Mistakes in Distributor Agreements, Progressive Distributor. Vol. 11, No. 4, July/August 2006
- The Art of the Win-Win Distribution Agreement, Asosiasi Logistik Indonesia, May 2006
- Cross-Territory Sales Bring Split Commissions, Agency Sales magazine. Vol. 36, No. 3, March 2006
- Proven Ideas Make Better Representative Agreements, Calif-Legal.com, March 2006
- Ending the Relationship, Industrial Distribution, Online February 1, 2006
- Get It Right, in Writing, The Electrical Distributor. Vol. 43, No. 2, February 2006
- Equal Partners, Balanced Terms, Ferret.com.au, January 17, 2006
- We Are a Stronger Association than Ever, Forensic Expert Witness Association Newsletter, Winter 2006
- Building Value into Representative Agreements, Canadian Professional Sales Association, November 2005
- Building Protection into Representative Agreements, LawyerIntl.com, October 2005
- Our Association Has Been Active, Forensic Expert Witness Association Newsletter, Fall 2005
- Constructing a Balanced Distributor Agreement, Spotlight, Power Transmission Distributors Association, September 2005
- Ending the Relationship, Industrial Distribution, Online September 7, 2005
- Tips for Improving Supplier Relationships, Agency Sales magazine. Vol. 35, No. 8, August 2005
- Equal Partners, Balanced Terms: The Art of the Win-Win Distribution Agreement, Industrial Distribution magazine. Vol. 94, No. 7, July 2005
- Mid-Year Report. Forensic Expert Witness Association Newsletter, Summer 2005.
- Building Value into Representative Agreements, ExpertLaw.com, April 2005
- Can We Grow by 33% This Year?, Forensic Expert Witness Association Newsletter, Spring 2005
- Improving Your Strategic Value, Industrial Distribution magazine. Vol. 94. No. 3, March 2005
- Renewing Representative Agreements Annually, ExpertPages.com, March 2005
- The Life & Death of a Distributor Agreement, Industrial Distribution magazine. Vol. 93. No. 12, December 2004.
- Preventing Mistakes with Representative Agreements, Agency Sales magazine. Vol. 34, No. 9, September 2004.
- Distributors Must Manage Supplier Relationships, Repertoire magazine. Vol. 12, No. 6, June 2004.
- Adding Value to Distributor Agreements, SalesLobby.com, May 2004.
- Adding Value to Distributor Agreements, ExpertPages.com, April 2004.
- Building Protection into Representative Agreements, ExpertLaw.com, March 2004.
- Integrating Convenience into Representative Agreements, Agency Sales magazine. Vol. 33, No. 7, July 2003.
- Splitting Commissions across Multiple Territories, SalesLobby.com, June 2003.
- Expanding the Value of Representative Agreements, Suite101.com, June 2003.
- Avoiding the Top 10 Mistakes with Distributor Agreements, ExpertLaw.com, May 2003.
- Direct v. Rep: How to Best Organize a Sales Organization, Suite101.com, April 2003.
- Annual Renewal of Representative Agreements, ExpertLaw.com, March 2003.
- Constructing a Balanced Distributor Agreement, ExpertLaw.com, March 2003.
- Making Distribution Agreements More Convenient, ExpertPages.com, March 2003.
- Advantages of Renewing Representative Agreements Annually, Suite101.com, February 2003.
- Balance or Bias: Seeking Equilibrium in Representative Agreements, ExpertPages.com, December 2002.
- Getting the Most from Your Distribution Relationship. Asia Imaging Fair Los Angeles. Pasadena, California, November 2012
- Ecosystem Environment for Starting a Semiconductor Company, with Steve Bengston, Dave Guzeman, Lucio Lanza, James Prenton, & Steve Szirom. DesignCon 2008. Santa Clara, California, February 2008.
- Angel Investing in Today’s Economy. Silicon Valley RoundTable / National Association for Business Economics. Menlo Park, California, June 2007.
- Ecosystem Environment for Starting Multicore Processor Venture, with Steve Bengston, Chet Brown, Gordon Campbell, James Prenton, & Steve Szirom. Multicore Expo 2007. Santa Clara, California, March 2007.
- Creating Better Sales Channel Contracts. San Francisco Paralegal Association: California Paralegal Day. San Francisco, June 2006.
- Exploring Foreign Markets Seminar: Creating a Sales Presence in a Foreign Market. Inland Empire International Business Association. Ontario, California, December 2005.
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