Communication Points

Current Situation:

34+ years in ascending roles in engineering, sales, and marketing in the industrial gases and chemicals sector

Focused on building customer relationships and developing technologies around projects in the US, Asia, and Europe

Interested to take this experience to new customers, geographies, and technological levels

Career Highlights:

Marketing and Development:

Mapped and Opened China for Air Products

From 2007 to 2010, visited every potential market in China to assess, introduce, and establish Air Products as a known and preferred supplier of industrial gases. This marketing effort resulted in Air Products establishing operations in over 25 new markets in China and resulted in AP becoming the #2 supplier of industrial gases in China with revenues of $10B over 20 years.

Investment Analysis

Developed a ratings system using inputs from several expert sources to rank opportunities and focus efforts on the projects that are most likely to be successful over the long term. This methodology provides a clear and simple review of customer and market projections as well as the customers’ production economics to ensure that Air Products only participates in long-term viable projects.

Established the Marketing Team for China

Recruited and developed 10 individuals to use international and Chinese marketing methods to support ongoing sales and investment efforts in the China market. The support of this highly skilled team has led to the accomplishment of over 20 new projects since 2009.

Sales and Business Development Lead

Wison Nanjing Franchise

Directed an international team of 50 experts through a complicated negotiation process with Celanese and Wison in Nanjing, PRC. In 2004, we secured a $70MM capital investment and an exclusive supplier contract for $300MM over 20 years. Within 5 years, due to our superior supply performance, close customer relationships, and expanding customer needs, the value of this project increased to $900MM.

AP Singapore

After four years of exploring market entry into Singapore, signed five new customers in 1995 supporting an investment of $50MM and establishing a new company to supply the Singapore industrial gases market. Current revenue of that business is approximately $75MM per year. This strategic achievement led to led to additional business in China and India.

Exxon Baytown

Led a technical team in developing an innovative supply arrangement with Exxon resulting in a $200MM investment to convert solid wastes into useable gas products for multiple customers. This reclamation process was a first for the oil business worldwide. Sales from this complicated arrangement totaled $2B over 20 years.

BASF Louisiana

Led technical team to convert gas waste product from a BASF plant to useable hydrogen and carbon monoxide. This innovative process saved 20% of the cost of conventional manufacturing of these products and resulted in total revenues of $1B over 20 years.

Taiwan-DuPont

Led our Taiwan JV partner, SanFu Chemical, in establishing its first large industrial gases investment valued at $40MM in 1992 to supply DuPont. This experience resulted in strengthening the capability of Air Products SanFu to support stringent customer requirements resulting in a string of successes that led to Air Products Sanfu becoming the number one supplier to the Taiwan electronics industry.

Technical Achievements:

High Pressure Oxygen Production Innovation

Joined two other chemical engineers in 1989 to develop and patent a new process to produce high pressure oxygen. This innovation replaced oxygen compression outside the plant with internal pumping inside the plant to result in a less costly and, more importantly, a safer high pressure oxygen production process. Since that time, this innovation as become the industry standard around the world.

Coal Gasification

Clarified the monetary value of coal gasification in the first successful long-term commercial venture in the US. In 1982, Air Products and Eastman Chemical became the first companies to establish a viable large scale production site using coal and oxygen to produce chemicals in the US. That operation has expanded and is profitably running today. Since that time, this plant has served as a model for other coal gasification investments including more than 100 sites in China.

Pure Air

Assisted our Japanese JV partner in 1987 to understand how to operate in the US market. This included leading the technical team to adapt Japanese technology to scrub sulfur from the flue gas of coal fired electricity generating plants manufacturing processes in the US, sourcing for materials globally, facility construction and operation. This new technology resulted in $3b sales revenue for the joint venture and allowed power generation plants to economically meet new environmental air pollution standards worldwide.