Frank Perkowski

Location

Atlanta, GA, United States

Role

Consultant

Job Title

Founder and President

Company

BUSINESS DEVELOPMENT ADVISORY

Profile

Frank has extensive industry and professional consulting experience across a wide range of functions, channels, and segments within paper, pulp, printing and packaging markets. He is a Certified Management Consultant (CMC) and recognized expert on the industry and growth strategy development. His range and depth of knowledge provide clients with the broad perspective that is a critical requirement in strategic engagements. His functional skills include:

*Business unit management
*New product/ business development
*Brand and product marketing
*Market research design and analysis
*Customer service administration
*Production planning and scheduling
*Strategic planning and development
*Professional sales

These skills are applied in industry consulting assignments that include business / operational analyses, optimization studies, due diligence support, market assessments, competitive benchmarking, market research, market segmentation studies, supply chain analyses, and growth strategy development. Industry experience spans all major pulp and paper segments including tissue, paperboard, printing paper, packaging papers, specialty papers, converted products, and nonwovens.

EMPLOYMENT HISTORY

BUSINESS DEVELOPMENT ADVISORY, Atlanta, GA 2002 to present. Founder and President of specialized management consulting practice focused on growth strategy development and consulting services within the packaging, printing, tissue, and specialty paper segments
JACOBS CONSULTANCY, Atlanta, GA. 1997-2002. Officer and Certified Management Consultant within 200-person international management consulting division
RIVERWOOD INTERNATIONAL (Graphic Packaging), Atlanta, GA. 1995-1997. Director, Global Customer Service and Planning for $1.2 billion paperboard manufacturer and converter
GEORGIA-PACIFIC CORPORATION, Atlanta, GA. 1990-1995. Business Unit Manager and Marketing Services Director for $1.3 billion Printing Papers Division
JAMES RIVER CORPORATION, Norwalk, CT. 1979-1990. General Manager, Director of Marketing, and New Product Manager for $900 million Consumer Products Division
FORD MOTOR COMPANY, White Plains, New York, 1976-1979. New York, NY. Zone Sales Manager for Ford Division
PRICE WATERHOUSE & COMPANY New York, NY. 1975-1976. Staff Accountant.

DEGREES AND EDUCATION
CMC – Certified Management Consultant, Institute of Management Consultants, 2001
MBA - General Management, Fordham University, New York, New York, 1982
GAC - Graduate Accounting Certification, Cornell University, Ithaca, New York, 1976
BA - American Studies, Yale University, New Haven, Connecticut, 1975.

ACCOMPLISHMENTS

Management Consulting
• Founded BDA which is a management consulting firm focused on paper, packaging, and related markets and oriented toward helping industry participants profitably grow their business
• Conducted and led over 100 independent consulting projects over past five years involving market assessments, market research, valuation studies, feasibility studies, and due diligence investigative reports
• Provided a wide range strategic advisory services to senior management and investors that included due diligence support, new business development, competitive analysis, feasibility assessments, profit improvement, and technology reviews
• Developed numerous new information products and services including the industry’s first customer satisfaction and loyalty benchmarking service
• Presented over 30 papers at various industry conferences and wrote over 20 articles dealing with a range of industry strategic and marketing issues
• Provided a wide range of consulting services to clients associated with the pulp and paper industry including strategic decision support, business plan development and analysis, growth initiatives, profit improvement, market research, competitive benchmarking, due diligence support, and marketing strategy development. Effectively and efficiently lead cross-functional project teams and business development initiatives.

Business Management
• Identified, led and managed all marketing, sales, inventory, pricing, service and development initiatives for a $200 million office papers business consisting of over 500 items
• Served as the General Manager for a $45 million nonwovens business with full P&L responsibility
• Increased unit sales for the office paper business by over 8% annually while improving operating margins by increasing sales to national accounts, establishing long-term supply agreements, implementing new service programs, and increasing price realization and promotional effectiveness
• Developed a new $45 million business selling through warehouse club stores
• Increased annual sales of the company’s paper napkin business by 22% resulting in the achievement of the #1 share position in the U.S. paper napkin category
• Improved consumer napkin margins by 40% through pricing, promotion, and product changes.

Brand/Product Marketing
• Led a division-wide initiative to establish a new branding strategy for the division
• Increased customer loyalty and sales by consolidating printing paper product lines and establishing consistent marketing strategies. Reduced the number of products by 20% and increased inventory turns by 15%
• Improved the U.S. share position of the paper towel business from #4 to #2 by successfully repositioning three brands. Introduced a new product line into the office superstore channel.

Marketing Services and Support
• Directed and implemented a wide range of qualitative and quantitative market research studies to address numerous marketing issues and opportunities
• Hired, developed and managed a staff of 45 professionals involved in performing a range of service and planning services
• Increased customer satisfaction and on-time delivery from 82% to 95% through the establishment of cross-functional service teams, a performance measurement system, weekly customer review meetings, ISO 9001 certification and customer satisfaction surveys

RECENT PAPERS AND PRESENTATIONS

“Smart Packaging – Potential Game Changer for Branded Products and Paperboard Packaging!”, Paperboard Packaging Magazine, November, 2008

“Emerging Retail Developments Mean Big Changes Ahead in Paperboard Packaging”, Paperboard Packaging Magazine, October, 2008

“Minimize Paper / Packaging Costs While Reducing Your Environmental Footprint!”, Green Packaging Summit, Miami, FL, November, 2007

“Successfully Competing in the New North American Paper Industry,” 2007 American Papermakers Conference, Jacksonville, FL, March, 2007

“Paths to Success in the NA Paper Industry and Supply Chain”. NPTA Paper Division Council Meeting, Boca Raton, FL, January, 2007

“Future Potential and Challenges for Graphic Corrugated Board,” Pack Expo International, Chicago, IL, October, 2006

“Specialty Papers – A new Pathway to Growth”, Paper 360 Magazine, October, 2006

“Capturing Growth in Paper,” Paper, Film, and Foil Converter, October, 2006

“Specialty Paper Opportunities in Flexible Packaging,” TAPPI 2006 Place Conference, Cincinnati, OH, September, 2006

“Growing Your Business in Low / No Growth Markets,” Flexographic Packaging and Printing Conference, Chicago, IL, September 2006

“The Graphic Corrugated Market – A Growth Opportunity for Flexographic Printing”, Flexo Magazine, January, 2006

“Achieving Growth in Mature Market Segments,” Pack Expo 2005, Las Vegas, NV September, 2005

“Growing your Converting Business in Mature Markets,” CMM International Conference and Exhibition, April, 2005

“Creating a Sustainability Message in a Mature Market,” Chlorine Free Paper Association Annual Summit, February, 2005

“Time for New Industry Growth Strategies,” TAPPI Solutions Magazine (November, 2004) and Virtual Seminar (January 5, 2005)

“Paper Industry Assessment and the Path to Future Growth,” Gorham Coating Conference, October, 2004

“Alternative Strategies Key to Growth in Mature North American Paper Markets,” Paper Age Magazine, August, 2004

“Coated Printing Paper Outlook and Implications,” TAPPI Coated Paper Conference, May 2004

“The Effect of Potential New Printing Technologies on the Performance Requirements for Paper Substrates,” GAMIS Quarterly Meeting, December, 2003

“Taking Advantage of Change in Paper-Based Packaging Markets”, NPTA Leadership Conference, May, 2003

“Industry Customers Are Satisfied But Loyalty Remains Elusive”, Pulp and Paper Magazine, March 2003

“Responding To Change in the North American Paper Industry” Gorham International Conference, January, 2003

“Responding To Change in the North American Paper Industry” Gorham International Conference, January, 2003

“Taking advantage of emerging dynamics” Tissue World Magazine article, Quarter 4, 2002

“Opportunities exist to improve customer satisfaction and loyalty in Commercial Tissue,” Tissue World Magazine article, Quarter 3, 2002

“Trends and Developments in the North American Tissue Industry,” Tissue World Conference, September, 2002

“Opportunities to Improve Customer Satisfaction and Loyalty in the Tissue Business,” North American Paper Industry Review article, September, 2002

“North American Paper Industry Review and the Implications for Producers and Converters,” Fraser Technical Advisory Meeting”, June 2002

“Is North America Losing Its Competitive Advantage In Pulp And Paper?” AF&PA Fall Meeting, September 2001

“Tools to Improve the Profitability of Your Specialty Paper Business”,Specialty Papers 2001 Conference, June 2001

“Customer Relationship Management--A New Twist to an Old Idea,” Specialty and Technical Papers Seminar, June, 2001

“Business Optimization in Specialty Paper Businesses,” Specialty and Technical Papers Seminar, June, 2001

“Paper Industry Overview and Implications,” Release Papers and Films Conference, February, 2001

“The Evolution and Development of the North American Reprographic Paper Business,” Paper Distribution Magazine, September, 2000

“Realizing Increased Profitability in Specialty Paper Businesses,” Specialty Papers Conference, October, 2000

“The Transition to Specialty Papers,” Client Sales Meeting, September, 2000

“The Development of E-Commerce in the North American Pulp and Paper Industry,” Nomura Research Institute, June, 2000

“Responding To Change in the Uncoated Freesheet Business,” NPTA Annual Meeting, April, 2000

“Has Prosperity Returned To the Pulp and Paper Industry, Release Papers and Films Conference, February, 2000

* indicates an article that was submitted directly to this Web site by the supplier, and was not handled by the Greener Package editorial staff.

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