- 27 years experience in coal mining, minerals and metals mining and processing, power industry, cement manufacturing, chemical processing, pharmaceuticals, plastics and food industry.
International Product Manager – Bulk Material Handling
- Developed the formulation for a new UHMW polymer product to have the lowest surface friction as a liner in chutes and hoppers for promoting flow of bulk materials.
- Developed sales, marketing and training programs to launch the new product.
- Authored the product brochure.
- Directed the international marketing campaign for the product.
- Assisted foreign offices in securing product sales in their respective regions.
- Established guidelines for finding and qualifying new channel partners.
- Obtained > $1 million in product sales within a 1-1/2 year period, both domestic and international.
1978-2003 Poly Hi Solidur, Inc. Fort Wayne, IN
Manager, Bulk Material Handling Lining Dept. - Americas 2001-2003
- Served as project manager for larger turnkey capital projects ranging in size from $50,000 to > $1 million. Projects took place in Asia, Europe, Latin America and North America.
- Authored and directed the development of all sales and marketing collateral.
- Served as company consultant for bulk material handling providing guidance to all Poly Hi Solidur offices around the world.
- Authored and presented technical papers at major industry conferences to promote the company and product by educating customers, OEMs and engineering firms (AEs & EPCs).
International Sales and Marketing Manager – Bulk Material Handling 1997-2001
- Coordinated sales and marketing efforts at all locations after the acquisition of Solidur Plastics, Germany in 1997. Merged product lines and trade names of the two companies to make it clear for the market place.
- Developed a group of strategic partners in foreign countries where Poly Hi Solidur did not have a direct presence.
- Conducted sales and educational seminars on a worldwide basis (30+ countries). Primary audiences were end users and engineering firms.
- Grew the international business in bulk material handling at the rate of 30% annually.
Pacific Rim Sales Manager 1989-1997
- Increased sales >200% in the region.
- Developed company’s local presence in the region for all products with a concentrated focus on bulk material handling projects.
- Conducted market research to identify potential partners and distributors.
- Setup the distribution channel for all products: commodity and value added.
- Developed installation partners to increase sales potential and gain faster recognition in the bulk material handling market.
Board of Directors – Tsutsunaka Poly Hi (Japan JV) 1987-1996
- Educated Japanese management on positioning to participate in the bulk material handling market.
- Gained >20% market share in Japan within 5 years.
- Conducted sales seminars throughout Japan.
- Served as sales and technical consultant to the JV.
- Provided guidance for sales and marketing programs.
- Approved budgets and operating plans.
Application Development Engineer 1981-1989
- Identified the vast opportunity in the bulk material handling field and established the newly developed UHMW product line targeted for this market.
- Formed the bulk material handling department that had grown to > $25 million Business Unit by 2003.
- Developed fundamental knowledge for the company in the bulk material handling field which was an entirely new business opportunity.
- Trained and educated the company’s outside sales team.
- Provided guidance and support to the domestic and international distributors to increase their credibility in the bulk material handling field.
Territory Sales Manager 1978-1981
- Increased sales 100% each year from the previous year.
- Responsible for a seven state territory that was later expanded to twelve states. Concentrated in the coal mining regions for both eastern and western coal fields.
Education
Robert Morris University Pittsburgh, PA
B.S., Business Administration, Major: Management, Minor: Marketing
Interests
Outdoor projects, boating, gardening, family vacations.
Publications
“How to Achieve Reliable Coal Flow and Maintain Plant Availability”, Presented at POWER-GEN International, Orange County Convention Center, Orlando, FL Dec. 2002 and at the Energy Generation Conference, Civic Center, Bismarck, ND, Jan. 2003.
“The Solution Approach to Flow Problems using TIVAR 88”, Presented at 1996 National Conference on Bulk Materials Handling, Melbourne, Australia, Sept. 1996 and at the International Materials Handling Conference, BELTCON 9, Midrand, South Africa, Oct. 1997.
“How Northern States Power Company (now Xcel Energy) Solved Handling Problems Associated with Sub-Bituminous Coal”, Presented at POWER-GEN Americas Conference, Orlando, FL, Dec. 1994.
“Proper Techniques for Installing and using UHMW-PE Liners”, Powder and Bulk Engineering, Nov. 1988.
“The Use and Installation of UHMW to Facilitate Flow”, Presented at the Powder & Bulk Solids Conference, Rosemont Convention Center, Rosemont, IL, May 1986. ■
Sales/Marketing Professional Available
Kenneth P. Steppling
7321 Sedgebrook Drive West
Stanley, NC 28164
Tel: (704) 822-6385
E-mail: ken.steppling@charter.net
Profile
- Developed the bulk material handling department and worldwide recognition of the company’s trade name.
- Published numerous technical papers.
- Managed worldwide marketing efforts for bulk material handling.
- Guided foreign offices to become proficient in bulk material handling sales.
- Landed several multi-national capital project orders in excess of $1 million.
- Listed in Who’s Who at https://who.bulk-online.com/profile/...steppling.html
- Conducted sales seminars in 30+ countries.
- 27 years experience in coal mining, minerals and metals mining and processing, power industry, cement manufacturing, chemical processing, pharmaceuticals, plastics and food industry.
Experience
2004- Present Röchling Engineered Plastics Gastonia, NC
International Product Manager – Bulk Material Handling
- Developed the formulation for a new UHMW polymer product to have the lowest surface friction as a liner in chutes and hoppers for promoting flow of bulk materials.
- Developed sales, marketing and training programs to launch the new product.
- Authored the product brochure.
- Directed the international marketing campaign for the product.
- Assisted foreign offices in securing product sales in their respective regions.
- Established guidelines for finding and qualifying new channel partners.
- Obtained > $1 million in product sales within a 1-1/2 year period, both domestic and international.
1978-2003 Poly Hi Solidur, Inc. Fort Wayne, IN
Manager, Bulk Material Handling Lining Dept. - Americas 2001-2003
- Served as project manager for larger turnkey capital projects ranging in size from $50,000 to > $1 million. Projects took place in Asia, Europe, Latin America and North America.
- Authored and directed the development of all sales and marketing collateral.
- Served as company consultant for bulk material handling providing guidance to all Poly Hi Solidur offices around the world.
- Authored and presented technical papers at major industry conferences to promote the company and product by educating customers, OEMs and engineering firms (AEs & EPCs).
International Sales and Marketing Manager – Bulk Material Handling 1997-2001
- Coordinated sales and marketing efforts at all locations after the acquisition of Solidur Plastics, Germany in 1997. Merged product lines and trade names of the two companies to make it clear for the market place.
- Developed a group of strategic partners in foreign countries where Poly Hi Solidur did not have a direct presence.
- Conducted sales and educational seminars on a worldwide basis (30+ countries). Primary audiences were end users and engineering firms.
- Grew the international business in bulk material handling at the rate of 30% annually.
Pacific Rim Sales Manager 1989-1997
- Increased sales >200% in the region.
- Developed company’s local presence in the region for all products with a concentrated focus on bulk material handling projects.
- Conducted market research to identify potential partners and distributors.
- Setup the distribution channel for all products: commodity and value added.
- Developed installation partners to increase sales potential and gain faster recognition in the bulk material handling market.
Board of Directors – Tsutsunaka Poly Hi (Japan JV) 1987-1996
- Educated Japanese management on positioning to participate in the bulk material handling market.
- Gained >20% market share in Japan within 5 years.
- Conducted sales seminars throughout Japan.
- Served as sales and technical consultant to the JV.
- Provided guidance for sales and marketing programs.
- Approved budgets and operating plans.
Application Development Engineer 1981-1989
- Identified the vast opportunity in the bulk material handling field and established the newly developed UHMW product line targeted for this market.
- Formed the bulk material handling department that had grown to > $25 million Business Unit by 2003.
- Developed fundamental knowledge for the company in the bulk material handling field which was an entirely new business opportunity.
- Trained and educated the company’s outside sales team.
- Provided guidance and support to the domestic and international distributors to increase their credibility in the bulk material handling field.
Territory Sales Manager 1978-1981
- Increased sales 100% each year from the previous year.
- Responsible for a seven state territory that was later expanded to twelve states. Concentrated in the coal mining regions for both eastern and western coal fields.
Education
Robert Morris University Pittsburgh, PA
B.S., Business Administration, Major: Management, Minor: Marketing
Interests
Outdoor projects, boating, gardening, family vacations.
Publications
“How to Achieve Reliable Coal Flow and Maintain Plant Availability”, Presented at POWER-GEN International, Orange County Convention Center, Orlando, FL Dec. 2002 and at the Energy Generation Conference, Civic Center, Bismarck, ND, Jan. 2003.
“The Solution Approach to Flow Problems using TIVAR 88”, Presented at 1996 National Conference on Bulk Materials Handling, Melbourne, Australia, Sept. 1996 and at the International Materials Handling Conference, BELTCON 9, Midrand, South Africa, Oct. 1997.
“How Northern States Power Company (now Xcel Energy) Solved Handling Problems Associated with Sub-Bituminous Coal”, Presented at POWER-GEN Americas Conference, Orlando, FL, Dec. 1994.
“Proper Techniques for Installing and using UHMW-PE Liners”, Powder and Bulk Engineering, Nov. 1988.
“The Use and Installation of UHMW to Facilitate Flow”, Presented at the Powder & Bulk Solids Conference, Rosemont Convention Center, Rosemont, IL, May 1986. ■