RESUME:

Guy H. Loucks
2909 Oakwood Drive
Charleston, IL 61920
217-348-5252
gloucks@worthlink.net


Career Attributes:

Marketing, Strategic Planning, Product Management, Product Development, Telecommunications, Cable TV, ILEC, IXC, CLEC, ISP, Broadband Internet, OSS Service Provisioning, Market Research, Market Planning, Market Strategy.


Experience:

The Eastern Management Group, Senior Consultant, 8/00 to 2/01

Responsible for market research and strategy development focusing on providers of Operational Support Systems (OSS) solutions, emerging integrated telecommunications services providers (Cable Operators, CLECs, DLECs, ISPs) and IP network systems companies. Major consulting engagements with Cisco Systems, Telcordia and Verizon.

CommTech Corporation, Director of Product Management, Cable OSS, 10/99 to 7/00

Responsible for market planning and product management of flow-through, service activation and provisioning (OSS) software for the US and European Cable TV industry, focusing on OSS solutions for cable telephony and broadband data.

I developed and implemented a business entry & marketing strategy including market research and competitive analysis to determine niches and quantify opportunities.

I sought out and initiated partnership discussions with a cable modem service activation software provider to enhance CommTech's broadband data OSS strategy.

Initiated cable telephony API plan development for a major Cable Head End Systems Provider following partnership discussions.

Developed eCommerce plan to link cable and CLEC web sites through CommTech's ASP business model to enable on-line ordering, eCare and local content web portals.

I have made multiple OSS service demonstrations and technical capabilities presentations to potential US and European cable TV customers in support of CommTech's sales organization. This led to several trials and contracts.

Telecommunications Marketing Consultant, 9/95 to 9/99

Provided consulting services in marketing, business development, strategy formulation & implementation primarily to the telecommunications, Internet and cable television industries.


Major Projects Include:

Conducted a high-level market survey on behalf of a major telecommunications systems provider directed at Regional Bell Operating companies. Subject: architecture & decision processes to implement the Next Generation Network, which converges their legacy circuit switched voice networks with rapidly growing IP/ATM data networks. Survey was directed at Senior Director, VP levels and above.

Worked with Adelphia Communications developing and implementing broadband Internet Access marketing plans to residential, home office professionals and small business customers. Key accomplishment: developed a Demo Site/Agent program through computer retailers, VARs and software training companies to expand broadband sales to residential and small business markets. Also, managed the design and development of a high impact, e-commerce capable, customer-focused web site designed to provide an additional sales channel for Adelphia Communications cable entertainment, broadband Internet access, paging, long distance and business services.

Helped a minority-owned CLEC telecommunications startup to develop detailed marketing plans selling local, long distance, Internet and paging services to Afro-Americans, Asians and Hispanics in major metro areas.

Completed a major market research and competitive analysis project for a major PCS billing & customer care software provider. Developed service bureau entry plan.

Updated five-year Strategic Plan for Consolidated Communications to drive top-line growth and improve market synergy among business units.

Provided Business Development consulting services to a startup developer of e-commerce capable, high-end web sites.

Consolidated Communications Inc. (now McLeodUSA), a regional integrated telecommunications provider. 11/89-9/95:

Director of Strategic Planning & Marketing. In charge of the planning, administration and direction of these two distinct corporate functions, with responsibility for business growth strategies and processes. Supervised a team of project managers and analysts, with a $750,000 operating budget.


Accomplishments:

Increased Long Distance Market Share: Differentiated Consolidated's (CCI) long-distance services from those of AT&T and MCI with the introduction of a 5% rebate, residential affinity long distance service promoted through school districts; increased market share from 15% to 50% within local franchise service area.

Architect of CCI Strategic Plan: spearheaded the development of CCI's first strategic plan in 1990, to transform the company into a market-based, customer-oriented entrepreneurial organization; increased revenues 2.5 times, doubled net income and achieved a 15% ROI two years ahead of plan.

CLEC Business Entry: Developed business and market entry plan for CCI to enter the Competitive Local Exchange (CLEC) business bundling local access from Ameritech with long distance and other services.

Cable TV Acquisitions: Acquired cable television properties to implement broadband strategy. Performed acquisition analysis and due diligence activities working with VP of Business Development

Became Billing and OSS Provider: Oversaw development and implementation of a business plan to establish CCI's MIS organization as a provider of billing & OSS software/systems for competitive local access providers. Helped develop & implement IT strategy to support One-Stop-Shop game plan.

Local Exchange-Competitive Offering: advised and negotiated a Centrex offering within CCI's regulated service area; developed strategy to offer local services bundled with long distance in Ameritech's franchise area.

Cellular Start-up/PCS: Oversaw construction and start-up of CCI's cellular operation in Western Illinois; formulated CCI's PCS market entry strategy prior to spectrum auctions.

One-Stop-Shop Telecom Strategy: formed the Telecom Services Unit to bundle local, long distance, wireless & CPE telecommunications services into a one-stop source targeted at small to mid-size business customers. Successful implementation led to merger with McLeodUSA.

Improved Profitability of Paging Business: Managed transformation of Paging business unit sales channels from direct sales force to agents. This resulted in doubling number of lines within 18 months and achieving over $1 million net income within two years.

Business Transformation: Led a team to improve CCI's telecommunications equipment sales unit profitability from a net loss of $820,000 on $5 million in revenues to a positive $250,000 net income within nine months. Developed specific marketing programs bundling PBX & Key Systems with long distance & private line services to business customers.

Additional Significant Accomplishments in industries undergoing significant structural changes:

As Director of Planning Coordination, Link Flight Simulation Division, Singer Company (1981-89), I was responsible for the division's marketing and planning functions for the development of flight simulators for commercial airlines and the Department of Defense. At Link I developed & sold to senior management a new business model that transformed company from a provider of simulation hardware to a provider of training services. Led effort to acquire training curriculum partners, performed due diligence and developed marketing & facilities plan, which led to a $125 million investment and a major source of revenue as military simulator budgets were reduced.

Manager of Market Planning (1978-81) with Envirotech, major air pollution control systems company serving the electric utility industry. I developed the company's first marketing information and competitive intelligence system. Results: improved business capture rate and increased valuation of the business prior to its being sold. Also responsible for competitive analysis and assisted VP of Sales with major proposal preparation.

Senior Planning Analyst (1976-78) for Sybron, a diversified manufacturer of health equipment, specialty chemicals and process control systems. I was responsible for strategic planning review for SBUs. I also prepared thirty-M&A studies, participated in key acquisitions and growth strategy implementation.

Product Planning Analyst/Marketing Specialist (1971-76) for Babcock & Wilcox, a major manufacturer of critical systems for the nuclear power industry. I led a new product development team that designed the first minicomputer controlled utility boiler cleaning system. Received a patent for an insulation product for nuclear power generators.


AFFILIATIONS:
SCTE (Society of Cable Television Engineers)
CTAM (Cable and Telecommunications Association for Marketing)
International Planning Forum
American Management Association
American Marketing Association
Rotary International


MILITARY: U.S. Army Security Agency, West Germany, 1966-69, Electronic Warfare Specialist


TRAINING:
OSS Technology and Markets
Strategic Planning & Marketing Seminars, University of Michigan.
Mergers & Acquisitions, University of Rochester
Financial Analysis, Ohio University


EDUCATION:
University of Pittsburgh, Pittsburgh, PA
Master of Business Administration
Emphasis: Marketing

University of Pittsburgh, Pittsburgh, PA
BS degree in geology
Focus: mathematics/physics