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Fred Kaplan

www.FredKaplan.net

(213) 880-6268 | FredKap@gmail.com

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Profile

Accomplished National Sales and Business Development Executive with a successful track record of driving sales and recruiting and inspiring resellers. Demonstrated ability to drive sales technology-specific sales, cultivate relationships, direct operations, train, and lead salespeople, and develop growth strategies—a reputation for penetrating and developing new markets and providing exceptional client service. Key strengths include team building, sales training, meeting OEM needs, closing deals, and leveraging extensive 3-D sales experience across multiple technologies to build effective sales channels.

 

Experience

Arburg Additive  USA             Rocky Hill, CT / Los Angeles, CA

North America Sales Manager - July 2021 – Current

 

As Arburg Additive’s Western Regional  Sales Manager, I hunt for customers with applications that require low-volume manufacturing or prototyping needs that leverage the Freeformer’s technical advantages. I collaborate with customers to develop a unique application that leverages the Freeformer’s open-source technology, low-cost/high-performance generic thermoplastic pellets, and its spherical droplet construction. Freeformer customers are medical device manufacturers, aerospace, automotive, shoes, consumer products, and material research and development. I manage resellers and sales direct as well. I collaborate with thermoplastic manufacturers to deliver functionality to Freeformer customers as well as define post-processing solutions for end use low volume production to provide full service 

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Mimaki USA - Suwanee, GA / Los Angeles, CA

North America Channel Sales Manager - June 2019 - July 2021

I am an influencer of additive manufacturing using my more than 15,000 Linkedin followers, building the brand of Mimaki 3D printers by recruiting and managing two national resellers and sales agent’s territories, including the US, Canada, and Mexico. Closing deals, and prospected for leads specific to Mimaki’s technology. Increased sales by 50%. Developed Internet sales training and sales presentations. Active in developing and pricing the multi-year maintenance program and setting 3D printer material prices. Developed the market for the finest full-color 3D printing in 10 million individual colors. http://www.mimakiusa.com/products/3d-printers/mimaki-3d-printer/

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UnionTech Inc - St. Charles, IL / Los Angeles, CA

US Channel Sales Manager - June 2017 - May 2019

Leveraging extensive 3D printing sales experience across multiple technologies to enhance and build effective sales channels for the UnionTech™ brand of stereolithography 3D printers. Meeting OEM needs with an emphasis on new dimensions that UnionTech brings to this long-established 3D printing technology. Responsible for recruiting, negotiating contracts, developing, maintaining, and cultivating new and existing channel partners in North America. Increased Sales Reps from 0 to 26 by recruiting national distributors. Developed a multi-channel partnership to provide end-users with the best aspects of open-source technology. Key strengths include relationship selling, mentoring colleagues, expert reseller recruiting of distributors, and negotiating deals with leading additive manufacturers on behalf of distributors.

Featured speaker on the topic of Open Source Stereolithography. Produced a comprehensive 60-page Sales Training Manual. Designed and presented PowerPoints that define market trends and sales strategies.

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­­­­Markforged Incorporated  - Cambridge, MA / Los Angeles, CA

Western Regional Sales Manager - February 2016 – May 2017

  • Responsible for building, developing, maintaining, and cultivating new and existing North American channel partners of composite FDM 3D printers (1.5 million in sales). Increased annual sales by 200%.

  • Managed and trained 16 value-added resellers.

  • Developed specific Markforged sales training and mentored resellers.

  • Managed 3D printer sales channel of 16 resellers from Wyoming to Hawaii.

  • Recruited new value-added resellers, increasing channel size by 300%.

 

Mcor Technologies -  Dunleer, Ireland / Los Angeles, CA

Western Regional Sales Manager - 2014 – 2015

Recruited and supported a network of ten 3D printer resellers across 17 US states and six Canadian Provinces. Featured speaker at Inside 3D Printing, October 2014.

  • Produced over $1 million in annual 3D printer sales.

  • Conducted Solutions-Sales based training for 10 dealers on a quarterly basis.

  • Maximized sales opportunities through dealer coaching, proper lead distribution, and channel management.

  • Managed equipment service and sales events; provided detailed information based on end-user and reseller interaction.

  • Researched trade shows and events to support corporate marketing activities in the region as well as regional dealer marketing.

  • Navigated and communicated industry and market trends with customers and social media

  • Built relationships with resellers by integrating the product into the current inventory.

  • Coordinated with external groups, internal departments, and individuals to ensure sales and customer satisfaction

 

 

Peak Solutions LLC -  Portland, OR / Los Angeles, CA

Sales Manager - 2010 – 2014

  • Sold and supported Z Corporation, 3D Systems, Envisiontec, 3D Printers, Creaform 3D scanners, and Rapidform software in Aerospace, Architecture, Automotive, Entertainment-Education, Medical, Industrial Design, and Product Design verticals. Increased annual sales by 200% over two consecutive years.

  • Identified target markets and developed new businesses. Proficiently matched the needs of business-to-business customers and end-users to determine optimal solutions for company objectives.

  • Analyzed the region’s developing and emerging 3D printer markets. Researched the development of new technologies.

  • Planned and implemented a seminar co-sponsored by 3D Systems, Creaform, Pixologic Software, Gnomon School of Visual Effects, and the Los Angeles chapter of Siggraph.

  • Managed operations for the Southern California office. Planned and implemented marketing opportunities to create brand awareness.  Developed an online community of 1,200 creative 3D printer professionals and related online marketing tools.                                   
     

Prior Experience

NBC/Tonight Show, Los Angeles, Graphics Effects Editor

KZSW TV, Temecula, Production Manager / Producer

 

Education

BA in Documentary Filmmaking, Prescott College, Prescott, Arizona

Coursework in Commercial Photography at Art Center College of Design, Pasadena

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Subject Matter Expert

  • 3D Printing Technology

  • Stereolithography

  • Arburg 3D Printing

  • Thermoplastics used in 3D printing

  • Thermoset plastics used in 3D printing

  • Building an ROI in additive technology 

  • Material Jetting 

  • Building North American 3D Printing resell channels

  • Creating an additive Service Bureau

  • Photography 

  • Video Production

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