LEN ASHBURN

93 Pebble Valley Drive

215
-348-9337
267-221-0435
Doylestown, PA. 18901
la7880fe@west
post.net

SALES APPLICATION ENGINEER

A consistent producer of domestic and international business.
Possesses a unique combination of sales, engineering and management skills.
Industrial capital equipment experience in the; aerospace, electronics, automoti
ve, chemical, refinery, special metals, steel and other processing industries in
volving thermal and vacuum applications,
including fully automated PC controls and instrumentation.
A proactive leader and communicator that coordinates activities within the orga
nization.
Has a vision to enhance product brands as 'Best in Class' based upon performanc
e,
true total cost of ownership and responsive customer service.
________________________________________________________________________________
______

SALES SKILLS
EXPAND YOUR CUSTOMER BASE
I will develop new accounts, service existing accounts and assist with special d
esign projects:
* Identify new prospective customers from my industry contacts and through respo
nses to marketing leads.
* Review the product line web-site with prospects to stimulate interest and intr
oduce new features.
* Determine client needs for new equipment and have them put us on their bidders
list.
* Update existing customer files; identify key personnel and survey their opinio
ns of existing products and services.
* Prepare competitive analysis and bid strategies with field sales personnel to
improve market penetration.
.
QUOTATIONS, ORDER CLOSURE AND ORDER PROCESSING
I will perform the following:
* Review the prospects inquiry 'Specifications' and 'Commercial Terms', then com
municate negotiated responses.
* Coordinate preparation of quotation details in consultation with in-house pers
onnel.
* Develop customer rapport and participate in sales order closure activities.
* Prepare order entry documentation and written directive communications for in-
house and field sales personnel.
* Manage progress billings and change orders to maintain profitability.
* Prepare periodic order progress status reports.

PRODUCT LINE MANAGEMENT

I will participate in product line management activities::
* Evaluate product improvement features and promote benefits through marketing.
* Establish basic model selling price guidelines with cost adders for optional f
eatures.
* Develop or up-date standard quotation formats as required.
* Participate in preparation of long range plans and management status reports.
* Monitor in house activities from order inception through design, manufacturing
, shipment and commissioning.

FIELD SALES MANAGEMENT

I will participate in field sales management activities:
* Set sales goals and evaluate performance of Field Sales personnel.
* Prepare schedules for routine visitation of prospective customers and coordina
te with Field Sales personnel.
* Manage follow-up files for outstanding proposals and for leads from Field Sale
s personnel.
* Prepare periodic sales forecasts and management reports.
* Periodically update the sales plan with approval of General Management.
* Participate in annual Sales Meetings and Training Seminars for domestic and fo
reign field sales personnel.

MARKETING
I will participate in the marketing program:
* Develop and control a department budget for the marketing plan, including; the
web site, media adv and trade shows.
* Assess market size and product line sales opportunities in domestic and intern
ational market locations.
* Create title themes and participate in the preparation of advertisements for i
ndustry journals and the web site.
* Write case studies for publication in industry journals, media news releases a
nd the web site.
* Supervise preparation of product line illustrations and video presentations fo
r participation in trade show exhibits.
* Participate in maintaining the web site content and News Features.

MARKET EXPOSURE
I have traveled to major industrial world market locations during sales and equi
pment commissioning activities.
Countries visited include; The UK, Germany, France, Israel, Taiwan, S.Korea, PR
China, Malaysia, Australia, Mexico, Canada and industrial sites throughout the
USA.

ENGINEERING SKILLS

PROJECT MANAGEMENT
I have earned the PMI certificate. My Project Management responsibilities have i
ncluded the full range of activities from preliminary through final phases of co
ntracts, including; establishing conceptual designs, control of the job scope, b
udgets and schedules, coordinated activities with process engineers, mechanical
and electrical engineers, purchasing personnel, vendors, manufacturing personnel
, field installation and start-up personnel. Prepared management cost reports an
d communications with clients. Supervised and participated in factory testing,
field installation and commissioning activities.

PROJECT ENGINEERING
Project engineering responsibilities have included; preparation of calculations
and input of technical information for the design of high vacuum systems, resis
tance heating and induction melting systems. I have participated in solving tec
hnical problems that require a practical working knowledge of the following eng
ineering disciplines; Machine design, design of castings, machined fabrications
and pressure vessels, properties of metallic and non-metallic materials, fluid p
rocess heat transfer, fluid mechanics and pneumatics, inert gas purge systems, h
ydraulic and electro-mechanical drive systems, automated computer supervisory sy
stems, PID temperature controls and instrumentation.
I have sized and selected ancillary equipment, including; centrifugal pumps, air
blowers and boosters, piping, valves, heat exchangers, boilers, cooling towers
and other packaged equipment.
I am familiar with the ASME code, NFPA, NEMA, OSHA, CE, ANSI, TEMA and MIL Stand
ards. I use the following computer programs; MS Windows, Word, Excel, Power Poin
t, MS Project, MathCAD and proprietary engineering software. I have recently tak
en a refresher course in AutoCAD as necessary knowledge for supervising designer
s and engineers.

WORK HISTORY

SALES APPLICATION ENGINEER - TRANE THERMAL CO, Conshohocken, PA.

5 / 80 - 10 / 89
(Now Selas
Fluid Processing Company)
I was responsible for the sale of capital equipment with a total value of appr
oximately $25 million in gross revenue
during my tenure.
The product lines in my department included; 'Fired Heaters' for chemical proce
ss fluids, test cells and other applications, 'Thermal & Catalytic Oxidation Sys
tems' some with recuperators used for disposal of hazardous waste liquids and fu
mes.
 'Combustion Systems' for refinery heaters, dryers and smelters, ' Vaporizers' f
or LNG and other cryogenic fluid applications.
* I sold and managed approximately 50 thermal capital equipment projects.
* Supervised and assisted a group of Sales Engineers, Project Engineers and Esti
mators during the preparation of quotations for standard products and custom des
igned equipment. I conducted annual sales meetings.

SALES APPLICATION ENGINEER - PV/T INC, Mount Laurel, NJ

10 / 89 - 7 / 06
(Now Subs
idiary of Consarc / Inductotherm, Rancocas, NJ.)
.
I produced approximately $40 million in gross revenue of capital equipment sal
es during my tenure.
Product lines included; 'Vacuum Heat Treating and Brazing Furnaces' for produci
ng heat exchangers & electronic components, ' Vacuum Melting Furnaces' for inve
stment casting jet engine and power turbine blades, 'Master Melt Furnaces' for
precious metals, battery alloys & magnetic metal ingot casting applications, 'Si
ntering Furnaces' for ceramics, 'Liquid Metal Gas Atomization Furnaces' for powd
er metal production, vacuum coaters for thin film and thick film coatings, 'Auto
mated Computer Controls & Instrumentation' for the above systems.
* Pre-engineered, sold and managed over 100 thermal / vacuum capital equipment p
rojects.
* Designed, patented and sold $2.5 million of vacuum brazing furnace equipment t
o the Air Bus Consortium in Toulouse Southern France. That equipment is producin
g aluminum and stainless steel compact plate fin heat exchangers for the new Ai
rBus A-380 jumbo jet passenger airplane and for other AirBus passenger airplane
models.

PROJECT MANAGER - SELAS FLUID PROCESSING CORP., Blue Bell, PA

10 / 06 - 2 / 08
(A subsidiary of Linde AG)
As contract employee, I was responsible for the full scope of Project Managemen
t activities from; conceptual design through
final system design, procurement, vendor drawing approvals, equipment manufactu
re, expediting, QC inspections, shipment of components and site supervision for
the construction of a 100 million BTU/ Hr low NOX fume and liquid waste incinera
tor system with waste heat boiler, quench, absorber, ionizing wet scrubber and 8
0 ft stack.
This activity included preparation of the Gantt Chart schedule, budget, change o
rders, drawings for the PFD, P&ID, proprietary and vendor component drawings, fo
undation loading drawings, steel support structures, piping isometrics, general
arrangement drawings and a 3D model for a system valued at $ 8,200,000.
PROJECT MANAGER - HED International, Ringoes, NJ
7 / 08 - 1/ 10
I was responsible for the full scope of Project Management activities, includin
g; procurement, export shipment, on-site
Installation supervision and successful commissioning of a 145 ft long, fully a
utomated, conveyorized electric furnace system
 that is located in Chongqing, PR China.
EDUCATION:
Drexel University; BS, ME Power Major
University of Penn Wharton School; Business Diploma
BCCC Project Management Institute (PMI) Certificate
AFFILIATIONS & PATENTS:
I am a Member of the ASM.and former member of the AWS, AVS, ASME and AICHE.
I have served as Chairman of the Heat Recovery Committee of IHEA.
There are four USA patents in my name involving process equipment innovations.
I am a member of the US Rowing Association.