Sales Construction

T HOMAS L. FOLSOM

***** ***** ***** **, #*** ~ Huntington Beach, CA 92649

714-***-**** ~ ********@*****.***

CONSTRUCTION MANAGER

Entrepreneurial, customer focused professional with strong experience in domestic and international

manufacturing and construction environments. Turnaround expert adept at creating processes and

procedures that improve productivity, decrease costs and increase profitability. Visionary with the ability to

capitalize on emerging opportunities. Skilled at developing progressive sales and marketing programs that

increase market share and drive revenues. Leader who brings out the best in others.

Areas of Expertise:

Acquisitions Project Time-Lines Supply Chains

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Design Team Sales Management Cost Accounting

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Management Construction Processes Sigma and LEAN

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Project Management Subcontractor Management

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Vendor Management Marketing

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“Within 90 days of Tom’s arrival at Strand, on-time shipping moved from 45% to 95%, and the order backlog

increased 45%. The entire energy of the company changed. The improvement was palpable.”

Peter Rogers, Vice President of Global Marketing-Strand, Philips Entertainment Division

“Without Tom’s steady hand and deep construction experience, such a politically and technically complex

renovation as the Mark Taper Forum would never have been completed close to original budget or time-line.”

Howard Sherman, VP and COO, Los Angeles Music Center.

SELECTED CAREER HIGHLIGHTS

Increased sales from $28 to $40M in 18 months moving from a <15% prior year loss to a <15% profit EBIT.

Completed the Award winning renovation of the Iconic Mark Taper Forum for the County of Los Angeles

with the $30M+ renovation being completed on time and on budget.

Successfully moved VC funded start-up Renaissance Lighting from zero to <$1.5M within 12 months

with only 3 products; company acquired by Acuity.

PROFESSIONAL EXPERIENCE

2010 – Present

Marketing, Project and Specification Development Consultant - Thern, Inc. Winona MN

Assist in creating a comprehensive market profile for new manufacturing thrust in North American

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market; original 6-month contract has been in place 2+ years and is now renewable month-to-month.

Project thrust is the development of one-name specifications within the engineering, design and

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consulting community for unique products.

Completed a significant acquisition for and reorganized the sales and marketing operation; backlog

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increased 10-fold since contract inception.

Lighting Controls Manufacturer, Guangzhou, China

Retained to create an import opportunity for electronic control systems currently manufactured and

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marketed in every region of the world except North America.

Tasked with establishing the overall sales organization and implementation of distribution; this program is

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intended to start second quarter of 2015.

Brightlines, LLP, Pittsburgh, PA

Completed a 15+ month contract to create, develop and implement a comprehensive sales

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representative organization in the Western US and Canada.

THOMAS L. FOLSOM – PAGE TWO

P R O F E S S I O N A L E X P E R I E N C E Continued

General Manager, STRAND LIGHTING, a division of Philips Electronics Group, Cypress, CA 2007 – 2010

Oversaw 195 employees and all operational aspects of 3 domestic and 4 international sites until Philips

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ceased all California manufacturing and consolidated Strand operations into an existing TX based

factory.

Managed (2) global acquisitions as well as coordinated a complete factory consolidation including

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restructuring the Hong Kong office and relocating EU sales and distribution operations from the UK to the

Netherlands.

Performed a complete review and reorganization of sales including overhauling Sales Force training

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materials and paperwork, streamlining processes and procedures for international Reps. and creating

and implementing a new Latin America sales program.

Proactively engaged and managed all supply vendors through transition to minimize negative fallout.

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Managed several important electronic fixture design and manufacturing initiatives as well as the redesign

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and remarketing of large-scale control systems.

President / Co-founder, KTRP, INC., Commerce, CA 1999 – 2007

Project managed multiple significant construction projects domestically and

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internationally from the LAX illuminated pylons to the Renovation of the Mark Taper

Forum.

Created several successful import / export facilities with lighting companies in north

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and south China; created and managed national rep organization to distribute new

innovative products in North America.

Assisted in initial marketing and development of Sales Organizations for Renaissance

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Lighting, offering innovative LED solutions and optics, and moved company from

inception to well over $1M within the first year. Company ultimately acquired by Acuity.

Introduced the Altman Architectural Product line in North America for Altman Stage

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Lighting.

Altman Architectural Product sales went from zero to a $2M run rate in 24 months from

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inception.

E D U C AT I O N

Master’s Extension Program, Management, Duke University School of Business, Durham, NC

MA, University of Nebraska, Lincoln, NE Theatre Architecture and Lighting/Sound Technologies

BFA, Westminster College, Fulton, MO English and Theatre Arts

C E R T I F I C AT I O N S

Certified Electrical Contractor

Certified, Stage Equipment Specialty Contractor

Conversant in current Title 24, California Energy Commission Regulations

California/Federal ADA Regulations

C O M M U N I T Y / P R O F E S S I O N A L A S S O C I AT I O N S

Chairman, Wally Russell Foundation; provides ongoing funding Professional Lighting Internships for the

Los Angeles and Canadian Opera Companies and presents a Lifetime Mentoring Achievement Award, call

The Wally, at the United States Institute of Theatre Technology annual Trade Show.

Member TEA, Themed Entertainment Association

Member USITT, United States Institute for Theatre Technology

Member IESNA, Illuminating Engineering Society of North America

Chapter Advisor, Beta Theta Pi Fraternity, University of California at Irvine

Member IAAPA, International Association of Amusement Parks and Attractions

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