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Larry Smith BS, MBA
Larry Smith Quick Facts
Main Areas: Marketing & Sales Development InternationallyCareer Focus: Author, speaker, business owner
Affiliation: LSA International, Medstick Corporation
A. Laurence (Larry) Smith3619 E Verdin Road, Phoenix AZ 85044 USATelephone: 480 899-4463, CP: 480 789-0546
EXECUTIVE EXPERTISE Strategic Marketing Development, Tactical Sales Planning/Implementation, Sales and Marketing Team Selection and Training, Sales and Marketing Management, Domestic and International Marketing/Sales, Solutions Selling and Consulting, Healthcare Information Systems Design and Marketing, Software Design and Development, Account Development and Management and Financial Industry Marketing and Sales. Extremely creative in marketing and sales development – results that get the job done – undersell – over deliver!. CLIENTS/ACCOMPLISHMENTS (Brief) National Marketing Manager Sperry Univac, PA, Sales over $70 million in 5 yearsSales Representative Sperry Univac, CA, Over $21 million in sales in 3 yearsWestern Regional Manager Systems Development Corp., sales $6.5 million in 2 yrsSales Representative Data General Corp CA, over $2.5 million in sales in 1 yearPrincipal and Director LSA International Consulting, CA, USA, Australia and AsiaDirector of Marketing SIS Consultants CA, USA, Saudi Arabia and ChinaMarketing/Technical Specialist Coopers& Lybrand, CA Hospital systemsCorporate Financial Services MassMutual, CA, $1 million+ premiums in 1st yearCo-Founder Dir. Marketing/Sales Dutchocolates LLC/PTL Denver, CO, AustraliaPresident/CEO/Co-Founder Medstick Corporation, AZ USA Advanced PMR/EMR Flash Drive PROFESSIONAL SUMMARY An outstanding seasoned successful marketing and sales professional, solutions and client oriented, team player, leader, hands-on, creative and resourceful, experienced in successful target market and account penetration and marketing strategies in the Healthcare Information Systems industry, with many international contacts, in-depth experience in the health care information systems industry, experienced in developing, motivating and driving successful teams of focused marketing and sales professionals, able to effectively drive complex long-term very profitable sales cycles from negotiations through close, a proactive leader creatively working with vendors and clients creating new innovative solutions and residual income streams. Successful, calling at the highest levels in corporate America and Internationally and able to effectively motivate others, many key contacts throughout industry and Fortune 1000, marketing directly to key decision-maker levels generating well over $100 million in sales. Author of several forward-looking advanced papers regarding health care information systems published internationally and responsible for the first design and implementation of advanced computer systems in health care environments in the world. INTERNATIONAL Extensive experience presenting/marketing advanced IT and HIS to the governments of Sweden, Norway, Belgium, Germany, the UK, Spain, Japan, France, Australia and China. Extensively published regarding How To Books in real-time health care information systems (see Publications). Several lectures to health care/medical professionals at Stanford University to graduating classes (MD’s), University of Oklahoma, Johns Hopkins University, Necker Hospital (France), and University of Toulouse (France), established and operated very successful company in Australia. Most of the international contacts continue today. EDUCATION University of Southern California, MBAUniversity of Southern California, BS Business AdministrationUniversity of Oregon, Geology and Liberal Arts US Navy Veteran Korean WarREFERENCES: Available upon request. Accomplishments (Brief) Computer Data Center Operations Sperry Univac Los Angeles, CA Operated and managed large-scale computer system in data center for clients. Later advanced to Systems Analyst and Programmer assisting SR’s in branch to market to and close clients. (1958 – 1960) Territory Sales – Sperry Univac Los Angeles CA Appointed as Territory Sales Representative with largest territory in Branch (400 sq. mi.) with no customers but plenty of competitors. Within two (2) years was one of the leading SR’s in the company. Personally sold several major hospitals (Inter-Comm-unity West Covina CA, Hollywood Presbyterian – LA plus others), an 18 hospital chain and the US Navy. (1960 – 1966) National Marketing Manager Medical Information Systems - Sperry Univac, PA, Increased sales from $500K to over $70 million within a five (5) year period. When taking over this new position revenues from this market were only about $500K per year. Within five (5) years developed and implemented marketing strategies increasing revenues to over $70 million, in the process selecting, training and managing Sales Representative’s (SR’s) in the USA one in each branch (45) as well as 45 systems analysts, and 15 Sales Representatives throughout Europe – for each of the major countries of the UK, France, Germany, Switzerland, Italy, Spain, Norway and Sweden. In addition developed marketing strategies for not only the USA but also for Europe. Also developed the basic software needed to be competitive with actual development taking place under contract with The University of Utah as well as within Univac. Competed very successfully with IBM, Control Data, Burroughs, and others. (1966 – 1972) At the time of our announcement of the world’s first real-time HIS installation (Sweden) with monitors throughout the hospital, we had governments from Japan, Italy, Spain, The UK, France, Holland, Germany, Switzerland, and others sending representatives to discuss their needs and applicability of our systems. During this time published numerous articles and manuals and gave lectures to many international governments (including China) and health care professionals regarding health care information systems, as well as presenting papers to the prestigious Institute Gustave Roussy – Villejuif France, and Arithmed International (German publication) and many others . (See Publications) Vice President Marketing/Sales, Co-Founder – Real-Time Systems, - Company formed to design, develop, implement, manage and market for a group of physicians the first fully integrated health care information system in the world. Based in Ohio USA this system featured a large real-time mainframe computer with extensive storage and communications capabilities linking the founding physicians together. Within two (2) years providers in surrounding six (6) contiguous states as well as hospitals (and their functional departments), outside clinics, specialty health care providers and insurance companies were integrated into a single system. First time ever achieved in Health Care Information Systems in the world. (1972 – 1975) Coopers/Lybrand, SF USA - As a Specialist in Healthcare Information Systems Handled consulting for projects involving healthcare clients and expanded their markets throughout the state of California. (1972 – 1974) Western Regional Manager - Systems Development Corp. USA, - Produced sales over $6.5 million in 2 years. Developed marketing and sales strategies focused on the healthcare information systems markets and local governments. (1974 – 1977) Sales Representative - Data General Corp CA USA, - Producing over $2.5 million in revenues within 24 months. Assigned specific major OEM accounts including a geographic territory in the SF Bay area. (1977 – 1979) Director of Marketing - Systrin International Systems Consultants UK, CA, USA, Saudi Arabia and China - Developed sales and marketing programs including those of healthcare information systems. Considering that most of the business was overseas, the challenge was to maximize that and obtain more business in the USA. To solve these challenges I established strategic marketing, customer service development, and sales to major clients in Saudi Arabia, China and the U.S. (1980 – 1983) Licensed Representative Financial Services – Massachusetts Mutual Life Insurance Company – Successfully marketed and sold by going directly to Corporate America rather than sitting at ‘ the kitchen table’, leading salesman for the company member of the Legion of Excellence, Series 6, 63 and other licenses. Marketed life insurance, keyman coverage’s, 401K plans, health care plans, and mutual funds for corporations and business. (1980 – 1996)
Principal - Co-Founder – Director - LSA International Consulting, USA, Europe, Australia and Asia - Providing strategic marketing and tactical sales consulting, planning and implementation, and healthcare information systems design among others. Representative clients included Kodak Healthcare Information Systems, Applied Materials, World Trade in Computers, Chaplet Computers (Taiwan), and West Coast Peripherals, San Jose, CA USA the latter and their Taiwan associates I took to Russia to examine the possibilities of doing business. In Australia my wife and I established a very successful international business in AU. Presently completed (2007) re-writing book about how to reengineer and implement HIS in today’s world and working with key international HIS companies and other prospects including China and Australia. Designed, programmed and maintain an international web site www.karinya.com which receives up to 25,000+ visitors per day from 93+ countries – over 23 million visitors as of March 2008 (1996 – Present). Co-Founder, Dutchocolates PTL, Australia. With my wife who is a Dutch Government certified Chocolatier, Pastry Chef and Food Scientist, founded and relocated the company from Denver, CO to Surfers Paradise, Queensland, Australia forming a new company manufacturing chocolates. Chocolates were of the highest quality with no sugar added using the highest grade chocolate imported from Belgium with the lowest amount of sugar. Unique in the world. Added only the special ingredients and produced a European group of Bonbons and a group of chocolates made with Australian native bush flavors grown especially for us. In charge of setting up the company and in marketing, sales and other functions. Had over 45 customers in AU including all the Starbucks operations. Largest customers were from Japan. (2001 - 2003) Co-Founder, CEO Medstick Corporation USA develop and market the E-Medstick - an advanced unique device for storage and presentation of medical data for emergencies (PMR/EMR) and general use by everyone. The E-Medstick - holds vital medical information including key contact data safe and secure protecting the holder in any medical emergency almost anywhere in the world, easy to carry in purse, pocket or on your keychain or in the car. The E-Medstick is perfect to store and keep safe and secure information needed for all medical emergencies. Don’t leave home without it! (2007 – Present) www.e-medstick.com Lectures, Teaching, Seminars and Presentations · Stanford University Medical School, Graduate Class, Medical Computer Sciences, Prof. Larry Fagin. (Two lectures to graduating M.D’s)· University of Oklahoma School of Nursing, Nursing Staffs.· Johns Hopkins University, Medical Information systems, Medical/Nursing and MIS Staffs.· Univac International Education Centre, Rome, Italy, Univac Medical Systems Users and prospects from throughout Europe and the U.S.· Group of 7 from Beijing Capital Hospital China at the San Francisco Chinesse Consulate including Administrators and Surgical Chief of Staff· *Necker Hospital, Paris, France, M.D., presentations to Medical and Nursing Staffs Lecture.· *University of Toulouse, Toulouse, France, Symposium de Toulouse, presentation of paper.· *Los Angeles City Schools, Television Series, Computers - Basic Concepts, systems design, analysis, and programming.· Australia – Sydney - Univac marketing and sales representatives and government representatives *Development, presentation, and demonstration of software applications, literature, announcements, systems demonstrations, and sales for the introduction of new mainframe computer systems into Australia. Presentations to the Australian Govt. and prospects within Australia focused on healthcare information systems. *Other lectures, seminars and meetings about healthcare information systems to Government representatives of Belgium, Norway, Sweden, France, Austria, Switzerland, Spain, England, Australia, West Germany, Japan, and China. Several of these came from their respective countries to the U.S. specifically for determining their interest in and applicability of the information systems designed by the author and his associates for their countries. *Lectures and seminars to internal staffs of large international mainframe computer company (Sperry Univac) at the headquarters facility in US as well as in Europe and extensive travel throughout the U.S. and Europe lecturing to specific customers, prospects and internal marketing and sales staffs about healthcare information systems markets. Publications: An extensive list of publications focused on Healthcare Information Systems. The author is a pioneer in the design and implementation of computerized information systems in healthcare. Brief list: 1) How To Design Health Care Information Systems2) Integrated Healthcare Information Systems (6 books)3) Digital Imaging Systems In Healthcare4) Competitive Systems Suppliers in The Digital Imaging Industry5) Medical Patient Billing6) Real-time Medical Information System7) Physician Data System
