Susan Kuchta has extensive experience in maximizing financial performance through improving accounts receivable balances and leading turnarounds. She has a track record of strategic planning and tactical execution that increased market share and sales. Her expertise includes product definition, pricing strategies, integrations, and optimizing supply chains. She has leveraged client relationships to significantly grow sales.

1. Key Qualifications
Susan Kuchta
Vice President, Packaging and Narrow Web

2. Maximizing Financial Performance / ROI
● Improved A/R balances 67%, with a nearly 97% drop in past-due
days, by developing and implementing new collection guidelines
overcoming industry standards.
● Completed the successful turnaround of a failing business within
one year, bringing the organization from a negative $12 million
EBITDA to breakeven.
● Led a successful effort to reduce consignment inventories at
customer locations through effective management of automatic
billing, setting minimum reorder points and implementing work-
off programs.

3. Strategic Planning / Tactical Execution
● Successfully led the business through relationship strategy with
key customers that increased customer share by 25%.
● Moved company from #5 to #2 in its industry, achieving its goal
of over $1 billion in sales in just four years by convincing
management of need for structured business processes.
● Developed and implemented a highly effective sales strategy for
the entire market, including identifying desirable markets and
building operational strategies to achieve all EBITDA goals
during the recession.

4. Product Definition / Market Penetration
● Lifted the company's market share 10% by eliminating
a major product gap through the implementation of a
new product development strategy.
● Achieved and maintained a 35% market share in a new
submarket by defining all market requirements and
developing an innovative product solution.

5. Product Pricing / Contract Negotiations
● Increased gross margins $1.7 million within the
first year of defining and implementing a highly
successful new pricing strategy.
● Negotiated a low-margin, $40 million contract
with a key customer, eliminating all technical
services and entertainment expenses.

6. Integrations / Restructures / Change Management
● Eliminated operational complexities hindering business
performance, ultimately improving EBITDA $18
million annualized within six months.
● Merged two diverse sales forces in order to maximize
profitability and geographic coverage of the smaller
business, leading to a 10% sales increase within one
year.

7. Optimizing Supply Chain Performance
● Led the strategic development for a global
manufacturing platform for the commercial sheet-
fed business, ultimately improving EBITDA from
1% to 8% within just 18 months.
● Successfully integrated a smaller manufacturing
business into a larger platform, effectively
reducing costs and complexity within the product
line and improving on-time customer delivery
from 70% to 97%.

8. Leveraging Strategic Client Relationships
● Grew sales $30 million in 18 months, equating to
a 50% increase, by developing a strategy and
leveraging key internal and external decision
makers to communicate the value proposition to
the customer.
● $5 million in additional sales secured by
leveraging a relationships and application success
with a separate customer to use the same
technology to support a customer's new business.