ATB Laurence Scott is a UK manufacturer of electric motors and generators that was founded in 1883. The author's role is to assist compressor manufacturers in the USA and Canada by providing technical sales support for ATB Laurence Scott's products. They have extensive knowledge of industries such as oil & gas, petrochemicals, mining, and defense. Their goal is to develop new business by designing presentations to convince companies of the benefits and working to build relationships. Average order values are £2M with some over £1M.

1. Since April 2012 Sales with ATB Laurence Scott
ATB Laurence Scott is a single source electrical engineering company, offering
premium engineered, design and manufactured Electric Motors and Generators.
As one of the UK's oldest electrical machinery manufacturers, which started
operations in 1883, when Mr. William Harding Scott's (a dynamic electrical engineer)
made dynamos to be supplied to Colman's, the famous Norwich mustard and
cooking sauces company.
He was then joined by Mr. Reginald Laurence who provided the main financial
backing and security the partnership to go on to bigger and better things from 1888.
ATB LS is now a center of excellence for manufacturing Induction / synchronous
motors / generators and has been recognized globally for its excellence in doing this
for well over 100 years.
Our technical expertise and quality qualifications enable us to support a range of
companies working in Oil and Gas (both exploration and production),
Petrochemicals, Water, Sewage, Desalination, Mining, Nuclear, and defence
environments.
My Technical Sales role is to assist compressor manufacturers worldwide and all
end uses, equipment manufacturers (mainly pump / fans and of course
compressors) and packages within the USA & Canada.
For this reason I have extensive knowledge of these varied industries and have had
discussions with some of the largest companies in the world on a variety of topics.
I was headhunted to spearhead the development of new business area, selling to
OEM’s and packagers. As O&G forms such a large part of the business and many
compressor and pump OEM’s are US based I have spent a lot of time creating links
with these organisations.

2. This has been achieved by designing presentation to groups by firstly gaining the
trust and respect of senior staff and convincing them that this will benefit their
company, coupled with plan hard work, finding contacts with the use of new
technology and initiative. Average order values are £2M with single items upto £1M.
As compressors manufacturers form an integral part of our target market I have
endeavoured to learn about these and to this end have had meeting with the likes of
Black & Veatch gaining an insight into the USP’s of this type of technology which
now forms a large part of the future world energy systems.
06/2008 – 04/2012 ACSYS UK LTD Technical & Sales Director / MD
ACSYS UK was set up to exploit the growing laser market and high-end turnkey
solutions sector. It specialised in the selling of lasers and CNC milling machines to
the higher end precision engineering, micro engraving, minting and research sectors.
This was done with PASO CNC and EEW, so this new company could concentrate
on these higher end products which I led.
ACSYS Germany started business in 2002 and in that time has become the world
leaders in 3D laser engraving selling to the world minting industries the very finest
stamping tools which offer several advantages over CNC milling. This said we are
able to couple this new technology with the continued supply of CNC milling
machines to the same customer base.
Recruitment, training and staff motivation was a big part of the role with flow, product
delivery and commercial aspects all being covered ultimately by myself.
With EEW I have had a long term business relationship so when ACSYS UK was
formed it was logical that this business should come with me. EEW make the largest
machining centre in the world and I successfully sold to major manufactures within
the FTSE 250 index.
I have gained a very good knowledge of the composite materials, the renewable
energy market and have successfully sold into this sector. Having enjoyed
successfully selling into a variety of markets creating long term stable relationships,
has lead customers to recommend our products to others.
To summarize, my role was to run the UK and some overseas operations, ensuring
the smooth transition of business. This includes finance, new machine design,
recruitment, sales, installing, and communications with the German factories and
increasing the companies’ profile.

3. During this time I also had a general engineering business which looked at technical
problems / issues companies were having and coming up with solutions / designing
work methodology which would advance those businesses.
2001- 2008 DATRON TECHNOLOGY LTD Sales Manager
Datron are the sales organization for several companies who manufacture a range of
Data Acquisition equipment, CNC milling machines, lasers engraving machines and
a host of ancillary options.
My prime role was to ensure the smooth operation of the CNC section which
accounted for 50% of the company’s turnover and profit. To this end I ensured the
smooth progression of the CNC section which involved sales, budgeting, marketing,
pricing, customer liaison and service / appointment scheduling.
The CNC machines are with most of the prototyping/ model making companies, or
departments within white goods manufacturers like, Dyson, Nokia, Glen Dimplex,
Gillette and our customer list includes Universities, research, engineering
companies, plastics and injection moulders.
I also gained knowledge of data acquisition equipment and media interfacing.
1999- 2001 MIDLAND ENGINEERING LTD. Contracts Director
Looking after and gaining new business from superstores and motor manufacturers
across the country. Responsible for up to 40 engineers on site and at our own sites
who repaired a variety or roll cages and maintenance contract work. I tendered for
contracts of up to £4.5 million and designed programs / modifications, and new
items, for the likes of Vauxhall, Morrison’s, Tesco and our own product range.
During my time at Midland I worked with Buko to produce upgrades to shopping
trolleys and inventing the slid up stacking system and modular shelving systems.
These aided our service engineers and gave the customer, Buko, a distinct business
advantage which helped to secure future repair contracts.
1994 - 1999 BRIGADE ELECTRONICS plc. Area Manager
Recruited as Area Manager to run The Eastern region of the country from Yorkshire
down to the South coast for this Vehicle Reversing safety equipment company.

4. In my time with Brigade I increased business by 400% with no loss of profitability,
indeed this also rose.
It was also my responsibility to show customer and stockists how to use our
equipment to gain the very best result in either the operation or sales.
1990 - 1993 ELECTRO ARC MANU. CO. LTD. Technical Sales Engineer
Sell EDM type machines across the UK
l985 - l989 APV PARAMOUNT Radiologist Engineer/ Section Manager
Managed a small department involved in the Non Destructive Testing of castings up
to 2 tonnes.
1980 - 1986 DCM TRANSPORT Director
1976 - 1980 EDWARDS HIGH VACUUM Apprentice
.