The Kotler Team
Principals & Practice Leads
Tony Kotler – Managing Director
Reuben Silvers – Practice Lead, Technology
Steve Rose – Practice Lead, Automotive & Heavy Duty
Barry Deutsch – Practice Lead, Financial Services
Faye Coggins - Practice Lead, Life Sciences
George Britton - Practice Lead, Healthcare
Tony Kotler – Managing Director
Tony has been with the firm for 17 years. He is responsible for the development of training programs and consulting services. Throughout his tenure at Kotler Marketing Group, Tony has focused on working with client firms to better understand, measure, and communicate the value of their products, systems, and services. He has had articles and papers regarding value-based sales and marketing published in PaperAge, BtoB Magazine, Supply&Demand Chain, Selling Power and Marketing News.
Tony has expertise in various business market management disciplines and processes, including pricing, marketing research, marketing planning, the design and development of value-based sales and marketing tools. He has conducted training programs on value-based sales and marketing for leading business-to-business companies in a number of industries. In particular, he has considerable experience working with companies that sell into the Life Sciences, Healthcare and Automotive industries.
He has lead projects to implement value-based sales and marketing efforts at a wide variety of clients in many different industries, including Siemens, Michelin, ExxonMobil, American Express, Cisco, Microsoft, British Telecom, and Novartis.
Reuben Silvers – Practice Lead, Principal & Technology
Reuben is a Senior Consultant at Kotler Marketing Group and has been with the firm since 2001. He is head of consulting in Kotler Marketing’s Value Services Practice. Reuben brings extensive experience in value-based sales and marketing to client projects. He has co-authored some of our most popular research reports, including “The ROI Dilemma: Selling the Value of Enterprise Software,” and a recent best-practice benchmarking study on defending support and maintenance pricing in technology markets.
Reuben also heads up Kotler Marketing Group’s sales tool development efforts. His recent value-based sales tool projects include work for Fidelity National Financial, British Telecom, Cisco, and Microsoft. He has worked on recent training projects on value-based sales and marketing for clients including British Telecom, Software AG, and Level 3 Communications.
Prior to joining Kotler Marketing, Reuben was a Product Planner at the Adrenaline Group, a technology and business strategy consulting company headquartered in Washington D.C. There, he developed business and product plans for technology and services companies. At Kotler Marketing Group, he applies this experience to help technology firms translate the features and benefits of their products and services into monetary terms.
Reuben has an MBA from Stanford University and a BA from Brown University.
Steve Rose – Practice Lead, Automotive and Heavy Duty
Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a leader in sales and marketing. His P&L responsibilities spanned multiple divisions such as Passenger, Truck, and Earthmover.
Steve’s division was one of the first at Michelin to re-organize and adopt market-driven concepts and management techniques. Under Steve’s leadership, Michelin’s Truck and Earthmover divisions routinely exceeded projections and still remain market share leaders today.
While at Kotler Marketing Group, Steve works closely with automotive and heavy duty parts suppliers to document and demonstrate the value of their offering. Since joining Kotler Marketing 7 years ago, Steve has helped suppliers to resist demands for price reductions and cost-downs. His clients have been able to generate top-line growth as a result.
In his capacity as Practice Lead, Steve also conducts sales training programs designed to teach suppliers how to defend price, and has conducted nearly 150 workshops for sales and marketing teams throughout the world. Current and former clients include BASF, Valeo, Siemens, PPG, Tower Automotive, Goodyear Dunlop, Kostal, Mulimatic and Arcelor Mittal, to name a few.
Barry Deutsch – Practice Lead, Financial Services
Barry heads up Kotler Marketing’s Financial Services practice. Barry is an experienced marketing and sales strategist and practitioner with over 30 years of experience in the banking and financial services industry. His banking career included roles as head of marketing at Mellon Bank in Pittsburgh and Provident National Bank in Philadelphia.
Barry has provided sales and marketing advice and training to leading companies in the software, hardware and telecommunications industries, as well as companies in banking, finance and insurance. He has presented on value-based marketing at industry conferences such as TransPay, and is a frequent speaker at conferences of the American Bankers Association and the Bank Administration Institute (BAI). Current and former clients include British Telecom, Fidelity National Financial, Ping An Insurance, Northwestern Mutual, and American Express.
Barry holds a Bachelor of Science in Economics degree and an MBA from the University of Pennsylvania's Wharton School.
Faye Coggins - Practice Lead, Life Sciences
Faye Coggins has over 30 years experience in life science companies at executive level positions in both the diagnostics and biotechnology markets. She has extensive experience in management, business, marketing, sales, new product development and organizational coaching and development in life sciences companies. Ms. Coggins has held positions as VP Marketing for Fisher Biosciences LSR Division, Executive Director of Marketing, North America, QIAGEN Inc., Vice President of Marketing and Sales at Cylex, Inc. a venture based company focused on immune cell function; and Vice President of Worldwide Marketing at Life Technologies, Inc. In addition, Ms. Coggins has held several senior level business, marketing and sales positions, the last being Marketing Director of New Product Development at DuPont in its $1 Billion Medical Products Division (now Siemens).
Ms. Coggins received a B.S. in Medical Technology from East Carolina University and holds a MT(ASCP) certification. She has received executive training in Marketing from Columbia University and Strategic Planning from the Wharton School of Business. In addition Ms. Coggins served as President Elect, President, and Past President of the Clinical Laboratory Managers Association (CLMA) from 1995-2001.
George Britton - Practice Lead, Healthcare
George Britton has over twenty years in the delivery of healthcare services. As a senior hospital executive for leading US medical centers and multi-hospital systems, George held responsibility for all hospital and health system operating and capital budgets, including $10’s of millions in clinical and medical equipment and supplies.
As a senior administrator at Beth Israel Medical Center (Continuum Health Partners), the University of Florida Medical Center, University Community Hospital, and a 12 hospital/40 clinic system, he was instrumental in developing innovative Capex buying programs and creating ROI metrics for major capital acquisitions.
George is a sought after speaker and has an extensive teaching and seminar faculty record. He has consulted to and trained leading suppliers (Siemens Medical, Stryker, Steris, LifeNet, Bahr, Smith and Nephew) and how to position their offerings to have broad institutional impact for customers. He holds MBAs in Health Care Administration and Finance and is a Diplomate of the American College of Healthcare Executives. In 2010, he was elected to the Cambridge Who’s Who in Healthcare. In 2006, he was nominated to serve on the Department of Health & Human Services’ Health Information Technology National Advisory Group.
|
