NELLO ZUECH

74 Sutphin Pines

Yardley, PA 19067

(215) 736-0994

SUMMARY

Over 25 years of profit oriented experience in all phases of business. A solid, positive, national reputation in factory automation circles, an intimate knowledge of the manufacturing arena, a proven marketing and sales ability, a large portfolio of speaking and writing credits, and fairly detailed knowledge of a broad range of industries. Senior positions in both Fortune 500 and start up companies as well as government.

EXPERIENCE

Vision Systems International, Inc., Yardley, PA (January, 1984 - Present)

Founder and President: Independent engineering and marketing consultancy concentrating in the fields of: machine intelligence, machine vision, intelligent sensors, electronic imaging, electro-optics and non-destructive evaluation. Developed and conducted over 100 engineering assignments assisting

corporate clients with automation planning, development, implementation and training. Provided production process evaluation for opportunities for machine vision and intelligent sensors to improve process and quality control and capital productivity.

Assignments included: technical feasibility studies; preparation of system definition, functional specification, acceptance test procedure, request for quote package, and guidelines for proposal evaluations; identified potential equipment vendors; conducted analysis of vendor quotes and site evaluations of vendors; managed projects through post installation buy-off; organized and

conducted education and training activities.

Marketing assignments have included: market overviews, new end user customer analysis, product definition and market assessment, new product technical and market evaluations, market positioning, marketing/sales organization, competitive analyses, customer identification, strategic planning, new venture analysis, partnering identification, due diligence assessment of acquisition candidates, and government marketing.

ORS Automation, Inc., Princeton, NJ (March, 1980 - January, 1984)

Marketing Director: Organized, staffed, trained and managed marketing department including: sales, application engineering and installation-service functions. Initiated business plans, product development programs, and marketing policies. Built sales from virtually nil to $1M+ and closed on OEM business with potential of $15M+ over 5 years. Established sales credibility to permit public stock offering. Conducted market analyses identifying product opportunities in many manufacturing industries. Responsibilities included: customer contact, market identification and market research, sales analysis and forecasting, application engineering and screening, proposal writing, pricing,

new product identification, competitor analysis, sales procedure development from both strategic and tactical perspectives, advertising and promotion, trade shows and literature generation.

Sclumberger/EMR Photoelectric, Princeton, NJ (1978-1980)

National Sales Manager: Introduced new product line generating $400K of new business the first year while increasing sales in traditional business by 20% by identifying new customers and rebuilding sales in one territory from $500M to $1.2M. Reorganized the sales department to gear for growth into new

products/markets, adding product manager function. Markets addressed included: manufacturing, aerospace/military, oil well logging, and scientific and medical instrumentation. Responsibilities included: sales management and planning, policy development, staffing, training, customer service, proposal writing, project management, and sales procedures.

National Science Foundation, Washington, D.C. (1976-1978)

Program Manager: Responsible for planning, organizing and managing approximately $2M multidisciplinary scientific research program addressing advanced manufacturing technology. Received "Outstanding Performance Award" recommendation. Position responsibilities included indirect management of 20 full-time equivalent technical people conducting research and long and short range planning and budgeting. Obtained first-hand knowledge of Federal budget cycle and key "gatekeepers" in marketing loop. Position provided cognizance of state-of-art management techniques stemming from productivity emphasis including: performance measures, incentives, and labor-management cooperation. Position involved developing small business research projects and university- industry linkages.

Schlumberger/EMR Photoelectric, Princeton, NJ (1968-1975)

Regional Sales Manager: Responsible for total marketing/sales efforts for Division's products within 24 state territory east of the Mississippi from regional office in Washington, D.C.. Achievements included: top salesman for the company 5 years in a row, tripling sales in district, sale of first of new computer-based TV system and 70% of all sold in first three years into totally new markets for the company, consistently accurate sales forecasts, consistently maintained budget objectives - average cost of sales less than 6%.

Sorensen/Raytheon, Manchester, NH (1966-1968)

Custom Product Sales Engineer: Analyzed market opportunities for the modification of existing products for OEM applications. Intensive vertical operational experience including all phases of business from proposals to shipments and service. Position included handling intra-company and inter-

company sales dealing both direct and through manufacturers' representatives. Position required integration of engineering, finance, manufacturing, purchasing and quality control functions.

CBS Labs, Stamford, CT (1965-1966)

Sales Engineer: Responsible for the sale of R & D capability in special electron devices, military and intelligence systems, and acoustic and magnetics to DOD. Performed liaison functions with service groups such as technical writing and public relations. Position reported directly to Vice President of

Marketing.

Machlett Labs/Raytheon, Springdale, CT 1960-1964)

Senior Production Engineer: Promoted from Junior Engineer to position in two years. Supervised group responsible for the development and implementation of production processes. Worked with development engineers to assure design for manufacturability.

Miscellaneous:

Authored a book titled "Applying Machine Vision" published by Wiley, co- authored a book titled "Machine Vision" with Richard Miller and published by Von Nostrand Reinhold, edited the "Machine Vision Glossary of Terms" published by the Automated Imaging Association, and edited the books titled "Machine Vision: Capabilities for Industry" and "Gaging With Vision Systems" published

by the Society of Manufacturing Engineers. I have also co-authored with Jim Dunseth the chapter on machine vision for an "Encyclopedia on Robotics" published by Wiley. I have also edited the book "Handbook of Intelligent Sensors for Industrial Automation" published by Addison-Wesley Longman.

Written numerous articles that have appeared in various trade periodicals and chaired and delivered papers at numerous sessions for the SME, ISA, and other professional societies. A member of the World Bank Consultancy Registry. SME College of Fellows, IEEE and IEEE Consulting Group, SPIE, and Tau Beta Pi. A charter member of the Machine Vision Association, past Chairman and on their Board of Advisors for over 10 years. The SME has honored me granting me Certification

by Stature as a Manufacturing Engineer, Machine Vision Engineer.

Education

MBA - Marketing Management, Baruch School of the City College of New York

MEE - New York University

BEE - Catholic University, Cum Laude

Personal Data

Married, four children; 6' 1", 195 pounds; health good; interests - bridge, golf, leisure reading and sports.