About Bill Harland
I am a seasoned sales leader with long and varied experience in capital equipment and complex software system sales. As Principal Consultant at Harland Worx we help sales leaders with timely and valuable coaching and help frontline sales professionals improve their performance and technical skills. Core competencies include product, marketing, and sales management. We also assist in developing competitive strategies and pricing, new product introductions, sales organization structuring, order entry and invoicing system implementation, incentive compensation program development, direct selling, presentations and public speaking, technical service management, staff supervision and training, and new product market identification and development.
Presentations for Business Development: I have a great deal of experience making presentations at tradeshows, local chapters of professional associations, and during customer factory visits. These presentations have included general information on company products and service capabilities and in-depth product and system presentations showcasing solutions for specific customer requirements for complex systems and the services associated with their installation and commissioning. Notable projects include the Empire State Building's nineteen FM station Auxiliary Master FM Antenna and Channel Combiner System and Kentucky Educational Television’s (KET) FCC Repack Project, which involved the supply and installation of sixteen television antenna systems for all of KET’s Full-Service TV Stations. Other projects have included the 1600-foot Candelabra Tower, master FM antenna, and combiner system for American Tower in Oklahoma City. Other significant project experience includes ordering replacement earth station antennas for the FOX Television Network-owned and operated television stations and their affiliates. The system supplied included the antennas, terminal equipment, and associated installation services. This was a time-sensitive project, as the hard deadline for the completion date was the 2001 Super Bowl XXXV.
Product Management and New Product Development: I have experience in product management, advertising, trade show management, new product development, and product application engineering. The activities have driven significant revenue from large orders of newly launched products, including expansion into new markets and increased revenue growth. This includes introducing and selling the AudioVAULT® digital audio storage, playout, and automation system. The product replaced the established analog tape cartridge machine and analog audio console technology, which accounted for half of sales revenue when the new digital products were introduced. In addition, I managed the introduction of an AM transmitter product line, which expanded the company to a full line of transmitter products for radio transmission.
Company Acquisition Background: During my tenure at ERI, I played a significant role in acquiring the Andrew Corporation Broadcast Products Business Unit. This acquisition added a complete television antenna and filter product line, giving ERI the broadest suite of products and services of any broadcast antenna, transmission line, filter, and tower manufacturer globally. At Broadcast Electronics, I supported the acquisition of radio programming supplier Broadcast Programing and RPU and STL manufacturer Marti Electronics. I also managed preparations for Andrew’s Broadcast Business Unit for the FCC-mandated analog-to-digital television transmission standard transition in the US, Canada, and Mexico. This activity included initiating the inquiries and obtaining the financial resources to acquire an RF filter and accessories manufacturer to expand the company’s product line to more effectively compete for market share and revenue presented by the coming US transition to digital television.