John Henderson
President & CEO

For more than 35 years, John has guided the organization and its clients through changing market conditions. Channel and growth strategies are John’s functional areas of expertise. His client experience ranges from working with venture businesses to develop strategies for new products and technologies, to assisting mature businesses in efforts to improve market share.

In addition to numerous client assignments focused on growth, John has authored articles and white papers that address the issue of growth through the use of distributors, dealers, and other third parties. John also serves as the head of Frank Lynn & Associates’ Channel Pricing practice. In this capacity, he has worked with dozens of clients to align their channel discount structures and channel programs with the strategic goals of the company. John’s primary philosophy is to design programs that motivate and reward distributors and dealers for performance and activities that are valued by the end-customer and the supplier.

Before joining Frank Lynn & Associates, John worked for Daubert Chemical Co. John received his MBA from Western Illinois University in 1976, where he is a member and past Chairman of the National Advisory Board for the College of Business and Technology.

Little-known fact: John was a nationally-ranked varsity gymnast and a college gymnastics coach.

Contact information:, 312.558.4828

Carl Cullotta
Executive VP & Managing Partner

Carl is a thought-leader around profitable growth strategies in mature markets. In his 30+ years with the firm, Carl has helped numerous clients develop strategies that delivered clients’ growth well beyond the pace in their industries. Toward this objective, Carl created the firm’s Construction Industry practice.

Carl has created a range of frameworks and tools regularly used by Frank Lynn & Associates’ clients as a context and/or scorecard for strategy. Notable among these frameworks, is the Market Mapping process, that brings all the market-based elements required for strategy design together in a simple analytic, and the firm’s “Antes/Raises” assessment that defines the cause and effect relationship between a range decision criteria and the customer’s selection of product/brand/source.

Prior to joining Frank Lynn & Associates, Carl worked with the Stepan Company, a specialties chemical company based in Northfield, IL. At Stepan, he had responsibility for technical service, new product development, and product management. Carl received his MBA from the University of Chicago and holds a Bachelor of Science degree in chemical engineering from the University of Notre Dame.

Little-known fact: Carl used to own a thoroughbred race horse

Contact information:, 312.558.4823

Bob Segal

In Memoriam

Robert (Bob) L. Segal, a valued member and principal of Frank Lynn & Associates, Inc., and our friend, passed away on April 8, 2020.

Bob provided creative insights and guidance to countless clients in technology, commercial, and industrial markets for over 30 years.  He was a widely published author and quoted expert in channel strategy and an esteemed teacher of our core workshops.

Bob was also a passionate fine arts photographer, and we invite you to view and celebrate his work at

Jim Fogarty

Jim collaborates with clients to design market-based channel strategies to grow or defend market share, enter new markets, and launch new products. He ensures client teams are engaged in the process, so that they can successfully implement the new approaches and programs. Jim also leads Frank Lynn & Associates’ Channel Sales Effectiveness practice. In this area, Jim works with clients’ sales teams to proactively assess and manage their channel partners to drive improved performance.

Jim earned his MBA from the University of Chicago, with honors, and his Bachelor of Science degree from the University of Illinois, also with honors. He also earned a Certified Public Accountant certificate.

Little-known fact: An avid bicyclist, Jim has circumnavigated the Door County peninsula in Wisconsin in a single day.

Contact information:, 312.558.4803

Jeanne Fec

Jeanne believes that it is well worth the research to understand how resellers behave, rather than responding to what they say they want. With this base of knowledge, she assists clients in revitalizing their channel strategies. Jeanne works in a variety of industries including residential/commercial construction products and capital equipment, chemical and food processing, food service and the healthcare industry to develop profitable channel strategies. Her clients value her expertise in customer experience, market share metrics, and mature marketplace strategy. Jeanne leads the firm’s market research efforts.

Jeanne graduated with an MBA from the Stuart School of Business, IIT and has an undergraduate degree from Loyola University, Chicago.

Little-known fact: Jeanne was a psychology major and worked as a correctional officer with inmates at the Cook County Jail

Contact information:, 312.558.4820

Stephen Martin
Managing Director London/EMEA

With the familiarity of actual channel management, Stephen interprets the diversity within EMEA customer and channel behaviour to help clients develop and implement channel strategies across the region. He provides pragmatic consultancy based upon customer and market insight that can radically improve company sales and market productivity.

Stephen’s experience means that he contributes strongly to understanding and influencing complex organizational decision-making, as well as having the management expertise to understand the benefits of simple messages, clear targets and straight forward recommendations.

Stephen was previously the Marketing Director for Reliance Security and of OKI Systems in the UK. He holds a BS in GeoChemistry and an MBA from Cranfield, and is a member of the Market Research Society.

Little-known fact: Stephen has Geocached the world and has a black belt in hitting people with a bamboo sword

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