Cameron Gar Summary Background HBC Cosmetics Success Stories*
  • 25+ years of sales, sales management, executive management experience
  • Johnson & Johnson
  • Proctor & Gamble
  • GlaxoSmithKline 
  • Largest responsibility:  Grew sales from $350 million to $1.5 billion.
 

 

(155)*  Grew Wal*Mart Consumer Health from $890 million to $1 Billion+ in One Year Through "One Point of Responsibility" Program.  Grew at Twice the Market Growth of 6%.  Accomplished by leading a team of 28 sales people (across 4 business units and 25+ major brands) as single point of responsibility for promotions, new products, packaging, deliveries, etc.  Resulted in multiple awards, including Wal*Mart  supplier of the year.  Wal*Mart requested that other manufacturers duplicate this model.  Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Contact Lens / Eye Care Solutions, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (AV)

 

(156)*  Increased Cosmetics Sales from $380 Million to $515 Million in 2 ˝ years.  Not a solo effort.  Initial problems were that the existing sales team was pushed, harried, no consistency in communication with retailers or operations and failing to make quota.  Implemented clear, minimal, disciplined sales and retailer planning processes.  Got sales and marketing on same page when communicating with retailer.  Sales training was significant component.  Improved coordination of new product introductions, broke out of “this is the way we’ve always done it.”  Category:  Cosmetics (AV)

 

(157)*  Acquisition Sales Goals Met for 10 Major Acquisitions.  Eventually, Majority of Integration Work Was Done In Initial 90 Days.  Part of Associate's accomplishments include making 100% of sales goals during 10 Major New Acquisitions.   Acquisitions ranged from $50 million to $1 Billion.  Associate and his teams got very good at integrating companies, able to complete much of the key work in 90 days and completing full integrations in 6 months.  Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (AV)

 

(158)* $70 Million+ In New Revenue Over 2 ˝ Years, Primarily Through Seven Major New Cosmetics Line Launches.  Launches were Accomplished on Average Budgets of Only $3 - $5 Million.  Achieved sales budgets, by key retailer, for all new launches.  R&D produced innovative, quality products that really worked.  Could not afford extensive advertising, so focused hard on working with individual retailers, focused on secondary displays, merchandising, promotion compliance, minimal out of stocks, new item speed-to-shelf during Spring and Fall resets.  Used analysis and fact-based selling to get best results from limited budgets.  Tailored programs to major retailers such as Walgreens, Wal-mart and CVS.  Retailers understood that his team’s proposals were effective, real, would work and retailers made money.  Creativity, innovation, planning and disciplined execution helped drive success.  Category:  Cosmetics (AV)

 

(158)*  90 Day Sales Gain of 16% for Adult Cough Cold Brand, (while market growing at 6%), through  "Never Out of Stock" Program.  Results occurred during peak cough-cold season in 2006.  Program continues to this day.  Keys were:  Isolated 20% of skus generating 80% of sales, e.g. 7 skus total in category, but 3 skus accounted for 80% of sales

Identified top producing and under producing stores, Increased "weeks of inventory on hand" for top selling selling stores, reduced for under selling stores, Coordinate with merchandisers / brokers.  Category:  HBC, Adult Cough Cold (AV)

*  Success stories, client quotes and payback estimates are provided as general illustrations of past performance and represent summaries of long term, complex efforts.    Estimates of financial impact are estimates only, and not intended to convey exact financial information.  Some have been altered to protect confidential information.