Chris George, Specialist at Finding New Services Niches, Summary Background*

 

  • 30+ years of providing high-value services to manufacturers and coordinating with retailers. 

  • Came up through sales ranks, including roles as sales manager, VP Sales, Exec Vp, General Manager and President for various services companies

  • Largest responsibility:  $180 million P&L

  • Major Manufacturer Wins include Microsoft, Disney, Sony, Proctor & Gamble, Hewlett Packard, Kimberly Clark, Gerber(1/2), Dannon, Electrolux, Maytag, General Mills, Conagra, Dole, Reckitt Benkiser, Mars (Pedigree), Polaroid / Fuji, Wyeth, Land O'Lakes, Schering Plough, Pfizer

  • Major Retailer Wins include Wal*Mart, Target, Best Buy, Lowes, Home Depot

     

     

Big Wins for Manufacturers, Resulting in Services Sales and Niches

 

(78)  $1.2 Billion Increase in Retail Sales of Major Appliances (estimated: 2003 to 2006)  Retailers Market Share of Major Appliances Increased from 13.7% in 2003 to 17.7% in 2006, While Competitors Either Lost Share or Grew Slightly.  Retailers Close Rate on Major Appliances 15% Higher Than Major Competitor.  Freed Up Approximately $30 Million of Non Performing Inventory In Six Months.  Category:  Home Improvement  (AC)

 

(21)  $125 Million in Additional Sales for Manufacturer by Reducing Out Of Stocks by 5% (estimated),  (PL)  Categories:  HBC, Feminine Hygiene, Paper, Diapers, Variety

 

(70)  $100 Million+ Sales Gain:  Services Program Contributes to 40% Sales Gain Over Previous Year, Overtaking #1 Competitor, Product becoming Number One Seller in Wal*Mart for Fortune 100 Manufacturer in December, 2007.  Category:  General Merchandise  (AC)

 

(60) Services Program Responsible for $38.5 Million Sales Increase Per Year from 5.5% Market Share Gain (Taken from #1 Competitor! Approx.)  $7,000,000+ Per Cost Savings Year (Approx.)*  Category:  Music  (AC)

 

(12)  Generated Approximately $21 Million in Additional Sales for Manufacturer, Best out of 36 Teams at New Item Speed to Shelf, Three Years in A Row*:  (DK) Success Story Details   Category:  Dairy, Yogurt  

 

(15)  Gained Approximately $11.1 Million in Incremental Cosmetics Sales for Manufacturers in One Year, Took 30% of Shelf Space Away From No-Show Competitors.  (DK)   Categories:  HBC, Cosmetics

 

(24)  Market Share in Category Increased from 6% to 22% in Five Years.*    Category:  Consumer Electronics  (PL)

 

(25)  Helped Manufacturer Sell a Program to Wal*Mart for Product Knowledge Training for Electronics Products*.  Unit sales increased 300%  Category:  Consumer Electronics

 

Sales and Niches Built for Services Companies

 

(211)*  Closed $5.5 Million in New Services Business with Fortune 100 Manufacturer in 60 Days.  Business sold at 25% above current market rate.  Confidential program.  Ask for details.  Category:  Grocery (AC)

 

(209)* Found Higher Margin Services Niche, $0 to $1.2 Million in One Year.  Category:  Grocery (DK)

 

(210)* Found Higher Margin Services Niche, $0 to $16 Million in Two Years***.   Category:  Grocery (DK)  ***Note:  Associate worked alongside this team, but did not actually contribute to results personally.

 

(218)*  $2 Million+ Services Program for Small Business Solutions Technology Provider Category:  Business Electronics  (AC)

 

(4)  Won $25 million in services work for Fortune 100 manufacturer.  Manufacturer Outsourced the Work.  Saved Manufacturer $750,000 to $1,250,000 (estimated*):     Manufacturer provided up-front cash to fund the initiative.   (CS)  Category:  Pharmaceutical, Drug, OTC, Convenience

 

(5)  Grew Merchandising Organization from $8 Million to $70 Million*:  Associate led the effort that created numerous improvements for manufacturers:

(CS)  Category:  Merchandising Leadership

 

(110)  Penetrating New Retailer Results in $11 Million over 7 Years*:  (TE)  Category:  Drug

 

(111)  Growth of Merchandising Services from $18 Million to $30 Million over 5 Years*:  (TE)  Category:  Drug

 

(103)  Grew Merchandising Organization from $15 Million to $60 Million*:  (CS) Category:  Home Improvement

 

(135)  Grew merchandising organization from $70 million to $100 million and improved net profit from 13.5% to 20%+ in Three Years.*  (PL)  Category:  Merchandising Leadership

 

(68)  Sales increased from $0 to $27 million in less than a year through Custom Inventory Replenishment and In-Store Services*  Category:  Consumer Electronics (AC)

 

(212)-(217)*  $10 Million+ Services Programs for Microsoft, Sony, Proctor & Gamble, Hewlett Packard, Kimberly Clark, Gerber, Smuckers, Dannon  (AC)

 

*  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.