Merchandising Sales Success Stories*

(188)  $3 Million of Additional Sales for Gerber Due to Effective New Item Launch*.  Reduced New Item Speed to Shelf from 8 Weeks Average to 5 weeks During Enormous Relaunch of 60+ Items.  Sales gain was due to 3 additional selling weeks gained by rapid new item introduction.  20,000+ stores merchandised in 5 Weeks.  Attained 92% ACV.  Included 60+ items re-launched from glass to plastic.  Key was that Associate served on advisory board for Gerber, contributing to 8 months of planning prior to launch to ensure that packaging, manufacturing, shipping, marketing, advertising and merchandising were all coordinated.  Size of effort was a major merchandising challenge.     Category:  Baby Food  (CC)

(189)  $0 to $10 million In Sales in 6 months for Nabisco Snackwells Launch*.  Took 20% of Shelf Space from #1 Competitor in Category.  Launched 16 skus of gelatin product in Southeast  Achieved 100% ACV in 8 weeks.  Category:  Grocery (CC)

(190)  Led and Participated in Numerous New Item Launches with Results Similar to (188) and (190)*.  Included Mentadent Toothpaste, Contact Sinus, Vaseline Intensive Care Line Extension.  Category:  HBC  (CC)

(191)  Sold, Oversaw Delivery of Heavy, Complex and Nighttime Reset Work*: Home Depot Fireplace Night Reset, (500 Stores, 8,000 hours), Wal*Mart Frozen Food Night Reset (3,000 stores, 288,000 hours), CVS Cosmetics Daytime Reset (300 Stores, 4,800 hours), Home Depot “Green” Sign Program, Daytime,  (1000 stores, 1000 hours)  Category:  Resets, Night Work  (CC)

Merchandising Operations Success Stories*

(192)  Combined 5,000 People from 60 Separate Organizations into A Single National Merchandising Organization as VP of Retail Operations for Crossmark*.  $20 Million+ Cost Reduction by Consolidating Duplicate Operations and Removing Redundant Management and Expense.  (CC)

(193)  Led Creation of Crossmark’s First Dedicated Team for Pillsbury.  Sales grew from $0 to $30 million per year*.  $15 Million Savings for Pillsbury (estimated) by Outsourcing 300 in-house field merchandisers.  Moved payroll cost to more efficient variable cost model. Associate was one of three key people that sold and delivered the program.  Full service merchandising program (including out of stocks, new item introductions, promotion compliance, other work).  Sales Cycle Notes:  12 months sales cycle.  Win was due to demonstrated ability to handle manufacturer’s complex needs.  Earned the right over time.  Hired several of manufacturer’s people into the dedicated team.  Demonstrated that the scale of Crossmark’s merchandising operations was a benefit.  Category:  Grocery (CC)

(194)  Assisted Gerber In Growing From 68% Market Share To 72% During First 6 Months Of Effort To Outsource 500 In-House Merchandisers To A Shared Services Model*.  $25 Million Estimated Savings To Gerber By Moving Payroll Cost To More Efficient Variable Cost Model. Category:  Baby Food  (CC)

(195)  $1 Million Operating Cost Savings by Outsourcing Crossmark’s IT equipment purchasing and in-house support to HP*.  (CC)

*  Success stories, client quotes and payback estimates are provided as general illustrations of past performance and represent summaries of long term, complex efforts.  They are often used to teach concepts and lessons learned, and may have been simplified considerably.  Estimates of financial impact are estimates only, and not intended to convey exact financial information.  Some have been altered to protect confidential information.  We ask that prospective clients contact our references and request specific details of relevant success stories prior to any decision to use our services.