Dave Goshen Background Health and Beauty Success Stories

Summary Background

• 30 years of sales and sales management experience for Bayer.

Health and Beauty Success Stories*

(139)*  $1.4 million+ in Sales of Pre-packs, 110% Increase Over Previous Year.  Sold Kroger National and all divisions largest fall promotion ever of Vitamin pre-packed displays.  Modular unit in two large cartons.  Contained in the pre-pack were an assortment of 28 dozen different vitamin sku’s.  This represented the largest promotion on vitamins that Kroger Divisions throughout the U.S ever ran.  (DG)

Category:  Vitamins 

(140)*  Sold Over $1.3 Million In One Year, 23% Over Quota. Consistently surpassed budget goals and finished #1 or #2 in sales on a regular basis.  Finished #1 as Unit Manager in New York City.  Company goal at time was to achieve $120 million for the year.  Accomplished while managing vacant Unit Manager position in Boston and filling in as acting Regional Manager which was also vacant. The Region also finished #1 in the country.  (DG)

Category:  Analgesics, Cold, Vitamins, Digestive Care 

(141)*  Promotion Compliance Up From 54% to 89%+ in  Four Weeks on Healthy Heart Endcap in Rite-Aid.   Ran for two months, included 15 of Bayer’s brands, many other brands, many SKUs.  Problem:  Mandatory program from Headquarters but many stores did not comply.  Goal was to increase overall compliance not just for Bayer but for the entire program.    Conducted surveys of promotion and plan-o-gram compliance, items tagged,  inventories and out-of-stocks.  Survey showed displays were up in only 54% of the stores on mandatory program and other compliance problems.  Solution:  Got an appointment to see V.P of Operations at Rite-Aid Headquarters.  Prepared a recap of all the surveys we did which covered all stores and the information we obtained over several weeks.  V.P. was shocked, had no idea compliance was so low.  He immediately took my data, communicated “not acceptable” to his staff.  Provided list of non-compliant stores.  VP demanded compliance.  (DG)

Categories:  Cold, Blood Pressure/Cholesterol Kits, Oral Care, Aspirin, Vitamins and Fiber Products

(142)*  Improved New Item Speed to Shelf from Average 13 Weeks to Average 5 ½  Weeks (to 85% ACV).   Long standing issue for Bayer.  Solution: Using V.P Bulletin Board,  implemented communications chart on National Accounts by week, regarding how the distribution build was taking place by retailer.  Worked closely with team leaders to know exactly their plans and availability to ship from customer warehouse to stores to insure proper timing of retail merchandising coverage. Verified retail inventory status by retail managers, sales agencies weekly reports, customer POS data and phone calls from field.  Resulted in greater sense of urgency to all parties concerned.  (DG)

*  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.