Mike Hart Background and Success Stories
Summary Background
- 9 Years, Handleman Company, rose to VP National Field Sales
- 12 Years, Pepsi, rose to Director of Sales and Marketing for Midwest
- HBC Experience: Significant experience in category similar to HBC. (High sku count, high complexity, higher margin, lower turns, extremely high new item introduction rate)
BIG WIN: Outsourcing In-House Merchandising Team: As #2 executive in charge of the effort, Associate transferred to the outsourced team and materially contributed to the following results:
- Cost Savings of $7,000,000+ Per Year (Approx.)**
- $38.5 Million Sales Increase Per Year from 5.5% Market Share Gain (Taken from #1 Competitor! – Approx.**)
- New Product Cut-In Rate Raised from 70% to 99%+
- Fixed Costs Moved to Variable Costs, Shared With Other Manufacturers
- 65% Full Time / 35% Part Time Work Force Changed to 30% Full Time / 70% Part Time
Details http://www.tomingraminc.com/OutsourcingInHouseMerchTeam2.pdf
Outsourcing Cost / Benefit Analysis Sample http://www.tomingraminc.com/OutsourcingCostBeneftAnalysisSample.pdf
“How We Found $7 Million In Annual Savings”: http://www.tomingraminc.com/OutsourcingCostSavingsWhereToLook.pdf
Additional Success Stories of Note:
Grew Sales 8% ($47 million) In Declining Category: Associate grew sales (year-over-year) in a declining category and kept spending at 98% of budget.
$1 Million Labor Savings in Reorg of US Field Merchandising / Sales Force: Associate restructured entire US field sales organization (1700 people). Improved amount of time actually spent in-store due to better routing / scheduling.
New Item Speed to Shelf Improvement, $300,00 Cost Savings, 30% Reduction in Duplicate Store Visits: Field merchandisers had to meet product at stores for new product cut-in and restocking. Associate led effort to use technology (internet) to produce these results. New item speed to shelf showed significant improvement.
Selling at Higher Levels in Wal*Mart, Secondary Displays and Number of Locations Doubled, Including Prime Locations. Associate created new sales team of 9 people dedicated to calling at Wal*Mart Region VP level (instead of calling on store managers). Results accomplished in 12 months
Pepsi: Number One "Secondary Market Unit" in the United States. Associate led Michigan / Illinois / Ohio team to achievement based on revenue, volume, cost index and market share results.
* Success stories and client quotes are provided as general illustrations of past performance, and are not intended to convey exact financial information, circumstances or dialog. No representation is made that a particular prospective client will achieve a particular result. Details on the specifics of each success story are available upon request.