Success Stories* by Our Associates

(7)*  Consistent Planogram Compliance, New Item Speed to Shelf, during High SKU Count, Complex Reset Work (Cosmetics).  Results Were So Strong, Program Was Repeated 8 Times.  Key Was Getting It Right With Minimum of Manufacturer's Time*:  Associate led programs for Planogram compliance for entire new marketing efforts for the manufacturer.  Work involved extremely high sku count, complex racking, heavy resets, 20-24 hours per section.   Included videos to train reps, practice sets, 5-6 month planning and coordination cycle and working side by side with manufacturer. 

·         Chosen by Wal*Mart to coordinate all manufacturers for the changeover of an entire cosmetics department

·         Chosen by L'Oreal and Procter as exclusive merchandising company for 4 years running.

·         Consistently met seasonal deadlines.  (LC)  Category:  Cosmetics

(22)*   20% Improvement in New Item Speed to Shelf.  Shared Merchandising Teams (Broker Coverage) Not Getting Job Done.  Established Dedicated Team Program for Fortune 500 Health and Beauty Manufacturer in Mass Merchandising (Wal*Mart) and Drug Channels*.  Syndicated model being used was falling short in out of stocks, void fills and display compliance.  Also provided greater flexibility for manufacturer's seasonal needs.  New Item improvements were measured by ACV against non-covered stores.  (PL)  Categories:  HBC, Suncare, Footcare, Over The Counter Drugs

(23)*   $4,307,000 Sales Increase Through Out of Stock Reductions. Established Dedicated Team Program for Fortune 500 Paper Goods Manufacturer.*  Specific Goal Was Out of Stock Reductions.  In-stock percentages grew from 99.23% to 99.67%.   Ultimately added promotion compliance and store level selling to the program.  (PL)  Categories:  HBC, Feminine Hygiene, Paper, Diapers, Variety HBC

(26)*   Promotion Compliance:  Developed Program at Wal*Mart for  Auditing Stores for Compliance with Promotions*.  Marketing department had no history or baseline to judge promotions from.  Current effort is to establish the baseline.    (PL)   Category:  Wal*Mart

(27)*   Manufacturer Saves $10 Million, Compliance Improves 135% by Outsourcing In-House Merchandising Team.  Immediate Savings Of 32% Per Visit. Employees Reduced from 400 to 40*.  Associate led effort to reduce internal merchandising staff of 400, which called on 8,000 locations servicing high sku count products.  The in-house team was not performing for a number of reasons, including the rep’s inability to be effective in two different chains at the same time.  (E.g. Wal*mart and Macy’s.)  (JF)  Categories:  HBC, Intimate Apparel

(31)*   $59 Million Incremental Sales for European Grocery Wholesaler In One Year by  Reducing Out Of Stocks and Voids through Data-Driven Merchandising.  Should Increase for Next Several Years*.  Distributor had been using data to identify problems in retail stores for years (voids, out of stocks, new items, promotion compliance.)  Problem was that the distributor’s manufacturers, retailers, brokers and merchandising companies “owned” responsibility for resolving the problems (and the job was not getting done.)   Goal for first year of program was a 2% improvement ($80 million.)  Achieved $59 million improvement due to the data-driven merchandising solution (quote from distributor.)  Note that these are hard dollars of increased sales from products that are authorized to be on shelves, but are not there.  Associate sold project and designed approach that produced results.  (DK)   Category:  Wholesaler Sales Increase, International

(59)*  Outsourcing In-house Merchandising Team

• $100 Million+ Sales Gain over Multiple Years
• Phase 1 Cost Savings of $1,700,000 Per Year (Approx.)
• Reduced Average Hourly Cost (including overhead) from $38 per hour to $26 per hour for 76 people.
• RIGHT FIELD MERCHANDISER IN RIGHT PLACE, WHEN NEEDED:  Increased Store Visits by 25% for Same Budget Dollars (Approx.)
• BIG BENEFITS FROM LONG TERM PROGRAM:  Manufacturer Was Acquired, but Director of Retail Merchandising Continued Running Program for Acquirer, Continuously Improving Results Over the Years.  See additional success stories for same program:

• Comprehensive Training Makes The Difference.
• Ultimately Reduced Full Time Staff by 50%. (DY MH)

Category:  HBC, Near-HBC

Details:

http://www.tomingraminc.com/OutsourcingInHouseMerchTeam1.pdf

http://www.tomingraminc.com/MajorProgramSuccessGeneric.pdf

http://www.tomingraminc.com/HolidayCompliance17PerIncrSalesv2.pdf

http://www.tomingraminc.com/NoOneSelleratWalMartv3.pdf

http://www.tomingraminc.com/AggressiveSellingPalletManualOrders.pdf 

http://www.tomingraminc.com/AggressiveSellingTipsFromBest.pdf

(60)*  Outsourcing In-house Merchandising Team

• 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  (DY MH)

Details http://www.tomingraminc.com/OutsourcingInHouseMerchTeam2.pdf

(64)*  Results: Achieved 96% compliance in use of bumpers to protect fixtures during remodels.  Prevented millions of dollars of waste

Manufacturer:  McCue Corp (manufacturer of store asset protection devices, e.g. bumpers for appliance corners.)

Problem: Stores were not installing protective devices.  $1.6 billion being spent for store remodels, but non-compliance caused stores to look bad in 90 days.

Sales Cycle Notes:  Large effort with Safeway

Solutions Notes: Tracked store orders for compliance, found preventive solution, personally visited 300 stores. 

Category:   Remodels, Fixtures (SH)

(84)*   17% increase in sales over the past 4 weeks in WalMart [4th Qtr]

Mature Product Increases from 40% Share to 57% Share in 4 Weeks

• “Compliance on Holiday displays has been outstanding. This is the best I have seen in my 5 years on the team.  Wave 2 is 18 percent ahead of last year at this time.” 

• No doubt this compliance is responsible for the 17% increase in sales over the past 4 weeks.
  Congratulations to … the ... merchandising team!”

• We really appreciate your support and partnership!”

• … thanks to your team ... for another stellar year!”

• …as I told you before,  ... results in WM is best in class!”  

Details:  http://www.tomingraminc.com/HolidayCompliance17PerIncrSalesv2.pdf 

Category:  Near-HBC, (DY)

(87)*  Promotion Compliance at Walgreen Improved from 38% to 56% in One Year through RFID System.  System tracks POP Displays, Shippers, etc. instead of individual products.  Results were achieved over 1,000+ promotions.  Initial data revealed that:

• Displays sent to 34% of stores produced NO increase in sales
• Displays sent to 39% of stores produced 1% to 40% increase in sales
• Displays sent to 18% of stores produced 40% to 100% increase in sales
• Displays sent to 8%% of stores produced an average 234% increase in sales

Results were achieved by acting on this data and correcting promotion compliance problems.

Category:  HBC  (JV)