(121)*  Increased sales from $3 million to $6 million in two years at national grocery retailer.  Increased SKUs carried from 5 to10 in personal care and doubled shelf space, going from average 1.5 foot planogram to 3 foot planogram in cosmetics. Persuaded retailer that profit opportunities existed through fact based selling and category management team. 

Category:  HBC, Cosmetics, Personal Care (GM)

(122)* Increased sales from $2.5 million to $7 million+ over three years at Southern regional grocery retailer.  Sold entire line, 1,000+ SKUs,  full program, distribution, secondary displays, Hispanic programs, significant trade funds, etc. 

Category:  HBC, Cosmetics (GM)

(123)*  Increased sales from $0 to $2 million in 12 months+ by penetrating a a new regional grocery retailer.  Sold in 16 cosmetics SKUs and 4 personal care SKUs.  Persuaded retailer that profit opportunities existed through fact based selling and category management team. 

Category:  HBC, Cosmetics, Personal Care (GM)

(125)* Became exclusive budget cosmetic line and exclusive cosmetic implement line for Northeast regional grocery chain.  Persuaded retailer that profit opportunities existed through fact based selling and category management team. 

Category:  HBC, Cosmetics (GM)

(13)*   22% Annual Increase In Diaper Sales For 56 Store Chain, Completely Displaced a Competitor in 3 Weeks!*  Associate’s team discovered extreme dissatisfaction with a diaper manufacturer.  Associate went to a competitive diaper manufacturer, jointly developed a new planogram, closed retailer and completed resets in three weeks, completely displacing the original diaper manufacturer.  (DK) "Success Story 16 Details" PowerPoint and Interview with DK - see page 14  Categories:  HBC

(14)*   Bundling Multiple Store Calls Together To Make Merchandising Affordable for Smaller Manufacturers,  Health and Beauty Category*:   Associate was able to negotiate an agreement with three manufacturers to make merchandising calls affordable for all.  Through careful scheduling and knowledge of local conditions, reps with right skills and field management structure that was able to execute, Associate’s team was able to  consolidate the work so that field rep got all the work done for three manufacturers in a single one hour call.  (DK)                            "Success Story 17 Details" PowerPoint and Interview with DK - see page 15   Category:  HBC

(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.  Bundling Multiple Store Calls*.  Associate discovered that a competitor’s merchandising team did not show up for a 210 store cosmetics reset.  Associate’s team was able to convert 30% of competitor’s shelf space to their manufacturer.  See discussion of clustering in health and beauty success story.  (DK)               "Success Story 18 Details" PowerPoint and Interview with DK - see page 16  Categories:  HBC, Cosmetics

(28)*  Manufacturer Saves $2.5 Million over 5 Years, Improves Distribution 4%, Reduces  New Item Speed to Shelf by 30 Days, Increases Displays Sold by 17%, through Outsourcing of In-House Merchandising Team (estimated).*  Associate led effort that outsourced the work of 250 full-time people to a 3^rd party.  65% of the manufacturer’s employees accepted positions at the 3^rd party at a reduced salary.  Reporting capabilities for account management team also were improved.  (PL)   Category:  Cosmetics

(30)*   4% Increase in Dedicated Team Sales Test In Texas vs. Other Tests*.  Associate led team that sold, implemented and delivered the project.  (PL)  Categories:  HBC, Smoking Cessation, Over The Counter Drugs, Lip Care

(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

(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)

(66)*   Increased Market Share and Margin For Retailer's HBC Department by 2% on $400 million in Sales.  Accomplished through numerous programs and initiatives over the years.

Category:  HBC (BC)  

(67)*   Outsourced Pharmacy Distribution Operation for Retailer, Resulting in Significant Improvement in Sales and Distribution

Category:  HBC (BC)  

(83)*   Colgate Total Launch:  Outsold every retailer in the US during launch!

- Prepared for launch for 18 months

- Achieved 100% ACV distribution in two days!

Category:  HBC (BC)  

(101)*  55% Sales Gain in 90 Days (6 Store Test).  Test Done to Validate Potential in $550 Million Category that has Grown Double Digits for Last Three Years.  Device for aging baby boomers - sales increased significantly through new fixtures, fresh approach, new program and push, including effective merchandising of product.  (Product displays get disheveled quickly - must be merchandised more frequently and correctly - beyond what store personnel will do.)

Category:  HBC Device for Aging Population (LR)