Vince Marr Background HBC Cosmetics Success Stories

Summary Background
  • Johnson & Johnson
  • Proctor & Gamble
  • GlaxoSmithKline  (grew from $350 million to $1.5 billion during tenure)
  • Novartis ((grew from $350 million to $1 billion during tenure)
 

HBC Key Success Stories*

 

(88)*  Grew Wal*Mart Consumer Health from $890 million to $1 Billion+ in One Year Through "One Point of Responsibility" Program.  Grew at Twice the Market Growth of 6%.  Accomplished by leading a team of 28 sales people (across 4 business units and 25+ major brands) as single point of responsibility for promotions, new products, packaging, deliveries, etc.  Resulted in multiple awards, including Wal*Mart  supplier of the year.  Wal*Mart requested that other manufacturers duplicate this model.  CONTRAST THIS MODEL TO A MAJOR COMPETITOR WITH 230 AUTONOMOUS BUSINESS UNITS.

 

Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Contact Lens / Eye Care Solutions, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (VM)

 

 

 

(88.3)*  90 Day Sales Gain of 16% for Adult Cough Cold Brand, (while market growing at 6%), through  "Never Out of Stock" Program.  Results occurred during peak cough-cold season in 2006.  Program continues to this day.  Keys were:

  • Isolated 20% of skus generating 80% of sales

  • e.g. 7 skus total in category, but 3 skus accounted for 80% of sales

  • Identified top producing and under producing stores

  • Increased "weeks of inventory on hand" for top selling selling stores, reduced for under selling stores

  • Coordinate with merchandisers / brokers

Category:  HBC, Adult Cough Cold (VM)

 

 

(88.5)*  90 Day Sales Gain of 16% for Pediatric Cough Cold Brand, (while market growing at 6%), through  "Never Out of Stock" Program.  Results occurred during peak cough-cold season in 2007.  Program continues to this day.  Keys were:

  • Isolated 20% of skus generating 80% of sales

  • e.g. 7 skus total in category, but 3 skus accounted for 80% of sales

  • Identified top producing and under producing stores

  • Increased "weeks of inventory on hand" for top selling selling stores, reduced for under selling stores

  • Coordinate with merchandisers / brokers

Category:  HBC, Pediatric Cough Cold (VM)

 

 

 

(89)*  Grew Sales of Prescription and OTC Brands from $380 Million to $1.3 Billion over 12 Years,  Sales of 10 Strategic Brands Grew 6% per Year for 12 Years (average).  Growth was Over Twice Market Growth of 2-3% per year.  Achieved through 10 Acquisitions and organic growth.  Met profit goals on operating budget of $150 million. 

 

 

Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Contact Lens / Eye Care Solutions, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (VM)

 

 

(90)*  Grew Market Share 1.5% per Year (avg), for Five Years in a Row, for Six out of Eight Strategic Brands.  (vs. Competitors.)  Shopper Insights and Customer Service program materially contributed.

 

Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Contact Lens / Eye Care Solutions, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (VM)

 

 

(91)*  Grew Private Label Smoking Cessation Sales an Average of 15% per year for 7 Years.

 

Category:  HBC, Smoking Cessation (VM)

 

 

 

(92)*  Big Progress in 90 Days - Ultimately $400 Million in Sales:  Brought Strategic Sales Account Management Disciplines to New Group, Included  Significant Participation by Retailer Senior Executives.  Rapid progress, ultimately resulting in $400 Million of Sales with just Three Retailers.

 

Category:  HBC  (VM)

 

 

(93)*  50 "Over the Counter" New Product Launches in Six Years, Sales Goals Met, 30 Years Out of 30.  Consistently Achieved 60% ACV Distribution in 12 Weeks.  (These were Category B Launches and Line Extensions spending $5 - $10 million, with the goal of 60% ACV in 12 weeks.  Contrast to Category A Launches, spending $50-$100 million, which should reach 85% ACV in Two Weeks.)

 

Category:  HBC, Prescription to Over the Counter  (VM)

 

 

(93.5)* 90 Day Sales Gain for Private Label Allergy Brand.  $0 to $50 Million in Year One.  Improved from 60% ACV Distribution in 12 weeks to 60% ACV in 4 weeks, Without Spending Big $$$ on Launch. Category A Launch, but without the traditional big launch spending.

 

Category:  HBC, Allergy  (VM)

 

 

 

(94)*  Sales Goals Consistently Met Over 30 Years While Staying Within Cost Budgets.  Attained through Culture of “Planning and Executing Above Target”.  Quota / budget assignments from Corporate HQ were always stretch / aggressive. Associate  deployed quotas throughout business units and teams, setting goals for each retailer that were above quota.  Also created “out of plan” contingency goals so objectives would be achieved, even though short-falls were always present in some retailers. 

 

Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Contact Lens / Eye Care Solutions, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (VM)

 

 

(95)*  Headquarter Call Improvements Result in Sales Goals Met, 30 Years Out of 30, Executive Development.  Implemented selection, training and management program for 325 sales people through one major reorg and one major divestiture, achieved sales goals every year for 5 years.  Turnover reduced from 10% to 6%. Developed four people into senior sales management who continued to consistently achieve  sales goals.  . 

 

Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Contact Lens / Eye Care Solutions, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (VM)

 

 

(96)*  Acquisition Sales Goals Met for 10 Major Acquisitions.  Eventually, Majority of Integration Work Was Done In Initial 90 Days.  Part of Associate's accomplishments include making 100% of sales goals during 10 Major New Acquisitions.   Acquisitions ranged from $50 million to $1 Billion.  Associate and his teams got very good at integrating companies, able to complete much of the key work in 90 days and completing full integrations in 6 months.

 

Category:  HBC, Prescription to Over the Counter, Prescription Drugs, Gastro-Intestinal, Cough/Cold, Analgesics, Anti-Fungal (VM)

 

 

(97)*  Growing Company to Industry Leadership through Associations and Cooperation:  Some $10 billion of sales achieved through cooperative efforts with NACDS and the Convenience Care Association.  Ongoing effort - ask us for details.

 

Category:  HBC  (VM)

 

 

(98)*  $200 Million Cost Savings during Three Major Acquisitions.  Achieved  through labor savings, removing duplicate functions, keeping best units, etc.

 

Category:  HBC  (VM)

 

 

(99)*  $10 Million Cost Savings While Achieving Sales Goals, 7 Years in A Row.  Savings in operations and trade promotion spending (not across the board labor reductions.)

 

Category:  HBC  (VM)

 

 

(100)*  $1 Million+ Cost Savings by Standardizing Category Review across Multiple Retailers.  In-store labor savings came from coordinated new item introductions and coordinated promotions across many retailers - optimizing use of labor.  Accomplished through NACDS, ongoing effort - ask us for details.)

 

Category:  HBC  (VM)

 

*  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.