- Assisted a million dollar automotive aftermarket startup company with plans for its sales & marketing as well as its distribution & manufacturing.
- Developed the brand, the packaging, the marketing programs and assisted in putting together a sales team that allowed them to gain distribution in 10,000+ stores within twelve months.
- Assisted a $5 million company regain lost retail distribution and reestablish promotional programs with national and regional automotive retailers as well as the national mass merchants.
- Also developed the marketing programs to introduce the company’s products into an entirely new channel of distribution.
- Determined the value of a failing sports themed retail business.
- Developed the advertising / media plan that allowed the purchasing company to:
- Increase revenues $300,000 and the customer base 10 times.
- Enjoy an operating margin that far exceeded industry averages.
- Instrumental in adding a second location December 2003.
- Designed a sales and marketing plan to resuscitate declining sales of the company’s extremely competitive consumer packaged products, which produced $500 million in annual revenue. Company had a $50+ million advertising and sales promotion budget, utilized all methods of sales included direct sales force (75 people), manufacturers' representatives and brokers. They utilized comprehensive distribution channels including: mass merchants, auto parts, quick lubes, car dealers, distributors, OEMs, grocery/drug, and service stations/convenience stores.
- Implemented customer specific promotional support programs, which increased revenue by $40 million and improved brand share from 5th place to 2nd place.
- Implemented a localized approach to advertising, there was a significant improvement in the advertising effectiveness as measured by dollars per GRP’s.
- Developed the strategic and tactical plans to rebuild the cost and expense structure of a manufacturing, packaging & distribution company with $960 million in revenue. Company had six company plants with 325+ employees and 26 contractor-operated plants. The plan included:
- Created a plan for downsizing a unionized plant without requiring any involuntary layoffs.
- Upgraded packaging capabilities enabling 7 plant employees to exceed 1,000 units /minute where 9 had previously produced only 140/minute.
- A variable cost concept that was integral to development of private label and OEM business.
- A Key Performance Indicator measurement system and Supply Point Earnings Reporting, both key to tracking and improving manufacturing, packaging and distribution performance.
- After three years, the company had eliminated $45 million of cost and expense.
- Assisted a company with its mergers and acquisitions activities by developing the target companies’ value. This lead to many multi-million acquisitions including the acquisition of a$135M company.
- Developed a strategic / tactical plan to assist in the rejuvenation of sales for a $20 million document management company. This included:
- Plans to streamline operational expenses;
- Plans to realign the infrastructure to allow the company to double in size within two years; and
- Implementation of the plan resulted in an increase in sales of 23% and an improvement in operating profit of 41.8%.
