Work History

Work History
May 2009 - Present

Ph.D.

University of Tennessee

Ph.D. candidate focussed on shopper marketing and shopper value creation as well as retail consumer behavior and marketing.  Examining single-brand retailers and management in rapidly changing environments.  Focus on international retail and brand management and the resolution of multiple and conflicting brand positioning.  Marketing research efficacy using both quantitative and qualitative methodologies.

2006 - 2009

Vice President of Merchandise

http://www.jtv.com

Jewelry Television the largest retailer of loose gemstones and the 11th largest jeweler in the United States.  Jewelry Television generated $375.0 million in annual revenue.

Responsible for vertical integration of merchandising, vendor management, show planning, sales and fulfillment. Instituted new presentation style programming, utilizing branded merchandise shows.  Developed new vendor acquisition strategies focused on direct international vendor sourcing for merchandise.  Refocused merchandise buying strategy from line purchasing to product development. Maximized internal design and sourcing in India and Bangkok adding 5 new staff.  Developed 5 new private label brands.  Sourced 36 new vendors; developed all new watch, fashion jewelry and Bella Luce product categories.  Initiated merchandise strategies by product and brand.  Instituted a merchandise pricing strategy including; labels, guidelines and formulas for retail and retail values.  Managed the sales and inventory budgets and forecasts; monthly, weekly and daily.  Complete P&L responsibility.

  • Increased sales 49% back to back years with a 11% decline in return rate, 23% increase in new customer acquisition, increased margin 4 points each year and raised average price point $5.87.
  • Added 8 product lines; approved hundreds of new merchandise sku's.  Total sales increase $51.3 million.
  • Developed new businesses; skin care, watches, and fashion jewelry. Projected revenue $60 million.
  • Added two catalog offerings to drive event pre-sales, resulting in a 21% sell off prior to events.
  • Revamped category on-line layout using data from coremetrics, omniture and survey monkey with the e-commerce analytic team; highlighting critical links, new landing pages, broaden on-line assortments to increase SEO, page views, reduce abandon rates and maximize keywords.  Increased new unique visitors 37% over plan, page views 23% and time in site by 29%.
  • Doubled web exclusive assortment tripling sales to 10% of total category sales. Elevated e-commerce percentage to total category sales by 20%. 
  • Developed new affiliate and keyword strategies to focus on private label brands driving a 31.5% increase in sales and a 51.9% decrease in cost.  Built individual program with Bill Me Later to match product assortment and drove an increase in order size of 57%.

Product Categories: Jewelry; Silver, Silver with Stone, Gold, CZ in Gold and Silver, Fashion. Fashion Watches, Better Watches, Health & Beauty.

2004 - 2006

Vice President of Merchandise Planning

Shop at Home (A Division of the E.W. Scripps Co.), Shop at Home the 4th largest retailer of consumer products via television sales in the United States.  Shop at Home generated $400.0 million in annual revenue.

Responsible for the creation of the merchandise planning division including systems design, management process, hiring and staff development.  Lead as project manager a diverse cross functional team to drive the successful implementation of the division in less than 14 months.  Responsible for driving $400.0 million in merchandise sales using multi-channel sales engines.   Implemented collaborative communications process to coordinate merchandise management which included sales targets and inventory levels across all product categories.  Using inclusive team management developed a highly motivated team of 15 to drive the critical sales decisions for the company.  All projects were completed on time and under budget.

  • Conceived, designed and implemented the merchandise planning platform with internal IT.  Managed the process to a successful launch in less than 6 months on time and on budget.
  • Defined metrics; compilation strategy; for merchandise and sales data warehouse for real-time decisions.
  • Developed analytics package for the management of air time, price labels and merchandise re-orders.
  • Created planning methodology and process to maximize airtime and product lifecycle.  Hired and trained a multi-tiered merchant staff for the Merchandise Planning Division; operational in 6 months.
  • Integrated e-commerce merchandising into planning increasing up-sell and cross sell opportunities driving a 47% increase in take on offerings.
  • Integrated call center into planning creating tailored offerings for cross, up and side sell opportunities increasing take on offerings 111%.
  • Implemented a management process to gather input from cross channels to increase sales $71.4 million.

Product Categories; Soft Home, Electronics, Furniture, Cookware and Small Electrics, Gift, Jewelry, H&B, Trim a Tree

1999 - 2004

Vice President/GBU of Retail Operations

Wynn's Sporting Goods

Wynn Inc. a privately owned regional sporting goods retailer.  One of the top 100 Sporting Goods Retailers in the United States.

Vice President in charge of merchandise, product development, store merchandising, marketing, sales and customer service.  Modernized operations to improve focus on merchandise.  Implemented systems to manage order entry, inventory management and front line sales.  Redesigned the marketing strategy using all channels to deliver a single customer centric message.  Created a weekly radio call-in program that drove customers to our in house experts.  Managed a total staff of 215.

  • Merchandised apparel, footwear, athletic footwear, hunting, fishing, camping, hiking, athletics.
  • Developed private label merchandise program for apparel and camping gear in conjunction with NBS.
  • Merchandised private label hunting and weapons cleaning kits and supplies.
  • Developed Wynn's outdoor Radio call in show using the Outdoor Editor of the Knoxville News Sentinel as the Host.  Weekly shows with guest and the host discussing store events, new products and local interest.
  • Managed advertising for print, radio and television.
  • Created all major promotions including spring athletics, rock climbing, outdoor and fall hunting.
  • Managed vendor relations and merchandising with apparel and footwear vendors: Carhartt, Columbia, Dickies, The North Face, Lee, Life is Good, Nike, Adidas, New Balance, Dockers, Under Armour, Rawlings, Helly Hansen, Mizuno, Duo-Fold, Timberland,
  • Managed vendor relations and merchandising for outdoor apparel with: Mossy Oak, Scent Lok, Frogg, Stearns, Bell Ranger, Berne, Hodgman, Wells, Whitewater
  • Increased gross profit dollars in year 1 by $2.7 M an increase of 25% that turned the company from a loss to a gain. Increased sales over $5.0 million on average per year.
  • Increased the company margin 2 percentage points each year for a company wide increase of 26%.

Product Categories; Menswear, Ready to Wear, Footwear, Athletics, Hunting, Fishing, Outdoor, Trim a Tree

1995 - 1999

Senior Merchandise Manager

Dollywood

Dollywood (A Division of Silver Dollar City, Inc.)  Dollywood and Silver Dollar City are premier destination theme park and entertainment venues.

Responsible for management and merchandising of all in house private label brands and the merchant team.  Maintained and developed the vendor relations for over 240 individual suppliers. Project Manager for major seasonal events and festivals for the parks.  Created and merchandised all celebrity, entertainment and branded products which included in part; Dolly Parton, Nickelodeon, Lego, McIllhenny, M&M Mars and the Radio City Music Hall Rockettes.  Created Holiday merchandise programs featuring Dolly Parton and the Smoky Mountains for Fall Festival and Winterfest.

  • Increased sales by 14.8%, or $7.3 million, and raised gross profit by 9.4 points.
  • Developed private label merchandise programs in women's sportswear, men's wear, gift and soft home.
  • Merchandised co-branded products with national brands and for Southern Gospel Music Association.
  • Centralized souvenir buying driving price concessions and shipping efficiencies.
  • Researched and managed the implementation of a new multi-venue merchandise and sales system

Product Categories; Jewelry, Ready to Wear, Gifts, Candy, Menswear, Soft Home, Trim a Tree

1989 - 1995

Merchandise Manager, Mens Apparel

Watson's Department Store

Watson's a regional full line department store for second tier markets.

Was responsible for management of the men's apparel division.  Managed a team of 10 merchants for a 32 store chain across 9 states.  Was responsible for the vendor relationships for the team with over 65 individual suppliers.  Created and managed a complete line of private label merchandise for all categories of men's apparel.   

  •  Increased sales by 12.9% per year on average and raised gross margin by 7.2 points.

  • Opened an average of 3 new stores per year.

  •  Maintained vendor relations with major brands, Nike, Adidas, Levi's, Haggar, Arrow, Van Heusen, Nautica, Chaps, Farah, Swank, Jockey, Hanes, John Henry and more.

  • Managed category marketing including in-store events, 4 catalogues annually, print and television.

  • Created 3 new merchandise brands and maintained 5 existing private label brands which accounted for 34.7% of the men's apparel sales.

Product Categories; Sportswear, Young Men's, Athletic, Furnishings, Clothing

1987 - 1989

Merchandise Manager, Smallwares

Sibley's Department Store

Sibley, Lindsey and Curr the New York Division of May Company Department Stores.

Responsible for merchandising of the Smallwares division.  Turned around a 5 year continuous decline, resulting in a 31.6% increase in revenue and a 5.2 point increase in gross margin.

  • Re-assorted category to include major brands and the creation of private label merchandise programs for frame, luggage and candy.
  • Managed category marketing including in-store events, 6 catalogues annually, print, radio and television.
  • Introduced the #1 selling gift item to May company merchandising and marketing the items to retain the number one sales position for 4 months.

Product Categories; stationary, greeting cards, candy, luggage and notions.

1984 - 1987

Buyer, Mens Furnishings

Miller's Department Store

Miller's the Knoxville division of Allied Department Stores.

Responsible for merchandising Men's Furnishings departments.

  • Created fashion boxer program including private label, becoming the leader in Allied Store sales.
  • Developed annual boxer "fashion" events including live in-store designs, exclusive prints and cross-over styles.
  • Introduced loungewear as a category adding 14.5% in additional sales to the category.

Product Categories; dress shirts, neckwear, jewelry, small leather goods, sleepwear, underwear and hosiery.

Education

Education
2009 - Present

Ph. D.

University of Tennessee, Knoxville

Ph.D. candidate in retail and marketing.  Focus on shopper marketing, single-brand retailers and international retail.  Developing models on shopper value and the process of developing from the consumer, retailer and supplier perspectives.

1983 - 1984

Masters

http://www.utk.edu

Graduate teaching assistant and instructor for design and graduate level economics.  Coordinated degree with MBA program through the College of Business.  Significant studies in textile and apparel design and manufacturing.

1979 - 1983

Bachelors

http://www.msu.edu/

Undergraduate Degree from the Honors College.  Majored in Retail of Textiles and Apparel.  Minored in Theater and Economics.

Skills

Skills

Quantitative Research Methods

Development and distribution of survey instruments online and in-person.

Qualitative Research Methods

Experienced in phenomonology, grounded theory, case study and focus groups

Statistical Modeling

Skilled in the use of statistical methodology and modeling.  Statistical package experience in SPSS, SAS, Lisrel, JMP, and  Matlab.

Data Mining

Development of strategies and information for better decision making leveraging existing corporate data.

Vendor Relations

I have managed accounts from the hundreds of dollars to the millions.  I have managed to maintain relationships through shipping difficulties, quality problems, payment difficulties and through bankruptcies.  I have the ablility in a very short time to establish long term trust through fairness and discipline.  

Negotiation

I have developed an expert level of negotiation skills during my career.  I have negotiated and influenced members of my own company as well as other companies from the entry level to the C-Level.  I have negotiated contracts for products, licenses, pricing, delivery, terms, packaging and manufacturing and delivery deadlines.  I have also influenced internal and external clients to implement significant reforms and projects that have run into the millions of dollars.

Microsoft Office Suite

Advanced skill level in using all of the Office Suite including Excel, Word, PowerPoint and Outlook.

Summary

Consultant and Researcher with extensive experience in successful business creation and turn-a-rounds.  A servant leader that builds inclusive teams to drive effective business critical decisions.  Motivational speaker who develops organization support for major projects and new business models resulting in tens of millions in new revenue.  Successful in the development and managing numerous products and private label brands for multiple companies.  Marketing experience developing strategies for e-mail campaigns, e-commerce store layouts, catalogs, direct mail, print, radio and television promotions.  Current work on developing research models and methods for measuring the effectiveness of shopper marketing and shopper value creation.

Community Support

University of Tennessee: Teach product development, brand development, project management, planning and allocation and team building leadership for the retail program.  All classes are seminar style and are designed to give real life examples of skills in action.

Haiti Sister City Program:  Treasurer for the Haiti Sister City, charity for local church.  Managing donations to the program for administration in Haiti.  Coordinates all expenses incurred in Haiti to receipts and validates the effective use of the funds.

Interest

My interests are:

Cooking

Theater

Music

Hiking

Skiing

Watersports