Download - Intermatic malibu presentation
12/10/13
Especially Prepared for:Especially Prepared for:Phil KinzerPhil KinzerMarketing Manager - LightingMarketing Manager - Lighting
By: Jim BannonBy: Jim BannonMcHenry, ILMcHenry, IL
July 15, 2004July 15, 2004
12/10/13
• Diversity of Experience in the Lighting / Hardware
Home Center Industry
• Passion for Growth, Expansion of ED Channel
Knowledge / Marketing Experience
• Commitment and Creativity !
• BMBR – Building Mutual Benefit Relationships
Hiring the Best Product Manager – for Low Voltage Lighting
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Intermatic Objectives
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• Build the breath of products sold through the Hardware/Home Center and ED Channels
• Develop NEW products that are not easily knocked off in 60 days
• Utilize existing manufacturing capabilities to deliver “value-added” products to improve margins
• Focus on improving position within the ED channel
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Product Manager Position Requirements
• Secondary Marketing Support• Supplementary Sales Support• Determine – Products, Pricing,
Packaging, Promotion, Distribution• Participation/Involvement – Annual
Marketing Plans, Budgeting, New Product Development, Presentation Materials, Trade Show Activities
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Trade Channel Knowledge
• Extensive experience with Co-ops, Independent Hardware Distributors, & Big Box Home Center Chains
• Would find it an exciting growth challenge to learn more about the ED Channel and expand my Marketing Skills
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Sales Support Activities
• As a Sales Manager, continually provided presentations, merchandising programs, and computerized selling tools as resources to improve sales force effectiveness
• Square D – Category Management “Mix Master”; Value Pack Calculator; Profit Elasticity Modeling
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Sales Support Activities
• Wooster Brush– Directed the development of all
Merchandising Catalog Sheets and Private Label Program Introduction Brochure
• Totes– Directed development of all literature;
created price catalogs, and presentation materials for use by national sales force.
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Product Development/Introduction• Square D– $1 Million Pool/Spa Panel Introduction;
$150K production cost savings– Best record of new product introduction
success among all Regional Managers – Generator Panel – Over $1 Million; Breaker 10-Pack @ every account; Whole House Surge – Blain, Menards, HD Midwest
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Product Development/Introduction• Wooster Brush– Total Private Label program re-design;
packaging, merchandising, collateral literature
– Created a new Premium line – new formulations, first new handles in 15 years ($170K investment) – improved Gross Margin and performance.
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Product Development/Introduction
• Action Tungsram– Introduced the “Expanded Line
Program” to reposition the company from a promotional in/out supplier to a respected second line source. Grew Lowes business 25% and gained new distribution
– Improved margin, maintained accounts against competitive threats by balancing product mix sold to key accounts
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Product Development/Introduction
• GE Lighting– Led a team effort to create the Consumer
Ballast Program– Led a team effort to create the first Circuit
Breaker and Panel consumer package program
– Succeeded in gaining 13 of 15 top mass merchants with the Halogen Headlight and Miniature Lamp Introduction
– The “Energy-Savers” merchandising program success (Gold Circle, K-Mart and Wal-Mart) led to the development of the MISER program
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Merchandising
• Square D–Menards Merchandising Prototype –
38% Increase– Re-merchandised Blains and Mills
• Wooster–Merchandising/Conversion Program
was key to the new distribution gains – 12 new distributors, $2.2M growth at Pro, Moore-Handley growth $100K - $1M
– Converted over 2,000 ServiStar stores
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Merchandising (Cont.)
• Totes– K-Mart & Wal-Mart Merchandising Plan
regained $250K business and generated 800% increase, respectively
– Walgreens Rubber Footwear “Power Wings” decreased returns from 50% to 15%
– Innovative color-coded/application specific Umbrella merchandising gained Gold Circle, Meijer, and Target as new customers
• GE Lighting– Created the “Energy-Saver” and Halogen
Headlight Merchandising Programs
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Merchandising (Cont.)
• Action TungsramExpanded Line Merchandising Program
- Repositoned the company from a “Promotion Only” supplier to a viable “Full Line – Second Source”
- Vendor of the Year – Nichols, 25% growth with Lowes, blunted competitive threats
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Pricing
• Square D - Created a unique approach to pricing Pool/Spa panels at Home Depot to blunt a competitive threat (in the absence of a competitive product) – issuing credits to each Division– Maintained the integrity of product pricing to
avoid appearance of an “after- promotion” price increase on the premium product, when the new replacement product was developed and introduced
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Packaging
• Action Tungsram– Expanded and Re-Positioned “Rainbow
Packaging” to differentiate Promotional Brand – creating an “Everyday Second Line” Profit Alternative
• Wooster Brush– Selected as 1 of 2 suppliers to develop
the new packaging concepts that formed the basis for all ServiStar’s Private label programs
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Presentation Materials• Wooster Brush
– Created Product Training PowerPoint Presentations
– Competitor Cross Reference Spreadsheet/Presentation
– Wrote and Produced ServiStar Training and Program Introduction Videos (3rd Party Production Company)
– Created Sales Solicitation Books for use by 23- Member National Sales force and Distributor Sales Personnel
– Created Sample Demo Cases for sales force
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Trade Show Activities
• Independent Hardware Distributor and Co-op shows– Responsible for preparations,
attendance scheduling, promotional planning, sales meeting presentations, and seminars for multiple Spring/Fall shows
– Square D– Triad Systems (Incl. Seminars and
User Groups)–Wooster Brush
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Trade Show Activities
• GE Lighting and Action Tungsram– Responsible for company attendance
at the National Hardware, Housewares and Home Center Show• Booth design
• Travel and entertainment scheduling
• Trade activities – (Gaslight club party)
–Managed preparations for all Co-op shows (GE)
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Why Jim Bannon?
• Corporate Training – Street Smart Hardware Industry Experience
– GE Lighting; Wooster Brush; Triad; Square D
– Formed the Hardware National Account Team
– Created Strategic Plan that Enhanced Coop
Distribution and Formed the Foundation for a $350
Million Gain in Home Center Distribution
– Built People and Programs that Led the Industry
– At the forefront of Competitive Conversions, New
Business Development and Key Initiative
Implementation
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• Built Wooster Brush National Hardware Distribution
– Matrix Managed 23 Member National Sales Force– Direct Sales Team / Marketing Interface– Created ServiStar Private Label Format; Paint Brush
Program Conversion = 2,000 dealers– VENDOR of the YEAR
• 3 Years at PRO – All Manufacturers• ServiStar, Paint Sundries – Paul Pentz cited as “The
Model” for successful Conversion Programs– Regular Invited Speaker – Valspar / Coast to Coast
Dealer Training Seminar– National Paint Distributors – Seminars and
Conversions; Opened Canada = $1 Million
Why Jim Bannon?
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• Chain/Distributor & Internal Cross- Functional Relationships– Broad experience with the Big Box Home Centers,
Co-ops and Hardware Distributors– Industry Expert for Triad Systems– Extensive experience working with internal and
external functional teams – Marketing, Product Management, Manufacturing, Sales, Art Departments, Outside Vendors, and Multiple departments at customer locations
– Known as a Passionate and Effective Trainer and Public Speaker
– Can “Walk a Mile” in a lot of shoes– Show/Market Participation Experience and
Effectiveness
Why Jim Bannon?