jeff goldblatt portfolio
DESCRIPTION
Management ProcessTRANSCRIPT
Jeff Goldblatt
Executive Brand Management
2
Relevant Skills
Account Development Profit & Loss
Management Product Lifecycle
Management Product Positioning Negotiation Financial Plan
Development
Brand Development Competitive & Trend
Analysis Internal & External
Presentations Sales Structure
Development Sales Force Management Team Building Leadership
3
Brand Management LifecycleProcess Steps
Marketing Study/ Vendor Collaboration - Define The "White Space" On The Selling Floor
Develop A Merchandising Vision That Aligns To The Marketing Study Findings
Strategize & Negotiate Fixtures Commitments To The Store Level
Develop A Unit Plan That Fills The Fixtures On An Annual Basis
Develop Wholesale Budget/ P & L That Aligns To The Unit/ Fixture Fill Plan & The
Company/ Brand Plan
Develop & Negotiate A Retailer Financial Plan That Aligns To The Wholesale Plan
Build Strategies That Support & Rationalizes The Financial Plan
Develop A Merchandising & Design Scorecard That Aligns To A Fixture Fill Plan
& Supports The Brand's Merchandising Vision
Execute Sales Strategies By Managing The Sales Team
Develop Plan-O-Grams For Retailer Execution At Store Level
Attend & Lead Style Adoption/ Merchandising Meetings
4
Brand Management LifecycleProcess Steps
Partner With Merchandising, Design, Product Development, Production, Marketing,
Retail Development, Retail Analysis, Finance & Account Services For Achievement
Of Operational Excellence & Working Seamlessly Towards Common Goals
Develop Operational Calendars For Merchandising, Design, Product Development
& Production For Meeting Internal & External Expectations
Develop Financial Tracking Tools & Processes
Weekly Sales & Stock
Weekly Style Performance
Weekly Inventory Complexion & Aging
Weekly Sales By Region, Door
Seasonal Financial Business Plans
Understand Department Market Share By Account & Competitive Brands Market Share
Understand Brand AUR vs. Departmental & Competitive Brands
Understand Consumer Feedback On Our Brand
Develop Aggressive E-Commerce Strategy For Each Account
Review Employee Priorities & Achievement Towards Individual Goals
5
Brand Management Lifecycle
Product Analysis – Blended Brand/Retailer Data Classification Analysis MSRP Analysis Color Analysis Size Analysis Climate Analysis Key Drivers Trend Analysis “White Space” Styling Opportunities
Align Merchandising Vision To Defined Opportunity
Discovery Analysis – Defining Opportunity
6
Brand Management Lifecycle
Product Analysis - Retailer Brand Matrix
Discovery Analysis – Defining Opportunity
7
Brand Management Lifecycle
Product Analysis – Departmental MSRP Matrix
Discovery Analysis – Defining Opportunity
8
Brand Management Lifecycle
Process Steps Fixture Count &Location Placement By Store Grade Fixture Type & Capacity By Presentation Point Hang/Fold Ratio Aesthetics, Props & Environment
42.677
Width
Depth
68 Height22.1%
24077.9%
# of SKU's 38
Hang
Fold
Avg./SKU 8
# of Units 308
36.000
58.000
Square Feet
58.375
Five Foot Hang-Fold
8Units
8Units
8Units
8Units
8Units
8Units
8Units
8Units
8Units
8Units
Five Shelves of 40 Units One Shelf of 40 Units
68 Units Hanging Below
Financial Analysis – Fixture & Sq. Foot Allocation
9
Brand Management Lifecycle
Process Steps Define Store Count & Store Grades (Clusters) Build Unit Plan By Defining Fixture Allotment By Store
Grade/Store Count Define Average MSRP Build Financial Plan With Defined & Achievable Metrics
That Aligns With Unit Plan Sales Market Share Potential Turn Mark Up Gross Markdowns
Build Monthly Percentages By Store/Department History & Promotional Marketing Cadence
Financial Analysis – Unit & Sales Plan Development
10
Brand Management Lifecycle
A B C D ETotal
Existing Retail
45 63 131 163 214 616
68,400 55,440 115,280 114,752 150,656 504,528
49,545 28,035 58,295 62,103 81,534 279,512
49,545 28,035 58,295 62,103 81,534 279,512
49,545 28,035 58,295 62,103 81,534 279,512
49,545 28,035 58,295 62,103 81,534 279,512
35,910 50,274 104,538 108,069 141,882 440,673
64,710 74,718 106,634 110,677 145,306 502,045
81,585 69,552 144,624 140,832 184,896 621,489
105,480 118,440 196,762 146,048 191,744 758,474
554,265 480,564 901,018 868,790 1,140,620 3,945,257
Layette
Infant Girls
no. of stores
Boys 8-20
Total Unit Need per Grade
Toddler Girls
Girls 7-16
Boys 4-7
Infant Boys
Toddler Boys
Girls 4-6X
Total AL
Financial Analysis – Annual Unit Plan By Store Grade
11
Brand Management Lifecycle
December January February March April May June July August September October November Total% to Total
Layette 146,862 16,218 16,218 24,318 900 0 154,062 17,118 900 103,614 16,218 8,100 504,528 12.8%
Infant Girls 77,994 8,486 8,486 16,586 900 0 84,474 9,386 3,980 52,634 8,486 8,100 279,512 7.1%
Toddler Girls 77,994 8,486 8,486 16,586 900 0 84,474 9,386 3,980 52,634 8,486 8,100 279,512 7.1%
Infant Boys 77,994 8,486 8,486 16,586 900 0 84,474 9,386 3,980 52,634 8,486 8,100 279,512 7.1%
Toddler Boys 77,994 8,486 8,486 16,586 900 0 84,474 9,386 3,980 52,634 8,486 8,100 279,512 7.1%
Girls 4-6X 111,136 6,399 6,399 66,343 13,892 1,232 102,512 13,892 1,232 102,512 13,892 1,232 440,673 11.2%
Girls 7-16 126,432 8,311 8,311 72,575 16,344 2,388 114,036 16,344 3,144 108,744 15,048 10,368 502,045 12.7%
Boys 4-7 153,276 11,754 11,214 100,118 3,620 3,080 157,056 22,327 8,134 121,678 21,832 7,400 621,489 15.8%
Boys 8-20 175,176 15,558 12,690 125,826 3,080 3,080 196,686 26,131 8,890 140,636 23,263 27,458 758,474 19.2%
1,024,858 92,184 88,776 455,524 41,436 9,780 1,062,248 133,356 38,220 787,720 124,197 86,958 3,945,257 100.0%
Merchandise Division
Total
Financial Analysis – Annual Unit Plan By Month
12
Brand Management Lifecycle
Aug Sep Oct Nov Dec Jan TOTAL
BOS $5,123.7 $3,981.5 $6,765.6 $5,990.6 $4,216.2 $1,867.5 AVG STOCK $4,724.1
SALES $772.4 $672.7 $598.0 $1,146.2 $1,345.5 $448.5 SALES $4,983.3
MARKDOWNS $853.7 $743.6 $660.9 $1,266.8 $1,487.1 $495.7 MARKDOWNS $5,507.8 110.5%
RECEIPTS $483.9 $4,200.4 $483.9 $638.5 $483.9 $4,200.4 RECEIPTS $10,491.1
EOS $3,981.5 $6,765.6 $5,990.6 $4,216.2 $1,867.5 $5,123.7 TURN 1.05
Markup 71.5%Margin 40.0%
% Sales 15.5% 13.5% 12.0% 23.0% 27.0% 9.0% Q3 $5,168.2 49.3%% Markdowns 15.5% 13.5% 12.0% 23.0% 27.0% 9.0% Q4 $5,322.8 50.7%
% Receipts 4.6% 40.0% 4.6% 6.1% 4.6% 40.0% $10,491.1 100.0%Markdown Rate 110.5% 110.5% 110.5% 110.5% 110.5% 110.5%
Average Door - FALL 2008 (000s)
Financial Analysis – Seasonal Plan
13
Brand Management Lifecycle
# of SKU's Needed by Delivery Month (Set Date = 30 Days Later)
Merchandise Division
January February March April May June July August September October November December January Total
Girls 7-16 18 0 18 6 0 18 18 0 18 12 0 10 0 118
Girls 4-6X 18 0 8 6 0 18 8 0 18 12 0 0 0 88
Boys 8-20 40 0 29 5 0 24 45 0 0 44 0 10 0 197
Boys 4-7 24 0 29 5 0 24 29 0 0 34 0 10 0 155
Total 100 0 84 22 0 84 100 0 36 102 0 30 0 558
# of SKU's to Develop by Delivery Month (Set Date = 30 Days Later) SKU Inflation Based Upon SKU's Needed---> 20.0%
Merchandise Division
January February March April May June July August September October November December January Total
Girls 7-16 22 0 22 7 0 22 22 0 22 14 0 12 0 142
Girls 4-6X 22 0 10 7 0 22 10 0 22 14 0 0 0 106
Boys 8-20 48 0 35 6 0 29 54 0 0 53 0 12 0 236
Boys 4-7 29 0 35 6 0 29 35 0 0 41 0 12 0 186
Total 120 0 101 26 0 101 120 0 43 122 0 36 0 670
Line & Scorecard Development – Financial Plan Linkage
14
Brand Management LifecycleProduct Development
15
Brand Management LifecycleAssortment Development
16
Brand Management LifecycleDesign, Merchandising & PD Operational Calendar
# OWNERSHIP EVENT BTS 10 FALL 10 HOLIDAY 10 SPRING 11
1 DESIGN/MERCH SCORECARD/MERCH PLAN (7/13) 10/12 12/15
2 DESIGN/MERCH DESIGN BRAINSTORM/RIGGING 7/29 1/5
3 DESIGN INITIAL CONCEPT APPROVAL 8/7 10/16 1/6
4 MERCH INITIAL CONCEPT REVIEW W/ DESIGN/MERCH/SALES - LINE OUTLINE 8/10 10/19 1/8
5 MERCH COLORS DEFINED 8/10 10/19 1/10
6 DESIGN FINAL SKETCH AND BOARD REVIEW W/ DESIGN/MERCH/SALES 8/17 10/26 1/17
7 DESIGN/PD CONCEPT REVIEW WITH PD BEFORE HANDOFF 8/11 1/18
8 DESIGN FINAL BOARDS/STATS COMPLETE 8/19 10/29 1/20
9 DESIGN INITIAL FABRIC DEVELOPMENT HAND OFF N/A 11/2 1/25
10 DESIGNDEADLINE FOR ARTWORK SUBMIT TO SEE STRIKEOFF/HANDLOOM FOR APPROVAL BEFORE S/SMPLS 1/31
11 DESIGN/MERCH DESIGN HANDOFF COMPLETE w/ soft projections & retails 8/24 (8/31) 11/2 2/5 (2/26)
12 DESIGN PROTO REQUEST TECH PACKS RELEASED 9/3 11/9 2/12 (3/4)
13 FABRIC INITIAL FABRIC CHART COMPLETE 9/4 2/19 (3/12)
14 PD DEVELOPMENT TECH PACKS RELEASED COMPLETE 9/4 (9/11) 11/14 2/19 (3/11)
15 DESIGN DEADLINE TO APPROVE STRIKEOFF/HANDLOOM FOR S/SMPLS 3/5
16 DESIGN ART HANDOFF DEADLINE (for rigging samples; no submits) 9/10 11/21 3/11
17 PD 1ST PROTOS DUE TO NY w/ initial costing 9/21 11/30 (12/11) 3/16 (3/20)
18 DESIGN LATE ADD DEADLINE DATE (samples for market) 9/25 11/9 3/6
17
Brand Management LifecycleDesign, Merchandising & PD Operational Calendar
# OWNERSHIP EVENT BTS 10 FALL 10 HOLIDAY 10 SPRING 11
19 PROTO REVIEW - PROTO FITTING - RECONCILIATION week of 9/28 11/30 3/29 4/5
20 FABRIC SALES SAMPLE YARDAGE/YARN DUE AT FACTORIES 10/2 12/12 4/9
21 PD RELEASE TARGETS 9/25 10/2 12/5 4/12
22 PD PRICES DUE FROM FACTORIES 10/2 10/22 1/5 (1/14- 1/20) 5/3
23 PD SALES SAMPLES DUE IN NY 10/30 11/6 (11/11) 1/16 (1/25-2/5) 5/20
24 LINE REVIEW week of 11/2 11/16 1/26 (week of 2/3) 5/17
25 DESIGN RIG SHOWROOM begins 11/2 11/18 2/5 (2/8) 5/20
26 TESTING safety walk thru - week of 11/2 11/30 2/16 6/1
27 REVISED COSTING REVIEW N/A 12/3 2/10 6/1
28 MARKET WEEK 11/4 12/8 2/24 6/8
29 MERCH FINAL BUY REVIEW 11/6 12/14 3/2 6/15
30 MERCH BUY DUE FROM RETAILER 11/16 12/18 3/6 6/24
31 CUST SERVICE BUY HANDED OFF TO PRODUCTION 11/18 12/22 3/19 6/25
32 PD REVISED UNITS RELEASED week of 12/14 3/2 6/29
33 PD COST NEGOTIATIONS week of 12/14 3/2 6/29
34 PRODUCTION CUT DATE BEGINS 1/17 3/18 5/20 9/15
35 SHIPMENTS X FACTORY 3/17 5/1 7/10 10/30
36 DELIVERY WINDOW-SHIP/CANCEL 4/23-5/3 6/11-6/21 8/16-8/30 12/1-12/11
37 JCP FLOOR SET-IN STORE SET UP 6/5 7/24 9/8 1/15
18
Brand Management Lifecycle
Month: August
TY LY PL % to LY % to PL TY Units AUR TY LY PL % to LY % to PL TY Units
Total Brand $1,073.4 $1,058.5 $1,055.0 1.4% 1.7% 112,314 $9.56 $24,391.8 $24,366.4 $27,192.0 0.1% -10.3% 986,021week ending => 8/29/2009
TY LY PL % to LY % to PL TY Units AUR TY LY PL % to LY % to PL TY Units
Total Brand $5,198.9 $5,015.8 $4,999.4 3.7% 4.0% 538,395 $9.66 $24,391.8 $24,366.4 $27,192.0 0.1% -10.3% 986,021
TY LY PL % to LY % to PL TY Units AUR TY LY PL % to LY % to PL TY Units
Total Brand $5,198.9 $5,015.8 $4,999.4 3.7% 4.0% 538,395 $9.66 $31,575.4 $29,374.1 $27,676.2 7.5% 14.1% 1,228,515
TY LY PL % to LY % to PL TY Units AUR TY LY PL % to LY % to PL TY Units
Total Brand $28,924.4 $30,159.9 $30,341.9 -4.1% -4.7% 2,874,789 $10.06 $29,425.4 $31,037.7 $26,356.8 -5.2% 11.6% 1,021,515
Sales EOM Stk
Sales Avg Stk
Sales EOW Stk
YTD
MTD / EOM
Week 4
STD
Sales Avg Stk
Financial Tracking – Weekly Sales & Stock
19
Brand Management Lifecycle
Style number 363071931-479 Style number 363077242-110
Lot Number 426-5817 Lot Number 426-5821
STD ST % 27.8% STD ST % 23.1%
STD Unit Sls 2,983 STD Unit Sls 1,408
EOH 7,735 EOH 4,682
AUR $16.61 AUR $18.60
rank 1 rank 2
Style number 363073068-3MD Style number 363071937-06E
Lot Number 426-3829 Lot Number 426-3835
STD ST % 22.8% STD ST % 22.2%
STD Unit Sls 1,146 STD Unit Sls 194
EOH 3,875 EOH 682
AUR $14.84 AUR $15.43
rank 3 rank 4
Style number 363071928-297 Style number 363075657-0M2
Lot Number 426-5818 Lot Number 426-5816
STD ST % 22.0% STD ST % 18.0%
STD Unit Sls 2,419 STD Unit Sls 1,272
EOH 8,585 EOH 5,779
AUR $18.88 AUR $17.84
rank 5 rank 6
Financial Tracking – Style Selling Recap
20
Brand Management LifecycleFinancial Tracking – Inventory Complexion
3/20/2010
Size Division: Pre-Spring% to Total
Spring% to Total
Summer% to Total
BoysBasics
% to Total
Total Full Price Units:
% to Total
Clearance Units:
% to Total
Total Units:
Total Entity 30: 12,917 2.5% 384,353 75.1% 15,643 3.1% 61,191 11.9% 474,104 92.6% 37,963 7.4% 512,067Total Entity 31: 0 0.0% 176,983 64.6% 66,488 24.3% 0 0.0% 243,471 88.9% 30,365 11.1% 273,836Total Entity 32: 22,055 4.8% 267,109 57.8% 9,100 2.0% 119,221 25.8% 417,485 90.4% 44,422 9.6% 461,907
Total 34,972 2.8% 828,445 66.4% 91,231 7.3% 180,412 14.5% 1,135,060 91.0% 112,750 9.0% 1,247,810
Size Division: Pre-Spring% to Total
Spring% to Total
Summer% to Total
BoysBasics
% to Total
Total Full Price Units:
% to Total
Clearance Units:
% to Total
Total Units:
Total Entity 30: 2,212 1.0% 59,612 27.2% 506 0.2% 9,881 4.5% 72,211 33.0% 146,719 67.0% 218,930Total Entity 31: 0 0.0% 48,370 40.0% 2,223 1.8% 0 0.0% 50,593 41.8% 70,445 58.2% 121,038Total Entity 32: 2,740 2.0% 46,492 33.8% 235 0.2% 17,415 12.7% 66,882 48.7% 70,592 51.3% 137,474
Total 4,952 1.0% 154,474 32.4% 2,964 0.6% 27,296 5.7% 189,686 39.7% 287,756 60.3% 477,442
Size Division: Pre-Spring% to Total
Spring% to Total
Summer% to Total
BoysBasics
% to Total
Total Full Price Units:
% to Total
Clearance Units:
% to Total
Total Units:
Total Entity 30: 319 1.8% 12,639 73.2% 475 2.7% 2,221 12.9% 15,654 90.6% 1,623 9.4% 17,277Total Entity 31: 0 0.0% 9,649 75.7% 2,043 16.0% 0 0.0% 11,692 91.7% 1,057 8.3% 12,749Total Entity 32: 579 3.2% 12,317 68.4% 220 1.2% 3,941 21.9% 17,057 94.7% 957 5.3% 18,014
Total 898 1.9% 34,605 72.0% 2,738 5.7% 6,162 12.8% 44,403 92.4% 3,637 7.6% 48,040
Current On-Hand Units By Season
Units Sold By Season (STD)
Units Sold By Week (WTD)
21
Brand Management Lifecycle
Aug Sep Oct Nov Dec Jan Feb Avg Stk TurnAct/Proj $3,856.2 $3,510.7 $3,856.4 $5,253.4 $5,770.0 $3,457.0 $3,298.8 $4,143.2 1.42% to Plan 25.3% 31.2% -4.3% 2.3% -19.9% 2.2% 12.2% 2.0%
Aug Sep Oct Nov Dec Jan Total % LY Fall
Act/Proj $785.0 $775.0 $779.4 $1,190.0 $2,003.0 $365.0 $5,897.4 5.1% 60.9%
% to Plan -21.8% 75.3% -3.9% -7.4% 1.6% -11.6% -0.5%
Aug Sep Oct Nov Dec Jan Total % LY
Act/Proj $1,234.3 $3,328.3 $2,895.1 $2,957.4 $3,362.0 $437.4 $14,214.5 9.0%% to Plan -20.2% -2.7% 8.9% -33.0% 126.7% 185.5% 3.9%
Basics Plan % to Total---> 16.7% 16.7% 16.7% 16.7% 16.7% 16.7% 100.0%
Markdowns Aug Sep Oct Nov Dec Jan Total
Perms $6.1 $1,692.0 $0.0 $0.0 $986.4 $50.0 $2,734.5POS $786.1 $508.6 $716.8 $1,248.0 $2,103.2 $153.3 $5,516.0 82.0%Total $792.2 $2,200.6 $716.8 $1,248.0 $3,089.6 $203.3 $8,250.5
Aug Sep Oct Nov Dec Jan Total % SLSAct/Proj $792.2 $2,201.0 $716.8 $1,248.0 $3,671.0 $225.8 $8,854.8 150.1%
Asct Gross MD Rate 100.9% 284.0% 92.0% 104.9% 183.3% 61.9% 150.1%$4,099.6 $2,319.1 $1,653.2 $3,578.4 $6,040.8 $560.0 $18,251.0
Aug Sep Oct Nov Dec Jan TotalAct/Proj $792.2 $2,201.0 -$845.7 $1,248.0 $3,671.0 -$1,211.7 $5,854.8
Act Net MD Rate 100.9% 284.0% -108.5% 104.9% 183.3% -332.0% 99.3%$4,101.6 $2,319.1 $1,650.2 $3,576.0 $6,038.3 $471.6 $18,156.7
4 5 4 4 5 4Aug Sep Oct Nov Dec Jan
Act/Proj 5.1% 4.4% 5.1% 5.7% 6.9% 2.6%
Gro
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Financial Tracking – Performance & Profit Tracking
22
Brand Management Lifecycle
Total American Living Sales $
$347.3
$427.4
$505.7$527.7
$820.3
$1,439.0
$946.8
$803.9
$583.5
$427.7
$502.6
$1,703.6
$1,682.2
$1,532.8
$1,149.6
$1,297.7
$703.4
$606.7
$574.1
$488.3
$742.6
$853.6
$707.6
$708.3
$563.0$545.6
$717.9
$833.0$903.1
$568.7
$427.9
$525.6
$474.3$472.7
$541.7
$1,208.9$1,211.8
$1,182.8
$574.2
$605.6
$464.0
$572.4
$567.9
$483.0
$1,046.9
$493.3
$568.7
$470.4$490.0
$522.3
$589.9
$661.0
$598.8
$491.4
$455.7
$1,048.9
$630.1
$750.8
$536.1$566.7
$1,567.3$1,570.9
$1,314.2
$1,782.2
$1,484.3
$1,010.4
$1,042.4
$928.0
$1,053.2
$1,227.0
$1,063.3
$1,195.7
$798.2
$1,561.2
$1,352.6
$1,197.3
$423.1
$455.8
$1,001.4
$515.6
$423.7
$593.0
$486.0
$641.2
$583.9
$680.1
$1,215.2
$275.9
$141.3
$387.0
$360.6
$445.9
$413.5
$587.8
$512.0
$529.4
$705.1
$767.2
$558.9
$677.3
$1,504.3
$1,118.1
$624.6
$691.7
$0.0
$200.0
$400.0
$600.0
$800.0
$1,000.0
$1,200.0
$1,400.0
$1,600.0
$1,800.0
$2,000.0
TY Sales
LY Sales
Financial Tracking – Sales Curve
23
Brand Management LifecycleBranded Lifestyle Environments
24
Brand Management LifecycleBranded Lifestyle Environments – Store Execution Guide
25
Brand Management LifecycleBranded Lifestyle Environments – Store Execution Guide
26
Brand Management LifecycleRetail Development – Store Coordinator Program
27
Brand Management LifecycleMarketing – In-Store Collateral & Simplified Signage
28
Brand Management LifecycleMarketing
29
Brand Management LifecycleE-Commerce Marketing
30
Brand Management LifecycleMarketing – National & Direct Mail Ads
31
Brand Management Lifecycle
Consistent Revenue & Profit Growth Operational Excellence Strong Retail Partnerships Retail Metric Growth Marketing Strategies Resulting In Incremental Sales Branded Store Environments Critical Mass Store Presentations Prime Focal Floor Locations All Door Distributions Multi Channel Sales Strategy (Brick & Mortar, E-Commerce) Sales Team Development Departmental Coordination On-Time Delivery
Accomplishments