TOM INGRAM AND ASSOCIATES, INC.

Summary of Cosmetics Merchandising Success Stories*

1. Manufacturer Outsources Merchandising Work, Improves Execution from 90% to 98%, Saves $750,000 to $1,250,000*  Salary and benefits for 1,200 reps were reduced by 20%+   http://www.tomingraminc.com/SalesProcessImprovement.htm#(4)

2. Cosmetics:  Gained $11.1 Million in Incremental Sales for Manufacturers in One Year, Took 30% of Shelf Space Away From “No-Show” Competitors.  Bundling Multiple Store Calls to make Calls More Cost Efficient*.  http://www.tomingraminc.com/SalesProcessImprovement.htm#(15) 

3. Cosmetics:  Consistent Planogram Compliance, New Item Speed to Shelf, during High SKU Count, Complex Reset Work.  Results Were So Strong, Program Was Repeated 8 Times.  Key Was Getting It Right With Minimum of Manufacturer's Time.  Chosen by Wal*Mart to coordinate all manufactures for the changeover of an entire cosmetics department.  Consistently met seasonal deadlines.*     http://www.tomingraminc.com/SalesProcessImprovement.htm#(7)   

4. Cosmetics:  Demonstrated that targeted project work produced a 20% to 25% better ROI for manufacturers and retailers than generic continuity work*.   Included Hair Care Resets for 6 years running, cosmetics resets at one mass merchandiser.       http://www.tomingraminc.com/SalesProcessImprovement.htm#(19)

5.       Distribution Increased by 16.5% for Same Cost as Previous Year by Outsourcing Oversight of Merchandising. Freed Up 1800+ Hours of Manufacturer’s Time Per Year (approx.).  Allowed Manufacturer to Focus on Growth, Instead of Managing Merchandising*.    http://www.tomingraminc.com/SalesProcessImprovement.htm#(1)

6.       $272,000 Savings on Merchandising Budget of $1,000,000 through Outsourcing Oversight of Merchandising Services.  Savings Reinvested. Out of Stocks Reduced from a High of 23.7% to as Low As 3.7% (Across Multiple Chains).  Discovered Product Was “On Shelf for Customer” in Only 2000 Stores, Not 3,500 Stores*.  Freed Up 1800+ Hours of Manufacturer’s Time Per Year* Discovered that facings, new items and promotions had only 60% compliance.        http://www.tomingraminc.com/SalesProcessImprovement.htm#(2)

Some Additional Successes That Might Be of Interest

Increase Sales, General http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#SalesIncrease

Increase Sales with Secondary Displays 

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#SecondaryDisplays

Reduce Costs

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#ReduceCosts 

Out of Stock Reduction

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#OutofStock 

New Item Speed to Shelf

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#NewItem

Promotion and Planogram Compliance

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#PromoPlanogramCompliance

Displace Competitors

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#DisplaceCompetitors

Fix Failures of Others

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#FixFailuresofOthers

Seasonal

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#Seasonal 

Other, Successes, including:

·         Aggressive Selling / Improve Close Ratio

·         Complex Resets

·         Custom Inventory Replenishment

·         Emergency Recall

·         High Sku Count, High Complexity, Large Programs

·         New Store, Construction, Remodel, Fixture Installation

·         Night Work, Heavy Work

·         Reduce Non-Productive Inventory

·         One Point of Responsibility

·         Dealing with Problem Retailers

·         Standard Processes Across Nation

·         Void Fills

http://www.tomingraminc.com/OutsourcingSummaryofSuccessStories.htm#OtherSuccesses

*  Success stories and client quotes are provided as general illustrations of past performance, and are not intended to convey exact financial information, circumstances or dialog.  No representation is made that a particular prospective client will achieve a particular result.  Details on the specifics of each success story are available upon request.