Sales Achievements over the years

Winter 2012

Moina Kitney Total Brand Management

Sales History 905 829 2788

moina.kitney@sympatico.ca

Moina Kitney Sales

Moina Kitney Sales Moina Kitney Sales

“I have sold all my career. What has made me effective is that I

have practical in-depth knowledge of the entire workflow of the

industry, from start to finish.

This includes fabric development and design, market research,

business planning, product development, negotiating and

finalizing production requirements, production and quality

management, delivery logistics, sales management and customer

relations with Tier 1 customers.

This makes for having a very different conversation with buyers

than they are used to with other account representatives,

because I know fabric, the production process, the supply chain,

their business and their market.

I can be an informal advisor as they struggle with the business

decisions that have to be made, and they can rely on this strong

relationship in an ongoing way - not just be their seasonal sales

contact.

This boosts sales, provides critical customer feedback to the

company I represent, and keeps competition to a minimum.”

Moina Kitney References on request

What differentiates me…….

Moina Kitney Sales Moina Kitney Sales

What differentiates me…….

In the following slides I have:

• Shown you my sales strategy (known buyers and unknown) • Shown you concrete examples of sale achievement/wins.

With:

1. Multi Industries – successfully developed product to additional merchandise. (add’tnl estimate $1-2M) My knowledge of Product manufacturing was crucial.

2. The Hudson Bay- consistently met internal $ Targets of

$8M quarterly My Global sourcing skills were essential.

3. Cara Donna Inc.- broke into catalogue company category.

(buyer of $1M annually) My knowledge of Vendor base was critical.

4. Czigler Imports- successfully introduced new ‘summer knits’. (new product immediate impact of + $2M annually)

My knowledge of market intelligence was important. Also I have given you examples of my Sales Tools - newsletters/trend looks - sent to all buyers seasonally.

Moina Kitney

Sale Goals

Tier 1 companies

Sears

The Bay,

others

To known and unknown buyers

Selling starts with in-depth client knowledge:

Moina Kitney Sales – Road map

My approach to selling:

1. Analysis:

• Bought and sold check

• Financial breakdown

2. Customer needs:

• From in-line merchandise

• Or Private label

• Financial breakdown

3. Product Mix:

• Report findings to Product Development

• Communicate financial targets

4. Execution:

• Cross functional communication

• Supply chain-country of origin etc.

• Marketing-Plannograms, look-books,

samples etc.

Contact development

• Mine existing alumni, personal contacts and

connections

• Use “6 degree of separation” for introductions and

referrals to prospective buyers – through network and

social media

• Cold calls, with an immediate value offer

Relationship development

• Share marketing trends

• Develop targeted Newsletters

Be prepared with

• Strengths of seasonal line – be able to talk fabric,

colour, styling, production, delivery, consumer.

• Trend focus

• SWOT analysis (Strengths, Weaknesses, Opportunities and Treats)

Customer Needs

• Financial need (MU)

• Understanding of their particular consumer segment

• Preference of Country of import if any – first hand,

knowledgeable discussion.

Sales Tools

Share of wallet / Comp Shop study/ Look-book/ Ppt. trend direction/ Best Seller List

Private label suggestion

Moina Kitney Sales

Account Management, Client Servicing & Relationship Development • Managed design for Costco, Home Depot and Wal-Mart and other Tier One Companies.

Drive sales team to identify and develop new and expand existing

business • Developed new product for existing business and for new business

Ensure image of the target customer is consistently represented

through marketing campaigns • Worked with cross functional teams in development, marketing and supply chain.

Focused on new product plannograms for effective merchandising

Sales Win

Tier 1 companies

Home Depot

Costco

Canadian Tire

Walmart

An example only, not actual product Worked as Project Manager to service Tier one customers

•Developed and sold to all four accounts

• Made many Sales presentations

Moina Kitney Sales wins

Developed and sold stripe to increase share of wallet at Costco

Developed new printed polypropylene rug for Walmart

Project Manager, Multy Industries,

Tulip with welcome

Extra Thick Coco – Welcome Doormats

Example of product offering

Description: Rich, beautiful “welcome” coco designs are available printed on either

deluxe natural or bleached coco fibers. Colors and designs may be

customized as desired.

1.5 inches thick

Ranking

# 7

Suggested

retail

19.99 - 29.99

MU

52%

Competitive

Advantage

Create your own

exclusive designs.

Extra thick designs.

4

Product Specs Case & Pallet US$

Series Product Description Material Quality Product Weight Sizes Case Pack Pallet Pack Price

FM2

Thick

Coco

Welcome Doormats

Natural Coco

PRINTED

7.01 lbs 18"x30" 4 144 $ 9.59

10.16 lbs 2'x3' 4 96 $ 15..32

Bleached Coco

PRINTED

7.01 lbs 18"x30" 4 144 $ 8.52

10.16 lbs 2'x3' 4 96 $ 13.56

Moina Kitney An example of style presentation

Category Manager HBC

• Consistently met sales targets

Moina Kitney Sales wins

Manage product from inception to completion; • Sold to internal client, sales target 8M quarterly was based on bought-sold analysis merchandise sale. Extensive use of power point presentations that reflected the dollar value of bought and sold goods. Presentation of new merchandise

Worked with marketing to ensure image of the target customer is

consistently represented

Worked closely with Global Sourcing to ensure the financials were on

target and met corporate standards.

Worked closely with merchandising to ensure on-trend merchandise • Reported merchandise and sales trends so the next selling-buying quarter would reflect findings

Category Manager, Hudson Bay Company (Apparel - imports)

Sale Goals

$8M

Quarterly

Target

Sale Goals

Small Chains,

US Catalogue

$3M annual

sale

District Merchandise Manager of the Canadian division

• Added U.S. customers and Catalogue company added to bottom line

Moina Kitney Sales wins

Developed sales team that worked with independents across

Canada • Managed a sales team that represented territories across Canada

• Presented and sold seasonal lines to sales reps. For presentation to retailers across Canada

Developed major catalogue buyer • Attended industry shows like Magic and secured retail independents and major catalogue buyer • Developed private label lines for this customer; worked directly with senior buyers

Dealt with house accounts of small to medium size chains. • Seasonal fashion shows for sales team and ‘house’ clients of small chains; directly with senior buyers

District Merchandise Manager, Cara Donna Inc

Sold to J. Marco, Ohio

Embellished Denim

District Merchandise Manager of the Canadian division

Moina Kitney Sales-win

District Merchandise Manager, Cara Donna Inc

Coordinated lines sold through sales

agents across Canada

Sale Goals

Small Chains

US Catalogue

$3M Annual

Developed sales team that worked with independents across

Canada • Managed a sales team that represented territories across Canada

• Presented and sold seasonal lines to sales reps. For presentation to retailers across Canada

Developed major catalogue buyer • Attended industry shows like Magic and secured retail independents and major catalogue buyer • Developed private label lines for this customer; worked directly with senior buyers

Dealt with house accounts of small to medium size chains. • Seasonal fashion shows for sales team and ‘house’ clients of small chains; directly with senior buyers

Sale Goals

Small Chains,

Buy in from

Sales Reps

Merchandise Manager

• Introduced Embellished T-shirts

….increased business 20%

Moina Kitney Sales wins

Initiated new product line complete with a business plan that

resulted in a 20% gain in profitability • Spearheaded development of embellished summer knits and wovens to increase product mix and sales.

Organized sale- marketing tools to increase product line sales • Simple catalogues, fashion trend/market research newsletters, fashion shows

Merchandise Manager, Czigler Imports Ltd

New Introduction

of Summer knits’

Standard sweaters

“Franco Valerie”

Feminine 60’s

The full circle dress & skirt

Pencil skirt

Sheaths

Sheaths

Moina Kitney Sales Tools Newsletters or ‘TrendWatch’ for customers

Other trends to Watch Stripe Essential

Nautical

Moina Kitney Sales Tools Newsletters or ‘TrendWatch’ for customers

Other trends to watch

Clogs

Belt Purse

Kitten Heels &Lace

Tassels

Crop Tops

Tail Hems

Moina Kitney Sales Tools Newsletters or ‘TrendWatch’ for customers

Punk Key Looks- less is more

Studs

Cat eye glasses

Studs

Leather

Safety Pin detail

Biker Boots

Moina Kitney Sales Tools Newsletters or ‘TrendWatch’ for customers