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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

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When the Question is Outdoor Lighting….

The Answer is Intermatic / Malibu

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• 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?