Central Territory Sales - Sporting GoodsNikeDetroit, Michigan
Eight months into Nike, took the lead seat on MC Sports and Dunham's, two of the Central territory's largest sporting goods accounts, and built mutual stock-to-sales plans with both, so the seasonal buys came from a plan the retailer and Nike had made together.
Operating · 2004 to 2009
| Project type | Key account management |
|---|---|
| Industry | Sporting goods retail |
| Seat | Regional Sporting Goods Sales Representative |
| Ran through | Nike |
| Dates | November 2004 to November 2009 |
| Location | Detroit, Michigan |
What it is
His first-year goals were to learn the two accounts, form a view on Cleveland and Detroit, and learn retail math well enough to make the retailer more profitable.
What Jimmy did
- Pioneered a shared stock to sales plan with MC Sports and pushed it into common practice.
- Built an anniversary form, a category planning tool and a football planning tool with a user guide for other reps.
- Set a weekly and monthly information schedule with MC Sports, and one-page performance recaps for both accounts.
- Moved both chains onto electronic ordering.
- Wrote three-year strategic plans for both accounts. The goal for one: "Make shopping at MC Sports cool."
- Answered a request for Under Armour intelligence in July 2006 with share and sell-through by model from the shelf.
Results
- Fiscal 2005 account base up 5% to $13.7M. Fiscal 2007 up 8%.
- MC Sports, 2006: sales up 18%, gross margin up 22%.
- Football cleat share at Dunham's reached 65% in fiscal 2009.
- Grew 1% in fiscal 2009, in a down market.
- MC Sports Footwear Vendor and Rep of the Year, 2006.