Tattered Angels Highlights
Transcript of Tattered Angels Highlights
B. Clodfelter ǀ COOResults Highlights
Proprietary information omitted to protect confidentiality
Existing Business Situation
Operational/Finance Issues
Inefficient operations with limited quality control
Inaccurate financial reporting system structure
Created a new category with innovative new products
Significant revenue growth
Increasing competition but still in leadership position
Problems in Year 4
Inventory mismanagement led to significant cash flow problems
Unable to obtain raw materials. 4+ month backorders
Great 1st 3 Years
Order cancellations, customer loss, brand/reputation erosion
Primary Objectives
Commence shipments that had been suspended for 3 months+ Cash flow problems due to inventory mismanagement
Repair brand image and customer relationships
Develop new business Expand product line Expand target market to new consumer segments Obtain new distribution in large, national retailers
Primary Strategic Issue
Strayed from original, successful product area into unrelated items, Did not leverage core competencies, China sourcing: lower margins, high minimum orders, Extreme imbalance between sales & inventory $
Core products offered potential in much larger segments
, Scrapbook market: $2 - $2.5 Billion, Crafting market: $30 - $35 Billion, Home Décor market: $50-$90 BillionSources: Various public reports
RESULTS
Results ǀ New Products
, New formulations to leverage competencies
, Peggable multi-packs, Drive consumption, Encourage trial, Appeal to targeted, new mass retail customers
Ori
gina
l Pro
duct
New
Pro
duct
s
Mul
ti-P
acks
Com
bo
Asso
rtm
ents
NEW SEGMENTS & MASS RETAILRS
Entered broader craft & home decorating segments
Expand Target Market
Gained distribution in the two largest national craft & home decorating stores
New Mass Retailers
REVENUE RESULTS
6/MonthGrowth
+37%⃰, New items & markets, New large customers, Improved marketing
HOW:
* Actual sales figured omitted due to confidentiality
New Biz
Total 6/Month Growth
42%
INVENTORY RESULTS
InventoryLevels
+43%⃰, Rationalized assortment, Eliminated slow movers, Improved process/systems
HOW:
• Actual inventory figured omitted due to confidentiality
ORDER TURNAROUND RESULTS
, Production improvements, Better inventory management, Improved process/systems
HOW:8 Days
Before
3 Days
After
Changes to Drive Workforce Accountability & Performance
Performance management system with regular reviews
Position descriptions with clear accountabilities & expectations for all positions
KPIs and specific objectives for all positions
Incentives for above-goal company performance