1. Ted HartTed Hart
CapabilitiesCapabilities
And ApproachAnd Approach

2. Summary:
A Senior Manager and sales professional with a 25+ year background in both Consumables (Beverage, HBC) and Durables
(Housewares and Hardware). Distributor, Supplier/Manufacturer, Category Partner and Consultant experience with
Constellation Brands (www.cbrands.com), Crossmark (www.Crossmark.com), World Kitchen (www.shopworldkitchen.com) &
OLFA (www.olfa.com). The latter two involving work in both North America (U.S and Canada) and Mexico/Puerto Rico with
exposure to Latin America and Europe. Roles and responsibilities have included Sales, Sales Management and Category
Management in all classes of trade including, but not limited to: Mass, Department Stores, Grocery, Specialty, Club, C-Stores,
DIY and Restaurants. Proven abilities in customer relations, team building, data gathering, interpretation, preparation and
presentation. Client focused with a strong background in analytics. B.A in Spanish with a firm Liberal Arts education and broad
experience has supported me in my strengths of being a creative, yet critical thinker as well as a successful communicator.
Specialties:
Proven Able To Quickly Develop Top Down Relationships With Customer Leadership Through Market and Consumer Insights,
Strategic Planning, Data Mining, Project Management, Fact Based Selling, Mentoring and Teaching, Team Building and
Motivation. Technical Excellence in Access, Excel, PowerPoint as well as a variety of software applications used to gather
information: SAP, Cognos, Retail Link and other proprietary SQL queries.
Myers-Briggs Type
Indicator®

3. Housewares
Hardware/Craft
& Hobby
Beverage – Among Others,,, HBC – Among
Others

4. TARGET

5. Making Sense of Information – The “What”

6. Mining The Data
I was engaged to provided category vision and leadership for multiple product lines in a
consumer-focused business. In a traditional scenario there are several lines of
information to follow and understand in order to come to conclusions.
However, when I started my work with World Kitchen, I soon discovered that we had a
number of customers providing data, but that there was no method to understand and
apply it to our business.
Step one involved learning and understanding how the information is captured.
Item PrimaryVPN PrimaryUPC Sales$ CurrInv$ IT$ OO$ S/T% SalesUnits CurrInvUnits ITUnits OOUnits MerchItemCost CurrPrice AvgSellingPrice
13573019 POPINS15OZOVALDISH 1040736 71160312357 $600 $36,546 $0 $48 1.65% 51 3,048 0 4 $5.22 $11.99 $11.77
13571880 FRENCHWHITEII8"SQUAREDISH 1047978 71160001152 $0 $0 $0 0 0 0 $10.01 $0.01
13476007 CORELLE4PCCASSEROLE-ABUNDANCE 1046978 71160000100 $26 $0 $0 0.00% 2 0 0 $15.37 $13.20
107326 11 10 4 0 10177 0 A0711600468491078577 RETSI C001012 0 1 0 3 0 0 10/2/2010
107326 11 10 4 0 10177 0 A0711600468491078577 RETSI C001015 0 0 0 2 0 0 10/2/2010
107326 11 10 4 0 10177 0 A0711600468491078577 RETSI C001018 0 0 0 3 0 0 10/2/2010
Product# ProductDescription Status Part# TYLandedCost TYRetailPrice LYRetailPrice LastPromoPrice TYShipUnits TYRetailUnits TYpos%promo TYRetailDollars 2010-01-30RetailInv 2010-01-30CorpInvUnits
420577 16PCPUREWHITESQ ACT 1069958 $46.57 $49.99 $59.99 $44.99 61 103 0% $5,136.45 1,234 170
420584 SUMMERMEADOW20PCSET DWO 1077312 $48.05 $59.99 $59.99 $0.00 0 6 0% $164.65 114 0
420610 BAMBOOLEAF16PCSET ACT 1074309 $46.57 $49.99 $59.99 $44.99 55 89 0% $4,459.11 1,140 102
420630 MANDERINFLWR16PSET ACT 1080178 $46.57 $49.99 $59.99 $44.99 56 72 0% $3,506.47 839 10
Some Looked Like This,,,
Some Looked Like This,,,
Some Looked Like This,,,
,,,they all looked different - with different levels of detail (only some of which is shown here)
and came in different formats – spreadheets, CSV files, SQL query designs, etc..– “Data
Dumps”

7. Mining The Data - Microsoft Access
•Access allows us to combine multiple sources into one repository, query that information and then send out
to an Excel pivot table were we then link to PowerPoint to created easily updated reports.
•Access use at WK was limited to Business Information. I took the initiative to bring it into Category
Management for Canada and apply it to housing the master databases for all customer sales files.
Step two involved putting the available data into an organized format to get the “plain
English” out of often what appeared to be indefinable gibberish.
Make The Tables,,,
,,, Write The Queries
,,, Return The Results

8. Mining The Data – The Output
Step three was creating the reporting tools by which we were able to see and easily
understand our position with our customers.
Sales trends, inventory positions, brand support, promotional effectiveness and other metrics were all
more readily identified by the Retailer Scorecards I created.
These tools allowed instant access to performance from the top (overall) down through the categories,
to the segments, to the brands, to the items. By week, month, year – it was all in one series of reports.
$$$ Sales $$$ % CH YA $$$ LY Unit Sales Units % CH YA Units LY Ave Ret TY Ave Ret LY Ave Ret Ch YA Ave Wks Supply
Total $6,341,265 -4.7 $6,655,183 751,710 -18.6 923,099 $8.44 $7.21 $1.23 26
MONTH$$$ Sales $$$ % CH Units Units % CH Ave Retail Ave Ret CH
JAN $770,935 1.9% 64,600 -14.4% $11.93 $1.91
FEB $660,744 13.0% 71,162 -2.1% $9.29 $1.24
MAR $625,502 -4.0% 66,322 -10.7% $9.43 $0.66
APR $693,911 -8.3% 62,074 -4.0% $11.18 -$0.53
MAY $667,846 -7.8% 63,807 -11.7% $10.47 $0.44
JUN $474,843 -5.6% 40,617 -10.2% $11.69 $0.57
JUL $616,116 -22.6% 53,842 -36.3% $11.44 $2.02
AUG $504,899 -24.9% 46,444 -41.5% $10.87 $2.41
SEP $745,783 6.7% 81,512 23.2% $9.15 -$1.42
0
20,000
40,000
60,000
80,000
100,000
120,000
$0
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
$350,000
$400,000
$450,000
$500,000
49 50 51 52 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35
$$$ & UNITS BY WEEK: VS YEAR AGO
$$$ LY $$$ Sales Unit Sales Units LY
HeavyDuty
72.0%
ExtraHD
21.5%
StandardDuty
2.8%
Programs &
Accessories
2.5%
Specialty
0.8%
Art &Craft
0.4%
UNIT SHARE OF SALES
0
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
$0
$10,000,000
$20,000,000
$30,000,000
$40,000,000
$50,000,000
$60,000,000
$70,000,000
$80,000,000
$90,000,000
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC
CUMULATIVE POS: $$$ And Unit Opportunity Gaps
2009 - POS$$$ 2010 - POS$$$ 2009 - Units 2010 - Units
Having created these tools, I trained
Sales, Supply Chain and Marketing on
how to employ these for greater effect to
our everyday business.
Moreover, they were embraced by our
customer base as the “go to” source for
meetings and reviews.

9. Creating Insight And Deliverables – The “So Whats”,,,
While The Scorecards Are A Wonderful Reference And
Provide Great “What’s” For The Business, They Are Only
As Good As What We Are Able To Learn From Them.

10. Once we could comprehend our activity in our customer base, the next step was to glean meaning from the
data results and develop a more effective strategy for managing our business.
So What’s:
oSales – Sales and InventoryTrends by Category, Segment, Brand, Sub Brand and Items not only gave
us a better understanding of what our customers performance was YTD, by month or by week, but also
allowed for better risk/opportunity management.
oMarketing – Provided direction on what brands and items were being embraced by consumers and
lead to their creating targeted campaigns to leverage those strengths or shore up leaks.
oSupply Chain – New found access to inventory levels and purchasing behavior allowed for better
management on the back end to increase order efficiencies, improve fill rates and keep customer
Instock% metric above benchmark
Creating Insights - The Customers
 Dinnerware: $$$ -12.5%, -20 % Units. While Hearthstone Is Way Up, It’s Got A Smaller Base And Won’t Effect Total Category.
 Bakeware: $$$ +11.7%, -8% Units. Build Assortment & Promotion Around Successful 12 Pc FW Set.
• Metal: $$$ -21%, Glass: $$$ -8%, Ceramic $$$ +115%, Lightweight +25.7%
 Cutlery: $$$ -42%, -22% Units. Effected By PAO Exit. Time For Chicago Cutlery Distribution.
 Kitchenware: $$$ -66%, -58% Units – Exiting PAO, Replace With Pyrex
 Cookware: $$$ -70%, -60% Units – Only .2% Of Sales - An Opportunity To Build On.
RISKS: Corningware Suffering Soft Sell Through.
OPPORTUNITIES: Corelle Open Stock – Add Winter Frost White Sets.
Pyrex– No Competitive Presence In This Account, BUT 6 Pc Storage Set Coming Into Inventory – Great Win!
Trade Up Cutlery Business By Adding Chicago Cutlery
1 2 3 4 5 6 7
31-Jan-10 7-Feb-10 14-Feb-10 21-Feb-10 28-Feb-10 7-Mar-10 14-Mar-10
Sku Description AVERAGE %Instock %Instock %Instock %Instock %Instock %Instock %Instock
BOWL 10OZ PURE WHT SQ RND CORELLE 95.9% 95.7% 95.3% 96.4% 96.4% 95.3% 96.4% 96.0%
28 OZ BOWL WFW SERVEWARE WHT 93.6% 93.0% 94.5% 93.4% 93.4% 94.1% 94.9% 94.5%
RAMEKIN 6OZ WFW SERVEWARE WHT 92.8% 93.0% 93.0% 92.3% 93.0% 96.7% 97.4% 97.4%
12OZ RICE BOWL WFW SERVEWARE WHT 94.1% 94.1% 94.9% 94.1% 93.4% 93.8% 97.8% 96.3%
PYREX GRIP-RITE 2.5QT TEARDROP BOWL 99.8% 99.6% 100.0% 100.0% 99.6% 99.6% 99.6% 99.6%
Fiscal week
Sample
Sample
Sample

11. Having successfully captured our portfolio activity within our customers, the next step in gaining better
understanding of our business was to consider how that relates to the market as a whole.
For that we turned to ACNeilsen, IRI, NPD, and other sources which provided the raw data for us to draw
conclusions from. Once again, there was a lot of scrubbing to be done to get an accurate picture.
Creating Insights – The Syndicated Market
CLASS (All)
CONFIGURATION (All)
PRODUCT (All)
Description (All)
UPC (All)
Geography National
Price Point (All)
SEGMENT (All)
BRAND US (All)
Year Values
2010
CATEGORY US $ Share $ Volume $ % CH Unit Share Units Units % CH Ave Ret Ave Ret CH Ave Ret % CH
Rangetop 45.6% $150,514,807 13.6% 19.3% 5,428,154 18.5% $27.73 -$1.19 -4.1%
Bakeware 25.2% $83,141,145 6.2% 29.7% 8,363,782 0.9% $9.94 $0.50 5.3%
Dinnerware 20.1% $66,458,646 -4.1% 33.9% 9,547,580 -6.8% $6.96 $0.19 2.8%
Kitchenware 2.5% $8,141,221 -1.9% 4.5% 1,258,688 12.2% $6.47 -$0.93 -12.6%
Food Storage 2.1% $7,092,877 32.2% 3.0% 857,999 24.6% $8.27 $0.48 6.1%
Tabletop 2.1% $6,871,431 -5.6% 3.2% 908,530 -16.3% $7.56 $0.86 12.8%
Beverageware 1.4% $4,552,052 13.7% 3.9% 1,108,868 0.0% $4.11 $0.50 13.8%
General Merchandise 0.7% $2,290,717 -8.1% 1.7% 488,010 -17.4% $4.69 $0.48 11.3%
Microwave Bakeware 0.3% $849,363 -6.3% 0.8% 219,089 -16.1% $3.88 $0.41 11.7%
Cutlery 0.0% $10,916 -22.5% 0.0% 6,303 130.4% $1.73 -$3.41 -66.3%
Barbecue Cookware 0.0% $358 -86.4% 0.0% 29 -90.0% $12.34 $3.27 36.0%
Grand Total 100.0% $329,923,533 7.0% 100.0% 28,187,032 0.8% $11.70 $0.68 6.2%
In mirroring the customer reporting, I created tables for the market
to reflect sales from the general (categories, regions) to the
specific (brands, skus). In so doing, it made for a concise yet
thorough tool to apply not only to our company position as a
whole, but also to account specific management.
So What?
We could now more accurately see share of market and trends for our categories, brands and items.
Speak to customer initiatives more effectively – show them what’s winning and loosing outside their door.
Address business issues such as account planning and product potential.
Design a better strategy to market to the market.

12. Presenting The Findings
With All This Now At Our Disposal And A Competitive
Market In Which To Work, It Was Time To Get The Word
Out.

13. Working closely with Sales and Marketing, and having created the process and reports, I had intimate
knowledge of how they reflect performance and was involved in many customer “Top To Tops” and
internal Executive meetings.
Scorecards quickly became a vital part of our everyday relationship with our customers. Once the Sales
Team was given a walk through of how we looked a their performance, they quickly embraced the tools and
took them to the accounts, who in turn, made them an integral part of monthly meetings. In conjunction with
their proprietary reports, the customers appreciated a deep dive into their business.
Customer Rollups were created for internal use as a monthly review of our top accounts performance.
80% of our business base was, for the first time, captured from the perspective of not only what were we
selling to them, but also what they in turn were doing in the stores. These findings were instrumental in
completing business planning exercises, managing risks and opportunities, planning promotional activity and
tracking new product launches.
Shipment Tables were also given birth to as another way to assess our position in the market and relied on
by the marketing and broker community in planning account initiatives.
ACNielsen data, while not as consistently available, was also brought to the table as another resource for
managing our market.
In all, I applied this process to 15 accounts and two sales divisions. It is appropriate to
mention that many companies assign only a few accounts to either an individual or a
team.
Presenting The Findings

14. Taking Action
Now That The Company AND The Customers Are Engaged
In The “So What’s”, It’s Time To Execute,,,

15. Built on the fact based platforms we have already, taking action takes many forms.
Depending on the account, the company needs and the situation, I performed any number of
activities, including, but not limited to:
Communicating risks and opportunities with appropriate solutions to Sales/Marketing/Supply Chain:
Assortment, Pricing, Promotion and Merchandising,,,
Creating effective schematics for customers to apply and increase their overall business as well as
business for the company.
Training other departments, team members and customers on how to apply the tools and in some
cases, how to create them.
Taking Action
 Risks:
• Inventory Levels Across The Account Are Still High, August Got Down to 8 Weeks Of Supply Overall, Then September
Finished At 55. Wide Swings In Replenishment.
• World Kitchen Is the #1 Advertised Supplier (With 29 Ads YTD (+4). Need To Maintain That Support.
 Opportunities:
• Ad Counts For Housewares Show An Increase of 28 More This Year Overall, And A Backing Away From Category Wide
& Private Label. Focus On Name Brands
• Pyrex Kitchenware And No Leak Lids.
• Chicago Cutlery Distribution – Selected Blocks and Open Stock
• Need To Drive Promotions Around Bakeware & Dinnerware To Recoup Losses. Corningware and Hearthstone Have
Carried The Last Three Months. Pyrex Needs Support, Too.
Sample

16. Reviewing The Results
What Is The Reaction To The Action We’ve Taken?

17. Reviewing The Results
This begins the cycle again and, depending on the scope of the project, provides
direction for further activity. Some of the issues commonly faced are:
Short Term:
•Promotion – how did a product perform when promoted? Lift Analysis.
•Distribution – Are we reaching the audience?
•Supply Chain – Are we at optimal delivery and fill rates?
Long Term:
•Product Development –
•What are the consumers embracing?
•Innovation
•Planograms –
•Are they generating excitement and profitable volume?
•How should they be manipulated?
•Pricing –
•What are the “sweet” spots?
•How can we get there?
•How does this affect profitability?

18. Achieving Mutual Goals
The Target Is To Ensure That We As A Company And Our Customers
Arrive Together At Our Common Destination – Success.

19. When I took on my most recent role, I was faced with several challenges in the markets I was
involved in to overcome in reaching this final step:
 There was no process as described being applied – I developed it.
A collection of some customer data that needed mining and applying, but not a
comprehensive collection – I sought out all the available sources and created a
common platform to use in turning what many times was hard to understand data
into “plain English”.
Sales, Marketing and Supply Chain departments that were new to the concepts of
Category Management - I trained them on the tools.
It was my goal to create something from nothing – we were first to market in our categories to
bring this sort of approach to our customers.
It was my company’s goal to apply traditional Category Management practices to our teams
outside the U.S. – now they have a better understanding of our business as a whole.
It was our customer’s goal to be armed with deliverable insights and information to best
compete in a very concentrated and competitive market – as a result of my work, my tools have
become a valuable part of our business together and I have been invited to partner with several
in enhancing their positions.
Achieving Mutual Goals

20. While I have worked with many good people involved with IT and data management, I broadly
suggest that they are not the most optimal group to make presentations in sales oriented arenas
(unless they are of a technical nature).
I also suggest that many of the finest Sales departments I have been a part of do not
understand the intricacies of how data is not only come by but also a necessary part of how they
present.
I am unique in that I have the proven ability to not only source and manage information, but also
to create and deliver presentations to many levels of leadership either internally or among a
broad based customer bank. I have done all this for both durable and consumable goods in a
wide variety of channels in the U.S, Canada, Mexico and Puerto Rico.
I’m adaptable, have an intense desire to constantly learn and teach others, and a passion for
doing things effectively and efficiently.
I offer the following endorsements for your review:
Summary

21. Recommendations And Endorsements – World Kitchen, LLC
“Simply put: Ted is thorough, efficient, professional and positive. His support on my business always
strengthened my customer business relationships through his accurate, concise and targeted support
data and strategy recommendation. I would strongly recommend Ted in any Sales or Category
Management capacity if you are looking for someone with these credentials.”
- Danny Stumpo, National Account Manager, World Kitchen, Canada. October, 2010
“I had the pleasure to work with Ted Hart for over 3 years. Ted’s extensive knowledge in sales and
category management was a tremendous asset to me and the other National Account Managers at
World Kitchen. Ted has a unique ability at assessing all of the forces within the retail environment that
impact both retailers and supplier. His grounded sales background along with his knowledgeable
category analytics assist sales and brand managers to make the right decisions with their business. I
would highly recommend Ted Hart for any position that involves category and sales analysis. Ted has
both the experience and the insight to succeed at a very high level.”
- Rob Hargrave, National Account Manager, World Kitchen, Canada. October, 2010
“Ted is without question one of the best Category people in the business. He is extremely personable,
great at the analytics, and always there when you need him the most. Ted quickly became an expert on
the Canadian business, and it was always a pleasure to discuss politics, the economy, etc. I hope one
day to be one of Ted's clients, until then, he will be a great asset to the next company he joins.”
- Rob Tanner, Vice President, World Kitchen, Canada. March, 2009
“Ted is a valued contributor to any business discipline. Ted's "get in done" approach is of significant value
to working in team situations. His confidence is recognized in key high level customer presentastions.
Anyone considering Ted for employment should not pass this opportunity by.”
- Joe Davies, National Account Manager, World Kitchen, Canada. March, 2009
“Ted brings exceptional knowledge of category management to the Canadian market. He is analytical,
detail-oriented and results driven. A team player dedicated to making the organization successful. He
would be an asset to any team. I have thoroughly enjoyed working with Ted throughout the years.”
- Sue Montesi, Trade Marketing Manager, World Kitchen, Canada. April, 2008

22. Recommendations And Endorsements – World Kitchen, LLC
“Ted is the most desired senior leader of Category Management in that he also has a Sales background and
moves comfortably in and out of Sales and Category Management roles (for both Consumables and
Durables). He is highly technical with an unwavering desire to master complex analytical applications such
as advanced Microsoft Access. Ted is a self-starter, you only need to point him in the right direction and he
will run the show and what a comforting feeling that is as a manager to have (Ted led or efforts to expand
Category Management north and south of the US). And his results, nothing short of excellent as exhibited by
him winning the coveted President's Award in Sales for World Kitchen. Ted’s retail partners absolutely
consider him an indispensable part of their business and he was routinely invited to partner with many
accounts, including Walmart. I have worked with Ted at both Constellation Brands and World Kitchen and
without a doubt consider him an immense resource and a great mentor/leader to those around him for any
company. He is a consummate gentleman who knows that his greatest accomplishments will ultimately be
having a happy and healthy life with his family.”
- Ken Cox, Vice President Customer Marketing/Category Management, World Kitchen. January, 2009
“Category can sometimes be too esoteric and sometimes much too tactical. Ted is the person who has found a
way to blend these to the perfection of a fine wine. He provides dramatic and creative insight and always ties it
back to action items and impact. Buyers find instantaneous value from his analytics and reporting while internal
customers want more of his time to uncover the next hidden opportunity they can go convert from a fact based
plan. On top of all this, it was a very pleasurable experience to work with a gentleman I now consider to be a
friend, Mr .Ted Hart.”
- Clint Lazenby, Director Of Global Accounts/GM Latin America And Europe, World Kitchen. May, 2008
“Ted Hart is a dedicated, sensitive and thoughtful professional. He takes his work very seriously and
delivers results; however, his personal style is informal and he does not take himself seriously......perfect
example of a team player. His engaging demeanor, accurate and well prepared reports and the
professional way in which he delivered them to our customers (in English and sometimes even in Spanish)
helped us advance our relationship with our accounts. I am pleased to recommend Ted Hart as a very
professional senior category manager. “
- Grizel V. Monroy, Director – Latin America, World Kitchen. April 2008

23. Recommendations And Endorsements – OLFA
“Ted was an important link to my national accounts. He was able to take a hodgepodge of data and align
it so that it made sense for my customers. He was always open to new ideas and different ways of
thinking. A true asset to my business.”
- Heidi Severson, National Account Manager, OLFA. April, 2009
“Ted Hart is an intelligent, resourceful and dedicated individual. He works well independently and is a great
team member. His expertise in category management is exceptional. Ted provided category data for
complex businesses and pulled together a compelling story for every report completed even when the data
available wasn't easily accessible or complete. Ted is a positive and energetic individual who is the first to
take on any task even when it's not within his bucket of responsibilities. It was a pleasure working with
Ted.”
- Caren Wax, Sr. Brand Manager, OLFA, April 2009
“Ted would be an asset to any company. He is amazing with pivot tables and interpreting data. He is a
diligent worker and great at multi-tasking. I would highly recommend Ted.”
- Janet Wood, Supply Chain Manager, OLFA. April, 2009
“Ted was great to work with - he has a tremendous can do attitude and fantastic follow through. A class
individual who always brought value to the table.”
- Mike Riley, Wine Category Manager, Wegman’s Food Markets. March, 2009
Recommendations And Endorsements - Constellation Brands
“Ted worked for me at Constellation and was an excellent employee. Very detailed oriented, loves to sell
and was one of my most dependable and trustworthy team member. Ted would be an asset for any
company that decides they need an employee with top notch selling and category management skills.”
- Nick Shoults, Director Of Category Management, East Division. March, 2009

24. Recommendations And Endorsements – Virginia Imports
“I was Ted Hart's immediate supervisor while he worked at Virginia Imports. During that time Ted
tackled all assignments consistently using a well thought out plan. Ted developed marketing plans and
presented them to our customers which helped increase our business. His communication and
computer skills are top notch and was always a team player. He would be an asset to any organization.”
- Sheila Davis, Vice President/ General Manager, Virginia Imports. Ltd. April, 2009
“Ted Hart is an outstanding worker that is self motivated and a great team player. His outlook is always
positive and it rubs off on those that work with him. Ted is detail oriented and a quick learner. I give Ted
my highest recommendation.”
- Jay Colston, President, Virginia Imports. Ltd. October, 2009