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12.10.13 consulting overview

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12.10.13 consulting overview

  1. 1. - “Charting the Future” ADVISORY SERVICES AND STAGE GATE MENU STAGE 1 PROJECT-BASED CONSULTATION STAGE 2 RETAINER-BASED CONSULTATION UNDERSTAND MARKET SERVED ASSESS CURRENT POSITION IDENTIFY ELEMENTS OF STRATEGY DEVELOP TACTICAL PLANS DEFINE OPERATING MODEL TOPIC EXAMPLES TOPIC EXAMPLES TOPIC EXAMPLES TOPIC EXAMPLES TOPIC EXAMPLES Market Size Growth Segmentation Target Consumer Retailer Requirements Competition Growth Barriers Brand Identity Positioning Statement On-Line Presence Target Consumer Product Line Target Channels Historical Brand Performance Specific Business Objectives Required Competency Sales Plan Target Geography Marketing Plan Size and Capabilities Value Proposition SWOT Analysis Plan of Attack Merchandise Plan (Product) Sourcing Model ADDED ADVISORY SERVICES SET FINANCIAL PLAN TOPIC EXAMPLES Supply Chain Sales & Margin Plan Operating Procedures Capital Budget Logistics Partners Cash Flow Optimization IT Plan P&L Organization /HR Balance Sheet Comp. Schemes Asset Utilization Financial Reporting and Controls CAPITAL STRUCTURE INDUSTRY EXPERTISE TOPIC EXAMPLES TOPIC EXAMPLES Capital Requirements Capital Source I.D. Enterprise Value Optimization Acquisitions Strategic Partners Licensing Investor Due Diligence Acquisition / Partner Search Licensing Sale of Business Business Planning Investor Package Review Crowdfunding Platforms Board of Director / Advisory Boards NOTES: Ensure key sequential product to market stages: a. Product Assortment to sell in. b. Product line planning. c. Sales programs and strategy. d. Marketing programs and strategy. e. Sales execution plan. f. Execution calendar. THREE-YEAR STRATEGY: Semi-Annual review and pivot recommendations. MARK G. ANDERSON 949-244-9991     MICHAEL LUNDSGAARD 310-897-1841
  2. 2. UNDERSTAND MARKET SERVED Market Size / Growth / Segmentation / Target Consumer / Retailer Requirements / Competition / Growth Barriers True North International can help you determine the global market potential of your brand by identifying market size, prioritized growth potential, segments to target, the consumer within that segment, the retailers that will deliver your brand, the strengths and weaknesses of your competition and the barriers to success. CATEGORY)OPPORTUNITY) MENS) CATEGORY)OPPORTUNITY) WOMENS) PERCENT)OF)MENS)FOOTWEAR)SOLD) PERCENT)OF)WOMENS)FOOTWEAR)SOLD) ALL"OTHER" MENS"SLIPPERS" MENS"SANDALS" WOMENS"SLIPPERS" MENS"BOOTS" WOMENS"DRESS"SANDALS" YOUNG"MENS" WOMENS"BETTER"DRESS" MENS"CASUAL" WOMENS"ATHLETIC"/"ACTIVE" MENS"DRESS" SEASONAL"BOOTS"/"SANDALS" MENS"ACTIVE"/"ATHLETIC" 0" 0" 5" 10" 15" 20" 25" RANGE&ROVER&CONSUMER& MARK G. ANDERSON 949-244-9991   5" 10" 15" 20" 25" 30" 35" 40" 45" 30" LAND%ROVER%CONSUMER%   MICHAEL LUNDSGAARD 310-897-1841
  3. 3. ASSESS CURRENT POSITION Brand Identity / On-Line Presence / Product Line / Historical Brand Performance / Size and Capabilities / SWOT Analysis With knowledge of your consumer and the prioritized product segments that will deliver your brand, True North International can then help you to evaluate your internal strengths and weaknesses, allowing you to properly invest in the assets necessary to succeed with your Brand Action Plan. CRITERIA EXAMPLES Advantages of proposition? Capabilities? Competitive advantages? USP's (unique selling points)? Resources, Assets, People? Experience, knowledge, data? Financial reserves, likely returns? Marketing - reach, distribution, awareness? Innovative aspects? Location and geographical? Price, value, quality? Accreditations, qualifications, certifications? Strengths 1. USP’s – Textile wrap – grosgrain / Accent insole and outsole- Stamped leather – intricate patterns. Pantoffle / Babbouche opp. for Spring. 2. Unknown – can craft image and niche. 3. Resources / Assets a. Anas in Italy right next to the factory. b. Xxxx Xxxxx Capital, the backing to makes sure the brand strategy can methodically be done right! 5 year plan. 4. Start-Up, low overhead and sound financial backing should enable competitive pricing. 5. Experience and market knowledge of Weaknesses 1. Unknown Brand / no usable brand assets. 2. Unknown Image – potentially lost on retail floor. No clear/consistent distinctive identity. Opportunities 1. To craft an image from scratch to fit the market need and niche. 2. Brand origin (Jordan) is a market opportunity targeting high disposable income loyalists. Threats 1. The Economy / Timing 2. Name / pronunciation backlash 3. Pricing Strengths – Elaborated in great detail with examples, photos, interviews and testimonials. 1. USP’s – Textile wrap – grosgrain / Accent in-sole and outsole- Stamped leather – intricate patterns. Pantoffle opportunity for Spring. As a Unique Selling Point – the possibility exists to use the brands heritage (Jordan) and the history of footwear in that region and apply it to today’s styles. 2. The Xxx Xxx brand is unknown – can craft image and niche – the image is not predetermined in this market. 3. Resources / Assets: A. Anas is located in Europe – in Italy right next to the factory / his heritage is Jordanian and he lived in the U.S. for many, many years giving him a very diverse international outlook. B. Xxxx Xxxxx Capital, the backing to makes sure the brand strategy can MARK G. ANDERSON 949-244-9991     MICHAEL LUNDSGAARD 310-897-1841
  4. 4. IDENTIFY ELEMENTS OF STRATEGY Positioning Statement / Target Consumer / Target Channels / Target Geography / Value Proposition / Plan of Attack Now, reflected in great detail, True North International can help to outline the systematic steps necessary to execute your plans. CATALOG HOUSE DISCOUNT DEPARTMENT STORE FLASH SITE FOOTWEAR SPECIALTY INDEPENDENT SPECIALTY ON LINE DISCOUNT ON LINE RETAIL VOLUME DISCOUNT TOTAL BRAND&PRODUCT&RULES& LOOK&AND&MATERIALS& UPPERS& LAND&ROVER&3&RUGGED& RANGE&ROVER&3&REFINED& !PEBBLED!LEATHERS! !NAPA!LEATHERS! !DISTRESSED!LEATHERS! !IRREGULAR!MOTTLED!LEATHERS! !OILED!SUEDES!AND!NUBUCK! !HEAVY!CANVAS! !RAW!EDGE! !BURNISHED!LEATHERS! !UNIFORM!MOTTLED!LEATHERS! !NUBUCK! !HEAVY!LINEN! !FINISHED!EDGE! FUNCTIONAL* MARK G. ANDERSON 949-244-9991   SLEEK* CONTEMPORARY* CAT DIS DS FLSH FS IS OLD OLR VD 1 1 81 26 32 141 CONCEPT'ACTION'PLAN' LAND'ROVER'–"INTRODUCE"COMFORTABLE," FUNCTIONAL,"AFFORDABLE,"INNOVATIVE"AND" STYLISH"FOOTWEAR"TO"THIS"CONSERVATIVE" BRAND"LOYAL"CONSUMER"AND"IN"THIS"DISTINCT" ORDER"OF"PRIORITY" RANGE'ROVER'–"INTRODUCE"STYLISH," INNOVATIVE,"COMFORTABLE,"FUNCTIONAL"AND" AFFORDABLE"FOOTWEAR"TO"THIS"FASHIONABLE" BRAND"LOYAL"CONSUMER"AND"IN"THIS"DISTINCT" ORDER"OF"PRIORITY' "   MICHAEL LUNDSGAARD 310-897-1841
  5. 5. DEVELOP TACTICAL PLANS Specific Business Objectives / Required Competency / Sales Plan / Marketing Plan / Merchandise Plan / Sourcing True North International can outline the specific sales and marketing plans that will guide you toward achieving your business objectives. ACCOUNT DOORS CHANNEL CITY NORM THOMPSON 1 NORM THOMPSON ON LINE 1 RUDDY DUCK 1 SHOE MILL 7 SHOE MILL ON LINE 1 ZELDAS SHOE BAR 1 5 DOORS UP / WOOLY MAMMOTH 1 AMAZON 1 NORDSTROM 117 NORDSTROM ON LINE 1 NORDSTROM RACK 95 MENS 54564 CAT OLR IS FS OLR FS FS OLR DS OLR DIS STATE HILLSBORO HILLSBORO HOOD RIVER PORTLAND PORTLAND PORTLAND SEATTLE SEATTLE SEATTLE SEATTLE SEATTLE TOTAL PER QUARTER 2019 WOMENS KIDS TOTAL PAIRS 84592 22738 $8,336,134 OR OR OR OR OR OR WA WA WA WA WA ZIP 97124 97124 97031 97222 97222 97210 98109 98101 98101 98101 OCT 0 1 0 0 1 0 0 0 0 1 50 DOORS SOLD NOV DEC 0 0 1 1 0 0 1 0 1 1 0 0 0 0 1 0 20 0 1 1 0 10 OCT 0% 0% 0% 0% 0% 0% 0% 10% 10% 10% 20% DISCOUNTS NOV 0% 0% 0% 20% 0% 0% 0% 33% 10% 10% 20% DEC 0% 0% 0% 0% 0% 0% 0% 10% 10% 10% 20% MENS 36 24 36 36 12 0 36 60 0 60 72 PAIRS PER DOOR WOMENS KIDS 48 0 36 12 48 48 48 0 12 0 72 0 48 0 120 120 0 48 72 48 96 0 MENS $60.00 $60.00 $60.00 $60.00 $60.00 $60.00 $60.00 $60.00 $60.00 $60.00 $60.00 AVERAGE PRICE WOMENS $75.00 $75.00 $75.00 $75.00 $75.00 $75.00 $75.00 $75.00 $75.00 $75.00 $75.00 KIDS $35.00 $35.00 $35.00 $35.00 $35.00 $35.00 $35.00 $35.00 $35.00 $35.00 $35.00 NET SALES $7,277,878 17310 24240 13902 $2,702,310 $1,943,480 69866 103620 39606 $13,349,670 $11,363,570 18060 24624 6910 $3,172,250 $2,597,376 159,800 237,076 83,156 PAIR MENS WOMENS KIDS 480,032 33.29% 49.39% 17.32% $---27,560,364 $-23,182,304 Target $33 18,200,000 GROSS-PROFIT $33333,206,009 $33333333 623,093 $33334,604,424 $33333333 988,593 TOTAL $----9,422,119 GROSS-MARGIN Q1AQ4 TOTAL-YEAR MARK G. ANDERSON 949-244-9991   44.05% 32.06% 40.52% 38.06% 40.64%   MICHAEL LUNDSGAARD 310-897-1841
  6. 6. DEFINE OPERATING MODEL Define Supply Chain / Define Operating Procedures / Select Logistics Partners / Develop IT Plan / Organization / HR / Compensation Schemes / Financial Reporting and Controls True North International can help you select economical and efficient sourcing and third party operations partners as well as define an organization to execute. NORTH AMERICA SOURCING PLAN CHINA China Shoe Bond New Allied VIETNAM OSCO (OGGI) INDIA Vista Shoes Bachi Choudary Indiport PA Footwear Kiwi Enterprises PVT Leayan Global Roger Industries Limited Leiner BANGLADESH Sonali INDONESIA Karindo MOROCCO Morosco PORTUGAL Jefar Pedouro Gemeos Arto-Ri SPAIN Calzados Kepis Director 3/1/13 Kids Director 3/1/13 Product Development / Contract 3/1/13 Retail Sales / Contract 1/1/14 Seattle 2013 Marketing Director / Web Services 7/1/13 Operations / HR 3/1/13 Social Media / Publicity / PR 8/1/13 Customer Service 6/1/13 Web Services / IT 1/1/14 Fulfillment / Distribution Center 1/1/14 Sales Director / Adult 7/1/13 Retail Sales / Contract Seattle 2013 Add thru year Retail Sales / Contract New York 2013 Add thru year On Line Sales MARK G. ANDERSON 949-244-9991     MICHAEL LUNDSGAARD 310-897-1841
  7. 7. SET FINANCIAL PLAN Sales & Margin Plan / Capital Budget / Cash Flow Optimization / P & L / Balance Sheet / Asset Utilization True North International can role up all of the costs and margin plans to accurate reflect in the financials. Projected January 2018 Cost<of<Goods<Sold: ))Inventory).)Beginning) ))Finished)goods)purchases ))Freight)(3.5%)of)net)sales) ))Duties,)Customs)(15%)of)cost)purchases) ))Royalties).)wholesale)(0,6,)7,)8) ))Inventory).)Ending Total<Cost<of<Goods<Sold Gross<Profit Projected March 2018 Projected April 2018 $)))))))) 843,980 $)))))))))))) 8,000 $)))))))))) 10,550 )$.)) )$.)) $)))))))) 862,530 $))) 1,636,970 $))))))))) 11,000 $))))))))) 20,462 )$.)) )$.)) $))) 1,668,432 $)))) 1,900,150 $))))))))) 15,000 $))))))))) 23,752 )$.)) )$.)) $)))) 1,938,902 $))))))))) 97,680 $))))))))) 18,000 $))))))))))) 1,221 )$.)) )$.)) $))))))) 116,901 $))))) 1,285,806 $)))))))) 950,075 3.5% $)))))))))) 51,752 15.3% )$.)) 6.0% $)))))))))) 67,518 $)))) (1,848,243) $)))))))) 506,909 $))) 1,848,243 $))))))))) 48,840 $))))))) 100,106 )$.)) $))))))) 130,958 $)) (1,213,512) $))))))) 914,634 $)))) 1,213,512 $)))) 1,133,371 $))))))) 667,110 $))))))))) 92,310 $))))))) 116,334 $))))))))))) 7,014 )$.)) )$.)) $))))))) 152,012 $))))))))))) 7,814 $)) (1,133,371) $)) (1,182,772) $)))) 1,015,597 $))))))))) 57,737 $)))))))) 355,621 $))))))) 753,798 $))))))) 923,305 41% Revenues: ))Sales).)wholesale ))Sales).)Retail ))Sales).)Shipping)wholesale ))Sales).)Shipping)retail ))Returns,)allowances)and)discounts)@)5% Net<Revenues Projected February 2018 45% )$.)) 5.0% 2.50% 1.25% 1.3% Projected October 2018 Projected November 2018 Projected December 2018 Year<Ended 2018 $)))))) 676,330 $)))))))) 30,000 $)))))))))) 8,454 )$.)) )$.)) $)))))) 714,784 $))))))) 158,700 $))))))))) 30,000 $))))))))))) 1,984 )$.)) )$.)) $))))))) 190,684 $))))) 696,920 $))))))) 50,000 $))))))))) 8,712 )$.)) )$.)) $))))) 755,632 $))))) 376,500 $))))))) 75,000 $))))))))) 4,706 )$.)) )$.)) $))))) 456,206 $)) 11,734,600 $)))))))362,000 $)))))))146,683 )$.)) )$.)) $)) 12,243,283 $)) 1,182,772 $)))))))) 699,404 $)))))) 2,279,340 $))))) 227,315 $))))) 1,686,950 $))))))))) 338,165 $))))))) 82,554 $)))))))))) 13,016 $))))))))))) 29,719 )$.)) )$.)) )$.)) $))))) 106,738 $)))))))))) 14,770 $))))))))))) 36,370 $)))) (699,404) $)))) (2,279,340) $)))) (2,349,704) $))))) 899,975 $)))))))) 134,799 $))))))))) 333,890 $)) 2,349,704 $)))))) 975,500 $))))))) 79,350 $)))))) 348,460 $))))) 207,064 $)))))))) 42,887 )$.)) )$.)) $))))) 269,912 $)))))))) 54,106 $)))) (975,500) $) (1,020,960) $)) 1,930,531 $)))))) 399,993 $)))) 1,020,960 $))))))) 188,250 $))))))))) 11,441 )$.)) $))))))))) 12,696 $)) (1,130,016) $))))))) 103,332 $)) 1,130,016 )$.)) $))))))) 45,338 )$.)) $))))))) 55,754 $)))) (772,817) $))))) 458,291 $))))) 772,817 )$.)) $))))))) 27,372 )$.)) $))))))) 30,120 $)))) (527,342) $))))) 302,967 ))) $)))) 1,285,806 $)))) 4,626,825 $)))))))734,597 )$.)) $)))))))938,768 $)))))) (527,342) $)))) 7,058,654 $))))))))) 59,164 $))))) 475,923 $))))))))) 161,422 $)) 1,520,543 $)))))) 314,791 $))))))))) 87,352 $))))) 297,341 $))))) 153,240 ))) $)))) 5,184,629 48% 51% 35% 38% 33% 44% 44% 46% 39% 34% 42.3% )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) $)))))))) 355,621 $))))))) 753,798 $))))))) 923,305 $))))))))) 59,164 $))))) 475,923 $)))))))))) 82,129 $))))))))) 161,422 $)) 1,520,543 $)))))) 314,791 $))))))))) 87,352 $))))) 297,341 $))))) 153,240 $)))) 5,184,629 )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) )$.)) $)))))))) 355,621 $))))))) 753,798 $))))))) 923,305 $))))))))) 59,164 $))))) 475,923 $)))))))))) 82,129 $))))))))) 161,422 $)) 1,520,543 $)))))) 314,791 $))))))))) 87,352 $))))) 297,341 $))))) 153,240 $)))) 5,184,629 Total<Expense Operating<Income Provision<for<income<taxes Net<Income Projected<Statements<of<Income<(Operations)<and<Operating<Expenses For<the<Year<Ending<December<31,<2016 Projected Projected Projected Projected Projected May June July August September 2018 2018 2018 2018 2018 MARK G. ANDERSON 949-244-9991   $)) 1,334,220 $))))))) 25,000 $))))))) 16,678 )$.)) )$.)) $)) 1,375,898 $)))))))) 184,620 $)))))))))) 30,000 $)))))))))))) 2,308 )$.)) )$.)) $)))))))) 216,928 $)))))))))) 82,129   $))))))))) 454,630 $))))))))))) 35,000 $)))))))))))) 5,683 )$.)) )$.)) $))))))))) 495,313 $)) 3,373,900 $))))))) 35,000 $))))))) 42,174 )$.)) )$.)) $)) 3,451,074 MICHAEL LUNDSGAARD 310-897-1841
  8. 8. SUMMARY - WITH A THROUGHLY PLANNED BUSINESS YOU AVOID COSTLY ERRORS   SALES BY QUARTER Q1 DOLLARS NET CHANGE 2015 $504,570 2016 $2,264,936 448.88% 2017 $4,724,991 208.61% 2018 $5,003,727 105.90% 2019 $7,277,878 145.45% MENS PAIRS 2015 1888 2016 16184 857.20% 2017 32568 201.24% 2018 35928 110.32% 2019 54564 151.87% Q2 DOLLARS NET CHANGE 2015 $253,220 2016 $849,716 335.56% 2017 $1,389,785 163.56% 2018 $1,647,842 118.57% 2019 $1,943,480 117.94% MENS PAIRS 2015 1596 2016 7308 457.89% 2017 11652 159.44% 2018 13872 119.05% 2019 17310 124.78% Q3 DOLLARS NET CHANGE 2015 $1,121,333 2016 $4,039,082 360.20% 2017 $5,927,273 146.75% 2018 $8,072,108 136.19% 2019 $11,363,570 140.78% MENS PAIRS 2015 5056 2016 23974 474.17% 2017 32370 135.02% 2018 48890 151.03% 2019 69866 142.90% Q4 DOLLARS NET CHANGE 2015 $610,790 2016 $1,374,612 225.05% 2017 $1,765,842 128.46% 2018 $1,151,223 65.19% 2019 $2,597,376 225.62% MENS PAIRS 2015 4432 2016 9408 212.27% 2017 11592 123.21% 2018 6336 54.66% 2019 18060 285.04% 2015 $2,489,913 2016 $8,528,346 342.52% 2017 $13,807,891 161.91% 2018 $15,874,900 114.97% 2019 $23,182,304 146.03% MENS PAIRS 2015 12972 2016 56874 438.44% 2017 88182 155.05% 2018 105026 119.10% 2019 159800 152.15% 2015 55040 23.57% 36.90% 39.53% 2016 177714 32.00% 46.47% 21.53% 2017 287714 30.65% 47.10% 22.25% 2018 329550 31.87% 46.79% 21.34% 2019 480032 33.29% 49.39% 17.32% 2015 $258,239 $88,643 $513,287 $206,080 $1,066,250 2016 $995,965 $300,258 $1,733,498 $480,996 $3,510,717 2017 $2,143,336 $510,677 $2,523,147 $681,126 $5,858,286 2018 $2,284,322 $523,135 $3,425,607 $457,017 $6,690,081 2019 $3,206,009 $623,093 $4,604,424 $988,593 $9,422,119 2015 51.18% 35.01% 45.77% 33.74% 42.82% 2016 43.97% 35.34% 42.92% 34.99% 41.17% 2017 45.36% 36.75% 42.57% 38.57% 42.43% 2018 45.65% 31.75% 42.44% 39.70% 42.14% 2019 44.05% 32.06% 40.52% 38.06% 40.64% TOTAL DOLLARS NET CHANGE PAIR MENS % WOMENS % KIDS % GROSS PROFIT Q1 Q2 Q3 Q4 TOTAL GROSS MARGIN Q1 Q2 Q3 Q4 TOTAL YEAR MARK G. ANDERSON 949-244-9991     MICHAEL LUNDSGAARD 310-897-1841

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