1. STEPHEN L. HIGGINS
34 Glentrace Circle, The Woodlands, TX 77382 ♦ 817-455-6195 ♦ slhetall@aol.com
PRESIDENT / COO - SR. MERCHANDISING EXECUTIVE
Growth Strategies / Brand Development / P&L / Performance Improvement / CRM / Sales & Marketing
Turnaround / B2B Partnerships / Inventory / IT & Systems / Budgeting & Forecasting / Team Building
Strong track record in leading big box, beverage, furniture and other retailers through both turnarounds and rapid
growth. Achieved record sales and profits utilizing experience that spans the full range of operations: inventory,
merchandising, finance/accounting, IT/systems, sales leadership and customer service. A strategic thinker and
change leader with proven skills in delivering results throughout various business cycles. Can contribute quickly by:
 Developing a vision and executing plans to exceed goals
 Reorganizing to improve operating efficiencies and profitability
 Building revenues through creative marketing and merchandising
 Recruiting, developing and motivating top performing teams
Energetic and driven to succeed. Servant leader, effectively managing teams by setting achievable objectives,
measuring results and rewarding excellence. Received a BA degree in History & Political Science from Indiana
University. Business travel to 30+ countries including Spain, China, India, Indonesia, Brazil, Mexico and Vietnam.
SELECTED ACCOMPLISHMENTS
Quickly reduced out-of-control inventory 10.2%. Haynes/The Dump was supporting a very aggressive
marketing program by overbuying. Immediately changed inventory flow and reduced the OTB with a “Buy From
Ourself” campaign. The Dump cut inventory 10.2% during first year and despite flat sales, increased margins 2%.
New “minis” campaign delivers millions in gross margin dollars. Sales potential at BevMo for high-margin
“mini” bottles of spirits was being overlooked. Initiated a large scale test with new racks and daily stocking that
generated 11 times previous sales over 90 days. Category quickly grew from 2% to 5% of total spirits revenues.
Added $28M in annual sales with special holiday offers. Sales spiked for BevMo during eight annual holiday
periods throughout the year but there was more potential. Engaged team member and suppliers in high-energy new
program, offering customer great pricing. Added millions in new revenues and an additional $8M gross margin.
Increased sales of PetSmart specialty item from $400K to $25M. Special dog grooming tool was a hot-seller but
classified as a high shrink item. Worked with manufacturer to develop new packaging and added a TV with demo
loop in test stores. Sales quickly grew from $400K to $8M and were expected to triple with national rollout.
Successfully led Garden Ridge out of Chapter XI. Home décor retailer was in rapid decline. Reorganized
operations and focused energies on seven out of 29 departments, targeting 10% growth. Success lifted entire
company with 17% comp store growth. Exited Chapter XI in 12 months, gaining a combined $100M in funding.
Upgraded planning and allocation at Cost Plus, facilitating 20% growth. Company buyers had always
developed their own plans and allocations. Recruited a new VP Planning & Allocation and professionalized the
function. Company sales grew dramatically for next several years with only modest 10% increase in inventory.
CAREER HISTORY
SVP/ Chief Merchandising Officer, Haynes Furniture Co./The Dump, 2013-2015. $250M privately-held traditional
furniture retailer and off-price, big box brand. Reported to Owner/CEO and managed staff of 35. Contributions in
reorganizing buying teams, establishing new floor set/new model stocks and opening of new prototype store.
President, Merchandising & Marketing, BevMo (Beverages & More), 2008-2013. $720M specialty beverage
retailer with 135 locations. Reported to the CEO with eight direct VP/Director-level reports. Increased private label
wine penetration from 21% to 32%. Delivered record EBITDA performance in 2009, 2010 & 2011.
VP Dog Merchandising, PetSmart, 2007-2008. $5B pet supplies retailer with 1,100 stores. Reported to SVP/CMO.
Responsible for 55% of company sales and 70+% of gross margin revenues.
Earlier: Active as Management Consultant during 2006. COO/SVP of Merchandising for Garden Ridge Corp.,
2004-2005. SVP/General Merchandise Mgr., Cost Plus, 1999-2004. Promoted rapidly in retailing at start of career.

2. Personal: Married. Active in my Church. Enjoy a variety of family activities, sailing and running for fitness.