Wilson Perumal & Company Presentation about our Retail Perspective and Credentials.

1. Wilson Perumal & Company
Retail: Perspective & Credentials
April 2015

2. Wilson Perumal & Company, Inc. 2
Wilson Perumal & Company at a glance
• A management consultancy with offices in North America and Europe,
combining operations strategy experience with depth in retail
• We have a unique methodology of aligning Strategy, Complexity, and
Operations to optimize results and drive tangible ROI
• Our retail service offering is centered around five key areas. All of which
are customer focused and viewed through the lens of complexity
• We are thought-leaders and hands-on practitioners: we are aware of the
challenges facing retail, and have a passion for helping retail achieve
results
• We enjoy 100% reference-able clients

3. Wilson Perumal & Company, Inc. 3
Current State of Retail
Major Retail Trends Key Implications
 Technology has empowered the
consumer and disrupted the
industry
 Channels are blurred and customers
shop across all channels
 Brick & mortar remains a key
differentiator although how a store
looks and operates may be radically
different
 Customer loyalty has declined and
expectations have increased
 Shoppers expect an engaged, trained,
and customer-centric workforce
 Retailers must embrace technology and even
integrate the elements of the digital
marketplace into the store
 A seamless omni-channel strategy flawlessly
executed is critical for survival
 A nimble, efficient, and high-velocity supply
chain is a requirement for executing your
service and inventory strategy
 Retailers must engage and delight customers
across all touch points
 Retailers must think of their workforce as an
asset and not as an expense
Which of these trends is most imminent
to your business?
Which of these implications may you experience
the most challenge?

4. Wilson Perumal & Company, Inc. 4
Satisfying customer expectations must be at the
forefront of your Strategy and Execution planning
The right product
The right price point
When, where, and
how I want it
The right services
Incentive and
reliability that wins
my loyalty
• Relevant assortments
• Pricing optimization
• Engaged workforce
staffed to customer traffic
• Nimble supply chain to
execute fast and efficient
omni-channel operations
• Effective promotion
tailored to individual
•
•
•
• .
•
Strategy Execution
Customers

5. Wilson Perumal & Company, Inc. 5
However, the path from Strategy to Execution is often
interrupted by “Complexity”
Customers
Strategy Execution
Confused pricing between SKUs and online/offline
Overwhelming selection
Inconsistent selection and policy between channels
Product unavailability
Too many but irrelevant promotions
Unavailability of workforce
Uncompetitive shipping charge and time
Data/Privacy breaches
Poorly-managed Complexity usually manifests in Customer-facing indications

6. Wilson Perumal & Company, Inc. 6
Complexity usually builds up over time and is
manifested by multiple symptoms
Silo organizations
Negatively impacts your
bottom line
Good strategy but poor
execution
Long decision time
Undifferentiated staff
Cumbersome processes
Retailers coping with various market forces usually
experience exponential growth of Complexity
Omni-Channels
New Store formats
NewTechnology/
BigData
Centralization
vs.Localization
Impact beyond customer-
facing indications

7. Wilson Perumal & Company, Inc. 7
Our customer-focused offerings are designed to
address complexity to ensure tangible ROI is achieved
WP&C Retail Offerings “Complexity” lens helps
retailers realize better
Strategic and Operational
resultsOmni-
channel
Store
Operations
Workforce
Optimization
Inventory
Optimization
Supply
Chain
Customers
• We literally wrote the
book on Complexity
• It is in our DNA to identify
and resolve complexity
issues and barriers to
success
• Experience-based insights
• Trained to move swiftly
• Leverage internal cross-
functional teams
• WPC values knowledge
transfer to achieve
sustainable results

8. Wilson Perumal & Company, Inc.
Typical Results
 Sales increase of 2 – 3%
 Increased in customer
satisfaction scores of 15 –
20%
 Increase of fulfillment rates
of 10 – 15%
WP&C Focused Solutions
• Development and a validation of your omni-channel
strategy and operating model
• Organizational, process and product alignment
• Supply chain assessment to identify gaps and design
solutions
• Store operations process definition to enable store
fulfillment and in-store pick-up
• Technology review to identify barrier for inventory
visibility across channels
Current Trends and Implications
Customers no longer shop channels, they shop brands. They also expect a seamless and consistent
shopping experience across all channels. This creates great demands as well as a great opportunity
to connect with you shoppers at every touch point of their shopping journey. Your organization as
well as your processes and technology must be aligned and streamlined to deliver on your service
vision while “profitably” managing increased complexity.
8
WP&C Retail Offerings
Omni-channel

9. Wilson Perumal & Company, Inc. 9
WP&C Retail Offerings
Store Operations
Typical Results
 15 - 30% improvement in
process productivity
 Unlock 4 – 7% of stores
payroll for redeployment
 Reduced stores’ G&A
expense by 3 – 6%
 Conversion increase of 2-3%
WP&C Focused Solutions
• Process reengineering
• Organizational alignment
• Standard operating procedures
• Customer engagement
• Conversion measurement and impacts
• Sales-floor leadership training
• Optimal field structure
• Operationalizing emerging technologies
• Performance management
Current Trends and Implications
Despite the emergence of ecommerce, your stores, now more than ever, represent a unique
opportunity to personally connect with your customer. The human interaction that your stores
provide is a unique differentiator that an online transaction cannot duplicate. We are experts in all
activities taking place within the four-walls of your stores and the enabling technologies to deliver
a great customer experience while increasing productivity and reducing non-value added costs.

10. Wilson Perumal & Company, Inc. 10
Typical Results
 Payroll reduction of 2 – 3%
 Sales increase of 1 – 2%
 Increase sales per hour
productivity
 Increase customer
satisfactions scores 10 – 15%
WP&C Focused Solutions
• Labor scheduling / time and attendance / task
management best practice review
• Activity dictionary creation
• Baseline current schedule effectiveness and adherence
• Work as a liaison with technology providers and your
business owners to drive ROI and user-adoption
• Review forecasting accuracy
Current Trends and Implications
Having an engaged, well-trained, and customer-centric workforce is now, more than ever, a
requirement to survive and thrive in the new retail environment. Shoppers are no longer satisfied
with a “transactional” experience and now desire “inspirational” service, the demand on your
workforce is at an all time high. Our professionals are trained on best practices and technology to
optimize your workforce to drive financial and service objectives.
WP&C Retail Offerings
Workforce Optimization

11. Wilson Perumal & Company, Inc. 11
Typical Results
 Improvement in inventory
turns of 5 – 10%
 Reduction in inventory
carrying costs of 7 – 10%
 Decrease in out of stocks by
10 -12%
 Gross Margin improvements
of 3 – 5%
WP&C Focused Solutions
• SKU rationalization and stratification
• Store clustering
• Store localization strategy
• Aged inventory analysis and disposition
recommendations
• Promotional effectiveness
• Overstock, out of stock, and waste reduction
• Vendor matrix streamlining
Current Trends and Implications
As retailers embrace omni-channel and smaller store format strategies, the criticality to optimize
inventory is at an all time high. Retailers must create relevant, localized assortments while
mitigating the risks and costs of SKU proliferation. At the same time out-of-stocks are a drain on
profitability and negatively impact the shopping experience. Our professional are experienced in
inventory portfolio optimization while utilizing proprietary Six-facet approach to ensure results.
WP&C Retail Offerings
Inventory Optimization

12. Wilson Perumal & Company, Inc. 12
Typical Results
 Reduction in distribution
and transportation costs of
5 – 7%
 Increase of web order
fulfillment of 10 – 15%
 Sales increase of 1 – 3%
WP&C Focused Solutions
• Supply chain assessment to identify gaps and design
solutions
• Supply chain & sourcing optimization
• Cross-channel fulfillment
• Distribution model analysis
• Network optimization
• Sourcing strategy
Current Trends and Implications
With the evolution of an omni-channel retail environment, your supply chain is now at the forefront
of delivering your service strategy to your customers. Inventory visibility across the entire supply
chain and directly to the customer is now the norm. Our team will review your supply chain
operations to ensure it is flexible and scalable to ensure velocity and accuracy of moving
merchandise in the most optimal manner to your stores and directly to your customers.
WP&C Retail Offerings
Supply Chain

13. Wilson Perumal & Company, Inc. 13
Retailers our professionals have served

14. Wilson Perumal & Company, Inc.
“This was a quick and painless way
to understand our true product
profitability, and it challenges how
we think about our business. I am
extremely pleased with the results.”
—Fernando Palacios
EVP and Chief Integrated Supply Chain Officer
MillerCoors LLC
“WPC’s approach to complexity is
the most direct route to an
efficient, profitable enterprise.”
—Ed Lonergan
CEO of Diversey Inc.
“WP&C is helping us transform our
business. Their insights are
phenomenal!”
—David Hoogmoed
President, Land O’Lakes Purina Feed
“You are analytical and smart, but you
also get things done!”
—Head of Commercial Development
Leading European Retailer
“Best work I have seen in Operations
Development. A case study for us as a
business”
- CEO, European Electronics Retailer
“Very insightful work…it was a
pleasure working with you and your
team.”
-Senior Operations Director, Global 100 Retailer
14
Our clients attest to our ability to impact their
bottom line
“I truly believe you got to some of the
key issues at [Retail Co.]”
-Director of Supply Chain, Grocery Chain

15. Wilson Perumal & Company, Inc.
Jim Malafronte
• Over 10 years retail industry and 20 years retail consulting experience in retail strategy, retail analytics,
workforce management, store operations and business transformation; unlocking value from their
operations and delivering tangible ROI
• Extensive list of retail clients served covering all major formats (luxury, dollar stores, big box, specialty,
hardlines / softlines, chain drug, wireless, etc.)
• Former Vice President for Verint Systems (a $1B actionable intelligence organization) in their Video Business
Analytics division
• BS and MBA from the University of Kentucky
15
Retail Focused Professionals (I)
Stephen Wilson
• Managing Partner and co-founder of Wilson Perumal & Company
• More than 15 years of experience advising senior clients on critical strategy and operations issues
• Co-author of Waging War on Complexity Costs and Growth in the Age of Complexity (McGraw-Hill 2015)
• Retail experience in a broad set of functional areas, including Enterprise performance; Range & Promotions;
Customer & Channel; Supply Chain & Sourcing, and Operations Excellence
• Formerly Partner, Accenture (following Accenture’s acquisition of George Group Consulting)
• MBA from Wharton; frequent contributor to the FT (Agenda), Investors Business Daily
Ann Bryan
• Seasoned strategy manager with over 15 years of experience in strategy & consulting
• Retail experience includes strategy and operating model design of several retail formats (supermarket,
hypermarket, convenience store, gas station store) for global retail chains, ecommerce strategy and
technology design, customer loyalty program design, store clustering and portfolio optimization
• Former Project Leader with BCG; Former Director of Corporate Strategy, Applied Materials Inc.
• Hand-on operational experience through two successful retail entrepreneurial ventures
• MBA from Kellogg (Fulbright scholar); MS Operations Research from UC Berkeley

16. Wilson Perumal & Company, Inc. 16
Retail Focused Professionals (II)
Steve Liguori
• Expertise in business simplification, operating model design, process optimization, and growth strategy
• Significant retail and consumer goods experience, including projects in portfolio optimization, process
design, promotional effectiveness, out-of-stock reduction, and distribution effectiveness
• Worked with retail clients from a $1B grocery retailer to an £8B European electronics retailer
• Former Manager, Analytical Research & Development, Pfizer
• MBA from Emory University; BA in Physics from College of the Holy Cross (National Physics Honor Society)
• Over 20 years of experience in Supply Chain and Logistics via consulting and industry operations roles
• Specific experience in inventory management, distribution operations, transportation management
(incl. fleet), reverse logistics and logistics network planning & design across multiple industries
• Specific retail experience from Lowes, Michaels, and Kmart with projects from enterprise
transformation programs to distribution center slotting improvements
• Former director of global logistics with responsibility for NA and European transportation and
distribution including international ocean and air from Asia
• BSIE and MSIE from Purdue University
David Toth
Jacob Carr
• In-depth experience in growth strategy, operational improvement, and M&A/due-diligence projects
• Led numerous retail projects such as a turnaround initiative for a $10B retail services firm as well as
developing a new growth strategy for a $1B retail chain
• Previously, Jacob was head of strategy and M&A for a $1 billion division of Thermo Fisher Scientific,
and Director of Strategic Development at DaVita
• MBA from Harvard Business School and a BS in Economics and Poli Sci from the US Air Force Academy

17. Wilson Perumal & Company, Inc.
North America Europe
One Galleria Tower
13355 Noel Road, Suite 1100
Dallas, TX 75240
+1 972-716-3930
Longcroft House
2/8 Victoria Avenue
London, EC2M 4NS
+44 (0)203 206 1496
Contact Us:
www.wilsonperumal.com
Retail Leads
Jim Malafronte
+1 404-216-2205
jmalafronte@wilsonperumal.com
Ann Bryan
+1 650- 862-1896
abryan@wilsonperumal.com