A profile of "sales over the years\'

1. Sales Achievements over the years
Winter 2012
MoinaKitney
Total Brand Management
Sales History
905 829 2788
moina.kitney@sympatico.ca
Moina Kitney Sales

2. Moina Kitney SalesMoina Kitney Sales
“I have sold all my career. What has made me effective is that I
have practical in-depth knowledge of the entire workflow of the
industry, from start to finish.
This includes fabric development and design, market research,
business planning, product development, negotiating and
finalizing production requirements, production and quality
management, delivery logistics, sales management and customer
relations with Tier 1 customers.
This makes for having a very different conversation with buyers
than they are used to with other account representatives,
because I know fabric, the production process, the supply chain,
their business and their market.
I can be an informal advisor as they struggle with the business
decisions that have to be made, and they can rely on this strong
relationship in an ongoing way - not just be their seasonal sales
contact.
This boosts sales, provides critical customer feedback to the
company I represent, and keeps competition to a minimum.”
Moina Kitney
References on request
What differentiates me…….

3. Moina Kitney SalesMoina Kitney Sales
What differentiates me…….
In the following slides I have:
• Shown you my sales strategy (known buyers and unknown)
• Shown you concrete examples of sale achievement/wins.
With:
1. Multi Industries – successfully developed product to
additional merchandise. (add’tnl estimate $1-2M)
My knowledge of Product manufacturing was crucial.
2. The Hudson Bay- consistently met internal $ Targets of
$8M quarterly
My Global sourcing skills were essential.
3. Cara Donna Inc.- broke into catalogue company category.
(buyer of $1M annually)
My knowledge of Vendor base was critical.
4. Czigler Imports- successfully introduced new ‘summer
knits’. (new product immediate impact of + $2M annually)
My knowledge of market intelligence was important.
Also I have given you examples of my Sales Tools - newsletters/trend
looks - sent to all buyers seasonally.

4. Moina Kitney
Sale Goals
Tier 1 companies
Sears
The Bay,
others
To known and unknown buyers
Selling starts with in-depth client knowledge:
Moina Kitney Sales – Road map
My approach to selling:
1. Analysis:
• Bought and sold check
• Financial breakdown
2. Customer needs:
• From in-line merchandise
• Or Private label
• Financial breakdown
3. Product Mix:
• Report findings to Product Development
• Communicate financial targets
4. Execution:
• Cross functional communication
• Supply chain-country of origin etc.
• Marketing-Plannograms, look-books,
samples etc.

5. Contact development
• Mine existing alumni, personal contacts and
connections
• Use “6 degree of separation” for introductions and
referrals to prospective buyers – through network and
social media
• Cold calls, with an immediate value offer
Relationship development
• Share marketing trends
• Develop targeted Newsletters
Be prepared with
• Strengths of seasonal line – be able to talk fabric,
colour, styling, production, delivery, consumer.
• Trend focus
• SWOT analysis (Strengths, Weaknesses, Opportunities and Treats)
Customer Needs
• Financial need (MU)
• Understanding of their particular consumer segment
• Preference of Country of import if any – first hand,
knowledgeable discussion.
Sales Tools
Share of wallet / Comp Shop study/ Look-book/ Ppt. trend direction/ Best Seller List
Private label suggestion
Moina Kitney Sales

6. Account Management, Client Servicing & Relationship Development
• Managed design for Costco, Home Depot and Wal-Mart and other Tier One Companies.
Drive sales team to identify and develop new and expand existing
business
• Developed new product for existing business and for new business
Ensure image of the target customer is consistently represented
through marketing campaigns
• Worked with cross functional teams in development, marketing and supply chain.
Focused on new product plannograms for effective merchandising
Sales Win
Tier 1 companies
Home Depot
Costco
Canadian Tire
Walmart
An example only, not actual product
Worked as Project Manager to service Tier one customers
•Developed and sold to all four accounts
• Made many Sales presentations
Moina Kitney Sales wins
Developed and sold stripe to increase share of wallet at Costco
Developed new printed polypropylene rug for Walmart
Project Manager, Multy Industries,

7. Tulip with welcome
Extra Thick Coco – Welcome Doormats
Example of product offering
Description:
Rich, beautiful “welcome” coco designs are available printed on either
deluxe natural or bleached coco fibers. Colors and designs may be
customized as desired.
1.5 inches thick
Ranking
# 7
Suggested
retail
19.99 - 29.99
MU
52%
Competitive
Advantage
Create your own
exclusive designs.
Extra thick designs.
4
Product Specs Case & Pallet US$
Series Product Description Material Quality Product Weight Sizes Case Pack Pallet Pack Price
FM2
Thick
Coco
Welcome Doormats
Natural Coco
PRINTED
7.01 lbs 18"x30" 4 144 $ 9.59
10.16 lbs 2'x3' 4 96 $ 15..32
Bleached Coco
PRINTED
7.01 lbs 18"x30" 4 144 $ 8.52
10.16 lbs 2'x3' 4 96 $ 13.56
Moina Kitney An example of style presentation

8. Category Manager HBC
• Consistently met sales targets
Moina Kitney Sales wins
Manage product from inception to completion;
• Sold to internal client, sales target 8M quarterly was based on bought-sold analysis
merchandise sale. Extensive use of power point presentations that reflected the dollar value
of bought and sold goods. Presentation of new merchandise
Worked with marketing to ensure image of the target customer is
consistently represented
Worked closely with Global Sourcing to ensure the financials were on
target and met corporate standards.
Worked closely with merchandising to ensure on-trend merchandise
• Reported merchandise and sales trends so the next selling-buying quarter would reflect
findings
Category Manager, Hudson Bay Company (Apparel - imports)
Sale Goals
$8M
Quarterly
Target

9. Sale Goals
Small Chains,
US Catalogue
$3M annual
sale
District Merchandise Manager of the Canadian division
• Added U.S. customers and Catalogue company added to bottom line
Moina Kitney Sales wins
Developed sales team that worked with independents across
Canada
• Managed a sales team that represented territories across Canada
• Presented and sold seasonal lines to sales reps. For presentation to retailers across Canada
Developed major catalogue buyer
• Attended industry shows like Magic and secured retail independents and major catalogue
buyer
• Developed private label lines for this customer; worked directly with senior buyers
Dealt with house accounts of small to medium size chains.
• Seasonal fashion shows for sales team and ‘house’ clients of small chains; directly with
senior buyers
District Merchandise Manager, Cara Donna Inc
Sold to J. Marco, Ohio
Embellished Denim

10. District Merchandise Manager of the Canadian division
Moina Kitney Sales-win
District Merchandise Manager, Cara Donna Inc
Coordinated lines sold through sales
agents across Canada
Sale Goals
Small Chains
US Catalogue
$3M Annual
Developed sales team that worked with independents across
Canada
• Managed a sales team that represented territories across Canada
• Presented and sold seasonal lines to sales reps. For presentation to retailers across Canada
Developed major catalogue buyer
• Attended industry shows like Magic and secured retail independents and major catalogue
buyer
• Developed private label lines for this customer; worked directly with senior buyers
Dealt with house accounts of small to medium size chains.
• Seasonal fashion shows for sales team and ‘house’ clients of small chains; directly with
senior buyers

11. Sale Goals
Small Chains,
Buy in from
Sales Reps
Merchandise Manager
• Introduced Embellished T-shirts
….increased business 20%
Moina Kitney Sales wins
Initiated new product line complete with a business plan that
resulted in a 20% gain in profitability
• Spearheaded development of embellished summer knits and wovens to increase
product mix and sales.
Organized sale- marketing tools to increase product line sales
• Simple catalogues, fashion trend/market research newsletters, fashion shows
Merchandise Manager, Czigler Imports Ltd
New Introduction
of Summer knits’
Standard sweaters
“Franco Valerie”

12. Feminine 60’s
The full circle dress
& skirt
Pencil skirt
Sheaths
Sheaths
Moina Kitney Sales Tools
Newsletters or ‘TrendWatch’ for customers

13. Other trends to Watch
Stripe Essential
Nautical
Moina Kitney Sales Tools
Newsletters or ‘TrendWatch’ for customers

14. Other trends to watch
Clogs
Belt Purse
Kitten Heels &Lace
Tassels
Crop Tops
Tail Hems
Moina Kitney Sales Tools
Newsletters or ‘TrendWatch’ for customers

15. Punk Key Looks- less is more
Studs
Cat eye glasses
Studs
Leather
Safety Pin detail
Biker Boots
Moina Kitney Sales Tools
Newsletters or ‘TrendWatch’ for customers