 Vignettes
from a sample of the firm’s engagements provide a sense
of the breadth and depth of experience and expertise. They are
categorized by the industry or sector served.
Retailers
Kay-Bee Toy Stores
(Our very first client in 1996!) - One of
the nation’s largest toy specialty store chains.
Guided
them in establishing return on investment parameters for
EAS, and developed a comprehensive technology comparison
used to select the appropriate technology EAS platform for
their business.
The May Department
Stores Company (acquired by Federated Department
Stores in August, ’05) – One of the nation’s
most successful department and specialty store operations.
Corporate
management desired an independent analysis of the operational
status of its EAS program in all divisions, and confirmation
of its overarching strategy of prolonging the use of first
generation microwave EAS products that continued to perform
well.
Federated Department
Stores, Inc. is one of the most recognized
names in department store retailing – now operating
about 950 stores, after its acquisition of May Company.
Corporate
management was contemplating a significant investment in
EAS, and engaged us in the most comprehensive analysis ever
undertaken. During the 18 month project, we:
-
Evaluated the corporation’s actual ROI from the
first few installations of a new EAS platform.
-
Provided a comprehensive study of the competing EAS technologies
in the context of Federated’s business model.
-
Projected technological advancements forward by two years
in order to make a recommendation on Federated’s
future EAS platform. Recommended a list of future technology
improvements that were built into the subsequent contract.
-
Evaluated the prominent vendors, and on the strength of
in-depth industry knowledge, assisted management in a
complex negotiation that saved several million dollars.
-
Jointly created an ROI model to evaluate the pro forma
impact of EAS on all locations in the corporation. Established
store selection criteria based upon ROI.
-
Evaluated the present and future prospects for the source
tagging of apparel – including the sewn-in fabric
label solution then in its infancy
-
Assisted management in the development of implementation
strategies, tactics and schedules.
- Conducted
a follow-up ROI analysis to evaluate the performance against
expectations in the pro forma.
ACE Hardware Corp
- One of the world’s best dealer-owned cooperatives
with over 4,800 stores in all 50 states and 72 foreign countries.
We were engaged in three projects over a two-year period.
- Strategic
planning assistance and ROI modeling for its fledgling
EAS source tagging program.
- Customized
ROI model for use in evaluation of POS exception reporting
software procurement.
- Evaluation
of physical and book inventory methods and practices.
The Home Depot USA
– The world’s largest home improvement retailer,
and the second largest retailer in the U.S.
Conducted
an introductory seminar for its merchandising executives
on EAS source tagging.
Security
Equipment Manufacturers
ADT/Sensormatic
brand security products are marketed by ADT and
manufactured by Tyco Fire & Security - a major business
segment of Tyco International.
Retail Consulting, LLC has been retained by
ADT
as an outside source for industry expertise for eight years.
In that time, have been engaged in dozens of assignments
of
all sizes, types and complexities.
Some
of the most significant projects are:
- Providing
ongoing EAS industry expertise and financial analysis
in support of major national accounts sales efforts with
Sears, Kroger, J. C. Penney’s, The Home Depot USA,
Limited Brands, Inc., and many others.
- Provided
product development and marketing expertise to the engineering
division in support of new EAS product offerings
- Designed,
developed and presented a four-hour block of instruction
on retail accounting and the fundamentals of return on
investment theory to Sensormatic’s major national
account salespeople.
- Assisted
the RFID marketing group in the development of cost justification
logic and ROI algorithms in the early stages of the development
of Sensormatic’s RFID product development program.
- Designed
and developed proprietary ROI models for use by field
salespeople in cost justification of EAS, CCTV and exception
reporting software.
- Conducted
research into the size and scope of the internal theft
problem in retail, and identified products and services
in procurement demand. Senior management was presented
with a list of potential growth opportunities, along with
value addition propositions and potential fulfillment
strategies.
- Designed
and developed cost justification logic, ROI algorithms
and customized ROI models for EAS, source tagging, visible
source tag (VST), CCTV, exception reporting software,
people counting.
- Participated,
along with Sak’s, Inc. and Kurt Salmon & Associates,
in a study measuring the impact of out-of-stock conditions
on consumer buying preferences in the apparel market.
This study is one of several initiatives being undertaken
to prove the efficacy of EAS source tagging in the retail
apparel market.
- Conducted
research into competitive products.
Checkpoint Systems, Inc. (Our first non-retail
client in 1997!) - A multinational manufacturer
and marketer of technology-driven integrated solutions to protect
people and assets and to facilitate the merchandising, tracking
and securing of consumer goods at key checkpoints in the supply
chain.
We
were engaged in two projects:
- Product
development evaluation assistance in the plastic EAS tag
product line
- Proprietary
ROI model for use by field sales
Alpha
Security Products, Inc. - A manufacturer
of custom security products designed to protect retail merchandise
from shoplifters.
We
were engaged in a number of projects over a four-year period:
- Product
management seminars for annual sales meetings.
- Evaluation
of the product development function leading to an overhaul
in its methods and practices .
- Interim
management of product development efforts for the first
commercially available disposable plastic EAS tag product
line.
- Advice
and counsel as a member of Alpha’s Board of Directors.
All-Tag
S.A. (Belgium) – The world’s
second largest manufacturer of disposable RF EAS labels.
We
have been retained consultants for over two years:
- National
account management assistance in the North American market
for the sale of RF EAS disposable labels to retailers,
packagers and merchandise manufacturers in support of
source tagging.
- Strategic
marketing initiatives aimed at positioning All-Tag as
a formidable competitor to the RF EAS industry leader.
One such initiative was convincing Sensormatic/ADT to
implement the installation and service of RF EAS equipment
in North America
Unisen
– A leading manufacturer of EAS products and
benefit denial tags.
We
have been retained consultants to Unisen for over two years:
- Advisor
in the development of ink tags and other specialty plastic
EAS tags and accessories.
- Assistance
in the formulation of marketing strategies and tactics,
advertising and promotional materials
EFS
Electronique – An EAS manufacturing
company headquartered in France
Expert
testimony in a civil lawsuit concerning the EAS business
Equity
Capital / Investment Banking
Ampersand
Ventures - Ampersand was
founded in 1988 as a spin-off from PaineWebber.
Ampersand makes equity investments in established,
privately held industrial technology and manufacturing
companies.
Provided in-depth market and customer level research into
the prospects for a focused retail anti-theft device.
Blackford
Capital/Brown Brothers Harriman - Blackford
Capital is a private investment firm that acquires,
manages, and grows middle-market manufacturing,
distribution, and service companies. Brown Brothers Harriman is the oldest and largest partnership bank in
America.
Provided
in-depth research on the market for retail anti-theft products,
and information on the second-tier security equipment manufacturers.
Cortec
Group - Cortec Group is a
private equity investment firm that targets specialty
middle-market manufacturing, distribution and service
companies with revenues of $40 - $300 million and
proprietary products or services.
Provide
intermediary services in the retail security equipment
space.
Retail
Merchandising Systems Manufacturers
Paxar,
Inc. - Paxar Corporation is a global leader
in providing innovative merchandising systems for the retail
and apparel industry.
Updated
senior management on the current state of source tagging
of apparel.
Avery
Dennison - Best known for its Avery-brand
office automation and consumer products, self-adhesive, reflective
and graphic materials, automated retail tag and labeling
systems, specialty tapes and chemicals.
Conducted
research in support of its intended strategy to pursue a
line of secure ticketing products.
Consumer
Products and Packaging Companies
MeadeWestvaco
- One of the world’s leading manufacturers of specialty
chemicals, papers and high-performance packaging solutions
for consumer products.
Conducted
a seminar on the basics of retail loss prevention and another
on internal theft. Also conducted secondary research into
the identity of high theft items in the supermarket industry.
RFID Development Companies
Kovio, Inc. - An engineering
company engaged in the design of semiconductor products using
printed electronics.
Senior
management needed access to retail and security industry
expertise in order to effectively position its development
and marketing efforts. We have been retained consultants
to Kovio for over one year.
- Assistance
in developing a strategic plan for the commercialization
of a “chip-less” RFID circuit
-
High level introductions to potential strategic partners
in the RFID circuit and antenna manufacturing industry:
Retail
POS Equipment Manufacturers
Optimal
Robotics, Inc. – Was the world’s
leading manufacturer of self-checkout systems until it sold
the product line to Toshiba in 2004.
Designed
and developed a proprietary ROI model for self-checkout products
for use by field sales.
Marketing
Companies
Tokyo
International Planning - A marketing consulting
firm engaged in assisting Japanese manufacturing companies
in setting strategies for the exportation of products to
foreign markets.
Conducted
primary research leading to a strategic white paper on the
worldwide EAS marketplace, assessing the viability of a Japanese
EAS manufacturer exporting a product line into the North
American market.
Trade Associations
Retail
Industry Leaders Association (RILA), formerly
IMRA, is the world's leading alliance of retailers and their
product and service suppliers.
Developed
proprietary ROI modeling software to evaluate security equipment
procurements. |
