VP Sales Management, Product Development, Design, Inventory Management

James Handler

**** ***** ****** 734-***-****

Ann Arbor, MI 48103 **********@***.***

PROFESSIONAL SUMMARY

Astute, decisive Vice President Sales and National Sales Director with

25+ years success aligning organizations to achieve excellence and

profitability. Forward-thinker and "go to" strategist, continually

producing inventive ideas in sales/revenue growth, product

development, relationship building, marketing and integrated process

improvement enterprise-wide. Record of achievement rejuvenating

cultures weighed down by aging lines, out-of-control costs and poor

organizational structures; offer a collaborative approach to guiding

companies through change and adapting to markets. Pivotal leadership

resource for diverse retail sportswear/women's apparel companies,

including Nivo, Bette & Court, Henry Lee & Co., City Girl and Mishy

Sportswear. Well versed in merchandising strategies, product lines,

market data/trends, best practices, cost cutting and the achievement

of competitive advantage. Hold BBA degree from Eastern Michigan

University.

. Big-picture-thinker with strong analysis, execution and evangelism

skills; thrive in high growth environments.

. Strategic business sense with keen understanding of business

priorities. Reputation for fearlessly driving new product &

service development initiatives.

. Tenacious problem solver, devising solutions that fully support

the bottom line and long-range goals. Catalyst for change who

readily adapts to evolving business and sales challenges.

. Passionate about taking ownership and delivering results that

exceed expectations. Bring a high degree of energy, focus and

mission to any enterprise.

KEY COMPETENCIES

Sales/Marketing Management Strategy & Visioning

New Business Development Product Line Design/Launch

Global Market Research Merchandising

Client Relationship Management (CRM) Sales Forecasting

Business Process Reengineering (BPR) Budget

Accountability/P&L/Cost Controls

Change Management Team Building & Motivation

Revenue-Generating Partnerships Inventory Management

PROFESSIONAL EXPERIENCE

NIVO SPORT, Montreal, Quebec 2009 - Present

DIRECTOR OF US SALES

Company is a Montreal-based distributor/manufacturer of sporting

goods, outdoor/golf apparel and optics; $55MM revenues.

Driving force in defining new products, redesigning processes/programs

and moving sales teams from reactive support to strategic delivery.

Orchestrate nationwide sales operations, supervising 17 Regional Sales

Reps and controlling a $2.2MM budget. Analyze market trends, innovate

merchandising initiatives and mentor sales force in building product

knowledge, account development/penetration and effective responses to

customer needs.

Key Accomplishments:

Paved the way for complete sales transformation, producing a 12-fold

increase in sales volume ($554K to $5.1MM) and 7-fold increase in

account base (234 accounts to over 1,400) through the following

measures:

. Marketing/Rebranding: Created & introduced a disciplined, cohesive

marketing and branding strategy, reducing collection size,

removing underperforming categories and expanding those the

company produced best. Built market niche from the ground up that

created positive marketplace buzz, developed strong buyer/consumer

response and then grew at a 20% rate every year since 2009.

. Sales Team & Best Practices Development: Leveraged product, buyer

relationships and merchandising expertise to rejuvenate a sales

force demoralized by an unfocused product assortment and stagnant

growth. Recruited new Reps to the team and created/established

"best-in-class" sales programs, such as the Ambassador Program, an

in-stock replenishment process for core fashion essentials, now

used by 60% of the company's accounts. This popular Program has

enabled the company to grow organically within each account,

solidify label recognition, increase floor space and improve

retail mark-up percentage. Also pioneered an online sales ordering

system that greatly reduced order entry errors and provided

accurate, live 24-hour availability, changing inventory from a

liability to an asset for both manufacturer and retailer.

. New Product Design/Introduction: Saw need for company to move

beyond its traditional merchandise base and acted quickly to add a

new product assortment. Led design staff in conducting extensive

research on what products/brands, fabric & categories were

performing well/setting benchmarks in US stores; also determined

what price points would drive volume in the marketplace.

- Set stage for new product business to take off at the booking

& retail levels by determining timing of product, the right

goods in the right locations with their own distinctive look,

at the correct price.

- Skillfully avoided common product launch stumbling block, the

size of each collection and group, by reviewing previous

collections' profitability and guiding the design team in

determining the optimal SKU offering in each collection. By

sticking to the formula, sales skyrocketed; Sales Reps also

found collection manageable and understandable by the buyer.

. Sales Partnerships: Forged and cultivated relationship in 2010

with PGA Tour Super Stores, growing sales from original $15K order

to $800K+ in 2014, by improving product, in-store signage and

store staff product knowledge with seminars. Also boosted sales

volume with Golfsmith to $500K for same time period, from start in

2012 with orders of $150K. Grew sales steadily by building

consumer recognition, priority floor space & signage and an online

presence with the Nivo product.

BETTE & COURT, INC., Hialeah, FL 2004 - 2009

VICE PRESIDENT

Thought Leader devising strategic & tactical plans to lay groundwork

for maximum growth. Directed marketing/merchandising groups and a team

of 30 Golf & Retail Sales Representatives. Researched trends for

fashion, technical fabrics and silhouettes.

Key Accomplishments:

Stepped forward to overcome challenges of limited funding, a bloated

inventory, minimal sourcing channels, high piece goods/contractor

costs and a product assortment too large for the size of the company.

Masterminded astounding growth from $3,8MM to $8MM in women's

golf/leisure apparel sales. Initiatives included:

. Product Line Development: Fearlessly redesigned entire product

line, re-inventing a 50+ women's golf apparel collection to appeal

to consumers in the 30-50-age range. Employed fresh market

perspective outside the golf sector and track record of consistent

victories in diverse market segments.

. SWING Division: Conceived and established this division catering

to a 25-50-year-old female consumer who wanted a shaped athletic

garment for not just golf but any athletic endeavor. It was

everyday casual wear in easy care fabrics for a consumer with the

greatest disposable income. Swing became an unprecedented success,

ultimately bringing in 80% of the revenues at Bette & Court.

. TJ Maxx: Inventively created a special make-up garment collection

for TJ Maxx using piece goods that had accumulated over the years,

eliminating all left over fabric, hitting a cost breakeven point

and earning revenues of $176K for the company. Relationship was a

critical "win-win" for both firms.

. Key Account Relationships: Personally built strategic

relationships with senior-level executives and acquired key

accounts: PGA Tour Super Stores, Golfsmith, Edwin Watts, Golf

Galaxy, Dick's Sporting Goods, Scheel's All Sports, Dillard's and

Von Maur, as well as first-time purchases by upscale resorts such

as Pebble Beach, Pinehurst, Doral and Bay Hill. Stayed on top of

changes in the marketplace, appeal of tech athletic apparel in

easy care silhouettes and stores' preference to buy on an as-

needed basis to outflank the competition. Successful in building

an inventory to support their needs, wants and buying habits;

developing unique silhouettes that offered a great fit in an array

of colors.

. Inventory Management: Undertook leadership role in improving the

balancing of inventory levels to reduce costs and allow the

techwear division to gain market traction. Analyzed data that

showed buying habits had changed significantly and that accounts

now wanted more technical fabrics. Acted on data to fill inventory

levels with product that was turning at retail and cut back the

SKU offering. Changes allowed inventory to turn 4 times a year

instead of 2, while reducing closeouts and improving margins.

. Cost Saving Measures: Dropped the number of sample lines from 30

to 22, saving the company $80K in 1 year. Also reduced the number

of Sales Reps and eliminated unproductive sales territories,

creating larger territories that enabled Reps to earn more income.

Slashed costs further by negotiating with piece good suppliers to

reduce the # of vendors so company could meet the minimums to

receive discounts and were no longer pay upcharges. Resulted in

12% savings across the board. Also achieved cost savings by

bringing some production back to the US from the Orient, saving

time/shipping costs & cutting minimums.

HENRY LEE & COMPANY, LLC, Chicago, IL 2001 - 2004

NATIONAL SALES DIRECTOR/HEAD MERCHANDISER

Brought on board to boost revenues and revitalize this traditional

dress manufacturer by launching their new "600 WEST" Sportswear

Division. Spearheaded all aspects of business & marketing planning,

apparel design, product image creation, line collection development

and staffing. Held full P&L accountability for start-up $250K budget

and managed a national sales force of 12.

Key Accomplishments:

. Produced winning results, propelling the new Sportswear Division

to market success from the ground up. Developed 600+ new accounts

with the release of the first collection and developed critical

merchandising arrangements with Saks, Inc., Nordstrom, Von Maur,

Dillard's and other specialty stores, generating over $3.5MM in

additional sales volume. Recaptured business lost in previous year

(company had dropped to $8MM from $12MM producing only dresses &

suits, declining categories for retailers.)

. Design: Worked with design staff to create a casual sportswear

collection of separates that would make great wardrobe additions,

catering to the 30-50-year-old demographic group. The collection

consisted of coordinated items that would also make great stand-

alone items. Met critical 6-month timeline from design to final

sampling of product, by using strong fabric-piece marketplace

relationships to speed the process, as well as sourcing agents to

produce the product.

. Marketing: Reintroduced company to marketplace, by re-branding the

name, logo, product line/direction & target market, as well as

establishing sourcing channels and account base.

. Sales Team Performance: Built rapport with staff in all areas of

the business; held weekly meetings with design, production and all

related to the launch of the new 600 West label to ensure

everything was on schedule. Tapped into trends moving forward to

coach the Merchandising & Sales Teams to performance excellence.

Ensured collection was focused and novelty-driven to support Sales

Reps who sold multiple products. This formula enabled them to gain

the attention of their accounts with something new that was easy

to show/present. The Sales team opened hundreds of new accounts.

CITY GIRL, INC., Commerce, CA 1998 - 2001

VICE PRESIDENT

Presided over operations of company's 3 national divisions: City Girl

($33MM), Christina Hope ($2MM) and Ruby Cho ($1,5MM). Propelled

dramatic sales, customer base and "demand creation" growth by

expanding apparel design, marketing & merchandising for all 3

divisions. Recruited and mentored/motivated team of 24 independent

Sales Representatives.

Key Accomplishments:

. Leveraged creativity & business development expertise to jumpstart

a new design culture within the organization. Turned around City

Girl's "mature clientele" reputation, encouraging the design staff

to create product for the 40 - 55 demographic group rather than 55

& up. Catalyst in bringing new life/excitement to the design team

by enabling them to use their creativity in innovative ways.

. Grew sales by over 38%, maximizing market share and profitability,

through these initiatives:

- Private Label Programs: Built private label programs for

leading retailers Dillard's and Stein Mart, incorporating the

best of what was offered at City Girl but using alternative

fabrics, ensuring a win-win solution. Dillard's & Stein Mart

loved the idea, which gave them the City Girl look as well as

additional mark-up. The new program generated $5MM in sales

in year 2000 alone.

- Plus-Size Division Launch: Contacted by Catherine's, a plus-

size chain, about developing a line. Oversaw design/launch of

City Girl plus-size division, with 1st year revenues of

$900K.

- Partnerships: Developed benchmark account relationships with

top department store chains.

- Trade Shows: Increased visibility with energetic appearances

at all major industry trade shows.

PRIOR EXPERIENCE

Mishy Sportswear, City Girl, J. Handler Associates: VP & Sales

Management roles

EDUCATION & TRAINING

Eastern Michigan University, Ypsilanti, MI

B.B.A.

+ + + + +

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