Human Resources Business Development

CHARLES GROSSNER

Toronto, Ontario Cell: 416-***-****

Email: ********@***.***

SUMMARY

A seasoned recruiter, entrepreneur and business strategist with a keen eye for identifying differential talent that will deliver sales and profits. Former marketing and retail executive. Strong leader, motivator and developer of human capital. Published author.

EXPERIENCE

PEOPLEFIND INC Dec 99 to Present

An executive search firm covering a broad range of verticals and disciplines – human resources, sales, marketing, communications, retail, manufacturing, technology and engineering, accounting and finance, education, and human resources.

President

Owner operator of the Company responsible for management, strategic direction and business development.

Built Company from startup to 17 people in five years. Developed PeopleFind as a preferred brand in the industry.

Co-authored “Get Back To Work! A No-Nonsense Guide For Finding Your Next Job Fast”, published by Fitzhenry & Whiteside, 2002.

Wrote and implemented business plan for an Outplacement division based on “Get Back To Work!”

SMK SPEEDY INTERNATIONAL INC. Nov 97 to Aug 99

An international automotive service retailer in Canada, the USA and Europe

with 1100 stores and sales of $660 ml. (1997). Refocused on Canada in 1999.

Corporate Vice President Marketing

An Officer of the Company responsible for the marketing function in Canada and the USA and the provision of strategic marketing support to European operations. Specific responsibilities - strategic market planning, category management, product development, supplier relations and product acquisition, industry and market research, advertising, promotion and pricing.

Contributed significantly to the successful turnaround of the Company in 1998 after major losses in Europe and North America in 1997.

Refocused marketing and total organization on the consumer through implementation of category management with core product categories as strategic business units - an effective structure for accountability and profitable growth.

Transitioned from premium priced offerings to “good, better, best” product and warranty options in key categories to better serve consumer segments with different needs. Strategy, backed up with a price guarantee, enhanced competitive price position.

Focused effort on growth categories with low market share resulting in better than industry growth in brakes, tires and heating and cooling.

Reduced advertising fixed cost by 20% affording more dollars for media. Expanded use of radio as a complement to television and expanded flyer frequency and distribution as a local marketing activity to develop neighborhood loyalty.

Strengthened brand position through television and radio commercials with compelling and relevant messages communicating value, differentiated service and guarantee.

NCR CANADA LTD. June 96 - Nov 97

A major supplier of computer products, services and solutions to all industries.

Senior Consultant

Responsible for the delivery of consulting services to retailers and marketers in the areas of information requirements, decision support applications and data warehousing solutions. Led and participated in large business discovery projects (user requirements gathering) in both the public and private sectors across multiple industries.

Enhanced sales organization and client understanding of retail challenges, opportunities and solutions that leverage technology through seminars, sales calls, and development of collateral material.

Focused awareness of customer relationship marketing as a retail data warehousing opportunity through internal publication with wide distribution through sales and marketing.

SHOPPERS DRUG MART (SDM) 1987 - 1996

A national chain of 700 franchised drug stores. Sales of $3.2 billion.

V.P. Marketing Services (1995-1996)

Responsible for pricing, market research, monitoring advertising effectiveness, marketing database, sales analysis and planograms. On Marketing Executive Committee which reviews and approves key marketing, merchandising and advertising plans and programs. On Implementation Team for Vision 97 - a comprehensive reengineering of category management, logistics and store operations.

Co-ordinated various phases of Vision 97 projects including direct product profitability, warehouse size requirements, turnover targets, and case pack versus unit pick. Produced vendor manuals communicating Vision 97 systems and procedures to supplier community.

Directed the measurement and validation of product cost improvement - distribution centers versus direct supply.

Developed a new retail category zone pricing strategy to be rolled out in Vision 97 to increase flexibility and maximize margins.

Identified and capitalized on pricing opportunities generating contribution in excess of $1 million.

Developed marketing plan for proprietary loyalty / database marketing program.

V.P. Logistics and Marketing Services (1993-1995)

Responsible for the flow of goods through dedicated distribution centers, wholesalers, and direct store delivery. Member of key marketing, marketing systems and POS user committees.

Coordinated, managed and supervised various phases in a strategic review of business with focus on industry best practice and change required to compete effectively.

Identified opportunity and reengineered controlled label soda logistics improving efficiency of distribution with annualized savings of $200,000.

Developed procedures using scan data to improve flyer item selection, flyer projection and set pricing at optimum levels based on measured price / quantity relationships.

Developed category management tools and reports to facilitate better management of listings, improved space productivity and turnover.

V.P. Marketing Services (1988-1993)

Responsible for business development teams, market research, planogram development and marketing database. Managed the tobacco, greeting cards, books and magazines categories. Served on key management committees overseeing the development and execution of Corporate marketing strategy; reviewed and approved all strategic advertising, promotional and public relations initiatives.

Conducted extensive research into market position, key consumer benefits, consumer preference, advertising effectiveness, creative platforms, promotional activity, customer service, private label product, packaging, competitive profiles and key business segments.

Through market research, ensured that advertising, promotional and public relations strategies delivered on corporate marketing objectives, and, that corporate marketing objectives reflected / responded to shifts occurring in the market both at the consumer and competitor levels.

Internalized design, analysis and report writing elements of market research saving in excess of $250,000 per annum.

Conducted numerous controlled store tests to understand brand and category performance. Criteria for success - sales and gross margin dollar uplift.

Implemented a comprehensive computer assisted planogram program as a key component of category management procedures.

Organized, implemented and led the Shoppers Drug Mart side of a multi-functional business team with Procter & Gamble, the company’s largest supplier.

V.P. Marketing (1987-1988)

On Board of Directors and directed the marketing function at Super X Drugs, a $100 million, 80 store franchise division of SDM. Responsible for strategic market planning, market research, advertising, promotion, buying, merchandising and pricing.

Provided marketing direction to team responsible for a 25% increase in sales and $2.5 million turnaround in profitability in just over one year.

Improved value perception through refocus on core categories, revamped flyer with stronger value statement, price adjustments, heavy up on in-store promotion, and more efficient use of $4 million advertising budget.

Secured enthusiastic response and follow through from franchisees contributing significantly to the success of marketing programs.

Planned and implemented, as member of the conversion team, the transfer of Super X Drugs to the SDM banner.

CAMCO 1986 - 1987

Marketing Consultant (contract)

Provided strategic marketing input to task force reviewing the effectiveness of Camco’s brand strategies and market development practices within the Canadian major appliance market.

FIRESTONE CANADA INC. 1982 - 1985

Director of Marketing (1985)

Responsible for profitability of tire and automotive product lines. Developed marketing plan; directed pricing, promotion, advertising, training, franchising, business development and expansion.

Manager of Retail Operations (1983-1985)

P&L responsibility for $60 million retail division, 80 company owned stores, 500 employees. Prepared marketing plan, directed merchandising and advertising for 150 company owned stores and franchises. Responsible for $12.5 million wholesale parts and equipment business - procurement and sales.

Regional Manager (1982-1983)

Responsible for the sales and profit of 40 Ontario stores; sales $25 million; staff of 240 including district and field sales personnel.

EDUCATION

M.B.A., Honours Marketing, Sir George Williams University (now Concordia)

M.A., Economics, Queen’s University, Kingston

B.A., Economics, Sir George Williams University (Concordia)

PUBLICATIONS

Responding to Marketing Research Results - Ontario Business Report - Nov 1996

Le fin mot des centrales de donnees - Direction Informatique - Oct 1997

Transaction Data Underutilized - Strategy Magazine - Direct response - Jan 19, 1998

Get Back To Work! A No-Nonsense Guide For Finding Your Next Job Fast, Fitzhenry & Whiteside, 2002

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