Accelerate Sales with the best performance enhancer

Our Team:

Chris Booth, Jim Cianci, Mark Duss, Terry McCormack, Bill McKinney, Patrick O'Leary & Rick Puccio

Chris Booth - Retail Service Management

• Chris began his career in retail merchandising with the Musicland/Sam Goody Company
  
  
• After spending 5 years learning the intricacies of retail store management, Chris accepted a supervisory position with American Greetings. During his 3 years at AG, Chris managed 43 merchandisers and was responsible for greeting card sales volume in over 200 retail stores. He was promoted to a sales position during his last year at the company
  
  
• Chris left AG to join the Novartis Corporation where he was instrumental in the initial development of a national retail merchandising program. He eventually accepted the position of National Retail Manager responsible for 5 Regional Managers and over 80 Retail Merchandisers servicing the Drug/Mass class of trade. In addition, his responsibilities included the selection and management of third party retail service companies.
  
  
• After 13 years at Novartis, Chris accepted an Account Management position at National Retail Services and was soon promoted to Director of New Business Development. During his tenure at NRS his accounts represented 25% of the company’s revenue and included:
• Polaroid
• Ross Products
• Medisense
• Therasense
• Healthguard
• Phillips
  
  
• In 2003, Chris and Mark Duss launched Retail Performance Management, LLC.  They presented to the market a distinctly different model which was designed to improve the partnership between the manufacturer (client) and service provider(s).  The positioning of their business has been beneficial to all parties involved.  RPM’s clients’ needs are varied and require customization.  Knowing this, RPM delivers on its promise to create/implement turn-key solutions for clients such as:
  • Abbott Diabetes Care
  • Malt-o-Meal Cereal
  • Mentholatum
  • Dole Foods
  • BarCharts

Jim Cianci (J&J Sales Division) - Sales Solution, Hispanic / Emerging Market Penetration  

• RPM via its alliance with J & J Sales is a national broker, focusing on special markets, i.e. drug, variety, mass, hardware, dollar, and office supply. We also have a separate sales and marketing team working exclusively in the Hispanic / Inner City market. This division is managed by Jim Cianci. Jim has:
  • 22 Years of senior management experience with Reckitt & Coleman and James River
  • High level contacts with all major customers in special markets
  • Personally called on Walmart, Target, K-Mart, Walgreen’s, C.V.S., Rite Aid, Family Dollar, Dollar General

• What began 15 years ago as a sole proprietorship is rapidly becoming a formidable force in the industry. Utilizing the latest technology, continual training for experienced and highly motivated employees, and a succession plan for all key associates, RPM’s J & J Sales Division is well positioned for long-term growth.

• We have experienced sales and marketing professionals who over the years have cultivated solid relationships with both our retailers and manufacturers.
  
  
• J & J Sales is proud to have represented some of the largest and most prestigious consumer package companies in our industry. These include Johnson & Johnson, Pfizer, Campbell’s, Dole, Church & Dwight, Energizer, Schick, and Playtex.

Mark Duss - Retail Service Management  

• Prior to RPM, Mark enjoyed nearly a 20 year career in the consumer products industry from the perspective of being affiliated with manufacturers’ and a service company. 

• Mark began his career with Glenbrook Laboratories (Bayer Aspirin) in Sales and Merchandising capacities.  He achieved Key Account Management status with responsibility for handling Brooks Drug, Finast, Stop & Shop, Bradlees, Shop & Save and many others.

• Mark left Glenbrook to work with The E.E. Dickinson Co. (Dickinson’s® Wich Hazel) as their Marketing Manager, and eventually took on the role of National Sales Manager. 

• His next stop was to move into the Retail Service industry by joining National Retail Services (NRS). His first role there was as a National Account Manager for numerous accounts including:
  • Warner-Lambert
  • Bic
  • Neutrogena
  • Combe
    
    
• Promotions were then seen in the course of Mark’s 7-year career with NRS.  First of which was to the role of Director of Client Service, and then as VP Sales.  Mark built the Client Service infrastructure to greatly enhance client interface and satisfaction.  The Sales Department was also redeveloped to improve reach and new business development opportunities.

• In 2003, Mark and Chris Booth launched Retail Performance Management, LLC.  They presented to the market a distinctly different model which was designed to improve the partnership between the manufacturer (client) and service provider(s).  The positioning of their business has been beneficial to all parties involved.  RPM’s clients’ needs are varied and require customization.  Knowing this, RPM delivers on its promise to create/implement turn-key solutions for clients such as:
  • Abbott Diabetes Care
  • Malt-o-Meal Cereal
  • Mentholatum
  • Dole Foods
  • BarCharts

Terry McCormack - Closeouts / Liquidation / Emerging Channel Representation

• Forty-two (42) years experience as corporate executive and consultant/broker in sales & marketing of consumer products
  
  
• Initially worked for such firms as H.J. Heinz, and RJ Reynolds developing the foods division which eventually became Nabisco/Standard Brands
  
  
• Served as V.P. Sales & Marketing for an international consumer products company, Fromageries Bel, Inc.
  
  
• In recent years, Terry has maximized his network of contacts to assist many clients with both their new products introductions as well as moving their excess, discontinued, and closeout inventories. These include, but are not limited to:
  
  

  Manufacturers:
  Stanley Tools Revlon Avon	Panasonic Sportcraft Bulova
  Retailers:
  Auto Zone The Limited Christmas Tree Shops Bed, Bath & Beyond	Big Lots TJX Corp.(Marshall's & TJ Maxx) Dollar Tree

• A key asset to his clients is Terry's ability to review a product or inventory very quickly to help determine it's value in the marketplace through his personal relationships

Bill McKinney - Design and Implementation of Online Reporting Systems and Dashboards

Prior to founding Customer Marketing Group in 1997, Bill ran a direct marketing boutique in New York for 18 years. CMG’s first client was Tropicana for whom we created an online sales planning and management system called PromoWareTM.

In 1998 Bill began the design of a web based sales communications tool for Novartis. The OTC Information STORE -- Sales Tools (for) Organizing Retail Effectiveness -- was the result, installed in 1999 and has been in action ever since.

IBM, when asked to evaluate the sales software in use at Novartis, said Info-STORE was the most embraced sales communications system they had seen.

In 2000 Bill began to work with Gerber Baby Food on their sales communications tool, the Gerber Information STORE. In 2001 He began working to design, program and maintain Gerber’s Retail Marketing Program (RMP), a web based promotion planning tool.

In succeeding years, in addition to continuing to serve both Novartis and Gerber, Bill has taken on several new CPG clients, including Boots International, Fuze Beverages, Tetley and Beiersdorf.

Bill’s current focus is on the development of Key Performance Indictors and their integration into a single Dashboard control system, with the ability to drill down to find the under performing customer, promotion program, or agency, or area manager. It keeps your fingers on the pulse of the business.

Patrick O'Leary - President / Partner / Business Manager of The Greenwood Group

Years in the Retailer / Manufacturer Industry: 26 years

Background:
Bayer, Parkview Health Services, P&G (Gillette), Keystone Organization, Crossmark, Emerson Group

Patrick brings both the formal training of Fortune 100 companies as well as an entrepreneurial spirit from a variety of successful company ownerships.

Working on major brands at Bayer & Gillette, as well as serving on advisory boards for small to mid-size brands as a VP at Crossmark

Applying the basics of consumer research & strategic planning to brand opportunities, while employing non-traditional strategies for marketing and sales, he has actively launched successful brands using a variety of platforms and methods.

As a Partner at Emerson Group, he served as VP of Sales for ZonePerfect Nutrition.  Over a nine month period, Patrick re-organized the sales team and then assisted in the transition to a new VP of Sales. His work in that capacity, along with key customer management, allowed the company to grow from $8mm to $80+mm and then be sold to Abbott Labs for $165mm.

At Advanced Vision Research, where he has been in the role of Brand Manager since 2001, he serves as a member of the management team and assists in strategic planning, sales, marketing, co-branded initiatives, and new product development. Since joining the AVR team in 2001, TheraTears has tripled in sales. 

Greenwood Group builds businesses!
The Greenwood Group team has over 280 years of collective experience in the CPG industry.

With backgrounds from the Fortune 100, as well as entrepreneurial endeavors, you will find a blend of talent that allows any manufacturer to look and act like a “big” company while being able to take advantage of the flexibility ava ilable to a smaller company.

Up front, we provide an immediate infrastructure to any company and/or product, to develop a strategic plan in preparation for getting to market, or for improving that which is already in-market.

The preliminary planning steps are key to long term success, as are several other factors that are core strengths of the Greenwood Group. From Pre-Market Planning to Education and Marketing, and through to Consumer Adoption and Purchase, we surround the opportunity to bring the best chance for success with the most efficient costs.

In the execution and sell-in phases, we interact with all national and regional customers via live meetings in their corporate offices throughout the year, and at a variety of industry-leading trade events.

We manage all US &20Canadian Food, Drug, Drug Wholesale, Club and Mass customers and other selected classes of trade, via our Sales Managers and a network of market leading brokers.

We closely manage spending and profitability by using a formal series of tools, formats and processes which make our clients, brokers, and us more efficient and more productive.

Our network is consistent throughout the US and has multiple levels. By leveraging our entire portfolio of brands, you get the attention of a much larger company. That attention, plus an accelerated activity-level, increases your brand’s frequency and access with numerous people, including key personnel, within each customer.

In short, we are able to put several people on your business who have:

1. Extensive formal training from some of the best companies in the CPG industry
2. A proven track record of successful entrepreneurial experiences
3. A knowledge and relationship base that is unmatched in our business.

The annual compensation of this type of team, if it were to be directly employed, would be prohibitive to many companies. Rather than hire one or two people and deal with the various issues & costs which that represents, Greenwood takes the guesswork out of the decision and provides more complete services and better execution for your dollar.

By working with us, you can greatly reduce this cost yet still provide a multi-faceted team that can be in many places at once, and accomplish goals through a variety of skill sets.

This “reach” gives you more exposure to the industry, which garners you more attention and opportunity. By focusing on profitability, we insure that the increased visibility works to your advantage.

Our goal for each of our clients is to grow profits through increased sales, decreased costs and improved efficiency.   

See RPM/Greenwood for:

Pre-Market Consulting Consumer Marketing   Strategic Planning  Full Service Design

Field Sales Management Trade Marketing Strategic Raw Materials Sourcing Integrated Supply Chain Logistics

Rick Puccio - Share Groups

• Work experience includes 12 years of Sales and Sales Management positions for Richardson Vicks and P&G.  Highlights included heading-up the A&P Team selling effort in 1989 and 1990.  This represented one of P&G’s first team-oriented selling efforts.

• Joined NEO Consulting Group in 1991 and leveraged Team Selling experience to help clients build strategic alliance selling relationships with major retailers. Also helped clients in the area of Customer Planning and Trade Fund Management. Clients included:
  • Pepsi
  • American Greetings
  • American Home
  • ConAgra
    
    
• Rick moved to CMS Consulting in 1997 as a Co-Owner and has helped CMS to become a multi-million consulting practice with 11 associates.  Rick’s primary focus in recent years has been on establishing and managing CPG Share Groups for multiple Sales functions such as:
• Trade Marketing
• Category Management
• VP Sales
• Sales Finance

• Rick coordinates all of the Share Groups on behalf of both RPM and CMS.  In total there are 18 Share Groups that meet twice per year.