26 Years of Real-World Retail Experience
I didn't learn the hardware business from a textbook. I learned it by doing it.
I started working part-time in the hardware business as a young teenager and began working full-time at 14 years old. Over the next 26 years, I went from working behind the counter to owning and operating an eight-store retail organization.
Along the way, I've experienced the highs and lows of business ownership: turnarounds, growth, acquisitions, partnerships, technology conversions, debt, B2B development, catastrophic loss, family-business succession, multi-store operations, and ultimately preparing a company for sale.
That's the experience I bring to my consulting clients.
Mastering Every Stage of the Business Journey
Over 26 years, I have navigated:
Strategic turnarounds.
Maximizing profit recovery.
Dynamic pricing models.
Boosting gross margins.
Epicor integration.
Scaling inventory.
Asset optimization.
Building B2B channels.
Proactive outside sales.
Strategic acquisitions.
Joint ventures.
Ownership buyouts.
Navigating family succession.
Handling partner loss.
Co-op conversions.
Reducing corporate debt.
Solving cash-flow issues.
Claims and insurance recovery.
Developing leaders.
Managing multi-site units.
Market expansion.
Exit strategy planning.
I have celebrated wins, navigated setbacks, and paid for hard-earned wisdom. I have stood at the crossroads of tough choices when the path wasn't clear.
That is the depth of insight I offer my clients.
The Retail Journey
Business Turnaround & Profit Recovery
Early in my career, I helped turn around a struggling operation by examining where the money was actually going, eliminating unprofitable sales, and aggressively reducing unnecessary expenses.
We reduced annual overhead from approximately $600,000 to $200,000.
That taught me a lesson I've carried throughout my career:
You don't always need more sales. Sometimes you need to stop losing the profit you're already earning.
Today, I can help retailers identify profit leaks involving overhead, payroll, purchasing, vendors, delivery, operations, inventory, pricing, and unprofitable business.
Pricing & Margin Optimization
I've implemented Margin Master and Pricing Planner to improve pricing and protect gross margin.
In 2005, I also led our transition from CS2000 to Epicor and have spent more than 20 years using Epicor as a retailer and multi-store operator. I've also implemented Epicor Compass.
I understand these systems from the owner's side of the desk—using technology, reporting, pricing, inventory, purchasing, and data to make better business decisions.
Inventory Management
I've experienced inventory as both a growth tool and a cash-flow challenge.
I've intentionally increased inventory to improve selection and drive sales, while also working through overstock, obsolete merchandise, slow-moving inventory, inventory turns, purchasing, transfers, and excessive cash tied up on the shelves.
The answer isn't simply more inventory or less inventory. It's having the right inventory producing the right return.
B2B Growth & Expansion
I built our B2B operation from the ground up.
Our original first-year goal was $100,000 in sales. We produced approximately $500,000 that first year.
By 2026, the division grew to more than $3 million in annual sales, supported by a B2B leader and three outside salespeople.
I can help retailers build or improve their own B2B operation—from strategy and customer acquisition to outside sales, compensation, accountability, territories, delivery, and leadership.
Multi-Store Expansion
I've experienced what it takes to move from running one successful store to building an eight-store organization.
That meant acquisitions, new locations, additional inventory, financing, leadership development, centralized departments, KPIs, transfers, purchasing, B2B, staffing, systems, and learning how to operate a company that could no longer depend on one person knowing everything.
I can help owners evaluate expansion opportunities and, just as importantly, determine whether expansion will actually make their business stronger.
Preparing a Business for Sale
Architecting clean financials and sustainable operations that maximize valuation and appeal to potential buyers.