Expert Details
Retail Security Products - Sales/Marketing, ROI Analyses, Litigation Support
ID: 724421
Florida, USA
With over 20 years of experience in the sales and marketing of retail security products, expert has assisted a number of clients in product positioning, strategic and tactical marketing, trade show participation and direct sales to large retail organizations.
The security products industry relies upon technologies that are continually evolving and improving - such as telecommunications, radio frequency communications, and computer hardware and software. Successful competitive intelligence gathering begins with a thorough knowledge of industry participants, and insight into the direction that security technology is evolving. Expert has conducted competitive intelligence gathering exercises for security equipment manufacturers and investment banking firms.
Multi-million dollar equipment procurement projects require rigorous pro forma financial analyses. Expert earned an MBA in Finance and Investments from George Washington University in Washington, DC. He has conducted scores of cost-benefit analyses, and has designed customized spreadsheet software that is used to cost justify retail security product procurements.
Electronic Article Surveillance (EAS) products protect retail merchandise from shoplifters. Since the late 1960s, EAS has been widely used worldwide to deter or apprehend shop thieves. Expert has spent over 25 years directly involved in all facets of the EAS business, including sales and marketing management, new product development, procurement and financial analysis. He has been engaged as a consultant on a wide array of assignments by both retailers and EAS equipment manufacturers.
Radio Frequency Identification (RFID) technology has been touted as a revolutionary method for inventory control; product identification and authentication; toll collection, and many other uses. It has even been touted as the eventual replacement for the bar code on consumer products. RFID technology is an outgrowth of the EAS industry. Expert’s background in retailing, finance, and in the EAS industry provides him with excellent credentials as a knowledge source for a wide range of RFID issues. He has conducted seminars on the topic for the National Retail Federation, ASIS (formerly the American Society for Industrial Security), and the New Zealand Security Association.
Return on Investment Analysis (trade association) - Developed proprietary ROI modeling software to evaluate security equipment procurements.Security Product Procurement (department store retailer) - Provided a comprehensive study of the competing security equipment technologies in the context of the client's business model. Projected technological advancements forward by two years in order to make a recommendation on the client's future EAS platform. Recommended a list of future technology improvements that were built into the subsequent contract. 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 prominent vendors, and on the strength of in-depth industry knowledge, assisted management in a complex negotiation that saved several million dollars.
Acquisition Research (security equipment manufacturer) - 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.
New Product Development (security equipment manufacturer) - Conducted an evaluation of the client's 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. Conducted product management seminars for annual sales meetings. Advice and counsel as a member of the client's Board of Directors.
Strategic Planning (security equipment manufacturer) - Conducted primary research leading to a strategic white paper on the worldwide electronic article surveillance (EAS) marketplace, assessing the viability of a Japanese EAS manufacturer exporting a product line into the North American market.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1973 | Degree: MBA | Subject: Finance and Investments | Institution: George Washington University |
| Year: 1971 | Degree: BA | Subject: Economics | Institution: Georgetown University |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 1996 to Present | Employer: Undisclosed | Title: Principal | Department: |
Responsibilities:He is the founder and principal consultant for Employer. The firm was formed in 1996 in response to requests from retail loss prevention executives for a source of honest, unbiased and knowledgeable information about the electronic article surveillance (EAS) industry. Engagements in this field cover virtually all major issues, including technology and brand selection, procurement and contract negotiation, source tagging strategy, return on investment (ROI) analysis, trend forecasting, and advice on the relationship between EAS and radio frequency identification (RFID).Concurrently, the firm developed a strong experience base in financial analysis, cost justification of products and services, return on investment model building and the education and training of non-financial executives in retail accounting and financial concepts. Since 2002, the firm engages in sales, marketing and product development projects for smaller manufacturing companies, both inside and outside of security products, seeking to gain market share, stimulate growth and improve marketing and advertising efforts. Since 2006, the firm provides evaluations of specific security products and/or the market potential for those products in an advisory capacity to private equity investment firms. In addition, the firm offers expert witness services in intellectual property cases involving security products, and on retail accounting and auditing issues. |
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| Years | Employer | Title | Department |
| Years: 1995 to 1996 | Employer: Decision Point Data | Title: Vice President - Sales, East | Department: |
Responsibilities:He was responsible for all sales and marketing activities East of the Mississippi River for this provider of background and screening services to large retail chains |
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| Years | Employer | Title | Department |
| Years: 1993 to 1995 | Employer: Sensormatic Electronics Corp. | Title: Director of Corporate Marketing | Department: |
Responsibilities:He was responsible for strategic planning, branding and marketing activities for retail security products for this +$1billion manufacturer |
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| Years | Employer | Title | Department |
| Years: 1988 to 1993 | Employer: Security Tag Systems, Inc. | Title: Vice President, Sales & Marketing | Department: |
Responsibilities:He was responsible for product development, sales, marketing and customer service activities for this manufacturer of retail security products. Acquired by Sensormatic in 1993 |
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| Years | Employer | Title | Department |
| Years: 1980 to 1988 | Employer: Sensormatic Electronics Corp. | Title: Various executive sales & marketing positions | Department: |
Responsibilities:He progressed from territory salesman; to national accounts. In 1995, he was promoted to Director of Sales & Marketing Administration for this large manufacturer of retail security products |
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| Years | Employer | Title | Department |
| Years: 1978 to 1980 | Employer: Emporium-Capwell's | Title: Director of Shortage Control | Department: |
Responsibilities:Working in tandem with corporate security, he was responsible for the protection of the physical inventory of this department store division of Carter Hawley Hale Stores |
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| Years | Employer | Title | Department |
| Years: 1974 to 1978 | Employer: Davison's | Title: Various executive positions in the Controller's Division and Merchandising | Department: |
Responsibilities:He held a wide range of executive positions in the Controller's Division, such as Budget Manager and Director of Internal Audit. Subsequently, he became a successful Men's and Women's apparel buyer |
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Career Accomplishments
| Associations / Societies |
|---|
| ASIS International |
| Publications and Patents Summary |
|---|
| He has published over 30 items, and he was awarded a U.S. patent for the design of an anti-theft device that protects video games and game players. Currently, he authors the bi-monthly "Industry News" column in Loss Prevention Magazine - the widely read trade magazine for retail loss prevention and security professionals. He has published book chapters, feature articles, case studies, opinions and academic research on a wide range of subjects, including return on investment, retail loss prevention, EAS, source tagging, RFID and other topics in publications such as Security Technology & Design Magazine, Retail Business Review, Stores Magazine, MMR, International Journal of Risk, Loss Prevention Magazine, Security and Crime Prevention, Security Journal, Automotive Aftermarket Business and Talking Stick Magazine. |
Additional Experience
| Expert Witness Experience |
|---|
| He has expert witness experience for the plaintiff in three ongoing federal cases. Two cases involve expert testimony in patent infringement in the retail security products industry. One case involves expert testimony for the federal government in a civil fraud action regarding retail accounting methods and practices. |
| Training / Seminars |
|---|
| A frequent seminar speaker, he has addressed ASIS International, the National Institute of Justice, National Retail Federation, New Zealand Security Association, Retail Council of Canada, Retail Industry Leaders Association (formerly IMRA), Food Marketing Institute, Source Tagging Council and the National Association of Chain Drug Stores. Topics include: Retail Security Technology Trends, Return on Investment Methodology, Strategic Issues in Retail Security, Negotiating Skills, and other topics. He has designed, developed and presented a four-hour block of instruction on retail accounting and the fundamentals of return on investment theory to the client's major national account salespeople. |
| Vendor Selection |
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| With over 25 years of experience in the retail security manufacturing industry, he has a wide range of high-quality contacts around the world. |
| Marketing Experience |
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| Over 30 years of varied and high level experience in retailing; retail accounting and finance; loss prevention; security and risk management; radio frequency-based security technology; academic and commercial research. |
| Other Relevant Experience |
|---|
| Financial Analysis - Unmatched experience in the application of financial analysis techniques to security products and other retail systems, including: return on investment (ROI) analyses; lease versus buy decisions; custom ROI model building; retail accounting and finance. He was the originator of ROI analysis and graphic presentations in the EAS selling process – designing and constructing the first custom spreadsheet model in 1983. In the early ‘90s, he was instrumental in the conception, design, manufacture and marketing of benefit denial devices, such as ink tags, tags that “mate” with EAS products, and specialty security tags. In 1996 he was awarded a U.S. patent for the design of an anti-theft device that protects video games and game players. Since 2006, he has assisted a number of equity capital firms in finding and vetting potential investments in the retail security space. Since 2004, he has provided strategic marketing guidance to technology start-us in the RFID and Intelligent Video industries. |
Fields of Expertise
patent infringement, expert witness, business development, new technology business value measurement, competitive intelligence, cost-benefit analysis, electronic article surveillance, inventory control, radio frequency identification, return on investment, retail security, automotive financing, electronic surveillance, trend forecasting, accounting fraud, internal audit, industrial security, crime security, security management, retailing, market positioning, public speaking, closed-circuit security system, electronic security, corporate strategic planning, competitive analysis, accounting, new product development, strategic planning, market research, marketing, video surveillance, risk management, economic analysis