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Merger Integration,
Systems Evaluation and Software Selection
Several engagements
have involved Merger and Acquisition activity where our role was
to help companies integrate the culture, processes, people and tools
of an acquired company as well as to help plan and execute the actual
acquisition. Examples of these engagements are shown below:
- For a
regional sporting goods and convenience store chain
operating under several banners who was acquiring a local sporting
goods competitor, acted as the retail subject matter expert providing
a consolidation plan including timetable, organization structure,
performance measurement, and vendor communications. Addressed
specific issues regarding staffing and consolidation, creating
a new merchandising organization for the combined companies. This
included the redesign of job descriptions as well as a process
for screening and selecting applicants from both organizations.
Also assisted in systems software selection review (evaluation
of JDA vs. STS), ad agency review and development of pricing strategy.
- For a
regional toy/educational learning retailer acquiring another
regional competitor managed the project team for the acquiring
company that oversaw and coordinated integration activities. The
team was involved in a wide range of pre-closing activities including
financial and organization analysis, timetables and communications
and a host of other time urgent issues. Post-closing the team
was involved in integration issues affecting most functional areas
including distribution, merchandising, brand consolidation, HR,
IT, accounting, and store operations. The project also expanded
beyond merger issues to address major distribution and merchandising/inventory
management opportunities.
- For a
major, national, mall-based accessories retailer
acquiring a competitor, acted as merchandising subject matter
expert in reviewing and validating the acquiring company's consolidation
plans regarding brand positioning, assortments, timing and organization
staffing and consolidation.
Systems Evaluation
and Software Selection
In addition
to the example above, several assignments involved assessing current
merchandising system tools and either developing recommendations
for more effective utilization or assisting in the selection of
new software. Examples of these circumstances are described below:
- For a
national food products manufacturer, co-managed the combined
retail/food service project team in the evaluation and selection
of retail/food service trade management software. At the client's
request 9 separate providers were evaluated by the combined consulting/client
team through a structured software selection process which included
scripted demos for several of the candidates. The client selected
a Siebel solution to be installed on the JD Edwards enterprise
backbone. Our work included assisting the transition to implementation
by helping to further define the detailed system functionality
requirements.
- For a
national fabric and craft retailer
that had previously acquired and installed SAP Retail software
and was experiencing numerous implementation difficulties, managed
the project team that identified, researched and developed recommendations
for addressing problems relating to the client implementation
of the SAP software in distribution, store replenishment and planogramming.
This investigation provided the client with a much better understanding
of the critical nature of specific implementation decisions and
choices that were made during the initial installation process.
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