This document provides background information on Jim Bannon and his qualifications for a Product Manager position at Intermatic focusing on outdoor lighting. It outlines Jim's extensive experience in marketing, sales support, product development, merchandising, pricing, packaging, and trade show activities for various lighting and hardware companies. It emphasizes his passion for growth, knowledge of different trade channels, relationships with customers and internal teams, and effectiveness in new business development, conversions, and key initiatives that have led to significant sales increases and awards for vendors of the year.

1. Especially Prepared for:
Phil Kinzer
Marketing Manager - Lighting
By: Jim Bannon
McHenry, IL
July 15, 2004
12/10/13

2. When the Question is Outdoor
Lighting….
The Answer is Intermatic /
Malibu
12/10/13

3. Hiring the Best Product Manager –
for Low Voltage Lighting
•
•
Passion for Growth, Expansion of ED Channel
Knowledge / Marketing Experience
•
Commitment and Creativity !
•
12/10/13
Diversity of Experience in the Lighting / Hardware
Home Center Industry
BMBR – Building Mutual Benefit Relationships

4. Intermatic Objectives
======================
• Build the breath of products sold through the
Hardware/Home Center and ED Channels
• Develop NEW products that are not easily
knocked off in 60 days
• Utilize existing manufacturing capabilities to
deliver “value-added” products to improve
margins
• Focus on improving position within the ED
channel
12/10/13

5. Product Manager Position Requirements
• Secondary Marketing Support
• Supplementary Sales Support
• Determine – Products, Pricing,
Packaging, Promotion, Distribution
• Participation/Involvement – Annual
Marketing Plans, Budgeting, New
Product Development, Presentation
Materials, Trade Show Activities
12/10/13

6. Trade Channel Knowledge
• Extensive experience with Co-ops,
Independent Hardware Distributors,
& Big Box Home Center Chains
• Would find it an exciting growth
challenge to learn more about the ED
Channel and expand my Marketing
Skills
12/10/13

7. Sales Support Activities
• As a Sales Manager, continually
provided presentations,
merchandising programs, and
computerized selling tools as
resources to improve sales force
effectiveness
• Square D – Category Management
“Mix Master”; Value Pack Calculator;
Profit Elasticity Modeling
12/10/13

8. Sales Support Activities
• Wooster Brush
– Directed the development of all
Merchandising Catalog Sheets and
Private Label Program Introduction
Brochure
• Totes
– Directed development of all literature;
created price catalogs, and presentation
materials for use by national sales
force.
12/10/13

9. Product Development/Introduction
• Square D
– $1 Million Pool/Spa Panel Introduction;
$150K production cost savings
– Best record of new product introduction
success among all Regional Managers –
Generator Panel – Over $1 Million;
Breaker 10-Pack @ every account;
Whole House Surge – Blain, Menards,
HD Midwest
12/10/13

10. Product Development/Introduction
• Wooster Brush
– Total Private Label program re-design;
packaging, merchandising, collateral
literature
– Created a new Premium line – new
formulations, first new handles in 15
years ($170K investment) – improved
Gross Margin and performance.
12/10/13

11. Product Development/Introduction
• Action Tungsram
– Introduced the “Expanded Line
Program” to reposition the company
from a promotional in/out supplier to a
respected second line source. Grew
Lowes business 25% and gained new
distribution
– Improved margin, maintained accounts
against competitive threats by
balancing product mix sold to key
accounts
12/10/13

12. Product Development/Introduction
• GE Lighting
– Led a team effort to create the Consumer
Ballast Program
– Led a team effort to create the first Circuit
Breaker and Panel consumer package
program
– Succeeded in gaining 13 of 15 top mass
merchants with the Halogen Headlight and
Miniature Lamp Introduction
– The “Energy-Savers” merchandising
program success (Gold Circle, K-Mart and
Wal-Mart) led to the development of the
MISER program
12/10/13

13. Merchandising
• Square D
– Menards Merchandising Prototype –
38% Increase
– Re-merchandised Blains and Mills
• Wooster
– Merchandising/Conversion Program
was key to the new distribution gains –
12 new distributors, $2.2M growth at
Pro, Moore-Handley growth $100K - $1M
– Converted over 2,000 ServiStar stores
12/10/13

14. Merchandising (Cont.)
• Totes
– K-Mart & Wal-Mart Merchandising Plan
regained $250K business and generated 800%
increase, respectively
– Walgreens Rubber Footwear “Power Wings”
decreased returns from 50% to 15%
– Innovative color-coded/application specific
Umbrella merchandising gained Gold Circle,
Meijer, and Target as new customers
• GE Lighting
– Created the “Energy-Saver” and Halogen
Headlight Merchandising Programs
12/10/13

15. Merchandising (Cont.)
• Action Tungsram
Expanded Line Merchandising Program
- Repositoned the company from a
“Promotion Only” supplier to a viable
“Full Line – Second Source”
- Vendor of the Year – Nichols, 25%
growth with Lowes, blunted competitive
threats
12/10/13

16. Pricing
• Square D - Created a unique approach to
pricing Pool/Spa panels at Home Depot to
blunt a competitive threat (in the absence
of a competitive product) – issuing credits
to each Division
– Maintained the integrity of product pricing to
avoid appearance of an “after- promotion”
price increase on the premium product, when
the new replacement product was developed
and introduced
12/10/13

17. Packaging
• Action Tungsram
– Expanded and Re-Positioned “Rainbow
Packaging” to differentiate Promotional
Brand – creating an “Everyday Second
Line” Profit Alternative
• Wooster Brush
– Selected as 1 of 2 suppliers to develop
the new packaging concepts that
formed the basis for all ServiStar’s
Private label programs
12/10/13

18. Presentation Materials
• Wooster Brush
– Created Product Training PowerPoint
Presentations
– Competitor Cross Reference
Spreadsheet/Presentation
– Wrote and Produced ServiStar Training and
Program Introduction Videos (3rd Party
Production Company)
– Created Sales Solicitation Books for use by 23Member National Sales force and Distributor
Sales Personnel
– Created Sample Demo Cases for sales force
12/10/13

19. Trade Show Activities
• Independent Hardware Distributor
and Co-op shows
– Responsible for preparations,
attendance scheduling, promotional
planning, sales meeting
presentations, and seminars for
multiple Spring/Fall shows
– Square D
– Triad Systems (Incl. Seminars and
User Groups)
– Wooster Brush
12/10/13

20. Trade Show Activities
• GE Lighting and Action Tungsram
– Responsible for company attendance
at the National Hardware, Housewares
and Home Center Show
• Booth design
• Travel and entertainment scheduling
• Trade activities – (Gaslight club party)
– Managed preparations for all Co-op
shows (GE)
12/10/13

21. Why Jim Bannon?
• Corporate Training – Street Smart
Hardware Industry Experience
– GE Lighting; Wooster Brush; Triad; Square D
– Formed the Hardware National Account Team
– Created Strategic Plan that Enhanced Coop
Distribution and Formed the Foundation for a $350
Million Gain in Home Center Distribution
– Built People and Programs that Led the Industry
12/10/13
– At the forefront of Competitive Conversions, New
Business Development and Key Initiative
Implementation

22. Why Jim Bannon?
• Built Wooster Brush National Hardware
Distribution
12/10/13
– Matrix Managed 23 Member National Sales Force
– Direct Sales Team / Marketing Interface
– Created ServiStar Private Label Format; Paint Brush
Program Conversion = 2,000 dealers
– VENDOR of the YEAR
• 3 Years at PRO – All Manufacturers
• ServiStar, Paint Sundries – Paul Pentz cited as “The
Model” for successful Conversion Programs
– Regular Invited Speaker – Valspar / Coast to Coast
Dealer Training Seminar
– National Paint Distributors – Seminars and
Conversions; Opened Canada = $1 Million

23. Why Jim Bannon?
• Chain/Distributor & Internal Cross- Functional
Relationships
– Broad experience with the Big Box Home Centers,
Co-ops and Hardware Distributors
– Industry Expert for Triad Systems
– Extensive experience working with internal and
external functional teams – Marketing, Product
Management, Manufacturing, Sales, Art Departments,
Outside Vendors, and Multiple departments at
customer locations
– Known as a Passionate and Effective Trainer and
Public Speaker
– Can “Walk a Mile” in a lot of shoes
– Show/Market Participation Experience and
Effectiveness
12/10/13