Retail Marketing in the Digital Age
10:10am – 11:15am – McColl Building 2500
Jim Davidson, Bronto Software – Manager of Marketing Research
As an expert in email, mobile and social strategies, Jim brings 15 years of experience in online marketing, managing email and cross-channel programs for top retail clients. From strategic vision to implementation, Jim has led clients to successfully meet aggressive revenue and performance goals. As Bronto’s Manager of Marketing Research, he regularly publishes industry-focused white papers, research reports and contributes to the Bronto Blog. His articles can be found in publications such as DM News, ClickZ, eM+C and Multichannel Merchant.
Lynda Firey-Oldroyd, Nordstrom – VP of Consumer Insights
Lynda Firey Oldroyd leads the Consumer Research group at Nordstrom. The team provides holistic support for the organization, including marketing, merchandising, customer experience, service, stores and store design, loyalty and omni-channel initiatives. Given the rapidly changing needs and behaviors of consumers, the team uses progressive techniques to identify opportunities and to inspire action accordingly. Driven by their insatiable curiosity about the marketplace, our brand, our competitors and consumer beliefs/attitudes in general, Lynda and her team are focused on enhancing Nordstrom’s understanding of the retail landscape, through the delivery of meaningful and actionable insights to drive increased relevance, differentiation, sales and profits. They strive to continually unlock meaning and implications from both quantitative and qualitative data, to help the organization achieve new levels of customer intimacy.
Lynda brings over 25 years of experience at the intersection of market research, analytics, marketing and strategy. She is a design enthusiast and loves all things clear and visually insightful. Prior to joining the Nordstrom team, Lynda successfully championed future focused strategy and marketplace insights for companies like Gap Inc., Levi Strauss & Company, Pepsi-cola, Taco Bell and Frito Lay.
Sarah Goldwasser, Deloitte Consulting – Manager
Sarah is a Manager in Deloitte’s Strategy practice, focusing on the Retail sector. She has over seven years of experience advising clients in areas including Marketing Transformation, Customer Relationship Management (CRM), Digital Strategy, Project Management and Process Improvement. Currently, Sarah is leading a team to develop and drive execution of a comprehensive 2014 Digital Strategy for a leading retail pharmacy. Past engagements have included design of an Omni-channel Reporting and Analytics strategy for a leading luxury retailer and a CRM assessment for a $3B regional department store.
Prior to joining Deloitte, Sarah worked in sales and recruiting, interviewing and building strong relationships with C-level executives in the high-tech, financial and retail sectors. She completed her MBA at UNC in Chapel Hill, and holds a BA in Political Science from Carleton College.
Parker Wilson, lululemon athletica – Assistant Manager
Parker Wilson, a North Carolina native and die hard Tar Heel, is an energetic marketeer committed to advancing the ideas of socially minded companies. She completed her undergraduate studies at Baylor University in 2006 and began her career in marketing and business development with Charlotte-based company, Crescent Resources . In 2008, she opened p.s. Creative, a marketing and PR consulting practice dedicated to serving non profits and start ups. She completed her MBA at Kenan-Flagler in 2011 and packed up for Vancouver, British Columbia where she started her career with lululemon athletica as a part of the Operations team.
In the Spring of 2013, she left Vancouver for the South where she and her husband now live. She brings her background in marketing and public relations to lululemon athletica as the community and branding leader for its Charleston, SC location.
Retail and Real Estate
10:10am – 11:15am – McColl Building 2575
Vance Evans, Tanger Factory Outlets – AVP Leasing
Vance has worked in the outlet shopping center for over 25 years and has worked for the last 14 years with Tanger Factory Outlets. Tanger operates 43 outlet centers in the US and Canada. Vance’s key accounts include Gap, Banana Republic, Old Navy, H&M, Express, Abercrombie, Anne Taylor, Eddie Bauer, and American Eagle.
Vance attended the University of Wisconsin and now resides in Clayton, NC with his wife and four sons.
Stanley Werb, Rivercrest Realty Investors – Principal
Founded in 1967 and based in Raleigh, North Carolina, Rivercrest Realty Investors is a privately owned and operated commercial real estate company specializing in the acquisition, long-term ownership and management of shopping centers, office buildings, and apartments throughout the eastern United States. Since the company’s inception, Rivercrest has assembled a portfolio of high quality assets from New York to Florida. Rivercrest operates 48 retail properties with over 4 million square feet of total retail space.
Moderated by Jim Spaeth, Executive Director of the Leonard W. Wood Center for Real Estate Studies at Kenan-Flagler
Jim Spaeth serves as Executive Director of the Leonard W. Wood Center for Real Estate Studies at UNC Kenan-Flagler Business School in Chapel Hill, North Carolina. In this capacity, he is responsible for supporting the faculty, academic programs, students, and extracurricular activities of UNC Kenan-Flagler’s nationally-recognized real state program. Prior to joining the Wood Center earlier this year, Jim spent two years in UNC Kenan-Flagler’s MBA Career Management Center, where he worked with students and employers in the real estate and investment banking industries.
Originally from the Washington DC area, Jim earned undergraduate degrees in Finance and Political Science along with an MBA from the University of Florida. Prior to his arrival at UNC Kenan-Flagler in 2011, Jim held positions in investment banking (Raymond James and CNL) and real estate development (Remora Partners), gaining development expertise in the office, retail, multifamily, hospitality, and senior housing sectors. During his time in Florida, Jim was also involved with the University of Florida’s Center for Real Estate Studies, and has been active in ICSC, NAIOP, and ULI during his real estate career.
Global Channel Management in a Changing Retail Environment
11:25am – 12:30pm – McColl Building 2500 Sponsored by UNC’s Global Business Center
Holli Draughn, VIETRI – National Sales Manager
Holli Draughn is the Vice President of Sales for VIETRI, Inc., a wholesaler of Italian handcrafted dinnerware and home and garden accessories to the finest specialty retailers in the world. With its main office and distribution center located in Hillsborough, NC, VIETRI owns a showroom in Atlanta and is represented in all other major tabletop markets –New York, Los Angeles, Dallas and Toronto.
VIETRI won the first ARTS Award in the Tabletop category in 2006 for excellence in design and received the award again in 2007, 2009 and 2010. In addition, VIETRI has been named one of the top 40 Family Friendly companies for its commitment to creating a family friendly environment for all employees. VIETRI has been active with Hospice and other local non-profit organizations.
Holli graduated from North Carolina State University with a degree in Textile and Apparel Management in 2006. She remained at NC State the following year to continue her education and in 2008 she earned her MS in Textile Technology Management. She joined VIETRI in 2008 as a Sales Coordinator and eventually worked her way up to becoming VIETRI’s National Sales Manager. Holli is now VIETRI’s Vice President of Sales, a position she manages on top of pursuing her MBA from UNC’s Kenan Flager School of Business.
Larry Shaw, Merch Success – CEO
Larry has 25 years of retail and direct marketing senior management level experience working for some of the most customer focused consumer brands, and is recognized as a forward thinking leader and expert in Brand Building, Merchandising, and Marketing, with a focus on Specialty Retail.
Larry currently manages two service companies that he founded: Merch Success, which provides world-class merchandising solutions for the retail industry, centered around core services New Items on Demand and Brand and Growth Coaching, and Lancelot Direct, a boutique retail and direct marketing consulting company focused on helping specialty retailers innovate and gain competitive advantages in the areas of Merchandising, Marketing and Strategic Brand Positioning.
Larry was previously President of Southern Season, the nationally renowned multi-channel Specialty Food, Housewares, and Gift retail chain based out of Chapel Hill, and has held senior management level positions at leading retail companies, including The Vermont Country Store, Nordstrom, and Hanover Direct.
Larry has a diverse background, with strong expertise in retail, e-commerce, and catalog channels, with emphasis on Strategy, Merchandising, Marketing, and Business Development across hard-and-soft-good lines.
Moderated by Seravanan Kesavan, Assistant Professor of Operations, Kenan-Flagler Business School
Saravanan Kesavan conducts research on supply chain management for retailers, with emphasis on benchmarking operational performance and management of retail store labor. He uses publicly available financial data as well as proprietary archival data from retailers in his research.
His research has appeared in Management Science and M&SOM. He is a senior editor at POMS and an ad hoc reviewer at Management Science, M&SOM and POMS. Dr. Kesavan teaches business statistics for undergraduate business students and retail operations for MBA students. He worked for several years at i2 Technologies, where he helped clients deal with supply chain management issues.
He received his doctorate in technology and operations management from Harvard Business School. He also has master’s and bachelor degrees in engineering from University of Massachusetts at Amherst and IIT Madras, India, respectively
Building the Consumer Enterprise
1:00pm – 2:00pm – Kenan Family Dining Room
Bill Aull, McKinsey & Company – Associate Principal
Bill Aull is an Associate Principal in McKinsey’s Charlotte office and is a leader within the Americas Retail Practice. Bill is also the leader of the retail pricing and promotions service line. He has been with the Firm for the last four years, and his client work has spanned across both retail and CPG sectors. Within retail, he has served grocery, drugstore, hardlines and multi-category retailers in the areas of Strategy, Growth, Pricing, Promotions and Operations.
Recent client experiences have included:
- Creating a 5-year strategic plan for a hardgoods client, focusing on acceleration of businesses outside of traditional channels and delivering ROIC improvement
- Led the go-to-market strategy and transformation of a drugstore retailer post acquisition. Created significantly better value proposition for client and accelerated key categories to drive the business and capture both top and bottom-line synergies.
- Drove pricing and promotions strategy for a leading regional grocery retailer, including capability building and systems build-out.
Prior to joining the Firm, Bill worked in Strategy and Corporate Finance at IBM.
Bill holds an MBA from Dartmouth’s Tuck School of Business where he was an Edward Tuck Scholar and a BS from the University of North Carolina at Chapel Hill, graduating with distinction.
Jaggi Singh, Members Only – President and CEO
Jaggi Singh, President and CEO of Members Only, is a pioneer in the outerwear industry, where he has licensed and manufactured leading brands for over two decades. After launching the Collage and Segments outerwear brands in the early 1990s, Singh acquired the Kenneth Cole license in 1992 and established a new men’s and women’s leather collection, debuting the line at Neiman Marcus, Bloomingdale’s, Macy’s, Dillard’s, and Lord & Taylor. In 1997, Singh sold his company to Gordon & Ferguson, America’s oldest outerwear company, and stayed on as President until 2008. Under Singh’s leadership, the company licensed brands such as Joseph Abboud, Elie Tahari, Nicole Miller, Rocawear, Rainforest, Alexander Julian, ABS Allen Schwartz and Vigoss, to name a few. In 2009, Singh licensed Members Only and revitalized its men’s and women’s outerwear lines. Singh and partner Ron Malhotra acquired the iconic brand in 2012 under JR Apparel World, LLC and have since grown Members Only into a full-spectrum lifestyle brand offering outerwear, accessories, and sportswear with distribution throughout North America and select countries overseas. Jaggi Singh completed his MBA at the University of North Carolina at Chapel Hill.
David Wagner, VF Corp – VP Strategy and Integrated Planning
Based in Greensboro, VF Corporation is one of the world’s largest and most successful apparel and footwear companies, owning leading brands such as The North Face, Vans, Timberland, Wrangler, and Lee. At VF David leads the Strategy & Planning function, working with corporate and business unit executives to help VF’s brands grow. David has held strategy leadership roles in the United States and for VF’s International business, based in Switzerland.
Prior to joining VF, David worked in private equity for Banc of America Capital Investors and as a consultant at McKinsey & Company.
David has a B.S. in Business Administration from the University of North Carolina at Chapel Hill and an MBA from Harvard Business School. David and his wife Jennifer have their hands full with three children under the age of five – all whom he is properly grooming as future Tar Heels.
Moderated by Brian Fauver, CFO/COO at Southern Season and VP at Carrboro Capital
Mr. Fauver serves as the President and CFO of Southern Season, a gourmet foods and specialty products retailer with multiple locations across the southeast. With over 70,000 items sold in-store and online, Southern Season is known for its product offering breadth and quality. Southern Season locations have a full service restaurant and production quality cooking school providing customers with an immersive shopping experience. Prior to Southern Season, he was a private equity investor making control investments in retail / consumer businesses, most notably Bojangles’ Restaurants while with Falfurrias Capital Partners in Charlotte NC. Mr. Fauver serves on the board of HMI, Inc. (a privately held software company) and co-founded the Share the Food Foundation, a non-profit organization dedicated to fighting hunger. He received undergraduate degrees and an MBA from UNC and the UNC Kenan-Flagler Business School.