John Wilkerson Email & Phone Number

Specializing in advising Independent Retailers on achieving optimization in all aspects of sales and operational performance. Qualified by more than 20 years of multi-million-dollar P&L leadership experience in building cohesive, cost-efficient scaling operations designed to support company expansion, exceeding Key Performance Indicators (KPIs) and transforming negative EBITDA into double-digit positive levels for family-origin organizations ranging from a SaaS technology startup to retail/consumer product organizations with $358 million in annual gross revenue.

Irvine, California, Us

I act as the guiding force behind the fast-growing tech startup, including developing the business vision, operational framework, and go-to-market strategy, among other key leadership contributions to get the company off the ground and achieving dramatic growth. As such, I continue to be instrumental in creating and continuing to refine the product/service offerings, offering technology solutions tailored to meet each client’s unique needs. I have also leveraged my expertise and competitive intelligence to build a dynamic, $47MM sales pipeline in preparation for securing A-round investments.

La Habra, California, Us

I was recruited by the Board of Directors to take over all operations and succeeded in achieving a dramatic turnaround, returning the company to breakeven within one year following five straight years of multimillion dollar losses. This 130-employee organization now generates over $90MM in revenue annually, more that 50% higher ($57MM in 2015), with formidable bottom-line results. Among my key achievements, I… Established a unified operational model with new processes/philosophies for Customer Service, Sales, HR, Marketing, and Store & Corporate operations. As a result, we achieved operational excellence from the top down, achieving a $4.6MM positive profit swing in the first 12 months on flat sales (YoY). Modernized the designs of several stores, introduced new strategic product categories, and relocated two stores to escape markets in conspicuous decline.Designed a formal Sales Training program, including materials, and led trainings for personnel across all organizational levels. Average sales per ticket jumped 19%, with gross margins increasing from 20% to over 30% and customers reporting improved experiences. Overcame a toxic “Us vs. Them” culture perpetuated by prior senior leadership, promoting open communication with no threat of reprisal to improve morale.Restructured staffing to capitalize on employees’ strengths and empowered Store Managers with greater decision-making to meet customers’ needs. This was a major factor in significantly improving engagement and retention, as well as facilitating record sales & profitability.Completely revamped Store Managers’ compensation, including a well-received Bonus Program, which further boost performance and retention.

Fairfield, Nj, Us

I assumed full ownership of sales, operations, marketing, store design, training, and all other key areas for this $70MM appliance retailer. I was successful in driving impressive growth, resulting in the company being acquired by Ferguson Enterprises in 2014. Over the course of my tenure with the business, I…Spearheaded the design and launch of KarlsAppliance.com, which grew overall sales by 10% ($7MM+) and increased market share in just under 21 months.Directed a project to eliminate 72% of $3M in distressed, outlet, and NAS (not-available-for-sale) goods, slashing excess inventory and improving cash flow.Transitioned inventory from three warehouses into a single, consolidated location within a tight, 4-day window with no negative impact on business operations, saving the company 18% in annual costs.Rolled out an aggressive strategy and created/led a Reconciliation & Collection team that reduced $1.6MM in aged accounts receivables by 55% ($1.6MM down to $750K) within six months.Envisioned and orchestrated a new retail structure, which included relocating two stores to more robust markets, closing another severely underperforming store, and launching two flagship stores. Succeeded in boosting annual sales from $57MM to $70MM.Positioned the company for continued growth by instilling new methods and standard operating procedures (SOP) to drive improvements across all areas (HR, Sales, Logistics, Operations, Customer Service, etc.).Introduced and directed a powerful new sales training program, leading to gross margins rising by over 100 basis points.Overhauled the nearly nonexistent Store Manager Compensation program, to instill a fair and balanced approach that was widely-embraced, inspiring record sales and customer satisfaction, two vital components to turning around performance.

Us

Recruited to manage sales and day-to-day operations of this $150M, 400-employee retailer of consumer electronics/major appliances, bedding and furniture. This was a turnaround situation. Under his leadership, the company went from being stagnant and unprofitable--growing to 14 stores across three states, incorporating an innovative customer-embracing design--to the enjoying market dominance. Sales climbed back from $107 million to $150 million. Bernie’s became the largest independent consumer electronics and major appliance retailer in New England and was named Connecticut’s Retailer of the Year.