CARROLL ROY FOSSUM

Omaha, Nebraska 68134

402-216-2853 crfossum@msn.com

GLOBAL RETAIL DIVISION EXECUTIVE

Dynamic Vice President of Merchandising, Category Management, Sales and Operations with more than 25 years of
high profile domestic and international grocery industry experience. Demonstrated expertise improving sales
performance through mergers, reorganizations and merchandising upgrades to enhance retail operations nationally and
internationally. Proven industry experience working with small local independent chains to major national retailers.
Skilled at centralizing retail operations to increase efficiency, improve brand awareness and grow market share.
Pioneered western retail practices in the emerging Chinese market, as a retail executive, and later with consulting
services and support.
Vice President Merchandising Category Management Operations Multi Unit/Territory Management P&L
International Business Change Management Consulting Sales Cycle Management Product Marketing
Negotiations Sales Forecasting Branding Retail and Wholesale Training / Development Merchandising
Vendor Relations Performance Management Budgeting Sales Management Product Management
Private Label Store Operations Customer Service Project Management Team Building Retail Marketing
Margin Management Inventory Control Pricing Management Natural/Organics Space Management
Import/Export Experience
FOSSUM ENTERPRISES Omaha, Nebraska
Consulting practice focused on retail operations in China.

8/2001 Present

Founder/President of Global Retail, Sales, Merchandising, Store Operations

Established consulting practice for US Suppliers and international sales in China.
Achievements:

Established consulting practice start-up providing vendor training and support. Secured clients including Source,
Ralston, Berton, Fuji, Pfizer, Duracell and Select a Vision.

Developed new ideas and concepts for shoe shine company to improve airport sales. Created upscale shoeshine
services for professional men and women's grooming products focused on the business traveler.

Introduced private retail management training to the Chinese market. Partnered with HCD Global in Shanghai to
develop training seminars for Category Management, Strategic Pricing, Promotional Management, Merchandising.

Served as co-CEO for hypermarket retailer Good Home in Urumqi, China. Tasked with providing Category
Management education to management staff to support the implementation of a Category Management organization
structure. Developed new Brand Image and improved annual sales by 19% and margins by over 200 points.

SPARTANNASH / NASH FINCH / BAG N SAVE Omaha, Nebraska

9/2011 10/2015
National retail and wholesale company serving 2000 retail stores and generating $8 billion in annual sales.
Director of Merchandising and Sales
Lead expansion into the Omaha market handling merchandising and re-branding.
Achievements:

Implemented merger reorganization and Category Management centralization. Determined organizational structure
and processes completing merger operations within six months.

Rebranded six Omaha stores to the new corporate Family Fare brand. Opened all stores on the same day to create
a citywide event including a new card-marketing program and fuel rewards program. Launched Living Well concept
featuring natural and organics. Achieved and maintained double-digit sales increases.

Trained staff for reorganization, merchandizing presentations and standardized practices to increase visual appeal.

Managed store pricing to increase marketplace competitiveness. Price checked competitors to determine effective
market pricing. Improved margins by 22 basis points within the first quarter.

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NASH FINCH / SPARTANNASH Edina, Minnesota
9/2012 7/2014
National Retail and Wholesale Company serving 1500 stores and generating $5 billion in annual sales.
Senior Director of Category Management and Sales
Managed Category Management and National Sales teams. Maintained P&L operations, vendor negotiations and sales.
Achievements:

Launched performance improvement initiatives for 12 key categories. Developed sales team and vendor plans to
increase sales for market averages. Sales increased for nine of the categories.

Increased sales team performance by analyzing processes and coverage. Launched sales training and certification
to improve sales performance by more than 9% within two quarters.

Identified issues affecting financial performance. Offered incentives to improve performance and coaching to help
individuals reach sales goals. Exceeded financial objectives within six months for key metrics.

Improved seasonal sales by establishing vendor partnerships in China to produce key seasonal items. Launched
two seasonal shows to promote items with more than 1000 retailers attending, resulting in positive comp sales.

Planned integration for merger with Spartan Stores. Mapped current and future organizational needs and designed
new business structure. Implemented plan completing merger operation within three months.

BAG N SAVE / SPARTANNASH Omaha, Nebraska

Regional retailer in Omaha generating $150 million in annual sales.

9/2011 9/2012

Senior Vice President Operations, Merchandising, Sales

Managed company P&L, operational procedures, standards, labor performance, budgets, and merchandising.
Achievements:

Provided staff training for modern retail operations and merchandising. Updated programs for improved P&L results.

Improved merchandising by establishing a model store to demonstrate current merchandising standards. Updated
two stores a week. Fresh Department margins improved by 175 basis points from prior year, while improving sales.

Addressed excess inventory by transferring overstocks to balance store inventories and developed promotional
programs to move product. Allowed store managers overstock control. Reduced inventory by 20% in six months.

THE HOMEWORLD HYPERMARKETS OF CHINA Tianjin, China

8/2005 12/2007
Leading retailer with 50 hypermarkets across Northern China generating $1.2 billion in annual revenue.
Executive Vice President and CMO
Westernized Merchandising and Operations for Chinese-owned hypermarket chain.
Achievements:

Held training classes to teach and implement Category Management and Financial Management. Streamlined
processes to centralize merchandising and operations to increase efficiency. Reduced store headcounts from 586 to
323 and saving more than $4 million annually.

Designed new planograms, improved flow and fixture layout, saving more than $200,000 per store remodel.

Reorganized store structure to reduce redundant task and increase efficiency. Streamlined store processes to
improve productivity and eliminate 30 positions per store.

Improved space management and inventory turns by optimizing supply chain operations and establishing key
strategic relationships with vendors in China to improve financial terms, assortment, service and promotions.
Reduced skus and unproductive inventory by 20%.

Created company branding and new pricing strategy to provide a clear identity to customers. Performed research to
understand customer priorities and expectations. Developed branding campaign, Spend Less/Live Better, to
promote company within the Chinese market improving competitive position and margins by 22 basis points.

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MARSH SUPERMARKETS Indianapolis, Indiana
Regional food retailer with $1.5 billion in annual revenue.

4/2003 8/2005

Senior Vice President Sales and Merchandising

Revitalized Category Management and Merchandising to increase sales for Marsh, LoBill and OMalias supermarkets
and the Village Pantry convenience store group. Utilized forecasting tools to evaluate performance.
Achievements:

Developed and implemented a Lifestyle format based on consumer shopping behaviors. Developed circular layout
which outperformed conventional stores and gained media attention. Rolled out format to three stores the next year.

Revised pricing strategy and margin management processes to improve revenue goals. Worked with Willard Bishop
Consulting to update price optimization model to challenge the competition. Implemented price optimization strategy
improving margin performance by 62 basis points.
Improved Fresh Department sales by providing specialized services unmatched by the competition. Hired culinary
chefs in key stores to introduce new recipes and focused advertising on Fresh Department items. Increased Fresh
Department store percentage of sales to more than 40%.

Addressed expanded Wal Mart store count in Indianapolis and developed plan to protect market share. Analyzed
impact of previous Wal Mart openings to forecast impact of new store openings. Highlighted Fresh Department
advertising with "Experts in Fresh" branding, focused on products and services Wal Mart would not be able to
duplicate.

FLEMING WHOLESALE/RETAIL Lewisville, Texas

2/1999 8/2001
$20 billion national wholesale/retail company serving company retail stores and independent grocers.
Senior Vice President Non-Perishable
Lead centralization of 31 autonomous divisions into one operation.
Achievements:

Developed action plan and organizational structure to centralize sales, merchandising, category management and
procurement. Coordinated advertising based on region needs.

Additional Experience
Senior Vice President, Private Label Marketing, American Stores, Salt Lake City, Utah / Buena Park, California

EDUCATION
Master of Business Administration
Canterbury University, United Kingdom

AFFILIATIONS
Executive Leadership, Cornell University
Inspired Leadership, Scott USA
Food Executive Course, USC
Olive Crest Homes for Abused Children Retail Chairman
Non-Foods Merchandisers Association Board Member
Managing for Productivity, Dr. Mount

LANGUAGES
English, Spanish

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