THERESA D. WILLIAMS Curriculum Vita 3/2017 Home: 1333 Allendale Drive Office: 426 Kelley School of Business Bloomington, Indiana 47401 Center for Retailing (812) 355-8549 Indiana University Bloomington, Indiana 47405 (812) 855-1289 EDUCATION Ph.D. The University of Tennessee, Knoxville, 1993 Department of Textiles and Retailing Major: Retailing and Consumer Sciences Cognate Area: Marketing Dissertation Topic: Attributes of Retail Satisfaction Across Store Types: A Comparison Among Retail Executives and Customers M.S. Textiles and Apparel, Retailing focus, 1991 The University of Tennessee, Knoxville Thesis: Consumer Complaint Behavior Relative to the Price Paid and The Store Patronized B.S. Textiles and Apparel, Merchandising focus, 1978 The University of Tennessee, Knoxville Minor: Marketing PROFESSIONAL EXPERIENCE Academe: August 2010 - Appointed to Clinical Associate Professor of Marketing, Kelley School of present Business, Indiana University August 2003 - Clinical Assistant Professor of Marketing, Kelley School of Business, Indiana 2010 University August 1999 - Founder and Co-Director, MBA Retailing and Consumer Marketing Academy, 2002 Kelley School of Business, Indiana University June 1997 - present Director, The Center for Education and Research in Retailing, Marketing Department, Kelley School of Business, Indiana University, Bloomington, IN. 1 The basic duties of this administrative position include setting goals and successfully executing the activities and programs being developed in cooperation with sponsoring organizations. The primary emphasis is on instructional development, research, student development, advancing the industry and press/ media relations. 1993-1997 Assistant Professor, Co-Director of Research for the Merchandising Education and Research Center, Department of Apparel Merchandising and Interior Design, Indiana University, Bloomington, IN. 1991-1993 Graduate Teaching and Research Associate, Department of Textiles, Retailing, and Interior Design, The University of Tennessee, Knoxville, TN. Retail Business: 1987-1991 Misses Sportswear Buyer, Goody's, Knoxville, TN. * managed $60 million in sales volume * responsible for profit and loss accountability * planned and implemented seasonal open-to-buys * supervised distribution to 91 stores * planned advertising and merchandising for all stores * negotiated all facets of terms of sale with vendors 1985-1987 Sportswear Buyer/Product Development, Watson's Department Store, Knoxville, TN. * coordinated import program via New York office * purchased $12 million in merchandise for 26 stores * developed sales training seminars for branch personnel * coordinated regional advertising * developed vendor relations * supervised, trained and developed executive trainees 1978-1985 Buyer/Store Manager, Miller's Department Store, Knoxville, TN. * buyer for 11 stores, $8 million in inventory * assistant buyer/planner for misses sportswear * presenter of programs of self confidence and motivation to sales associates * store manager, awarded highest increase in sales volume among store chain * promoted from management trainee program 2 TEACHING Case Development for Classroom and National Case Competitions: 2015-2017 Strategic Merchandising, Case Plan, Bon-Ton Stores, revised 2017 2014 Netitia, Inc. MBA Case and Marketing Plan, Ralph Lauren 2013 Product Development for Infant Bedding and Accessories, Toys-R-Us, Inc. 2012 Letterman’s Product Development Strategy for the Women’s Golf Department, DSG 2011 Letterman’s Product Development Strategy: Private Brands versus Exclusive Brands, DSG 2011 Macy’s: A District Planning Case 2010-2017 The Flip-Flop Case: Merchandising in a Tough Retail Environment 2009 - 2017 The Blooming Business Case: Developing a Six-Month Plan in a Tough Retail Environment 2008- 2010 Pricing for Profit: A Pricing Optimization Case for Target Instructional & Courseware Development: 2014 Developed digital financial documents including 5 year income statement, balance sheet and cash flow to accompany Netita, Inc. 2012 Accepted and successfully completed the Professional Development Program (PDP) at KSB- Bloomington with Prof. Neil Morgan in M512 Marketing Strategy Case Writing Example: 2004-2006 Development, Implementation and Publication of a comprehensive Case Study: Federated Department Stores (now Macy’s), Part A & B: Strategic Reinvention and the Re- Branding Decision, ecch Case Publishing, April 2006. During 2005 a “rigorous,” integrated case study regarding Federated Department Stores recent strategic decision to re-brand (2003-2004) was completed and implemented. The case concerned the development of an analytic (versus descriptive) teaching case focused on the strategic re- invention and subsequent re-branding of a leading department store. The learning objectives set forth for the case include: 1) improve student’s ability to prepare and present a concise, data driven (both quantitative and qualitative information) argument, 2) enhance student’s critical thinking skills, and 3) provide an opportunity for students to gain a better understanding of the strategic challenges/opportunities facing the department store sector. Over a period of three months primary data in the form of personal interviews was collected from more than 15 senior executive at Federated. These included the President and CEO, CFO, CMO, several vice chairs and other high ranking managers. In addition, secondary data was collected from a dozen industry and comprehensive investment reports, such as Standard and Poors Retail Industry Survey, and Lehman Brothers Complete Report on Federated. 3 The case consists of two parts, A & B, each of which presents students with challenging questions and exercises to involve them with important strategic issues faced by Federated. In part A the case presents students with the challenge of identifying and analyzing key issues faced by Federated just prior to the decision to co-brand its stores. The time frame for part A is 2002 to early 2004, but historical data from the previous five years on Federated’s performance and strategy as well as data on its key competitors is provided in a condensed, usable, Excel format. Information is also included that explains Federated executives’ rationale for the co-branding, and the following, re- branding strategy. In addition, background data and information on the economic and market trends affecting retailing during that time period is included in case attachments and spreadsheets. The case narrative and associated materials in part A include: 1) The history, mission and positioning prior to re-branding . Timeline showing recent major strategic events (since 1998) with a brief description of each event . Merchandise assortment strategies and plans for each nameplate prior to re- branding . Customer profiles . Data on store personality, culture (as perceived by the customer) . Locations and number of stores 2) Financial history of Federated from 1998 to 2003 – in a condensed format. Specifically, the following information is provided for Federated and key competitors: . Index of general stock prices (Dow Jones, S&P, etc.) and broad line retailing indices from 1998 to present . Quarterly share prices from 1998 to present . Annual income statements and balance sheets . Price/earnings ratio . SG&A as a percent of sales . Profitability gap (gross margin percentage minus SG&A percentage) . Cumulative average growth rate (CAGR) . Comp store sales . Sales per square foot by year (corporate level for competitors; at store level for Federated) 3) The financial implications of centralization Part B describes the re-branding strategy adopted by Federated in 2004 in detail. Interviews and other supporting material focus on the execution aspects of re-branding. Information about the re- branding challenges and issues related to store operations and management, advertising and promotion, merchandising, human resources, and financial performance is presented in part B of the case. Students are asked to consider these issues, to prioritize them, and to suggest ways for dealing with them. Part B includes a narrative which presents the timeline for re-branding and discusses the implications of re-branding for each of the following: 4 . Human resources . Merchandise planning . Public relations and advertising . Signage . Vendor relations . Store closings, openings, relocations . Communication with the investment community . Internet businesses . Systems and operations The Multimedia Disc that accompanies the case includes (1) video segments: a “top leader’s dialogue” regarding the decision to re-brand, Macy’s television ads, and video announcement of the re-branding to employees, (2) print materials including advertisements and internal communication pieces, and (3) Excel spreadsheets containing financial data. The case is designed to be totally self-contained. That is, students are able to complete all of the required assignments using the information from the case, exhibits, and the supplement CD and not have to rely on outside sources. In addition, materials were developed for instructors, including suggested teaching strategies, exercises, and other information. This case will be utilized at Indiana University and other schools in retail management and strategic marketing courses. One goal was to develop a case suitable for use in undergraduate classes; however, with the supplemental materials and exercises the case should also be useable with MBA students. Co-author Frank Acito and I prepared this case for class