John McLane

Private equity firm investing in the micro-cap and middle market. We invest to build great companies for the long term, backing management teams with strong operational and analytical support for portfolio companies.

As Principal I manage a team of associates and lead and improve the analytical activities of the firm.

Industry: Venture Capital, LBOs and Private Equity

Retail strategy, front-line operational transformation and sales effectiveness (example projects):
* Developed a consumer insight-based, lean checkout process and labor scheduling model for a leading grocery chain and
implemented across over 2,000 stores and 100,000 employees, saving over $80 million annually.
* Created a sales program for a car dealership network that increased close rates by 25%. Identified key sales levers, created
measurement and coaching tools, led store pilots and built roll-out process. Now in place at 1,000+ stores worldwide.
* Changed the customer engagement model for call centers of a telecom company to increase sales via service centers by over
15%. Developed call flows and training methods, designed performance management system, and drove pilot at front line.

Growth strategy (example projects):
* Created 5-year growth strategy for a global packaged food company. Identified attractive categories and developed brand
portfolio strategy. Client adopted recommendations and attained aggressive growth and value creation goals.
* Led capacity planning process for a top microprocessor manufacturer. Forecasted demand, assessed economic, strategic, and
risk mitigation options, and prepared $3+ billion investment recommendation for the board of directors.

Commercial due diligence for private equity firms (example projects):
* Led due diligence on the leading provider of register coupons. Used interviews and survey to assess value proposition to
retailers and CPG manufacturers, quantified impact of shifting channel volumes, and developed financial model.
* Assessed an enterprise software provider in the hotel, restaurant and retail verticals. Conducted primary research and
assessed drivers of volume, price per installation, and EBITDA sensitivity to down-cycles.
* Developed circulation and advertising revenue forecasts for a leading consumer lifestyle magazine. Used interviews and
consumer survey to assess title’s ability to recruit the next cohort of readers and relevance to advertisers versus new media.
* Assessed a leading player in the US residential real estate industry. Developed 5-year, regional forecast of market pricing,
volume, commission rates and competitive dynamics, and determined impact on cash flows.

Industry: Organization and Strategy

MBA summer associate

* Created and implemented performance management framework for strategic accounts with $80 million in annual sales.
* Reconciled Diageo’s and Seagram’s sales forecasting methods and data, driving on-time delivery of post-merger forecasts.

Industry: Consumer Goods

* Led teams in e-commerce site content production and maintenance, logistics, order fulfillment, and customer service.
* Negotiated and executed distribution partnerships including technology, process, financial, and staffing issues.

Industry: Art and Culture

Business Manager, Art Specialist Departments 1998 –1999
* Managed planning, budget control, operations, and marketing for five auction departments with sales over $47 million,
instituting cost control systems in historically independent sales departments and increasing profits 4%.

Manager, Operations and Art Transport departments 1994 –1998
* Reorganized and outsourced logistics processes to reduce annual warehousing costs by $400,000 or 5%.
* Managed operations and traveling shows for auctions of major collections of art, antiques, and shipwreck treasures.

Industry: Art and Culture