STEPHEN J. RITCH
15 Riddle Drive Bedford, 
New Hampshire, 03110
(310) 344  8155 (Mobile)
  [Send email using form at bottom]


STRENGTHS

Product Development \ Sourcing:

•	Strong Product Merchandising Instincts on what NEW products will sell and
ability to identify new product concepts
•	Intensive travel to Asia \ Europe  3-4 trips per year to source Vendors for
New Products and existing products
•	Managed the responsibility of New Item Product Development and Marketing teams
on 100’s of branded projects
•	Sourced 100’s of new vendors \ products at international \ domestic trade
shows and then branded the product
•	Strong Product Development Knowledge in Personal Care \ Bedding \ Electronics
\ Gifts \ Housewares which strengthens my Negotiate Skills to establish the
proper cost structure with the vendor
•	Directed associates to manage very detailed Product Development Schedules to
stay on a timeline schedule
•	Developed and marketed most of the Tempur Pedic new products with Tempur
Pedic’s management team 
•	URGENCY DRIVEN to get products to market on a timely, basis and meet Key
selling periods an example is launching a new pillow in less than 3 months to
become the #1 pillow for Brookstone. 
•	Developed Impulse Items (under $10) to merchandise by Cash register and sell
millions of units at High Margin
•	Experience working with Engineers\ Quality Assurance \ Operational Associates
\ Legal on construction of  Bedding \ Massagers \ Personal Care Products, \
Electronics (ie law tags \ fire compliance on pillows \ bedding) 


E-Commerce \ Catalog \ Retail Marketing:

•	Developed \ Executed designs for 3 new E-Commerce sites from Home Page to
product level  
•	Developed Interactive E-Commerce Links to show office furniture\chairs in
multiple colors\options to the consumer  
•	Competitive Shopping Reports to be aware of New product introductions and
competitive pricing strategy
•	Developed for E-Commerce team email blasts with urgency to increase response
rate
•	Developed  Brand logo’s, for OTTOman , iJoy, WarmAir, Human Touch, Tempur
Inside and more
•	Created key source words to be implemented on E-Commerce to improve hits
•	Created concepts for POP Displays for Clubs and Big Box Retailers at Zadro and
Interactive Health 
•	Developed concepts for Packaging for Branded Products, Instruction Manuals,
and Warranty cards  
•	Created concepts for Store Collateral 2 sided Sales Sheet \ multiple product
brochures up to 16 pages 
•	Extensive experience creating Retail floor set (plan-o-grams) to create a
consistent brand look in the stores
•	Responsible for paginating dozens of Catalogs up to 24 page White Sales
catalogs
•	Responsible for developing the Marketing to Develop a BRAND such as iJoy
Massage Chair


Management:

•	Managed multiple channels of distribution in Specialty Retail, E-Commerce,
Dept Store, Catalog, Franchise, Wholesale, Big Box, Clubs, Medical Market Reward
Points, Beauty Supply, Pharmacy and Mass Merchant.
•	Managed a team up to 16 people including Director of Sales, Sales Managers,
Marketing Director, Marketing team  Buyers, Assistant Buyers, Clericals,
Executive Assistants, Independent Sales Representatives
•	Managed and directed a Outside E-Commerce, Advertising and PR agencies to
execute the artwork on all packaging, graphics, use & care manuals, photography,
executing my website designs and catalogs
•	Team Player with excellent communication skills with Retail Management,
Stores, Marketing, and Finance team
•	Results driven to Solve Challenges quickly with the support of those needed to
make the decision
•	Managed outside companies for: up to 15 independent Sales Representatives 
•	Developed both Quarterly  and Annual Short Term Plans & 5 year Long term
strategic plans 
•	Deadline driven to meet schedules through strong organizational skills to
manage projects on a timeline   
•	Lead Inventory Management of inventory planners planning and scheduling the
Inventory process for over100 Million in purchases. I managed Turnover, Asset
Management, Planning Budgeting and Assortment Plans. I strengthened Key Vendor
Partnerships through short term and long term planning that allow for minimal
inventory investment and a quick response time to the short term business
environment. With a back up vendor on key items.   
Sales:

•	Responsible for Budgets up to $100 Million of: Sales, Marketing, Inventory,
Employees, Travel, Trade Shows 
•	Analytical Skills to manage the Inventory planning, forecasting function for
all purchases. 
•	Strong Negotiating Skills an example is that I negotiated an exclusive with
Brookstone and Tempur-Pedic in Mall based retailers that are still intact (this
agreement has contributed to the success of over $500Million in sales)
•	Increased sales at Frontgate 12.2%
•	Responsible for DRIVING SALES at Interactive Health 652% through New Product
•	Increased sales at Zadro Products 42% 
•	Increased sales at RTB 28%


ACHIEVEMENTS


Introduced and developed dozens of new products to the USA that produced
billions of dollars in revenue for Brookstone and other retailers 


•	Introduced  the first Visco-Elastic Memory Foam in the USA from Tempur-Pedic
Bedding products and developed the following new products for Tempur-Pedic: 5
sized pillows, travel pillows ,1” pad, Lumbar & Seat Cushion                     
   
•	Launched the first percussion massager, the Thumper (millions of units sold in
the USA). 
•	Developed Private Label Good Better Best Home Textile Program including:
Pillow \ Mattress Pad \ Down Comforter \ Blanket Program from product to
packaging to in-store graphics to marketing collateral
•	Introduced the Shiatsu Massager (over a billion units sold in the USA)
•	Introduced the Tanita Body Fat Scale (the first body fat scale in the USA).
•	Developed concept and launched iJoy Massage Chair which is now the #1 unit
Massage Chair in the USA.
•	Launched the Exclusive on the first instant air mattress SP’Air Bed by Aero
Bed (Millions of units sold)
•	Introduced and developed first Silent Hair Dryer (now copied by other
manufacturers)
•	Created Product Development projects on Handheld Massage program \  Ionic 
Hair Dryer \ 5 Sound Machines 
•	Developed an exclusive collection of the finest manicure tools made in
Solingen during a trip to Germany.  
•	Launched NEW Cell Phone Charging station technology
•	Developed Shower waterproof wireless Stereo \ TV sound system
•	Outdoor Wireless speakers built into path lights
•	Introduced to Brookstone Sonicare tooth brush, and Thermoscan instant ear
thermometer  




WORK EXPERIENCE

Frontgate / SPECIALTY CATALOG West Chester OH 	                                 
                     2007 - Present
Director, Gourmet, Electronics & Home Maintenance
High Quality Innovative Product Nationwide Specialty Catalog \ E-Commerce


•	Manage $61M in Electronic Technology, Houseware, Barbeque, Gifts, Home
Comfort, Bedding, and Massage.
•	Source new high quality innovative products, Develop new products internally
with product development team
•	Paginate Catalog to maximize demand per square inch while maintain a High
Quality Branding strategy
•	Expanded E-Commerce assortment on key categories to be the dominant leader in
the industry
•	Responsible for All products in SkyMall Quarterly catalog and E-Commerce site
•	Responsible for leadership of team, communicating concepts to Marketing,
mentoring, developing, motivating team associates to create a strong internal
bench for succession due to company growth and attrition 
•	Monthly presentation to all company directors \ executive team on current
business, future business, strategy for branding Frontgate products to keep us as
the Quality leader, Review P & L,  Review budgets vs. actual, Review Vendor
Allowances, Gross Margin Plan, Sales Plan, Inventory Plan, Markdown Plan   
•	Work weekly with Quality Assurance (engineers) and Customer Service to ensure
high quality product standards
•	Supervise 5 merchants and expanding to 7 merchants in 2008                    
          
                   
BROOKSTONE / SPECIALTY RETAILER Merrimack, NH 	                                 
         2006 - 2007
Senior Buyer, Big Ticket and Home Comfort
Innovative Product Nationwide Specialty Retail \ E-Commerce \ Catalog


•	Managed $108M across 300+ stores in massage chairs, pillows, bedding, massage,
home comfort, totaling the largest sales volume categories in the company.
•	Sourced New Anti-Snore Pillow which was the best selling new product in 2007
•	Source product through our Asian office. Manage product development process
including concept of product, packaging, in-store marketing, brochures, store
associate product training information and store placement.
•	Met regularly with vendors to ensure proper flow of shipments through annual
forecasting plans
•	Worked with new and current vendors to create NEW PRODUCT CONCEPTS  
•	Developed all new assortment plans, financial plans, marketing plans, business
plans for E-Commerce & Catalog 

ZADRO PRODUCTS, INC. / Manufacturer Huntington Beach, CA                        
             2005 - 2006
Vice President Sales & Marketing, Bath Accessories
Manufacturer of mirrors, shower radio products and personal care 

•	Managed the sales function of planning the assortments, promotions,
advertising funds, reorders, sales forecasting
•	Supervised key accounts such as Brookstone, Sharper Image, Bed Bath & Beyond,
SkyMall, Linens ‘N Things,      Wal Mart, Costco, Sally’s, Longs Drugstore,
Sephora, Discovery Channel Stores, Merle Norman. 
•	Developed New Products in Asia that were sold to Key Nationwide Big Box
retailers.
•	Managed the marketing functions which included Designing \ Planning &
Executing a New E-Commerce site 
•	Product development, paginated packaging, wrote the copy & paginated sales
brochures and Use & Care manuals. Also created new product designs, managed the
design of the trade show booths and execution of the show. 
•	Communicated and educated the entire company on features & benefits of new
product introductions. 
•	Increased the sales volume 42%.
•	Managed 16 people: 1 Sales Director and managed 15 independent sales
representatives



INTERACTIVE HEALTH / Manufacturer Long Beach, CA 	                              
            2000 - 2005
Director Specialty Retail Sales & Marketing, Massage Products
Largest Manufacturer of massage chairs in the USA

•	Planned and managed assortments, promotions, advertising funds, reorders,
sales forecasting and daily details of all specialty retail and catalog including
key accounts - Brookstone, Sharper Image and our medical channel.
•	Managed the marketing functions which included Planning & Executing a New
E-Commerce site
•	Planned marketing for all new Product developed, paginated packaging,
paginated sales brochures, POP displays (ie for Sam’s Club), Use & Care manuals.

•	Involved with new product design color and graphics for new products  
•	Executed consumer research studies on all new products. 
•	Communicated all products to the staff on features & benefits of new
products.
•	Managed the inventory for all products which included the monthly sales
forecasts with 5 sales managers. 
•	Supervised the Asian factory on ALL Inventory Management and production
schedules 6 months forward.
•	Increased my responsibility in sales volume from $8M to $52M 652% in annual
sales.
•	Managed 15 people: 1 Sales Manager, 2 assistants and worked with 12
independent sales representatives for monthly sales forecast so I could plan the
purchases.

RELAX THE BACK (RTB) / Specialty Retailer El Segundo, CA                        
                 1998 - 2000
Vice President General Merchandise Manager & Marketing, Furniture, Textiles,
Fitness, Accessories
Largest Specialty Back Care Retailer in the USA with Retail \ E-Commerce \
Catalog

•	Managed $100M in sales volume for 120 stores across 3 Divisions: Corporate,
Franchise, Manufacturer (BackSaver) for products including Home Recliners, Office
chairs, Office Accessories, Pillows, Mattress, Travel, Massagers, & Fitness
•	Worked with Healthcare industry to develop and market the strongest non
prescription Pain Ointment.
•	Created \ Developed an entirely new Interactive E-Commerce site with Links to
other divisions in corporation 
•	Paginated a new 16 page catalog and created Icons to identify categories in
the store & marketing collateral. 
•	Developed “askthedoctor” program for medical credibility, POS displays, Visual
, Interactive Store design
•	Wrote the Company Mission Statement, developed a branding strategy,
established store plan-o-grams, 5 year strategic plans, store communication
forms, merchandise information reports, and a medical newsletter.
•	Established a Medical Advisory Panel (MAP) of 7 back related Doctors,
Chiropractors, Surgeons, experts. 
•	Opened 20 new stores.
•	Supervised 6 associates:  Director Merchandise, Director Marketing, 3
assistants  

BROOKSTONE / Specialty Retailer Nashua, NH                                      
                              1992 –1998
Product Manager, Personal Care, Fashion Accessories, Backyard Leisure, and Home
Comfort
Innovative Product Nationwide Specialty Retail \ E-Commerce \ Catalog

•	Responsible for $85M in sales volume for 184 stores, 140 kiosks, and a
catalog.
•	Categories included Personal Care: Massagers, Healthcare, Mouthcare, Scales,
Skin, Nail, Hair, Eye Care, and Razors; Personal Accessories: bed pillows,
mattress, blankets, towels, mattress pads, comforters, table linens, mirrors,
bath accessories, sunglasses, and watches; Home Comfort; and Back Yard Leisure:
outdoor furniture, barbeque, barbeque accessories, pool, electronics, educational
games, garden, golf and outdoor games. 
•	Developed hundreds of unique, high quality, innovative and exclusive O.E.M.
products from concept to design to manufacturing and packaging
•	Created small ticket Impulse products (under $10) to merchandise by Cash
register and sell millions of units
•	Sourced vendors and products from Asia and Europe through semi-annual 3-week
trips. 
•	Daily communication with Asian Resources on New Product development 
•	Opened 86 new stores, 140 kiosks

MAY DEPT. STORES                                                                
                                           1982 - 1992

L.S. AYRES 
Divisional Merchandise Manager, Home Textiles

•	Responsible for Sheets, Towels, Bath, Comforter, Pillows, Mattress Pads,
Blanket, Table top Linens, Curtains & Drapes, a combined volume of $15M in sales
volume across 15 stores
•	Paginated 2 White Sales Catalogs 16 – 24 pages each year. 
•	Supervised 15 associates: 5 Buyers, 5 Assistant Buyers, 4 Clericals and 1
executive assistant


ROBINSON’S / MAY 
Buyer, Home Textile

•	Managed Pillows, Mattress Pads, Down Comforters, an $8M business for 23
stores
•	Managed Pillows, Mattress Pads, Blankets, Towels, Bath Accessories, a $6M
business across 33 stores.


EDUCATION

BOSTON UNIVERSITY                                                               
                                                         

Boston, MA \ School of Business Management, Graduated B.S. B.A. degree in
Marketing /Accounting Dean’s List


PERSONAL BACKGROUND


Raised in New Haven, Connecticut, married with two daughters, Avid Automobile
enthusiast and Bicycle rider