ROI to combat 'Retail Darwinism' at 2014 Dealer Expo

Publish Date: 
Apr 14, 2014

CHICAGO, Ill. - Veteran consultants Dick Outcalt and Pat Johnson from The Retail Owners Institute will present premiium retail financial workshops as part of the DX National Retail Conference presented by Dealernews at Dealer Expo 2014, this Dec. 4-7 in Chicago.

Franchised dealers, independent retailers and service/performance shops attending Dealer Expo 2014 also will receive one-year unlimited Member Access Privileges for the Institute’s online resources, calculators and additional tools, a $360 annual value, courtesy of Dealernews and Dealer Expo.

“To succeed in tomorrow’s economy, dealers will need to understand the new financial models of retailing and learn the new ideas independent retailers are implementing in other markets. Outcalt and Johnson’s participation at Dealer Expo 2014 will show dealers, independent retailers, service shops and allied businesses how to efficiently run the numbers, challenge their assumptions and succeed,” said Mary Slepicka, content director for Dealernews.

The ROI warns that the relentless effect of “Retail Darwinism” – the survival of only the fittest and the most adaptable – continues to drive independent retailers out of business. They fail, despite having appealing stores, merchandise, employees and customers, because, sadly, they run out of cash.

“These dealers are plenty smart. They often lack basic financial comprehension. And that’s not tough to learn,” according to co-founders Pat Johnson and Dick Outcalt.

“Few independent retailers know how to change those outcomes”, Outcalt explains. "Fewer still realize they can affect their own financial future in fun ways. We motivate them so they can.””

The Retail Owners Institute is a self-help and self-serve resource used each month by 20,000 retailers in a number of markets. The ROI helps independent retailers direct their financial future, unleashing a new “Retail Populism” that empowers these retailers with financial knowledge and prowess, and the ability to not only survive, but thrive.

At the Dealer Expo workshops, Outcalt and Johnson will show attendees how to project pre-tax profits, gross margins, inventory turns, and debt-to-worth ratios, among other factors.

Pat Johnson and Dick Outcalt, co-founders of The ROI, are recognized experts and consultants in strategic retailing. Outcalt and Johnson focus on independent retail, working with thousands of owners, general managers and other executives in a variety of markets, including automotive, motorcycle and marine. Their how-to articles on retail management have been published across 40 retail sectors, and they have been quoted in BusinessWeek, Time Magazine, The Economist, The Wall Street Journal and leading trade and regional media.

Johnson, a former bank officer, is a Certified Management Consultant, the highest accreditation in management consulting, and is a member of the Institute of Management Consultants and the National Retail Federation. Outcalt, who has an MBA in retailing from the University of Pittsburgh, was an executive for a national department store organization and an owner/operator of three independent specialty stores. He was a board member of the Institute of Management Consultants. Outcalt also is a member of the National Retail Federation. Outcalt and Johnson are based in Seattle, Wash.

Dealer Expo will be held Friday through Sunday, Dec. 5, 6, 7, 2014, at McCormick Place West in downtown Chicago, IL. It will be preceded by a one-day DX National Retail Conference on Thursday, Dec. 4, hosted and organized by Dealernews. All registered retail attendees are invited to the DX National Retail Conference educational sessions.

More than 2,000 franchised dealers and nonfranchised retailers and shops have already registered for the December event.

Retailers interested in registering to attend should call 800.556.3369 or visit