A fractional retail director runs a company's store network a few days a month, without the cost of a full-time executive. An interim retail director does the same job full time for a defined period. Either way I join the company with responsibility for results, not with a report to hand over.
When you need it
- The network has grown and the founder or commercial director can no longer run it.
- The retail director has left and you need continuity while you hire.
- The brand is not yet large enough for a full-time retail executive.
- There is a specific phase to manage: network restructuring, market entry, a change of model.
What I do
Running the network
I take on area and store managers: targets, meetings, store visits, decisions on headcount and priorities.
Retail P&L
I follow store sales, margins and costs and bring leadership a single picture, with the risks and the decisions to take.
Organisation and people
I redesign roles, incentives and career paths, and develop the people inside the company who can run the network after me.
Handover
When a permanent director arrives or the phase closes, I leave the method, the tools and a team able to carry on.
How it is measured
With the same targets you would give an in-house director: network result against budget, plus the phase-specific goals agreed at the start.
Indicators
- Sales and margin against budget
- Staff cost as a share of sales
- Store manager and associate turnover
- Progress on the agreed plan
A case
Turnaround of a loss-making export network
Italian premium fashion brand, full-price and outlet stores in 15+ countries
- operating margin
- time spent on reporting
Frequently asked questions
What is the difference between a consultant, an interim and a fractional director?
A consultant analyses and recommends, and the decision stays with the company. An interim director joins the org chart full time for a defined period and answers for results. A fractional director carries the same responsibility but works a few days a month, usually over a longer period.
How many days a month does it take?
For a network of up to fifteen or twenty stores, four to eight days a month between head office and stores is usually enough. During a restructuring or an opening phase the commitment rises and gets close to an interim role.
How long does an engagement last?
A fractional engagement typically runs six to eighteen months. An interim one is shorter and more intense: three to nine months. In both cases we agree at the start what has to be true at the end.