Driving Profit Through Operational Innovation with Kathleen Sullivan Garman

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In this conversation, Kathleen Sullivan Garman shares her expertise in operations and optimization in the e-commerce industry. She discusses her passion for operations and the importance of efficiency in driving profitability. Kathleen explains her typical engagements, which involve analyzing and optimizing various aspects of a company’s operations.

Kathleen emphasizes the need for a structured implementation process and the challenges of change management. Kathleen also discusses the importance of sales and operations planning (S&OP) in aligning departments and improving overall company performance. She highlights the evolving e-commerce landscape and the adoption of technology and data analytics.

Kathleen concludes by discussing the importance of product line analysis and the benefits of selling on Amazon. In this conversation, Kathleen Sullivan Garman shares insights and advice on various aspects of brand growth and operations. She discusses the process of launching and protecting a brand on Amazon, the rise of social shopping platforms like TikTok, and the importance of meeting customers where they are.

Kathleen also explains the difference between multi-channel and omni-channel strategies, provides tips for selecting and working with 3PL partners, and discusses the pros and cons of 3PL vs. 4PL. Additionally, she shares her personal journey of overcoming fear and embracing adventure, and offers resources and tools for brands to succeed.


  • Efficiency in operations is crucial for driving profitability in e-commerce.
  • Implementing change and optimizing operations require a structured process and overcoming resistance to change.
  • Sales and operations planning (S&OP) is essential for aligning departments and improving overall company performance.
  • The e-commerce industry is evolving, and brands need to adopt technology and data analytics to stay competitive.
  • Analyzing product lines and reducing less profitable skews can improve overall business performance.
  • Selling on Amazon can provide credibility and reach a wider customer base.


00:00 Introduction and Background

01:05 Passion for Operations

03:02 Engagements and Typical Projects

07:32 Implementation Process

08:32 Sales and Operations Planning (S&OP)

16:23 Challenges of S&OP

20:16 E-commerce Trends and Technology Adoption

23:21 Product Line Analysis and Skew Reduction

26:01 Go-to-Market Strategies

29:07 Launching on Amazon

29:40 Launching and Protecting Your Brand on Amazon

31:10 The Rise of Social Shopping

32:30 Meeting Customers Where They Are

33:30 Multi-Channel vs. Omni-Channel

35:22 Selecting and Working with 3PL Partners

38:34 3PL vs. 4PL

41:57 Overcoming Fear and Embracing Adventure

45:20 Be Brave and Make Changes

45:56 Resources and Tools for Brands

Kathleen’s LinkedIn: https://www.linkedin.com/in/sullygarman/

Looking to elevate your e-commerce game with shoppable videos and social commerce? visit Vimmi at www.vimmi.net

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