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February 2010 Edition

If you don't know Steve Hekman, perhaps you should.
When you walk into a newly opened store, it is not what you see, it's what you don't see. Any retailer will tell you the nightmares of opening a new store -- "...Oh, yeah, no problem!" Problem. "Not to worry, we'll have it done." Not done. For Steve Hekman, he thrives on 'no problems' and 'not to worry' promises made by "other" contractors and suppliers. Steve is the "go-to-guy" when retailers find that schedules are not being met....when fixtures are still at the factory....or when the space is three weeks from being finished for a store that is to have a grand opening in eight days!

I've known about Steve for a while -- a legend of sorts, especially with retailers who faced crises before grand openings and who found their opening budgets spinning out of control because, well, they didn't listen to Steve or they didn't even know a "Steve" existed.

Steve is a rare breed in the retailing world - part contractor, part negotiator, part miracle worker a problem solver who makes stuff happen. He's the 911-Guy who is known for helping retailers and architects develop a new concept, open that new store, or roll out a retail program globally.

This is beginning to read like a commercial for Steve, but seriously, in talking with his clients and personally understanding what Steve goes through to make things happen, every retailer and owner can appreciate a 'go-to' guy in the trenches. Architects and designers are always center stage, but without a Steve Hekman on their job, their work can be trashed....stores don't open on time....and budgets get so out of whack that everyone loses.

A native Californian, the son of a well-known attorney in Riverside, Steve didn't follow in his father's footsteps....I was just not cut out to be a lawyer." He did construction work to get through college, and when his wife, Heidi, was offered a prime job for CPI in Boston, the family packed up and moved. Before long, Steve was wearing a hard hat and found himself deeply involved in a variety of projects for the re-opening and expansion of the Burlington Mall, adding a second floor to this existing super regional while it was still open for business on the lower floor.

"I loved the work -- ram-rodding retail projects through to meet tight deadlines, and I soon learned to find and build a great support team of craftsmen, contractors, and suppliers to keep jobs moving," he said. "You might say, I got my master's degree in retail construction on this job," he remembers. "I was learning from leasing executives, architects, and designers -- who all had high expectations for their work and vision. The hand-off of plans was the easy part; getting stuff done was the hard part."

Steve later landed a job with Art Schumann who created Three-Day Blinds. "I opened 45 stores in six months, and from then on, it was two to four stores a week for three-and-one-half years. It was crazy....and all I had was a sky pager, an 800 phone number and a fax machine. I cranked on that assignment." Art was also the genius behind the hugely successful Conroy’s Flowers chain.

Left: Skechers NY Times Square store installed by Steve Hekman

Wanting to be on his own, he forged a partnership with a high-quality furniture and fixture manufacturer in Tijuana, Mexico ("...he was cheap but good."). Things went along well for a few years and then all collapsed. OK, he thought -- that was a not a good experience, but he learned again, and he started to look for more experienced -- and reliable -- suppliers to meet his growing business.

He has opened new concept stores and expanded retail chains for Skechers, Rubio’s, Coffee Bean, Quiksilver, Arden B, Forever 21 and Helio. (go to: www.hekmancompany.com)

A recent Sketchers’ store in New York installed by Steve Hekman

"I remember bidding on a new store concept... but didn't get the job. This was a highly sought-after new concept -- great architect and designer. The contractor who had the assignment had several months to open the first four stores. "With just eight days to go before their first store's grand opening, I get a call from the vice president of real estate...."ahhhh, Steve, I need some help." Nothing was in place. The build-out, furniture and fixturing would not be ready for four more weeks. Only eight days 'til opening. I scrambled, worked around the clock and had it all in place within six days. I kept on going until all of the original four stores were opened on time!"

Where is Steve now? Maybe on a plane to China to open a Forever 21 store. He sees tremendous international growth for his clients and so many others. "India, China, Korea and Brazil-- that's where it's happening today."

Today, Steve serves as Vice President -- Client Services for Kingsmen, a major designer, contractor and production group based in Singapore with 17 offices in the Asia, Pacific and Middle East. "It's exciting to see the growth and enthusiasm of retailers and contractors when they enter these foreign markets for the first time." He observes that his work hasn't changed that much -- he still has the tasks of bull-dogging projects making sure vendors get the high quality execution of their design and work his clients demand. Having learned the ropes early in life enables Steve to move more effectively in and out of his work mode. "Yeah, I'm comfortable in my skin today."
  

While the demands are still stressful, he devotes his weekends -- every one of them -- to his family. Heidi, his wife of almost 20 years, his son, Shane (11) and daughter, Brooke (9). "I never was a Boy Scout, but Shane is, and I'm loving going through this experience with him."

So, what is Steve's passion, besides his family? "Well, I love to brew beer -- even had my own retail store -- sold the malt, hops, and other ingredients....it was a blast. But if you know retail, you know that it can suck the free time out of you. So I sold it several years ago to spend time with my family. That was cool. But I still love beer."

 

Happy Olympics....America's scorched earth policy
It wasn't suppose to happen this way -- Americans, always known as the two left feet of the skiing and skating world, have risen to the occasion delighting us with their performances at the Olympics. Getting off to a rocky start, the Vancouver Games have become America's favorite store -- we have been scooping up gold, silver, and bronze medals like never before. And, it's a retail bonanza for vendors of anything Olympic. Lindsey Vonn, Shaun White, Shani Davis, Apolo Ohno, and Bode Miller have really delivered on their promises -- an amazing story of not just talent -- but perseverance and tenacity. Congratulations to all of the U.S. Olympic team!
 
 


The Eddy Company is one of America's leading specialty retail leasing consultants. For information, please contact Bill Eddy at our Newport Beach office -- 949-640-7475. Or e-mail us at bill@theeddycompany.com or visit our web site -- www.theeddycompany.com