and raised on a farm in Southern Illinois, Randy joined
the United States Marine Corp Reserve after graduating
high school. In 1971, while still in the Reserves, he
was hired by Martin & Bayley, Inc., as a warehouse
worker. Later that same year, he was promoted to Assistant
Warehouse Manager and on April 1, 1972, Warehouse Manager
five years of operating the warehouse, Randy made a bold
move to leave the Warehouse Division to become a Store
Manager at Huck’s, Martin &
Bayley’s C-Store Division. From that moment on, he was hooked
on the Convenience Store Industry. Using leadership skills
developed in the Marine Corp, Randy started climbing the ladder
to success, first as Supervisor in 1978 and then as Regional
Director in 1979. In 1989, he was promoted to Vice President
of the Huck’s Division covering a five-state area of Illinois,
Indiana, Missouri, Kentucky and Tennessee.
1992, Randy was appointed CEO of Martin & Bayley,
Inc., and to Chairman in 1998. In March 2001, stockholders
of Martin & Bayley, Inc., sold their stock to an
ESOP, and as a result, the employees now own 100 percent
of the company. During his headship of the company, he
implemented many of his own initiatives and programs
which led to the company receiving Convenience Store
Decisions Chain of the Year Award in 2001 for demonstrating
dramatic success in the key categories of product and
service quality, marketing and merchandising innovation,
operating efficiency, management effectiveness, imaginative
development of the c-store concept, and projection of
a positive image, profitability and growth.
military-like execution, the chain’s Total Customer Focus
program consistently provided excellence in customer service,
and in 2005, the company won CSP’s Customer Outlook Award
for Best Customer Service.
combination of Mr. Fulkerson’s fearlessness with measurement
and accountability helped Huck’s become highly profitable
and a formidable competitor in its Midwestern markets.
Under his direction and guidance,
the company implemented the Balanced Scorecard, a business
tool that uses measurements to gauge the performance of individual
business units or departments and ensures their objectives
are linked to the company’s overall mission; a Labor Matrix
Program, labor planners unique to each store based on type
of services provided and customer needs by better managing
salesper labor hour; Cigarette Matrix which increased cigarette
carton sales while at the same time improving gross profit
percentage and dollars; and V-Formula for Store Remodels,
a method of ranking the stores weighed heavily to real estate
and return on investment. In addition, Mr. Fulkerson initiated
vertical integration by starting a warehouse and commissary
for the chain’s 110+ stores.
man of honesty and integrity, Mr. Fulkerson has been called
“The Great Aggregator” by affiliates in the C-Store Industry.
He also developed an Owner/Operator Program which set store
managers under an “Owner/ Operator Agreement. The company
saw a substantial increase in Profit After Variable Expenses.
Leadership: Mr. Fulkerson is a Past Board Member of the
National Association of Convenience Stores (NACS), member
of NACS’ Research
& Development Board Committee, and Past Chairman of the
National Convenience Store Advisory Group (NCSAG). He was
selected on CSP Magazine’s Top 25 Influentials List for the
Convenience Store Industry in 2005.
Industry Activities/Interests: Member of NATSO, Illinois
Petroleum Marketers Association, Indiana Petroleum Marketers
Association, Missouri Petroleum Marketers Association,
and 3-star NACSPAC member.
Mr. Fulkerson has exchanged ideas, best practices and strategic
information with some of the best convenience store companies
in the Nation.
After leaving Martin & Bayley, Inc., in 2007, to move
with his family to Mesa, Arizona, Mr. Fulkerson currently
is a partner with Convenience Directions/ Info Marketing,
facilitates Study Groups for Finance & Resource Management
Consultant, Inc., and is owner of ABC Consulting Group.