P&L Optimization,
Working Capital & Cash Flow, Prospective Financial Modeling, Corporate Governance
Crystal Grays, CPA
Crystal Grays is a driven, analytical and business savvy top financial executive with 25+ years of experience in corporate governance and leadership. A results-oriented self-starter and trusted advisor effective within all levels of an organization. An empowering leader capable of inspiring team members, improving profitability and optimizing company performance.
Crystal has always felt the need to be part of a company that “makes something”. Moving directly into industry out of college afforded her the opportunity to develop skills in process, organizational structures and operations procedures. From her first Inventory Accounting role at Nalley’s Fine Foods (which had four food manufacturing plants) to Cost Accounting for heavy duty truck assembly at the Kenworth Truck Plant, Crystal has always been energized by manufacturing and all that it encompasses. During her 10-year tenure at PACCAR Inc, not only did Crystal walk the plant floor to understand the operations and associated costs, she sat alongside the engineering group as their New Product Controller playing a key role in major product development initiatives ensuring business plans aligned with financial results and strategies. Her three years on the Finance side of the business honed her technical expertise around SEC reporting, Treasury and Finance services. Crystal continued her career for the next seven years at Starbucks where she was integral in manufacturing and supply chain finance. During her time there, she supported International operations, five manufacturing plants, inventory management, and logistics. Being part of operations finance always fueled her motivation to be a key player in optimizing the middle of the P&L or driving meaningful improvement in working capital.
As CFO of Restaurants Unlimited, Crystal served as a key member of the executive management team and strategic business partner to the CEO. She had significant involvement in the day to day operations of a multi-concept group operating 20 brands with annual restaurant unit volumes spanning from $2.5M to $16.0M — polished casual to fine dining. Through cross-functional collaboration, she provided essential performance metrics allowing for fact-based decisions to ensure food and beverage costs were in line with expectations, labor was effectively managed even in tough labor markets and menu pricing was aggressive but guest centric. Effective cash management was key in balancing capital investments while adhering to liquidity needs and bank covenants. Fostering a supportive culture with exceptional people and maintaining relationships with lenders, suppliers and stakeholders was key to the company’s success and fundamental to Crystal’s desire to make a difference.
As co-founder of AIT Group, Crystal is using her many years of experience in leadership, strategy and finance to support companies from idea to maturity. This is achieved by becoming a hands-on business partner to operational areas, focusing on continuous improvement/ margin enhancement, and financial expertise related to planning, strategy and execution.
“In the Chair” Experience
- As a CFO, supported Chapter 11 and 363 sale process including DIP budget and cash flow modeling.
- Integral in three major transactions; two sale processes and one debt refinancing requiring extensive due diligence, Quality of Earnings reporting, creation of Confidential Information Materials and five-year prospective financial modeling.
- Successful Cost Accounting integration of ERP systems, tools and processes for a Starbucks acquisition of La Boulange Bakery.
- Launched the Gross Margin Management initiative from Starbucks CFO driving long-term leverage in COGS.
- Drove meaningful improvement in Starbucks core working capital of $220M.
- CPA: using continuous professional education requirements as means to enhance practical experience.
- Personal small business experience; started own consulting business in early 2020 to extensive experience with Private Equity and Fortune 500 companies in manufacturing, restaurants, retail and consumer products.
Jim Eschweiler
Jim Eschweiler is an engaging leader with more than 25 years of experience in high-growth, high- complexity and turnaround situations across a variety of industries both domestically and internationally. He built on a strong foundation in accounting (Public Accounting/CPA) with twelve years in cost accounting and finance/strategy roles at Starbucks. During his tenure he gained invaluable hands-on experience in high-growth strategic planning, international operations, process development and systems implementations while ascending from senior analyst to regional CFO for Asia Pacific. Since leaving Starbucks, he has held C-Level roles at three different Private Equity backed middle market companies in multi-unit retail, vertically integrated consumer products and multi-concept hospitality. In those roles he led through a range of different operating situations, from cash constrained turnarounds to rapid growth and IPO readiness.
As CEO of Restaurants Unlimited, a multi-concept restaurant group operating 20 concepts in ten states, he led a cultural turnaround and developed and implemented strategies which enabled a highly leveraged business to succeed during a period of industry downturn and unprecedented changes in minimum wage and labor regulations. With nearly 100% of the company’s EBITDA offset by the new wage laws, the solutions required innovation and company-wide communication far beyond those found in the typical “industry veteran playbook”. Working closely with the sponsor and lender group, he kept the business focused and on track while leading a robust sale process which ultimately led to recognition with a “Sale of the Year” award from M&A Advisor.
Most recently, as a co-founder of AIT Group, he is leveraging his unique experience to assist stakeholders with their businesses in a variety of ways. From strategic plan development to identification and implementation of the actions required to execute that strategy, he and his partners bring the value of experience to any situation. A major lesson learned at Starbucks is that the experience matters, and whether the scope is a short-term business assessment or a long-term sale or restructure process, he and his team have the unmatched experience to provide significant value.
“In the Chair” Experience
- As a CEO, led Chapter 11 and 363 sale process which was recognized by M&A Advisor with a ”Sale of the Year” award.
- As a CFO, led recapitalizations both to execute growth strategies and to restructure during recession.
- Led a team which created and implemented a process for green coffee lot traceability from origin to DC which was ultimately recognized with the McDonald’s Corporation “Supplier Innovation Award”.
- Wide array of International experience, including everything from retail store openings to mergers and acquisitions.
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