Cathy Hotka

Visionary
DISC Type : Ds

Principal at Cathy Hotka & Associates, Connecting Retail Insiders

Washington, District of Columbia, United States

Overview

Cathy Hotka is a highly influential retail insider and the Principal of Cathy Hotka & Associates, where she connects senior retail IT leaders and technology companies. Educated at The Catholic University of America, she is renowned for creating pivotal industry groups like the NRF CIO Council. Colleagues describe her as incredibly connected, creative, and success-driven.

Cathy is deeply committed to philanthropy within the retail sector, notably supporting and serving on the board of the Retail Orphan Initiative (ROI), which aims to bring awareness and raise funds for the needs of orphans worldwide. This dedication showcases her passion for leveraging her industry connections for social good.

After starting her career in The White House and on Capitol Hill, she transitioned to association work, profoundly shaping retail technology conversations.

Personality Overview

Early Adopter

Fast But Thoughtful

Goal-Oriented

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Retail Technology
Her entire career is focused on connecting retail CIOs and tech companies. She founded the NRF CIO Council and hosts numerous tech-focused retail events.
AI in Retail
Serves on the Executive Leadership Council for the Retail AI Council and has publicly expressed interest in specific AI platforms like Anthropic's Claude.
Professional Networking
Her firm specializes in creating exclusive, high-value networking events, dinners, and parties that bring retail decision-makers together to foster relationships and knowledge sharing.

Media Appearances

Cathy has no verified media appearances

Work History

11-2002
Principal at Cathy Hotka & Associates, Connecting Retail Insiders
1995 - 2002
Vice President, Information Technology at National Retail Federation
1985 - 1995
Technology Liaison, API IT Committee at American Petroleum Institute
1981 - 1984
Director of Event Planning at Council for Advancement and Support of Education
1978 - 1981
Congressional Liaison at The White House

Education

B.A. from The Catholic University of America
Publications and Design from The George Washington University

More Information

Social Presence :

Prographics :

Exp : 51 Location : Washington, District of Columbia, United States Job Level : Senior Designation : Principal at Cathy Hotka & Associates, Connecting Retail Insiders
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Insights For Selling To Cathy

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Let them know of potential risks but suggest mitigation methods alongside
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Cathy is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Cathy

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Cathy move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Cathy take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Cathy

Personality Compatibility


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