Case Four - Food Industry; Losing Margin, Profits - Distribution Channel issues
| Client: | Nicherei U.S.A. |
| Industry: | Food Manufacturing |
| Catalyst for contacting us: | Sales had plateaued, margins were declining. |
| Point of Contact: | Executive Vice-President |
| Our Approach: | Analyzed internal reports and discovered questionable promotion, pricing, and distribution practices. Bench-marked the company against the industry and found several areas of weakness. Talked with users and handlers throughout the distribution chain, to glean insights as to perceptions of products/company. |
| What we learned: | Organization required major overhaul. Sales team required complete makeover. New products needed to be developed/ introduced. We derived a list of thirteen imperatives the client needed to implement in order to transform their business. |
| Impact for the client: | Dramatic turnaround in earnings, market posture. Predicted {and possibly accelerated} the demise of the market leader, causing them to abandon the category. Division was ultimately sold {its value and hence selling price were enhanced} approx. one year later to Trident Seafoods. |