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CASE STUDY: REACH $100MM PROFITABLY
BY CAPITALIZING ON CORE COMPETENCIES

 
Opportunity
Significantly increase market penetration of a specialty food producer via wholesale business to drive topline growth, and optimize consumer gift experience while targeting online convenience shoppers. Optimize retail store model for profitability and manage cost structure to reach EBITDA goals.

How we did it
Developed and tailored strategies by channel: wholesale, direct-to-consumer, and retail stores. Modeled out financials to determine profit at $100MM and how we can get to 10-15% profit – e.g.:
  1. What costs grow slower or are fixed and what incremental costs are necessary?
  2. What efficiencies can be eked out of operations?
  3. What is our target for “bolt-on” acquisitions at the gross margin and incremental expenses targets to ensure we acquire businesses that are profitably when rolled into?
  4. How can we optimize our mix of catalog, web, media and store promotional spending in marketing to ensure X% spend is driving Y% annual topline growth?

Results
Developed a five-year growth strategy by channel that would help double the business based on a rigorous, fact based decision making strategic choices. Valen helped identify most promising options for growth including shifting resources into more mainstream grocery and national expansion to grow their brand awareness and leadership position.


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Cincinnati, Ohio 45242 USA
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