TAMPA MAID FOODS

Tampa Maid Foods is a supplier of value-added seafood and vegetable products to food chains, retailers and food distributors.

Challenges

Company faced increasing pressure from overseas suppliers and increasingly powerful customers.

• Revenue was shrinking
• Competition had become tougher
• Customers increasingly turning to RFP’s, which drove commoditization in industry

Approach

Developed world-class marketing and sales strategies aimed at developing brand strength, expanding customer base and increasing product development and penetration.

• Evaluated current sales strategy and performance
• Conducted sales strategy diagnostic to identify improvement opportunities
• Created product innovation and development strategy
• Developed Sales Playbook to transform go-to-market and sales strategies
• Helped company establish position as category captain in core product lines
• Supported implementation of new sales organization, compensation, selling approach, pipeline management, key account management and reporting

Results