Client Challenge
A $7.8 billion food manufacturer was unable to retain its largest customer resulting in an 80% loss of volume in a core segment.
Multiple production facilities were at risk of being closed if new customers and significant volume were not acquired in a comparatively short period of time.
There was a lack of internal consensus and prioritization of new customer targets, sales and business development plans, and necessary retailer process support.
Radian’s Impact
Developed a strategic sales plan and approach to re-capture lost volume and revenue from both new and existing customers.
Provided direct business development, sales support and retail industry expertise to gain new clients.
Supported the Marketing and Sales teams to develop the on-going sales strategy, value proposition and economics, and more practical (and achievable) financial targets.
Radian appropriately leveraged Retailer relationships and directly participated in sales meetings to enhance the supplier’s value proposition and credibility.
Results
Recaptured significant volume and revenue — over 100 million pounds and $420 million of revenue within 17 months of project initiation.
Changed the sales and go-to-market approach from supplier to “full service” value-added provider.
Radian maintains a long-term strategic relationship with this manufacturer and continuously works to gain additional volume and profitability.