Experienced. Performance-Oriented.
Results-Driven.
AMI has worked with over 100 North American and global brands since 2004.
Large U.S. Nutritional Supplements Manufacturer
Challenge
One of AMI’s branded nutritional supplements clients sold mainly through e-commerce and had a very fragmented international business selling to small wholesalers and DTC platforms in multiple foreign markets. The client sought to grow international sales with a clear go-to-market strategy.
Strategy
AMI conducted thorough market research on the global nutritional supplement category and defined the client’s competitors, their brand positioning and their price configuration. AMI proposed that it replace their small fragmented international customers with large regional distributors that warehouse products and have a supply chain throughout a wide, geographically dispersed and diversified channel structure.
Delivered Results
The client agreed with AMI’s proposed strategy. AMI was able to appoint regional distributors in Europe, Latin America, and the Middle East within only a few months. The result was that first-year sales increased nearly +500% with fewer, more concentrated international customers. In addition to the top line growth the client experienced, they also gained efficiencies internally, as their account management team changed from managing 75+ international customers to only a few key regional accounts.
Cross-Border E-Commerce & Expanded Global Distribution
Challenge
A branded nutritional supplement client of AMI’s sought to increase international distribution, gain shelf presence on major pharmacy chain store shelves, and begin selling through cross-border e-commerce in China.
Strategy
After conducting extensive research in various export markets, AMI developed a low-cost strategy to leverage existing global distributors to access pharmacy chains.
Delivered Results
AMI assessed and recruited professional supplements distributors in over 15 countries, allowing the brand to be found in several well-known pharmacy chains in the Middle East, Asia, Europe and Latin America. In addition, AMI assisted the brand to open its own storefront on T-Mall.com, a leading B2C platform in China owned by Alibaba.
Global Pet food Brand Seeks to Optimize its Japan Business
Challenge
A large pet food manufacturer hired AMI to develop and recommend a strategic growth plan for the brand in Japan, one of the company’s largest export markets. While their sales were decent, the manufacturer wanted to validate the company’s current distribution partner and increase the sales growth rate.
Strategy
AMI thoroughly researched the trends and consumer behaviors surrounding specialty pet food in Japan, determined value chain margins, identified opportunities for channel expansion and maximum sales penetration, and evaluated the e-commerce and direct-to-consumer (D2C) sales channel.
Delivered Results
Within 120 days, AMI delivered to the pet care client a complete Go-To-Market strategy for the Japanese pet food market which included a category overview, competitor & DTC analysis, new opportunities to drive incremental sales growth, and additional recommendations. The client implemented many of AMI’s recommendations and their sales in Japan increased dramatically.
Expanded European Distribution
Challenge
One of AMI’s branded beverage clients needed to develop European distribution and grow sales in the region.
Strategy
Due to increasing export sales to Europe as a result of AMI’s marketing and sales development efforts, and upon the recommendation of AMI, this client established a European subsidiary and warehouse in the European Union. By shipping full container load quantities from the U.S. to a European warehouse, this client is benefiting from higher efficiencies, lower costs, and increased sales.
Delivered Results
AMI created the strategy for a European subsidiary and logistics facility for this client to expand in the European Union. European customers can now order small quantities, pay invoices in Euros, communicate within the same timezone with a native speaker, and take delivery within 2-3 days. Sales of this beverage client are increasing over 50% as a result of AMI’s work.
Upgraded International Distributors
Challenge
A branded beverage company had sporadic international sales, no focus on developing global markets, poorly performing international distributors, and little in-house expertise in markets outside the U.S.
Strategy
AMI began implementing a carefully defined strategy: recruiting larger, professional foreign importers in large markets (client was previously selling mostly to small importers in small markets), exhibiting at international trade shows, and providing marketing support and improved customer service to this client’s importer customers.
Delivered Results
AMI increased international sales of this client by over 100% in first year, and 400% over four years. This client is selling its products currently in over 25 countries.
Opened Japanese Market
Challenge
A young, emerging high-end confectionery marketer hired AMI to develop their international business platform. While the international markets seemed promising and the client was receiving several international inquiries, the company did not have the internal resources or expertise to assess foreign markets and global sales opportunities.
Strategy
After a complete market assessment, AMI identified Japan as a high potential foreign market. Using its network of importers and extensive database, AMI identified a large Japanese importer which specialized in upscale, premium imported products. Japanese packaging and marketing were developed, ingredients checked and approved for import, and target accounts were identified. AMI arranged for the client to exhibit at a major international trade show in Japan.
Delivered Results
Sales increased 300% after the first year of this client working with AMI.
U.S. Food Company Begins Exporting
Challenge
AMI was hired by a small U.S. specialty chocolate company with few marketing resources and no export sales. This client sought to begin exporting their products and build their brand recognition globally, without having to add personnel or use additional resources which were needed for their U.S. business.
Strategy
AMI contacted prospective foreign importers and distributors on behalf of this client. AMI exhibited at trade shows in foreign markets and selected the most appropriate importers for this client and managed the sales and marketing process to identify and exploit growth opportunities.
Delivered Results
AMI increased this client’s sales from zero customers outside North America to six countries on three continents in the first nine months. In addition, AMI built a distribution network in over 20 countries. The client was then purchased by a major multi-national company.
Re-structured Major International Food Conglomerate
Challenge
The CEO of a leading international food manufacturing company with operations in multiple countries and several business units was not satisfied with the company’s sales growth and profitability. He questioned whether the company was organized in the most efficient manner. He sought AMI’s expertise to determine the best means of leveraging the organization’s strengths in distribution, retail penetration and brand awareness.
Strategy
AMI researched the client and its competitors thoroughly, interviewed their executives, and devised a plan to re-structure the organization. Rather than having several different business units organized by product category, each with its own unique sales force, AMI recommended that the sales force be combined into one unit selling all products. Instead of sales representatives specializing in products, AMI recommended all sales representatives sell all products but concentrate on different sales channels and key account customers.
Delivered Results
The CEO agreed with AMI’s recommended strategy to re-organize into fewer business units, and the sales force selling all products within the company. Sales and profitability increased as well as customer satisfaction.