Packaged Foods Manufacturer: Expanding Product Lines and Strengthening B2C Growth
Amcea partnered with a packaged meats manufacturer seeking to diversify its product offerings, strengthen its direct-to-consumer presence, and improve long-term profitability. As shifts in consumer purchasing behavior increasingly impacted traditional B2B sales channels, leadership recognized the need to expand its product line within the packaged meats category while building a stronger and more engaging B2C customer experience.
The company aimed to introduce new packaged meat offerings, increase customer loyalty, improve operational efficiency, and establish a more scalable strategy for long-term growth within the consumer packaged foods market.
By expanding the company’s packaged meat offerings and strengthening its direct-to-consumer positioning, Amcea helped the manufacturer diversify revenue streams and reduce reliance on declining restaurant and foodservice channels. Improved product positioning, customer engagement, and promotional strategies contributed to approximately 48% revenue growth within one year.
48% Revenue Growth
Amcea identified operational inefficiencies and opportunities to improve pricing, promotional planning, and internal processes. Combined with a phased risk mitigation strategy, these improvements helped reduce expenses by approximately $400K while supporting the company’s transition toward a stronger B2C model.
400K in Cost Savings
Through enhanced digital engagement strategies, improved customer experience initiatives, and the introduction of new packaged meat offerings, the company strengthened customer loyalty and significantly increased online B2C sales performance.
78% increase in online B2C sales
Using customer analytics and market research, Amcea helped leadership develop product lines that better aligned with evolving consumer preferences and convenience-focused purchasing behavior. The new offerings exceeded projected sales goals by approximately 67%.
Exceeded Sales Goals by 37%
The Challenege
The manufacturer faced declining performance within portions of its traditional B2B business as many restaurant clients reduced operations or shut down following COVID-19. Leadership recognized the need to adapt to changing market dynamics by reducing reliance on foodservice channels and expanding into stronger direct-to-consumer sales opportunities.
The company sought to diversify revenue streams by expanding beyond its existing offerings into additional packaged meat categories, including specialty and pre-marinated products, while simultaneously strengthening its B2C presence. However, the transition required significant changes to the company’s customer engagement model, promotional strategy, and operational processes, all while carefully managing implementation risk and expenses.
Our Strategy
Amcea partnered with leadership to help reposition the company following the decline of many restaurant clients after COVID-19. Through market research and customer analytics, we helped the manufacturer expand its packaged meat offerings into new categories, including specialty and pre-marinated products, designed to better appeal to direct-to-consumer markets.
To support the company’s transition toward a stronger B2C model, we developed a more interactive digital customer experience strategy focused on increasing engagement, loyalty, and online sales performance. In parallel, we worked with leadership to improve operational efficiency, refine promotional and pricing strategies, and implement a phased risk mitigation plan designed to support scalable growth while controlling implementation costs.
Key Takeaway
As many restaurants struggled or shut down following COVID-19, food manufacturers heavily reliant on B2B foodservice channels faced significant revenue pressure. Companies that adapted by expanding direct-to-consumer offerings, diversifying product lines, and strengthening customer engagement were better positioned to offset declining restaurant demand and create more resilient growth strategies.
