Whether in a B2B world or in another marketing arena, good business results are the result of disciplined processes

During my tenure at my previous position, I developed and systematized a framework to:

Analysis of the business with greater breadth and depth through innovative data gathering and synthesis
Benchmarking business performance across expected and unexpected metrics
Diagnostics that looked beyond a simple recognition of a gap and pinpointed the causes of performance variance
Strategies that identified the size of the prize, the suggested modifications to the marketing mix, and audience targeting
Concrete tactics that support the strategy and can be implemented immediately
A full, omnichannel communications recommendation to support the initiative
A review to measure and adjust as necessary

Velocity

Velocity is the combination of acceleration and vector. In order to proceed to the desired point
at the desired time, it is necessary to attain the right value in each.

To attain and control acceleration or velocity, a specific process of analysis, goal-setting, strategizing, and effective implementation is required. The Velocity process brought clarity to whether a given situation called for an Acceleration Plan or a Vector Plan and provided the template for successful implementation.

RESULTS

In ten years of presentations of these Velocity plans, on all occasions but one, at least one of our recommendations was implemented
We were consistently accurate in determining the size of the opportunity, the validity of the strategy, and predicting the result
Typical customer sales increases were in the 10%-16% range
Our business expanded during my tenure from $400M to $1.7B and reversed from weekly losses in the hundreds of thousands to annual EBIT of >$100M, through increased differentiation from our customers and a switch in mix from commodity to value-added products, with distribution and velocity driven by our unique go-to-market.

What our customers said…

In a blind customer satisfaction study, our customers validated that Tyson had the most to offer in Thought Leadership and consistently out-performed all competition.

What our sales team said…

“Eric and his team are our real point of difference when we talk to our customers.”

Deli Sales team member

“Eric’s team is truly best in class.”
Vice President of Deli Sales

What the industry said…

We were named Category Captain by Progressive Grocer Magazine for eight consecutive years, (2011-2018) and recognized with the Supplier Excellence Award by Supermarket News twice (2012-2013).