Publication
Meal Kit Industry Blues: How Can Blue Apron Lift Its Malaise?
http://9atn.technestng.com/finance/pricing-consultants/meal-kit-industry
Michael is available for hire
Hire MichaelMichael Yarmo
Verified Expert in Finance
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Location
加拿大安大略省多伦多
至今成员总数
May 16, 2017
作为一名经验丰富的投资银行家，Mike领导了M&A, raising capital, and balance sheet restructuring of dozens of mid-sized North American-based companies. 在他的投资银行生涯之前, Mike was the president and majority owner of a multi-million dollar frozen foods manufacturer sold to a competitor after doubling the revenue and asset base. Mike has left investment banking to focus on his other investments and working on exciting new projects.
职业生涯突出
董事总经理
Clariti战略顾问公司
President & Majority Owner
VanMar Sales & Marketing
高级经理，定价策略
ConAgra Foods
教育强调
特许金融分析师(CFA)
CFA Institution
学士学位
多伦多大学
Case Studies
行业专业知识
Other Expertise
Work Experience
董事总经理
2018 - 2023
Clariti战略顾问公司
- 改善现金流. The client faced rising input costs, causing negative EBITDA and the revolver loan to be closed. Found opportunities to take significant price increases with minimal impact on sales quantities after the business review.
- Led client creditor negotiations for a client who broke debt covenants facing a senior creditor looking to call the loan. Demonstrated that calling the loan would yield pennies on the dollar in bankruptcy proceedings.
- 重组的资产负债表. 客户将在18个月内对优先债务进行再融资. A springer in loan documents allows the creditor to call the loan early if EOY does not secure new debt.
- Worked with the creditor on extension, as enacting Springer would have forced Chapter 11.
- Helped raise capital by going to private markets to place sub-notes with accredited investors. Created an additional liquidity runway, allowing the client to stay compliant. The client had a high leverage ratio and could not refinance senior loans.
- 为客户执行了一次公司分割, a diversified retailer with 12 months of positive net liquidity remaining with an underperforming furniture division.
重点领域:预算，财务计划 & Analysis (FP&A)优化资产负债表，降低成本 & Optimization, 现金流量模型, Pricing, 提高运作效率, 转变管理, 财务重组, Mergers & Acquisitions (M&A), 毛利率增长, 消费产品, 投资融资, Debt Financing, 贴现现金流(DCF), 上市公司, Valuation, IRR, Revenue & 费用预测, Renewables, Capital Raising, 营运资金管理, United States, 微软演示文稿, P&L Forecasting, Balance Sheets, 现金流量管理, Cost Cutting, Cost Modeling, Microsoft 365, Automotive, Luxury Goods, Google Docs, 流程优化, Team Management, Reorganization, 业务重组, 公司治理, 目标运营模式, Vendors & Suppliers, 企业融资, CFO, Fundraising, Pitch Decks, Cap Tables, Controller
直接面向消费者的履行顾问
2021 - 2022
卡夫亨氏公司- CRM/DTC
- Built a corporate playbook to establish and scale D2C brands within Kraft Heinz, 包括技术和物流框架.
- Launched three D2C sites that leveraged Kraft Heinz established brands, creating new sales channels. Our team and full business responsibility work closely with key internal Kraft Heinz partners.
- Worked with a small D2C team and ran the marketing and daily operations, ensuring that the playbook was executed as planned and working out any flaws so that other brands could replicate our successes.
重点领域:商业战略, 直接对消费者(D2C), Logistics, United States, Facebook Ads, Team Management, 供应商选择, Sourcing, 业务工作流程, 目标运营模式, Vendors & 供应商，公司财务，作业成本
President & Majority Owner
2013 - 2017
VanMar Sales & Marketing
- Built a team of three investors to acquire an underperforming food distribution company. 领导收购团队发起意向书, 协商买卖协议, and ran the due diligence within six months after signing an NDA.
- 重新调整产品组合，从低利润的烘焙食品(如.g., flour, sugar) to higher-margin/less competitive frozen foods. 建造大型工业冰柜, 发展与新供应商的关系, 并找到了新的销售渠道.
- Increased GM by 2% during a price war between SYSCO/GFS by negotiating for rebates, 追求卡车采购, increasing prices while improving rigorously-measured service levels, 改变产品结构, 谈判更好的A/P条款.
- Achieved $2+ million in sales by executing a new sales strategy. Implemented a frozen food pivot, personally cold-called chefs, and hired new sales staff. Focused on adding new customers located on existing routes to increase capacity.
- 制定了严格的20-, 30-, and 40-day collection policy managed by the inside sales manager, 谁每天与客户交谈. Before, a very lax A/R collection policy put strains on its cash position and prevented truckload buys.
- Reduced overall expenses by 15% through lease contract renegotiation, 卡车/冰柜上的预防性护理, 升级库存系统, 提高仓库效率.
重点领域:降低成本 & 优化，现金流预测，战略规划 & Execution, Price Analysis, Equity Financing, Budgeting, 财务规划 & Analysis (FP&A), Mergers & Acquisitions (M&A), 投资融资, Debt Financing, 转变管理, Manufacturing, 营运资金管理, P&L Forecasting, Balance Sheets, 现金流量管理, Cost Cutting, Cost Modeling, Microsoft 365, Retail & Wholesale, Intuit QuickBooks, 供应商选择, Sourcing, 业务工作流程, 公司治理, 基于活动的成本核算
高级经理，定价策略
2011 - 2013
ConAgra Foods
- Converted ConAgra from its "cost + margin" to a "Price to Value" pricing policy, bringing more data analysis in order to capture more consumer surplus being generated by marketing, 店内销售, and new products.
- 领导与沃尔玛的公开沟通, Costco, Target, and other major retailers regarding ConAgra's pricing/promotion activities with theentire market. Proactively informing Target of what ConAgra was running in the future with Walmart allowed us to develop strong programs with Target (and vice versa), 从而加强供应商/零售商的关系.
- Built models and partnered with Neilsen to get real-time data on customer patterns when products were discounted at Walmart. 我们的目标是看看什么是有效的.g., 50% off, 2 for $3, 在周末传单上, buy space outside of aisle) and what retailers to invest in (Walmart growing quickly, 西夫韦市场份额下降).
- Developed pricing ladders to see where market opportunities existed and to meet consumer demand (single beer cans to encourage sampling vs. 12包，以价格折扣奖励忠实的买家). 例如，“零食”在$0.99 range在加油站很受欢迎. 康尼格拉没有产品来满足消费者的需求, so we developed pack sizes to sell to this consumer/retail channel.
- Led price increase inputs into the budget and had to develop new ideas when volume fell short or costs exceeded expectations. ConAgra would rely on pricing actions (price increase or better ROI for promotional activities) to meet shortfalls in actual vs. 预算绩效.
重点领域:单位定价, 收入优化, 财务管理, Market Research, 客户终身价值, Profit & Loss (P&L), 贴现现金流(DCF), Budgeting, Price Analysis, 毛利率增长, 消费产品, Pricing, Revenue & 费用预测, 定价策略, Product Strategy, 微软演示文稿, 价格咨询, Canada, Food & Beverage, Team Management, 供应商选择, Sourcing, 业务工作流程, 目标运营模式, Vendors & Suppliers, 企业融资, Trade Finance, Product Costing, 基于活动的成本核算, Forecasting
其他的经验
Education
2007 - 2010
特许金融分析师(CFA)
CFA协会-多伦多，加拿大
2000 - 2005
金融学士学位
多伦多大学-多伦多，加拿大
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