Battistoni Italian Specialty Meats  

Growing Sales in a Highly Competitive Market

 

"The recommendations of which markets to target took us in a different direction than we originally expected, but we're glad we did it. We're not only growing sales, but they're more profitable; and we're diversifying and expanding our customer base too." - Eric Naber, President

> RESULTS

  • Exceeded three year sales goal in one market segment by 100% in 18 months.
  • Reached 50% level of three year goal in another market segment in just one year.
  • Expanded distribution outside New York and added new customers. 
  • Hired two persons to assist in business development. 
  • Added new All Natural product line.

> COMPANY

Battistoni has produced dried salamis, pepperoni and other cured sausages in Buffalo since 1931. They distinguish their products by using traditional, old world recipes, high quality ingredients and sausage-making practices that produce an authentic taste.  

> SITUATION

Despite a solid reputation for quality products, sales had leveled off as the marketplace shifted and competition intensified from big chain store brands and national brands.  The challenge was to determine how a local, privately-owned company could grow profitable sales in a changing market with large competitors.

> SOLUTION

Comparative analysis of market trends and company sales by market segment showed a divergence between where the opportunities were and where the company was attempting to grow.  The Insyte-Battistoni Team developed a market strategy and three year sales plan that re-prioritized the sales focus by market segment. They then defined goals and action items by market segment to add new customers, expand geographic coverage and increase sales to existing customers. 

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