Meat + Poultry - June 2007 - 62

KAYEM

of product development and has the
ability to move a tremendous amount
of volume," Monkiewicz notes.
The goal for Kayem is continue to
build brand awareness throughout new
regions of the country for both the traditional sausage and hot dogs, to the
niche market for all-natural al fresco
products.

Focus on new strategy
The strategic direction began to change
in 2003, after the management team
went through a strategic planning exercise that help them assess their current situation and develop a series of
strategic alternatives to pursue. Prior
to this time success was achieved by
servicing a small number of customers
with a broad scope of products and
services, versus being experts in any
one thing.
As customers have consolidated and
become larger and national brands have
developed expertise in certain categories, the team felt it was an important
strategic decision to condense its specialization. He notes that being located
close proximity to customers was less
important to them than it had been in
the past. "As the needs of the customers shift, we've got to change," says
Monkiewicz. "We've got to enhance
the value we bring by investing in more
training and technology in key growth
areas." Since then the company began
implementing the new strategy, which
included selling or discontinuing product lines that weren't profitable; getting
out of partnerships that aren't likely to
be viable long-term, while looking to
invest in new product lines and expand
distribution of core items across the
county and even internationally.
As part of the strategic shift, Kayem
increased its commitment to research
and development, marketing and investing in brands. The company also hired
a new sales team experienced in developing strong brands. "We needed a new
skills set," says Chris Reisner, Kayem's
vice president of sales. "It was essential
to bring in the right people to get us
there." Today, the company has region68

I

MEAT&POULTRY

I

June 2007

I

al managers located coast to coast and
have begun selling in Hong Kong.
To head the new sales force, Kayem
hired Reisner, who has 18 years of experience in the meat industry. As for
marketing and R&D, Kayem hired MBA's
from other industries who are both
knowledgeable about traditional marketing and possess an entrepreneurial
edge. "It's important in the fast-paced
and competitive meat industry where
creativity can really pay off," he says.
With the new team in place now for
three years, Monkiewicz says "the results are in the numbers and the numbers are soaring."
On the manufacturing side, led by
John Gary, vice president of operations,
Kayem has been able to develop management talent from within as well as
recruit from the meat industry. Today,
the company employs about 500 people.
There continues to be a family dynamic
present in the business. "We always try
to find opportunities for family members, but also not putting them in positions they don't have the skills to do.,"
says Monkiewicz. "As long as a family
member has a passion for the business
and can add value, we will try to find
a place for them." However, they also
realize that management expertise is es-

www.MEATPOULTRY.com

sential to be successful, which is why
three of the top six managers are from
outside the family.
According to Ralph Smith, chief operating officer of Kayem, all of these
changes have allowed Kayem to focus on branded products, while moving away from the
distribution and
private label side
of the business.
He notes that the
branded products
have increased
sales, but overall
gross sales have
Smith
grown modestly.
This is due to the drastic change in
product sales and focus.
In addition, Smith contends having
brokers and salespeople throughout the
country will help the company gain access to new retail markets. "As you get
into markets where you're not known,
it's difficult to get credibility with retailers," he explains. "Once you prove you
can add value to the categoy by moving
product off the shelf, then you're here
to stay."
We would like to hear from you - to comment on
this story or to request reprints, contact us by
e-mail at: meatpoultry@sosland.com.


http://www.MEATPOULTRY.com

Meat + Poultry - June 2007

Table of Contents for the Digital Edition of Meat + Poultry - June 2007

Contents
Meat + Poultry - June 2007 - 1
Meat + Poultry - June 2007 - 2
Meat + Poultry - June 2007 - 3
Meat + Poultry - June 2007 - Contents
Meat + Poultry - June 2007 - 5
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