‘Tips & Insights” with Mike Arresta
New York City
June 2020
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About the Author: Mike Arresta
New York City
June 2020
Looking to crack the North American food and beverage market? As industry veterans, we offer engaging webinars, virtual conferences, and personalized mentoring sessions to equip your business with the knowledge and strategies needed to thrive. Whether you’re an exporter, trade association, or CPG brand, we’ll share our insights and expertise to help you scale and grow. We’re also available for in-person speaking engagements in North America and Europe.
Embark on trade missions and learning expeditions with IBDC to gain firsthand insights into the North American market. Our tailored programs provide invaluable networking opportunities and deep dives into industry trends, regulatory landscapes, and consumer preferences. Travel with us to discover emerging trends and forge meaningful connections in the dynamic food and beverage landscape.
Troy Finnigan, CEO (US E-Commence bootcamp participant)
“We wanted to gain a better understanding of e-commerce capabilities and the size of the potential market in the US for our business. Thanks for to the one-on-one assignments, we have a better understanding of the market size and the resources needed to access the US market. The IBDC team is thorough and knowledgeable about the space. I would recommend working with IBDC.”
Bretagne Commerce International
“Nous avons contacté IBDC pour les compétences de Mike pour animer un webinaire sectoriel sur l’agroalimentaire et faire bénéficier de son expertise aux entreprises bretonnes de l’agroalimentaire. Le résultat rendu a été excellent. Ce que nous avons le plus apprécié dans notre collaboration avec Mike est sa réactivité, son efficacité, son sérieux, son expertise, son professionnalisme et sa convivialité. Si vous souhaitez travailler avec Mike et IBDC allez-y les yeux fermés!”
Les Grands Chais de France (recrutement)
“Mike / IBDC nous a transmis des candidatures qualitatives, qui ont débouché au recrutement d’une responsable comptable dont les qualités et compétences correspondent tout à fait à nos attentes. Nous avons apprécié la grande réactivité et le professionnel de Mike. Nos besoins ont bien été cernés, le calendrier respecté. Je recommande la collaboration avec Mike, qui s’est avérée être très fluide et efficace.”
Brokerage agency
“We thought that the event was very well organized and appreciated the hard cut-off at 15 minutes to ensure we met with as many brands as possible. Having an event like this run alongside a trade show such as Expo is also a great idea since it gave us the chance to meet face to face with people that we would rarely have the chance to otherwise. Overall, we found this to be a really successful and worthwhile event and would love to participate in similar events in the future.”
Pod Foods Buyer (wholesale distribution)
“I thought the Taste of Canada event was good, and I liked the format where distributors/buyers could connect with brands for shortened meeting intervals, to review products and share business details.” Buyer participated in the B2B program.”
Bi-Rite (grocery retail store)
“I really enjoyed the B2B format. I appreciate the flexibility with everyone involved to keep these meetings quick and on time.” Retail buyer attendee at the B2B program.”
Juan Gargano, Head Sommelier
The tasting was well executed, and I enjoyed having all the winemaker/owner in a more casual setting. I found it extremely valuable to learn more about new wineries, particularly Domaine De La Chretienne, great quality and price. I loved their Bandol rose. Guest at a wine-tasting event in NYC.
PW Distributors NY (Wine Specialist)
“Great wine, great choice of food pairing, good event arrangement. I enjoyed learning more about my favorite wine region and the wines, specifically the Bandol and Châteauneuf-du-Pape.” Guest at a wine-tasting event in NYC.
Nougat Chabert & Guillot
Gauthier de Bengy, Export Manager
« Nous avons été mis en contact avec Mike et l’équipe d’IBDC par l’intermédiaire de la société Rézoway afin de nous apporter un support efficace pour mieux appréhender le marché américain. Il était donc convenu que la société IBDC travaille sur un store check et une étude de marché sur les Etats-Unis. Mike et son équipe nous ont rendu un store check précis et documenté ainsi qu’une étude poussée et détaillée, creusant les aspects que nous identifions intéressant au fur et à mesure de leurs avancées. Le résultat complet et précis a été très satisfaisant et utile pour la poursuite de notre projet américain. Nous avons apprécié la disponibilité de l’équipe, son écoute pour s’adapter au fil de l’étude à ce que nous voulions davantage étudier. N’hésitez-pas à contacter IBDC. L’équipe est agréable, volontaire, avec une forte connaissance du marché et apporte les réponses aux questions posées de manière rapide et efficace. »
Based in New York City, Harlem Baking Company is a veteran-owned company led by a former US Marine and Restaurateur. The brand offers restaurant-quality desserts baked in sustainable glass jars that can be enjoyed in the comfort of your home.
The brand partnered with IBDC to streamline and optimize its growth strategy. Our comprehensive approach focused on key areas to elevate their brand and achieve sustainable success.
Tailored Go-to-Market Strategy:
IBDC developed a robust go-to-market strategy that included:
Drawing on our analysis and expert insight, IBDC delivered a comprehensive set of strategic recommendations designed to propel Harlem Baking Co.’s brand and achieve sustainable growth.
Fractional Leadership Support:
Harlem Baking Co. benefits from IBDC’s ongoing support through our fractional leadership services. This allows them to access expert guidance on a part-time basis, ensuring they have the expertise needed to navigate the ever-evolving food industry.
By collaborating with IBDC, Harlem Baking Co. is well-positioned to take its delicious desserts to the next level, achieving long-term success in the competitive food industry.
Vanille Labelle, a French vanilla supplier with a rich three-generation heritage sourcing from Madagascar, sought to expand their footprint in the US market. IBDC partnered with them to cultivate success.
Our comprehensive approach addressed several key areas:
By providing a multifaceted approach, IBDC empowers Vanille Labelle to navigate the US market intricacies and achieve its ambitious growth goals.
IBDC designed a customized three-day B2B program in New York City, providing a dynamic blend of immersive experiences and strategic networking opportunities. Our meticulous planning ensured a three-day itinerary perfectly aligned with the delegation’s specific needs.
From expertly curated pairing dinners to exclusive tasting sessions, each activity fostered relationship-building and knowledge exchange between the wineries and potential US partners. This synergy not only strengthened connections but also sparked valuable insights into US market dynamics.
The program yielded impressive results:
By collaborating with IBDC, these French wineries successfully accelerated their US market entry, paving the way for long-term growth and success.
The Saskatoon Regional Economic Development Authority (SREDA) partnered with IBDC to attract foreign direct investment (FDI) from US-based food and beverage ingredient companies. This targeted effort aimed to bring innovative companies to Saskatoon and the surrounding region.
IBDC leveraged its expertise in the food and beverage industry and its extensive network of US contacts to:
Haskalife is a Canadian premium health brand specializing in products made from 100% haskap berries.
The brand partnered with IBDC to navigate its entry into the US market. Our comprehensive approach equipped Haskalife with the insights and connections needed to thrive.
IBDC engaged with key decision-makers within relevant categories. This direct access allowed us to validate Haskalife’s US strategy, ensuring alignment with market expectations. Our network also helped us identify potential partnerships and distribution channels, maximizing Haskalife’s reach and sales potential.
Our expertise and network connections helped the client validate their strategy, identify opportunities, and navigate the complexities of market entry.
Domaines Auriol, a family-owned winery nestled in the heart of the Languedoc region, sought to cultivate its presence in the US market.
Our initial approach involved a thorough review and tasting of Domaines Auriol’s wines. This in-depth analysis allowed us to grasp the unique qualities and value proposition of their offerings.
Leveraging our market expertise, we provided Domaines Auriol with a set of strategic recommendations specifically tailored for the US market.
Grands Chais de France, the No. 1 privately-owned winemaker in France and a leading exporter of wine and spirits, partnered with IBDC to bolster their US presence.
The client sought to expand their Miami operations and recruit a high-caliber executive to join the team.
Leveraging our extensive network and proven recruitment expertise, IBDC conducted a comprehensive selection process to ensure the ideal candidate alignment with the client’s culture and strategic goals.
IBDC facilitated smooth communication and streamlined the recruitment process, culminating in the successful placement of a top-tier executive.
IBDC is proud to partner with Sud De France, the economic development agency for the Occitanie region.
Our collaborative efforts include:
Through this successful partnership, IBDC and Sud De France are equipping Occitanie’s food and beverage exporters with the knowledge and tools they need to thrive in North America.
Le Must, a Miami-based premium condiment brand catering to the luxury hospitality sector, sought to expand its reach and acquire new clients. Le Must partnered with IBDC to implement a high-performing B2B online lead generation campaign.
The team leveraged its expertise to generate a qualified database of foodservice executives within the luxury hospitality industry. IBDC fostered connections by introducing key leads directly to the client facilitating faster sales cycles and fostering valuable partnerships.
Tasty Ribbon, a New York-based company specializing in gourmet Italian food gift baskets, partnered with IBDC to elevate its brand and expand its reach.
IBDC played a pivotal role in crafting a strategic B2B roadmap, helping Tasty Ribbon connect with key partners and navigate the business-to-business landscape.
As Tasty Ribbon’s US business development partner for the New York Metro area, IBDC fostered strategic relationships and targeted growth initiatives within this key market.
Additionally, IBDC managed Tasty Ribbon’s social media presence, ensuring a consistent and engaging brand voice on these crucial platforms.
Cooperl, a leading global meat cooperative specializing in deli meats and charcuterie products, sought to further expand its footprint in the US market.
Cooperl partnered with IBDC to develop a comprehensive US market entry strategy. IBDC’s approach included:
The combined insights from store checks, market research, and focus groups allowed us to develop a data-driven US market entry strategy. This strategy ensured the client’s products and brands resonated with US consumers and positioned them for success in the competitive US market.
Connecting Canadian Brands with US Buyers
In November 2021, the Consulate of Los Angeles partnered with IBDC to recruit US retail representatives (buyers and distributors) for the Canadian Flavors Food Festival. Our successful recruitment efforts facilitated valuable panel sessions and “meet & greet” meetings, connecting Canadian food and beverage manufacturers with potential US partners.
Expanding Opportunities at Natural Products Expo West:
From 2022 to 2024, IBDC continued its partnership with the Consulate of Los Angeles. We helped organize in-person B2B programs at Expo West, the leading trade show in the natural, organic, and healthy products industry. Our targeted recruitment efforts ensured participation from key buyers and distributors in targeted panel discussions and dedicated B2B networking events.
Global Affairs Canada hired IBDC to develop and deliver the 3 modules and the 45 min individual assessments of 15 Canadian retail-ready food and beverage companies as part of the US E-commerce bootcamp in March 2022. The accelerator program focused on capacity building for Canadian SMEs to analyze, develop a business case for, and when appropriate, pursue online sales in the United States.
Mike was asked to share his market insights, best practices and recommendations to successfully prepare and start your US development.
IBDC was hired to help organize an in-person event during the Natural Products Expo West in March 2022.The IBDC team recruited US buyers and distributors to a panel and a B2B networking event. The event provided an opportunity for US retailers and distributors to introduce their organization and procurement needs in front of an audience of innovative, Canadian food & beverage brands.
Wine & Spirits Account Executive
Sebastien is a wine and whiskey expert, winemaker and distiller with over 25 years of experience.
Sebastien is a recurring judge at international wine and whiskey competitions and is responsible for “Winemaking & Spirit Creation” for Master Barrel, a supplier of very high-quality wines and spirits.
Sebastien provides assembly and production assessment services, as well as branding and marketing advice to wineries and distilleries around the world.
He trains professionals and businesses through seminars and workshops and advises wholesalers and collectors in the acquisition and maintenance of their wine and spirits collections.
Finance
Vincent Biscaye is a former international commodity derivatives trader with a strong passion for Food & Beverage. After having successfully worked for a decade in investment banking, he made a radical life change to dedicate his career to the natural foods industry in 2014 when he became a partner and CFO of Love Grace Foods, a NY-based organic HPP cold-pressed juice/smoothie company. He has since gone on to help dozens of start-up companies with his finance and business development experience.
Digital Marketing
Natalie leverages her sharp business acumen and proven track record in risk and strategy consulting to help brands thrive in the digital age. With 4+ years of experience working with global clients at a Big 4 firm, she brings a unique blend of strategic thinking and business development expertise.
She uses her versatile skill set and business acumen to produce content that resonates with consumers and helps brands grow, thrive, and create a lasting impact across social channels.
Digital Marketing
Chloé is a passionate social media strategist dedicated to empowering mission-driven food & beverage startups to make a positive impact. With over 9 years of experience and a background in nutrition, she crafts impactful social media strategies that help brands thrive in the ever-evolving digital world.
Joy, a passionate F&B specialist with a Master’s degree in Food Science & Business from Cornell University, brings a unique blend of technical knowledge and business acumen to IBDC as the International Project Manager. Originally from Lebanon, she leverages her global perspective to excel in the dynamic US food and beverage industry.
Driven by a strong sense of community, Joy has volunteered for NGOs, led a club, and coordinated over 20 events. Her leadership skills and contributions have been recognized with four awards.
Fluent in English, French, and Arabic with business-level Spanish, Joy leverages her linguistic skills to connect with diverse clients.
Outside of work, Joy enjoys healthy cooking, fitness activities, and adventurous pursuits.
Anna is the Principal and Chief Financial Officer at IBDC. In this role, she oversees all financial activities of the company, including financial reporting, budgeting, and planning for future business growth. Anna is known for partnering with clients to solve problems, improve work processes and develop the collective organizational behavioral changes required to drive measurable and sustainable results.
She also leverages her knowledge of business process outsourcing and IT outsourcing to optimize internal and client operation
Anna holds a Master’s degree in Taxation from Baruch College and a Bachelor’s degree in Management Science and Information Systems from Rutgers University.
Anna’s unique blend of financial mastery, strategic thinking, and problem-solving skills makes her an invaluable asset to both IBDC and our clients.
Mike, Founder and Managing Director of Impact Business Development Consulting (IBDC), is a passionate food industry executive with over 15 years of experience in international business development, consulting and project management. He leverages his extensive network and proven track record to help emerging brands and exporters navigate the complexities of the US market and achieve sustainable growth.
He brings a unique blend of expertise to ensure his clients’ success:
Mike’s passion for the F&B industry extends beyond consulting. He actively participates in fostering industry growth through his mentorship roles and industry involvement. He actively participates in industry growth initiatives, fostering a strong commitment to the F&B community such as:
Education: Mike holds a Master’s degree in Political Science from Carleton University
International experience: Mike lived and worked in the EU and Canada.
Jérôme Pischella, Consul and Trade Commissioner, Consulate General of Canada in Los Angeles
We had worked with Mike in the past to help organize B2B sessions between Canadian food manufacturers and U.S. buyers and distributors. Mike’s services had come highly recommended. Despite tight deadlines, Mike and his team were able to secure pertinent meetings with the stakeholders that we were seeking for an event at Expo West.
He organized a seamless session with excellent feedback from all attendees. The turnaround was extremely satisfactory. Some attending clients have already indicated having signed contracts with some of the stakeholders that Mike gathered. Mike is excellent at communicating during all stages of planification. He is not afraid to point out issues so they can be corrected prior to the event. His knowledge of the industry is impressive. I would highly recommend IBDC and expect to work with them again in the future. The group is very professional and efficient.
Valérie MANDON, Business Advisor, CCI of LIMOGES HAUTE VIENNE
Our organization, a member of a European program AGROSMARTglobal, had to organize a trade mission for European agri-food companies in the United States. We were looking for a company, or a specialist in the US food and beverage market. We chose IBDC because of their expertise and the ability to speak several languages. We had to build a program for a short trade mission over three days in the US for French, Portuguese, Spanish wine companies.
IBDC helped us build a program with different options which gave the companies the opportunity to visit a US Trade Fair connected to the wine sector – VINEXPO AND DRINKS AMERICA New York. IBDC organized a store check at wine and beverage stores and met with the participants to share market insights, recommendations and up-to-date data on the US wine and beverage market. The turnaround was very positive and satisfactory. Some companies plan to have a booth at Vinexpo next year. We really appreciated the different exchanges with IBDC for the preparation of this mission, and the quality of the information they shared, as well as the organization on-site. IBDC is a reliable and professional partner in the U
Lisa Warkentin, Customer Relations (US E-Commence bootcamp participant)
Birds & Bees Winery Inc.
“We are looking to export into the United States and wanted more information on the markets and distribution channels to explore. IBDC provided great information to help us get started. We don’t do a lot of B2C ecommerce business so we were all very happy to see that there was still a lot of relevant information to our company. Based on the team’s valuable feedback, we have already begun re-branding and shifted our focus when interviewing distributors. We really appreciated the personalized feedback about our company – IBDC really did the research beforehand so it was very insightful.”
Rhonda Goldbert, President (US E-Commence bootcamp participant)
Oh! Naturals
“I wanted to learn about new online strategies and get more connected to buyers. The bootcamp and services delivered helped me focus on where to spend my time and money for building online. I liked the team’s expertise in helping guiding Canadian companies.”
Jenny Karnjanavijaya, Trade Commissioner
Consulate General of Canada in Los Angeles
“The Canadian Consulate of Los Angeles contacted IBDC for assistance with recruiting panelists for the Canadian Flavours Food Festival in November 2021. The Consulate is very satisfied with the services that were provided by IBDC. Mike and his team went above and beyond the initial requirements and were able to recruit key industry contacts, whom were essential for our event.
Mike was very easy to work with and committed to our project from the outset. He provided a lot of excellent feedback and advice on how to structure our program, and was very involved in both the planning and final delivery of our event. Our event would not have been possible without Mike and the contacts that he was able to bring to the table.
IBDC is a very knowledgeable food & beverage consulting agency. The company has a significantly deep level of expertise in the field, as well as access to a broad range of industry contacts. IBDC is easy to work with and the company is committed to providing high quality services to ensure that your project will be successful.”
Tanya Der, Director food innovation with Pulse Canada
We contacted Mike / IBDC because of their network in the food industry in the USA. IBDC connected us and helped coordinate meetings with US companies innovating with pulses. We appreciated the rigorous follow-up with companies and the ability to summarize progress in a succinct way.
IBDC is laser-focused on staying on track and on the goal. They are always open to providing feedback for improvement.
FACC – French American Chamber of Commerce NYC
“Mike is a highly engaged and valued member of the FACC network.
He is always willing to connect and share his insights on business development and help our members gain from his robust knowledge and experience in the Food & Beverage industry.”
“Highly recommend Mike and the IBDC team. I really appreciate and value Mike’s responsiveness and the quality content he provides for FACC’s Members to better understand the US Market. IBDC offers a complete 360 service for companies entering or looking to grow in the US market. They work closely with your organization to understand your specific goals and needs and offer a tailored solution aligned with your objectives.”
Les Grands Chais de France (recruitment)
We enjoyed working with a great client and company @Les Grands Chais de France.
“Mike and his team sent us quality applications, which led to the recruitment of an accountant manager whose qualities and skills perfectly match our expectations. We appreciated Mike’s great responsiveness and professional attitude. Our needs were clearly identified and the schedule respected. I recommend collaborating with Mike and his team as it has proven to be very smooth and efficient.”
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