Publication
Meal Kit Industry Blues: How Can Blue Apron Lift Its Malaise?
https://www.toptal.com/management-consultants/pricing-consultants/meal-kit-industry
Michael is available for hire
Hire MichaelMichael Yarmo
Verified Expert in Management Consulting
Management Consulting Expert
Toronto, ON, Canada
Toptal member since July 26, 2017
Bio
As an experienced investment banker, Mike has led M&A, raising capital and restructuring dozens of mid-sized North American-based companies from both an operational and financial perspective. Before his investment banking career, he 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 two children and work on exciting new projects.
Career Highlights
Managing Director
Newpoint Strategic Advisors
President & Majority Owner
VanMar Sales & Marketing
Director | Product Innovation and Pricing Strategy
ConAgra Foods
Education Highlights
Chartered Financial Analyst (CFA)
CFA Institution
Bachelor's Degree
University of Toronto
Case Studies
Restructuring Case Study
RestructuringDebt RestructuringTurnaround ManagementMergers & Acquisitions (M&A)Gross Profit Margin GrowthReorganization+ 13 more
Commodity Impact on Pricing
PricingCommodity MarketsContract NegotiationBudget ModelingClient Presentations
Orville Popcorn Innovation Pricing
InnovationPricingGross MarginsMarket Research & AnalysisCompetitor Analysis & ProfilingValue Proposition+ 2 more
Consumer Product Industry Benchmarking
Industry AnalysisCapital BudgetingFinancial Planning & Analysis (FP&A)Pricing ModelsRevenue & Pricing SupportNew Project Pricing Systems & Analysis+ 2 more
Repackaging Strategy
Product MarketingInnovation ManagementFinancial InnovationP&L ManagementAnnual BudgetsMarket Segmentation+ 3 more
Kraft Heinz DTC Launch Presentation
Business StrategyDirect to Consumer (D2C)LogisticsB2B Lead GenerationMarket SegmentationStrategy+ 11 more
Industry Expertise
- Business Services
- Advertising & Marketing
- Commercial Printing
- Construction
- Commercial & Residential Construction
- Consumer Services
- Energy, Utilities & Waste
- Finance
Other Expertise
- Debt Financing
- Financial Planning & Analysis (FP&A)
- Gross Profit Margin Growth
- Investment Capital Raising
- Mergers & Acquisitions (M&A)
- Pricing
- Turnaround Management
Work Experience
Business Plan Expert
2025 - 2025
Barrington Leasing, LLC
- Created an equity pitch deck to raise capital for up to $10 million in heavy machinery.
- Joined the client at a conference to have discussions with several potential equity investors. Established a list of 100 interested, accredited investors.
- Built out an ROI model and structure on how to raise equity that kept equity dilution low for the client.
Focus areas: Financial Modeling, Business Planning, Fundraising, Business Models, Business Plan Consulting, Term Sheet Negotiations, Term Sheet Advisory, Financial Model Auditing
EVP | Sales and Corporate Development
2022 - 2025
SIMAC Insurance Services
- Set and executed sales strategies, having the company enter new distribution channels. This included writing for major insurance publications, hosting booths at key conferences, and reaching out to decision-makers at the largest insurance carriers.
- Created points of differentiation from similar insurance service competitors by integrating and marketing new AI tools that would reduce time spent on low-value paperwork.
- Lobbied and made alterations to insurance regulations to improve service levels for Canadian P&C insurance claimants. Worked closely with industry regulators to set strategy and complete analysis.
- Led the buy-side M&A process, raised equity capital, and enacted a roll-up strategy for tech-focused insurance service businesses. Led the post-acquisition integration.
Focus areas: Business to Business (B2B), Business Development, Mergers & Acquisitions (M&A), Marketing, P&C Insurance, B2B Lead Generation, B2B Partnerships, Business Development, Strategic Partnerships, Cash Flow Analysis, P&L Analysis, Strategy, Request for Proposal (RFP), M&A (Buy-side), Operations Management, AI Adoption, Startups, Venture Capital, Due Diligence Consultant, Term Sheet Negotiations, Financial Model Auditing, Resource Planning & Analysis, Organizational Structure, AI Tools
Direct-to-consumer Fulfilment Consultant
2021 - 2022
The Kraft Heinz Company - CRM/DTC
- Built a corporate playbook to establish and scale D2C brands within Kraft Heinz, including technology and logistic frameworks.
- Launched three D2C sites that leveraged Kraft Heinz's 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.
Focus areas: Business Strategy, Direct to Consumer (D2C), Logistics, United States, Facebook Ads, Team Management, Vendor Selection, Sourcing, Operational Workflow, Target Operating Models, Vendors & Suppliers, Corporate Finance, Activity-based Costing, B2B Lead Generation, B2B Partnerships, Business Development, Business to Business (B2B), Business Development, Strategic Partnerships, eCommerce, Cash Flow Analysis, P&L Analysis, Qualitative Research, Growth Strategy Consultants, Project Management, Strategy, Market Sizing, Business Models, Procurement, Strategic Planning, Consumer Packaged Goods (CPG), Supply Chain, Supply Chain Operations, Logistics & Supply Chain, Best Practices, Change Management, Training, Business Consulting, Management Consulting, Operations Management, Business Processes, Internal Communications, Digital Transformation, Term Sheet Negotiations, Term Sheet Advisory, Financial Model Auditing, Financials, Resource Planning & Analysis, Organizational Structure
Managing Director
2018 - 2022
Newpoint Strategic Advisors
- Led the restructuring of dozens of SMBs throughout North America in various industries at both the operational and financial levels. Applied a 100-day turnaround plan to enable change management and a 13-week cash flow model to track progress.
- Improved cash flow. 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.
- Restructured balance sheets. The client was to refinance senior debt in 18 months. 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.
- Performed a corporate carve-out for the client, a diversified retailer with 12 months of positive net liquidity remaining with an underperforming furniture division.
Focus areas: Budgeting, Financial Planning & Analysis (FP&A), Balance Sheet Optimization, Cost Reduction & Optimization (Cost-down), Cash Flow Modeling, Pricing, Operational Efficiency Improvement, Turnaround Management, Financial Restructuring, Mergers & Acquisitions (M&A), Gross Profit Margin Growth, Consumer Products, Investment Capital Raising, Debt Financing, Discounted Cash Flow (DCF), Public Companies, Valuation, IRR, Revenue & Expense Projections, Renewables, Capital Raising, Working Capital Management, United States, Microsoft PowerPoint, P&L Forecasting, Balance Sheets, Cash Flow Management, Cost Cutting (Cost-out), Cost Modeling, Microsoft 365, Automotive, Luxury Goods, Google Docs, Process Optimization, Team Management, Reorganization, Business Restructuring, Corporate Governance, Target Operating Models, Vendors & Suppliers, Corporate Finance, CFO, Fundraising, Pitch Decks, Cap Tables, Controller, Organizational Change Management (OCM), B2B Partnerships, Business Development, Cash Flow Analysis, P&L Analysis, Investment Banking, HVAC, Strategy, Market Sizing, Business Models, Loans, Exit Strategy, Fractional CFO, Interim CFO, Finance Strategy, Operational Finance, Deal Advisory, Supply Chain, Logistics & Supply Chain, Distressed/Special Situations, M&A (Buy-side), Change Management, Reporting, Training, Management Consulting, Quantitative Analysis, Financial Advisory, Due Diligence Consultant, Term Sheet Negotiations, Term Sheet Advisory, Financial Model Auditing, Financials, Resource Planning & Analysis, Organizational Structure, 13-week Cash Flow, Banking & Finance
President & Majority Owner
2013 - 2017
VanMar Sales & Marketing
- Built a team of three investors to acquire an underperforming food distribution company. Led the acquisition team to initiate an LOI, negotiated the sale of the purchase agreement, and ran the due diligence within six months after signing an NDA.
- Refocused the product mix from low-margin baking goods (e.g., flour, sugar) to higher-margin/less competitive frozen foods. Built out large industrial freezers, developed relationships with new suppliers, and found new sales channels.
- Increased GM by 2% during a price war between SYSCO/GFS by negotiating for rebates, pursuing truckload buys, increasing prices while improving rigorously-measured service levels, changing the product mix, and negotiating better A/P terms.
- 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.
- Developed a strict 20-, 30-, and 40-day collection policy managed by the inside sales manager, who spoke to customers daily. 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, preventative care on the truck/freezer, and upgraded inventory system, improving the efficiency of the warehouse.
Focus areas: Cost Reduction & Optimization (Cost-down), Cash Flow Forecasting, Strategic Planning & Execution, Price Analysis, Equity Financing, Budgeting, Financial Planning & Analysis (FP&A), Mergers & Acquisitions (M&A), Investment Capital Raising, Debt Financing, Turnaround Management, Manufacturing, Working Capital Management, P&L Forecasting, Balance Sheets, Cash Flow Management, Cost Cutting (Cost-out), Cost Modeling, Microsoft 365, Retail & Wholesale, Intuit QuickBooks, Vendor Selection, Sourcing, Operational Workflow, Corporate Governance, Activity-based Costing, Strategy, Market Sizing, Portfolio Analysis, Procurement, Small Business, Small Business Management, Business Plan Consulting, Business Planning, Supply Chain, Logistics & Supply Chain, Due Diligence Consultant, Term Sheet Negotiations, Term Sheet Advisory, Financial Model Auditing, Financials
Director | Product Innovation and Pricing Strategy
2010 - 2013
ConAgra Foods
- Led the team responsible for frozen and snacking innovations for North American release. The team was involved from the ideation stage through to the launch strategy, including supply chain optimization, pricing, regulations, retailer launch, and meeting consumer demands.
- 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, in-store merchandising, and new products.
- Led open communication with Walmart, Costco, Target, and other major retailers regarding ConAgra's pricing/promotion activities with the entire market.
- Built models and partnered with Neilsen to get real-time data on customer patterns when products were discounted at Walmart. The goal was to see what worked (e.g., 50% off, 2 for $3, in weekend flyers, buy space outside the aisle, and more).
- Led price increase inputs into the budget and had to develop new ideas when volume fell short or costs exceeded expectations. Results were reported to Wall Street.
Focus areas: Unit Pricing, Revenue Optimization, Financial Management, Market Research, Customer Lifetime Value (CLV), Profit & Loss (P&L), Discounted Cash Flow (DCF), Budgeting, Price Analysis, Gross Profit Margin Growth, Consumer Products, Pricing, Revenue & Expense Projections, Pricing Strategy, Product Strategy, Microsoft PowerPoint, Pricing Consulting, Canada, Food & Beverage, Team Management, Vendor Selection, Sourcing, Operational Workflow, Target Operating Models, Vendors & Suppliers, Corporate Finance, Trade Finance, Product Costing, Activity-based Costing, Forecasting, Business Analysis, Business Analytics, Business Process Analysis, B2B Lead Generation, B2B Partnerships, Business Development, Business to Business (B2B), Business Development, Strategic Partnerships, P&L Analysis, Growth Strategy Consultants, Market Research & Analysis, Strategy, Procurement, Consumer Packaged Goods (CPG), Supply Chain Operations, Reporting, Training, Operations Management, Financial Model Auditing, Financials
Other Experience
Education
2007 - 2010
Chartered Financial Analyst (CFA) in Finance
CFA Institution - Toronto, Canada
2000 - 2005
Bachelor's Degree in Finance
University of Toronto - Toronto, Canada
Skills
Finance
Discounted Cash Flow (DCF), Cash Flow Modeling, Profit & Loss (P&L), Balance Sheets, P&L Forecasting, Cash Flow Forecasting, Mergers & Acquisitions (M&A), DCF Valuation, Pricing, Working Capital Management, Financial Planning & Analysis (FP&A), Budgeting, Pricing Strategy, Financial Modeling, Data Analysis, Valuation, Revenue & Expense Projections, Asset-backed Securities (ABS), CFO, Fundraising, Forecasting, Portfolio Analysis, Finance Strategy, Operational Finance, Deal Advisory, M&A (Buy-side), Cash Flow, Accounting, Financial Advisory, Financial Model Auditing, 13-week Cash Flow, Chartered Financial Analyst (CFA), Capital Raising, Corporate Finance, Trade Finance, Controller, Equity Financing, Price Analysis, Cost Reduction & Optimization (Cost-down), Customer Lifetime Value (CLV), Market Research, Financial Management, Revenue Optimization, Unit Pricing, Financial Restructuring, Equipment Finance, Equity Valuation, Capital Budgeting, Debt Restructuring
Output Software
Microsoft Excel, Microsoft PowerPoint, Google Docs
Data & Analysis Software
Intuit QuickBooks, SAS, Salesforce
Industry Expertise
Consumer Products, Food & Beverage, Logistics, Retail & Wholesale, Public Companies, Small Business, Venture Capital, Banking & Finance, Luxury Goods, Automotive
Geographic Expertise
United States, Canada, Latin America (LATAM), Europe
Other
Turnaround Management, Gross Profit Margin Growth, Product Costing, Activity-based Costing, Cost Modeling, P&L Management, Balance Sheet Optimization, Microsoft 365, Industry Analysis, Cost Cutting (Cost-out), Investment Capital Raising, Debt Financing, Annual Budgets, Manufacturing, Market Research & Analysis, Pricing Consulting, Cash Flow Management, Business Strategy, Finance, Excel Expert, Direct to Consumer (D2C), IRR, B2B, Process Optimization, Team Management, Reorganization, Vendor Selection, Business Restructuring, Sourcing, Target Operating Models, Vendors & Suppliers, Pitch Decks, Cap Tables, B2B Lead Generation, B2B Partnerships, Business Development, Business to Business (B2B), Business Development, Strategic Partnerships, eCommerce, Cash Flow Analysis, P&L Analysis, Investment Banking, Qualitative Research, Growth Strategy Consultants, Investment Funds, Project Management, Market Segmentation, Strategy, Market Sizing, Business Models, Loans, Exit Strategy, Procurement, Strategic Planning, eCommerce Analysis, Fractional CFO, Interim CFO, Small Business Management, Consumer Packaged Goods (CPG), Business Plan Consulting, Business Planning, Supply Chain, Supply Chain Operations, Logistics & Supply Chain, Distressed/Special Situations, Best Practices, Change Management, Reporting, Training, Precedent Transaction Analysis, Business Consulting, Management Consulting, Operations Management, Business Processes, Internal Communications, Digital Transformation, Quantitative Analysis, Due Diligence Consultant, Term Sheet Negotiations, Term Sheet Advisory, Financials, Resource Planning & Analysis, Organizational Structure, Financial Innovation, Product Strategy, Contract Negotiation, Renewables, Operational Workflow, Corporate Governance, HVAC, Request for Proposal (RFP), Startups, Strategic Planning & Execution, Operational Efficiency Improvement, Product Marketing, Innovation Management, Investments, Market Assessment, Financing, Gross Margins, Pricing Models, Discounted Cash Flow Analysis, Post-merger Integration, Team Leadership, Branding, Sales Strategy, Employee Engagement, Commodity Markets, Budget Modeling, Client Presentations, Innovation, Competitor Analysis & Profiling, Value Proposition, New Products, Revenue & Pricing Support, New Project Pricing Systems & Analysis, Facebook Ads, Microsoft, Google, Restructuring, Business Analysis, Business Analytics, Business Process Analysis, Organizational Change Management (OCM), Marketing, P&C Insurance, Big Data, M&A Strategy, M&A Analysis, AI Adoption, AI Tools
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