ALTIOS HELPS NAT’KAPS STRUCTURE ITS EXPORT STRATEGY
Nat’Kaps, a contract manufacturer of dietary supplements based in Morbihan, has strong international ambitions. Currently generating half of its revenue from exports, the company aims to increase this share to 80% by expanding into new markets.
The company engaged Altios to support it in:
- Structuring a robust organization to navigate its new international expansion
- Identifying priority geographic markets
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Challenges
Nat’Kaps, located in Moréac in Morbihan, formulates, manufactures, and packages dietary supplements in dry forms (tablets, capsules, powders, etc.). As a company eligible for Innovation Tax Credits, it offers “full-service” capabilities, from concept to marketing, including product development.
Nat’Kaps works with over fifty brands and distributors, primarily across Europe.
In a growth phase, Nat’Kaps has ambitious expansion plans. “We are currently executing a real estate project involving the construction of a new 3,500 m² facility, which will enable us to triple our production capacity. Within three to four years, we aim to double our revenue and achieve 80% of our sales internationally,” explains Nicolas Jolivel, CEO of Nat’Kaps. This strategy requires identifying new growth drivers both in existing markets and in new markets, particularly in Europe.
It was in this context that the company engaged Altios.
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Solutions
Altios supported Nat’Kaps across two key areas:
Organizational Structure for International Scale-Up
After analyzing the company’s operations, consulting with management and leadership on corporate objectives, and assessing the impact of projected growth on the business (value proposition, commercial approach, marketing/communications, etc.), Altios helped Nat’Kaps develop an action plan to address these challenges.
Within this framework, specific workshops were conducted on human resources to redesign the talent roadmap for key international project personnel and determine the profiles needed to strengthen the sales team.
Market Prioritization and New Market Entry
Altios conducted a comprehensive assessment of Nat’Kaps’ international positioning and helped the company identify high-potential and strategic markets, then prioritize them across short, medium, and long-term horizons: Spain and Italy initially, followed by Asia.
Altios participated in new market entry by defining optimal market penetration strategies and through direct outreach to key accounts in the target markets of Spain and Italy. These multi-month initiatives resulted in scheduled meetings during which Altios teams accompanied and advised Nat’Kaps throughout negotiations.
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Results
Enhanced Visibility on International Challenges and Success Factors
Among the key drivers of international acceleration:
- Streamlined organization and processes: A comprehensive overhaul of the commercial approach enabling Nat’Kaps teams to focus their energy on value-added activities and achieve quick wins.
- Team reinforcement support: A sales assistant was recruited to support the two existing sales representatives, along with a sales representative dedicated 100% to export activities.
“Altios’ assistance was invaluable in refining the profiles of the candidates we were seeking to recruit,” testifies Nicolas Jolivel.
- Market prioritization: With a focus on existing markets with short-term development potential and identification of new strategic markets for the company’s international future.
“We have already prepared several quotes for the newly prospected markets. These should convert in the coming months. When you’re focused on day-to-day operations, you don’t necessarily have a clear vision of markets and how to approach them. Altios’ contribution saves enormous time, particularly by providing contacts and an external perspective that helps avoid costly mistakes,” notes Nicolas Jolivel.
