Expert Details
Food Ingredients, Sales, Brokerage Management, Distributor Management, Manufacturer’s Representative
ID: 730785
Illinois, USA
His education and experience as a Food Scientist along with this practical expertise gives him a unique perspective on utilizing ingredients in the development of new and improved processed foods. Expert has been designated the Certified Food Scientist (CFS) rating by the Institute of Food Technologists. He is one of a small group who have attained this certification and is a testimonial to his many years of experience with Food Science and Food Ingredients specifically.
Expert's business background, education and experience has given him a unique insight into the use of food brokers and distributors to bring these unique ingredients to market. He ran his own food ingredient manufacturer’s representative business for 21 years and then merged the company with a food ingredient distributor and continued to be exposed to a broader and broader base of food ingredients that were used in the main stream and nutracuetical food area.
There is a trend toward outsourcing of sales forces. He has combined his knowledge of ingredients and the marketing and sales of these ingredients to target unique solution selling situations. Expert has been involved in legal matters pertaining to the use of ingredients, the sales of food ingredients to particular customers and industries and the contractual obligations of contracts as they pertain to services rendered by food ingredient brokers and distributors. This is particularly targets to liquidated damage clauses in brokerage and distributor contracts.
He is a solution selling expert and has seen many attempts of Food ingredient Sales Compensation.
He is very active in the Institute of Food Technologists (IFT) since 1975 having been elected and holding positions within the Local Section which is Chicago Based. Expert currently is on the Marketing Committee for the Chicago Section IFT. This committee encompassed the website, newsletter, sponsorships, directory and various other subcommittees.
Preparation for Testimony regarding Food Brokerage Payments-PPC vs Frisco Foods et al
Matter Mediated Successfully
Contracted to work on new innovative vegetable processing and product offering for large Global Food Processor.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1979 | Degree: MBA | Subject: Marketing | Institution: University of St. Thomas |
| Year: 1977 | Degree: MS | Subject: Food Science | Institution: University of Illinois |
| Year: 1976 | Degree: BS | Subject: Food Science | Institution: University of Illinois |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 1984 to Present | Employer: Undisclosed | Title: President | Department: |
Responsibilities:Ingredient Consultant and Expert Witness. Ingredient Sales during active Brokerage were $ 25 MM. |
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| Years | Employer | Title | Department |
| Years: 2005 to Present | Employer: Undisclosed | Title: Vice President, Sales | Department: |
Responsibilities:Responsible for the Sales and Profitablility of the US Sales Division. Oversee a group of 7 Food Ingredient Sales Professionals. Sales of Division are over $28 MM |
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| Years | Employer | Title | Department |
| Years: 1982 to 1984 | Employer: | Title: Director Sales and Marketing | Department: |
Responsibilities:Was responsible for worldwide sales of Leprino’s whey products produced in all of their manufacturing plants. Supervised Several professional sales people and a staff and was accountable for 70 million pounds of product produced and $22 million in sales.-Developed a milk replacer business based on ingredients product internally by Leprino with sales going from zero to $5 million in a 2 year period of time. -Personally handled sales of Leprino’s Whey Protein Concentrate and Lactose to Large customers in Japan and other Asia locations traveling to Japan regularly. Sales grew steadily at 20% annually during sales tenure. -Developed a Brokerage Network to sell Leprino’s dried dairy ingredients nationwide |
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| Years | Employer | Title | Department |
| Years: 1979 to 1982 | Employer: Dairyland Products Inc | Title: | Department: |
Responsibilities:Responsible for sales of milk replacer blends with sales territory of all prospects and customers east of Chicago to the West coast.-Responsible for managing Ingredient Brokers in key markets and overseeing sales growth. Sales grew from $5 million to $11 million in territory during time period. -Consistently exceeded growth objectives given by senior management -Used technical skills to develop new innovative milk replacers used in candy and meat areas |
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| Years | Employer | Title | Department |
| Years: 1976 to 1979 | Employer: General Mills Inc | Title: | Department: |
Responsibilities:-As a Research Food Scientist, developed a number of innovative make-up variations of Big Batch Cookie mix and Snackin’ Cake items for national market rollout-Supervised off site outsourced contract manufacturers for the introduction of these items in the national rollout. |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 2005 to Present | Country / Region: Canada | Summary: He is responsible for the Sales and P/L for the Food USA Division of a Canadian Food Ingredient Specialty Distributor-Dempsey Corporation. Dempsey is a family owned 3rd generation family managed specialty food ingredient distributor and manufacturer's representative company based in Toronto ON Canada. |
Career Accomplishments
| Associations / Societies |
|---|
| IFT, RCA, AACT, AACC, CSIFT |
| Licenses / Certifications |
|---|
| Certified Food Scientist (CFS) From IFT Since 2014 Part of Inaugural Class of CFS |
| Professional Appointments |
|---|
| Chicago Section IFT Marketing Committee |
Additional Experience
| Expert Witness Experience |
|---|
| • Expert Witness in the Areas of Food Ingredient Sales, Brokerage Management, Distributor Management, Manufacturer’s Representative Management, Outsourcing of Sales, Food Science, Food Technology, Food Ingredient Formulation, Functional Food Ingredient Claims, Nutracuetical Marketing and Sales -Preparation for Testimony regarding Food Brokerage Payments-Matter Mediated Successfully |
| Training / Seminars |
|---|
| Consultative Ingredient Selling for Food Ingredients-Ongoing training to North American Account Managers at Dempsey |
| Vendor Selection |
|---|
| Extensive experience in the identification, approach and integration of unique food ingredient product lines in Expert's companies supplier portfolio. |
| Marketing Experience |
|---|
| The movement and blurring of food and pharmaceuticals. Expert calls this nutracuetical. Is it a food, is it a drug? What kind of claims can be made and what kind of science backs up these claims. Foods targeted for an aging population that wants to age gracefully and stay fully active and engaged as they age. |
| Other Relevant Experience |
|---|
| Motivational and Positive Visualization as they relate to the Ingredient Consultative Sales Process |
Language Skills
| Language | Proficiency |
|---|---|
| French | He can speak some basic french in conversations. He can also read some french. |
| Spanish | He can speak and read basic Spanish at a rudimentary level |
| German | He can speak some German at a rudimentary level |
Fields of Expertise
dairy product functional ingredient, flavoring material, food additive, food flavor additive, food formulation, food ingredient, food ingredient technology, food research and development, food supplier, food yeast, ingredient, fat flavor, FDA food labeling regulation, food labeling regulation, enzymatic browning, food product, food processing, food antimicrobial additive