Expert Details

Expert in Food Ingredients, Sales, Brokerage Management, Distributor Management, Manufacturer’s Representative

Expert ID: 730785 Illinois, USA

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Expert has over 30 years experience in dealing with a wide variety of functional food ingredients. He has worked and been involved in product development efforts in dairy ingredients, yeast and yeast based flavor enhancers, meat analog and meat extension ingredients, spice, savory flavorings and a number of fiber ingredients.

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.

Expert may consult nationally and internationally, and is also local to the following cities: Chicago, Illinois - Rockford, Illinois - Aurora, Illinois - Naperville, Illinois - Peoria, Illinois - Joliet, Illinois - Elgin, Illinois - South Bend, Indiana - Gary, Indiana - Milwaukee, Wisconsin

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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 Responsibilities
Years: 1984 to Present Employer: Undisclosed Title: President Department: Responsibilities: Ingredient Consultant and Expert Witness. Ingredient Sales during active Brokerage were $ 25 MM.
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
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
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
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.

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
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

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