Expert Details

Expert in Global Beverage Industry: Marketing, Sales, and the U.S. 3-tier Alcoholic Beverage Distribution System

Expert ID: 731745 Connecticut, USA

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Expert has over 30 years of experience as an executive, expert witness and consultant for the global wine and spirits industry. He provides consulting services to private equity clients, hedge funds, and Financial advisers. This consulting work frequently takes the form of presentations, conference calls, industry round tables, on-site (in-person) visits, conferences, reports, and research studies.

Expert lends consultative insight on wine and spirits industry dynamics, government regulation, the U.S. three-tier distribution system, U.S. route-to-market issues, in-market distributors, global suppliers, major U.S. retailers, marketing practices, pricing and sales trends, innovation and brand portfolios, and consumer preference and behavior trends.

Expert also offers litigation support in the form of expert witness services to law firms for the wine and spirits industry -- specifically, marketing, sales, and the complexities accompanying the U.S. wine and spirits industry's triple-tier distribution system.

Before starting his own consultancy, Expert was Vice President of Marketing for Pernod Ricard Americas Travel Retail. He has also been Director of Marketing, Global Export and Travel Retail at Pernod Ricard (for their U.S. division). Expert started his career in 1985 with Seagram Americas and went on to undertake significant sales and marketing responsibilities there -- among them National Marketing Manager for Absolut Vodka (U.S.). Among many others, Expert's specialties include company consolidations and alignments, industry reputation, marketing practices, and management philosophy,

Since 2007, I have conducted 200+consulting projects: 14 legal cases; eight Expert Reports; four Expert Rebuttal Reports; seven Depositions; three Arbitration Appearances for Testimony; and one Trial Testimony; 26 industry-expert presentations; 140+ individual consultations; private-equity research; startup-brand launch-plans; an FEI Front End of Innovation Conference presentation; and International-distribution of wine brands.

Expert may consult nationally and internationally, and is also local to the following cities: New York, New York - Yonkers, New York - Newark, New Jersey - Jersey City, New Jersey - Paterson, New Jersey - Elizabeth, New Jersey - Bridgeport, Connecticut - New Haven, Connecticut - Hartford, Connecticut - Springfield, Massachusetts

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Year Degree Subject Institution
Year: 1985 Degree: BA Subject: Cultural Anthropology and Comparative Cultures Institution: University of Virginia

Work History

Years Employer Title Department Responsibilities
Years: 2007 to Present Employer: Undisclosed Title: Independent Consultant & Expert Witness Department: Responsibilities: Expert has conducted 200+consulting projects: 14 legal cases; eight Expert Reports; four Expert Rebuttal Reports; seven Depositions; three Arbitration Appearances for Testimony; and one Trial Testimony; 26 industry-expert presentations; 140+ individual consultations; private-equity research; startup-brand launch-plans; an FEI Front End of Innovation Conference presentation; and International-distribution of wine brands.
Years: 2005 to 2007 Employer: Pernod Ricard Americas Travel Retail Title: VP Department: Marketing Responsibilities: Expert founded and led this 8-person marketing department for a newly formed, 50-employee company. His efforts drove double-digit growth to over 1 million cases and $20 million in profit in Americas Duty Free and Resort channels. Expert also served as communications lead for trade shows, events, industry associations, sales-training and industry media. He also served as strategic marketer for all Pernod Ricard wine and spirits brands, targeting global international travelers.
Years: 2001 to 2005 Employer: Pernod Ricard USA Title: Director Department: Global Export & Travel Retail Marketing Responsibilities: Expert created and led the marketing team for a new Global Export and Travel Retail division. He also led major strategic initiatives, including trade shows, brand guidelines, and global marketing programs. He executed these initiatives with in-market-partners, delivering incremental sales, new markets, and new channels for export.
Territories included China and Hong Kong, Japan, Australia, Europe, North and South America, and Global Duty Free.
Years: 2000 to 2001 Employer: Seagram Americas Title: Director Department: Marketing; Duty Free, Military, & Caribbean Responsibilities: He created multinational marketing for all Seagram brands.
Years: 1996 to 2000 Employer: Seagram Americas Title: National Marketing Manager Department: Responsibilities: Expert coordinated the design and development of the most successful new product launch in U.S. distilled-spirits industry history: Absolut Mandarin. The product sold 500,000-cases and captured 72% market share in the first year. He devised innovative marketing strategies, events, and promotions featuring cutting-edge artists. Sales thereby increased by 32% in three years (from 3.35 million to 4.44 million cases). Expert's efforts also unified brand messaging and increased previously declining brand-equity measures. He controlled a $55 million annual marketing budget -- as well as multiple research, creative, and production agencies.
Years: 1995 to 1996 Employer: Seagram Americas Title: Senior Marketing Services Manager Department: Responsibilities: Expert developed an award-winning, breakthrough trade and commercial marketing, bringing Absolut Vodka’s advertising Artist Series to life at point-of-sale using a $7 million merchandising budget.
Years: 1994 to 1995 Employer: Seagram Americas Title: Marketing Services Manager Department: Responsibilities: He led the design, development, and implementation of new holiday gift packaging by Swedish artist Yrjö Edelmann. Despite a very tight time frame, results included a 22% sales increase from the year prior. Expert drove efficiency, visibility, and information transparency throughout the international marketing organization by creating the Absolut Vodka Point of Image Handbook and Global Catalog.
Years: 1985 to 1994 Employer: Seagram Americas Title: Increasingly senior Sales, Marketing, and Distributor Management, three-tier industry positions Department: Responsibilities: Expert successfully brought about volume and profit targets through the development of sales objectives, strategies, incentive programs, training programs, and pricing and discount activity for 16 independent distributor sales forces. He also created retailer and consumer on- and off-premise promotional programs, rebates and couponing, sponsorships, PR, and event marketing, and product sampling and training programs. He re-opened neglected sales territories, gaining new distribution and establishing key account relationships. He also managed Federal, State, and Local Legal-Compliance within the highly regulated beverage and alcohol industry.

Career Accomplishments

Associations / Societies
Founding member of the Freelancers Union.
Licenses / Certifications
Advanced Ambassador, Level III, Academia do Vinho
Martell Cognac Ambassador
Awards / Recognition
Ten (10) Point of Purchase Advertising Institute Outstanding Merchandising Awards
Five (5) Promotion Magazine Design of the Times awards
Promotion Marketing Association’s Reggie award for creating performance-art promotional concept, ABSOLUT AU KURANT, a drumming and sampling program for bars, clubs, and restaurants

Additional Experience

Expert Witness Experience
Expert Witness work completed on 14-cases: six for plaintiffs and eight for defendants. I have completed eight Expert Reports, four Expert Rebuttal Reports, seven Depositions, three Arbitration Hearing Appearances where I provided Testimony, and one Trial appearance where I provided Testimony.
Training / Seminars
Completed an eight-part Expert Witness Webinar Series: Expert Witness Courtroom Boot Camp.
Marketing Experience
Award-winning global brand marketer, specializing in brand-identity management and sales growth through consumer-focused marketing. Subject-matter expertise gained managing iconic beverage brands, including: Absolut Vodka, Crown Royal, Martell Cognac, Captain Morgan, Chivas Regal, The Glenlivet, Jameson, Kahlua, Beefeater, Wild Turkey, Patron, Sterling Vineyards, Jacob’s Creek wines, Seagram Coolers, Seagram Mixers, Tropicana Juices, Orangina Sodas, Yoo-hoo Chocolate Drink, and Highland Waters.
Other Relevant Experience
Consulting services to Start-ups, Venture Capital, Private Equity, Hedge Funds, and Investment Managers include Industry Expert Presentations, Conference Calls, Research, Marketing, Sales, and Distribution plans.
Insights address Beverage industry dynamics, government regulation, taxation, distribution, sales, finance, and marketing. Global Travel Retail expertise includes border and airport duty free stores and the concession bidding process, supplier relations with global duty-free retailers, pricing, and procurement practices.

Fields of Expertise

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