Expert Details

Expert in Importing and Exporting of Food; Food Ingredients and Beverages; and Market Research and Planning

Expert ID: 725057 Maryland, USA

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An important part of his work has been to help client companies select target markets, determine which distribution channel to use to reach them, and set up that channel. For example, it was decided that a Brazilian producer of honey could sell retail packages to consumers on the east coast. The best channel seemed to be for the producer to sell to and support an importer-distributor in the New York / New Jersey area. Such an importer was identified and brought together with the producer, a deal was made, and the trade is now flowing smoothly.

A Nicaraguan producer of cuts of beef wanted to establish distribution in the Miami area. The consultant identified potential importers who were qualified and honest and brought them together with the producer. Sales are strong and are gradually increasing.

Hearts of palm from Bolivia were not selling in the USA. He conducted a market study, identified possible buyers, advised on product design and quality control, prepared a sales presentation, assisted in exhibiting the product in a trade show, and helped in other ways to place the product in the U.S. market.

Over the past several years, he has worked with marketing of nearly every kind of food product including bottled water, herbs and spices, fruits and vegetables, canned and packaged foods, frozen food, meat and seafood, etc. In a recent study of the Washington D.C. area, he developed market information and recommendation for 15 high quality fresh and processed food products from Chile.

His work has included two of the so-called "wonder foods" camu camu from Peru and acaí from Brazil. Both are berries, which were unknown in the U.S. a few years ago. Now, both are found in many dietary supplements, beverages and other products. Other work has included, for example, helping a producer's group from the Dominican Republic explore and enter the U.S. market with delicious MD-2 pineapples.

Although much of his work involves exporting TO the USA, he have done some work on trade in the other direction. One example is a survey of the market in Mexico for farm equipment made in the USA. Others include advising U.S. residents on exporting, to their home countries, products such as used automobiles and electronic equipment.

Market assessments can be simple or complex. In several cases, he has determined with a few phone calls that there was or was not a market for a particular product. In others, considerably more effort was involved. One example is a study in the Washington D.C. area of the market for small cars, to be placed near Metro stops and rented to registered users on an hourly basis. The result was positive, and this business has now been established.

His work has included writing business plans as well as marketing and promotion plans. One client was a Hispanic-owned accounting firm north of Washington, DC. The work began with a survey of how small companies choose accountants and a determination of what should be his target market. A comprehensive marketing plan was developed and implemented, and the firm's business has increased steadily.

The "marketing mix" is the interplay of the various marketing functions to help increase sales and maximize profits. In many cases, he has advised producers of food products to improve their packaging, increase expenditures on promotion and raise their prices. For a producer of dried fruit in Madagascar, he determined that improving distribution, by paying a commission to a well-connected broker, would give the supplier more sales and almost eliminate the need to spend money on promotion.

Over the past several years, he has worked with marketing of nearly every kind of food product including bottled water, herbs and spices, fruits and vegetables, canned and packaged foods, frozen food, meat and seafood, etc. In a recent study of the Washington D.C. area, he developed market information and recommendation for 15 high quality fresh and processed food products from Chile.

Conducted market studies and organized a trade mission for products of the Dominican Republic to New York and MiamiConducted market studies and organized a trade mission for products of Brazil to New York and MiamiConducted market studies and organized a trade mission for products of Nicaragua to Houston and MiamiStudies related to investment promotion in Colombia and Nicaragua. Organized an export promotion fair in Washington D.C. for the country of Peru.A list of more than 100 short-term assignments is available on request.

Expert may consult nationally and internationally, and is also local to the following cities: Baltimore, Maryland - Frederick, Maryland - Gaithersburg, Maryland - Bowie, Maryland - Wilmington, Delaware - Lancaster, Pennsylvania - Alexandria, Virginia

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Education

Year Degree Subject Institution
Year: 1965 Degree: MBA Subject: Marketing Institution: Stanford
Year: 1962 Degree: BSB Subject: Business Administration Institution: University of Minnesota

Work History

Years Employer Title Department Responsibilities
Years: 1996 to Present Employer: Undisclosed Title: Owner and President Department: Consulting Responsibilities: Planning, marketing, project management and execution of consulting projects. Have completed over 100 projects since 1996.
Years: 1989 to 1996 Employer: Latin America and Caribbean Agricultural and Natural Resources Technical Services Project (LAC TECH) Title: Agribusiness and Trade Adviser Department: Natural Resources Responsibilities: Advised USAID missions and projects in Latin America on agribusiness and agricultural marketing.

International Experience

Years Country / Region Summary
Years: to Present Country / Region: Latin America Summary: Many projects relating to Latin America over the past 40 years including both both public and private-sector clients.
Years: to Present Country / Region: Africa Summary: Short-term with with exporters in numerous African countries including help with trade show exhibits in the USA.
Years: to Present Country / Region: Eastern Europe Summary: Recent experience studying the supermarket industry in Eastern Europe and helping a Russian exporter find clients in the USA.
Years: to Present Country / Region: Caribbean Summary: Short-term with with exporters in several Caribbean countries, especially Jamaica, Haiti and the Dominican Republic.
Years: to Present Country / Region: Asia Summary: Prior work experience working in export promotion in South Korea and helping exporters from various countries in the USA.

Career Accomplishments

Associations / Societies
Has belonged to Hispanic Chamber of Commerce, Society for International Development, others.
Now involved in a Rotary Club, a writer's group, a French-language discussion group, a committee of the City of Gaithersburg, and more. Was named "Distinguished Friend of Gaithersburg" in 2017.
Awards / Recognition
Distinguished Friend of Gaithersburg and Grand Marshall in the Saint Patrick's Day parade
Publications and Patents Summary
Expert has a four books regarding importing and exporting

Additional Experience

Expert Witness Experience
Served as arbitrator in a major international trade case, for the International Chamber of Commerce in Geneva.
Worked as an Expert Witness on an international trade case in 2018.

In 2017, worked with the law firm for the plaintiff by helping determine sales foregone due to errors by a contract processor if a canned energy beverage.
Training / Seminars
Has conducted many seminars:
- In the USA on how to set up an import/export business
- In other countries on how to export to the USA
Vendor Selection
Has helped clients select vendors of equipment, raw materials and foreign trade services such as transportation.
Marketing Experience
Many years experience related to international trade in foods, food ingredients and beverages.

Previously worked for Development Associates, The World Trade Institute, the UN Economic Commission for Africa, Council of the Americas, International Marketing Institute and ACCION International.
Other Relevant Experience
Low-cost market research and market entry planning

Language Skills

Language Proficiency
Spanish Fluent
French Good
Portuguese Some
German Some

Fields of Expertise

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