Jeff Smith led several successful business development projects for Penford Food Ingredients that increased sales and market share. He implemented a public relations plan that raised awareness of JMH International's products. For Penford, he identified new market segments in pet foods by developing starch-based dog chews, and accelerated growth in that segment by developing testing models and new polymer technologies. He also developed gluten-free products to replace gluten and identified a marketing agreement that added complementary products. These projects helped Penford report record sales increases in food and industrial segments in the first quarter of 2011.

1. Jeff Smith
Building Structure and New Business
Jeff-Smith@comcast.net
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2. Business Development
Accomplishments
✤ The Following Slides Serve to Illustrate Examples of Successful
Business Development Projects that I Have Either Led or Where I
Had a Significant Amount of Contribution.
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3. Project - Increase Trade Awareness
for JMH International
Concern: Solution:
✤ Increase Trade Awareness for ✤ Implemented Public Relations
JMH International using a cost Communications Plan leading
effective solution to gain new to numerous mentions in
clients and raise awareness of industry publications and an in-
new products entering the depth interview with
marketplace. FLEXNEWS, a leading global
online publication.
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4. 4
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5. Project - Identify New Market Segments to Accelerate
Growth for Penford Food Ingredients
Concern: Solution:
✤ New Market Segments for ✤ Identified and Developed
value added starches were not Consumer Products for
readily identifiable. companies within the pet
industry market segment
utilizing previously integrated
core ingredients, combined
with new polymer technology.
✤ Co-Inventor for high amylose
dog chew formulation.
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6. Investor’s Business Daily
Thursday, September 13, 2007
http://www.penfordfoods.com/aboutus/news/PENX-PetFoodMarket-091307.pdf
“The move into pet products also expands
the unit’s pipeline of new product introductions,
which is the core of the ingredient business.”
“After making its mark with products that enhance food
for human consumption, the unit is using its knowhow
to develop and manufacture the starch component used
in the recipe for pet chews and treats.” 6
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7. New Patented Technology
United States Patent
7,722,911
Liu , et al.
May 25, 2010
High amylose dog chew formulation
Abstract
The invention provide methods and materials for producing nutritious pet chews comprising an edible thermoplastic comprising from 45 to 80 wt. % starch
selected from one or more potato and non-potato starches wherein said starch comprises at least 28% amylose as determined by size exclusion
chromatography if less than 50% of said starch is potato starch or at least 20% amylose as determined by size exclusion chromatography if greater than or
equal to 50% of said starch is potato starch; from 5 to 25 wt. % plasticizer; 2% to 15 wt % of a humectant and from 5 to 25 wt. % water.
Inventors:
Liu; Ellis (Highlands Ranch, CO), Lengwin; Ted (Englewood, CO), Kunerth; Wallace H. (Parker, CO), Smith; Jeffrey (Parker, CO), Quarles; James M.
(Cedar Rapids, IA)
Assignee:
Penford Food Corporation (Englewood, CO)
Appl. No.:
11/881,867
Filed:
July 30, 2007
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8. Project - Accelerate Growth for Penford Food
Ingredients Within the Pet Market Segment
Concern: Solution:
✤ Develop Value Proposition to ✤ Developed In Vitro testing
increase market share within model to validate product
the pet treat segment with 2nd safety.
generation products that met
consumer demands. ✤ Used Advanced Polymer
Technology to ensure delivery
of functional ingredients within
pet treats and create next
generation of products.
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9. Penford Food Ingredients
Press Release -Pet Products - April 20, 2009
http://www.penfordfoods.com/aboutus/news/PFI-Lonza-042009.pdf
Penford has developed a unique production process that
ensures certain ingredients that can be sensitive to heat
will survive the rigorous conditions of injection molding
which ensures the proper dosage is in the finished
products.
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10. Project - Identify Products and Companies for
Joint Alliances for Penford Food Ingredients
Concern: Solution:
✤ Grow Revenues by adding ✤ Marketing Agreement
complimentary products and or implemented with a leading
technology to the product global producer of hydrocolloids
portfolio. to market a specialty line of
Carrageenan to the meat, poultry
and seafood industry.
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11. Penford Press Release - Joint Alliance
May 13, 2008
http://www.penfordfoods.com/aboutus/news/PENX-Kelco-PRRelease-051308.pdf
Jeff Smith
“The addition of GENU PLUS to Penford’s line of starches
will broaden Penford’s offering of natural and specialty ingredients
for protein applications.”
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12. Project - Develop Technology Utilizing Starches as a
Replacement for Gluten to Meet the Growing Demand for
Better Tasting Gluten Free Products.
Concern: Solution:
✤ Determine How to Replace ✤ Created Starch Based
Gluten with starch and Formulas to replace gluten and
maintain product quality maintain desired sensory
attributes. properties in finished
applications.
✤ Identified Customer Segments
and implemented business plan
leading to new category growth.
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13. Penford Food Ingredients
Press Release - Gluten Free - April 21, 2010
http://www.penfordfoods.com/aboutus/news/PFI-GFLaunch-042110.pdf
Since the announcement, virtually every key media outlet
serving the baking, ingredients, food technology and food
processing industries has given significant attention to the
launch.
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14. Results That Drive Business
Press Release Source: Penford Corporation On Thursday January 6, 2011, 6:00 am EST
Penford Reports First Quarter Fiscal 2011 Financial Results
Revenue increased 7% over prior year. Food and Industrial segments
post record 1st quarter.
Food Ingredients Results
Food Ingredients first quarter sales expanded 9% from the prior year on
volume gains and product mix improvements. Sales of non-coating
applications, which contributed over 50% of first quarter revenues,
expanded by 20% from last year.
New business in dairy, pet and gluten-free bakery products contributed
the majority of revenue growth.
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15. Characteristics for Success - Jeff Smith
Professional Dimensions Personal Strengths
Strategic Thinker VisionaryBroad Perspective  Strong Financial Acumen
Leadership Influential  Motivator  Mentor  Partner
Problem Solver Quantitative  Decisive  Informed
Computer Savvy  Marketer  Business Development
Creative
Jeff-Smith@Comcast.net http://www.linkedin.com/in/jeffsmithprofile 15
Friday, February 11, 2011