JFH Management Group, Inc. 901 South Main Street, Fairfield, IA 52556 719.371.2558

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Background

JFH Management Group, Inc. Background

Jay Heinrich is the Principal of JFH Management Group, Inc. The firm was formed to provide smaller and mid-sized firms access to world-class tactical and leadership skills. The firm is a specialist in driving sales and marketing efficiency. A broad perspective provides unique insights into directing sales and marketing process improvement.

An honest, straight-forward, innovator and change agent, Jay helps organizations create aggressive, efficient and success driven sales and marketing groups.

Jay began his career as the first "Co-Op Student/Executive" with General Foods Corporation. Following two years of work/study experience he graduated from Western Michigan University with a Bachelor of Science degree from their elite Food Distribution curriculum.

Jay spent his early career with world-class food industry stalwarts General Foods, Campbell's Soup Company and Hunt-Wesson Foods. He joined Johnson & Johnson, playing a large role in helping a new division grow to a $400+MM operation, while designing all sales and sales management training programs and ultimately holding sales responsibilities for one-third of the division's business.

Jay grew into Senior Vice Presidential and General Management leadership roles with industry notables detailed below.

Heinrich had the opportunity to hone leadership skills across numerous product categories and "go to market" methods. His responsibilities included:

                                            Revitalizing brands/businesses
                                            Restructuring organizations
                                            Returning under-performing operations to profitability
                                            Changing cultures

Visionary strategic planning skills and his exceptional leadership allowed Jay to improve profit 167% on average while growing sales an average of 71% in operating units up to $550MM.

Highlights and accomplishments in developing these businesses include:

Assisted in the nearly 15-fold sales and profit growth of a new division to a Number 2 National market share in 4 years. Managed acquisition of sales personnel and training while growing from 95-315 sales people, designed and implemented all sales and sales management training programs, led two sales Regions and a sales Division, assisted in the development of three new product lines.

American Cyanamid

Merged three operating units, increased sales 59%, improved profit 3-fold to record levels, developed and launched 60 new products, reduced sales and admin staff from 292 to 173 to form a new culture, gained Number 1 market share in three product categories, created new trade promotion programs, designed/implemented consumer promotion programs, designed and instituted new performance review system, revitalized sales personnel, introduced new incentive compensation programs.

Formed partnership with sales/marketing/operating groups in doubling sales and EBIT to record levels, reduced cost of sales 24% via a unique restructuring action, launched 4 new brands and product lines, crafted new trade promotion approaches, designed and implemented new compensation systems in three years. Division was sold at a high multiple.

Collaborated with management team to lead sales growth over 80% and improved profit more than 100%, developed and implemented "quick response" and "Vendor Managed Inventory" ahead of competitors, led team to gain market leading shares of 91%, 72% and 35% on core businesses, launched 16 new products, directed building of new national broker sales organization, reduced cost of sales 21% by tactically re-engineering 5 sales groups while creating new outbound sales groups.

Assisted new management team in reversing a multi-million dollar loss with a 400+% profit increase, crafted a new pricing structure that improved profit 10%, restructured trade promotions to produce incremental profit, help eliminate unprofitable trade promotion activity with a unique "contribution margin matrix", new product mx reduced inventory 50%/SKU's 22% while maintaining market leading shares, reduced sales costs 18% with a restructured field sales organization and built a new outbound Tele-Sales group.

Guided the largest business unit of a $1+B Hillenbrand division to record profit levels, helped develop an innovative "product profitability" system to guide sales and marketing efforts resulting in significant profit improvement, redeployed the sales organization using a unique procedure which reduced cost of sales by > 10%, designed new customer promotion activity, developed profit based sales incentive plans and help guide profit per unit increases.