1. August 23, 2016
To whom it may concern,
I am pleased to provide this letter of recommendation is for Mark Gehman. Mark worked directly for me as
Director of Sales at McClure’s. Mark was the first sales leader for McClure’s and helped the company grow, learn
and succeed in competing for market share, growth and revenue across all classes of trade in North America within
the categories of pickles, salty snacks and non-alcoholic mixers.
 Costco: Secured Rotations in 3 regions: LA, Bay Area Northeast and assisted in securing Midwest totaling
over 1 million dollars in new revenue and gained authorizations for two unique items. Made strategic
recommendation to terminate broker that had not gained any commitments saving over $60,000 in
commission payments. Demonstrated that demos would provide the best lift and engage new consumers
with the brand. Successfully managed trade rate and demo schedule to achieve maximum velocity.
 Grocery class of trade: Total USA: Spins Data, 52-week period June 2016 McClure’s pickles +25% Dollar
Change, Relish +42% dollar change. Within Kroger, drove distribution authorization of Sweet & Spicy at
division level resulting in over 100% growth in units for the chain vs prior year.
Pioneered Hy-Vee, HEB, Price Chopper, Raley’s and more.
 Mass: Secured new placement within Wal-Mart and identified key consolidator to handle logistics.
Assisted in the new authorization within Target’s deli Category.
 Natural: Expanded distribution and defended current authorizations at Whole Foods, Sprouts, The Fresh
Market and more. Working with Presence Marketing (PMI/DPI) acquired KeHE and expanded UNFI
distribution.
 Food Service class of trade: Utilizing business development skills, he secured several new distributors;
Chef’s Warehouse (NYC), additional product distribution with Baldor (NYC) European Imports/Sysco and
Vistar. Secured additional product placement at Mod-Market resulting in the company’s first branding
relationship with this restaurant chain in addition to their existing foodservice business.
 Distributor Management: Secured new distributors, BCS/Royal, First Source, Continental Imports
(Canada), and managed existing accounts: Haddon House, Tony’s, Carmela, Nassau, DPI among others.
 Broker Management: Provided leadership and training to broker network of Acosta, Presence Marketing
and identified when to resign broker (Costco Broker, Presence).
 Strategy and Tactics: Consulted on a potential M&A with a competitive brand, raised our minimum
shipment to smaller accounts resulting in more efficiencies and less handing. Wrote scripts for customer
service team, consulted on best practices of production forecasting with the COO, co-managed co-
packers. He set promotions by category that would drive consumer trial by category such as alcohol
mixers during holidays.

2.  Engagement: Demonstrated rapport with customers and enthusiasm for creating win/win situations.
Mark ensured to take time to learn about the internal team’s personal lives and greeted us with sincere
embrace and generosity of spirit.
Mark Gehman would be an asset to any company seeking to strengthen existing sales relationships, account
management and brand strategy within their competitive landscape.