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Sales Training
October 20, 2017
Agenda
RIBUS, Inc.
The Anatomy of Rice
Product Overview
Food: Ingredients
Supplements: Excipients
Pet: Treats & Excipients
Broker Resources
Website Demonstration
New Broker Tools
Questions
10/20/20172
Rice Ingredient Business United States
• Founded in 1992 – Celebrating 25 Years!
• 50% Food, 50% Supplements
• 60% Natural, 40% Organic (volume)
10/20/20173
Steve PeircePresident
Dana Point, CA
Michelle KyleCustomer Service & Finance Manager
St. Louis, MO
Laurie WittenbrinkGlobal Marketing Manager
St. Louis, MO
Alicia KaschGlobal Account Manager
St. Louis, MO
Steve DybdalSupply Chain Manager
Missoula, MT
Karen HansenRegulatory & Document Manager
Placerville, CA
Neal HammondTechnical Director
Phoenix, AZ
Key RIBUS Locations in the USA
Footer text here4
Ingredients Distributed & Finished Products Exported
The Source of RIBUS’ Ingredients
10/20/20176
Anatomy of a Rice Plant
20% Hulls => Nu-FLOW® / Nu-FLAC®
10% Bran => Nu-RICE® / Nu-BAKE®
70% => White Rice
Sustainability = utilizing 100% of the
harvested rice
Manufacturing Process
10/20/20177
CALIFORNIA
Rice
Organic or Natural
HULLS BRAN
NEVADAGrinds &
Packages in totes
NEVADASterilize &
Package
MINNESOTAExtract, Spray dry
& Package
IOWA
Warehouse
Food: Ingredients (50% of Sales)
10/20/20178
#1 Sales, Natural then Organic
#2 Sales, Natural then Organic
#3 Sales, Natural then Organic
#4 Sales, Organic then Natural
Rice Hulls: Composition
Rice Hulls = Nu-FLOW®
Nu-FLOW is a natural Silicon Dioxide (SiO2) replacer and flow aid
For use in:
Spices
Dry Mixes
Beverages
Dried Fruit
Dried Honey
10/20/201710
Rice Hulls = Nu-FLAC®
Nu-FLAC is a natural maltodextrin replacer and flavor carrier
For use in:
Tea Bags
Carrier for Flavors/Nutrients
10/20/201711
Rice Bran: Composition
Source of:
Fat
Protein
Nutrients
Antioxidants
Polar & Glycolipids
Requires Stabilization
10/20/201712
Rice Bran = Nu-RICE® & Nu-BAKE®
Nu-RICE and Nu-BAKE are natural mono glyceride and soy lecithin replacers
For use in:
Extrusion
Emulsification• Oil in Water Systems
• High HLB
Hydration Aid
Bakery
10/20/201713
Product Overview
10/20/201714
Applications: Extrusion
Cereal – Puffs, Flakes, Shapes
Snacks – Puffs, Co-Extruded, Shapes, High Protein
Pasta – Traditional, GF, Shapes, High Protein
Protein Bars – Inclusions, Forming Extruders
10/20/201715
Applications: Emulsification
Sauces – Cream Sauce, Barbeque Sauce, etc.
Spreads – Margarine, Paté, Chocolate Spread
Salad Dressings – French, Ranch, Oil & Vinegar
Oil in Water Systems (Nu-RICE works well)
Water Free Systems (Mayonnaise – bad application)
10/20/201716
10/20/201717
Applications: Dry Systems
Spices/Seasonings/Rubs – Anti-Caking (Nu-FLOW)
Powdered Sauce/Gravy – Hydration Aid (Nu-FLOW), Emulsifier (Nu-RICE)
Drink Mixes – Hydration Aid (Nu-FLOW or Nu-RICE)
• Best in smoothies or shake & drink products
10/20/201718
Applications: Bakery
Bakery
• Dry Mixes
• Fresh Bake
• Refrigerated
• Frozen
Gluten Free
Batter Systems
• Cakes, Muffins
Dough Systems
• Bread, Tortilla
Laminate
• Pastries
10/20/201719
Applications: Beverages
Dairy – Emulsification (Nu-RICE)
• Liquid yogurt, cream cheese, etc.
Liquid – Emulsification (Nu-RICE)
• Aseptic Milks, Soups, etc.
Tea – Flavor carrier added to tea leaves (Nu-FLAC)
10/20/201720
Applications: Commodities
Meat – Protein injected into muscle meat (Nu-RICE)
Dairy – Limited, but can be used as emulsifier in ice cream (Nu-RICE)
Nuts – Anti-caking (Nu-FLOW), nut paste (Nu-RICE)
Fruit (dry, puree, pieces) – Anti-caking (Nu-FLOW)
10/20/201721
Use Rates are Linear
10/20/201722
Little Needs
Low Dose
Large Needs
High Dose
Extrusion Aid,
Shelf Life
0.5%Emulsification,
Hydration
0.25%
Ultra Moist Cake
2.0%
Extrusion – GF Pasta
1.5%Gluten Free, Dough
Conditioner, Shelf Life
1.0%
Usage Rates
10/20/201723
Reminder: Formulation Modification Form
10/20/201724
www.ribus.com/modify-your-formula
Supplements: Excipients
10/20/201725
#1 Sales #2 Sales
#3 Sales – Fastest Growing
Rice Hulls: Composition
< 3% Protein
< 1% Fat
Carbohydrates
• Cellulose
• Crude Fiber
• Hemicellulose
Amorphous Silica
10/20/201726
RICE: Chemistry and Technology, 3rd Edition
Rice Hulls = Nu-FLOW®
Nu-FLOW is a natural flow aid and glidant
For use in:
Tablets
Capsules
Powders
1:1 replacer for SiO2 (E-551)
Suggested label declaration is “Rice Hulls” or “Rice Fiber”
Clean Label, Non-GMO, Vegan, Organic
10/20/201727
Rice Bran: Composition
Source of:
Fat
Protein
Nutrients
Antioxidants
Polar & Glycolipids
Requires Stabilization
10/20/201728
Rice Bran = Nu-RICE®
Nu-RICE functions like stearates as a light lubricant and compaction aid.
For use in:
Tablets – Filler/Lubricant
Capsules – Filler/Lubricant
Powders – Hydration Aid
2:1 or 3:1 replacer for Mg Stearate (E-470b)
Hydration aid
Suggested label declaration is “Rice Extract”
Over-mixing is not a problem
Clean Label, Non-GMO, Vegan, Organic
10/20/201729
Rice Extract Blend = Nu-MAG™
Nu-MAG functions as a lubricant
For use in:
Tablets
Capsules
1:1 replacer for Mg Stearate (E-470b)
Suggested label declaration is “Rice Extract Blend”
Blend of Nu-RICE, Nu-FLOW, Gum Arabic and Sunflower Oil
Clean Label, Vegan, Organic
10/20/201730
Product Overview
10/20/201731
Nu-MAG
Application
- Lubricant
Replaces
- Magnesium Stearate
For use in…
- Tablets- Capsules
Ejection Force and Hardness are Comparable
Test conducted by Natoli Institute at Long Island University
10/20/201731
Applications: Tablets continued
Proven to work as well as Magnesium Stearate by Natoli Institute at Long Island University due to its ejection force, powder flow / rheology, break force / hardness, friability / disintegration, blend time (compaction), and dwell time
10/20/201732
Nu-MAG™ is
17.5% Harder
Additional Data
10/20/2017
Applications: Capsules
10/20/201735
Applications: Powders
Weight Gain/Weight Loss – Hydration Aid (Nu-RICE)
Beverages – Emulsifier (Nu-RICE)
Smoothies – Hydration Aid (Nu-RICE)
10/20/201736
Applications: Chewable
Pressed tablets
Have flavor masking agents if needed
10/20/201737
Botanicals
Vitamins
Minerals
Multi’s
RIBUS Excipients: Wide Application Uses
Examples of Clean Label Capsules
Case Study
10/20/201740
As appeared in July 2017’s Tablets & Capsules Magazine
Usage Rates
10/20/201741
Reminder: RIBUS CCM Program
Once a customer commercializes 6 SKUs using RIBUS’ ingredients, they’re eligible to apply to become a RIBUS Certified Contract Manufacturer.
What is a RIBUS Certified Contract Manufacturer?• Companies that we trust know how to use our ingredients and can provide knowledge
sharing and expertise to other companies testing our products.
What does it mean to be a RIBUS Certified Contract Manufacturer?• RIBUS CCMs will be showcased in a join-press release, given a RIBUS Certified Contract
Manufacturer certificate, added to ribus.com with a short company bio and link to their website.
• CCMs will also be able to test new products before commercially launched to provide feedback.
What does it cost to be a RIBUS Certified Contract Manufacturer?
• Nothing! It is free to apply and to participate in the program.
10/20/201742
www.ribus.com/contract-manufacturers
Pet: Ingredients + Excipients
10/20/201743
Functional Food
Ingredients
Functional Supplement
Excipients
Pet Market Opportunity
Applications
Pet Food – extrusion aid, clean emulsifier
Pet Treats – extrusion texture, high protein
Pet Supplements – all human benefits, “clean label” + functionality
10/20/201744
Impact of Clean Label
Organic Limitations EU does NOT allow Mg Stearate or Stearic Acid USA becomes “Made With” if Magnesium Stearate is used Stearic Acid is not allowed in organics in the USA
45
Consumer
WANTS
Production
NEEDSMarketing
DESIRES
Recap: Where does RIBUS add value?
Extrusion
• Cereals, snacks, whole grain products, pasta
• Best technical + cost savings story
• Reduce breakage; increase output
• Nu-RICE® - 0.5% inclusion
Supplements
• Tablets, Capsules & Powders
• Replace Mg Stearate - Nu-MAG™ - 1:1
• Replace Silicon Dioxide - Nu-FLOW® - 1:1
Anti-Caking
• Seasonings, rubs (for meats*), dry powder blends
• Excellent flow agent, replacing silicon dioxide
• Nu-FLOW® - 1:1
Emulsification
• Salad dressings, sauces, beverages, tortillas
• Make oil and water like each other
• Nu-RICE® - 0.25% inclusion
Gluten-Free
• Bakery, cereals, pasta
• The ingredient to complete your gluten-free project
• Nu-BAKE® - 1% inclusion
Hydration Aid
• Powders going into liquid
• Reduce “floaties” and “fish-eye”
• Nu-RICE® - .25% inclusion
Visible Particulate
• Teas and herbal blends
• Plate flavors and colors
• Nu-FLAC® Tea Cut – inclusion based on amount needed for desired functionality
10/20/201746
*We now have a legal opinion on the use of Nu-FLOW and its fit into the definition of “natural”, to replace silicon dioxide
Website Reminders
Product Pages
Each product has its own product page:• www.ribus.com/Nu-Rice www.ribus.com/Nu-BAKE
• www.ribus.com/Nu-FLOW www.ribus.com/Nu-FLAC
• www.ribus.com/Nu-MAG
Each page describes what the product does in its appropriate applications, as well as case studies (where applicable)
Formulation Modification form is on each page (Trouble with your current formula?)
All product pages have specification sheets, nutrition analysis and FAQs
10/20/201748
http://www.ribus.com/Nu-Ricehttp://www.ribus.com/Nu-BAKEhttp://www.ribus.com/Nu-FLOWhttp://www.ribus.com/Nu-FLAChttp://www.ribus.com/Nu-MAG
Certificates & Statements
RIBUS’ common certificates and statements are available online at www.ribus.com/certificates-statements
• Certificates such as Organic, Kosher, Gluten Free, Non-GMO Project and Certificate of Origin
• Safety Data Sheets for Rice Bran Extract, Ground Rice Hulls and Nu-MAG
• Statements like Allergen, Vegan, Letter of Guarantee, Non-GMO, GRAS, Arsenic and CODEX compliance
• AAFCO approval
• Patent numbers
10/20/201749
http://www.ribus.com/certificates-statements
Broker Portal
We have a separate page for you and items you might need access to on the go: www.ribus.com/broker-resources
• The Broker Portal does require log ins. If you do not have or forgot them, ask Alicia
Success Stories are a great way to share knowledge – please submit stories online today!
Broker Training resources and presentations are available
Current price lists (US and international)
Instructions on how to create RIBUS samples (distributors only)
Nu-MAG Usage Guide – please send with all Nu-MAG sample requests!
10/20/201750
http://www.ribus.com/broker-resources
Octochem Sample Portal
US brokers are set up to request samples for customers via nexgen.chemicalsamples.com
If you need training or forgot your log-ins, please contact Alicia
Sample reports are sent to each broker on the first business day of the month
10/20/201751
New Broker Tools
Application Overview & Usage Charts
10/20/201753
Updated Broker Kits
RIBUS developing Broker & Distributor Kits for all sales reps
• Brochures (Food, Supplement) and Pet insert
• Application Overview and Usage Guide
• Frequently Asked Questions (FAQs)
• Samples of each RIBUS product and an example of its functionality
• Food = Free-flowing thanks to Nu-FLOW
• Soy Sauce + Nu-FLOW
• Prune Puree + Nu-FLOW
• Barbeque Sauce + Nu-FLOW
• Supplements: Tablets with Nu-MAG showing nearly white color
• Supplements: Capsules with Nu-MAG, Nu-RICE as filler
Goal to send to all sales reps by January 2018
10/20/201754
Questions?
APPENDIX
Extrusion Cost Benefit Analysis
Bulk Density
Output / Hr.
Seasoning Use
Breakage
New Crop Blending
Ingredient Cost $0.017 / lb.
- 10-15%
+ 5-10%
- 5%
- 1-2%
Not Required
--------------------
Vs. Savings from Nu-RICE ®
10/20/201757
Rice Crisps Cost Analysis
Before After Nu-RICE
Rice Flour $0.25 $0.25
Processing Aid 0.01 0.014
Operations 0.267 0.20
Cost / Pound $0.527 $0.464
Savings from Nu-RICE® 11.9%
10/20/201758
Cereal Inclusion Study (Sugar pellet)
Output #/hr
Control 1,323
GMS Processing Aid 1,764 +33%
Nu-RICE 1,874 +42%
Savings from Nu-RICE® 6%
Study was done by Extru-Tech based on a fruit type of cereal inclusion. Production time was estimated at $400/hour and the quality of the product using Nu-RICE product was the highest of the three.
10/20/201759
Emulsification
Rice Bran Extract + Oil + Water Lecithin + Oil + Water
10/20/201760
Cost Savings / Profit Potential
Extrusion• 8-10% Savings
Seasonings / Anti Caking• Match SiO2
Bakery• 8-10% Savings
Tea• 5-15% Savings
Clean Labels
Market Expansion
Organic
Problem Solving
10/20/201761
Pet Health & Nutrition
Market Opportunities:
Treats – extruded, baked, formed
Supplements – same contract manufacturers as human supplements
Benefits:
Human grade, rice based ingredients providing unique functionality with clean label declarations
Emulsification
Hydration Aid
Anti-Caking Agent
Extrusion Aid
Clean Label
AAFCO (Association of American Feed Control Officials) Approvals• Rice Bran IFN 4-03-928 (1960)• Rice Hulls IFN 1008-075 (1964)
NASC Membership (National Animal Supplement Council)
10/20/201762
Products with Novel Functionality Replacing…
Nu-FLOW®
• Anti-Caking (replacing Si02, Tri Calcium Phosphate)
Nu-FLAC®
• Flavor Carrier in Tea (replacing Maltodextrin)
Nu-RICE®
• Emulsifier (replacing Lecithin, GMS, Polysorbate 60 & 80)
Nu-BAKE®
• Emulsifier (replacing Lecithin, Mono, DATEM)
• Dough Conditioner (replacing SSL, Enzymes)
Nu-MAG™
• Clean label replacement for Magnesium Stearate
10/20/201763
“Chemistry Lab-Sounding Words”
Cross – Cut
Specific Volumes
CONTROL 1% Nu-BAKE 2% Nu-BAKE 4% Nu-BAKE
3.35 cc/g 4.30 cc/g 3.97 cc/g 3.55 cc/g
(+28.4 %) (+18.5 %) (+6.0 %)
Nu-BAKE Addition to Yeast-Raised Breads
10/20/201764
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