Feed Strategy - July 2019 - 22

22 ❙ FeedStrategy

FEED ACADEMY
BY IOANNIS MAVROMICHALIS, PH.D.

Marketing nutrition through
your own local offices
Pros and cons of opening a new market by working directly with
your own people and facilities as opposed to a local distributor.

Pros:

Having your
own office in a
foreign market

Your people work only for you
If you recall from the previous issue, when working
with a distributor, you run the risk of having to
compete with myriad other products this distributor
represents in the market. It does not have to be
similar ones. It is just a matter of how many hours a
day one works and how many times you can visit a
customer. So, having your own people working only
for you and your products is a boon that cannot be
replaced. We assume these people are trained and
motivated properly, but you already know how to
do that, right?

You enjoy all possible margins
That does not mean you get to skin your
customers, but rather that you do not have to pay
your distributor for the privilege of using their
services and network. Some of these savings will
have to be spent for your own activities, so do
not count on 100% of the distributor's margins

Read blogs by Ioannis Mavromichalis: www.WATTAgNet.com/blogs/13

www.WATTAgNet.com ❙ July 2019

vasabii | Shutterstock.com

S

ay you are a major manufacturer of an additive or nutritional supplement in the U.S.
and you want to expand your business in
Belgium, for example. You consider whether to
trust a local distributor or open your own subsidiary
office there.
In the last issue, we examined the pros and cons
of working with a distributor, and hopefully you
have made up your mind whether or not to
trust your life's work to someone else.
Now, let us run the same exercise
for the proposition of investing in
having your own office there, because
if that does not work for you either, then
perhaps you should stay at home - which is
not a bad idea either, especially if you have yet to
conquer your local market.
So, you want to find out what are the pros and
cons of having your own people working out of
your own facilities (usually an office and a warehouse, if even that at the beginning). Here is a
brief list coming out of my own experiences with
similar exercises - not all of them successful,
even remotely.


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Feed Strategy - July 2019

Table of Contents for the Digital Edition of Feed Strategy - July 2019

Feed Strategy - July 2019
Contents
In the Mix
Industry Happenings
Consumers invested in animal welfare, but knowledge is limited
Piglet welfare is compromised by feed regulations
Nutritional strategies for piglet diets without zinc oxide
Marketing nutrition through your own local offices
Retiring AFIA CEO Joel Newman’s advice for feed industry
Nutritional factors that influence milk quality, composition
Modern dairy cows deserve modern vitamin nutrition
The effect of feed particle size on pig health
SPACE to focus on many issues facing agriculture
The latest in bulk feed transportation equipment
Products
Advertisers’ Index
Feed Strategy - July 2019 - CT1
Feed Strategy - July 2019 - CT2
Feed Strategy - July 2019 - Feed Strategy - July 2019
Feed Strategy - July 2019 - Cover2
Feed Strategy - July 2019 - Contents
Feed Strategy - July 2019 - In the Mix
Feed Strategy - July 2019 - Industry Happenings
Feed Strategy - July 2019 - Consumers invested in animal welfare, but knowledge is limited
Feed Strategy - July 2019 - 5
Feed Strategy - July 2019 - 6
Feed Strategy - July 2019 - 7
Feed Strategy - July 2019 - Piglet welfare is compromised by feed regulations
Feed Strategy - July 2019 - 9
Feed Strategy - July 2019 - 10
Feed Strategy - July 2019 - 11
Feed Strategy - July 2019 - 12
Feed Strategy - July 2019 - 13
Feed Strategy - July 2019 - 14
Feed Strategy - July 2019 - 15
Feed Strategy - July 2019 - 16
Feed Strategy - July 2019 - 17
Feed Strategy - July 2019 - 18
Feed Strategy - July 2019 - Nutritional strategies for piglet diets without zinc oxide
Feed Strategy - July 2019 - 20
Feed Strategy - July 2019 - 21
Feed Strategy - July 2019 - Marketing nutrition through your own local offices
Feed Strategy - July 2019 - 23
Feed Strategy - July 2019 - Retiring AFIA CEO Joel Newman’s advice for feed industry
Feed Strategy - July 2019 - 25
Feed Strategy - July 2019 - 26
Feed Strategy - July 2019 - 27
Feed Strategy - July 2019 - Nutritional factors that influence milk quality, composition
Feed Strategy - July 2019 - 29
Feed Strategy - July 2019 - 30
Feed Strategy - July 2019 - 31
Feed Strategy - July 2019 - Modern dairy cows deserve modern vitamin nutrition
Feed Strategy - July 2019 - 33
Feed Strategy - July 2019 - 34
Feed Strategy - July 2019 - 35
Feed Strategy - July 2019 - The effect of feed particle size on pig health
Feed Strategy - July 2019 - 37
Feed Strategy - July 2019 - 38
Feed Strategy - July 2019 - 39
Feed Strategy - July 2019 - 40
Feed Strategy - July 2019 - SPACE to focus on many issues facing agriculture
Feed Strategy - July 2019 - The latest in bulk feed transportation equipment
Feed Strategy - July 2019 - Products
Feed Strategy - July 2019 - Advertisers’ Index
Feed Strategy - July 2019 - Cover3
Feed Strategy - July 2019 - Cover4
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