Feed Strategy - July 2019 - 23

FeedStrategy ❙ 23

showing up in your profit line. There are expenses
that you have to have if you operate your own office,
not to mention the expenses associated with having
to work in a usually unknown (and sometimes
hostile) regulatory system.

You establish a direct relationship
with the market
In my opinion, this is the best advantage. You get to
know the market, react to it faster, and develop a kind
of a relationship that would be otherwise impossible.
That is, you are there for the long run because this is a
long-term process. Markets are usually fixed through
personal relationships, especially when it comes to
value-added products, and changing suppliers requires
time, patience and persistence - and a bit of understanding of local culture.

Cons:

Having your
own office in a
foreign market

You need to find the right people
Good luck with that, because everybody is looking
for them. In fact, I have been actively involved in our
industry for 20 years, and I believe this is the rarest
and most valuable commodity. You can have a product
without competition, but if your salespeople just do not
get it, you can have zero sales. And, it is not just salespeople; it is everyone, including the technical people
who sometimes forget they work for a commercial
entity and try to save the world. I will say it again, if
only to emphasize how difficult it remains to find the
right people: good luck with that.

You need to invest more capital up front
Let me put it plainly here: If you don't have the
money to invest in opening a new market, then
don't even consider it - not through your own
office nor through a distributor. Both require

capital (money, time, people, resources, energy,
sedatives, etc.). If you do not have an excess
of capital to lose, keep exploring your familiar
hunting grounds. In my experience, biased and
not, only 10% of such endeavors succeed. The
other 90% make richer people like me who
provide services. Do not be lured by the apparent
success of a handful of companies that made
it. Numerous others remain in the shadows not
daring to expose their failures for fear of upsetting their established local markets.

HAVING YOUR OWN PEOPLE
working only for you and
your products is a boon that
cannot be replaced.
You cannot easily pull the plug and go
With a distributor, and a clever agreement, you can
pull the plug and go when sales drop to a level you
consider unacceptable. It is not the same when you
have to fire a host of employees and sell a bunch of
buildings and equipment, not to mention the money
you wasted on permissions and lots of red tape. So,
it is better to start small, explore the market and
then decide if this is a market you want to stay or
not. I can only but recall Charles (one of the most
clever business development managers I ever knew)
who, having established a lucrative business in the
U.S., pondered for two years whether to expand in
Canada and how to do so. At the end, he
decided not to - for reasons that will
remain obscure - but not because he
had any lack of people, connections or
anything else. It was just not the right
market in which to expand. ■

Ioannis Mavromichalis, Ph.D., is an animal nutrition industry consultant. To contact, Mavromichalis,
email imavromichalis@icloud.com.
July 2019 ❙ www.WATTAgNet.com


http://www.WATTAgNet.com

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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