Developing Accounts

Acquiring clients is one thing, but continuously developing the business with them is another. A systematic account development plan that incorporates the sales team, sales tools and sales fi gures is not only useful for customer relationship management but also provides clarity about your own goals. What do we want to achieve with this particular account? Until when? What value does the account provide? In …

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Reconsider Diversification

We all try to focus, to streamline our businesses, to be as precise as a laser beam. We have de-cluttered our product portfolios and have sold, spun off or terminated everything that does not represent the core of the business. It was the dogma of the ’80s and ’90s that was carried into this millennium and demanded purity and simplification. This development — call it …

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Meet the New Strategic Farmer

The quality of farming has massively improved around the world over the last few decades. Not only have farms become bigger and gained more market power, but they also produce products of far higher quality, be it consistency or food safety. This is particularly true for animal products. Never in history have meat, milk and eggs in general met the quality level they do today. …

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Not just rum and cigars … Cuba finding its identity

The wind of change that tumbled the wall in Europe and opened up South Africa and China is now gently stroking the largest Caribbean Island. Since Ry Cooder’s Buena Vista Social Club conquered music charts around the world, it became clear that Cuba is opening up. Soon also, the political hurdles for trade will fall. Are you prepared? At any feed industry meeting, you …

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How innovating does not compromise efficiency

We all embrace innovation. It is the key-word in board meetings and sales training sessions and it is claimed to be important on many company websites. The word ‘innovation’ fills miles of shelves in bookstores. We know innovation is necessary to build the sustainable future of our company, secure our jobs and so on … …

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