Latitudes - Timac Agro

No. 9 • December 2009
latitudes
editorial
The Roullier Group’s Agro-Supplies newsletter
Ukraine
2009 has been a difficult year for the
global economy, and Agro-Supplies
has not been spared. In spite of this
context, our social and industrial
capital has been preserved. All the teams
were asked to contribute, and I would like
to extend my thanks to you for the effort you
have put in during this period.
We don’t know what the coming years are
going to look like. What is certain is that each
profitable ATC secures our development and
increases our independence. What is certain
is that our industrial flexibility is a great
asset. What is certain is that our factories
need - and will continue to need - commodity
fertilisers to absorb part of their fixed costs.
What is certain is that our creativity and our
willingness to call ourselves into question
are weapons that need sharpening a little
more carefully every day.
This year will be one to remember – like
that of the Group’s 50th anniversary, and the
50th anniversary of Agro Supplies. We have
a proud history of solid values and a proven
model. What we need to do now is build on
this fantastic base, and develop the Agro
Supplies of the next 50 years. I know that
nothing can resist the force of our teams
and our collective intelligence. Be creative
and daring, just as we have been doing in
Agro Supplies for 50 years now!
LAUNCH OF THE
TAMS IN ITALY
TELEMARKETING
‘‘all our energies must now be
channelled into supporting our
ATCs’’
SUPPORTS SALES
R&D SUPPORTING
AGRO-SUPPLIES
THE
AGRICHALLENGE
COMPETITION
FORCE ACTIONS
P.
“
4
P.
5
P.
6
P.
11
The role of the Regional Sales
Manager* in the Agro-supplies
development strategy
The year 2009 has been conducive to strategic thinking about
certain matters that are considered priorities regarding the
medium term development of Agro-supplies. A project was thus
validated at the two seminars organised among European
Managing Directors and Head Office (3rd June and 2nd
October 2009). This project seeks to consolidate the role of
‘on-the-ground’ Commercial Management in the Agro-supplies
development strategy, for the coming years.
...consolidate
the role of
‘on-the-ground’
Commercial
Management
Approved by Head Office and all
the Area Managers on 2nd October 2009, this project aims to provide all subsidiaries with a common
vision of the role of the Regional
Sales Manager within the company,
and to provide sales management
with piloting tools to facilitate and
optimize the development of competences of their Regional Sales
Manager, particularly through personalized identification of their training focuses, with the objective of
improving their capacity of rapidly
and durably attaining performance
objectives for all sales teams.
The following tools have been
created, with the assistance of
Group specialists:
- A common job description for
Regional Sales Managers,
- A structured assessment tool (assessment interview),
- An assessment guide (help with
preparation for the annual assessment interview).
...
In conclusion - and to echo the words of
the Chairman of the Supervisory Board at
the Convention - all our energies must now
be channelled into supporting our ATCs, in
order to find suitable solutions to each local
situation - and thus to make the year 2010
a great one.
Lastly, allow me to wish you, and all those
who are dear to you, an excellent festive
season.
Jean-Laurent Donato
Managing Director
TIMAC Agro International
*Regional Sales Manager: Regional Delegate or
Delegate Head or Regional Manager, depending on
local job titles.
“Latitude is an angular value, the expression of the position north or south of the equator of a point on the Earth (or another planet)”.
P.1
...
Each subsidiary interested in this project can apply
to the Agro-supplies Human Resources Department,
which will centralize personalization (logo, etc.) as
well as the translation of each document into the appropriate language, for deployment.
Philippe Robin
Agro-supplies Human Resources Manager
Testimonials: Eric Juillet de Saint Lager, Manager of the Mediterranean Basin Area
T
‘‘ is now two years since TIMAC Agro Italia embarked
‘‘It
uupon a profound mutation that is ultimately aimed at better exploiting its market potential. Having restructured the
te
ssupport functions and modernized the factories in 2008,
it is the turn of the sales teams to launch an ambitious
ggrowth and performance improvement project in 2009.Yet
iit remains true that in all change management projects, the
modification of mindsets remains unthinkable unless motivation from the right people is forthcoming – and so it makes
perfect sense for the Regional Sales Manager to become
the keystone for the process.Thanks to the improved support offered by the company and the better-performing
tools for analysis and control, the Regional Sales Managers
are now positioned at the head of real companies – their
role is very much evolving towards people management,
commercial relations and their overall results.
Bearing in mind the strategic importance of this transformation, we have begun a process of half-yearly monitoring
of their focal points for development, coupled with the
annual performance and competences assessment interview in order to guarantee that the resources allocated by
the company remain in line with each person’s development and ambitions for success.’’
Testimonials: Pierre Le Coz, AGRIVA Director
T
La
COUNTRY ZOOM
‘‘Finding
‘
the right balance between what the company
e
expects
of each person, and the added value offered by
eeach person, is fundamental in the construction and sharring of the corporate objectives.
Together with the Human Resources teams and the
T
AGRIVA Commercial Directors, we review the missions
A
of our key posts at least once a year. On the occasion
of the integration of the management tools issuing from
Customer Relations Management (CRM) at AGRIVA,
we’ve defined the decisive points for success in our
4
t. 3
°37
“
Mercocampus is an internal seminar
which takes place within the TIMAC
Agro subsidiaries of the Roullier
Latino Area.
• Argentina: 26th and 27th November
• Uruguay: 3rd and 4th December
• Paraguay: 3rd and 4th December
• Bolivia: 18th December
• Chile: 17th and 18th December
P.2
Regional Managers’ action for the crop sales business.
Positioned at the heart of our system, as much in terms of
management as of distribution management, the Regional
Sales Manager is evolving in an eventful environment. The
updating of professionalization markers should mark out
their progression within the company.
The job descriptions and more personalized interview
guides are proving to be concrete supports, which will
dynamize the HR process at AGRIVA, as of 2010, thanks
to the commitment of each person.’’
„
Mercocampus: 2009 edition of
TIMAC Agro Argentina
TIMAC Agro Argentina wants to share its 2009 edition of Mercocampus with Latitudes
readers.
This seminar took place on 26th and 27th November, at
the El Castillo Hotel,Valle Hermoso (Cordoba Province,
Argentina). In addition to the presence of all of the subsidiary’s employees, we were delighted to welcome: Ms
Nathalie Roullier, Mr Arturo Ross, Managing Director,
Roullier Latino Area, and Ms Beatriz Martínez, Human
Resources Manager, Roullier Latino Area.
These two days were devoted to work and exchanges
between the various departments.The objective of this
seminar was in fact to encourage exchanges between
the sales and administrative teams at TIMAC Agro
Argentina, so as to reinforce team spirit. Mercocampus
thus contributes to the consolidation of working
methods at TIMAC Agro Argentina and to the regeneration of new points of view, new opportunities and
ways of working.
As a closure to Mercocampus, our Managing Director
- Mr Fernando Gorgerino - gave a speech in which he
stated the annual figures for TIMAC Agro Argentina.
This official speech was followed by a contribution
from Ms Nathalie Roullier, who highlighted the five
fundamental action points: Commitment, Trust, Team
Spirit, Motivation and Leadership
Under these premises, the TIMAC Agro Argentina subsidiary celebrates 50 years of the Group’s presence at
worldwide level, and also positions itself - in a forceful
and committed way - to confront 2010 – a year that
will be full of challenges!
„
Mariela Ceballos
Human Resources Manager
TIMAC Agro Argentina
la
0°51
“
Belgian Group, AVEVE, visits the Roullier
Group’s industrial units
AFCOME (The French Association for Commercialization and Mixing of Fertiliser
- Association Française de Commercialisation et de Mélange d’Engrais) organises
international encounters for fertilisation professionals once every two years. This
year, the congress was held in Saint-Malo (France), from 14th to 16th October.
It was within this context that TIMAC Agro
BeLux had organised for its client, the
AVEVE Group (Intercoop Europe, WalAgri…) - one of the biggest distributors
on the Belgian market – a visit to QuaiIntérieur (Fertiliser units and Mineral Licks)
and the TIMAB factory (Feed Phosphate
Unit).
NEWS
t. 5
The clients came back absolutely delighted
with their day, and impressed by the
cleanliness of the industrial units.
Valérie Dekeyser
Agro-supplies Industrial Visits Co-ordinator
„
La
Left to right: M. Dambly (Wal-Agri), M. Gaupin (TIMAC Agro BeLux), M. Guiot
(AVEVE), M. Ketels (INTERCOOP EUROPE), M. Bielders (TIMAC Agro BeLux).
t. 4
4°27
“
20 TIMAC Agro România clients
visit Saint-Malo
TIMAC Agro România offered its best clients (farmers and distributors) a four-day
trip to France.
During their stay, the clients had an opportunity to visit the
Quai-Intérieur plant at Saint-Malo, the C.E.R.A. in Dinard
and BiotechMarine laboratory in Pontrieux. They also got
a chance to experience a special moment: the evening
high tide. The region is renowned for having the biggest
tides in Europe.
The remarks made by the participants on this trip, who
were visiting a region they were not familiar with, were
very positive.
„
„
L
Raluca Mateescu
Human Resources Manager
TIMAC Agro România
at
. 41°53
“
Adrian Dragan, Raluca Mateescu and clients
Official Recognition of
agronomical action in Italy
Last October, the Italian Ministry of Agriculture officially
approved the META (Sulfammo range) and SEACTIV
(Fertileader range) specificities. These official approvals
are of great significance for TIMAC Agro Italia. They
will increase the technical and scientific recognition of
these specificities, as well as bringing new commercial
prospects.
„
Sandro Secco
Marketing Manager
TIMAC Agro Italia
P.3
NEWS
“
Telemarketing supports sales force actions
In a difficult economic context, telemarketing is, more than ever before, a complementary
tool to reinforce our on-the-ground presence and to improve our sales objectives. An
activity in its own right within the Agro-Supplies business.
The first ‘telesales’ operations carried out on behalf of
clients / distributors began, within the Group, in 1986. At
the time, the concept was highly innovative within the
agricultural environment - which was still very resistant
to contact by telephone. Since then, the technological
resources have made huge advances, and many of the
Group’s companies have chosen to integrate a telesales
service. This know-how is recognised by our clients /
distributors.
This Know-how
is recognised
by our clients /
distributors
The main role of these call centres is to increase and
reinforce the action of sales representatives on the
ground. This complementarity allows the attainment
of loyalty objectives, the enrichment of customer
data and an increase in sales. Prospecting and making
appointments by telephone are also ways of improving
customer relations, effectiveness and profitability of the
ATC rounds.
telemarketing training, and are required to demonstrate
multiple competences: people skills, listening capacity,
reactivity, dynamic and concise speaking skills.They must
also be very familiar with the agricultural environment
and well-informed about current issues, so as to establish a dialogue and a trusting relationship with the client
or prospect.
Each time there is a campaign or operation around a
product, the calls centres, with the assistance of sales
managers, organise the appropriate training courses
with a view to fine-tuning their pitches. All the results are
communicated to the sales forces daily, so as to improve
the quality of visits.
This complementarity allows us to win points on the
ground.
„
Interviews conducted by Charles Gloanec
Agro-supplies Communication
Call centre performance relies largely on the teams
of the call centre operators. These operators undergo
AGRIVA
Date of creation: 1986
Staffing: 6 persons
Manager: Yvon Elaudais
Ranges on offer: Animal and Plant productions
Complementary Services: Sale of soil analyses and appointmentmaking on the ground
From left to right - Front: Anne- Strength: Experienced operators. Products and on-the-ground
Marie Le Bescond, Catherine Perron, training several times per year
Sandrine Ballan.
Address: AGRIVA Télécommercial - Zone industrielle - BP 65 Back: Brigitte Henriot, Yvon Elaudais, 22260 Pontrieux, France - Contact: +33 (0)2 96 95 31 15
Isabelle Le Corre, Bénédicte Lucas.
TIMAC Agro España
Date of creation: 1992
Staffing: 7 persons
Manager: Ana Márquez
Ranges on offer: Animal and Plant productions
Strength: Experience, professionalism and co-ordination with the
sales teams (ATCs)
Address: TIMAC Agro España, Polígono Arazuri-Orcoyen, Calle C,
nº 32, 31160 Orcoyen, Espagne - Contact: Rafael Donezar
TIMAC
Date of creation: 1986
Staffing: 33 persons
Manager: Laurent Wable
Ranges on offer: Animal production
Strength: On-the-ground / telesales symbiosis. Operational Power
Address: TIMAC Télécommercial – 27, avenue Franklin Roosevelt BP 158 - 35408 Saint-Malo, France - Contact: [email protected]
From left to right: Inmaculada Cortaberría, Lourdes Turrillas, Reyes Larraya,
Neli Baquedano, Ana Mª Porras, Ana Márquez, Ascen Molero, Mertxe de Miguel.
TIMAC Agro Ireland
Date of creation: 2006
Staffing: 6 persons
Manager: Frances McGinley
Ranges on offer: Animal and Plant productions
Strength: The sale of new products on the Irish market.
Address: Office 4&5 Priory Court,The Quay, New Ross, Co Wexford,
Ireland. Contact: [email protected], 0035 351 448 731.
From left to right - Front: Katia Robert, Rodolphe Dudouit, Anita Dupré, Catherine Calais, Manuela Victor, Janick
Hemeury, Claudia Le Friec, Joëlle Briand, Karine Guilbert, Gwénola Parmantier, Christine Marotte.
Back: Raquel Alcon, Marie-Line Renner, Catherine Guinet, Fabiola Ah-Thon, Pierrick Leport, Lydia Arzur, Gabrielle
Govindoorazoo, Véronique Commereuc, Colette Delacroix, Christine Dejean, Bernadette Cudennec, Stéphane
Ragot, Amandine Henry, Alexandra Blay, Laurent Wable.
P.4
From left to right Front: Sue Donovan
and Frances
McGinley.
Back: Lorna Mahon,
Mary Allen,
Harriet O’Loughlin,
Mary Gleeson and
Annette Kelly.
L
at
. 41°53
The TIMAC Agro Mobile System (TAMS) launch in Italy is now complete. 100 ATCs are now
using this system in their everyday activity.
What is TAMS?
TAMS (TIMAC Agro Mobile
System) is the mobile IT system
developed by Agro-supplies and
aimed at optimizing Customer
Relations Management ‘on the
ground’ (CRM).
The setting up of TAMS is already very positive in
several respects:
- Organisation of work: TAMS allows ATCs to be
better organised and optimize their worktime on
the ground – which is a positive thing for both the
ATC and TIMAC Agro Italia.
- Analysis of the activity: Regional Sales Managers
receive detailed reports about the activity of their
ATCs, which allows them to manage the human
resources of their area to best effect.
- Analysis of the market:TAMS also enables more
precise analysis of the TIMAC Agro Italia market
share for the various crops. This allows better
definition of the technical and sales policies to be
put in place.
L
The TAMS project started in June 2008, and was
effected through several stages:
1. Definition of the specification: June to December
2008
2. Organisation of the project team: January to April
2009
3. Launch of TAMS in several pilot areas: April to
September 2009
4. Definitive launch in all Italian areas: October 2009
at
. 53°21
“
NEWS
“
Launch of the TIMAC Agro Mobile
System (TAMS) in Italy
The successful achievement of the TAMS launch in Italy
is related to several elements, but the key to success
is the teamwork we have provided. Indeed, Regional
Managers, Sales Managers, Human Resources and
Management Control have worked together effectively
with the Marketing team so as to optimize development
of the tool.
We have, of course, encountered a few problems but
- thanks to the support of the Group IT department
based in Saint-Malo - and to regular consultation (one
telephone meeting per week), we have been able
to make rapid progress, and thus meet the original
objectives. Moreover, to help ATCs use TAMS in their
everyday activity, telephone assistance is being provided
until March 2010.
TAMS is in the process of becoming a basic tool in the
success of both the work carried out by ATCs, and that
of TIMAC Agro Italia. Yet it is only through teamwork
and the involvement of the management teams, at
every level, that TAMS will be able to achieve its full
potential. Let’s give ourselves one year to get there !
„
Sandro Secco
Marketing Manager
TIMAC Agro Italia
TIMAC Agro Ireland exhibited at the
National Ploughing Championship
Once again this year, TIMAC Agro Ireland exhibited at the largest window to the agriculture
industry in Ireland, the National Ploughing Championship. This year the championship took
place in the setting of County Kildare in a parcel of land of almost 250 hectares.
This show takes place annually and has been running
for almost eighty years. It was born out of the natural
competitive spirit between neighbouring Irish farmers
with the desire to demonstrate
their skills and determine who
was the finest ploughman in the
land! Today it hosts over 300
competitors from Ireland and
across the world. However, this
championship also provides
the platform for the leading
agr icultur al companies and
associations in the country to
showcase their wares, with in
excess of 950 exhibitors present
this year.
Over the course of the three day
event, more than 230,000 people crossed the gates
and many of those made their way to the exhibition
stand of TIMAC Agro Ireland. Here they were treated
with tea, sandwiches and, of course, a discussion with
the sales team on the effectiveness of TIMAC Agro
Ireland’s solutions for their farming businesses! This
year TIMAC Agro Ireland displayed its new exhibition
stands, showcasing the company’s profile in Ireland
and demonstrating its commitment to the agricultural
industry.
The main market for TIMAC Agro Ireland is grassland
with 4.2 M hectares of managed grassland. The
increasingly important issue of fertiliser efficiency, soil
and organic manure was addressed. In addition, the
company showed off the success it has had this year
with the introduction of new products to the important
forage maize market, with display of a case study carried
out on a local customer’s farm.
TIMAC Agro Ireland sales specialists continue to
welcome all customers and prospects met in the course
of these three excellent days.
„
Peter Barrett
Commercial Development Manager
TIMAC Agro Ireland
P.5
R&D
“
R&D is at the
service of all
Agro-supplies
actors.
R&D supporting the Agro-supplies Activity
The Roullier Group has always invested in Research, so as to develop innovative fertilisers
which respond to the agronomic issues faced by farmers all over the world. Two research
centres have come into being as a result of this determination:
- CIPAV (Animal and Plant Production Research Centre - Centro de Investigación en
Producción Animal y Vegetal), based in Pampelune, Spain, was created in 1990.
- CRIAS (International Agro Science Research Centre - Centre de Recherche International
en Agro Sciences), based in Dinard, France, was created in 2008.
Missions and Challenges for Agro-supplies R&D:
• To identify the most pertinent research targets in
terms of agronomic innovation
• To innovate in plant nutrition by developing new,
naturally-based fertilisers that are effective in low
doses, respectful of the environment and which aim to
improve both productivity and the nutritional quality
of harvests.
• To develop new products for animal feed, particularly on the ruminant feed market.
• To draw on the competences and tools of
international public and private scientific partners
(Laboratories, universities, etc.) These collaborations
are very important, because they allow us to create
a relationship between fundamental knowledge and
concrete application.
• To patent results issuing from research so as to protect our innovation, and/or to publish them in scientific
>
Current research themes:
• Improvement of nitrogen efficiency in agriculture
• Phosphorus nutrition
• Ferrous nutrition, within the context of the European
« Hot Iron » project
• The search for new active ingredients in animal nutrition and health
R&D is at the service of all Agro-supplies actors. Please
feel free to share your own ideas with us, because, in
a world that is ever more competitive and complex,
we will always be more innovative when we work
together.
CRIAS based in Dinard (France)
The CRIAS team comprises Jean-Claude Yvin, R&D
Manager, Florence Cruz, R&D Project Leader, Céline
Grillot, Regulatory Assistant, and two new engineers:
Diane Leménager, R&D Project Leader and Fabrice
Houdusse, Development Manager.
new fertiliser specificities.
After ten years spent at CIPAV (Spain), Fabrice
Houdusse has joined the CRIAS team as Development
Manager, where his task is to set up agronomic tests for
new specificities prior to their launch. Fabrice Houdusse
is also placing his scientific and technical expertise at the
service of Agro-supplies commercial activities.
The Scientific Centre
Research at CRIAS brings together several specialities
(chemistry, biochemistry, plant physiology and agronomic engineering) allowing the creation of new active
ingredients of natural origin - particularly from brown
and green algae from the Brittany region which has
scientifically proven properties.
This research is organised around several technologies:
- an analytical platform which meets requirements for
the formulation and characterization of active molecules.
Diane Leménager, a specialist in Molecular Biology, has
also joined the centre, as R&D Project Leader, having
spent four years at CIPAV. Her mission is to develop
new (proteomics-type) analytical tools so as to position
P.6
or technical publications, so as to offer our support to
people working on the ground.
• To support Agro-supplies subsidiaries through our
‘scientific, technical and regulatory’ expertise.
CRIAS also welcomes PhD students and placement
students from a diverse range of horizons to support
its R&D projects in plant and animal nutrition.
The Regulatory Centre
CRIAS is also equipped with a Regulatory Centre
dedicated to the Agro-supplies activity. In close collaboration with the T.A.I. Marketing Department and the
T.A.I. Purchasing Department, its role is to ensure products are compliant with the requirements of specific
European and/or National legislation.
...allowing the
creation of new
active ingredients
of natural origin
- Drawing up of applications for official approval of
fertilising materials in France
- Statutory watch
The proximity of the work and the complementarity of
the two competences centres: Scientific and Regulatory
within CRIAS - are, moreover, a major asset in the
design phase for new products. Regulatory constraints
are, indeed, taken into account right from the pre-project phase.
R&D
- a platform, dedicated to ‘proteomics’ - a cutting-edge
technology which allows the highlighting of a plant
response profile to the new specificity incorporated in
the fertiliser.
- a growth chamber will soon be in place. It will enable
the selection of new active molecules and the agronomical testing of new fertiliser formulations
Jean-Claude YVIN
R&D Manager,T.A.I.
Florence Cruz and Céline Grillot bring
their regulator y exper tise to TIMAC
Agro subsidiaries through the following
missions:
- Constitution and submission of REACH
applications for the substances manufactured or imported by the European TIMAC
Agro subsidiaries
- Requests for authorisation to market
biocide products in the various European
countries
From left to right: Céline Grillot, Fabrice Houdusse, Diane Leménager,
Florence Cruz and Jean-Claude Yvin
>
CIPAV based in Pampelune (Spain)
The CIPAV team comprises eleven persons working
under the leadership of Jose Mª García-Mina, Assistant
Manager of R&D TIMAC Agro international.
This team brings together several scientific specialities chemistry, biochemistry, microbiology, plant physiology,
pharmaceuticals and agronomic engineering, each offering the scientific wealth which enables the creation of
specific fertilisers on solid scientific foundations.
CIPAV specializes in the extraction and purification of
active ingredients originating in organic soil matter, which
allows the laboratory to be a world leader in the study
of humic acids and their applications in agriculture.
The laboratory has infrastructures for the
development of these specificities:
- A growth chamber (Phytotron)
- An experimental greenhouse
- A pilot workshop
- Liquid and Gaseous Chromatography
- Spectrophotometr y and Spectrometr y (ICPInductively Coupled Plasma, InfraRed…)
- Molecular Biology (QPCR - Quantitative Polymerase
Chain Reaction)
- X-Ray diffraction
These appliances allow precise and complete studies of
the various specificities incorporated in the fertilisers to
be conducted.
„
Jose Mª García-Mina
Assistant Manager R&D T.A.I.
Its research activity uses the latest technologies
in terms of analysis:
- Mass Spectrometr y (LC- Liquid
Chromatography /MS/MS - Tandem Mass
Spectrometry),
From left to right, front: J.Erro, M.Garnica, M.fuentes, V.Mora, E.Bacaicoa.
Back: R.García, O.Urrutia, A.Zamarreño, R.Baigorri, JM. García-Mina.
P.7
INDUSTRY
REACH inspections at industrial sites
have begun
On 21st October 2009, an inspection was conducted by an agent from DRIRE (Regional
Department for Industry and Environmental Research) at the Zone Industrielle TIMAC
site, in Saint-Malo. One of the purposes of this inspection was to monitor the application
of the REACH regulations, which came into force on 1st June 2007.
This specific inspection (the first for a Roullier
over the next few months throughout the European
What is REACH?
Group entity) concerned:
Union, and will also include an in-depth examination of
Registration, Evaluation and Authorization of
- verification of our status (producer, downstream
the compliance of Safety Data Sheets (raw materials
CHemicals (REACH): European Parliament
user,
importer…)
with
regard
to
several
substances
and finished products).
and the European Union Council regulation,
which modernises European legislation - checking of the pre-registration or exemption of
All Agro-supplies units are thus concerned by these
concerning chemical substances, and esta- these substances.
blishes a unique integrated system for the The tools for consultation of regulatory and techrequirements.The REACH cell, under the expertise of
registration, evaluation and authorisation nical information about substances purchased by
Jean-François Galey (Manager of the REACH project
of chemical substances in the European
Agro-supplies
have
allowed
us
to
respond
to
these
for the Roullier Group), is, of course, at your disposal.
Union.
Its purpose is to improve protection of demands effectively. These are available via Lotus
François-Victor HARPILLARD
human health and the environment, whilst Notes software, and will very soon also be available
REACH Reference for Agro-supplies
maintaining competitiveness and reinforcing on the Group intranet.
La
“
4°27
t. 4
„
Raw Materials Purchases
the innovative spirit of the European chemical industry.
This type of inspection, relating to the correct application of the REACH regulations, is to be developed
Den Training: a positive outcome!
The last ‘Den’ training session took place in November, signalling the end of
eight months of exchange between the C.E.R.A.* contributors and a range of
industrial actors from the Agro-supplies business.
All in all, forty-four employees were trained in the
course of five sessions, each of which lasted a day
and a half. C.E.R.A. thus welcomed employees from
several companies including TIMAC, Agriva, T.A.I.,
TIMAC Agro España, TIMAC Agro Italia, and TIMAC
Agro Österreich.
During these training courses, Yves Alis (R&D
Process Manager), Catherine Dupont (Laboratory
Technician), Yves Roques (Process Engineer), Henry
Thieblin (Project Leader) and Laurent Willain (Project
Manager) made contributions on the problematic of
the raw materials used, manufacturing parameters, as
well as on the management of the cleaning unit, using
technical exposés and laboratory-based tests.
Each session ended with the distribution of technical
documents, enabling participants to return to what
they have been taught about, and then train employees
at the industrial sites in question.
This inter-company training, co-organised by the T.A.I.
HR departments, was enjoyed by all the participants,
because it allowed them to meet employees from the
different subsidiaries, and thus to discuss their shared
industrial problems. Discussions are underway to continue the experience with a new theme: Granulation.
„
Angèle Le Mer
Agro-supplies Human Resources Manager
“
TIMAC Agro România comes
top in its category
On 6th November, the 17th edition of the National Private Company Ranking organised by
the Ministry for SMEs, Commerce, Tourism and Professions was held in România.
This competition brought together 659,446 companies who
had pre-declared their annual results over three years (2006
to 2008).
Following analysis of gross profits,TIMAC Agro România had
the honour to be rewarded in three categories:
- 1st national company in ‘supplier of industrial products’
(Chemical Industry/ Wholesaler)
- 4th regional company ‘among those companies established
in the course of the past three years’
P.8
- 14th national company ‘among those companies established
in the course of the past three years’
This constitutes national recognition of performances and
success achieved through the efforts of a great team:TIMAC
Agro România.
„
Adrian Dragan
General Manager
TIMAC Agro România
La
4°27
“
TIMAC Agro Hungaria co-operation with
an internationally renowned seed supplier
We are constantly on the lookout for opportunities to increase our profitability and
sales volume in the PECO area. Key factors in success are increasing our levels of
farm penetration, and offering innovative nutrition solutions to our customers. This is
why TIMAC Agro Hungaria has, this year, established a working relationship with the
Hungarian subsidiary of a major seed supplier.
MARKETING
t. 4
TIMAC Agro Hungaria is thus the exclusive partner of
this seed supplier in terms of plant nutrition for their
innovative trial centres; the targeted crops are corn,
sunflower and winter rape. All of these crops also
match our priorities.
Philippe Morin
Director of the Central Europe Area
“
Benefits for TIMAC Agro Hungaria:
- Strong market penetration with an established and
very well-known partner
- Opportunity to test different plant nutrition technologies, and to select the optimum solution in a range
of soil and climate conditions.
- Excellent opportunity to make new farm contacts.
was a great opportunity for us to meet new customers, and to features in their product catalogue.
The benefit for our partner is to present new highpotential crop varieties by proposing TIMAC Agro
solutions for intensive and innovative plant nutrition.
As a result of this co-operation, we have gained visibility for our references in terms of performance – a
very useful argument in our sales process.
From the communications point of view, we had the
opportunity to participate in 2 national shows (Field
Days), attended by around a thousand farmers. This
Lubos Sulan
General Manager
TIMAC Agro Czech / Slovakia
„
International “Plant Production”
Marketing Training Seminar
The TIMAC Agro International Marketing Team welcomed six foreign Heads of Products
to Saint-Malo for the training seminar of 23rd to 27th November.
The main objectives of this seminar were as follows:
- to consolidate the agronomic bases
- to train in the overall approach (diagnostics, products and solutions)
- to familiarize participants with Agro-supplies marketing tools
- to reinforce competences in the activity
This week of training was punctuated by visits to several production
sites in Saint-Malo, Dinard and Pontrieux.
The seminar was also an opportunity for participants to meet the
various actors in T.A.I. support services (Communication, Logistics,
Marketing…) so as to reinforce future exchanges.
From left to right: Alexandros Pehlivanidis (Lyda), Mirco Storari (TIMAC Agro Italia),
Laurianne Le Leslé (T.A.I.), Eduardo Razquin (TIMAC Agro España), Myriam Stankovick
(T.A.I.), Mirco d’Angelo (TIMAC Agro Italia), Scott Cockburn (Nutrifertil UK), Eric Bara
(T.A.I.), Francesco Gargiulo (TIMAC Agro Italia).
„
Eric Bara
Manager, Marketing International T.A.I.
P.9
L
. 50°51
MARKETING
at
“
TIMAC Agro Polska participates in the
AGRO SHOW
AGRO SHOW is the biggest agronomic show in Poland. The tenth edition was held
during the last weekend in September, at Bednary, near Poznan.
This year, a few records were broken: over an exhibition area of more than 12 hectares, 630 exhibitors
welcomed more than 150.000 visitors. It goes without
saying that we were delighted to participate!
The TIMAC Agro Polska stand
surprised visitors with a concept
created specially for the occasion.
We went from the ‘blue TIMAC
Agro’ to bright yellow, and it
was noticed! Indeed, for us, this
event was a great opportunity to
launch the Sulfammo campaign,
which was the fruit of several
weeks’ preparation.
in ‘Sulfamic’ colours. This magnificent yellow scooter
aroused the curiosity of visitors (especially the children) – and that was the idea! This initiative resulted
in a lot of talk about us during the show, creating interest in the ‘Sulfammo’ product – which was not very
well know in Poland up until now. This allowed us to
establish a context that is favourable to the ATCs who
will be out on the ground harvesting the fruit of this
communications operation.
After one month of campaigning, we are all winners:
8,000 tonnes have already been ordered!
A big Thank You to Jean-Nicolas Simon (T.A.I. Marketing
Department), who gave us a great deal of help in preparing this campaign.
La
BAS
t. 5
0 ° 23
“
50,000 hectares of maize sown
with Physiostart in the Netherlands
In the past 4 years, more than 50,000 hectares of maize have been sown with
Physiostart. We can therefore conclude that Physiostart is being welcomed as a highpotential alternative.
Physiostart’s market share has shown strong growth
this year, due to its ease of use, logistical advantages
(small quantities required), low phosphate content
(increased capacity for slurry use), positive user experiences and good-value fertilisation costs per hectare.
The silo-maize market in the Netherlands is about
225,000 hectares in size. We expect further growth
and strong positioning of the product on a diverse
range of crops in the coming years.
„
Jacob van Daalen
Commercial Director
TIMAC Agro Nederland
Jacob Van Daalen
“
Maxifruit: for optimal yield
Tested and validated by technical institutes at international level, Maxifruit has already
been launched in Spain, Italy and Belgium. After having confirmed its qualities and
muscling its arguments, Maxifruit is now ready to conquer other countries.
Issuing from Roullier Group Research and
Development, Maxifruit is a product for fruit crops:
stoned fruits, cucurbits (cucumber, courgette, melon,
watermelon), citrus (clementine, orange, lemon), pear,
kiwi and vine.
Maxifruit completes the current offer of liquid biostimulants dedicated to specialist production. Maxifruit is
P.10
„
Agata Stolarska
General Manager
TIMAC Agro Polska
Not just our stand, but also
our 1 st prize (a scooter) was
foliar-applied, stimulating and supporting the physiological changes surrounding fruiting. It allows optimization
of the yield by increasing both the number of fruits
and their growth.
A new launch document is available to the marketing
teams.
„
Eric Bara
Manager Marketing International T.A.I.
La
t. 4
4°27
Agrichallenge is a competition organised by the TIMAC Agro Foundation in Romania for
the development of tomorrow’s Agriculture. At this first edition, students from the best
Romanian agricultural universities presented a project which responded to the following
issue: ‘How to improve farm profitability?’. The competition comprised two stages: a
local competition, then a national final - pitting the best projects from each university
against one another.
The national final
The national final took the form of a summer school
- over one week in August, and was held in Venus - a
Black Sea coast resort.
The winning teams from each university participated
in technical seminars on Wheat, Corn and Sunflowers,
and attended conferences on: ‘How to present the
commercial analysis for a defined agricultural region’,
and ‘How to presenting skills’ … This week also presented an opportunity for them to meet TIMAC Agro
România employees, and
to put their knowledge into
Some student testimonials:
practice within a professional
‘‘This trip opened up new perspectives for me.
environment.The participants
Now I have a clearer image of the agricultural seclearned a great deal about
tor as a whole. I also appreciated the presence of
the world of business and
successful peoples.’’
modern agriculture.
‘‘This experience has motivated me for the future,
and now I’m sure I’ll get there.’’
On 20 th August - the last
day of the summer school,
‘‘I’m happy because for me, it was the best week of
the competition final took
the summer, I’d even say the best week of the year.
place: a challenging day for
I’ll be recommending to other students that they
all 25 participants. The teams
participate in the next edition of the competition.’’
presented their projects to
a panel of judges: Vincent
Besnard, Director of the
South-East Europe Area, Philippe Robin, Director of
Human Resources T.A.I., and TIMAC Agro România
Winner Team: TIMISOARA
Left to right: Andrei Herdean, Professor Radu Sumalan, Alexandra Oprisa
and Codrut Paun.
employees: Adrian Dragan, General Manager, Ionel
Bursuc, Director of Sales, Dan Grindean, Manager
for North Romania, Ion Dorina, Manager for South
Romania and Raluca Mateescu, Human Resources
Manager.They were assessed on the following criteria:
creativity of the theme, commercial aspect, economic
aspect (Profit and Loss Statement), the presentation
as a whole and team work. The TIMISOARA team
won First Prize for its ‘BIOCHAR’ project: a week in
France.
MARKETING
“
Agrichallenge 2009: the winners
have been named!
The trip to France
The trip to France took place from 2 nd to 8 th
November. After two days of classes at the Institut
Supérieur d’Agriculture (ISA) in Lille, the students
travelled on to Brittany, where they visited the plant at
Quai-Intérieur in Saint-Malo, CERA in Dinard, and the
BiotechMarine Laboratory in Pontrieux. This trip also
provided an opportunity for them to meet several
TIMAC Agro representatives, including Jean-Claude
Yvin, Director of R&D at TIMAC Agro International.
„
Raluca Mateescu
Responsable Ressources Humaines
TIMAC Agro România
Left to right: Vincent Besnard, Ionel Bursuc, Codrut Paun, Andrei Herdean,
Alexandra Oprisa, Adrian Dragan, Dorina Ion, Raluca Mateescu.
P.11
COMMUNICATION
“
Agriva communicates
on road safety
In order to make driving safer for its employees, Agriva has invested in a
communications approach related to safety and has created a booklet entitled
‘‘Good Conduct at the Wheel’’.
Driving a vehicle can be a source of pleasure –
but also one of fatigue, and even irritation. The
ffirst and last minutes at the wheel, the ends of
tthe week, and delays are often synonymous
with inattentiveness. This is when it’s easy for an
w
accident
a
to happen.
To avoid this risk, Agriva offers a reminder of the rules
of Good Conduct in a 12-page manual, with three
main sections:
1 - Behaviour at the wheel (telephone, speed,
alcohol, etc.)
“
2 - Upkeep of the vehicle (tyre wear, servicing, etc.)
3 - Getting out of the vehicle (safety shoes, safety
jacket and warning triangle)
Agriva has distributed this booklet to all drivers of
company vehicles, thus contributing to the reinforcement of the safety of its employees and to making the
roads safer.
„
Cédrick Hermann
Environmental Safety Co-ordinator Agriva
The 14th and 15th TIMAC Agro websites
are online
TIMAC Agro Ireland and TIMAC Agro México are equipped with their first websites.
These sites have been developed on the basis of the ‘reference site’ proposed by Agrosupplies Communications and adapted 0to the needs of each country.
A true company shop-window, each site clearly
and concisely presents the company’s various
activities (Industry, Research, Quality, etc.). The
‘Products’ section presents all the ranges in
just a few lines, inviting potential customers
to contact the sales force for further information.The site is also a tool in recruitment
– the web being a highly popular media
with people in search of a job.
In the face of sites developed in the past,
which were soon obsolete, TIMAC Agro
“
decided to equip all the sites with an administration
area. TIMAC Agro Ireland and TIMAC Agro México
are therefore able to update their sites in just a few
clicks.
The subsidiar y websites have become essential
corporate tools. They allow the TIMAC Agro brand
to extend its influence in each country in which the
Agro-supplies activity is implanted.
www.ie.timacagro.com
www.mx.timacagro.com
New identity for
the CERA!
CERA is modernizing its image by changing its logo.
It is thus adopting a new colour code:
- Roullier blue, as a reminder of its Group dimension,
- green, to evoke its concern for respect for the
environment.
„
The Editorial Board
wishes you all a
happy holiday season!
„
Delphine Dorison
Group Communication Manager
Publications Editor: Hubert de Roquefeuil ; Editor-in-chief: Philippe Robin ;
Editing committee: Michel Ara, Eric Bara, Florence Cruz, Delphine Dorison, Angèle Le Mer, Jonathan Richeux, Benoît Tardiveau, Pierre-Yves Tourlière ;
Contact: Charles Gloanec, Agro-Supplies Communication Manager, +33 (0)2 99 20 65 33, [email protected] ;
Photo credits: Photothèque Roullier, Christian Watier, Fotolia ;
Design and production: Anne Monnerie, Agro-Supplies Communication ;
Printers: Cloître - Saint Thonan ; Published in 5 languages: French, English, Spanish, German, Portuguese ; Translation: Calliope - Nantes.