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SPECIAL FOOD 04 06 08 Andreas Schockhoven, Managing Director of innotaste GmbH (C.H. Erbslöh group) Marcel Joosten, Managing Director of Jobeco B.V. Francesco Corsi, Managing Director of PRINZ Beverage & Food S.R.L. 10 11 12 IMPRINT Publisher: International Business Verlag GmbH Address: Landersumer Weg 40 48431 Rheine Germany Phone: +49 5971 92161-0 Fax: +49 5971 92161-854 info@european-business.com www.european-business.com Editor-in-chief: M. J. Brinkmann Lars Bogs, General Director of KAV America Europe Judith Faller-Moog, Managing Director of Ölmühle Moog GmbH Massimo Panagia, Chief Executive Officer of Francia Latticini S.p.A. & CENTRAL EUROPE 15 16 18 20 Fabio Cussigh, Sales Director at VDS Rail Srl Andres Kangur, Group Marketing Director at Thermory AS Tomáš Rottenberg, Sales Director at STROS – Sedlčanské strojírny, a.s. Waldemar Wasiluk, Vice President of Victoria Dom S.A. 3 www.european-business.com N A E P O R U E business
Interview with Andreas Schockhoven, Managing Director of innotaste GmbH (C.H.Erbslöh group) Flavours of the times Salty, sweet, bitter, sour and umami – these are the five traditional tastes our taste buds respond to. Each one has a specific function: Some are appetizing, others are aversive, and two great tastes sometimes do not taste great together. innotaste GmbH in Krefeld specializes in natural flavours and is a much sought-after supplier of the food and bever- age industry. The company is the food brand of the C.H.Erbslöh group, a family-owned specialties distribution company in the fifth generation. Since the beginning, innotaste has followed a distinct vision: to focus on carefully selected products and partners. nutrition items, Not only its products have bakery and dairy changed slightly; innotaste has products, cereals, also made some changes in terms desserts, confec- of suppliers. “Since 2016, we have tionary, snacks, replaced two suppliers,” states Mr. soups, sauces, Schockhoven. “It was a strategy- meat alternatives driven decision mirroring our vision and ready meals. to focus on a limited number of “Today’s consum- suppliers and on authentic natural ers aim for more products. We have never been natural, authentic interested in cooperating with a 0 0 1 2 9 3 1 4 # k c o t S e b o d A © act where we see an added value. products, and natural ingredients lot of suppliers but wanted to rely We were never keen to do many are increasingly in demand,” em- on a limited number sharing our things just fine but instead do a phasizes Mr. Schockhoven. “For ideas and philosophy.” innotaste’s few things extremely well. This this reason, they have become an approach is a successful one. The is our niche – a niche where we important part of our portfolio that company has grown constantly in 6 6 2 6 7 4 8 0 2 # k c o t S e b o d A © innotaste has found its position stand out.” perfectly reflects this current trend. recent years, counts 20 employees in a market that is dominated by We’ve also added some more at its headquarters in Krefeld and large players. “But we don’t re- Indeed, innotaste does things very products such as protein alterna- in the Benelux, and generates ally compete with them,” stresses well. The product range features tives, cheese powder, carotenoids, sales of 16 million EUR. Further Managing Director Andreas high-quality food ingredients that fillings and glazes.” Schockhoven, one of the founders are constantly being adapted to who established the company as a the needs of clients. Its flavours subsidiary of C.H.Erbslöh group in add a special, natural taste to hot 2004. “We are simply different and drinks, soft drinks, sports and N A E P O R U E business growth is expected. “It is dif- ficult to define our market position clearly www.european-business.com 4
innotaste GmbH Düsseldorfer Strasse 103 47809 Krefeld Germany +49 2151 525470 +49 2151 525489 www.innotaste.de www.cherbsloeh.com 3 6 2 9 2 3 1 4 # k c o t S e b o d A © among the large players,” states and another in Hallein/Salzburg, Mr. Schockhoven. “Our products Austria, the gateway to Eastern Eu- are complex and require explana- rope with a team of ten local food- tion. As a result, we operate in a dedicated employees, we have the niche market where our product flexibility to adapt to local market solutions have gained an excellent needs. All our international affili- reputation.” ates are subsidiaries of the Erbslöh We are not interested in doing a lot of things just fine but instead focus on a few things that we do extremely well. innotaste’s innovative product group.” innotaste is keen to contin- range is highly regarded in Ger- ue growing – in a healthy, organic many and abroad. The company’s way. Revenues of 20 million EUR internationalization is constantly within the next three to four years progressing, particularly in Eastern are within the realm of possibility. Europe. “Poland has long been Customers, among them more a crucial market for the group,” and more innovative start-ups, ap- points out Mr. Schockhoven. “Our preciate the company’s customer- subsidiary in Warsaw now has driven philosophy, flexibility, great seven employees focusing on food responsiveness – and its excellent ingredients and its own application taste. lab. Regional labs play an impor- tant role in launching products that capture the spirit of the times. With one lab in Germany, one in Poland 6 6 2 6 7 4 8 0 2 # k c o t S e b o d A © 5 www.european-business.com European Business Listicles A Listicle is an article published as a visually appealing list. European Business publishes Listicles to help our audience cope with the challenges of their private and professional life. more... N A E P O R U E business
Interview with Marcel Joosten, Managing Director of Jobeco B.V. Quality food is for everyone While Chinese businesses are slowly but surely invading the African market – a young, dynamic market with growing potential, Eu- ropean companies are in danger of missing their chance. Few of them seem to realize that emerging African countries belong to the markets of the future. Jobeco B.V. in the Netherlands is definitely one of the few that have taken notice. The Dutch enterprise has its eyes on the African market, offering qual- ity food products at affordable prices. Em- phasizing their belief in everyone’s right for quality food, they aim to counteract the mass exploitation that is currently taking place throughout the continent. The team at the top: Jobeco is being led in the right direction by young Managing Directors John Shelley and Marcel Joosten Growth and development are ing against this wave of producing possible quality at the lowest pos- products around the globe for important for both businesses and supplying low-quality food sible cost. and individuals. For Jobeco B.V., products to Africa, Jobeco B.V are nearly 40 years. However, Jobeco Food, the company’s current focus growth is only a success when saying no to exploitation and yes to Established in 1981, the Jobeco and ambitious business concept achieved together with its partners growth, by supplying the highest Group has been supplying FMCG is quite new. “Travelling in Nigeria and consumers. The opposite – growth at the expense of people or the environment – is exploitation. Sadly exploitation is commonplace in the food industry throughout the continent, due to lenient legislation and high price-sensitivity. By go- The entrepreneurs want to make quality food products more accessible and affordable throughout Africa. Jobeco Food are pricing at the low-end of the market while offering a better product, hence their slogan ‘Quality Is For Everyone’. MJ’s cheese-flavoured crackers and honey and chocolate spreads: Just some exam- ples from a whole range of delicious, premium-quality products at favourable prices N A E P O R U E business last year, we discovered that there was a tremendous price difference between low and high-quality food products,” says Marcel Joosten, Managing Director of Jobeco B.V. “Compared to a difference of around 50% in Europe, in Nigeria this price differential goes up to 300%. Bearing in mind the coun- try is far more price sensitive than Europe, only a very low percentage of people have access to quality products. This is where we saw the chance for a new business model.” The idea was to establish joint ven- tures and develop premium-quality products for the West African mar- ket at an affordable price. “We gave up some of our profit margin and based our concept on volume www.european-business.com 6
production,” explains Mr. Joosten. aged products, for example may- use-by date. Products imported “We have six brands today, three onnaise, vinegar, crackers, sauces, from China tend to contain many of which are already active.” ketchup, jam, baking powder and chemical additives or preservatives many more. Armano covers the that impair their quality. Jobeco Jobeco has its headquarters in delightful world of coffee, cappuc- cooperates with distributors and Dubai, a logistics center in the cino, coffee mixes, hot chocolate, importers who appreciate its high Netherlands and distribution in coffee creamers and cookies, while and dependable quality. At the a number of countries includ- Chocito’s stands for cereals, choc- same time, they need to agree with ing Nigeria. The entrepreneurs olate spreads, confectionary and the company’s concept of reason- head a team of 44 employees instant cocoa. Two other brands able selling prices. “It is important who contribute their expertise to are being prepared for market to remember that African markets the company’s successful perfor- entry at present: Jojo for delicious are different,” adds the Managing mance. Production takes place fruit juices and Jovita for vitamins Director. “In Nigeria for example, in the framework of different joint ventures, some in Dubai and some in Europe. “Our aim is to establish brands in premium quality, based on intensive market research,” em- phasizes Mr. Joosten. “Focusing on the young generation is another Our aim is to establish brands in premium quality, based on intensive market research. only 20% of all goods are sold in conventional supermarkets, 80% on the open market. We control the cooling chain and regularly check the selling prices.” Looking ahead, Jobeco is plan- important aspect of our distribution and food supplements. ning to intensify distribution in strategy. After all, 70% of Nigeria’s Nigeria remains Jobeco’s main cooperation with competent part- population are under 30. We will market. “It is Africa’s fastest-grow- ners and spread geographically. Jobeco B.V Veldweg 41 6075 Herkenbosch The Netherlands +31 475 537100 +31 475 530053 info@jobecofood.com www.jobecofood.com try to adapt to the needs of young ing market and it has the largest “Participation in fairs such as the make us more independent from people with modern technology, population,” says Mr. Joosten. “We Food West Africa or the Gulf Food taxes and import duties. In the for example with a QR code you have operations in a total of ten Af- Dubai is an important opportunity long run, we are planning to set pick up with your mobile for an rican and six Middle Eastern coun- to present our successful concept, up our own production facilities animation that is both playful and tries today.” In the face of growing our premium-quality brands and in Africa – another step towards educational.” competition, it is Jobeco’s concept establish new contacts,” sums up securing cost-efficiency, moving of quality at an affordable price Mr. Joosten. “In 2021 we intend to more of the value chain to Africa The choice of products offered by that prevails. Many other foodstuffs establish our own filling station for and proving our motto that ‘Quality Jobeco is continuously adapted shipped to Africa are close to the bulk goods, probably in Ghana, to is for Everyone’.“ to market requirements and con- sumer preferences. “We cooper- ate closely with our distribution partners,” points out Mr. Joosten. “First we consult market analyses to find out which products are particularly popular. Then we keep adapting them, which may go as far as integrating local spices and developing products specifically for a region or market.” MJ’s is the company’s most important brand at present and represents a whole range of non-perishable and pack- 7 www.european-business.com Coffee mix 2-in-1 and cappuccino from the delightful Armano world of coffee, and juices of the company’s own Jojo brand N A E P O R U E business
Interview with Francesco Corsi, Managing Director of PRINZ Beverage & Food S.R.L. New generation, new direction Many family enterprises pride themselves on their long history and their ability to switch seamlessly from one generation to the next, so that customers barely notice the change. Others take the opportunity of a new generation joining the firm to make sweeping changes. PRINZ Beverage & Food S.R.L. in Italy is a perfect example of the latter approach. When Francesco Corsi took over the reigns from his father, he made far-reaching decisions that transformed the company and created a young and go-ahead organization that is well-pre- pared and ready to meet the challenges of the 21st century. PRINZ Beverage & Food is located in Campi Bisenzio in the heart of Tuscany, where it supplies exclusive drink and food products to the region’s horeca sector Advanced technology: The company’s warehouse and logistics are fully automated with voice-programme control Francesco Corsi spent five years developing a new portfolio of ex- generation change in every aspect extended the range of soft bever- working alongside his father in the clusive products which would dif- of the company, which has created ages and food; from the beginning firm that Mr. Corsi senior founded ferentiate PRINZ from the compe- tremendous energy and complete- of 2019, two new staff members in 1979, before taking over as tition; and thirdly, he extended the ly transformed our service and ap- will concentrate solely on the sale Managing Director in 2006. He im- training and education programme proach,” Mr. Corsi underlines. of food products. One characteris- mediately adopted three new strat- egies which would transform the company from a solid, reliable sup- plier of beer and food to the horeca sector in Tuscany, to a dynamic or- ganization that helps its customers make a real difference in their own There has been a generation change in every aspect of the company, which has created tremendous energy and com- pletely transformed our service and approach. tic is central to the whole product palette. “The horeca sector is increasingly driven by specializa- tion,” explains Mr. Corsi. “When customers go to a restaurant or bistro, they want to experience something new, such as products businesses. Firstly, he recruited to include customers. Today, the While Mr. Corsi’s father focused that they won’t find in a super- young and enthusiastic employees, staff are mostly aged between 25 exclusively on the supply of beer, market. Establishment owners and set up a comprehensive inter- and 40 – Mr. Corsi himself is just Francesco Corsi has broadened must therefore offer their guests nal training programme to gener- 38, and the new product range, PRINZ’s drinks range to include something special, that is not an ate engagement and a real passion launched in 2008, has proved a wines and spirits, and a much wid- everyday experience. That is how for the work. Secondly, he began huge success. “There has been a er selection of beer. He has also we position our product portfolio.” N A E P O R U E business www.european-business.com 8
PRINZ Beverage & Food S.R.L. Via del Platani, loc. San Donnino 5013 Campi Bisenzio (FI) Italy +39 055 89422 +39 055 8942270 info@prinzsrl.it www.prinzsrl.it New generation, new strategy; Mr. Corsi has extended PRINZ’s product range to in- clude wines, spirits and exclusive products for a unique customer experience While the exclusivity of the prod- have set up an internal technical launching a new app for our tech- beyond,” he reveals. “To achieve uct range has had a very positive department which specializes in nical area.” impact on PRINZ’s business – in beer tender systems. Technology this, we will maintain our strategy of supplying exclusive beer, wines, recent years the company has and digitalization are very impor- PRINZ is now the market leader in spirits and food, and will broaden achieved a 15% annual growth tant to us, and we invest heavily Tuscany, and Mr. Corsi has ambi- our product portfolio still further. rate – it is not the only factor that has contributed to its considerable success. Service is another area where Mr. Corsi has implemented significant change. “PRINZ deliv- ers six days per week, usually with- in twelve hours of receipt of order,” Our young and enthusiastic staff are a guarantee for the future of the company; we will grow together. Of course, we will continue to train and develop our staff, and we are always seeking new people who have a passion for this job. Person- ally, I love working in this sector; it’s fun, and you can create and try out so many new things. The he says. “We have also introduced in this area. This year, we have tions to grow the firm beyond its generation change at PRINZ has customer training relating to wine, introduced an app for customers, home region. “We cover the whole been successfully completed in beer and menus. In addition, un- which has been very popular and of Tuscany, and we now want to every area, and the company is like our competitors who generally enables us to communicate with extend our activities, initially to ready and organized for the next depend on external suppliers, we them quickly. In 2019, we will be neighbouring regions, and then 20 years.” Ahead of the competition: PRINZ prides itself on its internal technical department which specializes in beer tender technology Beer still makes up 50% of the company’s 32 million EUR annual turnover, but the other product segments are growing fast 9 www.european-business.com N A E P O R U E business
Interview with Lars Bogs, General Director of KAV America Europe Hitting the sweet spot Chai is a traditional Indian, sweetly spiced, milky tea that has exploded in popularity amongst western consumers in recent years. Recipes vary, which is part of its appeal, but the instant chai latte powders produced and distributed by KAV America Europe have clearly hit the sweet spot. The company’s Chai Latte East Indian Spice was recently bestowed two gold stars in the Superior Taste Award 2019 from the International Taste Institute in Brussels. That a drink can convey such pleasure with so little effort amounts almost to heresy in these days of painstakingly crafted, bar- rista-poured coffee. By contrast, KAV America Europe’s instant chai drinks are made in seconds but guarantee lasting refreshment. Milky, sweet and spicy, there is an immediate sense of relaxation at the first sip of its classic East Indi- an Spice Chai Latte that doubtless persuaded the jury at the Interna- tional Taste Institute in Brussels to single it out for particular praise. “We are very proud to receive this award,” says General Director Lars General Director Lars Bogs holding the award- winning Chai Latte East Indian Spice and the Superior Taste Award expand into high-potential mar- kets such as Germany, Italy and France. Its presence at this year’s Anuga is as much about finding new distributors in these markets as it is about raising brand aware- ness. “We are actively looking to recruit new agents and distributors and are looking forward to making some useful contacts at this year’s Anuga,” says Mr. Bogs. “We also have some exciting product devel- opments in the pipeline.” Amongst them are a new matcha chai fla- vour and vegan cocoa. New pack- aging forms are also important for the future such as stick sachets Bogs. “It is yet further confirma- ganic Spice. “We also make instant company’s origins but may change for the hospitality sector and other tion that our products hit the sweet cocoa drinks, iced coffee and in the future. “At the moment, it single cup packaging options that spot.” smoothies, but chai drinks seem to is more cost-effective to produce meet the current zeitgeist. Anyone who would like to get to moment,” notes Mr. Bogs. “Issues “However, we are currently target- have really hit the zeitgeist at the in America,” confirms Mr. Bogs. know KAV America Europe’s chai products and the people behind them is welcome to visit the com- pany’s stand at the upcoming Anuga trade fair for the food and beverage industry in Cologne at the We are actively looking to recruit new agents and distributors and are looking to making some useful contacts at the Anuga. beginning of October. In addition of sustainability and organic pro- ing significant expansion in the to its award-winning East Indian duction are on-trend boxes that we European market so that as sales Spice Chai Latte, the company will also tick.” be presenting other chai products volumes rise, we may consider setting up a production unit here.” from a range that includes flavours At present, all of the company’s The company’s instant drinks such as Tahitian Vanilla, Rooibos, products are imported from Amer- have long been a hit in its native Rich Spice, Green Tea and Or- ica. This is a hang-over from the Denmark, but it is now looking to N A E P O R U E business Read this article online webcode: 7434 KAV America Europe Aa. Louis-Hansens Allē 2 3060 Espergærde Denmark +45 49 223594 lars.bogs@kavamerica.com www.kavamerica.com www.european-business.com 10
Interview with Judith Faller-Moog, Managing Director of Ölmühle Moog GmbH Why passion can make a difference There are organic farmers who operate their business only half-heartedly to make a quick profit. Others put their whole heart into it to establish organic farming as the only ‘natural’ method of agriculture. The edible oil producer Ölmühle Moog GmbH definitely belongs to the latter group. The company is currently introducing a new brand named after the company’s founder (in 1984). Ölmühle Moog has been making premium-quality culinary oils un- der the brand name Bio Planète since 1984. Originally established in southwestern France, near Carcassonne, the company is known as the first organic oil mill in Europe. “I took over the mill from my father, Franz J. Moog, and had been living in France until 2004 when I returned to Germany to set up a branch operation in Saxony,” explains Managing Director Judith Targeted at nutrition-conscious consumers, the new brand line Franz & Co. will be presented at this year’s ANUGA in October Faller-Moog. The first product pro- Faller-Moog who is genuinely pas- produce. Franz & Co. will offer 17 duced by the medium-sized enter- sionate about the topic. “Organic oils in the beginning which will prise 35 years ago was sunflower farming is the only form of agricul- be marketed through quality-con- oil. Today, it offers more than 70 ture we will be talking about in 20 scious, organically oriented super- “We are just getting started but in first-class, organic edible oils, years’ time.” Ölmühle Moog wants markets. More and more people the near future we want to firmly ranging from classic oils for every- as many people as possible to ben- want to know where the products establish ourselves in quality-ori- day cooking to gourmet oils for cu- efit from naturally grown food. This they buy come from and how they ented food retailing. We want to be linary delicatessen and vitality oils for health-conscious diets through to certified Demeter oils. “Edible oils are relevant for both healthy nutrition and culinary pleasure and Organic farming is the only form of agriculture we will be talking about in 20 years’ time. should be given more importance is why the company is now launch- have been produced, particularly in every kitchen,” states Ms. Faller- ing a second brand line, Franz with respect to food.” Franz & Moog. & Co., to address a larger target Co.’s new brand portfolio will be in- group. “Oils from Bio Planète troduced this October at Cologne’s Ölmühle Moog is an oil producing are only available in natural food ANUGA, the world’s largest trade business that is truly concerned stores,” explains Ms. Faller-Moog. fair for the food and beverages about sustainable agriculture and “This will remain like this because industry. Another Ölmühle novelty organic farming. “Organic cultiva- it reflects the distribution structure is the Oil bar, a self-service filling tion methods and biodiversity are we stand for: long-term partner- unit for supermarkets and retailers really important to us,” says Ms. ships and high-quality, organic specialized in unpacked produce. 11 www.european-business.com where nutrition-conscious people are having a pleasurable shopping experience.” Read this article online webcode: 7934 Ölmühle Moog GmbH Klappendorf 2 01623 Lommatzsch Germany +49 35241 82080 +49 35241 820829 kontakt@bioplanete.com www.bioplanete.com N A E P O R U E business
Mozzarella – the mild-mannered superhero amongst cheeses Soft, creamy and pleasantly acidic, mozzarella may not pack the pungency of a long-matured hard cheese like parmesan, but its versatility has made it a central ingredient in many clas- sic Italian dishes. Its melting elasticity is integral to the texture of pizza while its creamy softness contrasts perfectly with the acidic bite of tomatoes in insalata caprese. The most prized mozzarella is DOP Mozzarella di Bufala Campana made from buffalo milk produced in the province of Latina. One of the biggest producers of buffalo mozzarella is Francia Latticini S.p.A., a family-owned company specializing in a wide range of dairy products, all of which are made with respect for tradition, the environment and social responsibility. Mozzarella di Bufala Campana is a Protected Designation of Origin cheese that may only be produced from the milk of the Italian Medi- terranean buffalo in select loca- tions in the regions of Campania, Mozzarella is made from just four ingredients – pasteurized buffalo milk, ‘sieroinnesto naturale’ (natural lactive cultures), salt and rennet in accordance with traditional production methods. becomes suitable for grating, for example as a pizza topping, and also has an extended shelf life. Our grated Mozzarella Macinata and Filone di Mozzarella logs are per- fect for this purpose.” Lazio, Apulia and Molise. “Our rennet in accordance with tradi- a surprise. “Mozzarella keeps its Mozzarella di Bufala Campana has tional production methods.” freshness if it is immersed in brine Francia packages its different a unique taste and flavour and is and is therefore sold in plastic tubs shapes and forms of mozzarella in one of Francia‘s most exclusive Besides buffalo mozzarella, Fran- or vacuum-sealed bags with the an equally varied range of pack- and delicious products,” says CEO cia also produces mozzarella made immersing liquid,” explains Mr. aging sizes and forms to allow Massimo Panagia. “It is made from from cow’s milk. For those only Panagia. “Once opened, the moz- customers maximum flexibility. just four ingredients – pasteurized familiar with the traditional balls zarella should be consumed within “We are very responsive to cus- buffalo milk, ‘sieroinnesto naturale’ in brine form, the variety inherent a day or two at the most. However, tomer trends,” notes Mr. Panagia. (natural lactive cultures), salt and in Francia’s range will come as by dehydrating it, the product “Even a traditional product like N A E P O R U E business www.european-business.com 12
Interview with Massimo Panagia, Chief Executive Officer of Francia Latticini S.p.A. Francia Latticini S.p.A. Via Argine Amaseno 04010 Sonnino (LT) Italy +39 0773 94961 +39 0773 947393 info@francialatticini.com www.francialatticini.com mozzarella cheese can move with history. Founded in 1935, its insists Mr. Panagia. “Purchasing the times and convenience is a development is typical for Italian habits are changing. There is a key purchasing driver.” Equally, family companies of the time. It trend towards local and regional customer trends such as healthy started with milk transportation produce and small, artisanal shops eating are having an effect. “We and continued with milk transfor- are being rediscovered by con- by digital and social media into have added organic products to mation. Later came consolidation sumers. People who shop in these account. the range and even have a lactose- and industrialization. Today, the places want high quality, authentic free range of products in response company employs 250 people and products like our DOP buffalo These efforts are in part being to increased awareness of dietary generates turnover of 100 million mozzarella rather than a mass-pro- aimed at increasing export sales. problems like lactose intolerance,” EUR. A year ago, Mr. Panagia was duced generic cheese.” Reaching “Our main export market is of says Mr. Panagia. “We respect the markets we serve by ensuring our products boast the highest levels of authenticity and quality.” The focus on quality begins with We respect the markets we serve by ensuring our products boast the highest levels of authenticity and quality. course Europe, but we also sell well in markets as far afield as Japan, Australia and the USA,” says Mr. Panagia. “Exports cur- rently account for 15% of sales but could be higher. That is just one the arrival of the milk that makes appointed CEO, the first person this sophisticated audience means of our goals for the future.” This is up the core ingredient of the entire outside of the Francia family to supplementing Francia’s traditional just part of Mr. Panagia’s ongoing product range. “The milk in every hold the position. “The company mass media advertising channels brief to turn Francia Latticini from tanker is tested at the docking door had hit a stage in its evolution in with an innovative approach that a family company into an industrial before it is offloaded,” assures Mr. which it needed to bring in help also takes the possibilities offered group.” Panagia. “Only milk that meets our from outside to allow it to grow,” requirements is accepted.” Equally Mr. Panagia explains. “It was clear important to Francia is respect to me that what was urgently re- for the environment. “We were quired was a reorganization of the one of the first companies to build company management structure. our own biomass power plant to With the simultaneous introduction facilitate the disposal of the whey of a new industrial plan, the com- by-product,” says Mr. Panagia. pany is now leaner and better able “At present, we generate 70% to face the challenges of the next of our energy requirements from five years.” the plant. In the next three years, we want to increase that figure to Mr. Panagia’s vision for the compa- 100%.” ny is linked to its ability to respond to the needs of the market. “In all This innovative spirit threads its that we do, we must target our ac- way throughout the company tivities to what the market needs,” 13 www.european-business.com The DOP designated Moz- zarella di Bufala Campana is the jewel in the Francia range and is made from buffalo milk N A E P O R U E business
Interview with Fabio Cussigh, Sales Director at VDS Rail Srl Reliable connections A train communication network is the infrastructure that enables the exchange of informa- tion throughout the train. Over time, ethernet bus technology has gained more and more popularity and is increasingly used as an essential part of a train communication network as it provides larger bandwidth and more flexible networks. VDS Rail Srl is a much sought-after partner when it comes to reliable and innovative on-board networking ethernet devices. VDS Rail has become synonymous with state-of-the-art train ethernet backbone devices for on-board ap- plications that reliably work under harsh conditions and comply with important international standards. The portfolio includes Network- ing apparatus such as Ethernet Switches and Routers together with LCD monitors and Panel PCs for the main market players. The company was founded in 1979 in Florence and has constantly grown with market needs. “Back in our early days, VDS concentrated on Video Display Systems,” sums up Fabio Cussigh. “20 years ago, the focus was shifted towards the rail sector – which is what we concen- trate on these days.” Today, with a headcount of 26 employees, VDS develops and produces on-board networking ethernet devices such as backbone routers and train switches that are specifically designed for network applications in rolling-stock environment. “Our products need to be extremely reliable and robust as they operate under harsh environ- mental conditions,” states Mr. Cus- sigh. “They must be fire-resistant and able to withstand high tem- peratures and extreme vibrations. Last but not least, we deal with strict regulations and standards; products 15 www.european-business.com VDS Rail – leading supplier of on-board networking ethernet devices based in Sesto Fiorentino Backbone routers – core products mirroring fundamental technological knowledge Fairs such as Berlin’s Innotrans and congresses are regularly visited by VDS Rail We consider ourselves as a solution-provider and react immediately. need to comply with EU standards such as ISO 9001 and IRIS. How- ever, our success is not only driven by advanced products but by a customer-focused approach. We always try to understand customer needs and work out solutions within a short time. It is crucial to react immediately. At the end of the day, this understanding is what makes us stand out.” Thanks to its commitment, VDS Rail has become an important international market player. 60% of sales are made up by exports to Spain, Germany, Switzerland and Poland. Now, the company is keen to further strengthen its position – a realistic goal. “The train industry has constantly grown over the last years,” says Mr. Cussigh. “For en- vironmental reasons, rail transports have increased all over Europe. We clearly benefit from this boom and are thrilled to take up new network- ing challenges.” VDS Rail Srl Via Arno 23-25 50019 Sesto Fiorentino (FI) Italy +39 055 7350210 +39 055 754673 sales@vdsrail.com www.vds-it.com N A E P O R U E business
Interview with Andres Kangur, Group Marketing Director at Thermory AS The beauty of durable wood and eco-friendliness For decades, science has been in awe of woods as vibrant communities, in which trees and other species interact in various ways and older trees nurture younger ones to support their growth. As these insights lead to more responsible forestry and many people recognize wood as a renewable building material, the question arises how sustainable the next step can be. How can we make sure that wood will endure weather conditions for a long time, and how can we do this in an eco-friendly way? Thermory AS from Estonia has the answer and offers strikingly beautiful and durable ash and pine timber that will last for over 20 years. Thermal modification technology durability to their timber. In 2018 it world. Some 95% of its turnover tion companies. “Developing a is an eco-friendly way to make merged with the other major player is realized outside of Estonia. The well-trained network of licenced wood durable since only heat and in the thermowood sector under company sells its products to dis- installers is our target. For exam- steam are used; no chemicals and the brand Thermory to create the tributors and directly to clients. It ple we have developed an easy no plastic composites. “It requires leading player in this field. With a distinguishes three customer seg- press-and-click system (PaCS), a lot of experience to keep the turnover of 70 million EUR, Ther- ments. The first segment includes that significantly reduces the time wood stable in this process,” says mory is now the largest company architects and designers; those it takes to install cladding materials Andres Kangur, Group Marketing in its market. “On a global scale it who decide what a building or – a much appreciated innovation Director at Thermory AS. “We mas- is a niche market, but our custom- built area will look like and decide by construction companies,” notes tered this technology and secure ers are interested in sustainable on the choice of materials. The Mr. Kangur. He adds that Ther- a high quality wood with a product technologies and are prepared to second segment are their clients, mory’s aim is to enhance people’s life of 20 to 25 years; that is with- pay for performance,” Mr. Kangur including real estate developers. environment, because more and out any special treatment, so it is a adds. The third segment are the parties more people are living in urban low-maintenance product.” who install the Thermory products: areas and are separated from Thermory has 550 employees, the contractors and construc- nature. Having wood in their living Thermory originated in 1997 as a three factories and two sawmills lo- trading company, but its manage- cated in Estonia and Finland. The ment soon realized the potential largest sales team is located in the inherent in investing in sustainable US, but the company has clients technology to add more value and in over 50 countries around the Our wood is only treated with heat and steam, without any chemicals applied in the process, and is therefore both eco- logical and durable, with product life of 20 to 25 years. Thermally modified ash makes a stunning decking for this school in Denmark Thermory Ash decking at the ZEB pilot house in Norway, which won the WAN Sustainable Building Award 2015 Thermory Pine was used at the Taramea Climate House in New Zealand N A E P O R U E business www.european-business.com 16
Eco-retreat in Austin, Texas: Thermory Drift clad- ding fit the bill for this Yoki Treehouse perfectly Thermory guarantees a high quality end result: an Auroom sauna installed in a spa in Stuttgart, Germany Thermory Ash cladding was used in Shanghai for the largest Disney flagship store in the world space is a beautiful way to bring nature closer to them. “We want to support people’s wellbeing with As more people are living separated from nature in urban environments, having wood in their interior and exterior living space is a beautiful way to bring nature closer our products.” second warehouse there. We try to learn from our operations in the US and extend those outcomes in oth- er continents.” Thermory products “Our factories are built modularly, port the export of its products. are also suited to the high temper- Looking at the portfolio of strikingly so our production is very flexible.” Thermory is the market leader in atures in areas like the Middle East beautiful projects that have been sauna materials in Finland, in a and Africa. He concludes: “This realized, it seems Thermory has As some people just want the large market with a long tradition, beautiful company is growing fast definitely reached that goal. Its beauty of natural wood, and others as Finland is the birthplace of and has global ambitions. I have thermally modified timber is used prefer a creative design, Thermory sauna tradition. The company also worked for multinationals before for cladding and wall panelling, for also developed special finishings developed the innovative concept- and lived abroad for 20 years, and both interior and exterior decking, to suit market trends. Examples sauna brand Auroom, a modular it is great to apply this experience and is perfect for use in saunas. are “Ignite”, a reproduction of concept that can easily be adapted here. We are building a strong The raw materials like pine and aesthetically burnt wood used in to private homes, spas, and fitness brand to accelerate our growth and ash are selected very carefully to a Japanese tradition, and “Drift”, or wellness areas. “In the wellness increase our client base.” ensure the highest quality, in long- that recalls the old and exposed and sauna sector, the Scandina- standing relations with suppliers in wood of an old farmhouse. vian countries are important mar- Europe, North America and Asia. kets for us, and we want to expand “We offer many different profiles to As for marketing, Thermory has a our activities in Germany, Austria, match the preferences of markets strong sales team and distributor Switzerland and France; we see a and customers, as well as custom- network, and will invest more in lot of potential in hotels and spa ized profiles,” says Mr. Kangur. digital strategies as well to sup- facilities,” Mr. Kangur explains. Thermory AS Peterburi tee 44/2 11415 Tallinn Estonia +372 606 2903 +372 606 2901 “As for cladding and decking, the US market is our main focus now; info@thermory.com www.thermory.com we just opened a third office and a www.auroomwellness.com Thermory Benchmark Pine cladding, decking and roofing contrib- ute to sheer beauty at The Waterfront in Stavanger, Norway 17 www.european-business.com N A E P O R U E business
Interview with Tomáš Rottenberg, Sales Director at STROS – Sedlčanské strojírny, a.s. Rising to the top in a vertical world The world is growing tall. As suitably sized building plots become scarce, skyscrapers are springing up around the globe to meet the housing needs of the growing population and the space requirements of expanding businesses. Their construction, however, presents major challenges. How do you lift heavy building materials to the top of a 300 m building? Czech company STROS – Sedlčanské strojírny, a.s. has the answer. The company specializes in temporary and permanent external lifting solutions to suit a multitude of situations. Founded in 1960 and a subsidi- bile lifts, elevators with particularly STROS’s construction hoists are duces single material hoists with ary of PNP in Prague, STROS has large cabins or designed to func- used during building works. Its load capacities of up to 3,275 kg accumulated almost 60 years of tion on a curved wall, explosion- solutions include models which and lifting heights of over 350 m, experience and know-how in the proof lifts, battery and inverted can lift up to 3,200 kg, and offer a twinmast single hoist (recently sup- manufacture of elevators, con- elevators for use in underground safe and highly efficient means of plied with a 6,700 kg load capac- struction hoists and other solutions shafts. The company’s elevators transporting people and materials ity) as well as suspended platforms for a wide variety of applications. are installed on power and cement on a construction site. Standard in lengths of up to 12 m which can The company’s elevators are de- plants, refineries and in mines – as well as customized models are bear loads of up to 1,140 kg and signed as permanent installations anywhere where it is necessary to available to ensure the hoist meets are used in building maintenance and are used to transport people transport people and equipment the exact needs of each particular and repair work, and electrically and materials on the outside of a upwards or even downwards over situation. driven mobile work platforms and building. The range of lifts includes long distances – sometimes over mast climbers. industrial elevators, some of which 300 m in height or depth. In addition to elevators and con- “All our products are robust, rigid are developed for use in harsh environments, where abrasive, hazardous and corrosive materials are transported, as well as special and atypical elevators such as mo- struction hoists, STROS also pro- and stable, and boast an extensive All our products are robust, rigid and stable. They are designed specifically for heavy-duty use. lifespan,” underlines Sales Direc- tor Tomáš Rottenberg. “They are designed specifically for heavy- duty use, and in particular, for the Cities growing vertically: Toronto in Canada is one of those cities where space is at a premium. The solution? Skyscrapers A panoramic view: Construction hoists can reach heights of over 350 m N A E P O R U E business www.european-business.com 18
Permanent elevators are installed to transport people and heavy goods STROS is headquartered in Sedlčany in the Czech Republic, and serves clients around the world transportation of heavy materials. Indeed, the company is active the company will attend a building There is a lot of competition in the around the globe, with customers exhibition in Las Vegas. market for hoists which lift up to – rental companies, construction 2,000 kg, but for those with load concerns, and industrial plants – Mr. Rottenberg joined STROS in capacities of over 2,000 kg, we in Europe, Russia, Australia, and 2017 after working in the petro- are one of the top players in the North America where the North chemical industry for a number of world.” American Space Agency (NASA) years. “This is a very dynamic sec- In big cities, the only way to meet the demand for residential properties is to build upwards. numbers among its clients. “Sales tor,” he says. “Sales volumes are of hoists and elevators for heavy- constantly increasing, which is in- duty use are growing exponen- credibly motivating. Stability across tially,” notes Mr. Rottenberg. “The the company as a whole is now population is growing, resulting our immediate aim. This entails in a prolific number of building a continued growth in sales while projects. In big cities, which are improving our products to ensure already very concentrated, the they are competitive and comfort- only way to meet the demand for able to use.” residential properties is to build upwards. Wealthy countries, in particular in Asia, are investing in high-rises, and that is where our products are really in demand. The city of Hanoi is currently planning a huge project – a mega smart city. We are hoping to be a part of this, and we are also targeting regions and countries which have an open economy and are willing to invest. To raise awareness of its products, STROS exhibits at numerous trade fairs; this year it attended the BAUMA in Munich, and in 2020 STROS – Sedlčanské strojírny, a.s. Strojírenská 791 26401 Sedlčany Czech Republic +420 318 842111 +420 318 821230 info@stros.cz www.stros.cz Skyscraper central, New York: A con- struction hoist in the big apple 19 www.european-business.com N A E P O R U E business
Interview with Waldemar Wasiluk, Vice President of Victoria Dom S.A. Real estate with a vision Developing houses that are welcomed by their owners is relatively easy in the higher end of the market. Achieving this for the average citizen by developing well-designed apartments that allow for several functions and increase in value over time is an art in itself. Victoria Dom S.A. is a Polish family- owned project developer with a clear vision of residential development. The company is currently active in Warsaw and Berlin. With sales exceeding 1,000 apartments per year, the future is looking bright for this lean and profitable organisation. Victoria Dom S.A is headquartered in Warsaw. The Viva Garden in the northern area of Warsaw embraces several modern apart- ment buildings We are specialists in affordable real estate. Our goal is to enable people to buy properties, and we sell good value for money. “Our mission is to improve our business had picked up again. At “We are specialists in affordable we build in an affordable way and clients’ quality of life,” states Wal- the time, Victoria Dom was restruc- real estate that the average Polish sell good value for money.” Most demar Wasiluk, Vice President tured to allow further growth in Po- or German customer can buy,” Mr. people buy a smaller apartment of Victoria Dom S.A. since 2013. land and expansion abroad as well. Wasiluk observes. “Our primary as their first home, to move to a The company was founded by In the last six to seven years, the goal is to enable people to buy a larger one later on. Clients of Vic- the Jasiński family in 1998. “We firm has grown constantly. From property of their own. This means toria Dom are investors who buy still have the same shareholders, 2015 on, it added bigger projects and we have been active quite with 600 to 700 apartments to its succesfully in the development of portfolio. One year later, the com- residential real estate for over 20 pany also opened a branch office years now.” With several projects in Germany, and it has several in Warsaw, Victoria Dom soon be- residential projects in Berlin now. came one of the largest developers in single-family houses. Eleven A true milestone was reached in 2018: the year that saw the 20th years ago, the company expanded anniversary of Victoria Dom, but into multiresident developments also the first year in which the as well, which gained a lot of mo- number of properties sold in one mentum. The financial crisis of year exceeded 1,000. In 2019, the 2008 affected the company up to company expects to sell 1,600 to and including 2011, but by 2013, 1,700 apartments. N A E P O R U E business Street view of the Prenzlauer Berg project in Berlin, which is already fully sold out www.european-business.com 20
In Poland we rank among the top five developers, and we are the second-largest project developer in Warsaw. apartment buildings and first-time Victoria Dom current has five pro- buyers who will actually live in the jects in Berlin: one in Prenzlauer apartment they buy, including peo- Berg, which is already completely ple from younger generations – the sold out, three in Weissensee and average Polish or German con- one in Lichtenberg. “As we are sumer who can afford a modest relatively new in the Berlin market, mortgage. Victoria Dom is famous our projects there are smaller in for its well-designed solutions, of- size than the projects we complete fering many living functions even in Poland,” the Vice President in a small apartment. This means notes. “In Poland we rank among the apartments are made to live the top five developers, and we in for a long time, which is great are the second-largest company since moving house is quite ex- in our sector in Warsaw.” The pensive in this day and age. At the company’s main focus is still on same time, their value increases Poland. Aside from the capital, the over the years. “Real estate is be- company would like to expand into coming ever-more expensive, and other major Polish cities as well. most people cannot afford a large Even so, the projects in Berlin are apartment,” Mr. Wasiluk adds. “So quite promising, and expansion in we envisioned extremely efficient Germany is definitely another goal floor plans.” He also observes that for the near future. As a newcomer The Mieszko projects in Warsaw are very well connected to public transport and other facilities although large windows can be in the market, this requires strong projects. The company has a lean Dom has been investing millions quite nice, they also allow others to determination because it can be structure with just 70 people, in buying quality land for new look inside your home. As people extra difficult to secure the right with another few thousand people projects. Mr. Wasiluk concludes: value privacy, the exterior designs locations. As Mr. Wasiluk observes, involved in the construction of its “Our vision is to continue deliver- of the residential properties are company growth in real estate is residential buildings. Victoria Dom ing good value for money. We are rather traditional. always about developing the right has sales offices at the properties a family business with a long-term and uses online portals and Google strategy. We aim to expand, as well as the dominating marketing plat- as keep our friendly, transparent form to lead traffic to its website, organization and culture.” which offers extensive information about its current and past projects. The Vice President indicates that the company is closely following how the economy will perform in the coming years. Residential real estate is all about good jobs and good payment since people need security to invest a lot of money and take out a mortgage. Victoria Victoria Dom S.A. ul. Kąty Grodziskie 105 03-289 Warsaw Poland +48 22 7416262 +48 22 7416353 sekretariat@victoriadom.pl www.victoriadom.pl www.victoriadomholding.com N A E P O R U E business The top-floor apartment of Victoria Dom’s Prenzlauer Berg project in Berlin 21 www.european-business.com
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