To ensure the best quality and the highest value to our suppliers, we work with a number of specialists, like Jan Bakker a nutritionist and advisor to Duynie. He is experienced in the application of co-products on farms. Jan explores new markets and opportunities throughout Europe for the use of co-products in animal feed. We asked him to share his valuable knowledge and insights.
What are the benefits of using co-products?
"Valorizing co-products allows you to fully utilize an existing resource. This creates circular solutions for the food, beverage and biofuel industries and reduces the environmental impact of the final product. It also provides an additional source of income for the producer. For farmers - the customers in Duynie's view - we can provide economic and sustainable value through nutritious and low-carbon feed solutions sourced in their region.”
What does the European co-product market look like?
"I would say there is a split between northwestern Europe and the rest of the continent. The main difference is the type of crop. In northwestern Europe, there is a large supply of potato and sugar beet co-products. In the rest of Europe, to the east and south, the main processes that produce co-products are beer brewing, bioethanol production and starch production.”
How does Duynie expand to new markets?
"There is a growing demand for strategic partnerships for the circular valorization of wet co-products among the multinational food, beverage and biofuel producers. It usually starts with an opportunity - or request - from one of our suppliers. When we are asked to expand into a new country, we first analyze the current situation. The framework for a viable business case for co-product use is provided by the supplier's production site, logistical structures and potential demand from farmers in the area.”
Turning co-products into animal feed, how does that work?
"The most important step is to understand the situation of the customer, the farmer, and how a co-product can add value to their operation. Their day-to-day practice is leading. On site, we analyze current feed systems, rations and costs. We then determine the potential value that co-products can add to the farmer's operation. Knowledge and expertise in livestock nutrition is essential. You need to fully understand the rations to determine how much co-product can be added and how this will affect costs and results.”
A new market requires a team, where do you start?
"We build and use our (local) network to contact parties that work with livestock farmers. They connect us and from there we can expand our network. In a new market, we usually start with a sales manager that is familiar with the region. We train them in the Netherlands and complement their theoretical background with practical knowledge. An experienced Dutch sales manager will show them the ropes, and I will fill them in on the theory of rations and co-products. From there they start in the new country and slowly expand our network and activities. I support the new organization and staff both through visits and remotely.”
What allows Duynie to successfully expand into new markets?
"I would say our many years of experience in the feed and co-products business. For every step in the process, we have a colleague that knows the ins and outs, from the factory and logistics to the farm itself. And because we operate in more than 15 European countries, we know how European quality, tax and legal systems work. In addition, compared to local parties who tend to focus on the more practical aspects such as logistics, we offer broad market knowledge, nutritional expertise and knowledge of specific EU feed legislation and specific feed certification schemes.”
“Our current and new suppliers appreciate the value we provide through a full service co-product valorization with continuity. We always purchase the co-products and remove the co-products on time. This eliminates the risk of unplanned downtime and ensures full business continuity. Moreover, we provide sales to customers. Our scale allows us to optimize the value of the product and the logistics process, which we fully coordinate.”
What do you hope to achieve within the next five years?
“I hope that Duynie will be active throughout Europe with its feed businesses. This year we have started projects in 6 new countries: Greece, Bulgaria, Spain, Serbia, Croatia and Slovenia. In the coming years we will continue to expand our presence throughout Europe.”
