Feed Planet Magazine Issue-Sayı: 21 November/December - Kasım/Aralık 2019

INTERVIEW • RÖPORTAJ 62 FEED PLANET / NOVEMBER-DECEMBER 2019 • KASIM-ARALIK 2019 and to meet their needs in a more organized and orderly manner. In doing so, we aim to minimize costs in the an- nual expenditures of farmers and breeders and wastages and to be the solution partner of animal owners while in- creasing productivity and performance with optimum rec- ipes and reliable content. In other words, while the per- formance and productivity of animals are increased within a certain order, we contribute to the level of satisfaction of the breeders by increasing their profit share with lower- cost rations in total. Competition is one of the essential elements of the free market. What are the factors that differentiate Birsen Kimya from its competitors in the feed addi- tive market? When competition is mentioned, quality and price com- petition are the first to come to mind. However, I think that these alone are not enough. In order to have a say in the global market, your production line and software in your system must be up-to-date and compatible with world technologies and combined with after-sales tech- nical support for customers. In this way, the customer should be provided with all kinds of support both in terms of the product and animal welfare and feel satisfied. We have achieved success by making a clear difference to our competitors in fulfilling these concepts. This being the case, we observe that when you provide these and earn customer trust, the price issue remains in the second - even third - plan, particularly for overseas customers. The most difficult part of the trade is gaining customer trust, and once you have achieved that, the customer begins to focus on the total profit rather than the product unit price you have offered. In this way, possible price competition with similar firms is eliminated automatically. You are being recognized as a company that pri- oritizes exports. In which markets have you become established and which ones do you target? What are the challenges you face? Yes, essentially we are an export-based company and in foreign markets, we continue our commercial rela- tions with countries such as Iraq, Pakistan, Syria, Iran, Turkmenistan, Sudan, Cyprus, and Egypt actively. We are making plans to further improve this day by day. Al- though we are talking about the foreign market, due to fluctuations in foreign exchange markets and instability in exchange rates in most of the countries in our neigh- borhood; we are trying to proceed meticulously about customer selection and work policy. Because the goal here is to move hand in hand with stable customers. No sales should be made just for the sake of saying well I have achieved sales under the title of export. The fact that the bank and payment terms in the customer's country should be convenient and appropriate for us is one of the gereksinim duydukları bütün besin maddelerini bir arada ve ihtiyaçlarını karşılayacak düzeyde sağlamayı amaçlıyo- ruz. Bunu yaparken çiftçi ve yetiştiricinin yıllık harcama- larındaki bir takım masraf ve fireleri minimize etmeyi, op- timum koşullarda, elverişli formüller ve güvenilir içerik ile bir yandan verim ve performansı arttırırken diğer yandan hem hayvan, hem de hayvan sahiplerinin çözüm ortağı olmayı hedefliyoruz. Başka bir ifadeyle, hayvanların belirli bir düzen içerisinde, beslenmelerine bağlı performans ve verim artarken, yetiştiricilerin totalde daha düşük maliyetli rasyonlar ile kâr paylarını arttırıp, memnuniyet düzeylerine katkıda bulunuyoruz. Rekabet, piyasanın olmazsa olmaz unsurlarından biri. Yem katkısı piyasasında Birsen Kimya’yı rakiple- rinden ayıran faktörler nelerdir? Rekabet denince, akla ilk olarak kalite ve fiyat rekabeti gelir. Lakin ben bunların tek başına yeterli olmadığı ka- naatindeyim. Globalde söz sahibi olabilmeniz için üretim hattınızın ve sisteminizdeki yazılımların güncel ve dünya teknolojileri ile uyumlu olması ve müşteriler için satış son- rası teknik destek ile birleştirilmesi gerekmektedir. Öyle ki, müşterinin gerek ürün bakımından, gerekse hayvanın