The interview is also available in Polish - click here!image


Hello Lukas! Tell us about yourself.

I have been associated with the dairy industry since 2008. I took my first steps in the export department of one of the largest Polish dairies. Then I worked in a Dutch trading company as a Business Developer. I have been working successfully at Foodcom S.A. for six years. For 3 years as a Partner, which has significantly changed the scope of duties, which now includes trade, development of new departments as well as leading and training of new employees.



What are your markets?

Currently, the area of my activity covers the markets of the former Eastern Bloc: Romania, Bulgaria and Hungary. I also deal with selected clients from the Netherlands, France and Belgium.



What are your markets characterized by?

Characterization of those markets, especially countries from the south-east of Europe, is very difficult and depends on macroeconomic factors. Main trends are determined by the level of the wealth of the average citizen's wallet. As we know in the current situation, it is mainly influenced by the prevailing Covid-19 pandemic. Liquid milk, skimmed milk, analogue cheeses, butter, ripened cheeses and products for further processing are very popular.

As for the countries of Western Europe, these will be products such as butter, AMF, whey powders and milk concentrates.



marcin jozwiak kGoPcmpPT7c unsplashWhat is the biggest challenge in these markets?

The biggest problem of eastern markets is the price and cost of transporting products as they are obtained mainly from Central and Western Europe. Meeting the price and quality expectations is often associated with taking the purchase risk much earlier than the planned sale to the target customer in Romania, Bulgaria or Hungary.

These types of activities are largely burdened not only with transaction risk, but also with the freezing of capital for longer periods of time. The credit limits negatively influence or prevent the establishment of a relatively safe trade relationship. This is  also a major obstacle.



What about Western Europe?

It presents us with completely different challenges. It is a market that largely sets price trends for the rest of Europe. European production is closely related to exports and similarly reflects the demand for individual raw materials from the dairy industry. Our purchase or sale of products is very often preceded by an in-depth market analysis, not only in Europe, but in the world.


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What are your predictions for the future?

The dairy industry presents us with an increasing challenge related not only to the expectations of our customers, but also the speed of
reaction and the ability to adapt to the constantly changing world realities. Success will be achieved by those who react very quickly to market needs and come up with the best solution, a product that meets both price, quality and functional expectations.