Conference call
Adding European value
It's that time of year again - RI's biggest
conference is bringing together every-
one who's anyone in the sweetener mar-
ket chain.
Radical change
What'sNewS Issue 6 -October 2000 9
It's become a regular fixture in our an-
nual calendar. This year is no exception.
As we go to press, the final touches are be-
ing put to the Sugar and Starch Sweeteners
Conference to be held in Barcelona, 9-11
October. On the agenda is a wide range of
issues which will shape the future of this
idustry valued at more than USD 60 bil-
on. Numerous discussions with clients in
all segments of the industry show that the
exchange of information and vision is seen
as crucial for investment decisions, both at
strategie and operational levels. This is the
reason why so much effort goes into en-
suring the conferences we organize are top
quality.
Unlike previous years, RI is organizing a
second global conference in the same 12
rnonth period. Following the Barcelona
Sugar and Starch Sweeteners event in Oc
tober, Florida hosts a conference dedicated
to Anima! Proteins in April next year. The
focus will be on pork, beef and poultry,
rather than the full gamut, which would
normally include fish. The reason being,
according to Frans Pij Is of FAR who is the
sector specialist working on the event,
'that there are some far-reaching develop-
ments currently ongoing in these three key
sectors, specifically in the US'. The three
US meat sectors have been facing over-
production for quite some time. 'As in
many other food sectors, we're seeing a
shift from a push to a pull environment, in
which consumers determine the market,
rather than producers. Our airn with the
conference is to try and generate some in-
spiration for players in every segment of
the chain now when the conditions are
less favourable.' The program is being de-
signed to facilitate interaction along the
chain, a move that could prove interesting
for participants and, of course, RI itself.
Key themes are:
consolidation
vertical integration
e-business
consumer concern
RI Global Conference on Animal Pro
teins, Naples, Florida, 2-4 April, 2001.
Continued from page 3
If this new legislation makes continuity for
these companies difficult or impossible,
then everyone loses out. What we have
done at Interpolis is explore ways to
insure the finance and continuity that
Rabobank strives to facilitate in this vi-
brant sector.' To achieve this, Interpolis
has been acquiring the service institutions
established to carry our the occupational
^kcalth and safety act. Known as Arbo
^^ervices, these private institutions have a
proactive and preventive role that aims to
help keep people healthy, thus avoiding
huge costs for people who become
disabled for long periods.
This shift into proaction is coupled to a
move towards the health care insurance
market for reasons that echo changes in
the pension sector. Dutch health care is
evolving. What will ultimately emerge is a
system whereby basic health care will be
available through the Standard insurance
available to all, while people willing to
pay more can choose a variety of 'add
ons'. 'That is why we are looking for
mergers with health insurers,' confirms
^an Schijndel. 'This is a change that will
affect millions of people and we want to
be in at the start of this evolution so that
we can create the right products for eus-
tomers, and at the same time ensure our
own future in the life sector.' The fact that
an insurer is moving up and along the
chain and working proactively is a very
new concept in the Dutch market. But In
terpolis is moving even further away from
traditional roles when it comes to non-life.
'We believe that non-life is destined to
change radically in the coming years,' he
continues. 'We think that increasingly
you'11 see non-life insurers dealing in
"kind", in other words, if you wreek your
car, then traditionally the insurer sent you
money. Now, we would ask: what do you
want, do you want a replacement vehicle
immediately, or do you really want a new
truck and are willing to wait? Basically,
we're talking real service, rather than just
a financial transaction.'
Interpolis is now Holland's third largest
insurer and through this new strategy it
plans to grow even larger. But although
size is important, Van Schijndel is more
concerned with the quality of service for
customers. 'And to make sure we continue
to provide that service,' he says, 'we have
moved quite decisivelv from a traditional,
regional and primarily agricultural insurer
to one of the top players in the Nether-
lands with a broad-based offering that is
creative, innovative and, most important,
meets the needs of our customers.'
The lack of harmonization in Euro
pean insurance regulations makes
it hard for successful domestic players
to move cross border unless they follow
the acquisition trail. According to Van
Schijndel, insurers do not expect any
real kind of harmonization for at least
another five years. So what do you do
to grow an international presence? In
terpolis has tackled this by taking spe-
cific areas of its expertise to other Eu
ropean countries, usually supporting
domestic cooperatives in establishing
insurance services. 'We have proved
rather successful at selling life
insurance products through the local
banks here in Holland,' Van Schijndel
says. 'So we had essential knowhow
that both the Portuguese and Polish co-
operative financial institutions found
very attractive. They invited us to set
up greenfield operations in both coun
tries.' While he is obviously pleased
with this development, Van Schijndel is
equally convinced that international ex-
pansion plans are fine, but only when
you have your home market in order.
'We're looking for a market share in
the Netherlands of at least 25% in each
segment,' he says. With the new strat
egy in place, Interpolis is ideally posi-
tioned to achieve it.
