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The role of the Regional Sales Manager* in the Agro-supplies development strategy

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TELEMARKETING SUPPORTS SALES FORCE ACTIONS P. 4

R&D SUPPORTING THE AGRO-SUPPLIES

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AGRICHALLENGE COMPETITION

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LAUNCH OF THE TAMS IN ITALY

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T h e R o u l l i e r G r o u p ’ s A g r o - S u p p l i e s n e w s l e t t e r

The year 2009 has been conducive to strategic thinking about The year 2009 has been conducive to strategic thinking about certain matters that are considered priorities regarding the certain matters that are considered priorities regarding the medium term development of Agro-supplies. A project was thus medium term development of Agro-supplies. A project was thus validated at the two seminars organised among European validated at the two seminars organised among European Managing Directors and Head Office (3rd June and 2nd Managing Directors and Head Office (3rd June and 2nd October 2009). This project seeks to consolidate the role of October 2009). This project seeks to consolidate the role of ‘on-the-ground’ Commercial Management in the Agro-supplies ‘on-the-ground’ Commercial Management in the Agro-supplies development strategy, for the coming years.development strategy, for the coming years.

No. 9 • December 2009

...consolidate the role of

‘on-the-ground’ Commercial

Management

“Latitude is an angular value, the expression of the position north or south of the equator of a point on the Earth (or another planet)”.

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Approved by Head Office and all the Area Managers on 2nd Octo-ber 2009, this project aims to pro-vide all subsidiaries with a common vision of the role of the Regional Sales Manager within the company, and to provide sales management with piloting tools to facilitate and optimize the development of com-petences of their Regional Sales Manager, particularly through per-sonalized identification of their trai-ning focuses, with the objective of improving their capacity of rapidly

and durably attaining performance objectives for all sales teams.

The following tools have been created, with the assistance of Group specialists:- A common job description for Regional Sales Managers, - A structured assessment tool (as-sessment interview),- An assessment guide (help with preparation for the annual assess-ment interview).

*Regional Sales Manager: Regional Delegate or Delegate Head or Regional Manager, depending on local job titles.

“‘‘all our energies must now be

channelled into supporting our

ATCs’’

2009 has been a difficult year for the global economy, and Agro-Supplies has not been spared. In spite of this context, our social and industrial

capital has been preserved. All the teams were asked to contribute, and I would like to extend my thanks to you for the effort you have put in during this period.

We don’t know what the coming years are going to look like. What is certain is that each profitable ATC secures our development and increases our independence. What is certain is that our industrial flexibility is a great asset. What is certain is that our factories need - and will continue to need - commodity fertilisers to absorb part of their fixed costs. What is certain is that our creativity and our willingness to call ourselves into question are weapons that need sharpening a little more carefully every day.

This year will be one to remember – like that of the Group’s 50th anniversary, and the 50th anniversary of Agro Supplies. We have a proud history of solid values and a proven model. What we need to do now is build on this fantastic base, and develop the Agro Supplies of the next 50 years. I know that nothing can resist the force of our teams and our collective intelligence. Be creative and daring, just as we have been doing in Agro Supplies for 50 years now!

In conclusion - and to echo the words of the Chairman of the Supervisory Board at the Convention - all our energies must now be channelled into supporting our ATCs, in order to find suitable solutions to each local situation - and thus to make the year 2010 a great one.

Lastly, allow me to wish you, and all those who are dear to you, an excellent festive season.

Jean-Laurent Donato

Managing Director

TIMAC Agro International

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Testimonials: Eric Juillet de Saint Lager, Manager of the Mediterranean Basin Area

Testimonials: Pierre Le Coz, AGRIVA Director

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‘‘It is now two years since TIMAC Agro Italia embarked upon a profound mutation that is ultimately aimed at bet-ter exploiting its market potential. Having restructured the support functions and modernized the factories in 2008, it is the turn of the sales teams to launch an ambitious growth and performance improvement project in 2009. Yet it remains true that in all change management projects, the modification of mindsets remains unthinkable unless motiva-tion from the right people is forthcoming – and so it makes perfect sense for the Regional Sales Manager to become the keystone for the process. Thanks to the improved sup-port offered by the company and the better-performing

tools for analysis and control, the Regional Sales Managers are now positioned at the head of real companies – their role is very much evolving towards people management, commercial relations and their overall results. Bearing in mind the strategic importance of this transfor-mation, we have begun a process of half-yearly monitoring of their focal points for development, coupled with the annual performance and competences assessment inter-view in order to guarantee that the resources allocated by the company remain in line with each person’s develop-ment and ambitions for success.’’

Each subsidiary interested in this project can apply to the Agro-supplies Human Resources Department, which will centralize personalization (logo, etc.) as

well as the translation of each document into the ap-propriate language, for deployment.

Philippe Robin Agro-supplies Human Resources Manager

‘‘Finding the right balance between what the company expects of each person, and the added value offered by each person, is fundamental in the construction and sha-ring of the corporate objectives.Together with the Human Resources teams and the AGRIVA Commercial Directors, we review the missions of our key posts at least once a year. On the occasion of the integration of the management tools issuing from Customer Relations Management (CRM) at AGRIVA, we’ve defined the decisive points for success in our

Regional Managers’ action for the crop sales business. Positioned at the heart of our system, as much in terms of management as of distribution management, the Regional Sales Manager is evolving in an eventful environment. The updating of professionalization markers should mark out their progression within the company. The job descriptions and more personalized interview guides are proving to be concrete supports, which will dynamize the HR process at AGRIVA, as of 2010, thanks to the commitment of each person.’’

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Mercocampus: 2009 edition of TIMAC Agro Argentina“TIMAC Agro Argentina wants to share its 2009 edition of Mercocampus with Latitudes TIMAC Agro Argentina wants to share its 2009 edition of Mercocampus with Latitudes readers.readers.

This seminar took place on 26th and 27th November, at the El Castillo Hotel, Valle Hermoso (Cordoba Province, Argentina). In addition to the presence of all of the sub-sidiary’s employees, we were delighted to welcome: Ms Nathalie Roullier, Mr Arturo Ross, Managing Director, Roullier Latino Area, and Ms Beatriz Martínez, Human Resources Manager, Roullier Latino Area.

These two days were devoted to work and exchanges between the various departments. The objective of this seminar was in fact to encourage exchanges between the sales and administrative teams at TIMAC Agro Argentina, so as to reinforce team spirit. Mercocampus thus contributes to the consolidation of working methods at TIMAC Agro Argentina and to the rege-neration of new points of view, new opportunities and ways of working.

As a closure to Mercocampus, our Managing Director - Mr Fernando Gorgerino - gave a speech in which he stated the annual figures for TIMAC Agro Argentina. This official speech was followed by a contribution from Ms Nathalie Roullier, who highlighted the five fundamental action points: Commitment, Trust, Team Spirit, Motivation and LeadershipUnder these premises, the TIMAC Agro Argentina sub-sidiary celebrates 50 years of the Group’s presence at worldwide level, and also positions itself - in a forceful and committed way - to confront 2010 – a year that will be full of challenges!

Mariela CeballosHuman Resources Manager

TIMAC Agro Argentina

Mercocampus is an internal seminar which takes place within the TIMAC Agro subsidiaries of the Roullier Latino Area.• Argentina: 26th and 27th November• Uruguay: 3rd and 4th December• Paraguay: 3rd and 4th December • Bolivia: 18th December• Chile: 17th and 18th December

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20 TIMAC Agro România clients visit Saint-Malo“During their stay, the clients had an opportunity to visit the Quai-Intérieur plant at Saint-Malo, the C.E.R.A. in Dinard and BiotechMarine laboratory in Pontrieux. They also got a chance to experience a special moment: the evening high tide. The region is renowned for having the biggest tides in Europe.

The remarks made by the participants on this trip, who were visiting a region they were not familiar with, were very positive.

Raluca MateescuHuman Resources Manager

TIMAC Agro România

TIMAC Agro România offered its best clients (farmers and distributors) a four-day trip to France.

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Belgian Group, AVEVE, visits the Roullier Group’s industrial units“AFCOME (The French Association for Commercialization and Mixing of Fertiliser AFCOME (The French Association for Commercialization and Mixing of Fertiliser - Association Française de Commercialisation et de Mélange d’Engrais) organises - Association Française de Commercialisation et de Mélange d’Engrais) organises international encounters for fertilisation professionals once every two years. This international encounters for fertilisation professionals once every two years. This year, the congress was held in Saint-Malo (France), from 14th to 16th October.year, the congress was held in Saint-Malo (France), from 14th to 16th October.

It was within this context that TIMAC Agro BeLux had organised for its client, the AVEVE Group (Intercoop Europe, Wal-Agri…) - one of the biggest distributors on the Belgian market – a visit to Quai-Intérieur (Fertiliser units and Mineral Licks) and the TIMAB factory (Feed Phosphate Unit).

The clients came back absolutely delighted with their day, and impressed by the cleanliness of the industrial units.

Valérie DekeyserAgro-supplies Industrial Visits Co-ordinator

Left to right: M. Dambly (Wal-Agri), M. Gaupin (TIMAC Agro BeLux), M. Guiot (AVEVE), M. Ketels (INTERCOOP EUROPE), M. Bielders (TIMAC Agro BeLux).

Adrian Dragan, Raluca Mateescu and clients

Last October, the Italian Ministry of Agriculture officially approved the META (Sulfammo range) and SEACTIV (Fertileader range) specificities. These official approvals are of great significance for TIMAC Agro Italia. They will increase the technical and scientific recognition of these specificities, as well as bringing new commercial prospects.

Sandro SeccoMarketing Manager

TIMAC Agro Italia

“Offi cial Recognition of Offi cial Recognition of agronomical action in Italyagronomical action in Italy

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Telemarketing supports sales force actions“ In a difficult economic context, telemarketing is, more than ever before, a complementary In a difficult economic context, telemarketing is, more than ever before, a complementary tool to reinforce our on-the-ground presence and to improve our sales objectives. An tool to reinforce our on-the-ground presence and to improve our sales objectives. An activity in its own right within the Agro-Supplies business.activity in its own right within the Agro-Supplies business.N

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AGRIVADate of creation: 1986Staffing: 6 personsManager: Yvon ElaudaisRanges on offer: Animal and Plant productionsComplementary Services: Sale of soil analyses and appointment-making on the groundStrength: Experienced operators. Products and on-the-ground training several times per yearAddress: AGRIVA Télécommercial - Zone industrielle - BP 65 - 22260 Pontrieux, France - Contact: +33 (0)2 96 95 31 15

TIMACDate of creation: 1986Staffing: 33 personsManager: Laurent WableRanges on offer: Animal productionStrength: On-the-ground / telesales symbiosis. Operational PowerAddress: TIMAC Télécommercial – 27, avenue Franklin Roosevelt - BP 158 - 35408 Saint-Malo, France - Contact: tlctimac@roullier.com

TIMAC Agro EspañaDate of creation: 1992Staffing: 7 personsManager: Ana Márquez Ranges on offer: Animal and Plant productions Strength: Experience, professionalism and co-ordination with the sales teams (ATCs)Address: TIMAC Agro España, Polígono Arazuri-Orcoyen, Calle C, nº 32, 31160 Orcoyen, Espagne - Contact: Rafael Donezar

TIMAC Agro IrelandDate of creation: 2006Staffing: 6 personsManager: Frances McGinleyRanges on offer: Animal and Plant productionsStrength: The sale of new products on the Irish market.Address: Office 4&5 Priory Court, The Quay, New Ross, Co Wexford, Ireland. Contact: fmcginley@ie.timacagro.com, 0035 351 448 731.

The first ‘telesales’ operations carried out on behalf of clients / distributors began, within the Group, in 1986. At the time, the concept was highly innovative within the agricultural environment - which was still very resistant to contact by telephone. Since then, the technological resources have made huge advances, and many of the Group’s companies have chosen to integrate a telesales service. This know-how is recognised by our clients / distributors.

The main role of these call centres is to increase and reinforce the action of sales representatives on the ground. This complementarity allows the attainment of loyalty objectives, the enrichment of customer data and an increase in sales. Prospecting and making appointments by telephone are also ways of improving customer relations, effectiveness and profitability of the ATC rounds.

Call centre performance relies largely on the teams of the call centre operators. These operators undergo

telemarketing training, and are required to demonstrate multiple competences: people skills, listening capacity, reactivity, dynamic and concise speaking skills. They must also be very familiar with the agricultural environment and well-informed about current issues, so as to esta-blish a dialogue and a trusting relationship with the client or prospect.

Each time there is a campaign or operation around a product, the calls centres, with the assistance of sales managers, organise the appropriate training courses with a view to fine-tuning their pitches. All the results are communicated to the sales forces daily, so as to improve the quality of visits.

This complementarity allows us to win points on the ground.

Interviews conducted by Charles GloanecAgro-supplies Communication

This Know-how This Know-how is recognised is recognised

by our clients / by our clients / distributorsdistributors

From left to right - Front: Katia Robert, Rodolphe Dudouit, Anita Dupré, Catherine Calais, Manuela Victor, Janick Hemeury, Claudia Le Friec, Joëlle Briand, Karine Guilbert, Gwénola Parmantier, Christine Marotte. Back: Raquel Alcon, Marie-Line Renner, Catherine Guinet, Fabiola Ah-Thon, Pierrick Leport, Lydia Arzur, Gabrielle Govindoorazoo, Véronique Commereuc, Colette Delacroix, Christine Dejean, Bernadette Cudennec, Stéphane Ragot, Amandine Henry, Alexandra Blay, Laurent Wable.

From left to right: Inmaculada Cortaberría, Lourdes Turrillas, Reyes Larraya, Neli Baquedano, Ana Mª Porras, Ana Márquez, Ascen Molero, Mertxe de Miguel.

From left to right - Front: Sue Donovan

and Frances McGinley.

Back: Lorna Mahon, Mary Allen,

Harriet O’Loughlin, Mary Gleeson and

Annette Kelly.

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From left to r ight - Front: Anne-Marie Le Bescond, Catherine Perron, Sandrine Ballan. Back: Brigitte Henriot, Yvon Elaudais, Isabelle Le Corre, Bénédicte Lucas.

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The setting up of TAMS is already very positive in several respects:

- Organisation of work: TAMS allows ATCs to be better organised and optimize their worktime on the ground – which is a positive thing for both the ATC and TIMAC Agro Italia.

- Analysis of the activity: Regional Sales Managers receive detailed reports about the activity of their ATCs, which allows them to manage the human resources of their area to best effect.

- Analysis of the market: TAMS also enables more precise analysis of the TIMAC Agro Italia market share for the various crops. This allows better definition of the technical and sales policies to be put in place.

The TAMS project started in June 2008, and was effected through several stages:1. Definition of the specification: June to December

20082. Organisation of the project team: January to April

20093. Launch of TAMS in several pilot areas: April to

September 2009 4. Definitive launch in all Italian areas: October 2009

The successful achievement of the TAMS launch in Italy is related to several elements, but the key to success is the teamwork we have provided. Indeed, Regional Managers, Sales Managers, Human Resources and Management Control have worked together effectively with the Marketing team so as to optimize development of the tool. We have, of course, encountered a few problems but - thanks to the support of the Group IT department based in Saint-Malo - and to regular consultation (one telephone meeting per week), we have been able to make rapid progress, and thus meet the original objectives. Moreover, to help ATCs use TAMS in their everyday activity, telephone assistance is being provided until March 2010.TAMS is in the process of becoming a basic tool in the success of both the work carried out by ATCs, and that of TIMAC Agro Italia. Yet it is only through teamwork and the involvement of the management teams, at every level, that TAMS will be able to achieve its full potential. Let’s give ourselves one year to get there !

Sandro SeccoMarketing Manager

TIMAC Agro Italia

This show takes place annually and has been running for almost eighty years. It was born out of the natural competitive spirit between neighbouring Irish farmers

with the desire to demonstrate their skills and determine who was the finest ploughman in the land! Today it hosts over 300 competitors from Ireland and across the world. However, this championship also provides the platform for the leading agr icu l tura l companies and associations in the country to showcase their wares, with in excess of 950 exhibitors present this year.Over the course of the three day

event, more than 230,000 people crossed the gates and many of those made their way to the exhibition stand of TIMAC Agro Ireland. Here they were treated with tea, sandwiches and, of course, a discussion with

the sales team on the effectiveness of TIMAC Agro Ireland’s solutions for their farming businesses! This year TIMAC Agro Ireland displayed its new exhibition stands, showcasing the company’s profile in Ireland and demonstrating its commitment to the agricultural industry. The main market for TIMAC Agro Ireland is grassland with 4.2 M hectares of managed grassland. The increasingly important issue of fertiliser efficiency, soil and organic manure was addressed. In addition, the company showed off the success it has had this year with the introduction of new products to the important forage maize market, with display of a case study carried out on a local customer’s farm. TIMAC Agro Ireland sales specialists continue to welcome all customers and prospects met in the course of these three excellent days.

Peter Barrett Commercial Development Manager

TIMAC Agro Ireland

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The TIMAC Agro Mobile System (TAMS) launch in Italy is now complete. 100 ATCs are now The TIMAC Agro Mobile System (TAMS) launch in Italy is now complete. 100 ATCs are now using this system in their everyday activity. using this system in their everyday activity.

Once again this year, TIMAC Agro Ireland exhibited at the largest window to the agriculture Once again this year, TIMAC Agro Ireland exhibited at the largest window to the agriculture industry in Ireland, the National Ploughing Championship. This year the championship took industry in Ireland, the National Ploughing Championship. This year the championship took place in the setting of County Kildare in a parcel of land of almost 250 hectares. place in the setting of County Kildare in a parcel of land of almost 250 hectares.

Launch of the TIMAC Agro Mobile Launch of the TIMAC Agro Mobile System (TAMS) in ItalySystem (TAMS) in Italy

TIMAC Agro Ireland exhibited at the TIMAC Agro Ireland exhibited at the National Ploughing ChampionshipNational Ploughing Championship

What is TAMS?TAMS (TIMAC Agro Mobile System) is the mobile IT system developed by Agro-supplies and aimed at optimizing Customer Relations Management ‘on the ground’ (CRM).

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R&D supporting the Agro-supplies Activity“ The Roullier Group has always invested in Research, so as to develop innovative fertilisers The Roullier Group has always invested in Research, so as to develop innovative fertilisers which respond to the agronomic issues faced by farmers all over the world. Two research which respond to the agronomic issues faced by farmers all over the world. Two research centres have come into being as a result of this determination:centres have come into being as a result of this determination:- CIPAV (Animal and Plant Production Research Centre - Centro de Investigación en - CIPAV (Animal and Plant Production Research Centre - Centro de Investigación en Producción Animal y Vegetal), based in Pampelune, Spain, was created in 1990.Producción Animal y Vegetal), based in Pampelune, Spain, was created in 1990.- CRIAS (International Agro Science Research Centre - Centre de Recherche International - CRIAS (International Agro Science Research Centre - Centre de Recherche International en Agro Sciences), based in Dinard, France, was created in 2008.en Agro Sciences), based in Dinard, France, was created in 2008.

R&D is at the R&D is at the service of all service of all

Agro-supplies Agro-supplies actors.actors.

Missions and Challenges for Agro-supplies R&D:Missions and Challenges for Agro-supplies R&D:• To identify the most pertinent research targets in

terms of agronomic innovation• To innovate in plant nutrition by developing new,

naturally-based fertilisers that are effective in low doses, respectful of the environment and which aim to improve both productivity and the nutritional quality of harvests.

• To develop new products for animal feed, particu-larly on the ruminant feed market.

• To draw on the competences and tools of international public and private scientific partners (Laboratories, universities, etc.) These collaborations are very important, because they allow us to create a relationship between fundamental knowledge and concrete application.

• To patent results issuing from research so as to pro-tect our innovation, and/or to publish them in scientific

or technical publications, so as to offer our support to people working on the ground.

• To support Agro-supplies subsidiaries through our ‘scientific, technical and regulatory’ expertise.

Current research themes: Current research themes: • Improvement of nitrogen efficiency in agriculture • Phosphorus nutrition• Ferrous nutrition, within the context of the European

« Hot Iron » project • The search for new active ingredients in animal nutri-

tion and health

R&D is at the service of all Agro-supplies actors. Please R&D is at the service of all Agro-supplies actors. Please feel free to share your own ideas with us, because, in feel free to share your own ideas with us, because, in a world that is ever more competitive and complex, a world that is ever more competitive and complex, we will always be more innovative when we work we will always be more innovative when we work together.together.

The CRIAS team comprises Jean-Claude Yvin, R&D The CRIAS team comprises Jean-Claude Yvin, R&D Manager, Florence Cruz, R&D Project Leader, Céline Manager, Florence Cruz, R&D Project Leader, Céline Grillot, Regulatory Assistant, and two new engineers: Grillot, Regulatory Assistant, and two new engineers: Diane Leménager, R&D Project Leader and Fabrice Diane Leménager, R&D Project Leader and Fabrice Houdusse, Development Manager. Houdusse, Development Manager.

After ten years spent at CIPAV (Spain), Fabrice After ten years spent at CIPAV (Spain), Fabrice Houdusse has joined the CRIAS team as Development Houdusse has joined the CRIAS team as Development Manager, where his task is to set up agronomic tests for Manager, where his task is to set up agronomic tests for new specificities prior to their launch. Fabrice Houdusse new specificities prior to their launch. Fabrice Houdusse is also placing his scientific and technical expertise at the is also placing his scientific and technical expertise at the service of Agro-supplies commercial activities. service of Agro-supplies commercial activities.

Diane Leménager, a specialist in Molecular Biology, has Diane Leménager, a specialist in Molecular Biology, has also joined the centre, as R&D Project Leader, having also joined the centre, as R&D Project Leader, having spent four years at CIPAV. Her mission is to develop spent four years at CIPAV. Her mission is to develop new (proteomics-type) analytical tools so as to position new (proteomics-type) analytical tools so as to position

new fertiliser specificities. new fertiliser specificities.

CRIAS also welcomes PhD students and placement CRIAS also welcomes PhD students and placement students from a diverse range of horizons to support students from a diverse range of horizons to support its R&D projects in plant and animal nutrition.its R&D projects in plant and animal nutrition.

The Scientific CentreThe Scientific CentreResearch at CRIAS brings together several specialities (chemistry, biochemistry, plant physiology and agrono-mic engineering) allowing the creation of new active ingredients of natural origin - particularly from brown and green algae from the Brittany region which has scientifically proven properties. This research is organised around several technologies: - an analytical platform which meets requirements for the formulation and characterization of active mole-cules.

> CRIAS based in Dinard (France)

- a platform, dedicated to ‘proteomics’ - a cutting-edge technology which allows the highlighting of a plant response profile to the new specificity incorporated in the fertiliser. - a growth chamber will soon be in place. It will enable the selection of new active molecules and the agrono-mical testing of new fertiliser formulations

The Regulatory CentreThe Regulatory CentreCRIAS is also equipped with a Regulatory Centre dedicated to the Agro-supplies activity. In close colla-boration with the T.A.I. Marketing Department and the T.A.I. Purchasing Department, its role is to ensure pro-ducts are compliant with the requirements of specific European and/or National legislation.

Florence Cruz and Céline Grillot bring their regulator y exper tise to TIMAC Agro subsidiaries through the following missions:- Constitution and submission of REACH applications for the substances manufactu-red or imported by the European TIMAC Agro subsidiaries- Requests for authorisation to market biocide products in the various European countries

- Drawing up of applications for official approval of fertilising materials in France- Statutory watch

The proximity of the work and the complementarity of the two competences centres: Scientific and Regulatory within CRIAS - are, moreover, a major asset in the design phase for new products. Regulatory constraints are, indeed, taken into account right from the pre-pro-ject phase.

Jean-Claude YVIN R&D Manager, T.A.I.

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...allowing the ...allowing the creation of new creation of new

active ingredients active ingredients of natural originof natural origin

From left to right: Céline Grillot, Fabrice Houdusse, Diane Leménager, Florence Cruz and Jean-Claude Yvin

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From left to right, front: J.Erro, M.Garnica, M.fuentes, V.Mora, E.Bacaicoa.Back: R.García, O.Urrutia, A.Zamarreño, R.Baigorri, JM. García-Mina.

The CIPAV team comprises eleven persons working The CIPAV team comprises eleven persons working under the leadership of Jose Mª García-Mina, Assistant under the leadership of Jose Mª García-Mina, Assistant Manager of R&D TIMAC Agro international. Manager of R&D TIMAC Agro international.

This team brings together several scientific specialities - This team brings together several scientific specialities - chemistry, biochemistry, microbiology, plant physiology, chemistry, biochemistry, microbiology, plant physiology, pharmaceuticals and agronomic engineering, each offe-pharmaceuticals and agronomic engineering, each offe-ring the scientific wealth which enables the creation of ring the scientific wealth which enables the creation of specific fertilisers on solid scientific foundations. specific fertilisers on solid scientific foundations.

CIPAV specializes in the extraction and purification of CIPAV specializes in the extraction and purification of active ingredients originating in organic soil matter, which active ingredients originating in organic soil matter, which allows the laboratory to be a world leader in the study allows the laboratory to be a world leader in the study of humic acids and their applications in agriculture. of humic acids and their applications in agriculture.

The laboratory has infrastructures for the The laboratory has infrastructures for the development of these specificities:development of these specificities:- A growth chamber (Phytotron) - A growth chamber (Phytotron) - An experimental greenhouse- An experimental greenhouse- A pilot workshop - A pilot workshop

Its research activity uses the latest technologies Its research activity uses the latest technologies in terms of analysis:in terms of analysis:- M a s s S p e c t r o m e t r y ( L C - L i q u i d - M a s s S p e c t r o m e t r y ( L C - L i q u i d

Chromatography /MS/MS - Tandem Mass Chromatography /MS/MS - Tandem Mass Spectrometry), Spectrometry),

- Liquid and Gaseous Chromatography - Liquid and Gaseous Chromatography - Spectrophotometr y and Spectrometr y (ICP- - Spectrophotometr y and Spectrometr y (ICP-

Inductively Coupled Plasma, InfraRed…) Inductively Coupled Plasma, InfraRed…) - Molecular Biology (QPCR - Quantitative Polymerase - Molecular Biology (QPCR - Quantitative Polymerase Chain Reaction) Chain Reaction) - X-Ray diffraction - X-Ray diffraction

These appliances allow precise and complete studies of These appliances allow precise and complete studies of the various specificities incorporated in the fertilisers to the various specificities incorporated in the fertilisers to be conducted.be conducted.

Jose Mª García-Mina Jose Mª García-Mina Assistant Manager R&D T.A.I. Assistant Manager R&D T.A.I. „

> CIPAV based in Pampelune (Spain)

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This specific inspection (the first for a Roullier Group entity) concerned: - verification of our status (producer, downstream user, importer…) with regard to several substances - checking of the pre-registration or exemption of these substances. The tools for consultation of regulatory and tech-nical information about substances purchased by Agro-supplies have allowed us to respond to these demands effectively. These are available via Lotus Notes software, and will very soon also be available on the Group intranet.

This type of inspection, relating to the correct appli-cation of the REACH regulations, is to be developed

over the next few months throughout the European Union, and will also include an in-depth examination of the compliance of Safety Data Sheets (raw materials and finished products).

All Agro-supplies units are thus concerned by these requirements. The REACH cell, under the expertise of Jean-François Galey (Manager of the REACH project for the Roullier Group), is, of course, at your disposal.

François-Victor HARPILLARDREACH Reference for Agro-supplies

Raw Materials Purchases

All in all, forty-four employees were trained in the course of five sessions, each of which lasted a day and a half. C.E.R.A. thus welcomed employees from several companies including TIMAC, Agriva, T.A.I., TIMAC Agro España, TIMAC Agro Italia, and TIMAC Agro Österreich.During these training courses, Yves Alis (R&D Process Manager), Catherine Dupont (Laboratory Technician), Yves Roques (Process Engineer), Henry Thieblin (Project Leader) and Laurent Willain (Project Manager) made contributions on the problematic of the raw materials used, manufacturing parameters, as well as on the management of the cleaning unit, using technical exposés and laboratory-based tests.

Each session ended with the distribution of technical documents, enabling participants to return to what they have been taught about, and then train employees at the industrial sites in question.This inter-company training, co-organised by the T.A.I. HR departments, was enjoyed by all the participants, because it allowed them to meet employees from the different subsidiaries, and thus to discuss their shared industrial problems. Discussions are underway to conti-nue the experience with a new theme: Granulation.

Angèle Le Mer Agro-supplies Human Resources Manager

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On 21On 21stst October 2009, an inspection was conducted by an agent from DRIRE (Regional October 2009, an inspection was conducted by an agent from DRIRE (Regional Department for Industry and Environmental Research) at the Zone Industrielle TIMAC Department for Industry and Environmental Research) at the Zone Industrielle TIMAC site, in Saint-Malo. One of the purposes of this inspection was to monitor the application site, in Saint-Malo. One of the purposes of this inspection was to monitor the application of the REACH regulations, which came into force on of the REACH regulations, which came into force on 1st June 2007. June 2007.

The last ‘Den’ training session took place in November, signalling the end of The last ‘Den’ training session took place in November, signalling the end of eight months of exchange between the C.E.R.A.* contributors and a range of eight months of exchange between the C.E.R.A.* contributors and a range of industrial actors from the Agro-supplies business.industrial actors from the Agro-supplies business.

REACH inspections at industrial sites REACH inspections at industrial sites have begunhave begun

Den Training: a positive outcome! Den Training: a positive outcome!

This competition brought together 659,446 companies who had pre-declared their annual results over three years (2006 to 2008).Following analysis of gross profits, TIMAC Agro România had the honour to be rewarded in three categories:- 1st national company in ‘supplier of industrial products’

(Chemical Industry/ Wholesaler)- 4th regional company ‘among those companies established in the course of the past three years’

- 14th national company ‘among those companies established in the course of the past three years’This constitutes national recognition of performances and success achieved through the efforts of a great team: TIMAC Agro România.

Adrian DraganGeneral Manager

TIMAC Agro România

“On 6On 6thth November, the 17 November, the 17thth edition of the National Private Company Ranking organised by edition of the National Private Company Ranking organised by the Ministry for SMEs, Commerce, Tourism and Professions was held in România.the Ministry for SMEs, Commerce, Tourism and Professions was held in România.

TIMAC Agro România comes TIMAC Agro România comes top in its category top in its category

What is REACH?Registration, Evaluation and Authorization of CHemicals (REACH): European Parliament and the European Union Council regulation, which modernises European legislation concerning chemical substances, and esta-blishes a unique integrated system for the registration, evaluation and authorisation of chemical substances in the European Union.Its purpose is to improve protection of human health and the environment, whilst maintaining competitiveness and reinforcing the innovative spirit of the European che-mical industry.

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TIMAC Agro Hungaria is thus the exclusive partner of this seed supplier in terms of plant nutrition for their innovative trial centres; the targeted crops are corn, sunflower and winter rape. All of these crops also match our priorities.

Benefits for TIMAC Agro Hungaria:- Strong market penetration with an established and

very well-known partner- Opportunity to test different plant nutrition techno-

logies, and to select the optimum solution in a range of soil and climate conditions.

- Excellent opportunity to make new farm contacts.

The benefit for our partner is to present new high-potential crop varieties by proposing TIMAC Agro solutions for intensive and innovative plant nutrition.

From the communications point of view, we had the opportunity to participate in 2 national shows (Field Days), attended by around a thousand farmers. This

was a great opportunity for us to meet new custo-mers, and to features in their product catalogue.

As a result of this co-operation, we have gained visi-bility for our references in terms of performance – a very useful argument in our sales process.

Lubos Sulan General Manager

TIMAC Agro Czech / Slovakia

“We are constantly on the lookout for opportunities to increase our profitability and We are constantly on the lookout for opportunities to increase our profitability and sales volume in the PECO area. Key factors in success are increasing our levels of sales volume in the PECO area. Key factors in success are increasing our levels of farm penetration, and offering innovative nutrition solutions to our customers. This is farm penetration, and offering innovative nutrition solutions to our customers. This is why TIMAC Agro Hungaria has, this year, established a working relationship with the why TIMAC Agro Hungaria has, this year, established a working relationship with the Hungarian subsidiary of a major seed supplier.Hungarian subsidiary of a major seed supplier.

TIMAC Agro Hungaria co-operation with TIMAC Agro Hungaria co-operation with an internationally renowned seed supplieran internationally renowned seed supplier

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The main objectives of this seminar were as follows:- to consolidate the agronomic bases- to train in the overall approach (diagnostics, products and solutions) - to familiarize participants with Agro-supplies marketing tools- to reinforce competences in the activity

This week of training was punctuated by visits to several production sites in Saint-Malo, Dinard and Pontrieux.

The seminar was also an opportunity for participants to meet the various actors in T.A.I. support services (Communication, Logistics, Marketing…) so as to reinforce future exchanges.

Eric BaraManager, Marketing International T.A.I.

“The TIMAC Agro International Marketing Team welcomed six foreign Heads of Products The TIMAC Agro International Marketing Team welcomed six foreign Heads of Products to Saint-Malo for the training seminar of 23to Saint-Malo for the training seminar of 23rdrd to 27 to 27thth November. November.

International “Plant Production” International “Plant Production” Marketing Training Seminar Marketing Training Seminar

From left to right: Alexandros Pehlivanidis (Lyda), Mirco Storari (TIMAC Agro Italia), Laurianne Le Leslé (T.A.I.), Eduardo Razquin (TIMAC Agro España), Myriam Stankovick (T.A.I.), Mirco d’Angelo (TIMAC Agro Italia), Scott Cockburn (Nutrifertil UK), Eric Bara (T.A.I.), Francesco Gargiulo (TIMAC Agro Italia).

Philippe MorinDirector of the Central Europe Area

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“AGRO SHOW is the biggest agronomic show in Poland. The tenth edition was held AGRO SHOW is the biggest agronomic show in Poland. The tenth edition was held during the last weekend in September, at Bednary, near Poznan. during the last weekend in September, at Bednary, near Poznan.

TIMAC Agro Polska participates in the TIMAC Agro Polska participates in the AGRO SHOWAGRO SHOW

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This year, a few records were broken: over an exhi-bition area of more than 12 hectares, 630 exhibitors welcomed more than 150.000 visitors. It goes without saying that we were delighted to participate!

The TIMAC Agro Polska stand surprised visitors with a concept created specially for the occasion. We went from the ‘blue TIMAC Agro’ to bright yellow, and it was noticed! Indeed, for us, this event was a great opportunity to launch the Sulfammo campaign, which was the fruit of several weeks’ preparation.

Not just our stand, but also our 1st prize (a scooter) was

in ‘Sulfamic’ colours. This magnificent yellow scooter aroused the curiosity of visitors (especially the chil-dren) – and that was the idea! This initiative resulted in a lot of talk about us during the show, creating inte-rest in the ‘Sulfammo’ product – which was not very well know in Poland up until now. This allowed us to establish a context that is favourable to the ATCs who will be out on the ground harvesting the fruit of this communications operation.

After one month of campaigning, we are all winners: 8,000 tonnes have already been ordered!

A big Thank You to Jean-Nicolas Simon (T.A.I. Marketing Department), who gave us a great deal of help in pre-paring this campaign.

Agata Stolarska General Manager

TIMAC Agro Polska

Physiostart’s market share has shown strong growth this year, due to its ease of use, logistical advantages (small quantities required), low phosphate content (increased capacity for slurry use), positive user expe-riences and good-value fertilisation costs per hectare. The silo-maize market in the Netherlands is about

225,000 hectares in size. We expect further growth and strong positioning of the product on a diverse range of crops in the coming years.

Jacob van DaalenCommercial Director

TIMAC Agro Nederland

I s su ing f rom Roul l ier Group Research and Development, Maxifruit is a product for fruit crops: stoned fruits, cucurbits (cucumber, courgette, melon, watermelon), citrus (clementine, orange, lemon), pear, kiwi and vine.

Maxifruit completes the current offer of liquid biosti-mulants dedicated to specialist production. Maxifruit is

foliar-applied, stimulating and supporting the physiolo-gical changes surrounding fruiting. It allows optimization of the yield by increasing both the number of fruits and their growth.

A new launch document is available to the marketing teams.

Eric Bara Manager Marketing International T.A.I.

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In the past 4 years, more than 50,000 hectares of maize have been sown with In the past 4 years, more than 50,000 hectares of maize have been sown with Physiostart. We can therefore conclude that Physiostart is being welcomed as a high-Physiostart. We can therefore conclude that Physiostart is being welcomed as a high-potential alternative. potential alternative.

Tested and validated by technical institutes at international level, Maxifruit has already Tested and validated by technical institutes at international level, Maxifruit has already been launched in Spain, Italy and Belgium. After having confirmed its qualities and been launched in Spain, Italy and Belgium. After having confirmed its qualities and muscling its arguments, Maxifruit is now ready to conquer other countries.muscling its arguments, Maxifruit is now ready to conquer other countries.

50,000 hectares of maize sown 50,000 hectares of maize sown with Physiostart in the Netherlandswith Physiostart in the Netherlands

Maxifruit: for optimal yieldMaxifruit: for optimal yield

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“Agrichallenge is a competition organised by the TIMAC Agro Foundation in Romania for Agrichallenge is a competition organised by the TIMAC Agro Foundation in Romania for the development of tomorrow’s Agriculture. At this first edition, students from the best the development of tomorrow’s Agriculture. At this first edition, students from the best Romanian agricultural universities presented a project which responded to the following Romanian agricultural universities presented a project which responded to the following issue: ‘How to improve farm profitability?’. The competition comprised two stages: a issue: ‘How to improve farm profitability?’. The competition comprised two stages: a local competition, then a national final - pitting the best projects from each university local competition, then a national final - pitting the best projects from each university against one another.against one another.

Agrichallenge 2009: the winners Agrichallenge 2009: the winners have been named! have been named!

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Winner Team: TIMISOARALeft to right: Andrei Herdean, Professor Radu Sumalan, Alexandra Oprisa and Codrut Paun.

Left to right: Vincent Besnard, Ionel Bursuc, Codrut Paun, Andrei Herdean, Alexandra Oprisa, Adrian Dragan, Dorina Ion, Raluca Mateescu.

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The national finalThe national final took the form of a summer school - over one week in August, and was held in Venus - a Black Sea coast resort. The winning teams from each university participated in technical seminars on Wheat, Corn and Sunflowers, and attended conferences on: ‘How to present the commercial analysis for a defined agricultural region’, and ‘How to presenting skills’ … This week also pre-sented an opportunity for them to meet TIMAC Agro

România employees, and to put their knowledge into practice within a professional environment. The participants learned a great deal about the world of business and modern agriculture.

On 20th August - the last day of the summer school, the competition final took place: a challenging day for all 25 participants. The teams presented their projects to a panel of judges: Vincent Besnard, Director of the

South-East Europe Area, Philippe Robin, Director of Human Resources T.A.I., and TIMAC Agro România

employees: Adrian Dragan, General Manager, Ionel Bursuc, Director of Sales, Dan Grindean, Manager for North Romania, Ion Dorina, Manager for South Romania and Raluca Mateescu, Human Resources Manager. They were assessed on the following criteria: creativity of the theme, commercial aspect, economic aspect (Profit and Loss Statement), the presentation as a whole and team work. The TIMISOARA team won First Prize for its ‘BIOCHAR’ project: a week in France.

The trip to FranceThe trip to France took place from 2nd to 8th November. After two days of classes at the Institut Supérieur d’Agriculture (ISA) in Lille, the students travelled on to Brittany, where they visited the plant at Quai-Intérieur in Saint-Malo, CERA in Dinard, and the BiotechMarine Laboratory in Pontrieux. This trip also provided an opportunity for them to meet several TIMAC Agro representatives, including Jean-Claude Yvin, Director of R&D at TIMAC Agro International.

Raluca MateescuResponsable Ressources Humaines

TIMAC Agro România

Some student testimonials:‘‘This trip opened up new perspectives for me. Now I have a clearer image of the agricultural sec-tor as a whole. I also appreciated the presence of successful peoples.’’

‘‘This experience has motivated me for the future, and now I’m sure I’ll get there.’’

‘‘I’m happy because for me, it was the best week of the summer, I’d even say the best week of the year. I’ll be recommending to other students that they participate in the next edition of the competition.’’

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Publications Editor: Hubert de Roquefeuil ; Editor-in-chief: Philippe Robin ;Editing committee: Michel Ara, Eric Bara, Florence Cruz, Delphine Dorison, Angèle Le Mer, Jonathan Richeux, Benoît Tardiveau, Pierre-Yves Tourlière ;Contact: Charles Gloanec, Agro-Supplies Communication Manager, +33 (0)2 99 20 65 33, cgloanec@roullier.com ;Photo credits: Photothèque Roullier, Christian Watier, Fotolia ;Design and production: Anne Monnerie, Agro-Supplies Communication ;Printers: Cloître - Saint Thonan ; Published in 5 languages: French, English, Spanish, German, Portuguese ; Translation: Calliope - Nantes.

A true company shop-window, each site clearly and concisely presents the company’s various activities (Industry, Research, Quality, etc.). The

‘Products’ section presents all the ranges in just a few lines, inviting potential customers to contact the sales force for further infor-mation. The site is also a tool in recruitment – the web being a highly popular media with people in search of a job.

In the face of sites developed in the past, which were soon obsolete, TIMAC Agro

decided to equip all the sites with an administration area. TIMAC Agro Ireland and TIMAC Agro México are therefore able to update their sites in just a few clicks.

The subsidiary websites have become essential corporate tools. They allow the TIMAC Agro brand to extend its influence in each country in which the Agro-supplies activity is implanted.

www.ie.timacagro.comwww.mx.timacagro.com

CERA is modernizing its image by changing its logo.It is thus adopting a new colour code: - Roullier blue, as a reminder of its Group dimension,- green, to evoke its concern for respect for the

environment.Delphine Dorison

Group Communication Manager

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TIMAC Agro Ireland and TIMAC Agro México are equipped with their first websites. TIMAC Agro Ireland and TIMAC Agro México are equipped with their first websites. These sites have been developed on the basis of the ‘reference site’ proposed by Agro-These sites have been developed on the basis of the ‘reference site’ proposed by Agro-supplies Communications and adapted 0to the needs of each country.supplies Communications and adapted 0to the needs of each country.

The 14The 14thth and 15 and 15thth TIMAC Agro websites TIMAC Agro websites are onlineare online

New identity for New identity for the CERA!the CERA!

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Driving a vehicle can be a source of pleasure – but also one of fatigue, and even irritation. The first and last minutes at the wheel, the ends of the week, and delays are often synonymous with inattentiveness. This is when it’s easy for an accident to happen.

To avoid this risk, Agriva offers a reminder of the rules of Good Conduct in a 12-page manual, with three main sections: 1 - Behaviour at the wheel (telephone, speed,

alcohol, etc.)

2 - Upkeep of the vehicle (tyre wear, servicing, etc.) 3 - Getting out of the vehicle (safety shoes, safety

jacket and warning triangle)

Agriva has distributed this booklet to all drivers of company vehicles, thus contributing to the reinforce-ment of the safety of its employees and to making the roads safer.

Cédrick HermannEnvironmental Safety Co-ordinator Agriva

“In order to make driving safer for its employees, Agriva has invested in a In order to make driving safer for its employees, Agriva has invested in a communications approach related to safety and has created a booklet entitled communications approach related to safety and has created a booklet entitled ‘‘Good Conduct at the Wheel’’.

Agriva communicates Agriva communicates on road safetyon road safety

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The Editorial Board The Editorial Board wishes you all a wishes you all a

happy holiday season!happy holiday season!