Energetic sales and marketing team on the go to increase potato exports.

Heading up Agrarfrost's international sales campaign is Lorenz Mestwerdt. Though based at headquarters in Germany, he is often on the road pitching the company's frozen potato products throughout Europe, the Middle East, Asia and the Americas.

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Exports account for approximately 25% of sales volume--and that amounts to mountains of value-added potato products, considering that Agrarfrost processes upwards of 500,000 tons of tubers a year.

Sales have been robust both within Germany and abroad in recent years, with exports rising by 50% since 2003. The company recently expanded its export department to further develop business opportunities and assist Agrarfrost's far-reaching external network of sales agencies.

Father and son team Pierre-Jean and Alain Cassagneres are responsible for Agrarfrost's sales growth in France (E-mail: [e-mail]), while in Greece it is Dimitris and his sister Katerina Tzimas (E-mail: [e-mail]) who run the sales operation from Athens.

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In the Italian market, Calderara di Reno-headquartered General Srl Gruppo Commerciale, under the leadership of Alfredo Cattabriga (E-mail: [e-mail]), is in charge of generating new business and maintaining current customer relations.

Also supporting the effort in the Italian market is Logica Srl of Ferrara, under the direction of Marco Passerini (E-mail: [e-mail]).

Big Kicks with Krixx in Japan

Well known in Japan, the company scored a big hit there a number of years ago with its Krixx Pommes Frites. They sport an eye-catching X-cut configuration as opposed to standard straight-cuts, crinkle cuts or other traditional shapes familiar among consumers dining in quick service restaurants.

Sales of the product were so strong during the first summer of introduction that five airplanes were chartered to fly shipments to Tokyo in order to guarantee just in time deliveries and avoid out of stocks.

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"The Japanese client, a national convenience store operator, prepared and sold Krixx fries from dedicated fast food corners in its shops," recalled Matthias Baumert, product manager. "Television commercials promoting the product's unique shape stimulated much greater demand than expected, which became a luxury problem for us to solve."

The company has been active in Poland for many years, operating from the Starbrands sales office opened in Warsaw during 2004 to build up business in Central and Eastern Europe. Initially set up as a joint sales organization, which also provided support services and merchandising assistance for six different frozen food companies, its resources are now used exclusively by Agrarfrost.

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"We have been exerting a great deal of effort in Russia, and are targeting emerging markets such as Brazil, China and India," said Export Manager Mestwerdt. "A new salesman, Mikhail Kurbanov, was recently hired in Russia to enhance our presence in that growing market. He has been a very busy man."

Elsewhere in the wide world of Agrarfrost's export sales: Madrid-based Adolfo Pfeiffer (E-mail: [e-mail]) of Desarrollo De Productos Congelados S.L. leads the sales charge in Spain; Beverley, East Yorkshire, England-based Derek Moyse (E-mail: [e-mail]) runs the sales effort in the UK and Ireland; in the Americas and Caribbean, the sales agent in charge is David Winiarz (E-mail: [e-mail]) of Thornhill, Ontario, Canada.

Adding firepower to the European and global sales drive are Axel Eibenstein and Rene Hermes, international key account managers. Mr. Eibenstein concentrates on the UK, Ireland, Scandinavia, Benelux and Italy, while Mr. Hermes' focus extends from Portugal and Spain to France, the Middle East, Asia and Africa.

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The sales and marketing campaign waged on all fronts utilizes ongoing promotions throughout the year to boost volume. Tools in the chest range from special bonus size packages of Kartoffel Puffer (potato pan cakes), Country Steak Fries anal other items featuring 20% to 33% more product, to free portions of apple sauce, gratis gourmet spoons, pens, EM Fussball-Hits collectibles, and other premiums.

Agrarfrost also promotes the World Wildlife Fund (WWF) on Knusper Safari product packaging, which profiles the well-known WWF logo and an image of a panda bear munching on bamboo. Each purchase of a 450-gram bag of the spud specialty results in a five euro cent donation from the company to the non-government organization's program to save endangered animal species and protect their natural habitat.