COMPANIES TO WATCH MOST ADMIRED www.insightssuccess.com Issue:Vol20220308 Willem Van Walt Meijer CEO Enabling Delivery of Fresh Food in UAE through Innovation Into the Future The Post-COVID-19ofDairyChangingPreferencesCustomers Transforming Market The impact of AI on Nutri onAnimal
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Bhushan Bhad Managing Editor umans have evolved from grazing land to urbanH scape—big skyscrapers, magnificent flyovers, huge glass-built mansions, and what not. But, the one thing that always stayed the same is the love and passion of humans for its ecological community. Be it the forest treasure, weather phenomenon, household pets, grazing animals, or ecstatic dairy products, humans have never fallen out of the conscience of a nature-loving And,lifestyle.one of the finest examples of the above iteration is Food and Dairy Industry. For centuries and decades, farm produce and dairy products have become synonymous with the basic need of human living. But, in the globalized economy and industrial segmentation, each and every revenue-generating business has been under the close watch of imperialists, investors, economists, and public policy So,executionists.diditchange anything, or did every business remain the Maybe,same? it remained the same, and maybe it got enhanced. But, concerning the dairy business, the most efficient hand that skyrocketed its logistics along with increasing demand and supply chain was the technological hand that not only
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enhanced.urbanthethefarmwithwatchthehanddemandonly Ecological shared the word but did extend its support to all the major workflow of the dairy farm and its production. Central to this discussion is the corporate dairy product companies. In the technologically advanced world, one does not need to wander a multitude of villages and urban communities to sell their product. All one may need is sound business support, a hand of logistics that connects a dairy farm with the market, scientific support that can nurture the dairy farm as per the requirement of dairy animals, fodder supply, and medical aid to keep the animal healthy. Explaining such a magic recipe for success in the dairy tech companies' segment is our cover story of Al-Ain Farms. Walk through such inspiring stories and know the art of utilizing the optimal resources while facilitating the world with a sustainable approach. While you flip through the pages, ensure to read the insightful articles opined by our in-house editorial team. Have a good read! , , For centuries and decades, farm produce and dairy product have become synonymous with the basic need of human living.
Bhushan Bhad
08 Enabling Delivery of Fresh Food in UAE through Innovation Articles 24 34 AI Ain Farms Into the Future The Changing Dairy Preferences of Post-COVID-19Customers Transforming Market The impact of AI on Animal Nutrition
CoNtEnTs smaXtec Transforming the Animal Health Nichewith Smart Technology STONY Lake Acres Providing Organic Milk for Better Health 5 Customer Retention Strategies That Work In 2022 Who's Looking Over Your Shoulder? CXO 16 30 20 36 CXO
sales@insightssuccess.com March, 2022 Circulation Manager Tanaji Fartade Research Analyst Eric Smith Editor-in-Chief Mary AnishD'SouzaMillerSenior Editor Kelly, DavidBusiness DevelopmentManagingExecutivesEditor Sherin RodricksBusiness Development Manager Bhushan Bhad Art & Design Head Art & DesignVisualiserAssistant David King Co-designer Rohil Sonia,ShinganapurkarMrunalinee Marketing Manager Joseph D'souza Technical Consultants Prachi, Rajeshwari Technical Head Jacob Smile Assistant Technical Head SME-SMO Executive Gemson Digital Marketing Manager Alina Sege Assistant Digital Marketing Manager Renuka, Atul Copyright © 2022 Insights Success Media and Technology Pvt. Ltd., All rights reserved. The content and images used in this magazine should not be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without prior permission from Insights Success. Reprint rights remain solely with Insights Success. Follow us on : www.facebook.com/insightssuccess/ www.twitter.com/insightssuccess Corporate Ofce Insights Success Media Tech LLC 555 Metro Place North, Suite 100, Dublin, OH 43017, United States Phone - (614)-859-2600 Email: info@insightssuccess.com For Subscription: www.insightssuccess.com We are also available on : RNI No.: MAHENG/2018/75953 Sales Executives Mark, Alice Amar Sawant Assisting Editors Trishika, Shrutika Paul Belin
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Kelly Prior President and CEO
Armenta was established to address the most pressing disease affecting dairy farming today.
Byrne Dairy is a regional dairy company headquartered in Syracuse, New York. It was founded during the Great Depression in 1933, delivering milk bottles to New Yorkers by horse-wagons.
Masters Gallery Foods offers more than the highest quality cheese products, more than timely order delivery, and more than exceptional responsiveness to its customers’ needs.
SmithFoodsAcresInc.smithfoods.comSmaXtecsmaxtec.com
The smaXtec Boluses pick up all health problems within the cows, at its very early detection. It often picks mastitis up long before there are any visible signs.
Stony Lake Acres, is dedicated to supplying healthy milk produced in organic ways.
mastersgalleryfoods.comFoods
Better Dairy is using precision fermentation to produce the same cheeses, yogurts, and ice creams that customers currently enjoy without having to use animals.
SmithFoods is a regional maker of dairy products, beverages, and ice cream headquartered in Orrville, Ohio. The company sells products under two major brands, Smith's and Ruggles, as well as private label brands, for both retail and wholesale distribution.
Featuring CompanyBrief
Willem Van Walt Meijer Chief Executive Officer Jevan
Patrick G Criteser President and CEO Masters Gallery
Founded in 1981, Al-Ain Farm is the largest integrated dairy company in UAE, running four farms under its brand - the dairy business, the fresh juice business, the camel milk production, and the poultry section, producing fresh chicken and eggs.
COMPANIES
Tillamook County Creamerytillamook.comAssociation
MOST ADMIRED TO WATCH
Gil Hakim Chief Executive Officer Byrne
Jeff PresidentGiffinandCEO Lite litehouseinc.comhouse.inc Lite House. inc is dedicated to delicious, quality food products and building a better tomorrow.
The Tillamook County Creamery Association is a dairy cooperative headquartered in Tillamook County, Oregon, United States. The association manufactures and sells dairy products under the "Tillamook" brand name.
betterdairy.co.ukbyrnedairy.comDairyAl-AinFarmsalainfarms.comBetterDairyArmentaarmentavet.com
Stony Lake
Enabling Delivery of Fresh Food in UAE through Innovation COVER STORY We value our animals as an integral part of our being, as a man can exist only in synergy with nature. “ “
Willem Van Walt Meijer Chief Executive Officer Al Ain Farms
In 2016, Willem returned to the food industry as Managing Director of Nedspice Vietnam. In 2020, Willem with his extensive experience and expertise in the food industry stepped in as CEO of Al Ain Farms. Since then, Willem has been working hand in hand with the management team, which consists of the representatives from all business divisions of dairy and poultry, brand development and concept innovation, sales and logistics, and support functions.
Most Admired Dairy Tech Companies to watch
Leading with expertise and excellence. Speaking of food safety norms, the company’s CEO Willem Van Walt Meijer is leading Al Ain Farms to become a major player in the UAE food industry by ensuring the strategic initiatives guided by the UAE’s leadership. The credit surely goes to Willem’s vision for the company and his decades-long experience in the Aindustry.Dutch national, Willem held several positions in Sales and Marketing at Unilever in the Netherlands. He then went on to hold series of director positions in Unilever operating companies in Indonesia, Ireland, and EagerRussia.to take on new challenges, Willem stepped in as CEO of the Greenery, a co-operative of fresh produce growers, with 21 years of rich industry experience. He further headed the Classic Dairy and Cheese division of Friesland Foods, a co-operative of dairy farmers.
S ometimes legacy is not what you leave for your family or your business, sometimes it’s big enough to impact the whole nation and the generations to come. The verity of this phrase is evident in how Father of the United Arab Emirate, late Sheikh Zayed Bin Sultan Al Nayhan built a legacy of providing daily access to fresh food, primarily milk by founding Al Ain Farms in 1981. As the first dairy company in the UAE, Al Ain Farms was responsible for providing fresh milk to the whole country. And four decades later, the company is following the same legacy with the same passion and modern innovation, building a sustainable framework of dairy and poultry Currently,operations.Al Ain Farms has grown to be the largest integrated local dairy company in the UAE, running four farms under its brand. Going with the current time, the company has also added a basket of food products on the menu which includes several flavors of fresh juices, yoghurt, and poultry Alproducts.AinFarms has already established a name through its farm-fresh dairy products, serving more than 13,000 outlets every day. And now under the leadership of its CEO , Willem Van Walt Meijer, Al Ain Farms is set to pioneer the new food security norms in the country. Farm Fresh Dairy Products Al Ain Farms’ core competencies lie in the strong brand reputation achieved over decades of operations and wide accessibility of products in the country. Over the years, the company has achieved a leading edge by ensuring the continued operations of cold chains in dairy and poultry to provide fresh products to the outlets across the country 24/7. By ensuring the farms and factories are in the same area, Al Ain Farms has been living its promise of delivering farm-fresh products to the customers within 24 hours, guaranteeing fresh, tasty, safe, wholesome, and healthy food. Moreover, these food products are available in different fat levels and package sizes to suit customers’ tastes and needs. Product diversity for better customer health UAE is known for its hot and humid climate. And people living or visiting the country often like to relish fresh juices to keep them cool and active during hot sunny days. Supplying this huge demand, Al Ain Farms has ventured into beverages space by providing no added sugar fresh juice, first local manufacturer to offer the whole range of juice without any sugar being added. By nurturing cows and camels at the farms, Al Ain Farms has become the first food company to offer Camel Milk, both locally and internationally in fresh and powder variants. Speaking about the company’s poultry division, over 8 million chickens and 120 million eggs are produced annually in Al Ain Farms and delivered to households across the country. By producing meat, free from antibiotics, and any hormones, the company is already setting food safety norms for others to follow.
steppeddivisionstrategicandseveralthenandrichheadedoffoodthen,handallpoultry, watch The theutmostcompany’spriorityishealth,safety,andwell-beingofallofitsemployees,biosecurityoftheanimallivestock,andqualityofproductsandoperations. “ “
The hot and humid climate of UAE not only affects humans but animals as well, which can reduce yield as well as affect animals’ well-being. To tackle this issue the company brought innovative ways to the table. The air-conditioning system was created to maintain the temperature. However, the cooling system uses substantial amounts of water and electricity. To reduce its ecological footprint, the firm recycles the water used in its production, to irrigate the land. As part of the circular economy, the farms recycle close to half a billion gallons of water annually. With the new farm expansion, the company plans to drive this to more than a billion gallons of water recycled annually for irrigation.
Innovation yielding fresh products
Willem explains,"Animal welfare is our utmost priority. “And we have spared no efforts to protect and nurture all of our animals, by providing stresssynergybeing,ourveterinarynutritiousfree theStrived duringTalkingsupply.pandemicoperationalproduction,sureacrossfreshhavetimes.seamlesslyFarmsasaffectedThea healthy.”allfarms.healthnecessaryhave crisiscompany’sWillem
The reason is that differentiation is everything, but potential lies in adapting the local needs and operational requirements.”
“Choose something where demand exists, but supply is lacking, or the existing system can be improved,” Willem says, “In the food industry, habits change relatively slow due to being engrained into a culture, so planning for low pace scenario is needed, so we could be investing into growth.”
about the farms’ operations during the pandemic Willem said, “We have tirelessly undertaken all necessary measures to prevent any health and safety breaches at our farms. Daily checks are conducted, and all employees remain safe and healthy.” Willem further talked about the company’s operational readiness and crisis protocol which was the key in safeguarding the health of employees as well as business continuity. “It was a learning and testing phase, but responsive and quick implementations, such as the opening of Al Ain Farms’ Care Centre in Sharjah for quarantine and medical security, and the rehousing of 600 employees, meant that we were able to continue business as usual. We implemented hard zone site where no one could enter from outside to ensure full biosecurity,” Willem Safeguardingexplained.partners and suppliers of Al Ain Farms were also a priority, which the company responded to with immediate effect by implementing protocol securing minimum impact along the supply chain. To further ensure employee health and safety the company has recently vaccinated the staff voluntarily with a newly developed vaccine for Covid response. “The company’s utmost priority is the health, safety, and well-being of all of its employees, biosecurity of the animal livestock, quality of products, and zero interruption of our business continuity and operations,” says Willem. While the ongoing COVID-19 pandemic brought local businesses into light, the individuals and large organizations have responded well to the change by adopting to local for local trend. However, Willem believes the trend not only is helping the country to become self-sufficient but also to provide a much-needed economic boost during tough times.
No doubt the government’s continued support and has also played a huge part in the farming sector to further enhance the scale of the local output and ensure a fair level playing field for all local manufacturers within the sector. Going forward with the trend Willem explains his goal for the company. “We aim to work more closely with our retail partners to customize shelves and packaging to communicate the benefits of locally made and benefits of our products for consumers,” he says.
Willem’s final piece of advice was apt and enlightening for the entrepreneurs and business owners in every sector.
“We should be coming with novel ideas of concepts and technology often found far from the place of core operations.
products economy,notastobillion nurturestressfree environmental conditions, nutritious and high-quality foods, and veterinary care at all times. We value our animals as an integral part of our being, as a man can exist only in synergy with nature.” Strived with Due Diligence During the Pandemic. The COVID-19 pandemic has hugely affected the global economy. However, as a part of daily essentials, Al Ain Farms has continued to operate seamlessly during these challenging times. To make this possible, the farms have increased the capacity to produce fresh local products delivered daily across the UAE. The company made sure the core functions of farming, production, and sales remained operational 24 hours throughout the pandemic to ensure continuity of Talkingsupply.
Wise words As a visionary leader holding expertise in the food industry, Willem had fair advice to share with the entrepreneurs who want to venture into this field.
smaXtec Transforming the Animal
he health of dairy cattle has long been managed by traditional health management methods of farmers and dairy owners. Even though these conventional methods have been practised since the inception of dairy farming, they do not have the provision of detecting and preventing potentially lethal diseases in dairy farms. These diseases not just lead to mortality and reduced productivity in the dairy herd but also represent a risk for human health.
In the following interview, leaders of smaXtec talk in-depth about how their high-tech solution is changing the way traditional cattle farming used to operate. Please brief our audience about smaXtec, its USPs, and how it is currently positioned as a leading player in the Animal health space.
smaXtec provides professional dairy farmers with a premium health system that avoids diseases in dairy herds. Results are significantly higher milk yields for the farmers and increased animal welfare in the competitive environment of industrial dairy farming. Since its foundation in 2009, smaXtec has continued to develop its Health Niche with Smart Technology
Dr. Stefan Rosenkranz Founder, and CEO smaXtec Dr. Stefan Scherer smaXtecCEO 2022 www.insightssuccess.com
| March
Spearheaded by Dr Stefan Rosenkranz , Founder , and CEO , and Dr Stefan Scherer, CEO, the company introduced a revolutionary solution to the traditional sector of dairy farming.
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To address this situation, smaXtec came into existence.
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What would be your advice to budding entrepreneurs who aspire to venture into the animal health and nutrition market?
Considering the current pandemic, what initial challenges did you face, and how did you drive your company to sustain operations while ensuring the safety of your employees at the same time?
The smaXtec system offers the most precise and robust direct measurement of health parameters core body temperature (+/- 0,03°), activity, and rumination, which is measured by a bolus inside the reticulum of the cow. This allows for earlier detection of diseases, reduced antibiotic use, and prevention of milk revenue loss. Being an experienced leader, share your opinion on the impact of the adoption of modern technologies on the animal health and nutrition space and what more could be expected in the future?
As a global and technology-driven company, working remotely and keeping in contact with colleagues and customers over long distances via telephone or internet has been an important part of smaXtec's operations ever since its foundation. With its focus on direct sales and continuous technological development, smaXtec was able to introduce its revolutionary TruRumiTM TECHNOLOGY in 2020 and consistently maintain its growth strategy.
Shed some light on your offerings and how are these making an impact on the industry and your customers?
Despite its technologically advanced approach to monitoring animal health and ever-growing software expertise, smaXtec always remains in close contact with farmers, veterinarians, scientists, educational institutions, and agricultural stakeholders to identify wants and needs. Consequently, entrepreneurs should always strive to improve their knowledge about markets and relevant fields beyond their individual business strategies.
How do you envision scaling smaXtec's operations and offerings in 2021?
smaXtec's recent introduction of its smaXtec TruD™ cloud solution, which utilizes artificial intelligence and smaXtec TruRumiTM TECHNOLOGY, has created the foundation on which the company will reach and soon exceed its ambitious goal of 1 million cows under monitoring. Additionally, smaXtec focuses on integrating its software solution in as many herd management systems as possible for ease of use and time savings in its customers' day-to-day operations. Exhibiting Brilliance Ø Heat detection is a very big part of why we chose smaXtec—especially, the accuracy of it. Overall, we are delighted with smaXtec. It really fits in with what smaXtec is being led by CEO Stefan Scherer and CEO Stefan Rosenkranz, who also invented the technology. The company consists of a growing team of 70 people, including a premium customer service team, an outbound sales force, in-house marke ng power, and top engineering teams. the Leaders
Most Admired Dairy Tech Companies to watch | March 2022 www.insightssuccess.com
in-depth andthe farmersherds.its smaXtec Rosenkranz www.insightssuccess.com products and technologies. Today, smaXtec is monitoring the health data of 100,000 dairy cows and counting.
The system meets modern requirements by offering an easy and user-friendly plug & play solution (smaXtec Base Station). Dairy farmers receive valuable information, dashboard lists, and alarms onto their mobile phone (smaXtec App) and computer (smaXtec Messenger software).
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About
Since the company's foundation, innovation has been at the very centre of our endeavours. While other agricultural sectors have already seen a considerable increase in the adoption of modern technologies, industrial dairy farming requires a careful balance between animal welfare and farmers' production success. smaXtec's proven technology and motivated team is set to create added value for farmers and bring long-term positive change to the dairy industry.
smaXtec's proven technology and motivated team is set to create added value for farmers and bring long-term positive change to the dairy industry.
Ø Automation makes the heat detection process incredibly accurate and as easy as possible. Overall, smaXtec has easily paid for itself several times over.” - Rodney and Steph Goode (Australia), smaXtec customers with 380 cows. Ø smaXtec is great. I am very satisfied with it. The measurement of rumination activity completes the system and makes it an all-in-one package. What is very important to me is good service. And smaXtec definitely offers that. I am in very close contact with the customer support team, which always helps me with my questions” – Daniela Schönberger (Germany), a smaXtec customer with 270 cows.
Ø In 2020, smaXtec was awarded the Austrian Agrarfuchs prize for its innovative TruRumiTM TECHNOLOGY by an independent panel of experts: “Precise data on rumination activity is crucial for the assessment of nutrition quality and animal health in dairy cows. This is exactly what the TruRumiTM TECHNOLOGY by smaXtec can offer to farmers,” the jury said in their statement.
we are trying to do with performance, animal welfare, and antibiotic reduction and looking forward to seeing where we can take this in the future.” - Joe Gardiner (Ireland), smaXtec customer with 300 cows.
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D id you know that companies in the US lose over $136.8 billion dollars each year because of bad customer retention? Sure, a single company might not add that much to the Butstatistics.even if that number is just in the thousands of dollars for your business, it's still something to work on. In the end, it's money you're losing that you could spend so less to keep instead. In fact, it costs five times more to get a new customer than it costs to keep an existing one. So even if affiliate marketing is a good investment, you might want to check your backyard first.
Dated Loyalty Programs
The first thing you should avoid doing is general loyalty programs. While loyalty programs can be extremely valuable for customer retention, you need to actualize them to the 21st century. Today's loyalty programs are all about Ifpersonalization.youhavealoyalty program and you're not personalizing them to your audience, it won't work. A great idea to update your loyalty programs is to combine them with inbound efforts and set up accounts that track your loyal customers' data. Ÿ Ignoring The Complaints of Lost Customers Haters gonna hate, right? Well, not quite. At least not where customer retention is concerned. If you don't track the reason why people abandon your products, you're missing crucial information that will help you actualize your customer retention. Understanding why you lose business can provide valuable insight into what your mix is lacking. Is it the product? The | March 2022 www.insightssuccess.com20 21
Strategies That Work In 2022
Customer Retention
Dated Concepts That Don't Work Anymore Customer retention is not fine art. Simply working on your customer service can provide great results. But that doesn't mean you can't go wrong with some dated concepts from customer retention. The strategies we'll talk about can be both ineffective and harmful to your business. Ÿ
Customer Retention personalizingaboutthemupdatecustomers'informationvaluableThe www.insightssuccess.com
Gael AuthorityCo-FounderBretonHacker | March 2022 www.insightssuccess.com21
About the Author About the Author
Gael Bretton has over ten years of experience in building and growing websites. He has worked with a wide range of clients, from local businesses to fortune 500 company sites. Since starting out online, he has managed to take multiple blogs from blank WordPress installations to highly successful web properties that attract millions of visitors and generate 7- gures each year. Along the way, Gael shared his internet marketing knowledge as a speaker at Harvard, Wharton, andUniversity.Oxford
Now
Let's see what retention tracking metrics are most important. Ÿ Customer Churn This is the most important metric, and it measures the rate at which customers drop your products or services in a period of time. To calculate it, subtract the number of customers at the end of a year from the number of customers at the beginning of the year, and divide that all by the number of customers at the beginning of the year. Ÿ RPR (Repeat Purchase Ratio) RPR measures the number of customers that bought from you again. It can be calculated in any given time frame, and its formula is simple. Just divide the number of repeat customers by the total number of customers. Ÿ DSO (Days Sales Outstanding) Another smart way to assess churn is by seeing who's late on their bills to you. This will indicate both if people have a problem with your products and whether or not your billing department is doing its job right. To calculate it, divide Accounts Receivable by Annual revenue, and then multiply all of that with 365.
Ÿ
price? The positioning? We can't tell you. You'll need to find that out yourself by gathering information from lost Youcustomers.canuse a survey for this. Just make sure it's short and non-intrusive. Otherwise, people won't fill out the questionnaire, and you're back to square one.
Ÿ Assigning Customer Retention to One Department Assigning customer retention to one department is a huge mistake that a lot of companies still make in 2022. It's not the marketing's job, not the customer support's job, and not the product's job. Rather, good customer retention is an interdepartmental effort. All the departments we mentioned have an impact on it. Get everyone working together on this, and you will have success in retaining more customers.
Ÿ Being Reactive Instead of Proactive If you react to churn, it's already too late. The customers have made their minds about dropping your products or services. That's why trying to convince them to stay onboard will rarely work. Rather, you should use data to understand the reasons you lose business and figure out ways to stop churn in its tracks.
How Do You Get on The Right Path? Before we get into customer retention strategies that work in 2022, it's important to start with the right mindset. There's no point in making improvements if you can't tangibly measure them. You won't know what's working and what's hearsay, so have a strong default to data. What data, you ask?
We want to state again that customer retention is not a hero's job. No one person or one department can pull it off on their own. If you want to retain customers, all of your departments need to be focused on that. Everyone needs to So,contribute.whenyou read the following strategies, remember that to implement them, you'll need every department on board. 2022 www.insightssuccess.com
22 #1 Personalization focusleftbecauseneeds.Allhave.readytreatspersonalizedretainGeneric #2 Be product,lostworkyourIfaskingcustomersmakeAsthere's #3 The ongoingThen,wantyourcustomersStartcreatesIt'sopinionretention.crucialThe #4 Delight doesn'tAny 23
Existing Customer Revenue Rate
The
If you want to know whether your customer retention efforts are improving, this metric is extremely valuable. It will measure how much you're making from existing customers in a given period of time. To calculate it, here's what you need to do: subtract the revenue at the beginning of a time period from the revenue at the end of that time period. Take that number and divide it again by the revenue at the start of your time period. There are more metrics that you can use to fine-tune specific details, but these should have you covered when you're getting started. for the fun part - how do you retain customers? Best Customer Retention Strategies
| March
Ÿ
Start with a good onboarding system that makes sure customers instantly make the most out of your product. If your services or products are pretty complex, you might want to consider customer success agents for this as well. Then, set time frames for constant follow-ups and create an ongoing customer advocacy program.
#4 Delight Your Customers Any marketer worth their salt will tell you that a funnel doesn't end when you shake hands. That's just the beginning. When you get a new customer, the best way to increase retention is to delight them. To go above the board and offer great service, special offers, add-ons, and value at every corner. There are a lot of ways to do this, including: Follow-ups to track product adoption Ÿ Special offers for existing customers Free resources for people that bought something from you Personalized communications Ÿ Better brand trust Ÿ Ongoing support Ÿ Rewards for loyal customers #5 Survey Your Customer Base information from lost customers is crucial for proactive customer retention. But you can take it a step further and gather data from your existing customers, even if they haven't expressed a complaint. surveys let you stay in touch with your audience. They shed light on possible complaints that could lead to churn and also show what you're doing right. In turn, you can double down on your strong points and mitigate the downsides of working with you.
Ÿ Be
The first 100 days in your relationship with customers are crucial to your long-term success and your customer retention. In this time frame, most customers formulate an opinion that they might stick to for years to come. It's important that you're aware of this crucial period and creates a 100-day plan for new customers.
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Ÿ Personalize
Constant
#3 The 100-Day Plan
#2 Be Proactive About Drop-Off Points As we mentioned before, one of the biggest mistakes people make in customer retention is to be reactive. If most of your customers drop your product after three months of use, asking them nicely to stick around won't be enough. If there's a trend in how your customers choose to leave your business, you need to identify that drop-off point and work proactively to tackle it. Find out the complaints your lost customers have, and implement changes in your product, pricing, or even positioning to respond to them.
General data sets are important, but honest messages from your audience are even more important. Look for them.
Ÿ Formulate
Where To Next?
Ÿ Survey
valuable.whethertimethattheToexistingtheendagainofftothatboard. www.insightssuccess.com
Ÿ
Ÿ Analyze
We know this was a pretty loaded article, with a lot of concepts to take home. For convenience, let's round up the key takeaways of what you read today: Always default to data and aim to measure customer retention. your customer experience. proactive, not reactive. your drop-off points to identify common causes of churn. a 100-day plan to delight your audience. your customer base regularly. 2022
#1 Personalization and Customization Generic merge fields won't cut it in 2022. If you want to retain a modern customer, you'll need to provide a truly personalized experience. From your marketing mix that treats individual customer desires to a support team that's ready to tackle that one specific query, a customer may Allhave.of your frontend needs to be customizable to a user's needs. Not just because it engages them even more, but also because everyone else is doing it. So if you don't want to be left behind, regardless of what niche you're in, you need to focus more on providing a personalized experience.
Ÿ
Getting
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Into the Future | March 2022 www.insightssuccess.com24 25
Demand for dairy is stabilizing Despite concern about the 2020 pandemic and its impact on the sector, consumer behavior remains consistent with their pre-outbreak expectation to maintain or increase dairy purchases both in grocery stores and in other channels. The results hold true for core dairy items like milk, yogurt, and cheese and less commonly consumed products like butter and ice cream. All in all, consumer demand for dairy in the Transforming Market 2022 www.insightssuccess.com
www.insightssuccess.com he consumer trends associated with the COVID-19Tpandemic have changed drastically since the early years of the disease. The lockdowns and restaurant closures caused by fears of cross-contamination have contributed to a rise in the number of meals cooked and eaten at home. This has led to more fluid milk and butter being consumed, while less cheese is being purchased. While retail-facing brands have been beneficiaries of this increase in fluid milk sales, the future of dairy consumption after the pandemic is unclear.
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Dairy
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Online vs Retail During the pandemic, internet sales of dairy products increased at an unprecedented rate. In the midst of a health crisis, internet consumers mentioned time savings, convenience, and safety as the primary reasons for purchasing items online. They were also less concerned with pricing when purchasing things online vs in-store. Following the disaster, polled buyers responded that they want to cut back on their online dairy purchases more than they do on their in-store purchases. The pandemic has demonstrated both the hazards and opportunities of consumer behavior in a life-or-death crisis. In a postpandemic world, polled customers want to cut back on online dairy purchases more than they will on in-store sales. In theory, this should be good news for dairy farmers whose produce is added to many popular consumer shopping lists. However, producers will have to sharpen their customerinsight capabilities to make sure that they stay on top of any trends that arise from changes in consumer behavior or learn from those who are getting it right and copy their Healthyinnovations.eating is no longer just a trend; it's the foundation of today's healthy lifestyle. Consumers want to stay healthy and enjoy a variety of wholesome foods without putting their health at risk.
Consumers are looking for healthier alternatives to the dairy products they have purchased for years and this is leading them to seek out alternatives such as almond, soy, and other plant-based milk. There are numerous reasons why consumers are making these movements away from traditional dairy products and they are moving in droves to plant-based options. Consumers are increasingly making their food purchase decisions in response to concerns related to health or the desire to promote healthy lifestyles. March 2022 www.insightssuccess.com26
Environmental and societal impact Despite increased media attention and discourse among stakeholder groups, public perception of dairy's environmental impact remains relatively unchanged from previous Consumersyears.researching dairy products on the internet are increasingly interested in how dairy products are produced, particularly the environmental and societal impact of dairy products as well as animal welfare issues. Even so, these consumers also want to see more of an effort towards making dairy more sustainable overall, as they were the subgroup most likely to say they would like to see changes in the dairy industry on this front. This is an indication that larger companies may be shifting their focus from impact to revenue as additional revenue opportunities become more apparent. Developments in areas such as sustainability and animal welfare, coupled with growing societal concerns about environmental issues, continue to drive consumer interest that permeates nearly all strata of the market.
aftermath of COVID-19 is trending toward a future of stability.
Influenced purchases A recent consumer poll of 1,500 people questioned if they had recently tried a new dairy product in the last two weeks. The vast majority stated that they had not tried a new product. However, following COVID-19, customers reported trying a new dairy brand. The major motivator for those who did try a new product was trying something new, followed by availability. Innovation and originality continue to provide appealing methods to acquire weary customers while also reinforcing claims and communication through increasingly sophisticated marketing strategies.
Rise of dairy alternatives Despite growing consumer perception that dairy alternatives are healthier options, consumption of dairy alternatives at the expense of dairy has dramatically increased in recent years. Many consumers perceive dairy alternatives as “healthier” options than dairy products. This perception is driven by the strong consumer interest in health and wellness. The perception that dairy alternatives are healthy options (rather than unhealthy non-dairy alternatives) will drive increased consumer demand for dairy alternatives. Health and wellness are top priorities for consumers making their purchase decisions. Consumers are looking for food products that help their health, and dairy alternatives provide an excellent nutrient profile, with plant-based sources of protein, vitamins, and minerals.
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Most Admired Dairy Tech Companies to watch
Stony Lake Acres is an organic dairy farm operated by me and my husband Arne Kleppe. This farm was established by my father and initially, the farm size was very small consisting 10-15 cows only. I grew up working there with seeing the process of milk production. After marriage, we bought this dairy farm from my parents, and I started working as a Farm Manager of Stony Lake Acres. We implemented new technologies in the farm such as: · Automatic milkers Automated barn cleaner Feeding machineries Animal reproduction and breeding technologies such as artificial insemination Rectal palpation – the method of pregnancy testing of cattle. · Calf huts and their protection in winter season.
Organic milk is believed to provide nutrients that aid in the development of stronger bones and muscles. Organic milk obtained from cows that have not been given antibiotics or growth hormones, aids in the transfer of nutritional benefits to children and other humans who consume it. Numerous studies have found that this milk is better for our health than regular processed Accordingmilk. to these studies, organic milk possesses higher nutritional value and more omega-3 fatty acids than nonorganic milk. Hence, people are tilting towards it considering the healthy benefits it provides. The demand for this healthy milk is growing rapidly and to fulfill it, one dairy farm was established – Stone Lake Acres, which is dedicated to supply healthy milk produced in organic ways.
In an interview with Insights Success, Carol Kleppe, the Farm Manager of Stony Lake Acres , shares the journey of her company, its offerings, and importance of organic milk products. Below are the highlights of the interview: Carol, please brief our audience about Stony Lake Acres, its values, and how it has been positioned as a leading player in the dairy tech space.
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STONY Lake Acres
Carol Kleppe | Farm Manager | Stony Lake Acres 2022
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Arne Kleppe Stony Lake Acres
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Today, the farm is a part of Organic Valley (OV). Organic Valley is an independent cooperative of the farmers in La Farge, Wisconsin, United States. It was initiated in 1988, and currently it is one of the largest organic consumer brands.
students from different countries at our farm every year, whoever gets opportunity through this program. Since 2012, we trained students from Africa, Ukraine, India etc.
Taking into consideration, the current pandemic, and its impact on global economies, what challenges did Stony Lake Acre face because of the pandemic?
Milk prices were dropped and there was a huge loss in the business due to the pandemic. Our market steeped drastically, thereby making it difficult to maintain our farm management. Since there was a transportation shortage, we had to manage all our deliverables. With the pandemic taking a toll and shortage of food supplies to animals, it was gradually becoming quite difficult to maintain herd's health. This significantly reduced our reach to our potential client, but still we managed the process with our limited resources.
I grew up working there with seeing the process of milk production. After marriage, we bought this dairy farm from my parents, and I started working as a Farm Manager of Stony Lake Acres. | March 2022 www.insightssuccess.com33
What are Stony Lake Acre's distinct offerings, and how have these products ascertained your stronghold within the industry? Well, Stony Lake Acre's consists of 150+ cows to produce organic milk. These cows are fed with organic fodder grown on chemical-free soil and are not injected with antibiotics and hormones. Hence, an organic milk we get, offers healthy lifestyle.
There are different cow breeds which are used for high milk production as below: Ÿ Jersey – The Little Beauties. Ÿ Brown Swiss – The Old Sweethearts. Ÿ Guernsey – The French Gold. Ÿ Ayrshire – The Scottish Warriors. Ÿ Milking Shorthorn – The Pioneers. Ÿ Holstein – High Milk Production Carol, please brief us about yourself, your journey in the industry, and how you have contributed towards Stony Lake Acre's success. I am the Farm Manager of Stony Lake Acres. Previously, the farm was operated by my parents with traditional dairy practices. Since we took over, we implemented innovative technologies for effective milk production. Beside this, we are into agriculture as well. I have grown maize, wheat, and fodder crops on our cultivated land. We have tied up with MAST (University of Minnesota – Twin Cities), MAST International, University of Minnesota College of Food, Agricultural and Natural Resource WeSciences.alsotrain
The impact of AI on Animal Nutrition W whoalgorithmsbetternumerousanduseparticularhusbandryThepatternssurfacesthisefficiencythatdataThelearningCurrently,livestockhelpingTheandadvanced Dairy efficiently.wastagehelpmonitoringcow.mostaskeddairyMilk Meat pigletsfarminfraredHerein,understandinghowever,gestationaltacticssuchmoderncommontheMeat 35
Transforming Market March 2022 www.insightssuccess.com35
Meat Farming Meat is a significant source of dietary protein all throughout the world. Cattle, sheep, pigs, and goats are the most common meat-producing animals. To increase output, modern animal husbandry includes a variety of procedures such as selective breeding and artificial insemination. The tactics utilized can vary depending on the animal, its gestational age, and the intended goal. In all situations, however, the majority of these strategies rely on a strong understanding of your animals and their behavior. Herein, AI systems can analyze data collected by low-cost infrared cameras to detect abnormalities in the behavior of farm animals. The same systems can monitor vulnerable piglets for squeals of distress and identify poor quality flesh in cattle to ensure the meat is fit for human consumption. This can lead to efficient meat production with a less negative impact on the environment due to resource consumption and pollution.
ith the widespread development of artificialWintelligence (AI), animal farming is changing and becoming a data-centric business. Animal AI uses advanced machine learning, natural language processing and telemetry to increase the productivity of animal farms. The range of this cutting-edge technology is vast; from helping farmers develop new types of feed for their livestock to providing day-to-day care in real-time. Currently, there are two major ways that AI and machine learning algorithms can be beneficial in animal farming. The first one is to prevent illness with the help of real-time data at hand. Most of the time, animals have some illness that is not revealed until it is too late. This leads to reduced efficiency in farming. With the use of sensors, AI can avoid this kind of situation by identifying the problem before it surfaces as well as by using mathematical modeling and patterns to conduct more effective animal management. The second way through which AI benefits animal husbandry is in disease treatment. Every disease has a particular pattern so when a disease is identified you can use AI and machine-learning algorithms to detect the cause and then pinpoint a solution for it at hand. Since there are numerous possible causes behind cattle getting sick, it is better to use artificial intelligence and machine learning algorithms to handle different situations instead of humans who may make mistakes.
Dairy Farm Barns Milk production per cow is a metric that is well tracked in a dairy farm, but there are bigger questions that need to be asked to maintain the production levels. The feed is the most important factor that affects the production level of a cow. Artificial intelligence systems can provide accurate monitoring of the amount of feed provided to the cow and help increase the production levels by minimizing the wastage and helping in reaching the required daily feed efficiently.
Poultry Farming Automation of tasks is an important part of modern farming. On most of the farms, robots are responsible for many routine operations such as feeding birds, collecting eggs, and removing manure. Many tasks, including collecting, counting, and packing eggs, are becoming completely automated eliminating the need for close supervision by humans. Already a number of robots have been deployed in several places like auto plants, factories, hospitals, call centers, etc. Hence, AI and robotics possesses tremendous amount of potential in transforming poultry farming. Insect Farming Edible insects are widely used in some Asian countries and are becoming a more common part of food production because insect farming can help to meet future demand for protein consumption. Insects are high in protein, low in fat, and contain essential micronutrients such as zinc and iron. The artificial intelligence (AI) system can give smartphone analytics and temperature notifications capabilities. These characteristics are extremely important in automated insect farms, which are critical for the efficient production of excellent food for humans. Insect species may be optimized for farming purposes using the data supplied by AI. AI also helps to enhance product quality, increase manufacturing efficiency, and is simple to maintain.
Aquaculture Fish is an important food source and protein in the human diet. However, with the global demands increasing, we are now depleting the earth's fish faster than they can be generated. This has raised global concern, and organizations have adopted various strategies to conserve aquatic life. By expanding existing technologies (such as sensors), artificial intelligence (AI) can be used for better and more efficient management of fish farms. Artificial intelligence has a wide range of uses in aquaculture. Aquaculture sensors can be used to capture data like oxygen levels, pH, salinity, and water pollution levels. Sensors that detect the hunger level of fish can assist farmers or even robots in feeding them appropriately. Automated recirculation systems can circulate water based on data provided by sensors. Fish farming models that were traditionally regulated by humans have been automated using microchip technology, with robots employed for feeding fish, shutting off lights, and cleaning tanks.
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Who's Looking Over Your Shoulder?
Protecting from the Dangers of Friendly Fraud
Who's Looking Over Your Shoulder?
· By Kyle Rutherford
As you probably already know, passwords are not enough to protect your customers. They are difficult to remember, not very secure, and highly vulnerable to data breaches.
Many customers use the same password across various accounts, further weakening their viability.
authentication (KBA) utilizes something the customer knows to try to authenticate them. The problem with these is that with the growth of social media and the vast amount of information available about everyone online, it is almost impossible to find questions that cannot be socially engineered but that the customer still remembers. | March 2022 www.insightssuccess.com36 37
ince the start of 2020, the world has changed,S witnessing the most significant move to digitalization ever experienced. With the pandemic, companies could not even operate unless they moved employees remotely, building digital ecosystems and interacting with their customers online. However, this transition was far from painless. Fraud also grew at a record pace, especially account takeovers (ATOs), up 282% from 2019 to 2020. Almost half of US consumers experienced account takeover fraud in the last two years.
One of the biggest challenges with account takeovers is friendly fraud (when a family member, friend, or another known entity perpetrates the fraud), which accounts for almost a quarter of Americans experiencing fraud.
The Basics: Passwords, SMS OTP, KBA, and Biometrics
The next layer of security companies' add-ons to secure accounts is text-message-based one-time passcodes (SMS OTP). A text message is sent to the device, which the customer must then transcribe to authenticate their identity. These are ubiquitous these days but not as secure as most people think. They are extremely vulnerable to phishing and can also be stolen via SS#7 type attacks that target security flaws in the underlying infrastructure in the telecommunications network. There are even OTP Bots (bots programmed to robocall unsuspecting victims and convince them to turn over their one-time passcodes or SMS codes). Because all the customer has to do is transcribe the number to confirm their identity, any fraudster who is able to get a hold of that number through phishing or another type of attack is able to compromise the Knowledge-basedaccount.
How can you protect your customers from friendly fraud when friends or family are often familiar with users' passwords or other information about them, like their mother's maiden name or what city they grew up in? What steps can you take to protect your organization, its reputation, and your clients?
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Author Bio Kyle Rutherford Founder and CEO, Asignio Kyle Rutherford is the Founder and CEO of Asignio. In the fi h startup, he has been involved; Kyle emphasizes looking at a problem from all sides and trying to find a new angle for a solu on. Kyle u lizes his business background from Harvard Business School and his technical exper se from past ventures to be a visionary in the digital iden ty realm. Known to be one of the best technology leaders, Kyle has surpassed barriers and is exemplifying the world with inclusive leadership in the global technology space. He has mul ple feathers on his hat, and Asignio is one of them in the bright spotlight. | March 2022 www.insightssuccess.com
Asignio's system is also easy to implement for institutions by simply adding a few lines of code. No App and no complicated installation. The business or institution sends out an email to their users, who sign up in a few easy steps – enter their email, allow the selfie, create and practice their signature about five times, set up voice as an account recovery mechanism, and then they're done. Once signed up, users can sign in securely for account access or transact anytime, anywhere.
One of Asignio's products, their SMS Biometric, can simply be sent in place of SMS OTPs. If the user has an Asignio account, they can sign in using that; if not, the system defaults to an SMS OTP, so any business can selectively roll out the Asignio level of security to users who need high-level secure authentication. If an Asignion user, instead of a one-time passcode, the user clicks on a link that leads them to their Asignio log-in page, where they sign in using their personalized combination of symbols and letters (a live selfie is taken while they do this) to get secure access. It's almost impossible for even the user's children to copy their signature, and the user would have to keep their face in front of the camera simultaneously for the selfie to get in. Pretty difficult to sneak that one by a user.
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Friendly fraud is especially hard to stop because the perpetrator knows the victim and often has access to them. This means that they may be able to see and copy the SMS OTP, know the customer's password, or know information that will allow them to get around KBAs. They also may be able to get around biometrics by snapping a selfie, resetting the user's FaceID, or their thumbprint. Friendly fraud provides significant risk both in terms of reputational risk and monetary risk. Studies show that over 60% of customers will change institutions if they experience identity fraud. So how do businesses or institutions combat it?
Solution: Asignio's Synchronous Dual Biometrics
Asignio has developed a sign-in system that thwarts account takeovers and all types of fraud, including friendly fraud, keeping your customer's data and accounts safe and secure. They use a synchronous dual biometric authentication to verify it's really the user. The system takes a live selfie while the user signs in on any touch screen with their own personalized Asignio sign-in using symbols or letters. The user is identified and authenticated via passive facial recognition and Asignio's patented handwriting identification technology. If signing in on a device with no touchscreen, the system automatically connects to the user's phone, where they can sign in for verification. It is quick, easy, and more secure and can be used across all devices, eliminating the risks associated with passwords, SMS OTP, and KBA. Also, by utilizing handwriting recognition, the Asignio signature is changeable, eliminating one of the biggest challenges for hard biometrics – their permanence, the fact that they can't be changed.
Friendly Fraud
Biometrics are great and solve quite a few of the challenges seen with the above solutions. However, most companies that utilize biometrics for authentication currently rely on on-device biometrics like TouchID and FaceID. These systems can be easily reset with just a PIN and do not work across different devices. Most biometrics are also permanent, which matters less for friendly fraud, but is especially concerning for other types of account takeover fraud. For example, if there is some type of data breach and your thumbprint or FaceID becomes compromised, there is no way to replace or change them.
To learn more about how Asignio helps protect you and your customers and the dangers of friendly fraud, go to web.asignio.com or contact Calvin Rutherford at calvin@asignio.com. 2022 www.insightssuccess.com
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