9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

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BG AGRO: A modern corporation of human capital THE MOST IMPORTANT September 25, 2019 Agribusiness 43686 Споделяне Proposals for the green architecture of the CAP Aerobatics by specialists and 2021-2027 will be employees guarantees our success, accepted until October 11. say Nenko and Daniel Nenkovi, founders and owners of the group Farmers aected by fires in the region can apply for Diana Vancheva, Radina Ivanova compensation BG AGRO AD - Varna is a group of leading companies specializing in MOST READ LAST wholesale agriculture, distribution of fertilizers and preparations, trade, New look for the field storage, forwarding and transport of robot Fendt Xaver agricultural products. One of the major exporters of grain.

The two brothers, sea captains, make Borissov: We will give BGN 50 to pensioners The bases of BG AGRO, which store and from where a large part of the no secret of the fact that they started while there is a Bulgarian grain is exported Photos Andrey Belokonski from what they knew best - the pandemic, then - transportation of goods and ports. indexation (Video) 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 They started with trade in animals and grain, and a little later the first THE TIME steps in grain production began, to reach today the position of one of the largest grain producers in Bulgaria Agrometeorological with over 120,000 acres. weekly forecast "Bulgarian Farmer" has witnessed how the company, which is now 30 years old, has long created its unique structure, covering a full range of activities - from wholesale agricultural production and related activities to the sale of products in final markets.

The facts prove that what has been achieved cannot be explained as a coincidence. It is the result of a long- running, apparently successful, concept and strategy for development and market behavior and attitude.

According to Nenko Nenkov, Chairman of the Board of Directors, the transformation of BG AGRO into a leader in the grain market and one of the largest agricultural producers in Bulgaria has logical explanations. Do you have a The answer for you question? - We have created an environment that attracts, not repulses. Whether there is love for what you do, whether eorts and a fair approach to partners and employees, it exhausts everything - correctness, predictability. Question sent by a reader: Hello, my question is: Which These are values that we must have in our personal lives as well. combination of preparations is best for the last spraying of the vines? Here According to him, the main thing is that since then the holding structure seeks mainly a logistical approach and I want to clarify a few things. At the relies on the professionalism of employees, who today are 350 moment I have no visible diseases in the vineyard, I have no desserts ...

According to the latest modern professional indicators of turnover, in our country it is even below the health Answer: In August, in the case of later vine varieties, minimum, adds Jenya Lekova, Human Resources Manager. it is good to continue the plant protection sprays against the causative agent of powdery mildew Here they keep their first and most experienced sta, and hire young professionals who show enthusiasm, What to spray the cabbage with innovative ideas and a desire to develop.

This is how we have accumulated our professional capital in BG AGRO, says Nenko Nenkov. Hi, I can't determine exactly what tomato plants suer from. It starts A natural process of development, according to the owners, is the establishment of the agricultural company with twisting the leaves at the base, th th t ith d b t more than 20 years ago. Hello, I have a peach in the yard, I noticed black spots on the green fruits Under the leadership of Nedko Malchev, today it grows over 120,000 decares. as if sprinkled with soot, but these t t l d b bbi Our paradise apple was full of According to Svilen Raykov, head of agricultural production, who monitors all lands, lavender and fennel and dripping fruit, and now there are very organic production have become more active in recent years. Therefore, the construction of a distillery is the few le. What is the reason for this d h t t th t ith? next logical step in closing the cycle. Hello, At the beginning of the week there was frost and the leaves of the Senior agronomist Hristo Harsev perfectly explains what the year was like, what they received. potato plants froze, we are talking b t G Th l k ld d See all https://www.bgfermer.bg/Article/7671296 1/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

David David explains that production, like theirs, can only be done with the most innovative technology

We see modern systems from leading world manufacturers such as John Deere, Titan Machinery, Kverneland, Horsch, Tecnoma, New Holland, Lemken, Belarus, etc., and a transport unit.

All this comes logically - aer more than 20 years.

And aer during this period the current agricultural team develops large-scale agriculture, acquires and rents land in Varna, , , , region.

And how in BG AGRO they see the directions of agribusiness in the near future in our country. We ask because they can analyze, they can predict. Agribusiness will become more diicult, surprises will happen more oen. But these are some of the smaller operational risks when you know the environmental factors, says Maya Assenova, Trade Manager.

According to her, the factors that aect prices are many and today they are no longer limited to supply and demand.

Increasingly influential are political, economic and logistical factors, increasingly rapidly changing climatic conditions.

One thing is for sure, she says, is to monitor the grain market on a daily basis and quickly make an adequate decision for proper positioning.

The results of recent years show that selling when the farmer needs to sell is not the right approach.

The trading company is a developed structure for purchasing products from agricultural producers, covering the wide grain production zone of Northeastern Bulgaria.

Concludes contracts for the purchase of grain, for the sale of seeds, plant protection products and fertilizers.

He has extensive experience, cooperates with over 300 agricultural cooperatives and producers, processors, mills, trade companies. The purchased products are stored in new modern mechanized and automated granaries, with a total capacity of over 150,000 tons.

Six specialists are led by Dinyo Dinev. On their shoulders is everything from buying grain to seeds, fertilizers, detergents. One of the most stable partners supplying grain are the farmers from the regions of , Lom, .

According to Dinev, who is an agronomist, the first wheat that arrived here this year was of high quality, aer the rains there was a slight decrease in hectolitre weight, but without the influence of bread qualities.

https://www.bgfermer.bg/Article/7671296 3/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

Dinyo Dinev and six others are the small but healthy group responsible for everything from buying grain to trading in seeds, fertilizers, preparations

He explained to the grain producers in the country that he expects to have a problem with the black wheat fly next year, in addition to the Swedish and Hesse flies. To watch - more, when the crops are 2-3 leaves, it bites and hits the brothers. According to him, many farmers do not even know about this attack because they do not know the pest. Aer this year's sowing to have one thing in mind.

The plant protection company is an indispensable assistant to hundreds of farmers in the country.

According to her manager Anastasia Anastasova, in addition to supplying preparations, fertilizers, seeds, they also provide end customers. And they finance and pre-finance farmers.

Anastasia Anastasova is a perfectionist in plant protection

For pesticides rely on the largest concerns, which in recent years have begun with serious innovations to protect nature and make sustainable agriculture.

To every client we work with, we oer not only a product, but a full service for crop protection and nutrition. We have closed the cycle until we give full consultations for the products that are of high quality and can be sold on the foreign market, she explains.

To our question whether plant protection changes over the years, whether new diseases have appeared, she answered yes.

There is a constant change first with the temperatures that surprise us. Second - in the direction of the so- called green products, in which farmers, applying them, are confident that the dose is optimal and aects only a given problem. Many of the harmful products for the environment are no longer imported, completely new formulations are starting to be registered, on new bases.

The plant protection company monitors them because it has a significant market share in the trade in fertilizers and preparations, as well as seeds. https://www.bgfermer.bg/Article/7671296 4/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer Since its establishment 15 years ago, BG AGRO Plant Protection Ltd. has been actively working with established on the market direct importers, producers and distributors and with a wide range of agricultural producers.

Today, the experienced and qualified team is based on their own experimental results. Specialists also conduct field experiments in which they determine which varieties or hybrids of seeds, plant protection products and fertilizers are most suitable for achieving high-yielding and high-quality production.

They work with the latest and most suitable for agriculture, with all seed companies that import genetics for all major crops, especially for Northern Bulgaria.

They have no problem cooperating fully with the fertilizer plants in Dimitrovgrad and , with importers of microgranule fertilizers, foliar fertilizers, give advice to farmers on how to fertilize modern.

We are moving towards nitrogen diversification, we are now adding it only with the help of smart technologies and reducing the doses, the specialist explains.

We also have varieties that we regionalize, and accordingly we know what soil fertility is in certain areas, and where we don't need to, we don't add more nitrogen than we need.

Before we take a look at the grain depots, let us note that an integral part of the structure is the modern and world-class accredited laboratory

It is for testing cereals, oilseeds and legumes, is actively used by hundreds of grain producers.

Agri Lab Control Ltd. is certified by international organizations GAFTA and FOSFA. Her certificates are recognized worldwide.

Maya Georgieva / right / is the leader of the fast and skillful team of the certified laboratory, on which hundreds of farmers rely.

Modernization and good organization of work allows for very fast and accurate analysis of samples, which makes "Agri Lab Control", a desirable partner of more and more manufacturers and traders.

One of the priorities in the development of BG AGRO is the excellent logistics scheme and grain depots.

The company expands the possibilities for movement, storage and processing of various cereals and oilseeds.

The available storage and transshipment facilities cover the wide grain production area through its own grain depots in Varna, , Razgrad, Shumen, , as well as a network of small buer silos and flat warehouses in the interior of the country. They have a total capacity of over 150,000 tons.

They are equipped with silo complexes, dryers, cleaning machines, vehicles, providing fast reception and transfer of products, modern facilities for maintaining humidity and temperature.

The grain depot with a capacity of over 50,000 tons in the Western Industrial Zone - Varna is close to the complex of the Port of Varna.

The head of the Shumen base is the doyen miller technologist with 40 years of experience Mincho Georgiev

https://www.bgfermer.bg/Article/7671296 5/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer VIDEO

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Prince Harry and Megan have

According to agronomist Hristo Harsev, even in unfavorable climates, new technologies help yields refused to star in a reality h Prince Harry and his wife Megan have refused to be And most importantly - what are the conclusions that must be drawn by all fellow farmers for the business year. photographed in a reality show on Netflix,

Svilen Raykov and I summarize that the autumn season was diicult. Despite the significantly lower yield The president of the compared to last year, they believe that against the background of diicult weather conditions, the new volleyball team CSKA technologies have managed to obtain a satisfactory yield. h d id f h The president and coach of CSKA volleyball Alexander Popov suered an accident. He hit an

The Constitutional Court did not allow consideration of the h i h G bli A The Constitutional Court declared inadmissible the request of the Supreme Bar Council to declare the

Svilen Raykov says that a very diicult season for the autumn has passed

The spring gives serious hopes for good yields, but until the harvest enters the warehouse, it is too early to announce results, say Svilen and Hristo professionally.

Since July 2016, BG AGRO Agricultural Company is in the register of producers, processors and traders of agricultural organic products and food produced in an organic way.

Investing in the cultivation of high quality cereals and oilseeds, in recent years the company has shown in Bulgaria how to diversify production with new crops - durum wheat, soybeans, chickpeas, peas, fennel and others.

For all its production, it goes without saying that it is possible to do it only with the most innovative equipment, explains David David, responsible for the machine park.

https://www.bgfermer.bg/Article/7671296 2/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

Mincho Georgiev - the doyen of milling technologies

They are proud of him for building their Razgrad base on a bare meadow, and today he has taken over the management of the newly acquired ones in Shumen and Veliki Preslav.

Here they buy, store and process einkorn, with which the company is a pioneer in our country. They started growing it first in 2013. Here, at Mincho's, is one of the first machines in Bulgaria, Austrian, for peeling einkorn, aer which the shelled seed is cleaned and prepared in the form desired by customers.

They already own a fruit company

At the foot of the Madara Horseman BG Agro AD has been managing 340 decares of apples, plums and cherries for 2 years.

The production goes to the big chains and schools under the special schemes of the State Fund "Agriculture" within a radius of 100-120 km from Shumen, says Anna Staykova, head of Innovation, Development and Projects.

Anna Staykova and Tsvetan Duchev with the human resources manager Zhenya Lekova

With Tsvetan Duchev, manager of Fruit Production, Trade and Logistics, they explain that the old varieties will be gradually replaced by new, more intensive ones. They also install drip irrigation. They have delicious Stanley plums, Van and Bing cherries, about 10 varieties of apples. From this year they have current varieties such as Fuji, Gala, Chris Pink and others.

We take advantage of the privileges of the closed cycle of the company, Anna and Tsvetan are satisfied.

They have the honor, as they say, to use the best detergents, the most valuable machines. The company has launched a project to build a modern refrigeration base.

To do and develop agriculture, to close the technological cycle, to be on the market for over 30 years, is not a small achievement. How it works? Leading professionals and owners explain it.

https://www.bgfermer.bg/Article/7671296 6/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer Nenko Nenkov, Chairman of the Board of Directors: There is not much room to make a result from price, but from cost This is the formula for success in agriculture

Nenko Nenkov, Chairman of the Board of Directors:

We have created a good machine, as today it can work without its big bosses. Our company has established professional managers at all levels.

And today I am convinced that a business start should start from the commercial side of things - this is the right strategy.

Next, it's all about knowing the market situation, we have specialists for that.

Ignorance of the markets was one of the mistakes in our agriculture - many rush to something that has been profitable for a year and do not consider it to be a short niche that fills up very quickly and the moment everyone starts doing it, gets the opposite eect - the niche remains clogged for years.

I would say firmly that it is now mandatory to make strategies for years to come.

For me, the good news today is that more and more farmers in our country are starting to think this way, and we are trying to help in this direction to all who are our partners. This is our goal - a longer horizon with broader partnerships, a modern complete cycle of the entire production process.

Thus, we gradually became quite large with over 120 thousand decares of land, which gave us a lot of experience, which we share without hesitation.

- How is our agriculture in your view?

- Technological change started quickly, you just have no right to lag behind not by a year, but by months.

We follow the productions and the markets that are close to us - 10 years ago, for example, Russia and were with 200-300 kg / dca of wheat per decare, now they are at 500-600 kg and will become 800 kg in the next 5-10 years. If we don't go that way, we go out of the competition.

Bulgarian farmers are intelligent to keep up with the changes in the industry and if I can aord to give advice is that today there is not much room to make a result from the price, but to make a result from the cost.

This means optimizing production. Without a think tank in your team, however, this does not happen. So it is with us.

We are doing something new and modern Says Nedko Malchev, managing the company's production

https://www.bgfermer.bg/Article/7671296 7/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

Nedko Malchev, managing the company's production

What we do is at the heart of something new and modern. We are currently laying it, we will pick the fruits in a year or two.

This is what Nedko Malchev, responsible for the entire production of the company, under whose leadership are almost a third of the employees, says.

What's new?

We are already working precisely - at the level of an agricultural block. By analyzing the areas, we understand what is needed at the respective levels and culture, such as cultivation, fertilization, sowing.

We rely on new treatments such as nootil and striptease, we approached them with fear and too cautiously. But they significantly reduce the cost per decare.

We rely entirely on precise technologies - in each level is given what is needed, no more and no less. It definitely has an eect - it is again related to the cost per decare.

People like us in Bulgaria definitely "beat" a lot of the rest of Europe in agriculture.

That is why I am optimistic about the Bulgarian agribusiness, says Malchev.

According to him, agriculture in our country is a stable industry with great potential.

He believes that many of our valuable manufacturers are already beginning to move in this modern direction.

We work under contract with 8000 owners explains Ruslan Rusev, head of the Land Management Department.

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Ruslan Rusev, Head of Land Management Department.

The land is in 36 settlements - from Ruse, Razgrad, Silistra and the villages adjacent to the Danube River, and now to General Toshevo and the Black Sea.

The fact that we do not have a high turnover of land means that we manage to achieve constant trust with a reasonable balance, Rusev added.

For the economic year 2020 we will enter about 9 new settlements, which we are able to achieve because of our long-term correctness, which is very obvious among landowners, he says.

And he adds that because of this in the villages where they work, they manage to grow - because of honesty and open relations all these years.

We are proud to be famous in these lands, but it is because we have a committed attitude to public life. The community centers are alive there, and we are one of the main figures who are trying to help them. We need to be on the pulse of events.

Since the establishment of the company, one of our main principles is that there should be no delay in rents

This is one of the main factors for our stable presence in agriculture, Rusev added.

The sales unit holds an important key Maya Assenova, Trade Manager, is the professional who knows everything about the main cereals market

https://www.bgfermer.bg/Article/7671296 9/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

Maya Assenova, Trade Manager

In the company we have professionals specializing in the purchase of agricultural products. Aer them we assemble the big and complex picture - what is happening in the world, how each change and each factor aects prices.

Otherwise, we are a small country to be a factor, and we are more accepting of the things that are happening in the world.

However, our team is maximally informed, reads between the lines. Because there is already an awful lot of publicly available information, but also manipulative.

We know the market, we can anticipate it and give the right advice to farmers.

In recent years, many of them have been scalded and are much more careful in selecting companies.

But we are well known to them, they know our team, because it has been among them for years and advises them on the time for sales and the price. And from the point of view of the positions we take ourselves as exporters.

I observe that they take very strictly into account what we tell them, says Maya Assenova. They believe that we are a large and established structure, with a view both in Bulgaria and around the world - we know what is happening.

There are many options for how to make a deal. Our advantage is that we can be flexible, we have storage capacity, as well as the opportunity to finance those who need it - to pay rents or other obligations. It is valuable that we can take a position together with the farmer.

We also oer green purchases - a type of financing for the farmer before the harvest is ready. They evaluate it as a good option, because if you realize a part of the production in this way, you dierentiate your portfolio and you have less risk.

From day one we try to optimize all processes Explains Daniel Nenkov, CEO

https://www.bgfermer.bg/Article/7671296 10/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

Daniel Nenkov, Executive Director

I would summarize everything we do as an optimization of all processes, so as not to speak in a more complex language.

We are always innovative and modern, and you know it.

You remember that we were the first experimenters with direct sowing when no one believed her. Then the farmers laughed at us that the peasant was following the combine.

Today our agronomists have an individual attitude to each level, the good realization comes from there. And farmers followed our example.

We have closed a larger cycle of agricultural and commercial activities - production, storage, transport, trade, we call it optimization from the levels to the end user. This is the most serious advantage of the company.

If we talk about values, here the human resource is the most valuable, without it we can do nothing. We have the longest employees, they have been working with us for over 20 years. But the policy towards them is impeccable.

I am an optimist about agriculture, but when the market principle leads, says Daniel. According to him, the number of those producers in Bulgaria is increasing, who are already looking at the sector much smarter and more and more are becoming professionals.

And he is glad that those who do not consult with the right person and work with inappropriate companies have decreased over the years.

Daniel Nenkov believes that our country is moving forward in terms of agriculture, and people like them show that there may be stability in the industry and potential for development.

As a piece of advice, if you ask me, he says, we should look for domestic productions that provide a product, even a raw material and not a final one, not to export only pure raw material.

This will be the best sign for the new CAP - to find the added value that remains here and people to be involved. Without this, there will be no development.

Through such developments over the years, we have tried to be loyal to employees, and this is evident today and pays o in the results.

With a new approach to assets This is the most important thing, says Daniela Atanasova, CFO and board member

https://www.bgfermer.bg/Article/7671296 11/14 9/29/2020 BG AGRO: Modern corporation of human capital Agribusiness Bulgarian Farmer

Daniela Atanasova, CFO and board member

Financial stability, high results, eiciency, return, growth and investment - these are our financial goals.

Financial stability and the indicators achieved result from eicient use of resources.

The added value comes from the dierent approach to assets. Competition is a competition for more useful action.

This defines our goal of achieving operational eiciency through a better return on capital, machinery, land and human labor.

Today, the biggest challenge is to achieve long-term high financial results.

This is our behavior - to deliver more value to our customers, building lasting, stable, partnership relationships. We know that the growth of our customers determines our growth.

Everything we do expresses our belief in the need to challenge the status quo. To be dierent as a way of attitude and approach to our employees. Our focus is on new business development opportunities and investments for long-term sustainable growth.

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