Interview with Adam Szöke, Rokosan’s Director of Business Strategies for African Markets.
1. History of the company in brief.
AS: Rokosan s.r.o. has been in business for more than 25 years. Since the beginning we have focused on the development and production of ecological fertilizers based on animal amino acids. Our production is based on the principles of circular economy, as we process animal waste into highly efficient fertilizers with zero carbon footprint. Our technology is unique in the world with patent protection.
2. When, why and with which product/service did you start to think about expanding into foreign markets, to which territories and what opportunities/challenges did this bring you:
AS: We started our expansion a few years ago, especially in the context of the growing demand for sustainable solutions in agriculture. At the same time, we perceived that the Slovak market was very small. Our initial product was ROKOLAN, an organic amino acid-based nutrition product that achieves efficiency comparable to chemical fertilizers, but without their negative impact on the soil and the environment.
We focused on sub-Saharan Africa, Uzbekistan and China, where we saw great potential for localised production and at the same time a high demand for agricultural self-sufficiency. The challenge in these regions is primarily political and currency instability, but also limited finance with some partners.
3. What are the specifics of the territories?
AS:
- Africa: Strong demand for organic solutions, lack of quality inputs and often weak infrastructure. Collaboration with government and emphasis on farmer education is key.
- Uzbekistan: strong state planning, interest in agricultural modernisation and high interest in value-added technologies.
- China: a huge market with high competition, but at the same time strong demand for sustainable solutions. Technical documentation and certification are important.
4. Which products/services are the most successful in your export portfolio and why do you think they are competitive?
AS: The most successful products are our amino acid organic fertilizers, especially ROKOLAN, ROKOAKTIV and ROKOHUMIN DUPLO. Their success lies in:
- efficiency comparable to chemical fertilisers,
- sustainable origin (processing of animal waste),
- flexible technology that we can transfer and localize anywhere in the world.
- we offer a comprehensively designed product that can fully replace the need for additional fertilization
5. What are the most common obstacles you face when exporting (regulation, logistics, cultural differences)?
AS: The most common challenges:
- Regulatory requirements and certification, which varies from country to country.
- Logistics, especially for overseas shipments, whether due to customs processes or freight.
- Cultural differences and the way we communicate, which is why we prefer to work with local partners.
6. How do you assess the competition in international markets and how do you differentiate yourself from it?
AS: Competition is strong, especially from large chemical fertiliser producers and some organic concentrate producers. Our main difference is:
- zero carbon footprint,
- localizable production (modular technology),
- Partnerships with local businesses that ensure market contact and customer trust,
- The price range of our products is on par with traditional chemical fertilizers.
7. How have your export activities changed in recent years, especially with regard to economic and geopolitical challenges?
AS: We have increased market diversification and focused on countries that support local production and sustainability. At the same time, we are increasingly transferring know-how and technology directly to the point of consumption instead of exporting finished products – our goal is to help countries be self-sufficient in fertilizer production.
8. How do you manage export-related risks (political, commercial)?
AS: We manage risks through a combination:
- years of experience in different regions,
- market surveys and the political environment,
- by selecting established local partners who know the legislation, the market and have the necessary contacts,
- operating in foreign markets through branches.
9. Do you have any partnerships with locals in foreign markets? How do you choose foreign partners?
AS: We operate exclusively through local partners in all foreign markets.
When selecting a partner, we place emphasis on:
- credibility and track record,
- existing links to government institutions or distribution networks,
- A thorough understanding of the local market and a long-term vision.
Thank you for the interview.