Comyn Distribution markets about 100,000 tons of potatoes annually. This year, 60% of the volumes will be for export. “We export mainly to Spain, Italy, Portugal and more than usual to Germany, because the Germans are a little deficient in potatoes. Their important demand makes prices go up,” explains Bernard Comyn, president of the company. According to him, these favorable conditions will last until the 15th of April. “From then on, the demand will go down considerably. The first potatoes are early in southern countries and will arrive ahead of time.”
This year, the company had a complicated summer because of the variations in weather. “As a consequence, the potatoes age faster and are of a lower quality than in previous year,” explains Bernard. “But since the offer on the European market is not huge, prices continue to go up.”
Because prices rise, the demand is down in almost all countries, except for Germany. The industry does not buy much anymore either. “I think they are covered. Stocks are lower than usual, but since the demand is going down as well, the shortage on the market seems to be relatively low as the season ends. If we look at our stocks, we are more and less covered to end the season.”
Expanding the position on the French market
Comyn Distribution used to export 85% of its volumes. “We are refocusing on the French market (currently 40% of our volumes). We have a packaging center of 45,000 tons. Our fixed costs are important. It is dangerous to work only on export, because it is relatively variable in terms of volumes and prices. It is safer to refocus part of our production on the French market.”
Bernard adds that it is not easy to get into the large retailers. “Before, we were not present in supermarkets at all. Now, we’ve slowly started to make our way there by offering a choice of varieties adapted to the French market. Our strategy is to work less and less on prices and to move upmarket, with top quality brands in France and for export.”
Raphaël and Giuseppe Panza presented the different brands of Comyn Distribution at Fruit Logistica this year
Developing the brands
One of the brands offered by Comyn Distribution is “La Perla”, which has a special variety for fries, “Voyager”, mainly on the Spanish market. “It’s a variety which we have in exclusivity. It is very clear, unwashed and very good for fries. Our volumes are increasing for this variety and we will soon reach 20,000 tons in sales.”
“We want to provide the consumer with a constant quality, all year round and every year,” explains Bernard. “It requires some thorough work, but we hope to keep our consumers this way. In all European countries, the trend is to relocate the production. It is obvious that the retailers tend to favor local productions. They play on the fact that they buy from Italy, Spain, Portugal, Germany…. In order to keep export market shares, we must move upmarket.”
Paper bags: the consumer is not ready
Another market trend is the protection of the environment, which is gaining in importance. “A lot was invested in paper bags, presented as the way of the future, but in France, consumers are not ready. They want to be able to see the product and still prefer the plastic bag. It’s a shame because, for the potato, paper bags are ideal. They protect from the light, and they are biodegradable.”
For more information: 
Comyn Distribution
Zone industrielle Nord
F80170 Rosières-en-Santerre
Phone: +33 (0)3 22 88 45 45
Fax: +33 (0)3 22 88 45
bernardcomyn@comyn-distribution.com
www.comyn-distribution.com