Seeds of success

Agriculture processing is an industry that’s all about growth. In India, the world’s largest producer of food grains, rice and wheat, that growth is all but assured.

But it doesn’t come easy; it’s the result of the hard work of the industry’s biggest players. These companies are constantly innovating and looking for better ways to do what humans have done for thousands of years.

“Ultimately, what we’re doing is building a nation,” says Shardul Kshirsagar, Managing Director and CEO of Fowler Westrup India.

The company is a leader in the realm of seed and grain processing and storage, with a vast range of complete integrated solutions available across the industry.

From post-harvest processing and rice milling to grain storage and drone-based spraying, Fowler Westrup’s footprint covers an enviable space. Being able to provide all that in a sustainable way is Kshirsagar’s challenge, and one he understands well after years in the sector.

“To survive as a business, you have to be profitable and generate cash, but having said that, it’s so important to remain sustainable and inclusive, and to build a nation,” he says. “That’s the part I think is the most important, and certainly the most enriching.”

Doing good

In a country where agriculture is the biggest employer, this isn’t hyperbole.

“Our core principle is that we do great by doing good,” Kshirsagar says. “We also have to balance the interests of all of our stakeholders – from customers to shareholders, employees to the supply chain, and even bankers and the people in the surrounding villages.”

Such is the reach of Fowler Westrup, which was founded in Malur in 2000, the same year Kshirsagar entered the industry. He joined the company in 2017, when Fowler Westrup was looking for new leadership.

“I understood the portfolio and recognized great market opportunity in the food processing sector,” he says.

“In India, we have a unique climatic advantage. We have three different seasons and four crop cycles, so we aren’t dominated by one or two crops. We have a wide range of crops, vegetables, horticultures and grains, which is why this industry is as big as it is.”

Rather than simply producing those grains, fruits and vegetables, Kshirsagar steered in the direction of food processing.

“You add value by producing agriculture,” he says. “It benefits the producer, and you can serve the global market. It’s a great opportunity for growth.”

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And grow it has. Fowler Westrup was in a period of stagnation when Kshirsagar arrived, he recalls. His actions have turned things around.

“For any business to scale up, you need great technology or product, great people, capital and strong processes,” he says. “I started putting into place systems and processes. We did this in parallel and focused on the business goals.”

Meanwhile, a new business organization was formed to look after Kshirsagar’s vision.

“Soon we had the people and the structure to support the growth we were chasing, so we rolled out our new go-to-market strategy for sales and service across India, including our new application development program,” he explains.

The plan worked. Over the past six years, Fowler Westrup’s revenue has doubled, and order intake is up by 150 percent.

“We’re also debt-free,” he adds. “We’ve optimized cost and reduced wastage, which has helped us build up the cash reserves required for further investments.”

Remarkable growth

In the last year alone, Fowler Westrup has acquired two companies: SPH Holland and PSM.

“We’ve become a global Indian multinational,” Kshirsagar says. “Our assets in Denmark and the Netherlands get consolidated in India. When you factor those assets in, we’ve grown by almost three times.”

Powering this remarkable growth is the team Kshirsagar formed to steward Fowler Westrup’s rise to the top. Part of this team are key allies, including Belmec, known for its conveyor machinery, and fabrication expert Penta Force Industries. Another part is Fowler Westrup’s internal team, which works closely together every day.

“It’s all teamwork, ultimately,” he says. “I’m very proud of my collaborative team and our channel partners. Our mission is profitable growth, and we’re going to pursue it going forward.”

It is, he adds, a team built on sustainability, innovation and inclusivity.

“Our factory near Bangalore is 100 percent solar powered. We don’t use electricity from the grid,” he says. “We generate zero hazardous waste. We have a CSR committee that works to build capability infrastructure in nearby villages, including sustainable drinking water, health and education facilities.

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“We bring new technology so it can be adapted to the Indian market. Agricultural practices are different around the world; grain quality is different. By bringing in new technology, we help farmers improve their results.”

As a relatively young global company, Fowler Westrup is on the path of even higher gains. Kshirsagar believes the international market is the ideal arena for his company to flex its muscles.

“You can’t build what we have – the best technology, reliable performance, impeccable integrity and a strong reputation with customers – overnight. It’s done over time, and we’re here to stay,” he says.