[Music] first of all thank you for inviting me and presenting what is only an example of what we did during the last year's in loyal as I was the CEO so we'll go through different steps and first of all why did I add some interest in medicine art as a CEO of L'Oreal I was visiting a cooperative in Norway and I saw in [Music] Synoptics the name of meta smart and as Brian said I was interested many years away in a smart I mean so meta smart it looks like smart I mean for for ruminants and I say ho ah why do these people use meta smart Norway is not well known for a huge milk production so I started to be interested in and I came back in in France a as I look in the in event role interests in that product so I will go quickly comparing the monogastric and remanent nutrition but we've got a problem with rumen which is very difficult to understand and you saw the science dealing with difficulties with that models so we are in oil a straight user of the PDI and UEFA system so I will only talk about PDI and the value I will give will come from INRA tables so but the first ID for all the system is Kyle needs amino acid so how do I get this amino acid to the other first of all as everybody says before you need to feed the rumen okay let's go and go quick and then you have to meet the requirement for the adult the birds need ammonia and the cow needs amino acids where does this amino acid come from it comes first from the rumen books everybody knows that but when the cows is producing more and more the part of the PGI a bypass amino acid is higher the higher the cow produce the higher the proportion of the diet amino acid is high so as mentioned before also why do we need methionine and lysine first of all because the CAHSEE in the protein of milk is very high which is a very good news for us because we drink we eat milk it's a very very good protein microbes has pretty good concentration of lysine and methionine also but forages concentrate they are lower so you will need any way to fit some more amino acid the combined contribution of microbes is less than milk composition that to be keep in mind so when you say that in order to achieve a good prediction you will need to overfeed most amino acid to meet lysine and methionine requirement or you will under feed methionine and lysine that's the problem you will get rid of sands is there there are lots of publication rule King Schwab did it and many others after them the sense is well based no problem it is a lot of data to be used in the female but how can we do it and first of all perhaps what was Laura so L'Oreal is a famous company working in the northeast of friends as us and Lorena we've got at that time for females dealing with cooperative brand on SS named Costel a second co-operative brand in loin a peeler and the third one private one aviaries we we are producing roughly 200,000 tons a year 2/3 of them for ruminants mainly dairy and another part for broiled what was our market share Casal in this area has a very high market share of 60% for the dairy feed and when I say feed I say only feed coming out of a feed mill not commodity is not raw material only concentrate coming from the feed mill from the factory so in that area a very large market share APO in Doha and little s30 anivia is all over around 10% so we've got market we've got science but do we live with that we say eh we've got different steps to go at the end first of all science okay that's well now well-established you need also an industry because we are feed meals we manage an industry all tool and that tool will have to incorporate very little amount of products amino acid that's not high percentage in a feed that's very low and smart meta smart is also a very special product you need to be sure that your industrial process is able to handle it the liquid one I think Nancy so a good industry make sure your tool is good you need also a strong strategic decision in order to have a real impact on yourselves you have to motivate your sales people because it will be a tough job to change the habit of the dairy farmer and then you can be helped by a good environment and when I say that I say the price of the protein the world price of protein that's the difference EPS we try to get through what did we do with that first of all we were based on routine equation dealing with the efficiency of PDI of MP and this equation says that dealing with the ratio lysine methionine you will increase or decrease the efficiency of the PDI so that was our first ID the first step to manage the amino acid that's a slide from Nvidia showing that going from 38 to 44 grams of MIDI and Diet you could increase your PDE efficiency by 6% so that's a very simple equation when you enter lysine methionine and you say your period yield could be lower or higher that was the basis but when you want to formulate on a amino acid formulation you will need two things you will need nutrients and you will need products and first of all you have to describe your ingredients present in your feed mill on the basis of this amino acid content using PDI we are only looking at the PDI value but if you want to go to lysine and methionine is sitting and so on you have to describe properly your matrix on these new parameters and that's not very easy amino acid and nutrients good for nutritional value like other animal nutrients so you need to validate your database and when you're looking to the different database available in a field meal you've got in your tables but you've got also the premix and services from proposition and for the same product when you compare in our tables and the different firm coming in visit us there are huge differences so you have to ask them where does your data come from how did you calculate them and then you choose the one you understand and you avoid the others sometimes you don't understand and sometimes they don't understand what they proposed for you that's true so just describe your ingredients properly in terms of amino acid concentration in the crude protein but also the hi-de-hi di values over grams of lysine methionine for inter sign and then I mean acid is also a new ingredient there are many products on the market as it was said before so as an at our level we had to choose some product it fell difficult we don't have any lab able to do this analysis so we count on robotics farms and we did some trials in some farms and at the end we validate the meta smart we saw I saw in in Norway I won't tell about the other one but as Chuck said well some of them you see really nothing and with the meta smart dealing with robot it's very clear with high quantity the effect of that product so we choose the meta smart second step you go on farm with your technical staff and you describe the typical diets of your region the first things will we did it analysis so on corn silage based diet and we describe the typical diets on this value lysine and methionine so then we come we try to evaluate our traditional protein mix with this lysine and methionine and then we reformulate this protein mixed paste on the ID it will be given at exactly the same quantity on farm and there is a good reason to do that because when you want to change the abbot of a dairy farmer it's very difficult you need time you need saliva a lot of saliva to do that so we try very simply simply as way just change nothing you will switch from the whole product to the new one when we did that we had another test period with 20 health robotic and then we were able to go to the commercial launch these different steps it's perhaps difficult to read but that's an example of what a non-fan diet could be on the software room annex so it's a typical accession diet with a lot of cons Ilyitch roughly 12 kilos and added with 3 kilos of green forages and then the concentrates when you evaluate this typical diet on the see in our system you evaluate it on the base of energy PDI MPD ie and I added lysine and methionine I did that calculation I say okay the recommendation in INRA system is as a percentage of PDI so I took seven percent for lysine and 2.2 percent for methane and doing so it's very clear that a well PDI calculated diet is good that example for lysine but it's very poor for methane forget that and at the end we can see that we've got two thousand two seventy six grams of PDI e 108 58 grams of lysine 42 grams of midday so keep in mind that's the basis of the calculation so you put out the diet the forages and the concentrate given on farm and you go to the feed you will have to deliver in that example the quantity daily feed was five point five kilos per head and going back to the routine equation that these are the data so this quantity lysine this quantity of methane in the ratio and the calculation done by Rilke for the two thousand two hundred and seventy six grams of PDI assuming that you will have 1 kilo point two grams of protein in the milk and all story there you made a very simple calculation and you change a little bit the quantity of lysine and methionine in order to increase the protein efficiency in that example I decrease the lysine a little bit I increase a lot the quantity of methionine to obtain that level and the calculation gives you only 2,000 grams of PDI that means you get sparing of roughly 200 grand of PDI for the same production so that's very simple very easy to understand that I think so there is less slicing more methionine and an increase in protein in PDI efficiency by roughly 10 percent and then you go back to the same calculation on one kilo of feet divided by 500 by 5 so you could formulate less PDI less lies in and more methane in if you do that increase in methionine only with the meta smart liquid meter smart it will be a point for inclusion rate that's not a lot so remember that your feed industry has to be good so the formulation constraint are there you change only the protein aspect of your constraint so less PDI is the same amount of minerals and you try not to change also is sitting level starch and unchanged and comes the of the crude pretty there is no requirement for crude protein level so it's it is a technical and a commercial aspect that letter think that we didn't want to change a lot the protein content of our feet because in France we are very traditional and the first thing a farmer get on a level it's the protein level if you diminish it a lot you say eh it's just nothing it's less protein it won't be good for my dairy prediction so we decided to diminish by 0.5% the total concentration of crude protein of the diet and for that five kilo add a product that need that that is only two point two percent diminishing the crude protein in some products we diminished that crude level by six percent going from forty seven to forty one that is the theory and I want to give you an example with economical data is it interesting or not so first of all the initial recipe typical coastal protein mix with some constraint on the degradable protein so that's like a room on the grabber level protein on the American system the quantity of methane in lysine in that old mix foreign 16 grams the percentage of soybean meal very high because farmers have soybean very good they want they want a lot they want a lot the more you have the better yeah but dealing with that percentage the cost of one point of soybean meal is 1.15 euro you decrease by one percent your minimum of 60 percent you have money a lot of so the first thing before I mean us in formulation is to go and free this percentage of soybean and you are earn a lot of money just dealing with this pure commercial constraint this product was at 47 percentage of crude protein with a high quantity of urea we set it as a constraint and anyway we got this honey we formulate based on amino acid with only 30 percent of soybean there is another gain obtained and without any commercial constraint the soybean mean level goes to 20 percent and an additional gain was obtained but when you do so you change a lot your composition sure so I've been goes down rapes in goes up there is a little bit of metal smart but also new products DDGS any kind of product that fit in that new formulation and that's a real problem for farmers so as you say as you see it was cheaper so we launched our products and it was at that time that soybean it was very high so we had a very good results with the commercial aspects and after two years of commercial sales we say eh we have to make sure that what we said was right so we tried to compare the efficiency of our system to the non-user of amino acid based formulation so on our data we found farms that where long term user during one year of this special kind of products lactis weatherization one team was rohan one we found roughly two hundred found using euro long these products roughly two kilos per day we sign an agreement with the structure storing the official dairy records and then we had to have a look again at the quantity because some of the customers we are not a different we are not member of the official controls we had also to erase some data because the percentage of milk farm the percentage of genetics was not exactly the same at the end we arrived at this data dealing with 95 farms using our system and all the others non using I remember it's all your long with a huge number of recalls and what you see is it's more a little bit more or equal milk production honors us where we have got a lot of con silage based we see an increase in milk production everywhere has more protein in milk point 3 grams per kilo less milk urea nitrogen and also in some part a reduction in somatic cell count and a better milk production coming from the forages at the first results we have done another calculation within our customer comparing the users and non-users in our with our products and nitrogen efficiency so they were all loyal users some amino acid formulation the ordinate and at the end dealing with the production dealing with the composition of the diet we were able to show that we increase nitrogen efficiency by roughly 10 percent that was the numbers given at the very first that means that a lot of nitrogen is not lost in the environment economically speaking the benefit comes from different part of the production first of all extra protein in the milk extra milk and also cost reduction because we choose to say ok we you will have exactly the same product but 10 or 20 euro less per ton so 3 parameters with a low hen example it was 1.7 euro for 1,000 litres produced and 2.4 coming from the decrease in that region it was 20 euro per ton less analysis where we've got also a milk production increase the benefit is higher roughly 15 Europe thousand litres of milk so thanks to the amino acid formulation based on a average farm in our region you can spare without doing nothing from the farmer point of view between two thousand eight five five hundred and nine thousand euro a year just switching from the old to the new formulation system we publish that in the in you are shown it was a in 2015 we made a poster of it we use it but you have to keep in mind some interesting thought we used the last least cost less a cheaper cost with equivalent performances it is a huge commercial attractivity no one can resist to this there are some philosophy possible increasing the cost but increasing a lot the performances and talking about return on investment it could be better but it is very difficult to deal with the commercial issue when you say to people hey you have to invest that's very difficult and to show this remember with a Vialis we add 20 10% market share the switch only 20% of their protein mix with a new formulation with a pillow about the same and I have to say that avi is choose the higher cost higher performances for a pillow it was with 20 euro less it was 40% that was switched to the amino acid formulation and for Casa we were the first to do it we had the opportunity to change 60% of our customer to this new formulation so a good science a good industry a strong marketing a good strategy a favorable market with a high soybean price and then you can reach a huge quantity of amino acid using and some things to say to your customer a good benefit for the feed industry a good industry of course first of all for the farmer benefit with lower cost a good benefit also for the milk industry because higher is the protein percentage higher is the cheese yield a good thing also for the environment less nitrogen in the field in the water and also trade benefit because you import less soybean and the take-home messages the composite the composition of fees is change and for us from a commercial point of view it needs to be explained and demonstrated with farmer and Prescriptives it's a hard work to do but it is economically efficient even with a low soy bean cost you have to switch to the amino acid formulation because you will spare anyway if you are not using amino acid our chickens synthesize one no problem you to get a better product well-balanced an amino acid rate you need tools to explain this you need to communicate in the press the professional one but also the generic one you have to let some info are on the web and for finish I will say the amino acid nutrition can help industry to cope with sustainability challenge which is a problem right now if all French dairy cows version were balanced on amino acid so use will decrease by 50% let's say 500,000 tons less important per year and based on 3 tonnes per hectare and 80% here was a meal you will save 200 thousand of forest so that's another argument to use amino acid Russian balancing thank you [Applause] [Music]