When COVID was launched, we lost eighty percent of our turnover, and this year we had our best summer ever," said Bertold Simon, the recently appointed Deputy CEO of Matusz-Vad Zrt.
The company, a market leader in the premium segment and at the forefront of the largest food wholesalers, is facing a major challenge with the change of generation. Balázs Matusz Owner, Chairman and CEO created the position of deputy CEO in order to split ownership and management. This will prepare the 27-year-old son, who currently heads the marketing department, Patrik Matusz the process of taking over the company as owner. In the process, Matusz-Vad Zrt. will move to board control. An interview with Bertold Simon, Deputy CEO, who has held the position of Commercial Director.
Despite the COVID epidemic and the lack of foreign tourists, we have exceeded the summer 2019 turnover by twenty percent this year," said Bertold Simon.
How did you start your career 17 years ago at Matusz-Vad?
In February 2006, I read a job advertisement that Matusz-Vad Ltd. was looking for a sales representative. At that time I had been working in the hospitality industry for ten years, but I felt a growing urge to try my hand at a different career, in a different dimension. It was important for me to find a job that was people-oriented, where commerce met my original profession and offered a secure background. I have always been interested in the business world.
You've been through the ranks for the last 17 years. What were the milestones?
First I became a salesman in Csongrád County. At the beginning, as in any new job, I faced a lot of difficulties. On the one hand, I represented the business interests of the company, but from my previous work I was also familiar with the catering aspects and wanted to meet them. The numbers showed that I had found the happy medium.
The economic crisis of 2008 brought new challenges to which we responded well. During this period I was given the county of Bács-Kiskun and then Békés county. After three successful years I became the Eastern Coach of Matusz-Vad Zrt. My task was to develop my colleagues professionally. It was not an easy task to get another salesperson to accept what I thought was a good sales process. At the beginning, I tried to score as many goals as possible and win matches. I soon realised that I didn't have to win everyone's matches. I have to teach everyone how to win their own matches.
In the words of the owner, I had to manage my staff into elite athletes with a sports cream and a towel around my neck. The recipe for success was there.
I became Eastern Sales Manager, then two years later National Sales Manager. Then came new challenges! First I had to find the best people for my team, which I think I did. After that, I only had to deal with the top partners, work closely with the partner departments, become an opinion leader and have a say in 1 or 1 strategic decision. I communicated market insights to senior managers. We built on the commercial line, defining precise targets, sales channels and what strategic and specific products we could offer them.
In the spring of 2016, the owner, Balázs Matusz, asked me to become Commercial Director, which I was happy to accept. This position also brought new challenges and gave me the freedom to implement my ideas. In addition to the enormous responsibility of such a large organisation, I had to reach consensus with the other senior managers. In addition to this, I had to innovate year after year and respond to the needs dictated by the market. During this period I benefited greatly from the various training courses provided by the company.
When you joined the company 17 years ago, where was Matusz-Vad at that time, and what has been the volume of expansion since then?
If I remember correctly, 17 years ago our annual turnover was HUF 3.5-4 billion. By 2019, it's 20.5 billion a year. We have not only grown dynamically, but we have also sold to an ever wider range of customers. For example, we had a long-standing dream to be a supplier of quality catering, top gastronomy. Today, we can say without exaggeration that since 2017-2018, Matusz-Vad Zrt. has been the dominant player in this market. We continue to bring in as many products as possible from the international market and exhibitions for our partners.
The main partners of Matusz-Vad Zrt. are premium restaurants and hotels. In the last year and a half, the COVID epidemic has almost immediately disrupted this sector. To what extent has it affected the life of the company?
Unfortunately it had a drastic effect! At the first close of the COVID period, we lost eighty percent of our turnover in three days. We had to create a new strategy overnight. We had to think together with the caterers. We saw that in a very short period of time they had created a new strategy, for example, home delivery had a much bigger role. In fact, there were some great unique ideas, such as packaged ingredients for the barbecue, with the message „You don't have to give up the experience! Cook it at home, because grilling is fun!”
We also learned quickly to manage and handle the crisis. We had to change our pricing, our product range.
You said that there were new products and innovative products. In the meantime, we also know that restaurants, even if they have survived the COVID crisis, are still facing a very serious labour shortage. Are these innovations the answer to this?
The convenience product group goes back a little further, to 5-6 years ago.
It was already clear that the hospitality sector would face a serious labour shortage in the near future. These problems first appeared at Lake Balaton, where the season lasts about 40 days. It is very difficult to find someone for forty days, to pay them and at the same time to generate turnover while maintaining a constant quality. There is probably no caterer at the moment who can say that he has not encountered this problem. That is what we are trying to help with. This is one of the reasons why Hungarian Gourmet sous vide line, which has grown tremendously since then. Our convenience products are of the highest quality, so the caterer can add them to their menu at any time without any problems.
After three waves of COVIDs, during a period of many closed restaurants and before the fourth wave, what is the balance at Matusz-Vad Zrt. Did the summer make up for the losses?
Absolutely. Everyone was on pins and needles in the spring and we were really looking forward to the opening. And we ended the summer very well, thanks to domestic tourism. We managed to beat our previous peak year, 2019, by 20 percent.
How do you look back on the last 17 years? What is the secret of your success and why you have been with the company for almost two decades and have not longed to leave and try something else?
At Matusz-Vad, we are constantly innovating, which keeps us at the forefront of the market. There has always been perspective and room for progress in the company and for me. The owner, Balázs Matusz made me feel appreciated and encouraged me to keep improving.
Fresh from your appointment as Deputy CEO, what are your priorities? What do you want to achieve?
The biggest challenge is finding my successor, the commercial director. My aim is to help and support the departments attached to me. I already have a close relationship with procurement. We want to meet the needs of the market, but we will be looking into this together. As well as strengthening the premium line, one of the biggest issues for caterers will continue to be a priority - finding solutions to labour shortages. On the logistics side, we will be working on raising service standards alongside operational safety to make shopping a pleasure for our partners!
Author: by Beregi-Nagy Edit
