Most likely, by the end of this year, Romania's benchmark meat processing product, Salam de Sibiu IGP, will head to the United States market. In this way, Salam de Sibiu IGP will become the first Romanian animal-origin food to be exported to the American market after a hiatus of several decades in bilateral trade.

The road to exporting this exceptional Romanian product internationally, currently recognized at the European level, has not been a straightforward one, but it has come very close to what can rightfully be called a GREAT ACHIEVEMENT, thus expanding its international journey.

This exceptional achievement once again proves that SUCCESS is always possible only if the people who initiate and implement it are professionals, visionaries, daring, or, as they sometimes say in the Moldova region, stubborn enough to turn what was once a dream into reality.

To better understand the magnitude of this effort, which will ultimately result in placing this internationally prestigious food product on the plates of Americans, I spoke with three individuals who have gone through all the stages of the challenging path of Salam de Sibiu IGP in recent years—individuals who have turned things from initiative to the well-being that a fulfilled dream offers.

Our interviewees were Mr. Grigore Horoi - President of the AGRICOLA Group of Companies, Mrs. Angelica Șmil - General Manager of SALBAC S.A., and Ioan Oleleu - Vice President of ANSVSA. Here are their testimonies.

Grigore Horoi - President AGRICOLA Bacău: Learning, inspiring, stimulating creativity with the courage to innovate and adapt

One of the undisputed leaders in the Romanian meat processing sector, Mr. Grigore Horoi, President of the Agricola Bacău group of companies, is also the one who, as in other moments in the recent past, collaborated decisively to unlock the export line of Romanian animal-origin food products to the United States. Here is the story, from the beginnings of the activity of the companies he currently coordinates to the moment when, very soon, American consumers will savor the Salam de Sibiu produced in Bacău—a story unfolded by Mr. Grigore Horoi.

Meat Milk: Mr. President Grigore Horoi, when was Agricola Bacău established?

Grigore Horoi: The Agricola story is a long but very interesting one! Agricola International, which operates today on both the domestic and international markets, was established in 1992 when the freshly founded Romanian-German joint venture took over the management assets of several state-owned companies. These later formed an integrated production and commercialization chain that was significantly invested in over the years, being among the first major investments in Romanian agribusiness. At the same time, modern management principles were applied, borrowing from the superior expertise of our German partner.

That's the recent history in short, as Agricola's story begins much earlier, precisely, according to the chronicles, in 1892, 100 years before the founding of Agricola International. In the place where Salbac operates today, one of Agricola's group companies, a small enterprise was opened at that time, producing salami, hams, lard, and various dried meats (delicacies).

Another important milestone in the history of meat processing in this area is 1975, when it was decided to establish a meat products factory in Bacău, built to the highest technological standards of those times, named the Regional Meat Industrialization Enterprise (IRIC).

This production unit successfully became one of the major heritage objects of the Romanian food industry, becoming a strategic exporter both to the former Soviet countries and to the West, especially for Salam de Sibiu.

We must also mention 1957 when the first poultry farming units were established, marking the beginnings of what would later become the renowned Avicola Bacău enterprise, the precursor of today's Agricola.

MM: When was the Salbac company included in the Group?

GH: Between 1995 and 2008, the production units that formed the integrated chain of Agricola underwent divisions, staggered investments over many years, mergers, and business architecture redefinitions. All these led Agricola to be at the top of Romanian agribusiness producers today, encompassing five distinct food product categories: poultry, cold cuts (raw-dried and boiled-smoked), semi-prepared and ready-meals, eggs, and dairy.

Due to its geographical location, favorable environmental conditions, and the diligence of generations of meat processors over the years, the meat processing enterprise became the foundational predecessor for the establishment of the Salbac company.

In addition to numerous phases of radical modernization of production units (1992, 2007, 2016, and 2023), a strategic milestone was the merger in the early 2000s with the Agricola Group of Companies, a step that favored the sustainable and harmonious development of the meat products division.

MM: What percentage does the production of raw-dried products represent in Agricola's total portfolio?

GH: Salbac's contribution is 18-20% of the total turnover realized by the Group, making Salbac a model of efficient resource utilization—an entity that inspired other companies within our group to confidently and courageously undertake various projects to ensure our present and prepare our future in these businesses.

Salbac is a pillar of our professional pride, playing and continuing to play an important role in creating and consolidating Agricola's reputation as a significant player in Romanian agribusiness.

MM: What prompted you to initiate the establishment of the Romanian Salami Producers Association?

GH: We are a company open to innovation, understanding at the same time that the world is changing and that we, consequently, must change with it. We learn, inspire, stimulate creativity with the courage to innovate and adapt!

Over time, we understood that material or immaterial things done with great effort, including those of a financial nature, must be protected so that they are not improperly appropriated and used inadequately by individuals at odds with ethics.

In the context of increasing unsuccessful reproductions on the European and U.S. markets, through our marketing department in 2012, Mrs. Carmen Gavrilescu and I approved and supported the establishment of APSS. The Association was formed, with five more producers joining, work was done on the dossier, analyses, visas, approvals from the European Union were obtained, and ultimately, we obtained the IGP certification.

MM: What were the concrete actions to unblock Salami exports to the United States?

GH: In 2016, just when I was on vacation, a friend, a former Agricola consultant, called me and told me he had a contact with a distributor interested in selling Salam de Sibiu in the U.S. market. At that time, we had just inaugurated an expansion (doubling) of the production facility for this product, so I mobilized the team to start the accreditation process for the factories with the support of ANSVSA specialists.

We were in constant contact with the Bacău Veterinary Health Directorate, as well as with the National Sanitary Veterinary Authority (ANSVSA), providing them with constant evidence and information regarding the demands of the American public authorities.

Moreover, we aligned with the requirements imposed by them (for example, we quickly acquired the NPPO registration required by the American authorities), we respected and continue to respect the schedule imposed for delivering evidence, and at the same time, we managed to prove, with the collaboration of ANSVSA, that our factory is endowed with a high degree of automation, following the most modern production flow for this type of product.

In parallel, Salbac was visited twice by American specialists, who closely observed the production processes, raw material supply systems, and the implemented quality management systems. All their requirements were clarified, and evidence that all the necessary conditions were met was provided.

The result came after many meetings, after many sacrifices of the people involved, after a lot of effort and money allocated for tests, analyses, and accreditations: after a break of several decades, we have reintroduced the animal-origin product Salam de Sibiu IGP on the U.S. market, precisely in the year of the Centenary of the establishment of diplomatic relations between Romania and the United States.

MM: What other markets is Agricola Bacău looking at besides the United States?

GH: The Agricola group has for many years embarked on the path of entering other markets. We are now in the final stage of re-accreditation for exporting meat to the European Union. We currently export poultry products to the Republic of Moldova, Kosovo, and Albania, and we are in the process of obtaining the necessary certificates to export to other countries. We also have a range of products for the domestic market, but we also keep an eye on various markets on all continents.

MM: How do you see the future of Agricola Bacău?

GH: I am an optimistic person by nature. I think it is also the case with the people in our group. Our team includes exceptional professionals who, besides having the skills required by their job descriptions, are endowed with that something extra that often makes the difference between a good and a very good product. We also have young people in the team, with innovative ideas and creative approaches, who are increasingly successful in turning words into deeds.

I think the path that we are currently following, both domestically and internationally, is correct and sustainable, and the results are not late in showing. I am confident that with the people and resources we have, with the dynamics of the current Romanian and global food markets, with perseverance and seriousness, with courage, and with some luck, Agricola Bacău will remain a flagship of Romanian agribusiness and will be even more prominent than it is today.

Angelica Șmil - General Manager SALBAC SA Bacău: The Salam de Sibiu produced in Bacău, a Romanian product with a long history and tradition

Mrs. Angelica Șmil, General Manager of SALBAC SA, shared with us interesting aspects of the Salbac company, known for the exceptional quality of the products it offers, including the internationally acclaimed Salam de Sibiu IGP.

Meat Milk: Mrs. Angelica Șmil, could you briefly present the history of the Salbac company?

Angelica Șmil: The history of the Salbac company is closely related to the historical events in our region. Thus, Salbac was born in 1949, within the Regional Meat Industrialization Enterprise Bacău, under the name "the Dryer."

In 1992, following the restructuring process, we became an independent company, and in 1998, we merged with the Agricola Group of Companies. Since then, we have constantly modernized our production units, adapting them to European standards, aiming to be competitive both on the domestic and international markets.

MM: What are the main products of the Salbac company?

AS: Salbac is a major producer of raw-dried products, especially Salam de Sibiu IGP, but not only. In our portfolio, we also have other traditional products such as Sibiu liverwurst, Timișoara salami, dried hams, and other raw-dried specialties. The raw-dried products division represents 18-20% of the total turnover realized by the Agricola Group of Companies.

MM: What are the specific characteristics of Salam de Sibiu IGP, which make it unique?

AS: Salam de Sibiu IGP is a product with a rich tradition, recognized and appreciated both in Romania and abroad. It is distinguished by a specific recipe, which includes carefully selected meat, high-quality spices, and natural casings. The production process follows strict rules to preserve the authenticity and originality of the product.

The IGP certification guarantees that the entire production process takes place in the geographical area of Sibiu County and that the product meets the specific quality and authenticity requirements. This contributes to the uniqueness of Salam de Sibiu IGP, making it a product with a strong identity and history.

MM: What is the significance of the IGP certification for Salam de Sibiu?

AS: The IGP certification is a recognition of the specific characteristics and qualities of Salam de Sibiu, emphasizing its connection with the geographical area of Sibiu County. It protects the product from imitations and ensures that consumers receive an authentic and traditional product. This certification contributes to the promotion of local traditions, supports the local economy, and enhances the reputation of Salam de Sibiu both nationally and internationally.

MM: How do you see the entry of Salam de Sibiu IGP into the U.S. market?

AS: The entry of Salam de Sibiu IGP into the U.S. market is a historic moment for us. It represents the recognition of the exceptional quality and authenticity of our product at the international level. We are proud to be the first Romanian company to export an animal-origin food product to the United States after a long hiatus.

We believe that Salam de Sibiu IGP has the potential to be appreciated by American consumers who are increasingly interested in high-quality, traditional, and authentic products. We are committed to maintaining the same standards of excellence in the U.S. market and contributing to the promotion of Romanian gastronomic traditions.

MM: What challenges did Salbac face in obtaining the IGP certification for Salam de Sibiu?

AS: Obtaining the IGP certification for Salam de Sibiu was a complex process that required dedication, attention to detail, and compliance with strict regulations. The challenges included ensuring that the entire production process takes place within the geographical area of Sibiu County, meeting specific quality standards, and documenting every step of the process.

We worked closely with the Romanian Salami Producers Association (APSS) and the National Sanitary Veterinary Authority (ANSVSA) to prepare the necessary documentation and undergo rigorous inspections. It was a collaborative effort that involved multiple stakeholders, and we are proud of the outcome.

MM: When do you expect Sibiu Salami to begin exporting to the United States?

AS: This effort to accredit raw-dried salami in the USA was a long-term one. Due to complex legislative processes, we estimate to carry out this export by the end of this year.

Starting in 2014, AGRICOLA submitted a request for accreditation to the USA, so it was also an initiator in this endeavor. So that, precisely in September 2021, I received the official visit from the Department of Agriculture (USDA) - the inspection and food safety service, where I 'passed' the final stage specific to processors.

We, Salbac, a company of the Agricola Group, have fully complied with all the conditions imposed to obtain US export certification, obviously with related efforts and costs. This raw-dried product accreditation project would not have reached the end successfully if we had not been monitored, supported and helped

in the harmonization of legislation, step by step, by the management and specialist teams of the National and County Sanitary Veterinary Authority, to whom we thank!

Ioan Oleleu: ANSVSA was decisively involved in the resumption of Romanian food exports to the United States of America

Along with the companies that were actively involved in the process of resuming exports of food of animal origin from Romania to the United States of America, the National Authority for Food Safety and Animal Health had a decisive role. The ongoing process and the involvement of this institution was described by Mr. Ioan Oleleu - ANSVSA Vice President.

Meat Milk: What was the starting point in the action to unblock the export of food products of animal origin from Romania to the United States of America?

Ioan Oleleu: ANSVSA is the only institution in Romania responsible for food safety, both at the national level and with correspondence at the level of the European Commission.

In accordance with this reality, the current leadership of the Authority has proposed to develop those partnerships and actions aimed at increasing the business volume of Romanian companies, and here we refer to the food processing sector, namely meat processing. A correct partnership between state institutions and the business environment can only be the key to success.

In this endeavor, which we considered particularly important, that of obtaining the equivalence of the inspection system of pork meat and pork products in Romania, with that of the United States of America, so that, after obtaining of this equivalence, to be able to carry out export activities on the American market.

From the beginning, I considered this whole process a challenge. But I knew that there are many professionals within the Authority who can solve this challenge. Then, it was also our response to a very important desire of economic agents who, thanks to recent investments in their production units, were also able to face this challenge.

MM: What was the receptiveness of the American side in this endeavor?

IO: I have to admit that the responsiveness of the American side, more precisely, of our counterparts there, was very important, this procedure taking place at a particularly sustained pace, I would even say at an alert pace.

MM: But what was the response of Romanian companies?

IO: Of course, without a very applied involvement of the Romanian economic agents, we would not have succeeded, because it was a whole rather complex process that involved a whole flow of information transmission or the correction, as the case may be, of certain procedures.

From this point of view, I can only congratulate them and have nothing but words of appreciation for the way they acted. They are an example to be followed by other economic agents at the national level, because we also have other companies that correspond to the European Union regulations and that want to be part of this export action on the American market.

MM: How come Sibiu Salami was chosen to be the first food product of animal origin to be exported again to the American market, after decades of this export line being closed?

IO: We are talking about a product that is a national quality standard, appreciated not only by Romanian consumers, but also by consumers from other markets, from countries in the European Union. But we are not only talking about Sibiu salami, even if it is the tip of the spear, but also about other products, such as canned goods, which are manufactured in the units that have been listed.

MM: What was the procedure followed for Sibiu Salami to be admitted to the American market?

IO: Very briefly, it was about a letter of intent, followed by the completion of some questionnaires that arrived at ANSVSA, after which there were on-site inspections and, finally, the granting by ANSVSA of food safety guarantees, for such an approach to be possible

MM: How were the equivalences identified, knowing that American legislation is totally different from that of the European Union?

IO: It's totally different, but there are some principles of food safety that apply all over the world. Such as the analytical capacity on the part of the state and economic companies, the solidity of the control structures but also of the economic agent, the ability to implement a correct product traceability system, everything related to the endowments and flows. All this made our approach a successful one.

MM: How do you assess Salbac SA's contribution to unlocking this export line?

IO: Salbac and, implicitly, Agricola Bacău, was the most dynamic economic agent in this procedure. He was practically the first to respond promptly to everything that this process entailed. Now, they just have a little challenge with the labels, because Americans want them a certain way.

But it is good to know that the sanitary-veterinary certificates are accepted by the American side, more specifically the certificate models. Anyway, I am convinced that Sibiu Salami produced at Salbac but also at other companies they will make a nice figure on the market in the United States, but will also be an ambassador of what the Romanian food industry means. But there are other economic agents who want to start export actions in the United States, especially of products of non-animal origin and on the cheese side.

In our view, the institution, ANSVSA has the ability to guarantee product sanitation for other varieties as well.

MM: We thank you and congratulate you for everything you have done in order to reopen the American market for Romanian food products.